How Apiday cut prospect enrichment from 7 days to 2 hours with Dust and Idoption
- Industries
- Financial ServicesConsultingB2B SaaS
- Company Size
- 51-200
- Departments
- SalesExecutiveCompany-Wide AI Adoption
Key Highlights
- Prospect enrichment per campaign: 7 days → 2 hours (-97%)
- 100% daily adoption across the entire commercial team in under 60 days
- Every sales call scored automatically each morning against the MEDDIC framework
- All company meetings surfaced in a daily digest for leadership
This story was written in partnership with Idoption, a Dust Platinum Partner with strong expertise in the B2B SaaS industry. It shows how Apiday, a fast-growing ESG platform for private markets, rebuilt its commercial operations around AI agents, from prospect enrichment to automated MEDDIC-based coaching. With Idoption's support, co-founder Charles Moury designed and deployed the agents himself, achieving 100% commercial team adoption in under two months.
About Apiday
Founded in 2021 in Paris, Apiday helps private markets navigate ESG (Environmental, Social, and Governance) compliance. The platform serves 500+ investors and 5,000+ companies across 23 countries, from PE funds managing SFDR compliance to portfolio companies building their first sustainability roadmap. Twice named "ESG Data Provider of the Year" (Real Deals 2024, Private Equity Wire 2025), the company raised €10 million in a Series A in 2024 backed by AENU, Daphni, Galion.exe, and SWEN Capital.
What sets Apiday apart is its combination of AI-powered tools and in-house ESG expertise. Clients get the platform and the analysts who help them interpret what the data means for their specific fund structure and LP base. Delivering on that promise requires a commercial team that moves fast, prepares thoroughly, and earns credibility with sophisticated institutional buyers from the very first touchpoint.
💡 Interested in learning more about how Dust can help your team? Reach out to our sales team.
Challenge: prospect enrichment took a week, sales coaching didn't scale, and leadership was flying blind
7 days of manual research before a single email could go out
Every new outbound campaign at Apiday starts the same way: picking a geography, identifying the right prospects, and enriching hundreds of accounts before a single message goes out. Understanding the firm's structure, mapping regulatory exposure, identifying the decision-maker, all of it, account by account. That process took 7 days. Sometimes more. For a company selling into PE funds and institutional investors operating under tight regulatory deadlines, that delay isn't just an inconvenience. It's a window that closes while you're still doing research.
A co-founder with a partial map
Charles Moury manages Apiday's commercial team directly, SDRs, Account Executives, pipeline reviews, and coaching. He's also a co-founder making strategic decisions that require accurate, real-time signals about what's happening in the field. Those signals weren't easy to get.
"When you're at the top of the structure, it's hard to know what's happening in every corner of the company. It's like being on a video game map where only a small part is discovered." Charles Moury, Co-founder, Apiday
Calls happen. Deals evolve. Objections repeat. Without a systematic way to surface what matters, commercial leadership becomes reactive, built on escalations and gut feel rather than data.
Sales coaching without scale
Apiday's buyers are sophisticated. Selling to a PE fund's CFO or ESG officer requires disciplined discovery, precise handling of the economic buyer conversation, and sharp follow-through. Are reps doing that consistently? Not just in the calls leadership happens to join, but across every interaction, every rep, every week? Without automation, that question has no honest answer.
Solution: a focused deployment with a founder at the wheel
How Apiday chose Dust and why Idoption's hands-on approach accelerated everything
Apiday discovered Dust through Idoption early in their AI journey. The platform fit. But what accelerated the deployment was Idoption's understanding of how Apiday actually operates.
"Idoption took a lot of time with my teams to show them the different use cases with Dust. They had a very good understanding of how we function as an organization, which helped us prioritize the use cases that would have the most impact short-term." Charles Moury, Co-founder, Apiday
Idoption's deployment playbook is built around three roles: an executive sponsor who owns the vision, a builder who creates the agents, and a champion within each team who drives daily usage. In most organizations, these are three different people. Charles took a different approach.
