Client Overview
The #1 way for liquid waste management companies to accelerate revenue isn’t by expanding infrastructure or adding more sales reps – it’s by using data and analytics to find where the opportunity actually is and who to target first.
Espalier helped a private equity-backed liquid waste management company with a national footprint do exactly that – using our proprietary waste industry data set and AI-powered analytics platform.
The Challenge
The client operates a network of treatment, storage, and disposal facilities (TSDFs) and branch locations across the United States. Their strategic priority was revenue acceleration, starting with oily water — a large but fragmented and opaque market.
The problem: oily water generator data is scattered across industries, processes, and use cases. Sales teams had no visibility into who generates how much oily water, where, or why. Territory planning was driven by relationships and gut feel, not demand density or proximity economics. Competitive pressure varied sharply by geography, but wasn’t analytically visible.
Our Approach
Manual research across thousands of potential facilities would have taken months. The client needed a facility-level, actionable view of demand that sales could use immediately.
We deployed our Decision Intelligence platform to move from raw data to execution. The analysis covered four steps:
1. Generator Identification at Facility Level
Using AI-powered data extraction, we identified all oily water generators in the target state, spanning 5 industrial sectors and 28 industrial segments.
Our AI scanned regulatory filings, permits, facility registrations, and operational data across thousands of sources to build a comprehensive facility-level database. This process would have taken months manually — AI completed it in just 3 weeks.
Each generator was profiled at the facility level, not company level. This granularity is critical for route economics and sales execution. A company might have ten facilities across a state, but only three generate enough oily water to justify regular pickups.
2. Oily Water Quantification by Use Case
For every facility, AI models quantified oily water generation across three operational drivers: process water, cleaning and maintenance, and spills or episodic events.
Our machine learning algorithms analyzed facility size, production capacity, industrial processes, and historical patterns to estimate generation volumes. The AI continuously refined predictions as new data became available, delivering accuracy that manual analysis couldn’t match at this scale. This gave the client true addressable volumes, not industry averages that obscure real variation.
3. Asset-Mapped Opportunity Modeling
AI-powered geo-spatial analytics mapped every generator to the client’s relevant TSDFs and branch locations. The platform evaluated proximity-based value proposition, haul economics, and route density opportunities across thousands of facility combinations simultaneously.
The AI also mapped competitive facility locations to assess local demand-supply tension, identifying white space opportunities where high generator density met low competitive presence.
4. Commercial Funnel Analytics (AQL → MQL)
AI-driven scoring models translated demand intelligence directly into a prioritized sales funnel:
Analytically Qualified Leads (AQLs): $100M of identified opportunity. The AI evaluated every facility against volume thresholds, proximity criteria, and economic fit to filter thousands of generators down to sales-ready targets.
Marketing Qualified Leads (MQLs): $35M of prioritized opportunities. Machine learning algorithms screened AQLs for commercial readiness, competitive positioning, and timing signals
The AI automated lead scoring and prioritization that would have required weeks of manual analysis for each territory. MQLs were delivered territory-ready to the sales team with facility-specific intelligence packets.
Client Impact
With Espalier’s analytics, the client gained a clear roadmap to accelerate revenue with precision.
- $100M total AQL opportunity identified
- $35M of MQLs actively worked by the sales team
- $10M in expected revenue conversion
- Months of manual research replaced with real-time, AI-powered insights
Following the state-level deployment, they’re now expanding the model nationally and applying the same framework across additional states and waste streams.
The analytics are embedded in day-to-day commercial execution for revenue acceleration, territory design, competitive response, and future M&A targeting.
Ready to accelerate revenue growth with AI-powered market intelligence?
Espalier’s Decision Intelligence platform helps waste management companies identify hidden opportunities, prioritize high-value accounts, and convert data into pipeline.
Explore how Espalier can help:
- Growth Strategy – Identify untapped markets and high-value customer segments
- M&A Intelligence – Target acquisitions with facility-level market data
- Competitive Analysis – Map competitor locations and demand-supply dynamics
Visit Espalier Solutions to learn more or schedule a consultation.