Here’s The Scale Play, the RevOps system for teams with 5+ reps protecting brand quality at scale.

Four sources, each catching intent the others miss.

1. Whitewhale, signals + scoring

1. Connect Whitewhale to your CRM
2. Define every buying signal that matters to you: funding, hiring, executive moves, product launches, job changes, tech stack, custom triggers
3. Whitewhale scores accounts in real time and syncs scores next to each account in CRM

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2. Trigify, engagement + de-anon

1. Connect every rep’s LinkedIn profile plus the company page
2. Track engagement on all content and de-anonymise profile views on rep pages

3. RB2B, site visitor reveal

1. Install the RB2B script on your website
2. Captures de-anonymised visitors at the person level (US) and company level (global)

4. Standard layer in Clay

Funding announcements (news APIs), hiring intent (job board scrapes), job changes (LinkedIn monitoring). The baseline every RevOps system needs. At this tier you stack these to find compound signals.

Set every signal type to High, Normal, or Low. Three priorities force a decision on every signal.

• High (near-term buying intent): executive moves, competitor switches, pricing-page visits
• Normal (general buying intent): hiring, funding rounds
• Low: ambient signals worth tracking, not chasing

Bucket accounts in CRM by score:

• High = Tier 1, priority queue, instant alert
• Normal = Tier 2, daily review
• Low = Tier 3, weekly review or recycle

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1. Load all ICP accounts into CRM as company records
2. Assign each to an owning rep
3. For unassigned accounts: pool flows by round-robin within performance bands, with top reps getting first crack at top signals

The routing rules:

• Tier 1 signal on an assigned account → instant Slack alert to the owning rep
• Tier 1 signal on an unassigned account → route to the top-performing rep in that segment
• Tier 2 and 3 signals → respective queues, daily rather than instant

1. Tier 1 alert → rep response within 2 minutes during business hours
2. Track in CRM with auto-timestamps
3. Build the dashboard: response times, breaches, by rep

5 touches, 3 channels, 14 days. Each touch has a specific job:

• Day 0: LinkedIn DM + email, same hour. DM references the signal, email carries the same context from a different angle. Different surfaces in the same hour creates a “they’re everywhere” effect
• Day 1: Cold call via Trellus. Verified mobile from Prospeo. No answer = 20-second voicemail with value prop and callback number
• Day 3: Email follow-up + engage with their content. Reply-all adding new insight or a case study, plus a like or comment on their recent LinkedIn post
• Day 7: Voice note on LinkedIn. 30 seconds, personal, hard to ignore. 5-10x the reply rate of text DMs at this stage
• Day 14: Break-up email + recycle. Final email stepping back, account returns to signal monitoring. Break-ups convert 10-20% on B+ accounts

At this tier the most valuable “inbound” is the visit that never filled a form.

1. Centralise into one Clay table: forms, bookings, downloads, demo requests, chatbot conversations, RB2B reveals, Trigify de-anon
2. Enrich + composite score (ICP fit 0-10 + intent 0-10), extended with visitor-specific intent:
   • Pricing page visit = 10
   • Demo page = 9
   • Integration pages = 7
   • Blog content = 3-5
3. Routing rules:
   • Named account visits → owning rep alerted instantly, regardless of page
   • Pricing/demo visit from any ICP-fit account → instant trigger to assigned rep or top-rep pool
   • High score, unassigned → top performer in segment
   • Low score → nurture and recycle
4. Alert + 2-min SLA: Slack alert includes the page they were on, time on site, and prior touch history. At a 2-minute SLA you’re reaching out while they’re still on your site
5. Nurture for non-qualified: 3 months of content via Instantly, re-scored monthly, routed to a rep if they cross threshold. 80% of “not now” leads come back qualified within 12 months

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