Overview
8020 Consulting, an emerging Financial Services and Gap Management Consulting Firm out of California, lacked critical visibility across their key insights needed to help their sales team prioritize winning initiatives.
LeanScale helped their team implement Clay to operationalize this invaluable data and deliver it seamlessly to their team, enriched and ready to be actioned on.
Key Impacts
Automated Tracking
Automated tracking of all previous customer or buying stakeholders as they transition to new companies.
New Claygent Workflows
Suite of automated Claygent workflows to capture key events across their ICP/TAM for funding events, mergers and acquisitions, and hiring events.
Improved Enrichment
Increased enrichment coverage by combining waterfall data sources, while reducing costs.
Clay Use Case 1
No Longer Employed Here
While it’s important for every company to keep track of their advocate and previous customers network, for 8020 Consulting, this priority is paramount. Since their services include both taking on complex projects, as well as fractional work, stakeholder movements represent multiple opportunities for them to get involved. Prior to Clay, this process was largely managed manually, as consultants and internal operation resources reacted to things such as bounced email, or LinkedIn announcements to reactively reach out. This presented a serious timing issue, with potential roles already being backfilled, and stakeholders embarking on projects on their own.
Clay’s ability to track contact movement immediately flipped the script, creating immediate actionable insights for the team to follow up on as soon as the signal was available. The workflow works in the following manner:
- Clay identifies that a contact has moved companies and has started a new job
- Clay triggers an enrichment workflow to create and route this contact to the proper account, and flagging the contact as a previous customer
- The owner of the contact is notified and a task for follow up is created, clearly identifying where they previously worked, and their previous owner–had it moved territories
- The original contact is updated with a “No Longer Employed Here” status and set to “Do Not Contact”
- A Claygent prompt will check the careers page of the original company, searching for hiring signals that would allow for an interim management project, creating a task where applicable
This allows for an organic, seamless, and timely way to stay up-to-date on one of their key lead sources, without any need for manual research or human intervention.
Clay Use Case 2
Intent Signals
8020 Consulting has a set of specific triggers that will often indicate a strong fit for their offering. Prior to Clay’s implementation, keeping up with these critical events was another manual input, requiring sellers, BDRs, and internal resources to keep a keen eye out on the news. By implementing Clay, these were streamlined significantly, and while there is still a manual component involved in their process, their confidence in their timing and data is significantly enhanced. To support this, 8020 Consulting created a dynamic list of targets in their ICP/TAM they want to monitor and synced it into Clay, scheduling multiple flows to run against these lists at relevant intervals.
Here’s a quick overview of how it all comes together:
- Hiring signals, which indicate an opportunity to both offer interim management, or facilitate the new hire’s complex financial projects. This flow runs through a Claygent search, which looks at the prospect’s career page for titles or new hiring announcements that match their targets. On successful matches, Clay enriches the CRM with the hiring manager responsible for the posting, and key information for the team to act on, such as Job Title, posting url, and when the position was posted.
- Merger, acquisition, funding events, and IPOs all bring huge opportunities for 8020 as well. These key events inherently require massive amounts of finance expertise, creating prime opportunities for 8020 to come in and facilitate the transition.
Clay functions as the engine that is not only finding these signals, but routing, and enriching them with all the information their team needs to review and act swiftly and strategically on these events.
Clay Use Case 3
CRM Enrichment Coverage
Prior to implementing Clay, 8020 had a singular enrichment source that they used. This created three primary pain points in their systems
- Limited enrichment coverage in case their provider lacked the needed information
- A high cost per enriched contact and account in their system
- An environment in which data enrichment was siloed, either taking place directly in the CRM, or in the data provider system.
Clay played a key role in improving all three of these areas. By leveraging enrichment waterfalls, the enrichment fill rate across their database became considerably stronger. This dynamic approach gave them unprecedented control over their data, balancing their tolerance for data, and how much they were spending to acquire it. Furthermore, as briefly mentioned in the previous use cases, it allowed them to bring in Claygent data into these enrichments. Whereas 8020 had previously needed to enrich the data in the CRM, so the team could review what to do with the signal, Clay was now creating these contacts and tasks with critical context, including descriptions of the triggers that created them and recommended next steps.
Clay’s Impact
Clay has fundamentally changed how 8020 interacts with their ICP, eliminating hundreds of hours of manual research each month, while arming their team with consistently actionable, high-quality insights.
8020 continues to explore new creative ways to inject Clay and Claygent workflows into their processes, partnering with LeanScale to operationalize and filter a rich myriad of signals, into concrete, high-value action items for their team.
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