Multi-Thread Inbound Leads Playbook

February 20, 2026

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A workflow that captures inbound signups, qualifies and scores them in Clay, and routes high-fit accounts into tiered outreach and real-time notifications.

Fivos Aresti

How it works

Step 1: Capture inbound signups via webhook

Centralize every inbound signup before processing.

Add a webhook to the website signup form.
Ensure each submission includes:
- Full name
- Email

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Step 2: Route and enrich in Clay

Add context to the data before decision-making.

Route all webhook data into Clay
Perform company-level enrichment:
- Industry
- Headcount
- Geography
- Funding (if relevant)
Perform contact-level enrichment:
- Job title
- Seniority
- LinkedIn profile
- Work email

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Step 3: Normalize data structure

Standardize fields for scoring and routing.

Create and maintain columns for:

Company Name
Company LinkedIn URL
Headcount
Full Name
Job Title
Work Email
LinkedIn Profile URL

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Step 4: AI Qualification

Filter out non-relevant inbound traffic.

Use Clay’s Use AI feature to evaluate:
- Company ICP alignment
- Role relevance
Output:
- Qualified
- Not qualified

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Step 5: Lead Scoring

Create a Clay formula aligned with ICP criteria.
Assign tiers based on the score:
- Tier 1: Strong fit
- Tier 2: Good fit
- Tier 3: Okay fit

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Step 6: Multi-thread Tier 1 accounts

Expand coverage within high-fit companies.

For Tier 1 companies, source additional relevant contacts.
Use:
- AI Ark
- Clay
- Apollo

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Step 7: Run manual outreach for Tier 1

Apply manual, personalized engagement.

Perform LinkedIn outreach via HeyReach
Personalize messages based on enrichment and signup context.

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Step 8: Automate outreach for Tier 2 & 3

Launch automated email campaigns via Instantly
Use structured sequences based on ICP tier.

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Step 9: Send Slack notifications for replies

Connect Slack to the outreach tools.
Trigger notifications when:
- A contact replies
Include in each alert:
- Contact name
- Company
- Tier
- Reply message

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