Looking for a way to actually make your sales outreach work, instead of blasting emails into the void? If your product solves a problem for companies using a specific software or cloud service, then segmenting prospects by their technology stack is how you stop wasting time—and start getting replies.
This is for sales and marketing folks who want less guesswork and more deals. We’ll walk through how to use Enlyft—one of the better-known tools for tech stack intelligence—to pull targeted lists, avoid common traps, and set yourself up for actual conversations (not just “touchpoints”). Let’s get into it.
Why Segment by Tech Stack?
Here’s the short version: Most outreach is ignored because it isn’t relevant. If you know a company’s tech stack, you can:
- Pitch products that actually fit their environment (not just a “spray-and-pray” approach)
- Reference their current tools to show you’ve done your homework
- Skip companies who clearly aren’t a fit, saving everyone’s time
This isn’t just for technical products. Even if you sell consulting or services, knowing what’s in place tells you a lot about their pain points and priorities.
But let’s be honest: Tech stack data is never perfect. You’ll get false positives and miss some companies. Still, it’s way better than guessing or relying on basic firmographics.
Step 1: Get Clear on Your “Ideal Tech Stack Fit”
Before you even log in to Enlyft, get specific: What technologies make a company a good fit for your product or service? Be picky. “Anyone using Salesforce” is better than “all companies with over 100 employees.” Even better: “Mid-market companies using Salesforce and Marketo, but not HubSpot.”
- List out the specific software, platforms, or cloud tools that matter for your solution.
- Note any “deal breakers” (ex: if they use a competitor, or a technology your product doesn’t support).
- Decide if you care about the recency of adoption (ex: “recently migrated to AWS” vs. “been on AWS for 5+ years”).
Pro tip: If you’re not sure which tech stacks matter, look at your last 10 closed deals and reverse-engineer the patterns.
Step 2: Build Your Technology Stack Filters in Enlyft
Now, get into Enlyft and start building your segment. The platform’s main draw is its big database of companies and the software they use. Here’s how to make it work for you:
- Log in and go to the Search or Segmentation page.
- Find the “Technologies Used” filter. This is where you can start typing in software names (like “Salesforce,” “SAP,” “AWS,” “Snowflake,” etc.).
- Add your “must-have” technologies. These are non-negotiables—if your product only works with Azure, don’t skip this step.
- Add “must-NOT-have” technologies (optional). This helps weed out companies who use competitors or incompatible systems.
- Layer in other filters as needed: You can add things like company size, industry, region, or even keywords. But resist the urge to go overboard—too many filters = a tiny list.
What works: Stacking 1–3 specific technologies usually gives you a big enough list to work with, while still being relevant.
What to ignore: Don’t bother with vague categories like “cloud,” “CRM,” or “analytics platform.” Always go for actual product names.
Step 3: Size and Refine Your List
Before you export anything, check the numbers. If your segment has 15,000 companies, it’s probably too broad. If it’s 8, it’s too narrow (unless you’re selling $1M deals).
- Aim for a segment size that matches your sales motion. For high-touch outreach, 100–300 is a good starting point. For automated campaigns, maybe a few thousand.
- Scan your results for obvious junk or mismatches. Are you seeing companies that use your competitor and your product? That’s a flag that your filter logic needs work.
- Spot-check some company profiles. Click in and see what Enlyft thinks they’re using. The data will be wrong sometimes, but if it’s way off, adjust your criteria.
Pro tip: Don’t trust the numbers blindly. Enlyft’s data is good, but not infallible. Always double-check before you start blasting emails.
Step 4: Export and Enrich Your List
Once your segment feels right, it’s time to pull the data.
- Export options: Enlyft lets you download company lists, sometimes with contact info (depending on your plan). Usually, you’ll get company name, website, tech stack, and some basic firmographics.
- Enrich as needed: If you want direct emails or phone numbers, you’ll probably need to run the list through another tool, like Apollo, ZoomInfo, or LinkedIn Sales Navigator.
- Keep it clean: Remove duplicates, obvious mismatches, and companies you already know aren’t a fit.
What works: Combining Enlyft’s company/tech data with another tool’s contact data gives you a much stronger list. Don’t rely on any one source for all the info.
Step 5: Personalize Your Outreach (Without Overthinking It)
Here’s where tech stack segmentation pays off. Don’t just say “I see you use Salesforce”—that gets old fast. Instead:
- Reference their stack to show you understand their setup:
“Most companies using Salesforce and Marketo run into X problem. Is that true for you?” - Mention relevant integrations or case studies:
“We help teams connect Snowflake to Tableau, so you don’t have to mess with manual exports.” - Ask a smart question about their tech environment:
“How’s your current AWS setup working for you as you scale?”
What works: One or two specific references to their stack. Don’t write a novel or get creepy with the details.
What to ignore: Overly generic, template-based pitches. Personalization doesn’t mean restating their company description—it means showing relevance.
Step 6: Iterate and Improve
No list is perfect on the first try. Here’s how to get better results, faster:
- Track which segments actually respond or book meetings.
- Adjust your tech filters based on feedback—if you keep getting “not a fit,” tighten your criteria.
- Don’t be afraid to experiment with niche stacks (ex: “companies using both HubSpot and Shopify”).
Pro tip: Keep notes on which technology combos lead to better conversations. Over time, you’ll spot patterns that are more valuable than anything in a database.
Honest Limitations and Pitfalls
Let’s not sugarcoat it—segmenting by tech stack isn’t magic. Watch for these:
- Outdated or incomplete data: No tool sees everything. Some companies hide their stack, or Enlyft’s info is old.
- False positives: Just because a company used a tool 2 years ago doesn’t mean they still do.
- Ignoring context: Tech stack is one piece of the puzzle. Don’t forget about timing, budget, and actual business needs.
Bottom line: Use tech stack as a starting point, not the only filter. The best reps combine this with other research and real conversations.
Keep It Simple—And Adjust As You Go
Segmenting by technology stack in Enlyft saves you time and helps you reach the right people, but don’t get bogged down in analysis paralysis. Start with your best guess, run some outreach, and see what sticks. The more cycles you run, the smarter your targeting gets.
Keep it practical, keep it relevant, and you’ll stand out from the crowd of “just checking in” emails. Good luck.