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Use Case 2: TAM Sourcing
In this lesson, you’ll use Audiences to build and maintain a Total Addressable Market list that stays current.
Instead of cleaning records in your CRM, we build out everything that should be in it… but isn't.
🔄 The Framework: Import, Enrich, Action, Export (Reversed)
The same four-stage framework applies, but reversed.
Source net-new company records from Clay's CPJ database (Company People Job database), up to one million. Filter them to your ICP and push verified, enriched accounts into Salesforce.
🎯 Step One: Define Your ICP Filters
Click Find Leads in your workspace to define qualified accounts using Clay's CPJ database.
Target by:
- Industry and sub-industry
- Employee count range
- Geography (HQ country, state, or metro area)
Or use Sculptor to describe your ICP in plain language.
Click Continue and Save to Companies or People.
📝 Step Two: Refine Your Segment in Draft
The Draft to Commit model is a checkpoint before spending credits.
In Draft mode, preview your segment, see record counts, validate logic, and make adjustments.
If filters are too broad (pulling 800,000 companies instead of 80,000), tighten criteria using enrichments and signals like tech stack or hiring signals.
✅ Step Three: Commit the Draft
Commit locks in records. Clay Audiences prevents duplicates using LinkedIn URL matching as the primary key. Even if company names are spelled differently or entered under parent company names, Audiences catches matches and excludes them.
What remains is accounts your team has no relationship with.
🔍 Step Four: Enrich Your TAM
Once committed, Clay auto-enriches each account based on whatever segments the account falls into. No manual triggering required. And you can run additional enrichments on that segment as well.
🚀 Step Five: Activate
Activate your enriched TAM in three ways:
Sync to Salesforce as net-new Account records. Your CRM reflects your full addressable market, not just engaged accounts.
Pass records to a Clay Table for outreach workflows without manual list building or CSV exports.
Territory routing. Use segment filters (geography, industry, company size) to route accounts to the right AEs in a new Clay Table. Each rep gets a dynamic list of high-fit targets scoped to their territory that updates as new companies qualify.
💡 Why This Is Different from Manual TAM Processes
CSV exports from traditional solutions are point-in-time snapshots that go stale.
Audiences provides a living view. Segments reflect ICP filters continuously, entity resolution excludes existing CRM accounts, and enrichment runs on every qualifying record.
RevOps gets a clean, enriched view of every company in your market without existing relationships; synced to Salesforce and ready to work.
🔮 What's Next
Next, we'll tackle signal-based plays.
