Customer story
Becton Dickinson
How BD enriches thousands of B2B leads per quarter, with 98% email coverage
MedTech · 72,000 employees · Franklin Lakes, NJ
Becton Dickinson is one of the world’s largest medical technology companies, supporting healthcare delivery across more than 190 countries.
Industry
MedTech
Company size
72,000 employees
Headquarters
Franklin Lakes, NJ
Lead extraction
Email enrichment
Phone enrichment
Challenge
BD’s manual lead extraction from LinkedIn Sales Navigator was slow and unscalable. A significant share of leads lacked valid emails or phone data, creating dead ends across the sales cycle.
Solution
Scalelist replaced the manual workflow with direct extraction from Sales Navigator, enriching every lead with verified emails and phone numbers in one uninterrupted flow.
Results
>98%
Valid email addresses on enriched leads
>86%
Phone number coverage for multi-channel outreach
Zero
Manual extraction steps in the workflow
Faster
Time-to-first-contact across quarterly pipeline
Background
One of the world's oldest MedTech companies, operating at modern scale
Founded in 1897, Becton Dickinson has spent more than a century shaping the tools and instruments that healthcare systems rely on every day. From early surgical equipment to today’s diagnostic and medication-delivery platforms, BD has grown into one of the most established medical technology companies in the world.
With more than 72,000 employees serving customers in over 190 countries, BD operates at a scale where small inefficiencies in commercial workflows compound quickly. The company’s B2B sales motion supports a global network of healthcare providers, distributors, research institutions, and enterprise accounts.
Karlo Svrze leads B2B sales enrichment for one of BD’s commercial divisions, where his team is responsible for sourcing, qualifying, and enriching the pipeline that downstream sales teams rely on. The mandate is straightforward, get accurate, contactable decision-makers in front of reps, faster.
The problem
Manual, brittle, and increasingly unsustainable
Before adopting Scalelist, BD’s lead generation and enrichment process was almost entirely manual. The team worked through several thousand leads per quarter, primarily sourced from LinkedIn Sales Navigator, with each step in extraction requiring human effort and constant context switching.
The bigger problem wasn’t volume, it was data quality. A significant proportion of leads lacked valid email addresses, and phone number coverage was inconsistent or missing entirely. That meant wasted SDR effort, lower contact rates, and friction at every stage of the sales process.
The team had tested other platforms, including Apollo, but they weren’t intuitive, didn’t fit smoothly into the LinkedIn-driven workflow the team already used, and didn’t materially improve enrichment quality. Tooling overhead grew without a corresponding lift in pipeline performance.
“The process was inefficient, difficult to scale, and was limiting both pipeline velocity and deal throughput.”
. Karlo Svrze, BD
The compounding effect was clear: slower prospecting cycles, longer time-to-first-contact, and a pipeline that couldn’t keep pace with the commercial targets BD’s B2B division was being asked to hit.
Discovery
The Scalelist moment
The team didn’t find Scalelist through a vendor pitch or a long evaluation cycle. They came across it almost by accident, a YouTube walkthrough demonstrating end-to-end extraction and enrichment from inside Sales Navigator.
Within minutes of testing it themselves, the difference was obvious. Extraction was seamless, enrichment was reliable, and the workflow looked exactly like what the team was already trying to do manually, only faster, cleaner, and without broken steps in between.
“We discovered Scalelist somewhat unexpectedly through a YouTube walkthrough, tested it, and immediately saw a step change in both usability and output quality.”
. Karlo Svrze, BD
The decision to switch was fast. There was no heavy onboarding, no internal change management overhead, just a tool that fit naturally into the way the team already worked.
How they use it
How BD uses Scalelist
Extracting leads directly from Sales Navigator
BD’s prospecting still starts where it always has, inside LinkedIn Sales Navigator. Scalelist sits on top of that workflow, so reps can extract entire lead lists without leaving the tool, copying and pasting between tabs, or running brittle scrapers.
“It became a natural extension of how our team already works in Sales Navigator, rather than an additional tool creating overhead.”
. Karlo Svrze, BD
Enriching at scale with emails and phone numbers
Every extracted lead is enriched with verified business email addresses and phone numbers in the same flow. For BD, the phone coverage is a particular differentiator, it unlocks multi-channel outreach in segments where email alone wouldn’t be enough.
“We’re now seeing more than 98% valid emails and over 86% phone coverage across thousands of leads per quarter.”
. Karlo Svrze, BD
Running a faster, cleaner outreach cycle
With clean lists landing in the hands of reps the same day, prospecting cycles compressed sharply. The team books more meetings, works better-qualified pipeline, and does it without adding headcount on the operations side.
“Shorter prospecting cycles, better pipeline quality, and no added operational burden, that’s the change.”
. Karlo Svrze, BD
“The impact was immediate and measurable across efficiency, data quality, and commercial outcomes. We’re engaging decision-makers faster, with better data, and spending less time on the process that gets us there.”
Karlo Svrze · Becton Dickinson
Looking ahead
Scaling pipeline without scaling overhead
For a commercial organization the size of BD’s, the value of Scalelist isn’t just in the data, it’s in what the data unlocks. Faster outreach, cleaner targeting, and a measurable lift in pipeline velocity have translated into shorter time-to-close and improved deal quality across the division.
Internally, the shift has changed how the team thinks about prospecting. Instead of building processes around the limitations of their tools, they’re building around opportunities, running more focused campaigns, testing new segments, and putting reps in front of decision-makers with the right context from the first touch.
With clean enrichment now a baseline rather than a bottleneck, BD’s B2B team is positioned to keep scaling pipeline output without scaling operational overhead alongside it, a structural advantage in a market where most teams are still doing it by hand.