Who is Discover Assessments?
Discover Assessments is a B2B HR Technology platform and the world's only Astro-themed evaluation platform, offering game-themed, game-based, and gamified assessments for workforce profiling and pre-employment screening.
Their platform empowers companies to grow their businesses using innovative profiling techniques, detailed behavioural analysis, and best-in-class support. Rather than static evaluation forms, Discover Assessments transforms the screening experience into something engaging, data-rich, and genuinely insightful for HR teams.
Pre-employment screening is how most employers conduct employee evaluations. Discover Assessments' profiling techniques not only streamline the recruitment process but also dramatically increase its effectiveness, giving HR leaders and talent acquisition teams a competitive edge in identifying the right candidates, faster.
What brought them to Zutomate?
Discover Assessments came to Zutomate with a clear and urgent problem: sales were stuck. Despite a differentiated product and real demand in the market, they were unable to scale their pipeline and were falling short of year-end revenue targets.
The team had no structured outreach system in place. No email infrastructure. No data enrichment process. No LinkedIn automation. No CRM workflow to capture and nurture replies. Without a foundation, growth was impossible to engineer regardless of how strong the product was.
They needed a partner who could step in as a full RevOps function: design the strategy, build the infrastructure, run the execution, and deliver results fast enough to matter for their year-end goals.
What was blocking their growth?
Sales Completely Stalled
No active outbound motion. The pipeline had stopped growing and year-end targets were increasingly out of reach with each passing month.
No Email Infrastructure
No sending domains or inboxes set up. No warm-up process. No ability to reach prospects at scale without risking deliverability damage.
No ICP Segmentation
Prospects were not tiered by value or fit. High-worth enterprise targets were treated the same as lower-tier contacts, wasting the highest-leverage opportunities.
No CRM or Pipeline Visibility
Positive replies and interested prospects had no structured home. HubSpot was not set up to capture, qualify, or nurture inbound interest automatically.
How Zutomate acted as their RevOps function
ICP Tiering, High-Worth Prospects First
Before touching any tool, we segmented Discover Assessments' total addressable market and tiered prospects by deal value, company size, and strategic fit.
- Mid-Market and Enterprise companies identified as Tier 1 targets for LinkedIn (highest-touch channel)
- Remaining ICP segments routed to email outreach with structured sequencing
- Apollo used for base data sourcing across both tiers
- Clay used for enrichment covering firmographics, technographics, and hiring signals
- ChatGPT deployed for AI-powered lead qualification scoring at ingestion
Email Infrastructure Built from Zero
We designed and deployed a purpose-built email sending infrastructure capable of reaching large audiences reliably, without landing in spam or damaging their primary domain.
- Sending domains and inboxes set up via Zapmail
- Proper warm-up protocols executed with inbox rotation
- Deliverability maintained through a structured warm-up cadence before launch
- Emailbison deployed as the email automation and sequencing engine
- Sequences built with multi-step follow-up logic per ICP tier
AI-Powered Email Personalization
Generic outreach doesn't work in HR Tech. We used Claude API to generate bespoke, context-aware personalization for every prospect.
- Claude API integrated directly into the Clay enrichment workflow
- Each prospect's company context, hiring activity, and HR signals analyzed
- Unique opening lines and value propositions written per contact
- Messaging framed around the specific hiring challenges of each company
LinkedIn Automation for High-Worth Targets
Mid-Market and Enterprise decision-makers require a more personal touch. We ran a dedicated LinkedIn outreach motion in parallel with email for Tier 1 accounts.
- Heyreach deployed for LinkedIn connection requests and message sequences
- Personalised connection messages aligned to each prospect's role and company context
- Follow-up sequences triggered based on connection acceptance and profile views
- LinkedIn activity coordinated with email sequencing for multi-touch coverage
Sentiment Analysis and HubSpot CRM Integration
Replies mean nothing if they're not captured and acted on. We built an automated pipeline from reply to CRM, with AI sentiment analysis filtering the signal from the noise.
- Sentiment analysis workflow built inside Clay, classifying replies as positive, neutral, negative, or out-of-office
- Positive replies automatically pushed into HubSpot as new leads
- HubSpot pipeline stages configured for structured follow-up
- SDR task creation triggered on positive reply detection
- Full attribution from outreach campaign to CRM contact maintained
The Engine Under the Hood
Every layer of the outreach system was purpose-built and connected. Data flows from enrichment through personalization to outreach and back into CRM, automatically.
- Apollo for B2B contact sourcing
- Clay for enrichment and ICP scoring
- ChatGPT for lead qualification
- Tier routing at ingestion
- Zapmail for domains and inboxes
- Warm-up and rotation protocol
- Emailbison for automation
- Multi-step sequences per tier
- Claude API for email copy
- Prospect-level context analysis
- Unique lines per contact
- Hiring and HR signal framing
- Heyreach for LinkedIn automation
- Clay sentiment analysis on replies
- Positive replies pushed to HubSpot
- SDR task creation on detection
Outreach Flow
How a prospect moves from data source to qualified CRM lead.
Apollo and Clay Enrichment
Prospect sourced from Apollo, enriched with firmographics, technographics, and hiring signals in Clay. ChatGPT qualifies and scores for ICP fit.
ICP Tiering and Channel Routing
Tier 1 (Mid-Market / Enterprise) routed to LinkedIn via Heyreach. Remaining ICP routed to email sequences in Emailbison.
Claude API Personalization
Claude API generates unique, context-aware email copy per prospect. No templates, no generic openers.
Multi-Channel Outreach
Email sequences deploy via Emailbison. LinkedIn sequences run simultaneously via Heyreach for Tier 1 targets.
Sentiment Analysis on Replies
Clay classifies every reply as positive, neutral, negative, or out-of-office. Positive replies are automatically pushed to HubSpot with SDR task creation.
Tools That Powered the System
Each tool served a specific function across data enrichment, personalization, outreach, and CRM.
What Discover Assessments Achieved
From zero outbound infrastructure to a live, running pipeline engine, delivering qualified enterprise leads within the first 30 days and continuing to build from there.
We came to Zutomate with our sales completely stalled. No infrastructure, no pipeline, no clear path to our year-end targets. Within the first month they had built us an entire outbound engine from scratch and delivered over 10 qualified enterprise leads. The system runs automatically, replies flow into our CRM, and our SDRs know exactly who to call next.
What Zutomate built for Discover Assessments
- Acted as full RevOps function covering strategy, infrastructure, execution, and pipeline management
- ICP tiered by deal value with Mid-Market and Enterprise routed to LinkedIn, remainder to email
- Email infrastructure built from zero with Zapmail domains, inboxes, and proper warm-up rotation
- Emailbison deployed for multi-step email automation and sequencing
- Claude API integrated for AI-powered personalization with unique copy per prospect
- ChatGPT deployed for lead qualification scoring at data ingestion
- Heyreach powering LinkedIn automation for high-worth Tier 1 targets
- Clay sentiment analysis classifying every reply automatically
- Positive replies pushed to HubSpot with SDR task creation, zero manual work
- 10+ qualified Mid-Market and Enterprise leads in month one, and growing