How Crescendo Grew Quarterly Pipeline By $14M  In 4 Months With The Kiln

Overview

Crescendo, an AI customer-experience platform that automates support and contact-center work for mid-market and enterprise companies, is scaling fast and wanted a go-to-market engine built to match. Rather than run one-off campaigns, The Kiln built the system underneath the growth: an ICP model that scores the entire market, contact-level scoring that finds the right buyer, and a repeatable, automated multi-channel motion. Over the partnership, quarterly pipeline climbed from $21M to $35M.

The Challenge: Turning Strong Demand Into a Scalable Engine

Crescendo had real demand and an ambitious growth target. The opportunity: turn a large addressable market into a systematic, data-driven motion, one that tells the team exactly which accounts to pursue, reaches the right people inside them, and launches new campaigns at speed. That meant three things: a scoring model that predicts revenue, precision at the contact level, and the automation to run it all at scale.

The Kiln's Approach: Build the Engine, Not the Campaign

An ICP model that scores the entire market. The Kiln built a multi-dimensional 1-to-100 scoring model and ran it across 50K+ companies in Crescendo's TAM, scoring the entire database overnight, with a tier and clear reasoning on every account. Validated against a year of closed deals, the top tier converts 3x better, with 6x the pipeline per account, so the team spends its time where it pays off.

Contact scoring that finds the right buyer. On top of the account score, The Kiln scores and ranks the people inside each account, so reps open with the buyers most likely to engage, not just the right company.

A repeatable, automated campaign engine. Its always-on ABM motion, Map & Attack, runs email, LinkedIn, and calls together as one coordinated play, and event-scraping automation turns each event, speakers, attendees, and engagers, into a sourced, scored campaign in days. Consolidated workflows cut the time to launch a new campaign from weeks to days.

The Results: A Compounding Pipeline Engine

• Quarterly pipeline grew from $21M to $35M, up 67%, over the partnership.

• 50K+ companies scored, with Tier 1 converting 3x better and 6x the pipeline per account.

• A high-performing LinkedIn channel: 39–44% connection-accept rates and a steady stream of high-quality replies from senior buyers on the top campaigns.

• Campaign launch cut from weeks to days, across a repeatable multi-channel motion.

Conclusion: The System Behind the Growth

Crescendo no longer runs campaigns one at a time, it runs an engine that scores the market, finds the right buyers, and launches at speed, and it keeps compounding as the company grows.