B2B data enrichment is no longer an option. It's the starting point of any effective lead generation strategy. In a market where conversion rates are stagnating and competitors are rallying around the same contact bases, access to richer, fresher, more usable data makes all the difference.
32% of sales time is wasted contacting the wrong prospects because of inaccurate or incomplete data. Without enrichment, outbound tools run on empty.
What is B2B data enrichment?
B2B data enrichment consists of completing, updating or correcting contact or company data from third-party sources. This makes it possible to better qualify leads, personalize messages and automate marketing & sales workflows.
What types of B2B data are enriched?
- Name, job title, company
- Company size, sector/industry, sales
- Technologies used (the tech stack)
- Purchasing intentions
- Behaviors (visits, interactions)
- Profiles on social networks (LinkedIn, Twitter...)
Why enrichment is essential for lead generation
- Better targeting, better conversion: personalized emails convert 6x more than generic ones.
- Sales/marketing alignment: everyone works with the same up-to-date, usable information.
- Finer automation: sequences and scoring are based on real data, not assumptions.
- Dynamic segmentation: adapting your messages to the prospect's size, sector or maturity greatly increases the response rate.
- Acting at the right time: intent data enables us to pick up on weak signals and act when the prospect is actively searching (and most inclined to convert).
- Regulatory compliance: enriching without abusive collection. The RGPD authorizes the use of B2B data if legitimate interest is demonstrated, but imposes the need to guarantee its accuracy, origin and the possibility for data subjects to exercise their rights.
How does data enrichment work? 3 methods
- In short: Enrichment can be manual, automated or combined. Each method has its own uses and limitations, and involves reliability and compliance issues.
1. Manual enrichment
Conducted by someone searching LinkedIn, company websites, or public databases.
✔️ Strengths: high accuracy, total control over data verification.
❌ Risks: very time-consuming, unsuitable for large volumes, costly in terms of human resources.
2. Waterfall enrichment:
Combine several sources to cross-reference, complete or validate data (e.g. Dropcontact for email, LinkedIn for job title, etc.).
✔️ Strengths: wider coverage, considerable time savings, improved completion rate, reliable.
❌ Risks: inconsistencies between sources, duplication, sometimes blurred traceability - vigilance essential to remain RGPD-compliant.
3. Automated enrichment via API:
Direct integration into forms, CRM or marketing tools. Enrichment in real time from a third-party database.
✔️ Strengths: time-saving, large-scale processing, automated process.
❌ Risks: dependence on supplier data quality, variable costs depending on volume processed.
The best B2B data enrichment tools
1. Scalability
Summary
Scalability is not just a tool, but a hybrid solution. They manage outbound for you, with highly targeted data enrichment, driven by humans and powered by an advanced tech + AI stack.
Benefits
- Zero effort for your team, high level of expertise
- Manually enriched data with cross-validation (high level of reliability)
- Perfect for companies without in-house SDR
- RGPD compliant
Disadvantages
- No self-service
- Prices on request only
Price
On request
RGPD
✔️ Yes
2. Dropcontact
Summary
Dropcontact is a 100% French B2B enrichment tool, recognized for its strict RGPD compliance. It automatically verifies, corrects and enriches contacts (pro email, name, position, company) via API or CRM integration. Unlike others, it doesn't store any third-party databases: everything is generated on the fly, guaranteeing fresh, legal data.
Benefits
- 100% RGPD compliant
- Very high email validity rate
- Seamless integration with HubSpot, Pipedrive, Salesforce, etc.
Disadvantages
- Does not provide phone numbers
- Less complete firmographic data
Price
24€ / month for 500 credits
RGPD
✔️ Yes
3. Kaspr
Summary
Kaspr is a Chrome extension designed to enrich LinkedIn profiles in real time. It retrieves pro emails and, in some cases, phone numbers directly from LinkedIn Sales Navigator. Handy for fast-prospecting CSDs, but the approach raises questions about RGPD compliance, especially in the case of enrichment without explicit consent.
Benefits
- Free unlimited e-mails
- Easy-to-use extension
- Access to mobile numbers
Disadvantages
- Unclear RGPD (no transparency on sources)
- Reliability varies according to contacts
- LinkedIn blocking risk
Price
Free (emails), paid plans from $49
RGPD
Partially
4. Clearbit
Summary
Clearbit is a benchmark in real-time enrichment, especially via API. The tool automatically completes the fields of a CRM or form (name, position, company size, techno stack, etc.) as soon as a professional email is entered. Highly effective on the US market, it remains limited in terms of RGPD and less reliable on European data. Ideal for tech and data-driven teams.
