How demandDrive closed 11x more revenue for a global logistics client

Use case 1: Sourcing an account universe not available in a database

For years, reps manually researched by pulling up Google Street View, scrolling through apartments.com, and building prospect lists one property at a time, spending 3 to 5 minutes per account just to determine whether it was worth a phone call.

When demandDrive sourced leads manually, they were able to find 327. By the time reps finished working them, over 93% of the pool was exhausted with little runway left.

In early 2026, demandDrive integrated Clay as the primary sourcing engine. Now, Clay builds and enriches multifamily property lists at scale, pulling in ownership and management contact data and identifying the authorized decision maker for each property. Accounts arrive in Salesforce enriched and ready to work.

In the same six-week window, Clay sourced 8,618 accounts, 96.3% of all new pipeline. That's a 2,635% increase over the prior year. 

"We tried every data vendor out there for this program," says Tad Bustin, Chief Strategy Officer. "What actually worked was manual research, which doesn't scale. Clay gave us the volume without sacrificing the quality."

Now that they had a predictable way to source leads, they wanted to improve their conversion rate to make sure reps were working worthwhile prospects.

Use case 2: Automating qualification so reps only work viable accounts

Finding a property was only half the problem. Before a rep could pick up the phone, they had to verify that the property met shifting eligibility requirements. The client maintains a do-not-contact list that updates constantly, and delivery zip codes go on and offline as the logistics network changes. A rep who missed those checks wasted their own time and created downstream install failures.

Clay now runs DNC and zip-eligibility checks before accounts reach a rep. The disqualification rate on worked Clay accounts is roughly 9.7%, meaning nearly 9 out of 10 accounts reps call on are viable. That rate has been trending down as well. Rep feedback during the first weeks of execution drove it toward 7%.

Each rep receives roughly 575 enriched accounts per month. At the historical rate of 3 to 5 minutes of manual research per property, that's 29 to 48 hours per rep per month recaptured for selling. Clay-sourced accounts posted a 33.6% quality connect rate, matching the 34.2% rate on hand-picked, manually researched properties. 

That feedback loop is central to how demandDrive operates as a Studio Partner. Because they run both the Clay implementation and the day-to-day sales execution, the distance between a rep flagging a data issue and the ops team tuning the table is short. No handoff between agencies, no ticket queue.

"Because we handle the Clay implementation and the sales execution, it creates a much tighter feedback loop,” says Tad. “Rep feedback lets us fine-tune the workflows to produce better data, which leads to fewer DQs."

Use case 3: Compressing the deal cycle from months to days

When reps receive accounts that are already sourced, enriched, and qualified, the time between account creation and a signed agreement collapses.

Before implementing Clay, the median was 59 days. Now, the median has dropped to 8 days. 

A 303-unit building in Tampa signed one day after account creation. A 382-unit building in Miami took two days. A 112-unit building in Denver, three days. For a program where historical medians ranged from 29 to 226 days, those numbers were previously unimaginable.

"Within the first six weeks of launching Clay data for these reps, they were already seeing tangible results," Tad says. "Even the reps who were hesitant can now see that it’s working and are thrilled they get to spend more time selling."