DataCaptive Blog

From a Test Campaign to 33 Closed Deals and a Million-Dollar Pipeline

Rossie Welch

Rossie Welch

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33 Deals Closed in 12 Months with Targeted Contact Database

Table of Contents

What started as a cautious, limited approach evolved into a long-term data partnership that helped drive 33 closed deals in 12 months, contributed to a $1M+ loan closure, and supported an award-winning performance.

Company Overview

CrossCountry Mortgage (CCM) is one of the largest retail mortgage lenders in the United States, operating as a privately held financial services firm headquartered in Cleveland, Ohio.

Founded in 2003 by Ronald J. Leonhardt Jr., CCM is widely recognized as America’s #1 retail mortgage lender in recent years based on industry rankings.

About Company

Client
Client
CrossCountry Mortgage
Industry
Industry
Mortgage Lending
Use Case
Use Case
Partner Acquisition & Deal Generation through Targeted Data
Engagement
Engagement Duration:
2+ Years

The Challenge

When Joe Vitiello, Senior Vice President of Lending, first engaged with DataCaptive, he faced several key challenges:

  • With strict constraints
  • Difficulty accessing verified, high-quality contacts across target markets
  • Uncertainty around ROI from third-party data providers
  • Need to build a consistent pipeline of borrowers and partners

Like many lenders, Joe needed a reliable way to reach decision-makers across multiple industries, but without risking his entire marketing budget on uncertain outcomes.

The Solution

DataCaptive worked closely with Joe to design a flexible, high-impact data strategy tailored to his needs:

Customized Data Targeting

Customized Data Targeting

A tailored contact list was curated, focusing on:

Multi-State Coverage

Multi-State Coverage

Campaigns were executed across key growth markets including:
Texas, New Jersey, New York, Florida, Pennsylvania, Massachusetts, Maryland

Quality & Usability Focus

Quality & Usability Focus

  • Verified, opt-in contact data
  • High email deliverability rates
  • Direct dials and decision-maker targeting
  • Customized Excel segmentation by state and industry for immediate campaign execution
Flexible Pricing & Scalable Approach

Flexible Pricing & Scalable Approach

  • Initial engagement aligned to a $3,500 budget cap
  • Scalable data delivery as campaigns expanded
  • Introduction of Annual Data Maintenance Service (ADMS) to ensure ongoing accuracy

The 2-Year Journey

Initial Engagement

Initial Engagement

  • Started with a single campaign under strict constraints
  • Built trust through data accuracy, transparency, and delivery quality
Validation & Expansion

Validation & Expansion

  • Successfully cleared vendor compliance requirements
  • Expanded into new states and industries
  • Increased campaign scale with larger datasets
Strategic Partnership

Strategic Partnership

  • Transitioned from one-time purchases to ongoing collaboration
  • Data became a core part of Joe’s outreach strategy
  • DataCaptive provided consultative recommendations on new target segments
Operational Integration

Operational Integration

  • Data integrated into daily workflows
  • Standardized delivery formats enabled faster campaign execution
  • Engagement expanded across multiple stakeholders
Lifecycle Optimization

Lifecycle Optimization

  • Adoption of data maintenance and refresh cycles
  • Continuous campaign optimization using updated datasets
  • Long-term reliance on DataCaptive for new initiatives

The Results

Revenue

Revenue & Deal Impact

  • 33 closed deals in 12 months directly from the data
  • $1M+ loan closed from a single campaign
  • Strong and growing pipeline of future opportunities
Business Growth

Business Growth

  • Scaled outreach across multiple industries and markets
  • Built a repeatable, data-driven deal generation engine
  • Enabled consistent engagement with high-value decision-makers
Client Success

Client Success

  • Achieved Scotsman’s Guide award-winning performance
  • Data played a key role in overall business success

Client Testimonial

“I have closed 33 deals from your lists over the last 12 months, and I have many more in my pipeline. You have been a huge asset to my business and success. I am a Scotsman’s Guide award winner and can say you have been a huge part of my success.”

— Joe Vitiello, Senior Vice President of Lending

Conclusion

What began as a budget-conscious test campaign evolved into a long-term strategic partnership.

By combining:

  • High-quality, targeted data
  • Flexible engagement models
  • Continuous optimization

DataCaptive helped CrossCountry Mortgage transform its outreach efforts into a scalable, revenue
generating engine.

Key Takeaway

From a cautious approach to 33 closed deals and a million-dollar pipeline, this partnership demonstrates
how the right data strategy can directly drive measurable business growth.