Yousign
How Yousign built a waterfall persona engine in Clay — and gave 20 BDRs 3 verified contacts per account, every week.
- Industry
- SaaS — Digital Trust (eSignature, ID verification, eSeal)
- HQ
- France
- Size
- 500
- Website
- yousign.com ↗
Before. After.
Paul didn't add Pronto on top of Yousign's stack — he replaced Evaboot and BetterContact with Pronto's API inside Clay, and dropped the custom glue scripts that bridged everything to Salesforce. One platform, one contract, one workflow.
EvabootSourcing + contact extraction (no API)
BetterContactWaterfall enrichment — separate contract
- Custom glueHomemade dedup + Salesforce sync scripts
Sourcing · waterfall persona logic · email + phone enrichment · Salesforce sync — all via API inside ClayClay
Salesforce
- + 100 providers
Where Yousign got stuck.
Yousign sells digital trust — e-signature, identity verification, electronic seal — into a buyer base where titles are wildly inconsistent. One company has a Chief Compliance Officer. The next has a Head of Legal Ops. The third has a VP of Risk. Same buying decision, three different titles. That's brutal for outbound.
- Evaboot could find one persona at a time. If a target account didn't have a "Chief Compliance Officer," that account was effectively dead — even though the right buyer was sitting one title over.
- No API meant CSV hell. Every list was a download → manual cleanup → manual import into Salesforce. Ops spent more time on plumbing than on prospecting strategy.
- BetterContact filled the enrichment gap, but as a separate vendor with a separate contract — and the combined waterfall still capped out at ~55% on email + phone.
- Custom glue logic for dedup and Salesforce sync was a homemade fix. It worked. It was also fragile.
- The result: a 20-BDR sales team underfed on accounts where the "obvious" persona didn't exist on LinkedIn.
How Pronto unlocked it.
Paul rebuilt the workflow inside Clay, with Pronto's API as the data engine. The trick: a waterfall persona logic that guarantees coverage even when titles are inconsistent — most outbound tools find one persona per account; Yousign needed a fallback ladder that hits the right buyer no matter what they're called.
- Source the company. Pronto returns the org via API.
- Try Persona A — e.g. Chief Compliance Officer. Found? Capture. Not found? Fall through.
- Try Persona B — e.g. Head of Legal Ops. Found? Capture. Not found? Fall through.
- Try Persona C — e.g. VP of Risk / Compliance Manager. Found? Capture.
- Stop when 3 contacts per account are captured.
- Enrich — Pronto's waterfall delivers 85% combined email + phone hit rate.
- Dedup against Salesforce. Skip any contact already owned.
- Push the rest into Salesforce. Assigned, dial-ready.
Every account gets 3 verified contacts. No matter how niche the title.
3 ops people build the engine. 20 BDRs run on the output.
Paul and 2 ops colleagues maintain the Clay workflow — tweaking persona ladders, ICP filters, and Salesforce routing. Every week the engine processes 50 accounts per BDR × 20 BDRs = 1,000 enriched accounts, each with 3 verified contacts, all auto-synced to Salesforce. The BDRs don't build lists. They open Salesforce and call.
4 ways Yousign uses Pronto.
- 01
Waterfall persona logic — three titles, one buyer
The Clay workflow walks a fallback ladder per account: Persona A → Persona B → Persona C, stopping once 3 contacts are captured. A Chief Compliance Officer, a Head of Legal Ops, and a VP of Risk are the same buying decision wearing three different hats — Yousign's BDRs now reach whichever one actually exists at the target company.
- 02
Pronto API replaces Evaboot + BetterContact
Sourcing, persona finding, and waterfall enrichment all run behind a single Pronto endpoint inside Clay. Email + phone hit rate climbed from 55% to 85% on the same accounts, and the second vendor contract went away with it.
- 03
Direct Salesforce sync, zero glue
Clay handles dedup against Salesforce and pushes only the net-new contacts. The custom scripts that used to bridge Evaboot's CSV exports to Salesforce — Paul's team's homemade fix — are gone. The pipeline is one workflow end-to-end.
- 04
1,000 enriched accounts per week, on autopilot
20 BDRs × 50 accounts each per week = 1,000 enriched accounts landing in Salesforce, each with 3 verified contacts. The BDRs don't build lists anymore — they open Salesforce and call.
More customer stories
“15% of our new pipeline last quarter came from new hires. We wouldn't have spotted them without Pronto.”
— Baptiste, Sales Manager, UberCase studyWeYou Group“We replaced Evaboot with Pronto and plugged it straight into our CRM via API. Email enrichment doubled, we started cold calling for the first time, and every SDR went from 10 to 15 meetings a week. Across 35 SDRs, that's a different business.”
— Alexis Gadrat, Head of Sales, WeYou GroupCase studyQevlar AI“From cold lists to 50+ Enterprise meetings a month — without adding a single SDR.”
— Thomas Bartelt, Go-to-Market Engineer, Qevlar AICase studyScalefast“We catch a new hire on day 1 — Clay would surface them 3 to 6 months in. That gap is the whole game.”
— Alex Jaglale, Founder, ScalefastCase studyBonx“We didn't replace Clay — we filled the gap Clay couldn't. Pronto found the Italian manufacturers Clay didn't index, and gave us phone numbers that actually rang. That's how we booked +6 meetings per rep in a market we couldn't crack before.”
— Malo, GTM Engineer, BonxCase studyMantu“Across 60 countries, we needed one source of truth for contact data. Pronto became the layer that scales our outbound globally.”
— Sophie, VP Growth, Mantu