Cosuno
3-month TAM intelligence project (concluded)
The challenge
Cosuno's product had buyers. The team had a CRM full of accounts. The constraint was the long-running B2B operator's blind spot: confidence in pipeline coverage that was not warranted by the data. The existing account universe in CRM was a self-fulfilling prophecy: it contained accounts the team had already heard of, not necessarily the most fit accounts in the market. Every B2B operator believes they know their market. Most overestimate by a factor of two to five and miss high-fit accounts that competitors are quietly closing.
The expensive question they needed answered: what's actually in our TAM, and how much of it do we currently see?
What Scalantec built
A targeted full-market radar-like-scan, not an outbound campaign. The deliverable was a clean, ICP-classified account universe that Cosuno's sales team could actually act on.
Company datasets covering the DACH region were pulled, deduplicated, and normalized: roughly 400,000 unique companies analyzed. Each company was scored against Cosuno's ICP criteria using AI-assisted classification at the firmographic and business-model level. The classified universe was cross-referenced against Cosuno's existing CRM to identify what was missing.
The result: roughly 40,000 net-new high-fit accounts that were previously invisible to Cosuno's pipeline. Every account tiered by ICP strength, ready for activation across outbound, ABM, ads retargeting, and sales prioritization.
Cosuno's perceived TAM grew by an order of magnitude, with full confidence the new accounts were ICP-fit because every one had been classified against their criteria. The classified universe then fed directly into a follow-on outbound engagement on the same 40,000 accounts.
The numbers
METRIC | RESULT |
Companies analyzed across DACH | ~400,000 |
Net-new high-fit accounts identified | ~40,000 |
Share of analyzed market that was ICP-fit | ~10% |
Share of those that were previously invisible to Cosuno | 100% (by definition: net-new) |
In their words
"By analyzing ~400,000 DACH companies, Scalantec identified ~40,000 additional high-fit accounts for our TAM that were previously missing from our pipeline, unlocking a major new growth opportunity."
Christoph Berner, CEO, Cosuno
The engineers and stack
Engineers: Nicolas Schell, Co-Founder & CEO of Scalantec. David Weidner, Senior GTM Engineer (lead delivery on the Cosuno engagement). Senior delivery throughout, no account-manager intermediary.
Stack: Clay, Bettercontact, custom scrapers, SimilarWeb, OpenAI, Claude.
