In this lesson, let's dive into a real-world case study that shows you what's possible when you combine HG Insights with Clay's automation capabilities. This case study will stay high-level, and later in the course, I'll break down the features into steps you can use yourself.

This use case is of a global tech company selling to the Fortune 2000. We'll call this company Acme.

🎯 The Challenge

Acme transformed their named account strategy using HG Insights corporate hierarchy data. The challenge: they needed to enrich 1,800 Fortune 2000 accounts, but they weren't just looking for basic company information.

Using HG Insights' corporate hierarchy intelligence, they discovered that what looked like single accounts were actually complex corporate families. Each family could have dozens of companies.

Take Microsoft: instead of treating it as one big account, they focused on specific subsidiaries like LinkedIn and GitHub, and could ignore the other 115+ Microsoft entities that weren't relevant prospects.

🔄 The Workflow

The workflow identified parent companies, mapped all subsidiaries, and determined which entities were actual buying opportunities.

The result? A named account strategy that targeted real decision-making units, not corporate domains. They more than doubled their enrichment coverage from low 40% to high 80%.

📊 Incorporating Tech Stack Data

Acme also incorporated tech stack data into their lead and account scoring models.

Instead of guessing which Fortune 2000 companies might be good prospects, they could filter and prioritize based on actual technology usage patterns:

• Companies using specific technology combinations got higher scores
• New technology adopters got flagged for timing-based outreach
• Companies not using their current tech tools effectively became prime targets for switching outreach

Sales teams focused all their energy on prospects who would actually convert instead of using spray-and-pray outreach. The system maintained weekly usage across Acme's sales team, with over 8,500 total enrichments run.

💡 The Strategic Impact

This isn't just about getting "better data" for data's sake.

When you understand your prospects with this level of granularity, it changes your GTM strategy. When you understand the true corporate structure of your market, you can build targeting strategies that your competitors simply can't match.

🚀 What's Coming Next

As we move forward in this course, you'll see the specifics of how these workflows come together. We'll show you how to find companies using advanced technology criteria, enrich data with corporate hierarchy intelligence, and build targeting strategies that transform how you approach your market.

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