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Case Study: Intercom grew outbound-sourced pipeline 140% with Clay

Intercom Case StudySourced & dated by Case Study Desk
Key facts · TL;DR
Company
Intercom
Industry
Customer Service Software
Challenge
Trustworthy GTM data for outbound targeting
Headline result
Intercom grew outbound-sourced pipeline by 140% and enriched 21,000 contacts in a month with Clay

Key results

+140%
Outbound-sourced pipeline growth
4,000+
Accounts sourced
in one month
21,000
Contacts enriched
in one month
5 min
To spin up new test lists

The challenge

Intercom's go-to-market team needed reliable, interpretable account data to identify companies best fit for its Fin AI Agent. Reps also needed transparency into why an account qualified before acting on automated scoring.

The solution

Intercom used Clay to consolidate multiple data sources into a single platform and run continuous enrichment flows. The team built interpretable account qualification reps could audit and could spin up new test lists in minutes.

“Clay is like a 'glass box' — it's interpretable and auditable.”

AD
Alexander DeMoulin
Director of GTM Ops, Intercom

The results, in context

Intercom grew outbound-sourced pipeline by 140%. In one month the team sourced 4,000+ accounts and enriched 21,000 contacts, and could spin up new lists for testing in about five minutes.

Products used

Clay Clay