Hit quota and identify new markets. Both require scale.
JD Misra is Sales Manager at RST Solutions, an ERP consultancy and implementation firm based in Chalfont. With 51-200 employees serving enterprises across North America, LATAM, APAC, and India since 2003, RST specializes in pharmaceutical, manufacturing, and mining implementations.
JD wears multiple hats:
Generate qualified pipeline → 20 meetings monthly, 12 demos quarterly
Identify new target markets → Build business cases for industry expansion
Reach C-suite executives → CEOs and CTOs at 4000+ employee enterprises
That second responsibility—identifying new markets—requires different infrastructure than typical prospecting. You’re not just finding prospects within known industries. You’re building lists of thousands of companies across new verticals to test expansion hypotheses.
JD’s target criteria:
- Enterprise organizations (4000+ employees)
- $400M+ annual revenue
- North America, LATAM, APAC, India
- Similar characteristics to existing customers
- But in NEW industries RST hasn’t penetrated yet
Finding individual prospects manually? Impossible at that scale.
JD brought Lusha from his previous company, where he’d already tested it against competitors—including platforms costing $15K annually.
All I asked for in the beginning was a one month subscription, so I could show my RST the value and business results that Lusha brings.
One month proof of concept. Results proved immediate.
20,000+ prospects now in pipeline. 80% accuracy for C-suite contacts. 20 meetings monthly. 12 demos quarterly.
Identifying our target market, especially new industries to launch into, is one of the goals I accomplish with Lusha.
Asked to describe Lusha in one word: “User-friendly.”
Because when you’re building prospect databases of 20,000+ contacts to identify expansion opportunities, complexity kills momentum. Simple infrastructure that delivers thousands of qualified prospects wins.
The market expansion challenge
Most sales roles focus on execution within defined markets. Find prospects. Book meetings. Close deals. Repeat.
JD’s role includes strategic planning: which new industries should RST target for expansion?
That question requires different infrastructure. You need to:
Identify thousands of companies matching ICP criteria across multiple industries
Filter by firmographics (employee count, revenue, geography)
Pull verified contacts for C-suite executives who make ERP decisions
Build business cases with enough data to justify expansion investment
Individual prospecting tools don’t work at that scale. You can’t manually research thousands of companies. You can’t build market expansion hypotheses one LinkedIn profile at a time.
You need platform-level search capabilities with filters precise enough to model entire industry segments.
Bringing proven infrastructure to new company
JD came to RST already familiar with Lusha. At his previous company, he’d vetted multiple prospecting platforms—including enterprise tools with $15K annual price tags.
As a veteran of the sales space for years, JD came to RST already familiar with Lusha. In a previous company, JD had vetted Lusha against a number of competitors – some with $15K a year price tags, and others with low, monthly price tags.
That testing revealed what experienced sales leaders discover: expensive doesn’t always mean better.
Lusha delivered ROI-positive results with better data accuracy for the price. That value proposition travels when you change companies.
When JD joined RST, he proposed Lusha again. His manager needed proof.
One month. Affordable monthly package. Proof of concept focused on results, not features.
Proving value in 30 days
JD’s one-month POC had clear objectives:
Build prospect lists of thousands matching RST’s ICP
Test search filters for industry, geography, employee count, revenue
Validate contact accuracy for C-suite executives
Demonstrate ROI that justified ongoing investment
Lusha Prospecting delivered all of it.
Lusha proved its value once again at RST in only one month, allowing JD to quickly produce prospect lists of thousands of prospects, with the search criteria he needed, like industry, country, employee count and revenue.
The filters worked exactly as needed for market expansion research. JD could test hypotheses like:
“How many pharmaceutical companies with 4000+ employees and $400M+ revenue operate in LATAM?”
“Which mining enterprises in APAC match our existing customer profile?”
“What manufacturing companies in India fit RST’s implementation expertise?”
Those questions require database-level search. Not LinkedIn browsing. Not manual research. Platform capabilities that query thousands of companies simultaneously.
Contact accuracy for the C-suite executives who approve ERP implementations: 80%.
Of all the contact data I find in Lusha, there’s up to 80% accuracy. Which is great for C-suite executives.
