Overview

Sendoso partnered with The Kiln not just to scale outbound, but to design and implement a full-stack, AI-powered GTM motion that could evolve alongside the business. With strong internal teams already fluent in Clay, Sendoso needed more than execution—they needed strategic advisory, systems design, and consultative partnership to elevate both sales and customer experience operations.

Over the engagement, The Kiln helped Sendoso architect advanced data pipelines, leverage emerging AI integrations, optimize outbound motion, and implement automation frameworks that unlocked scalable growth while empowering internal teams to operate independently over time.

The Challenge: From Strong Foundations to Fully Integrated Systems

By the time Sendoso engaged The Kiln, they had already invested in platforms like Clay and Gong and were running basic outbound motions. But as they scaled, they needed more cohesion across systems, deeper personalization, and a stronger AI-forward architecture to drive continued growth.

"We didn’t want someone to simply take orders—we needed a partner who could architect systems from vision to execution."

They were looking to build:

• AI-first workflows across sales and CX.

• Repeatable outbound motions with greater personalization and experimentation.

• Internal enablement that allowed non-technical teams to contribute confidently.

• Long-term system scalability without constant vendor dependence.

The Kiln’s Approach: Consultative Systems Design and Execution

AI-Forward System Architecture

The Kiln worked closely with Sendoso to design end-to-end data and automation systems that integrated multiple AI-powered platforms:

• Architected scalable Clay table designs for advanced enrichment and segmentation.

• Integrated Gong AI insights into sales and CX workflows.

• Consulted on use cases for call summaries, follow-ups, and internal automation.

• Unified data flows across CRM, enrichment, intent, and activity platforms.

"We’ve expanded Clay use cases far beyond outbound, applying AI-driven automation across multiple customer-facing teams."

Strategic Outbound Personalization & Experimentation

• Shifted outbound from generalized cold outreach to highly targeted, hyper-personalized campaigns.

• Launched automated workflows like "Wake the Dead" sequences for re-engaging lost opportunities.

• Enabled rapid experimentation across industries, job titles, and personas with measurable performance reporting.

• Freed BDRs to focus on high-touch, human selling activities like calls and video outreach.

"Our BDR team is producing what a much larger team would have, thanks to how scalable and targeted our outbound has become."

Collaborative Consultation & Internal Enablement

• Acted as an embedded strategic advisor, proactively identifying opportunities for new workflows.

• Delivered hands-on training that empowered non-technical leaders to build and iterate on Clay tables independently.

• Provided real-time support and consultation to quickly resolve technical blockers.

"I wasn’t technical before, but I’ve now built Clay tables myself after learning from your team."

The Results: An Integrated, AI-Driven GTM Engine

• AI-powered automation across sales and CX streamlined both prospecting and customer expansion workflows.

• Increased reply rates and meetings booked through highly-personalized outbound experimentation.

• Faster iteration cycles on campaign performance across industries, personas, and titles.

• Internal teams fully upskilled to self-manage and iterate on Clay systems.

• Freed BDR capacity to focus on the high-impact human elements of selling.

• Long-term scalable architecture that evolves with Sendoso's GTM strategy.

"Our team can now move faster, experiment smarter, and confidently scale our GTM systems as the company grows."

Conclusion: Building AI-Driven GTM Infrastructure, Together

Sendoso didn’t simply need campaign support—they needed a consultative systems partner who could bridge vision, architecture, and execution.

With The Kiln, they gained an embedded team that not only built the systems, but transferred knowledge, empowered their people, and positioned them to scale confidently into the future.

"You don’t just execute—you help us design scalable infrastructure for the future."