The Starting Point
When I joined Warmly.ai, the team was doing great product work but pipeline was inconsistent. The challenge: turn sporadic outbound into a predictable revenue engine.
The Framework We Built
1. ICP Precision
We stopped spraying and praying. We mapped 3 tiers of ICP using firmographic + technographic + intent signals from Clay.
2. Signal-Based Routing
Warmly's own product gave us a huge edge — we could see who was visiting the site, researching the category, and showing buying intent. We routed those signals directly into personalized sequences.
3. AI Agent Automations
We built Clay tables that auto-enriched leads, wrote personalized first lines, and sequenced them through Instantly — all with less than 30 min of human time per 1,000 leads.
Results
In 18 months: $0 → $7.5M ARR, 40% of pipeline from outbound, 22% reply rates on cold email.
Key Lessons
- Speed wins: The team that responds fastest to intent signals wins the deal.
- Personalization at scale is a Clay problem, not a human problem.
- AEO matters: Getting Warmly into the AI answer layer drove massive inbound lift.