How Gallabox prioritises a 10,000+ account target market
Gallabox uses AI to help businesses convert WhatsApp, Instagram, web chat and voice conversations into bookings, appointments and revenue, with enterprise-grade security built in.
As the company grows across India and the GCC, AVP Global Sales Gajendra Boopathi needs to decide which companies are worth pursuing, what competitors they already use, and which accounts his team should work first.
MarketSizer helps Gallabox turn large target lists into prioritised sales opportunities, with account fit, competitor intelligence and relevant contacts ready for the outbound team.
When my inbound team says a prospect is unreachable, I go to MarketSizer, see what software they are already using, and qualify them from there.
Gajendra BoopathiAVP Global Sales, GallaboxThe challenge
Gallabox already had large lists of companies it wanted to target. The harder part was knowing which ones deserved sales attention and getting the right people inside those companies.
Sam was doing much of that validation himself.
He would open company websites to check whether each business was legitimate, cross-check company information on LinkedIn and then decide how strongly the account fit Gallabox.
From there, he grouped accounts into different tiers. The strongest opportunities went to Sam and the co-founders, the next tier to the field sales team, and lower-priority accounts into email and WhatsApp outreach.
When Sam timed the process, validating just 12 accounts took more than two hours.
How Gallabox uses MarketSizer
Gallabox gives MarketSizer its target accounts, the criteria that define a good-fit company and the competitors its sales team cares about.
MarketSizer then helps Sam prioritise those companies around Gallabox’s own sales criteria, while showing relevant competitor signals and surfacing the people his team should reach.
A recent Gallabox list contained 10,466 domains.
Instead of researching every company from scratch, Sam can work through a prioritised set of accounts and validate which ones are genuinely worth pursuing.
While reviewing the list, he was already finding companies that matched Gallabox particularly well.
The result then moves into the sales workflow Gallabox already uses. Sam assigns selected accounts to individual reps in Zoho, including routing prospects based on territory and language.
- Selected accountsThe accounts Sam has worked through and judged worth pursuing.
- Assigned to a repEach one goes to an individual member of the sales team.
- Worked in ZohoThey land in the CRM Gallabox already runs its sales process on.
Find the accounts that actually fit
Gallabox can narrow large target lists around the criteria that matter to its sales team, helping Sam identify the companies worth taking forward.
See competitor presence before outreach
Before a rep approaches an account, the team can see whether named competitors are already present and use that context to shape the conversation.
Find the people behind the accounts
For markets where identifying the right company is easier than finding the right person, Gallabox can surface relevant contacts and bring them into the same workflow.
Turn the research into assigned sales work
Selected accounts do not stop at a spreadsheet. Sam can assign them to individual reps in Zoho based on territory, language and sales ownership. He has already assigned 50 leads from one MarketSizer output to Gallabox’s outbound team.
“In the UAE we know whom we should pitch, but we do not have the contact information. In India we can get the contact information, but it is hard to know whom we should pitch to.”
A second use: giving unreachable inbound leads another look
Sam has also started using MarketSizer when an inbound lead would otherwise be difficult to qualify.
When his team cannot reach a prospect, he can look at the software already present at that company and use that context to decide whether the account is still worth pursuing.
What Gallabox is doing next
Gallabox initially brought MarketSizer into its new-business sales process.
Sam’s next use case is retention.
The aim is to bring the same competitive intelligence into the customer-facing team, so Gallabox can identify when an existing customer begins exploring alternative providers and give the team an earlier opportunity to respond.
That extends the same idea across the customer lifecycle: knowing where to focus attention before the team spends time acting.
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