Industrial IoT

Viaduct: CES-Targeted Discrete Manufacturing Campaign

How a Clay + MindStudio + Instantly pipeline automated research and outreach for 500 manufacturing decision-makers preparing for CES

Client Viaduct
Industry Industrial IoT / Discrete Manufacturing
Technologies Clay, MindStudio, Instantly

Results at a Glance

*Metrics shown are indicative and represent estimated outcomes based on engagement scope.

500

Decision-Makers Targeted

75%

Research Time Saved

4-6

Touch Email Sequences

CES Ready

Trade Show Pipeline Built

The Challenge

Post-acquisition market pivots demand rapid GTM execution with unfamiliar buyer personas under tight deadlines—but manual research can't deliver both speed and quality at scale.

  • Time-compressed deadlines: Fixed milestone dates (trade shows, fiscal targets) don't allow weeks of manual research
  • Unproven messaging: No validated frameworks for new vertical creates credibility risk
  • Resource constraints: Leadership time consumed by research instead of strategic work

The Learning: Focused pilots with automated research enable low-risk market validation while preserving team capacity.

The Solution

Focused pilot campaign with automated research and outreach to validate new market without overwhelming resources.

Business Outcomes:

  • 75% research time saved — Leadership freed to focus on strategy vs. manual intelligence gathering
  • Validated messaging — Real-market testing identified strongest value propositions and personas
  • Repeatable playbook — Automated pipeline reusable for future campaigns and account lists
  • Met tight deadline — Delivered on time without sacrificing quality or overwhelming team

Strategic Approach:

  • Scoped pilot (500 contacts) enables low-risk testing before full investment
  • Automated research (Clay + MindStudio + Instantly) eliminates manual bottlenecks
  • Multi-track messaging tests different personas and use cases simultaneously

The Learning: Focused pilots with automated research enable rapid market validation. Success creates a proven playbook for scaling; if results disappoint, limited investment minimizes risk.

Measurable Business Impact

Efficiency Gains

  • 75% reduction in research time per target account and prospect
  • 500 contacts researched and personalized in weeks instead of months
  • Leadership team focuses on strategy rather than manual research grunt work
  • Automated pipeline from research to email deployment

Market Validation

  • Two messaging tracks tested (Field Quality and Manufacturing Excellence)
  • Discrete manufacturing value proposition validated through real engagement
  • Persona-specific frameworks created for multiple decision-maker roles
  • Foundation established for future expansion with proven messaging

Pipeline Generation

  • 500 decision-makers targeted with personalized sequences
  • CES-ready pipeline built on time for trade show
  • Meeting requests generated from warm, researched outreach
  • Qualified prospects identified for in-person follow-up

Strategic Benefits

  • Repeatable process established for future campaigns
  • Low-risk pilot approach validated before major investment
  • Manufacturing credibility demonstrated through targeted outreach
  • Post-acquisition pivot executed successfully on tight timeline

Ready to Build Your Focused Pilot Campaign?

Learn how we can create a targeted, time-bound GTM automation system for your market expansion.

Schedule a Consultation View More Case Studies