scalematic.
WorkflowOutboundLead Routing 2 min read · v1.0 · July 2026

Account Sourcing Playbook

Build a broad TAM map, qualify it with AI before you pay for contact data, source contacts only for accounts that pass, and sync clean records to your CRM.

Executive summary

What problem does this solve?

Teams either buy a giant list and spray it, or hand-build a small one and run out. Neither scales. This workflow builds a broad TAM map, qualifies it with AI, and sources contacts only for accounts that pass.

Business outcome

  • A qualified account list built at volume
  • AI qualification before you pay for contact data
  • Clean CRM sync with no manual entry
Revenue maturityLvl 2–5

Implement immediately after ICP Modeling — this is how the ICP becomes a list.

Implementation effort
8implementation hours
People required
FounderMarketingSalesRevOpsDeveloper
DifficultyIntermediate
Business impactHigh
Time to install1 day
Automation80%
MaintenanceLow
OwnerRevenue Engineering
Required software
ClayLinkedInAI ArkDiscoLikeOcean.ioSerperClaudeCRM
Required integrations
Clay enrichmentAI qualificationCRM sync
Architecture

How the system fits together

Account Sourcing Playbook — system architecture 1 AI steps
100%
01 · Map
02 · Qualify
03 · Source
04 · Sync

Hover a node for detail, or tap a tool below to see where it runs.

Highlight tool
Replicated playbook

Replicated from the Account Sourcing Playbook. Step order, tool choices, table structure, and CRM sync logic preserved from the source; verification checkpoints and troubleshooting are ScaleMatic additions derived from the documented configuration.

The problem it solves

Teams either buy a giant list and spray it, or hand-build a small one and run out. This turns your ICP into a qualified account list at volume without wasting contact-data spend on accounts that were never a fit.

Expected outcomes
  • A qualified account list built at scale
  • AI qualification before contact-data spend
  • Clean CRM sync with no manual entry
Who it's for
  • RevOps teams
  • Founders building outbound
  • Agencies building target lists
Before you start
ICP Modeling Guide
Implementation

5 steps, start to finish

Use multiple databases to maximize coverage. No single source is complete — the overlap between them is what makes the map broad enough to filter down from.

Where
Clay → new table, populated from the sources below.
Configuration
  • Clay, LinkedIn, AI Ark: build a list of filtered companies
  • DiscoLike, Ocean.io: find lookalike companies based on your ICP
  • Serper: scrape Google results if your industry is more traditional
Expected result
One table containing a deliberately over-broad company list — wider than your target list, because Step 2 does the narrowing.
Test it
Check for duplicate domains across sources before qualifying. Deduplicate now, or you will pay to enrich the same company several times.
If it fails
If lookalike tools return almost nothing, the seed ICP given to DiscoLike/Ocean.io was too narrow — widen the seed, not the output.

Prompt library

Copy-ready prompts

Tuned for Claude, GPT, Gemini, and Grok. Copy and run.

Account qualification
You are qualifying companies against an ICP before we spend on contact data. For each company below, assess fit against these criteria: [ICP]. Return PASS or FAIL with one sentence of reasoning. Be strict — a false PASS costs enrichment budget.
FAQ

Common questions

Related resources

WorkflowRevenue

Competitor Company Page Followers

Extract the people following your competitors' LinkedIn company pages, enrich and qualify them with AI, and route by tier — a warm list of buyers already shopping your category.

LevelIntermediateInstall4–6 hoursAuto80%
ClayApifyBetterContact+3
BlueprintRevenue

The Complete Outbound System

The capstone: email, LinkedIn, manual prospecting, and cold calling coordinated against one account list — each channel doing what it does best, without conflict.

LevelAdvancedInstall2–4 weeksAuto70%
InstantlyHeyReachClay+2
Install this system

Build it yourself, or have it installed

The documentation above is complete — everything you need is on this page. The only question is whether you want to spend the time.

Do it yourself

Free · 1 day

Have ScaleMatic install it

Done with your team

Follow the documentation
Complete implementation
Configure every tool yourself
Tool configuration included
Troubleshoot issues yourself
Tested and supported setup
Train your team on it
Team training and SOPs included
Time investment: several hours or days
Guided implementation

We diagnose the constraint first — if this system isn’t what you need, we’ll say so.