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Case studyGrowth Cab × KFI

A go-to-market data foundation built on KFI’s own customer base

Growth Cab rebuilt KFI’s customer list, from 5,766 rows to 5,701 real companies and 6,278 named contacts, and handed KFI’s team a base it can sell to.

The pipelinePipeline flow
KFI’s customer baseRebuilt for KFI’s own team Client
  1. 01Clean
  2. 02Classify
  3. 03Map
6,278 named contacts deliveredDelivered in about two months
  • 6,278 Named contacts delivered, up to 3 per company
  • 5,701 Real companies rebuilt from 5,766 rows
  • 1,815 Outdated company names corrected against the EU VAT registry
KFI homepage hero with the headline We are Key for Industry 5.0 over a warehouse worker wearing a voice headset, with buttons for distribution logistics, plant logistics and field service
FIG. 01KFI’s homepage: integrated solutions to digitalize and manage every stage of the supply chain.

At a glance

KFI
Client
KFI
Sector
Logistics Automation & IT Services
Scope
Data cleanupCompany verificationIndustry classificationDecision-maker mappingGo-to-market playbook
Team
About 70 people
Markets served
Distribution logistics, plant logistics, field service
Timeline
About two months
Growth CabKFI
01 /The goal

Turn KFI’s own customer base into a base its team can sell to

KFI, short for Key for Industry, is a group of about 70 people in logistics automation, robotics and IT services. It brings integrated solutions to digitalize and manage every stage of the supply chain, from distribution and plant logistics to field service, with LOJIST, its warehouse execution software.

Its customer list held 5,766 rows. Most rows had no website, and many company names were shortened or out of date.

The goal was a go-to-market data foundation that KFI’s own team can run: real companies, current names and websites, industry codes and the people who decide.

02 /The execution

From 5,766 rows to a base KFI’s team can work

Growth Cab rebuilt the base in four steps and handed it to KFI’s team with the method behind it. No company name was trusted as a key: the VAT number was.

CleanSteps 01–02

  1. One company, one VAT number

    Company names in the CRM were often shortened, so the VAT number became the key. Duplicate rows were merged, and the 5,766 rows became 5,701 real companies.

    1. VAT number
    2. Duplicate rows
    3. Real companies
    Output5,701 real companies, deduplicated by VAT number.

  2. Names and websites checked at the source

    Every VAT number was checked against the EU VAT registry, and 1,815 outdated company names were corrected, including companies that had changed name or owner. A company missing from the registry was never marked as closed without proof.

    A website was kept only when the site itself showed the company’s VAT number. That rule found websites the list never had and corrected wrong ones.

    1. EU VAT registry
    2. Outdated company names
    3. Website
    Output1,815 outdated company names corrected, and websites kept only with a VAT match.
ClassifyStep 03

  1. Industries from the official code list

    Companies were classified with the official industry codes, 2025 edition, from what each company actually does, so KFI’s team can cut the base by industry. Public bodies and sole traders were set apart, each with its own approach: public bodies through their official channels, sole traders through the owner.

    1. Official industry codes
    2. Public bodies
    3. Sole traders
    KFI homepage section reading The Supply Chain is evolving. KFI is by your side, with the line We make enabling technologies and solutions for Industry 5.0 accessible to small, medium, and large enterprises, beside a handshake photo
    FIG. 02KFI’s promise to small, medium and large enterprises, from its homepage.
    OutputIndustry codes from the 2025 official list, with public bodies and sole traders set apart.
MapStep 04

  1. Up to 3 decision-makers per company

    For each company, Growth Cab looked for up to 3 decision-makers. The result is 6,278 named contacts, delivered to KFI’s team in about two months together with the playbook to work them.

    1. Decision-makers
    2. Named contacts
    Output6,278 named contacts, up to 3 per company.
03 /The results

6,278 named contacts on a base KFI’s team can work

Growth Cab delivered the rebuilt base in about two months. KFI’s team works it with the Growth Cab playbook.

  • 016,278named contacts delivered, up to 3 decision-makers per company
  • 025,701real companies rebuilt from 5,766 rows
  • 031,815outdated company names corrected against the EU VAT registry
  • 04Websites kept only when they show the company’s VAT number
  • 05Public bodies and sole traders set apart, each with its own approach
04 /What stays

What KFI owns today

Who runs it todayRun by KFI’s team with the Growth Cab playbook

What KFI owns

  1. 015,701 real companies, deduplicated by VAT number, with current legal names
  2. 026,278 named contacts, up to 3 decision-makers per company
  3. 03Websites checked against each company’s VAT number
  4. 04Industry codes from the 2025 official list, ready to cut the base by industry
  5. 05A separate approach for public bodies and sole traders
  6. 06The written playbook behind the base, from the VAT key to the decision-maker search

Key takeaway

A company’s own customer base becomes a go-to-market asset once every record is real.

Growth Cab rebuilt KFI’s base, from 5,766 rows to 5,701 real companies and 6,278 named contacts, and handed KFI’s team the playbook to work it.

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