IGEN is growing faster in a 1,200-company market. The right message, to the right person, at the right time.
Jamie Wilson's teams turn triggers like a new hire, a retirement or a fine into outbound, faster ramp-up and early expansion.
Jamie WilsonIGEN
How IGEN's outbound runs
A triggerA new hire, a retirement or a non-compliance fine
The right personThe persona that trigger matters to
The right messageWhy you, why you now, written for that persona
Expansion caught earlyThe same triggers on every existing customer
Challenge
IGEN's market is fixed at 1,200 companies, and outbound was manual, with generic messaging.
Solution
Outbound now runs on triggers IGEN chose, like a new hire, a retirement or a fine, with a message written for each persona.
Results
New reps start with the research done, SEs tailor demos to each buyer, and account managers spot expansion before the customer calls.
The challenge
1,200 companies leave no room for generic outbound
IGEN's software handles excise tax for 2 verticals, tobacco and motor fuel. ComplyIQ, its newer product, takes it into tax compliance more broadly.
The market is fixed: 1,200 companies in North America. IGEN knows every one, and its contacts.
Outbound was manual, with generic messaging, and reps spent more time on research than on outreach. Tax buyers rarely engage with one-to-many messaging.
The best type of outbounding is trigger-based outbounding. So something has happened at a company, therefore that person's more likely to interact with my messaging.
Jamie WilsonIGENOutbound
Triggers tell reps who to call, and why now
Funding rounds and office moves mean little in tax. For ComplyIQ, IGEN chose triggers that do.
New hiresA job posting that asks for experience with a tax calendar
RetirementsA long-tenured tax lead retires, and their knowledge leaves with them
FinesA non-compliance fine puts a cost on the problem
Name
Details
Verticals
Recent funding round
6Manage verticals
CRM consolidation program
6Manage verticals
RevOps leadership appointment
4Manage verticals
Primary tech stack
6Manage verticals
EMEA expansion signal
3Manage verticals
Automated lead and signal research
Account Qualification AgentsAccount Research AgentsContact Research Agents
Ultra personalized customer interactions
Account Plan AgentsPlay Agents
Contextualized on-demand coaching
Roleplay TrainingRoleplay Scenarios
Edit Account Research Agent
1
Agent settings
2
Verticals
NameCRM consolidation program
Generate with AI
InstructionsIs the company running an active CRM consolidation or migration, based on dated announcements, partner press, or open RevOps roles?
Follow the steps below to answer the question:
**STEP 1**: Scan the company website for initiative language such as lead, build, implement, launch, standardize, automate, migrate, roll out, alongside CRM, revenue operations and systems-of-record terms.
**STEP 2**: Check the careers page, engineering blog and partner pages for evidence the program is live rather than aspirational.
**STEP 3**: Search public engines with queries such as: "[COMPANY] CRM migration"; "[COMPANY] Salesforce consolidation" after:2026-07-01; "site:linkedin.com/jobs [COMPANY] revenue operations"
**STEP 4**: Fall back to press, job descriptions, investor materials and executive posts, and confirm recency from explicit dates only, never from page history.
**STEP 5**: If unsuccessful, utilize your expertise to conduct targeted search queries to expand your research.
Answer format:
- If the answer is 'Yes', answer 'Yes,' followed by the reasoning in 150 words.
- If the answer is 'Not found', strictly only answer with 'Not found' and strictly do not include any other words or reasoning.
Effort
Low0.5 creditFollows your steps exactly. Best when your instructions cover the task.Medium1 creditFollows your steps and expands them with extra reasoning when needed. Best when the agent has to think through details your instructions don't spell out.High1.5 creditsHandles complex, ambiguous tasks that need deep reasoning and judgment.
Acme posted 3 RevOps roles this month while running 6 regional entities on Salesforce. That usually means the ops team is absorbing the integration work manually.
Worth a short call on how teams your size cut that to a workflow?
Dana, saw Acme is scaling RevOps across the 6 regional entities. We help teams keep that Salesforce data clean without adding headcount. Happy to share what similar mid-market teams do.
Opener: “Dana, I'll be quick. You're hiring 3 RevOps people while running 6 entities on Salesforce. Most teams at that point are stitching data by hand.”
If pushback: “What's the current process for keeping the regional records in sync?”
Copy for emailSend via email
What a rep gets: the persona fit, and a message written from a research signalRamp-up
New reps start with the research done
IGEN's personas, problems and messaging live in Evergrowth. A new rep picks the person; Evergrowth does the research and writes the messaging.
Reps rehearse in role plays with an interactive agent, and get call scripts for their first calls.
By bringing a tool like Evergrowth in, they can become productive exponentially faster, because we take everything they need to know and we've put it into Evergrowth.
Jamie WilsonIGENDeals
Demos shaped by each buyer's DISC profile
Before a demo, IGEN's SEs open the buyer's DISC profile in Evergrowth and tailor the demo to it.
In open deals, reps find the other contacts at the company without asking their champion.
Expansion
Account managers spot expansion before the customer calls
Account management keeps all its companies and contacts in Evergrowth, with triggers running on every existing customer.
They know quickly when a customer expands into a new jurisdiction, buys an entity, contracts or sells part of its business. Then they reach out first, with a specific message.
Instead of waiting three months for them to come to us, we are reaching out to them very, very early on in the process with very specific and targeted messaging.
Jamie WilsonIGEN
So I think what's changed at IGEN, in a sentence or two, would be growth faster, with specific targeted messaging to the right person at the right time.
