Outreach was running on volume with no signal layer behind it.
No ICP definition beyond basic firmographics.
Clay was unstructured — no scoring, no routing, no tier logic.
LinkedIn and email ran in parallel with no connected sequencing.
No way to identify accounts in an active buying window.
Built a dual-track Clay architecture: ICP-based volume track (800–1k prospects/mo) and a signal-driven high-priority track.
Configured Clay and OpenAI integration for enrichment and signal processing.
Designed two-track messaging — direct insourcing pitch for high-intent accounts, discovery sequence for lower-intent accounts.
Integrated a platform UX variant as an email asset for support manager personas.
Established weekly list refresh cadence with clear ownership across the Leadle and DigitalXC teams.