Benefits
- Real-time API
- Detailed firmographic data
- Solid CRM integrations
Disadvantages
- Data not hosted in Europe
- High rate
- No guaranteed validated emails
Price
On request
RGPD
❌ No
5. lemlist
Summary
lemlist is primarily known for its multi-channel prospecting (email, LinkedIn, calls) with a high degree of personalization. Data enrichment is offered as a complement via the lemwarm module and third-party integrations, but remains secondary to the tool. Useful for automatically enriching certain information before sending, but not designed for massive or structured enrichment.
Benefits
- Prospecting + enrichment in the same place
- Good campaign personalization
- LinkedIn integration and email sequences
Disadvantages
- Basic enrichment
- Requires commercial expertise to achieve results
Price
39 (Starter), $69 (Pro), $99 (Multichannel)
RGPD
✔️ Yes
6. FullEnrich
Summary
FullEnrich is a solution totally dedicated to cascade enrichment, ideal for obtaining complete and reliable data. The tool interrogates several sources in parallel for each field (email, position, telephone) and applies cross-validation to limit errors. Very useful for teams who want to maximize lead quality without manual enrichment.
Benefits
- Cascade of suppliers = high completion rate
- Triple-check emails
- Easy-to-use interface
Disadvantages
- Less documentation than the giants
- Data sometimes biased towards the US
Price
29/month
RGPD
Yes
7. Apollo
Summary
Apollo is a popular all-in-one platform for B2B data enrichment. It combines a massive base of contacts with advanced filters (position, techno stack, growth signals) and a Chrome extension to capture leads in real time. The tool also lets you launch prospecting sequences and manage your pipeline, making it a popular choice for startup sales teams.
Benefits
- Cascading enriched data
- Prospecting + integrated CRM
- Emails and numbers included
Disadvantages
- Data quality sometimes uneven
- Advanced features for a fee
Price
Free, then from $49/month
RGPD
✔️Oui
8. Cognism
Summary
Top-of-the-range sales intelligence tool, particularly effective for mobile numbers. Cognism is RGPD compliant and has a strong presence in Europe.
Benefits
- Strong mobile coverage
- Verified data
- Advanced CRM integration
Disadvantages
- For high-budget companies only
- On quotation only
Price
On quotation (often €15-30k/year)
RGPD
✔️ Yes
9. ZoomInfo
Summary
A must-have American tool for large-scale B2B Sales & Marketing teams. ZoomInfo offers a massive database, real-time insights, purchase intent scores, and advanced integrations (Salesforce, Outreach, HubSpot...). Highly effective on the US market, but often less accurate in Europe.
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Benefits
- Massive, continuously enriched database
- Real-time insights
- Complete SalesOps integration
Disadvantages
- Data often American
- High prices
- Data not always fresh
Price
From $15,000/year
RGPD
✔️Oui (to be verified according to use)
10. Better Contact
Summary
French solution specialized in dynamic B2B targeting. Better Contact identifies weak signals such as job changes, purchasing intentions or the addition of new technologies to a company. Ideal for triggering ultra-contextual campaigns, with a true logic of activation rather than massive enrichment.
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Benefits
- Usable intent data
- Advanced filters: stack, buy signals
- Real-time alerts
Disadvantages
- Not designed for classic enrichment (email/phone)
- Little visibility on pricing
Price
On request
RGPD
✔️ Yes
FAQ: Everything you need to know about B2B enrichment
Is data enrichment legal?
Yes, as long as you comply with the RGPD. That means: informing your contacts, allowing them to exercise their rights, and using legitimate sources. In B2B, legitimate interest is often recognized, but you have to remain transparent.
Which enrichment method is best?
It all depends on your resources and objectives. For an SME without a dedicated team, automation or outsourcing (via Scalability, for example) is often more cost-effective.
If you have a very specific target, manual enrichment can make all the difference. If you manage larger volumes of contacts, automatic or cascade enrichment saves time without sacrificing reliability.
Is it necessary to enrich a database only once?
No. B2B data ages quickly: changes of position, company, e-mail address... Good data enrichment is continuous, or at least quarterly.
What's the difference between "enrichment" and "scraping"?
Scraping is the extraction of publicly available data. Enrichment, on the other hand, supplements existing data, often by crossing sources. The former is not illegal, but the latter must be used in accordance with the law.
Are all the tools on the market reliable?
No. Some promise the best but recycle old bases or use dubious techniques. Always favor tools that are clear about where their data comes from and their RGPD policy.
Conclusion
The best message to the wrong contact won't achieve anything. The right contact without context is a waste of time.
But the right contact, at the right time, with the right information? That's where the magic happens.
B2B data enrichment doesn't "win" customers on its own. But it paves the way. It aligns your teams. It refines your campaigns. It transforms your dormant files into living opportunities.
So, whether you're an agile startup or a well-honed sales team, ask yourself just one question:
Does your data really work for you? If the answer is no, you know where to start.
