Phi
What We Build
Systems
The Phi Stack
Industries
Proof
Company
Talk to us

Revenue Workflow

Lookalike TAM Build

This workflow expands your ICP into a qualified target account list using lookalike data from four sources, AI qualification, scoring, and tiered outreach execution.

OperationalTime to value · 3 to 4 weeks12 tools

The outcome

Converts static ICP criteria into a living, tiered pipeline of qualified accounts with contacts already routed to the right channel.

How it flows

How it flows.

Source
ICP Definition
Source
Discolike
Source
AI Ark
Source
Ocean.io
Source
Clay Lookalike
Store
Clay Table
Agent
AI Qualification
Process
Qualified Accounts
Output
Disqualified
Process
Tier Scoring
Process
Tier 1
Process
Tier 2
Process
Tier 3
Process
Contact Sourcing
Process
Contact Enrichment
Channel
Tier 1 Outreach
Channel
Tier 2/3 Outreach
Store
HubSpot CRM
Channel
Slack Alerts
Drag to pan · scroll to zoom

    Build it, step by step

    Build it, step by step.

    1. 01

      Pull lookalike companies from four sources

      Feed your ICP definition into Discolike, AI Ark, Ocean.io, and Clay's native lookalike tools. Each returns a list of similar companies.

      • Run lookalike search in Discolike
      • Run lookalike search in AI Ark
      • Run lookalike search in Ocean.io
      • Run lookalike search in Clay
      • Export domain, name, description, and LinkedIn URL from each

    2. 02

      Aggregate and dedupe in Clay

      Create a single Clay table. Import all four sources, dedupe by domain and company name, and standardize fields.

      • Create one master table in Clay
      • Append rows from all four sources
      • Dedupe on domain, then on company name
      • Keep: name, domain, description, LinkedIn profile

    3. 03

      AI qualification pass

      Use Clay's 'Use AI' feature with ChatGPT 4o mini to score every company as qualified or not qualified. Drop the nots.

      • Add 'Use AI' column in Clay
      • Select ChatGPT 4o mini model
      • Prompt: return 'Qualified' or 'Not qualified' based on ICP criteria
      • Filter table to Qualified rows only

    4. 04

      Tier qualified accounts

      Apply a Clay formula to assign each company a tier (1, 2, or 3) based on fit score, employee count, funding, or other signals.

      • Define scoring criteria (e.g. headcount range, tech stack, growth signals)
      • Write Clay formula or AI prompt to output tier
      • Tag each row: Tier 1 (best), Tier 2 (good), Tier 3 (low)

    5. 05

      Source contacts inside qualified accounts

      For each company, pull contacts matching your buyer persona (CEO, VP Sales, Head of Growth) using AI Ark, Ocean.io, Apollo, and Clay waterfall.

      • Define target titles or seniority
      • Run contact search in AI Ark
      • Run contact search in Ocean.io
      • Run contact search in Apollo
      • Run Clay contact enrichment waterfall
      • Dedupe contacts by email

    6. 06

      Enrich contact records

      Append LinkedIn profile URL, verified work email, and any firmographic or role context required for personalization.

      • Enrich LinkedIn profile URL
      • Verify work email via Clay or Apollo
      • Append job title, seniority, department
      • Append company size, location, tech stack if relevant

    7. 07

      Execute Tier 1 outreach (high-touch)

      For best-fit accounts, run manual research, build custom assets, check for warm intros, and send personalized LinkedIn or email.

      • Check The Swarm for warm intros
      • Generate custom pitch deck in Gamma
      • Build personalized landing page in HubSpot (if needed)
      • Queue manual cold calls
      • Send LinkedIn outreach via HeyReach with custom copy

    8. 08

      Execute Tier 2 and 3 outreach (scaled)

      Send automated email campaigns via Instantly. Use enriched fields for light personalization (company name, role, one signal).

      • Push Tier 2 and 3 contacts to Instantly
      • Build email sequence with dynamic fields
      • Set send limits per mailbox
      • Enable reply detection

    9. 09

      Sync replies and contacts into HubSpot

      When a contact replies, create or update the deal in HubSpot automatically and associate the contact and message thread.

      • Create HubSpot automation triggered on reply
      • Check if deal exists for this company
      • If yes: associate contact and log reply
      • If no: create new deal, associate contact, log reply

    10. 10

      Monitor, notify, and tune

      Send reply alerts to Slack. Review qualification logic, tier thresholds, and lookalike source performance weekly.

      • Route reply notifications to Slack channel
      • Review AI qualification accuracy
      • Adjust tier scoring formula
      • Compare source coverage and quality
      • Refresh lookalike inputs monthly

    The stack

    The stack.

    Related workflows

    Related workflows.

    Revenue WorkflowVisitor De-AnonymizationCaptures anonymous website traffic, unmasks company and contact data, scores fit, and triggers tiered outbound motion based on intent strength.
    Revenue WorkflowTarget Account Build and ScorePull closed deal data from your CRM, backtest to define your real ICP, build and score a broad TAM, then orchestrate outbound and signal tracking that pushes qualified accounts back into pipeline.
    Revenue WorkflowSignal ActivationThis workflow ingests intent signals from CRM, product, review sites, partner networks, technographic feeds, and social channels. It cleans, scores, and routes them into your CRM and activation tools so reps act on qualified opportunities fast.

    Want a pod to run this for you?

    Phi pods plug this workflow into your existing stack as Revenue Infrastructure, then operate it.

    Book a strategy call
    Related:Revenue WorkflowsOperating ModelProof