Find targeted leads with real emails and social profiles with HeadReach

The biggest problem in sales prospecting is not selling the decision makers — it’s finding them in the first place!

By using smart targeting, HeadReach’s Advanced Search helps you to find great prospects and save up to 20 minutes per search. Find the right contact from over 400 million people on the web and prepare yourself with relevant data using HeadReach.

Kevin William David interviewed Kaloyan Yankulov, Founder of HeadReach to learn more.

Can you tell us about what you are working on ? What is HeadReach?

Kaloyan: HeadReach helps you finds great leads with their real emails. Think of it as a cheaper and easier to use LinkedIn Sales Navigator, that also returns emails.

The tool is pretty simple to use — you can search by name, company, website or use our Advanced Search which has 12 different filters like person’s name, company, location, job role, and industry. By the way that’s 4 filters more than the free version of LinkedIn has to offer.

You simply chuck in the parameters you’re searching for, click on Search and — huzzah — we return all the relevant results. To reveal emails, all you got to do is click on the “Find email and social profiles” button.

Why are you building this? What problem are you trying to solve?

Kaloyan: As a content marketer, I was struggling to find the right people to reach out to while promoting my content. It just took way too much time to identify the decision makers and to find their best emails.

Initially me and my co-founder Daniel came up with the idea for a tool that generates complete outreach reports. Imagine pasting a blog post’s URL and getting a thorough content promotion strategy for that article — from relevant social media channels to influencers.

While this was an excellent idea and we got some initial validation, we quickly figured out it was going to be too hard to build such a tool. As a small bootstrapped team of 2, we had to come up with something simpler, while also preserving the same value for the end user. Through a number of interactions with some of our pre-launch customers, we managed to identify the 3 most valuable features of the tool. Later on, we stripped the features down to just 1 must have feature. This was the tool’s ability to find targeted prospects with their emails.

Long story short, after a major product pivot we launched our closed beta in November 2016.

Who are your top competitors & how is HeadReach different from what’s already exists in the market?

Kaloyan: We came pretty late to the party. When we pivoted to a prospecting tool, we weren’t aware that the lead generation market is so saturated.

There are 2 tiers of competitors:

  • Big guys like, Zoominfo and Hoover’s — most of them are very expensive for small business owners and require long-term commitments. Also, not very usable outside the US market.
  • Cheaper alternatives like Sellhack, Rocketreach and all the Chrome extensions working with LinkedIn.

Our USPs are the simplicity of our user interface and the ability to do advanced searches right inside the app without using external extensions and jumping between a plethora of different tools.

What’s unique about what you are building & why do you think companies should use HeadReach?

Kaloyan: Businesses should try HeadReach for our in-app Advanced Search and the quality of the data we return.

Not sure if you’ve seen the new LinkedIn desktop experience but they pretty much butchered their Advanced Search. Today I was trying to find the CEO of Microsoft using LinkedIn, and despite using a number of boolean search parameters, I had no luck…

On top of that, they’ve raised the price of their Sales Navigator.

Who uses HeadReach? Can you tell us a bit about the different customer segments using HeadReach? What types of roles do your customers have at their companies?

Kaloyan: HeadReach works across a variety of different industries for businesses both small and big. I’d say we’re in a horizontal market. Most of our clients are small businesses and uprising startups, but we also have individuals from companies with 1,000+ employees using the software. Most of the customers using the tool are sales associates, business developers, and data research personnel. We also get some early stage co-founders using the tool for outbound sales.

How are your customers using HeadReach? Could you share a few different use cases?

Kaloyan: Most of our customers use HeadReach for outbound sales and cold emailing. A number of them use it for marketing outreach like link building campaigns.

Have there been unique use cases for HeadReach that you hadn’t thought of or expected?

Kaloyan: A lot of them. The team at Mixergy is using HeadReach to find emails of potential podcast guests. Pax Franchot, an award-winning creative director, used our tool to help him win his next career move by approaching potential companies via emails he pulled off HeadReach.
 Occasionally, we get confused users using HeadReach in funny ways. There was a person who had forgotten his own email address and used our tool to remember it.

Who are some early/key customers?

Kaloyan: First 10 customers are really exciting. I remember how we were watching the live video recording of our first paying customer and anticipating the Upgrade button click. That was more exciting to watch than a sport’s game.

Andrew Warner from Mixergy was a key influence for our growth in the first month. Now we also have some great startups and bigger organizations in our family like ViralSweep, Prezly, IONGroup, OCEG and others.

Were there any early ‘growth hacks’ or tactics that have contributed to your current success?

Kaloyan: We brought in our first paying customers by sending them 5–10 minutes long personal videos for each one of them. I’ve recorded over 2 hours of screen shares in a week. The videos were mostly me giving a personalized demo of the product or explaining how the user could use the tool better. Each video was hand-crafted to fit the business aims of the person, or it served as proactive customer support to solve a potential problem before the customer asked for help. They were based on information we had previously collected through customer development interviews and surveys or via Inspectlet.

This is the one I recorded for Mixergy:

What were some of the biggest challenges while building the product early on and how did you solve them?

Kaloyan: When you’re bootstrapping while you have a regular day job, everything is challenging. You have to work hard and smart, and there is very little room for error, as your time is so limited. As I mentioned above, the first big challenge was actually building the product. Luckily enough, we managed to identify the 1 feature that was most valuable for our audience and focused solely on it.

Here are few things that help us grow as a tiny team with limited resources:

  • We try to build only must have features. Only when we get at least 10 complains, we consider building a feature. And 10 complains is a large number for our current scale.
  • We focus on value. I hate to break it down for you, guys, but having a sexy design or a “Forgotten password” page shouldn’t be high on your to-do list. Leave that BS out and start building great features.
  • We never fight a fire that hasn’t started yet. In an early stage startup everything is burning at some point or another. First, you have to take care of the crucial bugs haunting your product, then you have to get some paying customers, then you have to keep them as long as possible, then you have to build new features, and so on. Every stage is difficult and equally important but we only care about NOW.

What have been some of the most interesting integrations you’ve added? Are there any that have been particularly impactful for you?

Kaloyan: I can’t say we’ve used any fancy integrations yet. Our account system is based on WordPress, and we use a number of rather standard plugins like W3Total Cache to speed up our site, Yoast for on-page SEO and a couple of WooCommerce extensions.

What are top 5–10 products that you depend to run the company & how do you use them?

Kaloyan: Our technology stack is rather unusual for a SaaS. For our app we use PHP, but our account system is setup with WordPress and WooCommerce. Although Woocommerce is not the best choice for a SaaS business, is one of the fastest to set up. For our first version, we wanted to start charging customers asap and invest as minimum resources as possible on coding the account system.

For charging, we currently use PayPal but plan to switch to Braintree sooner than later. For the functionality of our app, we use a number of different data enrichment APIs like FullContact. Our development pipeline is organized in Trello, and we’re now pretty used to it. For tracking we use Google Analytics and Inspectlet — the later one being a crucial part of our proactive customer support.

For email marketing, we’ve tried both MailChimp and Aweber, but now we’re in love with ActiveCampaign. We have 2 types of emails going out to our users — a 9-piece onboarding sequence and over 10 different behaviour-based emails.

Do you use HeadReach and recommend them? You can do it here