Turn a competitor's case studies into leads
A competitor lists its clients as case studies on its own website. Every company on that page already bought from the category. We turned six pages of marketing copy into 32 CRM leads, 20 of them with a verified email and a draft.
Works ifYour competitors publish case studies or logo walls.
The system
Competitor site
Case-study pages
6 pages of client cards, names hidden in titles.
Match + dedup
One record per company
Two spellings of the same company caught.
Contact
Email waterfall
Context
Company research
What they did in the category, sourced.
CRM
Lead + context note, tagged by source
The signal
A company is featured as a customer on a competitor's website.
Why it predicts a purchase
They have budget for the category, a proven buying process and a vendor you can compare against. It is the warmest outside-in list there is.
How it works
Read the real HTML
The first run found zero companies because it assumed heading tags. The page used RDF title spans. Open the source before you write the parser.
Pull names out of prose
Case titles never list the company cleanly. Eleven patterns cover colon splits, possessives, “how we helped X”, “together with X” and more, with 14 real titles as the test spec.
Three providers and a probe
Lusha found 7 emails and 0 of the next 21. Apollo found 12 more. For the rest, generate the common patterns for the domain and verify with an SMTP handshake. That found 1 more and ruled out 7.
Deliver it where the rep works
Each company lands in the CRM with a researched context note, tagged with the competitor as the source, and a draft on the client's own template where a verified email was found.
Build notes
- Case sensitivity is load-bearing. The capital-letter check is how the parser tells a name from an ordinary word, so the case-insensitive flag breaks it.
- An unverified pattern email from one provider pointed to a completely different organisation. Only keep verified addresses.
- The first version ran on a job orchestrator. For a pipeline that runs by hand, plain async scripts were simpler, so it came off again.
Questions
Is it OK to use a competitor's public customer list?
It is public information. Use it to know who already buys the category, and lead with a comparison the prospect can check. Never say you scraped the page.
What if the company names are hidden in the titles?
Parse them out. Here eleven patterns covered colon splits, possessives and phrases like “how we helped X”, tested against real titles.
More builds
All builds →Reach people engaging with competitor posts
Your buyers follow competitors or category voices on LinkedIn.
Find out which competitor tool they run
You replace a tool your buyers already run.
Detect 163 B2B tools from a company's website and DNS
Your product replaces, integrates with or sells to users of specific tools.
The next step