Lecture Notes: Account and Contact Scoring in Clay

Introduction

• Account and Contact Scoring: Clay offers easy and cost-effective solutions for account and contact scoring.
• Free Scoring Rollout: Account and contact scoring will be available for all customers for their entire TAM for free.

Inputs Required

• Essential inputs include:
  • Company name
  • Website
  • Company LinkedIn profile
• Data can be sourced from platforms like Apollo, Clay, Ocean, Harmonic, etc.

Scoring Process

• Verification: Ensure the company aligns with the desired industry (e.g., construction).
• Evaluation Criteria:
  • Company description
  • Keywords and SEO description
  • Hiring activities and team roles
• Google Search Integration: Use server.dev API for keyword mentions on websites.

Scoring Algorithm

• Criteria Setup:
  • Multiple scoring criteria can be defined (up to 15 per column).
  • Score based on industry keywords, tech stack, employee growth, and other factors.
• Keyword and Score Mapping:
  • Keywords and scores are maintained in a Google Sheet.
  • Example scoring: Construction - 50, Highway - 50, Environmental services - 10.
  • Use comma-separated lists for easy integration.

Scoring Criteria

• Industry: Match keywords to assign scores.
• Employee Growth: Use 'between' conditions for scoring based on growth rate.
  • Example: 40-100 => 25 points, 20-40 => 10 points.

Subtractions and Adjustments

• Negative Scoring: Conditions like headcount not containing a rental keyword can lead to negative scores.
• Example: Headcount between 1-100 without certain keywords results in negative scoring to deprioritize leads.

Advanced Scoring Features

• Contact Scoring: Different roles (e.g., fleet manager vs. operations manager) can have different scores.
• Score Transparency: Click on a score to see detailed scoring rationale.

Practical Application

• Formula Generation: Combine scores using formulas in Clay.
• Prioritization: Use scores to prioritize outreach and contact selection.

Conclusion

• Clay simplifies lead scoring, eliminating the complexity and high costs associated with other products.
• Emphasized ease of use and cost-effectiveness for businesses.