Growth-stageMarketing & Sales Technology
Turning an inherited enrichment platform into something the marketing team can run
Roughly 14 in-flight and three completed enrichment workstreams over about six months
Roughly 14 in-flight and three completed enrichment workstreams over about six months
The demand-generation team inherited a brand-new Clay workspace when the manager who had bought it went on extended leave, leaving them to learn the platform with no Clay expertise on staff. They were anxious about burning through a fixed credit balance, one large audience of roughly 150,000 rows nearly consumed it, and kept running into the platform's per-table row limits.
ClayBuilt and ran a Clay 101 training program so the marketing team could operate the platform independently, paired with credit-conscious workflow design that protects a fixed credit balance.
Sourced and enriched target lists, including large audience and holdout lists, to feed paid social campaigns and push enriched records back into marketing-automation nurtures.
Enriched customers and prospects by sub-vertical and built strategic-account and post-event enrichment tables to sharpen ICP targeting.
Delivered a finalized target list of private-equity firms plus an 'honorable mentions' table, both scored against the company's own ICP conditions, for a strategic outreach motion.
Built 'previous customers now at new companies' lists for win-back campaigns, and enriched existing-trial and current-customer lists to drive expansion pipeline.
Configured social listening across community and review sites to monitor competitors and prospects, plus influencer identification across social channels, to surface real-time intent.
Roughly 14 in-flight and three completed enrichment workstreams over about six months
A project that became a retainer. Phase one ran to completion and was followed by a six-month phase-two retainer covering nine enrichment use cases plus formal platform enablement.
Enriched lists shipped. Delivered finalized and honorable-mention private-equity target lists, contact and job-finder lists, sub-vertical enrichment and existing-trial enrichment.
6 steps
A self-serve hygiene audit, then only the cleanup the customer actually approved
Roughly 155 stale deals were flagged for the team to close out or re-date
Data hygiene and dedupe
5 steps
Deduplicating a sprawling CRM and rebuilding the recurring-revenue roll-up
CRM base cleaned and deduped
Customer health and CS ops
+1
7 steps
Folding a second business unit's customer-success operations onto one platform, and rebuilding the health score on the way
Structured plans and segments migrated and confirmed complete
