No single provider covers 100% of leads.
– Waterfall enrichment chains providers for complete coverage.
– Lusha leads the waterfall with the highest accuracy and compliance.
– Use cases include inbound enrichment, outbound list prep, and ABM campaigns.
– Measure by coverage, cost efficiency, and rep time saved.
Even the best data providers won’t have 100% coverage for every market, persona, or signal. RevOps leaders know this reality well:
- Leads enter the funnel with missing emails or phone numbers.
- Outbound campaigns stall because key decision-makers aren’t reachable.
- Sales teams end up spending hours patching lists with LinkedIn searches.
The solution isn’t to gamble on one source. It’s to design waterfall enrichment workflows where multiple providers fill the gaps with Lusha as the first line of coverage.
How waterfall enrichment works
Waterfall enrichment means chaining multiple data providers together: if Provider A can’t enrich, Provider B tries, and so on. With Lusha in the lead position, RevOps gets:
- High first-pass match rates — 280M+ verified profiles, 95% email accuracy, 90% phone accuracy.
- Speed to lead — most leads get enriched instantly without falling deeper into the waterfall.
- Compliance confidence — every record enriched by Lusha stays GDPR and CCPA-compliant.
- Fallback resilience — if a field isn’t covered, the workflow moves downstream to secondary providers.
This design ensures reps never get stuck with incomplete records.
Operationalizing waterfall enrichment with Lusha
Here’s how RevOps sets it up:
Define critical fields – e.g., work email, direct dial, seniority.
Set Lusha as the primary enrichment layer – ensure high accuracy and compliance on first pass.
Configure fallback providers – for niche geographies or roles where coverage is thinner.
Normalize results – prevent duplicates, log match sources, and route enriched leads.
With Lusha upfront, most enrichment requests resolve before hitting a fallback, reducing costs and complexity.
Playbook examples
- Inbound form workflow: Submission triggers enrichment → Lusha appends verified contact → only unmatched records cascade to other vendors.
- Outbound list prep: Raw account list enriched in bulk by Lusha → missing titles filled by fallback → SDRs get complete, deduped lists.
- Enterprise ABM campaign: Lusha enriches decision-makers across target accounts → niche roles (e.g., procurement) filled by secondary source → campaign launches with 100% coverage.
Measuring success
RevOps leaders measure waterfall enrichment not just by coverage, but by efficiency:
- % of records enriched by Lusha alone (higher = better ROI).
- Cost per enriched contact across the entire waterfall.
- Match rate uplift from waterfall vs. single-source.
- Reduction in manual rep research time.
When Lusha delivers 80–90% first-pass coverage, the waterfall acts as insurance, not the main show.
Next in the series: Rep AI assistance with Lusha—bringing data into Slack and chat-first workflows.
FAQs
Because Lusha’s verified contacts and compliance standards resolve most leads on the first pass, lowering cost and complexity.
Not with Lusha as the first layer—most matches happen instantly. Only edge cases cascade to slower fallback sources.
Yes. Lusha covers all major regions, with fallbacks available for niche geographies or industries.
By normalizing fields and logging enrichment sources as part of the workflow.
Not if designed well. With Lusha handling the bulk of matches, fallback costs stay minimal.
