Case Study: Intercom accelerates outbound pipeline and builds trust in GTM data with Clay

Intercom grows outbound-sourced pipeline by 140% with Clay

Intercom, a leading AI customer service company, faced challenges in identifying the right customers for its AI Agent, Fin. Their existing data tools were imprecise and manual processes for building target account lists were slow. This led to a lack of trust from their sales team, who were hesitant to use the data for outbound efforts. They turned to the vendor Clay to address these Go-to-Market (GTM) data issues.

Using Clay, Intercom consolidated dozens of data signals into a single, transparent platform to accurately define their ideal customer profile. The solution automated list-building, reducing the process from days to minutes. As a result, Intercom grew its outbound-sourced pipeline by 140%, and sales reps gained trust in the data because Clay's "glass box" approach made the qualification criteria clear and auditable.

Intercom