A B2B messaging and cloud communications platform · Growth lead
Teardowns from their own data put $440K in the pipeline
The problem
The platform had a free tier that plenty of companies used, and no way to tell which of them were close to buying. Sales was working a long list in no particular order.
The content wasn't helping. What existed was category material anyone could have written. It said nothing to a specific account about its own situation, so it gave sales no reason to call anyone in particular.
The raw material for something better was already in the building. The client had aggregate data on how its whole category used the product. Nobody had turned it into anything a buyer would want to read.
What I did
Two tiers, 860 accounts. I built a named-account program. About 60 accounts were worked one to one. About 800 more got programmatic coverage, so nothing on the list went cold.
Scored on what they actually did. Every account was ranked on product evidence first: how big its free-tier footprint was, and whether the users sat in one team or were spread across the company. Hiring, pricing, documentation and complaint signals came second.
A teardown series from their own numbers. The demand asset was a set of teardowns built from the client's aggregate category data. Claude drafted each long-form piece from account and category signals pulled through Clay. I edited every one before it went out, then cut it into a LinkedIn post, an email and a one-pager.
What changed
“...her ability to draft high level strategic plans, and then go on to execute them impeccably...”
Kate Sama, Sr. Director of AI Automation at HubSpot
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An enterprise working capital platform · US go-to-market lead
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