LeanScale

The Foundation of Clay Usage. End Result: CRM pre-loaded with: - all Tier 1, Tier 2 and Tier 3 accounts - all Contacts that work at those accounts - with Revenue Potential of each Account 7-Part Process Part 1) Define ICP & Persona Criteria (w/ Clay in Mind) Part 2) Validate & Refine ICP (using Clay Searcher) Part 3) Create ICP & Persona Matrix (Outside of Clay) Part 4) Define Revenue Potential Methodology (Outside of Clay) Part 5) Pull Market Accounts & Contacts into Clay & Enrich Part 6) Attach Revenue Potential to each in Clay Part 7) Upload New Accounts & Contacts Market Map Clay > CRM Benefits of Market Map: - Marketing Implications: Segment Audiences, Marketing Effectiveness - Lead Routing (Near Instant) - Sales Territory (Refined) - GTM Strategic Plan: Revenue Targets vs TAM Market Share - Rest of Use-Cases Rely on Market Map

Custom Signal Based Outbound. - Highly Prioritize Accounts with Timing Signals - Train Clay’s AI agent to detect any number of custom signals unique to the ICP. ---- Ex: Target persona gets a new job? ---- Ex: Target Account announces a strategic initiative? - Clay grabs the signal, looks at your CRM Market Map, Enriches it and gets it to the right person on Team. Use Case: Emerging Market Entry - Quickly test digital campaigns in new segments - Enable rapid GTM experiments with low lift Use Case: Lookalike Campaigns - Find new high-potential accounts that mirror wins - Increase QA volume → more pipeline → validate long-term win rates Use Case: Stalled/Dead Deals - Revive lost accounts with hyper-personalized outreach - Lift reactivation averages Use Case: Target Market Campaigns - Launch industry/contextual messaging in target markets - Improve conversion rates via relevance-based outreach Use Case: Contact Enrichment - Automate lead sourcing - Reduce sourcing time from days to hours Use Case: Account Enrichment - Cleanse and enrich SFDC data for vertical GTM - Improve segmentation, better TAM coverage, and smarter territory planning Use Case: Custom Intent (Ad-Hoc)

Real Time Inbound Lead, Account, Contact Enrich. End State: - Every web-form submission > 10 seconds later - Accounts: Tier, Persona, Tech stack and routing data are fully populated. MAP Platform sends Lead to Clay > Clay Checks what is already enriched based on Market Map > only enriches new information back to CRM. Use Case: Contact Enrichment - Automate lead sourcing - Reduce sourcing time from days to hours Use Case: Account Enrichment - Cleanse and enrich SFDC data for vertical GTM - Improve segmentation, better TAM coverage, and smarter territory planning

Bucket of Other Use-Cases (on top of 3 Foundational). Examples: - Lookalike Account Identification: After closing a deal, use Clay to identify similar accounts that could be potential leads, leveraging existing customer data. - Data Freshness Checks: Set up a system to refresh enrichment on target accounts that haven’t been updated in a specified timeframe (e.g., three months). - De-Duplication: Use Clay for CRM Hygiene and De-Duplication of Accounts and Contacts - Trusted Prospect Domain Enrichment: Replace @gmail email with company emails.