Key Moments

• Sourced 96% of all new pipeline without manual research
  Using Clay gave reps 18-30% of their entire working month back to focus on actual selling activity instead of research.
• Grew pipeline of qualified leads by 27x year over year

  The same window in the previous year produced just 327 accounts, whereas working with Clay produced 8,618.
• Maintained quality connect rate of ~34%

  Clay-sourced data connected at the same quality rate as hand-picked, manually researched accounts.
• Accelerated time to close, from 59 days down to just eight
  With Clay surfacing the right-fit properties and the right decision-maker contacts, reps were able to sign accounts faster.

Overview

For a Fortune 500 company that delivers millions of packages each day, a smart access service for apartment buildings was a game changer, giving property owners a free hardware device that lets delivery drivers reach secure indoor locations on the first attempt. demandDrive runs the full sales engagement program on the client’s behalf, with an inside sales team that calls into properties, identifies the authorized decision maker, and secures a signed agreement before the client’s installers handle the physical device.

Before Clay, the program relied on manual account mapping that produced limited volume, took significant time to compile, and left reps working through small pools of accounts that were often exhausted quickly. The client needed a way to scale prospecting without sacrificing data quality or burning ISR capacity on research. Clay gave the team large, accurate, well-targeted prospect lists at a pace manual work could never match, turning a high-potential program into a high-performance revenue engine.