How we helped Profisee score 41,000+ accounts and route the hottest to its BDRs in 9 weeks

Introduction

Profisee makes master data management software that helps organisations keep their critical data accurate and consistent across systems. It’s recognised in the Gartner Magic Quadrant for master data management and sells to enterprise data teams.

The Challenge

Profisee had a huge CRM and plenty of signals, but no single way to tell which accounts mattered right now.

Signals in separate places → fit data sat in Salesforce, intent in G2 and engagement in Marketo, with nothing combining them.
Too many accounts to work by hand → over 41,000 accounts and around 200,000 contacts were too many for BDRs to prioritise manually.
Hand-offs that needed to be instant → hot accounts had to reach the right BDR with the right contacts and messaging, without anyone copying data around.

What We Built

We built Profisee’s scoring and pipeline engine in Clay, on top of the tools they already used.

1. One score for every account. Each account is scored on fit (industry, revenue, Microsoft usage and ABM grade), G2 intent pulled daily, and Marketo engagement and campaign history, with decay over time and a boost when several people from one company engage.

2. Hot and Warm tiers. Scores sort accounts into tiers, so BDRs always know where to start.

3. Territory routing. Accounts in North America are routed to the right one of three BDRs automatically.

4. Contacts found for you. For each account the engine finds an economic buyer and two evaluators, and writes everything back to Salesforce.

5. Sequences and inbound, automated. Prioritised contacts flow into AI-personalised Outreach sequences, and inbound form fills that didn’t book a meeting get AI research and follow-up.

6. Every Marketo contact, for free. A custom script pulled all 130,000 Marketo contacts into the engine without paying for Marketo’s enterprise API tier.

The Outcome

In about nine weeks, Profisee went from scattered signals to one engine that scores, routes and sequences its whole CRM.

• 41,000+ accounts scored → the entire Salesforce base, combining fit, intent and engagement in one number.

• 3 flows live → outbound, inbound and territory routing, running in Clay on top of Salesforce.

• Handed over to run in-house → documented and handed to Profisee’s marketing ops team in May 2026.

Why It Worked

1. Built on their stack. Salesforce, Marketo, G2 and Outreach stayed in place; Clay connected them.

2. Intent weighted highest. G2 intent carried 40% of the score, so accounts actively researching rose to the top.

3. From score to action. Routing, contact finding and sequences meant a high score turned into outreach straight away.

Ready To Own Your Pipeline?

If your CRM is full of accounts but your team can’t tell which ones matter right now, this is the exact gap we close. We combine fit, intent and engagement into one score, and route the best accounts to your reps with contacts and sequences ready.

Book an outbound strategy call and we’ll map what an owned outbound channel would look like for you.