Transforming Blind Spots into Valuable Insights (with Rich Saylor)

The Challenge

Rich Saylor co-founded ScaleU, a recruiting agency focused on hiring go-to-market teams for seed and Series A startups. The team leaned heavily on cold outbound—Apollo for lead gen, HubSpot as CRM, LinkedIn for content—but had almost zero visibility into who was actually visiting their website.

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When Rich checked his analytics, he found 1,500 page visitors. For a company their size, that was impressive. But every single one was anonymous. No names, no companies, no way to follow up.

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“I was banging my head into a wall because I had fifteen hundred leads with no visibility. I had no idea who any of these people were.”
— Rich Saylor, Co-Founder, ScaleU

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He looked at Google Analytics, Apollo’s intent tools, and ZoomInfo—but none of them could tell him which specific companies were browsing his site in real time.

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Enter Warmly

Rich signed up for Warmly and installed it on his Webflow site in about 30 seconds—just a copy-paste into the header code. No engineering required.

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Within a couple of hours, he could see six or seven companies that had visited his website. After months of operating blind, the difference was immediate.

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“When I signed up for Warmly, within a couple of hours I could see six or seven companies that had come to our website. It was just like taking a blindfold off.”
— Rich Saylor, Co-Founder, ScaleU

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The Results

The value was immediate and compounding. Rich could now see which companies engaged with his LinkedIn content and then clicked through to the ScaleU website. That turned vague “top of funnel” activity into a concrete list of accounts to pursue.

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Instead of sending cold emails to strangers, Rich now references actual website activity in his outreach: “Hey, I noticed you guys might have been clicking around on the website—any thoughts?” The conversations are warmer, more natural, and far more effective than the spray-and-pray approach.

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Most importantly, Warmly helps Rich validate his ICP. By seeing who actually visits the site—their company size, industry, what pages they view—he can refine exactly who ScaleU should be targeting.

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“Your website is the front page of your business. Data like this allows you to validate who you should be focusing on. I can see who’s coming, what they’re clicking, and what they’re reading—and use that to narrow down my ICP.”
— Rich Saylor, Co-Founder, ScaleU