About The Company

Astronomer empowers data teams to bring mission-critical software, analytics, and AI to life and is the company behind Astro, the industry-leading unified DataOps platform powered by Apache Airflow®.

Trusted by world-leading enterprises across every industry for mission-critical workloads, Astronomer provides a unified platform that spans the complete data pipeline lifecycle, from development to production scale with comprehensive data observability.

The Challenge

Astronomer partnered with Scalestack to optimize its go-to-market (GTM) data foundation, critical to the company’s impressive growth.

Facing evolving ICP (Ideal Customer Profile) needs, a growing product suite, and increased demand for enriched, actionable data, Astronomer sought Scalestack’s help to scale and adapt efficiently.

Astronomer faced three critical issues that were limiting their go-to-market effectiveness.

• Narrow Market Focus: Their Ideal Customer Profile (ICP) was too restrictive, focusing only on Airflow-first accounts. This constraint was capping their Marketing Qualified Lead (MQL) volume and created a bottleneck in pipeline growth.
• CRM Data Quality Setback: Their Salesforce instance had become unreliable, with duplicate records making up nearly 15% of all entries and invalid accounts adding another 3%. This data problem was undermining confidence in lead routing and sales reporting.
• Manual Inefficiency: Sales Development Representatives (SDRs) and Revenue Operations teams were overwhelmed with manual tasks, spending countless hours verifying Sales Navigator Airflow mentions and managing accounts that were potentially duplicates.

The Solution

Astronomer partnered with Scalestack to deploy a powerful, AI-driven enrichment and orchestration layer that:

• Cleansed and enriched Astronomer’s CRM data. Automated systems identified 14% of duplicates accounts and removed 3% of invalid entries. By merging invalid contacts and flagging incomplete accounts for further enrichment, a clean foundation for all future operations was provided.‍
• Enhanced ICP detection. More than 10,000 high-value accounts were enriched with specialized signals (Airflow, Snowflake, Databricks, MWAA, GCC). Overlapped and missing ICP signals were identified, to broaden Astronomer’s addressable market.
  
• Aligned data with GTM priorities. Automated triggers and tailored signals launched enrichment processes whenever an account reached a specific status, ensuring SDRs always had updated and accurate data for their outreach efforts. All solutions were developed collaboratively with Astronomer’s SDRs and CRO, through regular feedback sessions and strategic workshops.

Looking ahead, Scalestack and Astronomer are collaborating on:

• Automated enrichment triggers
• Job posting data for Airflow adoption signals
• Lookalike account scoring to refine ICPs
• Enhanced visibility and understanding of the GTM data foundation

The Results

This partnership went beyond data cleaning and delivered measurable improvements across key areas: