Turning public funding databases into a fully automated lead pipeline

The Company

Deterra Systems is a leading provider of at-home drug deactivation and disposal solutions, and had built strong momentum in its mission to reduce drug misuse and overdose.

The Challenge

Deterra's sales team was spending significant time manually researching leads, including navigating public sources like SAMHSA and state opioid settlement databases by hand. Solving for data integrity was only the beginning — the more complex challenge was automating the manual research process that had been draining the sales team's time.

The Approach

FullFunnel began with a deep clean and enrichment of Deterra's Salesforce data using Clay.com, then built the automation on top of that clean foundation.

The Result: A trusted, fully automated pipeline. The transformation was immediate. Deterra's sales team now works from a trusted, highly targeted database of leads that aligns directly with organizations actively receiving government funding for overdose prevention. With a fully automated data pipeline feeding Salesforce in real time, reps no longer needed to manually research their next lead.

A full audit and validation of contact records using Clay, identifying outdated or inaccurate entries and replacing them with real-time verified data, including confirming employment and enriching records with current emails, direct phone numbers, and job titles.

A system built to ingest and process data from key public sources like SAMHSA and state opioid settlement databases — sources that previously required manual navigation.

A custom object in Salesforce to house all funding events, linked to the appropriate organizations and contacts, giving the sales team full visibility into who received funding, what it was for, how much was awarded, and when.

Data flowed directly back into Salesforce on an automated basis, so reps no longer had to lift a finger to find their next best lead.