How Testsigma Turned G2 Buyer Intent Into a Live ABM Engine with Bitscale

About Testsigma

Testsigma is a cloud-native test automation platform headquartered in San Francisco. Founded in 2019, the company helps QA and engineering teams automate testing across web, mobile, desktop, and APIs using plain English and AI-driven methods.

Competing in the fast-growing DevOps tooling space, Testsigma has a strong G2 presence — and recognized early that the thousands of companies visiting their G2 profile each month represented an enormous, largely untapped source of high-intent pipeline.

The Challenge

Testsigma had a G2 account with real buying signal data — companies viewing their profile, checking their pricing page, running competitor comparisons. But that intent data was sitting idle. There was no systematic way to identify who those companies were, enrich the contact data, and route them to the right team in time to matter.

With 2,000–3,500 companies showing intent signals per month, processing that manually was out of the question. And without filtering by buying stage, every signal looked the same — making it impossible to triage between someone casually browsing and a buyer actively in evaluation mode.

The Solution

1. G2 Intent API Integration

Testsigma's team connected G2's buyer intent API directly to Bitscale via HTTP endpoint. G2 sends intent data — company names, signal types (profile view, pricing page, competitive comparison), buying stage, and activity level — into a Bitscale grid on a 24-hour scheduled run. This turned previously invisible buyer activity into structured, actionable data.

2. Buying Stage Filtering & Routing

Within Bitscale, companies are automatically filtered by buying stage. Those in comparison or decision stage are routed directly to SDRs as high-priority leads. Awareness-stage companies flow to the ABM team for targeted nurture — ensuring the right team works each signal at the right time.

3. Full Contact Enrichment

Company domains from G2 are enriched in Bitscale — LinkedIn URL lookup, email discovery, phone waterfall, firmographic data — so SDRs receive fully enriched, ready-to-action records rather than raw company names with no contact detail.

4. Personalized Outreach Automation

Bitscale generates outreach messages tailored to the specific G2 signal — referencing what the prospect was researching and connecting it to Testsigma's relevant differentiators. High-intent prospects receive outreach within hours of their G2 activity, dramatically reducing the gap between intent and contact.

The Results

For the first time, Testsigma's growth team had full visibility into every company showing buying intent on G2 — and a structured, automated workflow to act on it. Monthly outbound volume tripled within 90 days of the G2-Bitscale integration going live.

SDR research time dropped by 60% as Bitscale handled enrichment automatically. The ABM team gained a continuously replenished, intent-filtered account list without any manual curation. G2 buyer intent went from an underused data source to one of Testsigma's highest-converting pipeline channels.

Before vs. After Bitscale

What's Next

Testsigma is expanding the G2-Bitscale workflow to include real-time triggers (sub-24hr cadence) and is building a second intent pipeline using website deanonymization via Factors.ai — creating multiple overlapping intent signals that feed a single, unified Bitscale enrichment and routing engine.