Comtrac: Investigation Software Pipeline Growth Case Study

UpliftSales built and ran a targeted cold calling programme for Comtrac's investigation management platform. Our SDRs dialled decision-makers across law enforcement, regulators, and internal investigations teams, opened conversations with the right stakeholders, and booked qualified discovery meetings straight into Comtrac's calendar. Because Comtrac sells into a specialised compliance-tech niche, we invested time in category-specific messaging and objection handling before any outbound calling started, so every call reflected the platform's real value in modernising case management and evidence workflows.

The programme generated significant pipeline within the first week of launch, gave Comtrac consistent access to the right decision-makers, and accelerated brand visibility across the investigation management category. Beyond meetings, the calling programme delivered valuable market intelligence: recurring pain points, competitor perceptions, and buying triggers heard directly on live calls. That intelligence fed back into Comtrac's positioning and product messaging, sharpening how they talked about their platform in later opportunities and marketing.

Entirely cold calling. UpliftSales runs phone-led outbound programmes, so Comtrac's campaign was built around professional SDRs on the phones dialing their ICP directly during business hours. We do not run cold email or LinkedIn outreach; every campaign is phone-only. For Comtrac, that meant dedicated calling blocks against a curated list of investigation management buyers, with weekly review and coached calling feeding into every improvement cycle so the messaging kept sharpening based on real phone feedback.

Comtrac saw qualified meetings within the first week of the programme going live. Investigation management is a specialised buying category, so early meetings were not accidental — they came from disciplined dialing against a tightly-scoped target list of agencies and enterprises with a real problem to solve. Because we booked meetings early, Comtrac was able to gather live buyer feedback quickly and use it to sharpen how the platform was positioned in later conversations, which compounded results over the following weeks.

The biggest challenge was awareness. Investigation management platforms sit in a specialised category most buyers do not shop for actively — they typically live with spreadsheets and legacy case files until something forces a change. That made passive channels easy to ignore. Live phone conversations were the fastest way to surface pain, explain what a modern investigation platform actually does, and qualify whether the prospect had a real project. Once we were on calls, the story landed; the job was getting professional SDRs into enough of those conversations, consistently.

Yes. The Comtrac programme is a template we run for other specialised compliance and investigation-technology vendors selling into agencies, regulators, and enterprise risk teams. What worked was disciplined phone-based outbound against a narrow ICP, sector-specific messaging, and SDRs trained to hold their own with senior stakeholders. Any B2B tech vendor selling a considered, higher-ticket compliance product to a defined buyer list will get value from the same phone-led approach — the account list changes and the messaging changes, but the calling motion carries across.

For Comtrac we built a targeted list of organisations likely to have an active or emerging investigation function — law enforcement, regulators, professional services, and internal corporate investigations teams — then identified named decision-makers inside each. Our SDRs called through that list during business hours with a discovery-led script, refining criteria and messaging based on live phone feedback. That list-plus-calling loop is deliberate: every week of dialing produced better data about who was actually in-market, and the list tightened accordingly.