The buyers a healthcare client needed to reach held niche operations titles at the biggest manufacturers in their market. We mapped all 20 in Clay, and when two executives later asked for meetings, both were already on the chart.
ClayAccount mappingOctober 2026From The FullFunnel Dozen
Org chart coverage
20
Manufacturers charted
2 of 2
Executives who asked to meet were already on the chart
Highlighted boxes illustrate the two executives.
The short answer
We built org charts for each of the Top 20 pharma manufacturers, searching specifically for operations titles that standard searches miss, and set up a second Clay table that watches conference agendas for speakers with ICP titles.
ToolClay
AccountsTop 20 manufacturers
Also builtConference agenda monitor
IssueOctober 2026
How it worked
Problem, fix, proof
01
The problem
Why was this hard?
The client’s buyers sit in specialized roles, like copay operations, that don’t surface easily on LinkedIn. And events were moving faster than our scans: one target account appeared on a conference agenda before we caught it.
02
The fix
What did we build?
Two Clay tables, one for the accounts and one for the events:
Org charts for every one of the Top 20 manufacturers, with targeted searches for niche operations titles
A conference monitor that tracks agenda changes
Flags on speakers whose titles match the client’s ICP
Map the account before the meeting request arrives.
03
The proof
What happened next?
The client turned the conference output into an in-person target list. Separately, executives at one manufacturer asked the client for meetings through the client’s own sales work. Both were already on the chart, so the research was done before the conversation started.
The result
What changed?
The map was ready before the executives reached out, and the client had a target list for in-person events.
Org charts
Top 20 manufacturers
Including niche operations titles, like copay operations
