Expand your pipeline with lookalikes
This play takes an existing list of accounts (from your CRM or an uploaded file), enriches them with Lusha to understand firmographic patterns, generates similar “lookalike” companies, and exports the resulting list for activation.
Instead of guessing which accounts to target next, your team expands pipeline using proven account characteristics—at scale and with minimal manual effort.
Why this works
Your best growth signals already exist in your current accounts. The challenge is operationalizing them.
This play:
- Learns from accounts you already care about
- Identifies companies that look like your best customers
- Delivers a clean, ready-to-use expansion list
It turns account data into a repeatable growth engine.
What you get
- Bulk account upload or selection (CRM or file-based)
- Automated account enrichment via Lusha
- Lookalike company recommendations based on real data
- Structured export for sales or marketing activation
- Faster, more accurate account expansion
How to set it up
Connect your apps in Workato
Ensure active connections for:
- Lusha: API access for enrichment and recommendations
- CRM or storage tool: destination for exported accounts
Define the source accounts
Choose how accounts enter the flow:
- Upload a CSV
- Pull accounts from your CRM
- Use a predefined account list
Best practice: Start with high-quality accounts (customers, high-value opportunities, or strategic targets).
Configure Lusha enrichment
Enrich each account with:
- Industry
- Company size
- Location
- Revenue range (if available)
This data powers accurate lookalike matching.
Generate lookalike companies
Lusha analyzes enriched account patterns to recommend:
- Similar industries
- Comparable company sizes
- Matching geographies
You can control:
- Number of lookalikes per account
- Filters to stay within your ICP
Export the results
Send the lookalike list to:
- Your CRM (as new accounts)
- Google Sheets or CSV
- A review queue for approval
Tag records clearly (e.g., Source = Lusha Lookalike Expansion).
Test end-to-end
Run the recipe and confirm:
- Accounts enrich correctly
- Lookalike companies are generated
- Exported data is complete and usable
What to do next
- Add contact discovery: Automatically find decision-makers at lookalike accounts.
- Score expansion targets: Rank companies by similarity or potential value.
- Route by segment: Send different lookalikes to different teams or territories.
- Trigger outbound workflows: Enroll lookalike accounts into ABM or outbound sequences.
- Measure expansion ROI: Track pipeline influenced by lookalike-generated accounts.
The goal: Expansion shouldn’t rely on intuition alone. This play turns your existing accounts into a systematic lookalike engine, helping you scale pipeline with companies that already look like a win.
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