The Founder’s Connections Playbook

Review the companies behind each connection.

• Enrich companies in Clay with industry, size, funding, and location.
• Add tech stack data where relevant.
• Keep only companies that match your ICP.

This step ensures outbound effort is focused on the right accounts.

Next, qualify the individuals within those companies.

• Enrich role, seniority, and department.
• Identify decision-makers and buying roles.
• Filter out unrelated roles

Only relevant contacts move forward.

Use ‘Use AI’ in Clay to prioritize the list.

• Review company fit, role relevance, and context together.
• Assign a priority tier:
  • Tier 1: Strong fit, high priority
  • Tier 2: Good fit, medium priority
  • Tier 3: Lower priority
• Add a short reason for each score.
• Exclude non-fit leads automatically.

This creates a clear order of operations for outreach.

• Tier 1: High Priority
  • Assign leads to AEs for manual outreach
  • Calls using BetterContact for phone numbers
• Tier 2: Medium Priority
  • Enroll leads in automated email and LinkedIn outreach
  • Emails via Instantly and LinkedIn DMs via HeyReach
• Tier 3: Low Priority
  • Enroll leads in automated email-only nurture
  • Emails via Instantly

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