Connecting the Right People to the Right Accounts
A repeatable system for identifying, verifying, and enriching the people most relevant to each buying decision.
Fairway approaches contact enrichment as a buying-group intelligence discipline, not a bulk contact-appending exercise. We connect each target account to the people most likely to recognize the problem, influence the evaluation, approve the investment, implement the solution, or benefit from the outcome.
The result is a verified, role-aware contact layer that gives marketing, sales, and revenue operations more complete account coverage and greater confidence in every activation.
The Fairway Contact Intelligence Method™
Identify, verify, and organize the people most likely to influence or participate in the buying process at each target account.
Map the Buying Group
Define the roles, functions, seniority levels, and decision responsibilities required for each motion.
Search the Account
Identify candidate contacts across approved providers, company sources, and account channels.
Verify the Contact
Confirm employment, title, role relevance, email status, phone data, location, and account relationship.
Build the Coverage
Organize contacts into buying groups, identify missing roles, and prioritize relevant people.
Prepare for Activation
Normalize, deduplicate, route, and deliver the data for use across approved systems and campaigns.
Title-Based Contact Export
- • 8,400 contacts exported
- • Unverified Name, Title, Company
- • Unverified Email & Phone
The Diagnosis
- × Titles are treated as proof of buying relevance
- × Corporate, regional, and local responsibilities are mixed
- × Employment and phone data may be outdated
- × Accounts have uneven or single-threaded coverage
- × Sales receives names without context or confidence
Fairway-Aligned Contact Intelligence
Target: Build role-complete contact coverage for priority distributed retail accounts.
- Activation Ready: Required roles covered
- Enrich Before Scale: Critical roles missing
- Research Required: Coverage too limited
- Suppress: Outdated or restricted
- 1. Role Discovery
- 2. Employment Verification
- 3. Reachability Enrichment
- 4. Role Classification
- 5. Coverage Analysis
More Than a Name and an Email
Useful contact intelligence combines identity, verified reachability, buying-role relevance, account context, engagement context, and confidence.
Identity
The fields required to establish who the person is and where they work.
Reachability
The verified channels available for approved business outreach.
Role Relevance
The connection between the contact’s responsibilities and the buying process.
Account Context
The organizational context to understand how the person fits within the company.
Engagement Context
Signals that may influence prioritization, timing, or message selection.
Data Confidence
The reliability, recency, and usability of the contact record.
Build the Buying Group, Not Just the List
The strongest account coverage includes the people who experience the problem, advocate for change, approve the investment, evaluate the solution, and operationalize the outcome.
Problem Owner
Directly accountable for the issue or operating condition the offering addresses.
Champion
Most likely to advocate for change and help navigate the internal organization.
Economic Buyer
Authority over budget, financial justification, or final approval.
Technical Evaluator
Validates architecture, security, integration, or operational feasibility.
User / Practitioner
Expected to use, administer, or operationalize the solution.
Executive Sponsor
Senior leader who can connect the initiative to broader strategic priorities.
Approved Sources. Verified Fields. Clear Confidence.
Fairway combines approved providers based on their strengths and preserves the source, recency, and confidence behind every critical field.
ZoomInfo
- • Business-contact discovery
- • Direct-dial enrichment
- • Company hierarchy map
Apollo
- • Role and title filtering
- • Cross-source validation
- • Outbound activation support
Modigie
- • Mobile identity validation
- • Phone-data verification
- • Confidence scoring
Client-Approved
- • Industry-specific sources
- • Regional contact data
- • Specialized validation
What We Build
A complete contact-enrichment engagement produces the verified people, buying-role context, coverage analysis, and governance required for activation.
Buying-Role Definition
A clear mapping of the champions, users, influencers, technical evaluators, and economic buyers.
Verified Contact Database
A clean contact set with current employment, role, account, and reachability data.
Email & Mobile Enrichment
Approved business-contact channels appended with source and confidence metadata.
Buying-Group Classification
Each relevant contact mapped to a role in the decision process rather than identified by title alone.
Account Coverage Analysis
A view of complete, partial, single-threaded, and uncovered buying groups across the target accounts.
Contact Confidence Scoring
A transparent model for evaluating employment, title, email, phone, source, and role confidence.
Activation-Ready File
Normalized records formatted for CRM, marketing automation, ABM, and account planning.
Governance Rules
Standards for opt-outs, restricted records, duplicates, former employees, and provider-specific usage.