Hey Clay community! 👋 I'm building out account funnel stages for our ABM motion and would love to learn from folks who've done this before. Context: I'm at a B2B SaaS company (Immuta - data provisioning) and we're implementing Clay alongside Warmly for intent data and Salesforce as our CRM. Goal is to map accounts through their buying journey (Example: Target → Aware → Engaged → Evaluating → Opportunity) and trigger the right campaigns at each stage. What I'm looking for:
How have you structured account scoring/staging in Clay? (Tables, formulas, enrichments)
What intent signals do you weight most heavily for stage progression?
How are you orchestrating stage transitions and triggering workflows?
Any Clay table templates or formula examples for account-level scoring?
How do you handle signal decay (accounts cooling off)?
Integration patterns between Clay → CRM for syncing stage data
I've seen some discussion about using Clay for lead scoring, but less on account-based funnel stage management. If you've built something like this or have documentation/frameworks you're willing to share, I'd be super grateful! Happy to share what I build back with the community once it's live. 🙏
Hi Claire! Really curious about this. In the example that you gave about the buying journey, is there already a sales funnel established by Immuta?
I’ve done the first two bullet points. Honestly this was based on my own understanding of our market and having an intuition for what carries the most weight. Then I did a basic points system from 0-100. I didn’t want to complicate it. I used a Claygent for scoring and I gave it the instructions of how to score. I can share more - feel free to DM me and I’ll send it over.
Willy H. We previously used 6Sense and their intent data to score contacts and accounts, but we no longer have the tool so the account funnel stage fields in salesforce are no longer active. As we transition to Clay + Warmly I am evaluating how to build out the new model and what improvements can be made.
Ah gotcha -- Sorry, I meant more as a process/playbook at Immuta, is that already established? The reason (I know it might be obvious) I ask is because before building you're going to want to understand GTM strategy before chatting through scoring, stages, claygents/formulas, basically the nitty gritty of it all
would love to learn more Claire C. 🙂 care to chat? links.thegtmfactory.com
