One system behind every outbound lane we're running: Dallas builds the strategy and the daily plays, the reps run them, and every move is visible in Slack the moment it happens. Manual by design today, automated the moment the tooling lands, and built so leadership can watch pipeline get made in real time.
The strategy layer already runs on the agent system I've built: account research, strike sequence construction, copy, call scripts, and reply handling. What's manual is the last mile, and that's deliberate.
Every morning, Nate and Jack each get that day's plays dropped into their channel: the contacts, the channel for each touch, and the exact copy or talking points. They execute and flag replies; I reroute the sequence the same day a reply lands. The rep spends their hour selling instead of deciding what to do, and nothing depends on anyone remembering a cadence.
Clay stays what it's best at: the enrichment and context engine that feeds every sequence with verified contacts and account intelligence. It was never built to run multi-channel outreach, and we don't ask it to.
All motion traffic in one open channel. Leadership can self-serve the current state any time.
Who, what channel, exact copy. Copy, paste, send, call. About an hour a day per rep.
Any reply stops that contact's sequence on the spot and comes back as a drafted response the same day.
Every message that earns a reply is kept. The motion learns; winners never get reinvented.
Not every account gets a sequence. An account earns one when there's a problem big enough to be unignorable and evidence the timing is right.
For each candidate account we look for the forcing function: something public and current (an initiative, a stumble, a leadership change, a mandate) that connects to a problem we solve at a high level. When that connection exists, the whole sequence is built around shedding light on that problem, in the language of each seat on the buying committee. When it doesn't exist, we don't touch the account. The heat map decides where the next sequence goes, not the alphabet.
That's also why the cadence is stacked: email, LinkedIn, and phone landing together over ten days. A relevant message plus that kind of presence forces the question either way. Tell us to buzz off or take the meeting; both beat being ignored, and both are data.
| Lane | Status | Where it stands |
|---|---|---|
| US front office Nate |
Scaling | The proven lane and the priority. Nate's messaging already books meetings; the play is to absorb exactly what he does into the engine so what works across 10 accounts runs across 200. Seven strike rooms delivered so far, each a full packet of committee contacts, research, emails, LinkedIn touches, and call scripts: Centene, Cardinal Health, Aflac, Blue Shield of California, Bell Canada, BMO, and TELUS. The Stars Wave 1 send kit added 42 contacts with all five touches ready to send. |
| Net-new back office Nate |
Staged | Full plan of action drafted and staging now (companion doc). A lane with real walls and no crowd in it, timed so meetings stack toward the Back Office Optimizer GA window in September. First sprint launches as soon as staging and the safety gates read green. |
| Install-base back office Savannah + AMs · marketing-led |
Next week | 313 contacts sourced across the 15 Tier-1 accounts, sample list already validated by the account team. Aligning with Mary Ann when she's back next week; with her nod the list goes to the AMs and the warm expansion campaign refreshes around it. Warm lane, never cold sequences. |
| Europe Jack |
Staged | Same operating system, Jack's market (companion doc). Reviewing the plan together with Matt on Monday so his AE lane and this motion pull in the same direction. |
A current customer never gets a cold touch. Every sequence account clears a customer-exclusion check against Salesforce plus an entity check on legal names and subsidiaries before anything sends, and the final check runs on real rows the morning of first send.
Roughly 250 emails delivered against the Stars angle so far. The right conclusion isn't that the angle failed; it's that email-only can't prove or disprove an angle.
Delivered doesn't mean seen. A message that lands before 7 am is on page four of the inbox by the time the exec sits down, and nothing else in an email-only motion pulls them back to it. That's the ceiling of a single channel, not a verdict on Star Ratings.
Iteration two closes the loop instead of restarting it. Everyone already emailed moves into the multi-channel follow-through: calls that point back at the email, LinkedIn touches, and reply-to-thread sends with subject lines like "just called" that make the original message get read. The groundwork is already in Nate's hands: the Wave 1 send kit (42 contacts, all five touches, numbers defended inline) plus the first batch of about 50 cell numbers pulled through a ZoomInfo contact. The remaining numbers are part of the 6sense dig below.
Sequencing matters as much as messaging: pilot the engine on angles that already work, then point it at experimental ones. Stars was the reverse order, which makes it a bad benchmark for the system and a fine experiment to finish properly. The front office lanes now run on proven ground first.
Two threads, one asset we already pay for, credits on the clock.
Digging into the sales side of 6sense to see what it can contribute on direct dials and contact identification, starting with the Stars follow-through and the live sequences. The credits expire in about a month, so this happens now.
John's proposal (keyword intent fires a defined play for a defined persona) maps directly onto the signal-to-play engine already running in the war room. The build here is repointing that engine at our own 6sense feed rather than starting from zero. John gets an update next week on the plan and first output.
The manual system works and is producing now. What it can't do by hand is scale past a handful of accounts per rep, and that's exactly the job a sequencing tool does.
Lemlist is the fit: one campaign engine that runs the emails, the call steps, the LinkedIn touches, and the A/B tracking of what's working, the same multi-channel cadence we're proving manually. And it's absolutely an AI tool, which matters for how it gets positioned. Clay stays underneath it; Clay wasn't built to be an outreach engine, it's an enrichment engine, and the two don't overlap.
The path we're on: confirm trial capacity on Nate's side, run a small live campaign on the free tier, and let those results carry the case for paid seats. Proof first, ask second.
The daily plays, sends, and replies, visible to anyone curious, the day they happen.
The weekly check-in discipline starts this week and runs every week.
A weekly recap of what shipped, what moved, and what's next, in Naveen's Slack DM every Friday.
This plan and the two motion docs are built to travel. Send them as-is to whoever should see them.