How Fabriq builds lists in minutes rather than days and maps 3x more contacts for every deal

Fabriq builds operations software for industrial sites. Its 120 people split roughly half product and tech, half business, with about 25 in sales across BDRs, AEs and account managers. For the last year and a half it has been moving hard into enterprise: sales cycles of nine to twelve months, and accounts like Safran or Airbus.

Those accounts are hard to pin down. “On an enterprise account there are sometimes four or five websites, ten email domains, subsidiaries everywhere, several LinkedIn pages,” said Alban, who heads Revenue Operations. He picked Tamtam because it was built for account-based selling: “Many tools on the market were built around pure lead lists, not account lists and everything that comes with prospecting an account in depth.”

• Fabriq now builds lists in minutes rather than days. A rep who wants to prospect an account generates a sharp list of 10 to 20 people from Claude, enriched and ready for their first sequence.
• 3x more contacts mapped in org chart for every deal. “It's almost impossible to sign a deal without at least three or four people in the loop. Mapping the org chart helps us find the ones who matter, and we often go from three or four people mapped to nine, ten, twelve.”

The org chart is now a fixture of pipeline reviews. Managers use it to challenge the strategy on a deal or an account, and the feedback from the field has been “extremely positive: it creates the right level of discussion when we challenge a deal.”

Fabriq started in the Tamtam interface, then moved to an AI-first workflow. “What we aim for is that someone can be in Claude, generate a prospecting list and start their sales workflow,” Alban said. Tamtam pre-condenses and pre-enriches public data, so Claude works from prospecting context that is “far more relevant, and easier to turn into value.” Their growth engineer pipes the same data into Slack alerts and into Salesforce, with Fabriq's own matching and deduplication rules.

In Salesforce, a rep is one click from the Tamtam org chart of any deal or account. It is generated from the contacts and conversations already on the deal, linked to each person's activity and sentiment, and fully editable, so the team can spot who has not been contacted yet and should be.

Signals feed every stage of the cycle: SDRs and AEs prospect with them, AEs work deals with the org chart, and account managers get a weekly digest of news and job changes on their key accounts to go deeper into them. The same data holds up beyond France, for the reps covering Germany and the UK.