Growth-stageCybersecurity
Giving reps a ranked account list backed by a scored, enriched market
Top score band maps to a 24% win rate
Top score band maps to a 24% win rate
Reps had no defensible way to decide which accounts to work. Segmentation was inconsistent, there was no scoring model behind prioritization, and nothing in the CRM indicated whether an account was already running a competing product, a decisive signal in this market, where most wins are displacements.
Built an account priority score combining industry tier, ICP fit mix, buying-committee coverage and headcount sweet-spot, so every account carries a number that reps and managers can interrogate rather than argue about from instinct.
ClayBuilt a Clay engine that flags accounts running competing products by combining technology-graph signals with job-posting scans, then classified the resulting list inbound versus outbound and ranked it into an addressable target list.
Shipped a hot-list field and automation surfaced at the top of the contact layout so reps self-flag priority contacts, with date stamping and a decay flow that automatically clears stale 'pursuing' records.
Top score band maps to a 24% win rate
The company's own two-year back-test against the LeanScale-built priority score found accounts scoring in the top band closed at a 24% win rate, concentrating rep effort where it converts.
7 steps
An automated ABM engine: batch enrollment, generated personalization, and the guardrails that stop a bad send
Workflow success rate materially improved and was measurable
Attribution
4 steps
Closing the gap between MQL and pipeline
~8,800 contacts re-attributed
Outbound
5 steps
Consolidating two sales-engagement systems into one: 22 cadences rebuilt one-to-one
22 cadences migrated one-to-one
