Client
Valueships is a European pricing boutique specializing in commercial strategy and pricing for B2B companies. The company specializes in increasing revenue through pricing updates, with their primary value promise being +10% ARR or no commission.
Challenge
Valueships could manufacture interest through LinkedIn ads. Converting that interest into named, contactable people who genuinely signal pricing intent was the harder part.
They wanted a way to act on real signals and keep prospects on the radar until they were ready to talk, rather than contacting the whole market cold.
The core question
How do you separate a genuine pricing signal from ad noise, and reach the right person before the moment passes?
Solution
A connected pipeline turns ad engagement into outreach with no manual handoff. LinkedIn Ads feed Zen ABM, Zen ABM feeds Clay, and Clay drives the sequences.
Solution 1 - The signal-to-outreach pipeline
The operational foundation was a stack built to catch intent early and act on it automatically:
- LinkedIn Ads - the signal source. Ad engagement marks early pricing interest.
- Zen ABM - signal capture. Companies that engage get tagged as potential interested prospects.
- Clay - the engine. Screening, segmentation, contact research, and enrichment run here.
- Sequences - automated outreach, fed directly from Clay, no re-keying of data.
Solution 2 - Qualification and segmentation
Every account was filtered and sorted before a single message went out:
Solution 3 - What the sequences send
- The job of the messages is to show Valueships' value to the right person.
- It started with a pricing survey: answer a few questions, get scored, see your pricing archetype. Now the sequences distribute pricing.md, their new product.
- The first email doesn't ask for a meeting. Valueships wants to be on the radar when a company starts rethinking its pricing, and the asset is what puts them there.
Business Value
Valueships now owns a repeatable way to act on intent. What used to be a manual, best-effort motion is now a system:
- The integrated signal-to-outreach system (Ads to Zen ABM to Clay to sequences).
- Automated qualification and segmentation logic (SaaS type and size, plus firmographics).
- Automated contact research and enrichment.
- Sequences that distribute their own assets - the pricing survey first, pricing.md now.
The system runs live. Tested on 2,500 prospects so far, it keeps pulling new prospects in automatically from ad engagement, so the pipeline refills itself.
The market insight: the signal-based motion converts where mass cold email does not. Acting on real intent beats spraying the broad TAM, every time.
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