70% faster campaigns, 90% match rate — and 6,000 golf-interested prospects
Clay published a customer case study with Legora, the Stockholm-based legal AI company (700+ law firms and legal departments as customers, over $100 million in revenue). Their Director of Demand Generation, Francesca Pavan, describes what has actually happened since they rebuilt their growth engine:
- 70% faster campaign launch speed
- 90% contact match rate
- 50% more qualified leads
How did they do it?
They mapped the entire global legal market in Clay. Enriched it with data on firm size and sector. Synced it back to Salesforce. And only then did the creative targeting begin — one example highlighted is that they identified 6,000 prospects with an interest in golf ahead of a sponsorship campaign.
Notice the order. Infrastructure first. Creativity second.
Most people try to do it the other way round: they want to be "creative" in their outreach but have no complete map of the market, no enriched data, no way of finding the right 6,000 people. In practice, "creative" then just becomes a better turn of phrase for the wrong kind of list.
What to do on Monday: Ask your marketing team: do we have a complete map of our TAM — every company that could buy — enriched with the data we need to select 50 by Thursday? If the answer is "sort of, in Excel" or "no, we buy lists", you know where the first build needs to begin.
