Clay (Free) to find, enrich, and score target accounts
Before we begin
The best target account lists find the intersection between high TAM (capacity to spend) and high propensity (intent to buy) so territory managers can focus on high-fit accounts with long-term expansion potential.
If you only prospect into accounts with massive potential spend but low propensity to buy, you get expensive and long sales cycles.
If you only prospect into accounts with high propensity to buy but low capacity to spend, you close smaller brands with little long-term expansion potential.
To find the intersection, territory managers need to go deeper than industry, geography, and company size.
So we (LaunchDarkly) partnered with Clay to bring you a Claybook that scores TAM potential and propensity to buy based on unique criteria only Clay can find.
What you can do with this Claybook:
- Build a list of companies based on your specified criteria
- Analyze headcount growth rates for specific job titles at those companies
- Find unique propensity signals like whether or not the company is in SaaS, did they recently release a new product, did they have any downtime or bugs, and more
- Score TAM based on headcount growth rate
- Score propensity based on unique propensity signals
Steps
Copy this template
First, copy this template in Clay.
If you’re already a user, you’ll be directed to your workspace. If not, you’ll be prompted to create a free Clay account.
The interactive demos on the right will walk you through each step of this Claybook.
Step 2:
Import contacts from your CRM or Clay
You can import contacts directly from your CRM, or you can use the Find Companies search in Clay to find contacts that fit your specified criteria. Either way, get started by importing contacts to the table.
Step 3:
Find employee headcount by criteria
Next, since LaunchDarkly sells software release management to engineers, we want to identify companies with positive growth in engineering hires over the last six months and a significant total number of employed software engineers.
Customize these columns to fit your business.
Step 4:
Use Claygent to search for recent product launches
Next, we’re going to prompt Claygent, Clay’s AI web researcher, to search the web for a handful of details that will help us narrow in on high-fit buyers:
- Are they a software as a service (SaaS) company? (column 18)
- Did the company release a product recently? (column 20)
- Do they have a 10-K report? (column 22)
- What are the strategic initiatives from that 10-K report? (column 24)
- Has the company experienced downtime or specific bugs recently? (column 30)
Customize any of the above Claygent prompts and run conditions to fit your business needs.
Step 5:
Score data with ChatGPT
Last, we’re asking ChatGPT to analyze the Clay table data and produce two different scores: a TAM score (can we expand into the account?) and a propensity score (do they have a problem we can solve?).
To customize the scoring criteria for both, edit column 33.
Copy the template
Start finding high-intent accounts with long-term expansion potential.
Simply copy this template, follow the steps above, and let Clay work its magic.
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If you have any issue, you can ask for help in Slack or schedule time with a Clay expert.
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