Case Study: Vanta streamlines RevOps and scales signal-based prospecting with Clay

How Vanta uses Clay to streamline RevOps and scale signal-based prospecting

Vanta, a leading trust management platform in cybersecurity, faced significant inefficiencies in its sales operations due to a fragmented tech stack. According to Mark Lail, Director of Revenue Operations, the company had both a data enrichment and a data orchestration problem, using multiple conflicting tools that resulted in wasted effort and complexity. Vanta enlisted vendor Clay to overcome these challenges and streamline its RevOps processes.

Clay implemented a unified platform to serve as a single source of truth for CRM data, combining and cross-referencing information from multiple providers. The solution automated account research, tracked external sales signals like funding announcements, and integrated seamlessly with Salesforce. As a result, Vanta achieved over 80% enrichment coverage, automated research tasks for all sales reps, added thousands of new contacts monthly, and reduced post-call follow-up time from days to same-day, significantly improving sales velocity. Clay became a cornerstone of Vanta's RevOps strategy, eliminating manual work and enabling smarter, faster decisions.

Vanta

Mark Lail

Director of Revenue Operations