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Run a weekly "what changed?" sweep on your top accounts and hand reps a drafted email for the right product
Picked and checked by Olga Pearson, SalesUpLevel
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Reported in Clay's case study: enterprise meetings booked up about 15%; response rates about 20% better on enriched accounts than on accounts that weren't; SDRs got 10+ hours back a week. No time frame is given.
Case study: Merge (customer) and Clay (vendor). Merge sells eight integration categories into every B2B industry, so the right pitch changes when an account changes. Its RevOps lead first tagged 50,000+ accounts with industry and a suggested use case, then built an agent that checks 1,500 enterprise accounts every week for product launches, feature releases, partnerships and org changes. When something relevant appears, the account owner gets an alert with the context, the product line that fits and a drafted email.
By Tim Bourcier (Merge), in a Clay case study, RevOps and Marketing Lead, Merge · Case study (Clay customer story) ↗ · Shared by Clay on LinkedIn Mar 2, 2026 (page has no date)
If you sell: check your top accounts for what changed every Monday
- Tag every target account with industry, sub-industry and the use case of yours that fits best.
- Pick your top accounts (Merge uses 1,500) for a weekly sweep.
- Each week have an agent check each one for launches, new features, partnerships and leadership changes.
- When it finds one, match it to the product line or use case it opens up.
- Send the account owner an alert with the change, the recommended angle and a drafted email.
- Track meetings and replies on alerted accounts against the rest.
Account: [company, website, current use case tag]. Our product lines: [list, with the problem each solves]. Search the last 7 days for this company's product launches, feature releases, partnerships and leadership changes. For each, give the date and link. If one opens a new need for one of our product lines, say which and why in 2 lines, then draft a 70-word email to [role] that names the change and asks one question. If nothing relevant changed, say "no change" and stop.
If you lead a team: roll it out
- Start with your top 100 accounts and one owner per alert.
- Compare reply and meeting rates on alerted vs non-alerted accounts.
Watch out for
- Vendor case study; Clay is selling its agents.
- The 15% has no stated period or baseline.
- News-based outreach feels creepy if you overdo it; one relevant change, one question.
Source: Clay customer story 'How Merge books 15% more enterprise meetings by researching 1,500 key accounts weekly with Clay' (shared by Clay on LinkedIn, Mar 2, 2026). Case study: customer Merge, vendor Clay. Results are as reported in the vendor case study; we did not measure them.
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