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How this Clay system unlocked cold outreach for a SaaS targeting an impossible-to-find audience
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  • The challenge: getting the hard-to-get data
The challenge: getting the hard-to-get data
We worked with a SaaS company targeting short-term vacation rental hosts.
Their main concern with outbound:
"Will we be able to create quality lists of these people?"
Here’s why this was a real problem:
1
Hard to locate or scrape at scale: Most hosts won’t disclose on LinkedIn that they’re hosts.
2
Databases fall short: Using tools like Apollo or Sales Navigator returns either a very small list or a highly unqualified one.
So we had to get creative in two ways:
1
How to create a list of companies
2
How to get the contact information

Contact info is especially tricky when dealing with leads that didn’t exist on LinkedIn or their primary occupation was not a short-term vacation rental hosts.
Our approach: squeeze water from stone
We did everything we could to maximize the list:
1
Took their customer list in HubSpot and used Discolike to find lookalike companies based on website content

2
Used BuiltWith to scrape all users of competitors like OwnerRez, Lodgify, Hostaway, Guesty, etc.

3
Scraped websites like Saavy.com — one of the few platforms listing private host websites.

Airbnb, despite being the largest platform, doesn’t list private host websites publicly.

Even though we could scrape it, without a website, there’s no way to find email addresses.
The waterfall method for contact information
Once we had the companies, we created a step-by-step system for getting emails:
1
Check Apollo: See if the company existed and if any ICP people were listed.
2
Team page search: If Apollo failed, use an AI agent to find the owner’s full name on team pages. Find the email using 5 different data enrichment's
3
Professional emails: If that failed, run Prospeo’s enrichment to find any professional emails listed on the domain.
4
Generic emails: If we still had nothing, use an AI agent to scrape any email on the website — personal gmails, info@ — since owners likely managed them.
5
Final pass: Run Prospeo’s enrichment again to catch any generic emails listed on the website.

This kind of data has typically only been accessible with manual research — so this waterfall system was built to replace it.
Watch the full system breakdown (VIDEO)
Watch the breakdown bellow:
The results:
When you get the hard-to-get data, you usually end up with great results. Most of those emails don’t exist in standard databases and aren’t saturated — perfect for outreach.
That’s why campaigns like this consistently see reply rates above 10% — especially when the client has a great product, as was the case here.
And you get dashboards that look like this:
All you need to do this yourself
1. Watch the video above
Before you go
Thanks for checking out this breakdown.
We love use cases like this because they:
  1. Create a new revenue channel for the client — one they didn’t have before
  1. Deliver great results because of the data advantage
If you have questions about the workflow, feel free to book a call with us bellow:

apply.prospeqt.co

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This system unlocked cold outreach for a company that thought it was impossible—and delivered over 350 leads in just 6 months
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