Background

When Josh Gause and FieldPulse started working with Orbital a year ago, their outbound team was 15 reps. Today, with Orbital powering them, they've scaled to over 40 reps.

Choosing Orbital Over ZoomInfo & Clay

Josh tried several different tools before landing on Orbital. He first tested out ZoomInfo and Cognism.

"We tried ZoomInfo and Cognism. Both were really good for the larger companies, but that mid-size, small, medium market, it just really wasn't a whole lot in there. A lot of those use LinkedIn to obviously pull their contact database and you usually don't see our ICP on LinkedIn."

So he turned to Fiverr and Clay. The data from Fiverr contractors was usable but slow to get. And he liked the promise of Clay, but realized it was going to be time-consuming to get their ICP.

Then, he came across Orbital and thought it was exactly what they needed.

"Honestly, the ease of use of Orbital was a huge selling point. Your team was great with getting us onboarded to the platform and just kind of sped up that process versus trying to figure out Clay entirely on our own."

Using Orbital's Home Services Markets Instead of NAICS

In his first few days with Orbital, Josh was able to quickly zero in on their exact ICP verticals within home services. Whereas previously ZoomInfo and Cognism were getting him a lot of suppliers and distributors, with Orbital he could focus on contractors.

"What you have to search in ZoomInfo, you can use like NAICS codes, but NAICS codes aren't very accurate for our industry. But with Orbital, you just literally type in, I want HVAC contractors in X state, and it spits you out a whole list. And that list is pretty accurate."

On a daily or weekly basis now, Josh comes into Orbital, picks an industry and a state, pulls the contact list, and syncs it to HubSpot for his reps to access.

The list shifts with the season. In the months that are warm, HVAC contractors are too busy with service calls to switch software, so Josh moves to plumbing, electrical, garage overhead door, and septic, all of which stay busy across the year.

"I'm in there pretty much every day running something. So I've been targeting a select handful of industries in each state."

From 20 DM Connects Per Meeting to 14

Before Orbital, FieldPulse needed about 20 decision-maker connects to book a meeting.

"Last time I ran the numbers on Orbital, our DM connect rate was one in 14 dials…so we're seeing like six fewer calls required."

Sit rates and demo-to-close both climbed after the switch.

"The data that we had from Orbital leads were better than other sources."

From 15 Reps to 40+ in a Year

Those results made the case for more headcount. The outbound team went from 15 to over 40 in a year, and the plan for the rest of 2026 adds at least another 50% on top of that.

"Being able to build lead lists more quickly, more efficiently, and then getting a larger list volume out has really helped the team."

Josh is starting to point Orbital at the data already in the FieldPulse CRM too.

"We're going to start using Orbital to enrich our current database as well, with leads that haven't been reached out to in a handful of years or things that we know are bad contact details from previous list suppliers."

Data Quality Is Number One

We asked what he'd tell a rev ops leader weighing data tools against other investments.

"In my eyes, data is arguably the number one thing to look for. You could have the best script in the world, but if you call someone who's passed away five years ago, or they've never heard of the guy, that just instantly makes the conversation super weird and awkward. But if you know you're going to be calling 100 people and all 100 people are the one you're looking for, your success rate is going to go through the roof."

Want lists where all 100 people are the one you're looking for? Book a demo with Orbital.