How ONYX Turned Weeks of Prospecting Into Days with Altrata

Altrata helped an executive membership organization pinpoint the right former CEOs faster, personalize outreach at scale, and turn a well-timed email into a quickly-scheduled call

Client’s goals

ONYX is a membership organization built around late-stage and former CEOs — executives moving into public or private board seats, special advisor roles, or simply looking to stay connected to the industries they led. Identifying the right people for that membership isn’t as simple as pulling a list of big-name former CEOs. ONYX needed to understand where these executives had actually landed after stepping down, and reach them with enough context to earn a conversation. With a lean membership team, the organization also needed to move quickly, since a single missed alert on a CEO transition could mean a missed introduction entirely.

The Altrata difference

When Director of Business Development, Jamie Cappiello, joined ONYX, he found the team’s prospect research relying on data that was inaccurate, incomplete, or missing. Bringing in Altrata gave the team a reliable base to build from and cut list-building time from one to three weeks down to two or three days. That accuracy is only part of the story. Altrata’s data on executives’ interests, hobbies, and philanthropic activity now
shapes the briefing documents ONYX builds ahead of outreach, giving the team real, specific details to open a conversation with instead of small talk. It’s also reshaped ONYX’s outreach calls: a 30-minute call once dominated by pitch now leaves real room for discovery and follow-up.

Impact

One clear example: Jamie saw an Altrata news alert that a well-known CEO had stepped down to become special advisor to the company. Using Altrata’s data on the executive’s background alongside the news alert, Jamie put together a personalized outreach email. Within six hours, ONYX had a call on the books.

Altrata’s advanced search and location data have also sharpened how ONYX targets prospects and where. By digging into the platform’s data, Jamie was able to refine ONYX’s ideal member profile beyond assumptions, helping the team move past obvious, big-name candidates to find what Jamie calls “missing executives”: strong-fit prospects who weren’t previously on ONYX’s radar. More accurate location data has paid off directly, too: at a recent private dinner event in Atlanta, roughly a quarter to nearly a third of the executives in the room came from prospects ONYX sourced and accurately located through Altrata.

Client: ONYX

Region: US

Altrata products: Altrata