If your business sells software or services to other businesses, you probably know that “spray and pray” lead lists are a waste of time. You need to know who to talk to, and more importantly, if they’re actually a good fit. Maybe your product is perfect for companies using Shopify, or you’re looking for agencies that build sites on WordPress. That’s where knowing a company’s tech stack gives you a real edge.
This guide walks you through using Wappalyzer to find B2B sales leads based on the technology those companies actually use — not just because their name popped up in some random database. We’ll keep it practical, show you what works (and what doesn’t), and save you from chasing dead ends.
Why Use Tech Stack Data for B2B Sales?
If you’re selling something that integrates with, replaces, or improves on another piece of software, you want to talk to companies that actually use that software. Cold-emailing Salesforce plugins to people who run on HubSpot is just a waste of everyone’s time.
Tech stack data helps you: - Target the right companies: No more guessing if they’re a fit. - Personalize your outreach: Mention the tools they actually use. - Spot upsell/cross-sell opportunities: See what gaps or pain points they might have.
But don’t get starry-eyed. Tech stack data is just a starting point — not a magic bullet. Companies change tools, and some hide what they use. Still, it beats the pants off a generic lead list.
Step 1: Understand What Wappalyzer Does (and What It Doesn’t)
Wappalyzer is best known as a browser extension that identifies what software a website uses — content management systems, CRMs, analytics platforms, e-commerce tools, and more. It scans public website code and patterns to figure out what’s running behind the scenes.
What works: - Quickly spots common CMS, e-commerce, chat, and analytics tools. - Covers millions of sites, from tiny blogs to big brands. - Lets you filter by tech, location, industry, and more (with a paid account).
What it doesn’t do (so you’re not disappointed): - Doesn’t catch everything, especially hidden back-end tools. - Can’t tell you about internal-only systems (like someone’s ERP). - Data can be out of date — websites change, and not every scan is fresh.
If you’re fine with that (and you should be — no tool is perfect), let’s get you set up.
Step 2: Get Access — Free vs. Paid Wappalyzer
You can install the free browser extension and spot tech stacks one site at a time. That’s fine for occasional research or curiosity.
But if you want to pull lists of companies that use a specific tech — say, all U.S. retailers running Magento — you’ll need a paid Wappalyzer account. This unlocks: - Bulk lookups: Upload a list of domains and get their stack details. - Advanced filtering: Search by tech, industry, location, and company size. - Lead exports: Download lead lists for outreach.
Pro tip: If you’re just dipping your toes in, start with their free trial or cheapest plan. Don’t shell out for the enterprise tier unless you’re sure the data is giving you real value.
Step 3: Define Your Ideal Customer Profile
Before you even touch Wappalyzer, get clear on who you’re after. “Anyone with a website” is not a target.
Ask yourself: - What tech does my product require or work best with? - Do I care about company size, location, or industry? - Are there tech combinations that signal a strong fit (e.g., Shopify + Klaviyo for e-commerce marketers)?
Write this down. You’ll need it for filtering later.
Step 4: Search for Companies by Tech Stack
- Log in to Wappalyzer’s dashboard.
- Head to the Technologies tab.
- Search or browse for the software you care about — e.g., “Shopify,” “WordPress,” “Salesforce,” “HubSpot,” whatever fits your ICP.
- Click on the technology to see a list of websites using it.
You can now filter this list by: - Country - Industry - Traffic level - Company name (if you’re targeting specific brands)
Reality check: Not every site in the list is a real business, and some may be outdated or parked domains. Don’t expect 100% accuracy — use this as a first pass.
Step 5: Build and Export Your Lead List
Once you’ve filtered down to the companies that look interesting: 1. Select the ones you want (or all, if you’re feeling brave). 2. Export the data — usually as a CSV. Depending on your plan, you’ll get website, company name, estimated size, and contact info (email, LinkedIn, etc.) for some leads.
What you’ll actually get: - The basics: website, detected tech, country, category. - Sometimes: company name, employee count, revenue range. - Occasionally: contact emails or LinkedIn profiles (hit or miss).
What you won’t get: Cell phone numbers, deep org charts, or rock-solid contact data. This isn’t ZoomInfo or LinkedIn Sales Navigator, and it shouldn’t be your only source.
Step 6: Qualify and Clean Your Leads
Wappalyzer spits out raw data, not a ready-made goldmine. You’ll need to: - Spot and remove obvious junk: Test domains, spammy sites, one-page placeholders. - Double-check fit: Visit a few sites and make sure they’re the kind of business you want. - Enrich if needed: Layer on data from LinkedIn, Crunchbase, or your CRM for decision-maker info.
Shortcut: Sort leads by website traffic or Alexa rank — high-traffic sites are more likely to be real businesses.
Step 7: Personalize Your Outreach (Don’t Spam)
The real value of tech stack data is in your pitch. Instead of “Hey, we sell marketing software,” you can say:
“I noticed you’re running Shopify and Klaviyo. We help stores like yours get more out of that combo…”
A little relevance goes a long way. Don’t just blast a generic email — mention the specific tools you saw, and how you help people using them.
What to skip: Don’t over-personalize (nobody cares about your 3-paragraph cold intros), and don’t act creepy (don’t list every plugin they use).
Pro Tips, Gotchas, and What to Ignore
- Wappalyzer isn’t magic. You’ll miss some companies. Some tech won’t show up, or you’ll get false positives. That’s fine — use it as a starting point.
- Refresh your lists. Tech stacks change. Pull new data every month or quarter if you’re doing this at scale.
- Don’t rely on a single tool. Pair tech stack data with LinkedIn, company news, and your own research.
- Respect opt-outs and privacy. Just because you found a contact doesn’t mean they want to hear from you. Don’t be a pest.
Keep It Simple and Iterate
Tech stack data is a powerful shortcut, but it’s not a silver bullet. Start small: pull a focused list, test a few outreach messages, and see what actually gets replies. Don’t overthink it — better to send 20 relevant, personalized emails than 2,000 generic ones.
Wappalyzer makes it easier to find companies that should care about what you’re selling. Use it as a compass, not a crutch. Keep it simple, iterate, and let the results guide you. Sales is still about talking to the right people, with the right message, at the right time — this just helps you get there a little faster.