Redocs had a clear goal: streamline their lead enrichment process and create a scalable, efficient system for their sales and marketing teams. But before working with The Kiln, their data enrichment workflow was fragmented, manual, and time-consuming.

“We didn’t have any data enrichment strategy at all,” explained Kate Hoffer, Head of Marketing at Redocs. “We needed a way to automate this process and make it seamless for our team.”

The Redocs team found themselves constantly searching for missing data—email addresses, phone numbers, LinkedIn profiles—only to come up empty or spend hours manually filling in gaps. This slowed down their sales pipeline and left potential leads untouched.

They needed a solution that would provide reliable, high-quality contact data at scale while integrating seamlessly with their existing systems. That’s when they decided to implement Clay and partner with The Kiln.

Building a Scalable Enrichment Infrastructure

The first step was developing an automated enrichment pipeline using Clay, a number of the data providers it integrates with, and several data providers we configured custom connections for. This resulted in a fully automated system that took either a company's website or an individual's LinkedIn profile as an input and output an array of niche and highly-relevant data that ReDocs' team needed in order to sell effectively.

Once the system was built, we faced the age-old challenge of team-wide adoption. How can we make this system accessible and easy for the whole team to use? Where should we position this system in our existing tech stack?

We quickly realized that the best place to position this system within ReDocs' tech stack was their CRM, Zoho. This would help ensure that their team could quickly adopt it and get value from it. However, due to the lack of a native integration between Clay and Zoho, installing this system in Zoho presented a significant technical challenge. To connect the system to Zoho, we:

• Developed an app within Zoho that supported a secure API connection to Clay with a custom script

• Configured the data pipeline between the two tools to be bidirectional so we could push data both ways

• Implemented a button function in Zoho that allowed ReDocs sales reps to trigger the system with just a click

The end result was an "Enrich Company/Contact" button appearing on Zoho profiles of companies and contacts that, when clicked, would fill any missing key information in the given Zoho profile with the most accurate and up-to-date data on the market.

“We now have a fully automated and manual data enrichment process that integrates seamlessly with our operations,” Kate noted. “Our sales team no longer has to spend time manually gathering information—it’s just a simple click.”

Eliminating Bottlenecks & Automating Outreach

With their new enrichment infrastructure in place, Redocs needed a way to automatically connect this data to their outreach processes. The Kiln implemented a series of workflows, largely orchestrated with Clay, designed to enroll leads in the appropriate outreach sequence:

• Click2Mail API – A direct mail automation system that allowed Redocs to incorporate physical mail outreach alongside their digital campaigns.

• SalesHandy & SmartLead API Setup – Automated cold email sequencer integrations that ensured leads were being nurtured across multiple channels without requiring manual follow-ups.

These integrations allowed Redocs to move from a scattered, inefficient data process to a streamlined system where enriched leads were automatically validated, categorized, and sent to the right sales reps at the right time.

The Results: A Unified, Streamlined Process

With their new enrichment infrastructure, Redocs now has a multifaceted, fully operational data strategy that supports both automated and manual workflows. Their outreach efforts are more targeted, their sales team is spending less time on administrative tasks, and their CRM is filled with high-quality, actionable data.

“The ability to press a single button and instantly enrich data has been a game changer for our sales team,” Kate said. “It’s completely streamlined our outreach process.”

Beyond just enrichment, the impact of this transformation has been felt across the entire Redocs organization. By centralizing all enriched data into Zoho CRM and Google Sheets, The Kiln helped Redocs eliminate inefficiencies and establish a structured approach to lead management.

The integration of front-line automation tools further enhanced their ability to connect with prospects quickly and meaningfully. Every piece of outreach, from email sequences to direct mail and follow-up messaging, is now informed by enriched, validated data—making each touchpoint more relevant and impactful.

“Everything is connected—our phone calls, chats, CRM, and now our enrichment process. It’s made a huge difference in how we operate.”

A Future-Proof System for Growth

With a reliable, automated enrichment process in place, Redocs is now positioned to scale their outbound efforts with precision and efficiency. Their team can focus on what matters most—building relationships with high-value leads—instead of getting bogged down in manual data collection.

🚀 Ready to streamline your data enrichment and outbound process? Let’s talk.