6.6x More Pipeline, Zero New Hires: The CentralSquare Story

Challenge

Before Pursuit, CentralSquare’s pipeline engine technically worked—but it was expensive in time and focus.

• BDRs had to jump between several tools to find “hyper-propensity” public-sector accounts, then manually track down decision-makers and build personalized messaging from scratch.
• In government sales, timing and context are everything, but pulling together signals, contacts, and relevance was so time-consuming that more hours went into building campaigns than actually running them.
• Their incumbent data platform had plenty of information—but finding what truly mattered took too long, limiting how broad and deep the team could go in their territories.

Nothing was “on fire,” which made it easy to assume the process was “good enough”—until they saw what they were leaving on the table.

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Solution

CentralSquare ran a head-to-head pilot with Pursuit, asking their power users to “try to break it” and find a reason not to switch.

• Signals surfaced automatically: Pursuit flipped the workflow: instead of digging through datasets, reps saw the right public-sector accounts, contacts, and insights surfaced for them, ready to turn into campaigns in minutes.
• Workflow inside Salesforce: With Pursuit’s Salesforce Chrome integration, BDRs could build high-quality prospect lists and launch relevant outreach without leaving their core system, keeping data clean and activity visible.
• RevOps-grade AI, not “AI for AI’s sake”: Pursuit fit into CentralSquare’s AI strategy by solving a concrete problem: faster opportunity identification, better targeting, and cleaner data for forecasting and reporting—rather than another experimental tool on the side.
• Fast, low-friction implementation: The Salesforce integration was described internally as “extraordinary” and “seamless,” with CentralSquare’s SFDC team able to consume Pursuit data and add the few needed fields without the usual integration headaches.

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Results

With the same team and a familiar Salesforce-centric workflow, CentralSquare saw dramatic gains:

• 6.6x increase in weekly pipeline generated by the business development team compared to their previous provider.
• No additional headcount required—productivity came from better signals, faster list building, and AI-assisted outreach, not a larger BDR team.
• Cleaner data and clearer visibility into where momentum was building, improving forecasting accuracy, performance visibility, and reporting quality for RevOps.
• A process they don’t want to go back from—once the team saw the speed and precision Pursuit delivered, the old way of working felt slow and hard to justify.

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Testimonial

Adam Brophy, VP of Revenue Operations at CentralSquare, emphasized the importance of Pursuit's solution: "Pursuit instantly connects the dots. We don’t have to search through the data anymore—it surfaces the right accounts, contacts, and insights."