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 04 · Signal system · Security software
30+ account signals, scored and synced to Salesforce in one month.
A security company wanted its sales team to know an account before reaching out. Uchenna built a system that tracked the signals, scored every account and kept the CRM current in both directions.
- Client
- B2B security software company
- Users
- Account executives and SDRs
- Uchenna's role
- System design, Clay build, Salesforce sync, documentation
The problem
Reps went into conversations without knowing an account’s stack, growth or structure, and research took time away from selling.
New accounts added to Salesforce needed the same treatment, without anyone asking for it.
The best research is the research a rep doesn’t have to do.
What Uchenna did
- 01
Built a two-way sync
New Salesforce accounts flowed into Clay, were enriched and scored, and flowed back. Existing records updated automatically.
- 02
Tracked technology use
Job posts, careers pages and GitHub, for specific technologies such as AWS and Kubernetes.
- 03
Categorised and structured accounts
Industry categorisation to the client’s own rules, recent headcount growth, and parent and subsidiary sorting.
- 04
Scored and tiered every account
A model built on the tracked signals, so reps knew where to start.
- 05
Documented the system
Handover documentation so the team could run and change it on its own.
The result
30+
signals tracked per account
1 month
from kickoff to handover
Self-run
the team operated it on its own after handover
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.