"I took on all three roles myself because I wanted things to move very quickly." Charles Moury, Co-founder, Apiday
Three agents that changed the daily rhythm
The Sales Coach : MEDDIC at scale, every morning
The most sophisticated agent Apiday deployed takes any commercial call transcript and scores the interaction against the MEDDIC framework — with criteria and weightings adapted by call type. A discovery call is evaluated differently from a demo, a follow-up differently from a negotiation. The agent understands those distinctions.
An orchestrator agent runs every morning at 8am. It calls the Sales Coach and asks it to review all calls from the previous day, across all Account Executives. Charles receives a consolidated coaching report before most of the team has opened their laptops.
Sales coaching shifted from reactive to systematic. Every rep, every call, every day.
The Account Enrichment Agent : hundreds of accounts in hours
Before each outbound campaign, Apiday's SDRs now run an agent that performs structured web research across hundreds of target accounts simultaneously — building profiles, identifying contacts, surfacing ESG-relevant context for personalized outreach.
"We went from 7 days to 2 hours. It's quite impressive." Charles Moury, Co-founder, Apiday
The Daily Meeting Digest : a complete picture every morning
Every morning, Charles receives an automated summary of all recorded meetings from the previous day, commercial calls, client check-ins, any captured interaction across the company. The map is now almost entirely lit.
Why getting from 70% to 95% accuracy required expert guidance
Idoption's teams worked hands-on with each member of the commercial team individually. Not just on how to use Dust, but on how to build high-quality agents and run tight iteration loops to push performance from acceptable to reliable.
"It's fairly easy to get an agent that delivers OK results 70% of the time, but getting to 95-98% is much harder. That's where the Idoption team makes all the difference." Charles Moury, Co-founder, Apiday
Results: 97% faster enrichment, full adoption, and a clearer picture for leadership
What changed in the numbers
- Prospect enrichment per campaign: 7 days → 2 hours (-97%)
- Commercial team daily adoption: 100%
- Time to full adoption: under 2 months
- Scope: SDRs and Account Executives, client management teams next
Every person on the commercial team uses Dust daily. Follow-up drafting, call preparation, campaign research, tasks that once consumed hours now take minutes.
Better-prepared reps, more credible conversations with institutional buyers
One of the first improvements to emerge wasn't quantified, it was felt.
"It allows us to have more context when we talk to prospects, and it also makes the executives more relaxed in interactions because they know the preparatory work has been done more thoroughly." Charles Moury, Co-founder, Apiday
For a company selling to CFOs and ESG leads at PE funds, preparation isn't a nice-to-have. Walking into a call already knowing the fund's regulatory exposure, asset structure, and LP profile is what separates a credible partner from just another vendor.
Deliverables that open doors
An unexpected benefit emerged after deployment: the quality of materials produced during sales cycles improved markedly.
"It allows us to create quite impressive deliverables that make a strong impression during sales phases, it gives us significant additional credibility." Charles Moury, Co-founder, Apiday
Prospects rarely know AI is involved. And according to Charles, that's exactly the point.
How Charles now sees the full picture of his commercial team, every morning
The most personally significant change for Charles isn't the enrichment metric or the coaching report. It's the 8am moment.
"Thanks to Dust, a very large part of the map is now discovered." Charles Moury, Co-founder, Apiday
Catching a stalled deal early, spotting a recurring objection across three reps, noticing a coaching opportunity before it becomes a pattern, these are the signals that compound into better commercial decisions. They were always there. Now they're visible.
What's next: from commercial team to full company
Expanding to client management
The next step is already planned: rolling out the same infrastructure to the teams managing existing clients. Better preparation, more consistent interactions, stronger visibility for leadership, the same playbook, a new function.
AI as a growth lever, not just a cost one
The ambition that started this deployment was margin optimization. What Apiday is discovering is something broader.
"Once it's truly implemented in depth in processes and work methods, it also probably helps to increase the top line, by having proposals that allow us to win new clients more effectively. And we're starting to see that." — Charles Moury, Co-founder, Apiday
The deployment model Charles used, one senior leader, three roles, full speed ahead, proved that focus beats caution when the goal is rapid, real adoption. That's the template Apiday now carries into every function it wants to transform next.
Interested in learning more about how Dust can help your team? Visit our solutions page or reach out to our sales team.