80% hit rate for CEOs and CTOs at enterprise organizations. That’s infrastructure that works for both immediate pipeline and strategic planning.
20,000 prospects and counting
Once the POC proved successful, JD built his ongoing prospecting database.
Current pipeline: 20,000+ prospects.
Day-to-day, JD uses Lusha to effectively hone in on new potential markets and reach out to qualified C-suite. He builds lists of thousands of prospects that look like his ICP, in new industries. Then, JD conducts outreach through phone and email, with a prospect DB of over 20,000 prospects in his current pipeline.
20,000 isn’t volume for volume’s sake. That database represents:
Multiple industry hypotheses for expansion opportunity
Segmented lists by geography, firmographics, vertical
Verified C-suite contacts ready for targeted outreach
Strategic planning data to guide RST’s growth investments
Traditional prospecting doesn’t create databases at that scale. You might manually research 50-100 prospects. Maybe 500 with significant time investment.
20,000 qualified enterprise contacts requires platform infrastructure that scales beyond individual research.
Dual mandate: expansion and execution
JD’s market expansion work doesn’t replace daily sales execution. He still needs to hit quota.
20 meetings booked monthly
12 demos delivered quarterly
In addition to the long-term goals of honing in on new sales territories, JD also produces stunning short-term goals using Lusha, booking 20 meetings per month and 12 demos a quarter.
Those meetings come from the same 20,000-prospect database he uses for strategic planning. The infrastructure serves both purposes:
Strategic: Test expansion hypotheses across industries
Tactical: Execute outreach to immediate pipeline targets
That dual capability matters for sales leaders balancing long-term planning with short-term targets. You need tools that work for both horizons simultaneously.
From $15K enterprise tools to affordable monthly plans
JD tested expensive platforms. $15K annually. Enterprise feature sets. Complex implementations.
He chose Lusha because the value equation worked better.
Not “good enough for cheaper.” Better results at dramatically lower cost.
Ultimately, Lusha proved to be ROI positive, and provide the best data accuracy for price.
That value assessment comes from experience. When you’ve tested expensive alternatives and measured actual results, you know what infrastructure costs and what it delivers.
For market expansion work requiring 20,000+ prospect databases, pricing models matter significantly. Enterprise platforms charging per-seat or per-contact make that scale prohibitively expensive.
Affordable monthly plans that enable building large prospect databases change strategic planning economics.
Recommending to the network
JD doesn’t just use Lusha. He recommends it.
I have remained a fan of Lusha for years, and keep coming back for more. Additionally, I’ve recommended it to friends, colleagues and managers, the highest honor possible.
That recommendation pattern repeats across experienced sales professionals. They discover what works. They bring it to new companies. They tell peers facing similar challenges.
When someone’s tested $15K enterprise platforms and chooses an affordable alternative instead—then recommends that choice to their network—the validation is complete.
When user-friendly means scalable
Asked to describe Lusha in one word, JD chose: “User-friendly.”
For infrastructure managing 20,000+ prospect databases, user-friendly means:
Search that works intuitively without complex training
Filters that match business logic (industry, geography, firmographics)
Exports that scale to thousands of contacts simultaneously
Accuracy that justifies both strategic planning and tactical outreach
Pricing that enables large-scale prospecting without prohibitive costs
JD’s results validate that simplicity:
20,000+ prospects in pipeline
80% accuracy for C-suite contacts
20 meetings booked monthly
12 demos delivered quarterly
Multiple new industries tested for expansion
Proven ROI in 30-day POC
Recommended widely across network
Identifying our target market, especially new industries to launch into, is one of the goals I accomplish with Lusha.
That’s not just prospecting infrastructure. That’s strategic planning capability that determines which markets RST expands into.
When your job includes both hitting quota and identifying entire new industries for company growth, you need tools that scale beyond individual prospect research.
JD tested expensive alternatives. Brought proven infrastructure from previous company. Proved value in 30 days at RST. Built 20,000-prospect database enabling both tactical execution and strategic expansion.
User-friendly doesn’t mean simple features. It means infrastructure that scales from tactical prospecting to strategic market identification without adding complexity.
That’s how sales leaders balance immediate pipeline targets with long-term growth planning. With tools that work at both levels simultaneously.
