Work by Uchenna, founder of Thresh & Winnow, at a previous agency, before Thresh & Winnow. Client anonymised under NDA. This case study exclusively describes work directly attributable to Uchenna.
Case study 05 · Signal system · 3PL fulfilment
A 96-column account table that shows reps where a prospect’s logistics fall short.
A fulfilment provider wanted reps to open conversations knowing a prospect’s current setup and its weak points. Uchenna built the signal table, synced it with HubSpot, and closed the loop on outbound replies.
- Client
- Third-party logistics (3PL) and fulfilment provider
- Users
- Sales team
- Uchenna's role
- Clay build, HubSpot sync, Lemlist to HubSpot automation in Make, documentation
The problem
Every prospect already ships orders somehow. To win them, reps need to know who handles it today and where that falls short.
And when a Lemlist campaign got a positive reply, HubSpot didn’t know about it.
You can’t sell the better option until you know the current one.
What Uchenna did
- 01
Identified current logistics partners
From announcements, company websites and other sources, including where each partner is based.
- 02
Found the weak points
Delivery times and whether a returns policy exists, so reps could lead with a specific gap.
- 03
Structured the accounts
Parent and subsidiary sorting and job change tracking, in a two-way sync between Clay and HubSpot.
- 04
Synced replies to the CRM
A Make automation logged every positive Lemlist reply in HubSpot with the campaign, date, email details and the person who replied.
- 05
Iterated until it fit
Several rounds with the client until the table matched how their team sells, then handover documentation.
The result
96
columns of signals and data per account
Auto
positive replies logged in HubSpot with full context
Self-run
documented for the team to run
Outcomes seen: faster account research and a team able to run Clay on its own. The engagement ended at handover, so later sales results aren’t known.