Vidyard
How Vidyard moved to Clay, lifted win rates, and built an early churn warning system
Watch Shubham Chhabra, Director of Revenue Operations at Vidyard, share their experience working with Harochi.
+13%
Win rate lift in target segments
120+
At-risk accounts flagged early
Millions
Salesforce records enriched
Video Testimonial
Hear it directly from the Director of RevOps
“
We were able to improve our win rates, which resulted in an improvement in our business performance. We were able to identify accounts at risk of churn in advance, which will help us reduce churn and get more value out of our current customer base.
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Shubham Chhabra
Director of Revenue Operations, Vidyard
Company
Vidyard provides AI-powered video tools for revenue teams, including personalized video messaging, hosting, and integrations across the sales and marketing stack.
Visit VidyardIndustry
Video Sales Enablement / SaaS
Headquarters
Kitchener, Ontario, Canada
Services Used
Clay MigrationData EnrichmentRevOpsChurn Signals
At a Glance
“Better data results in better targeting, which results in higher win rates.”
Vidyard's revenue operations team is measured on how effective and productive its marketing, sales, and post-sales teams are. They came to Harochi wanting to move off their existing data enrichment tool onto Clay, and to put the playbooks they had heard about to work across the full customer lifecycle.
We started with enrichment, building scoring that let reps focus on the companies that genuinely fit Vidyard's ICP based on headcount, the technologies they use, and how they map to Vidyard's platform and integrations. Win rates in specific segments moved almost immediately, simply because the team was targeting better.
From there we built plays aimed at the other side of the revenue equation. Churn-risk signals now flag accounts showing warning signs and surface them to the AE, AM, and CS teams early enough to have a conversation before renewal is already lost.
Impact Highlights
- Migrated data enrichment onto Clay and rebuilt the enrichment stack around it
- Win rates increased in specific segments through sharper ICP targeting
- Account scoring based on headcount, tech stack, and integration fit
- Early churn warning system routes at-risk accounts to AE, AM, and CS teams in advance
How much of your CRM would survive a data audit?
Show us your enrichment stack and how you define your ICP. We will tell you what we would rebuild first.
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