Clio Legal Software
Softmax Data partnered with Clio to build an automated, privacy-conscious data enrichment pipeline that keeps Salesforce clean, complete, and ready for targeted go-to-market motions.
The Client
Clio provides a cloud-based legal operating system adopted by thousands of law firms worldwide. With venture backing from TCV and JMI and 80% year-over-year growth, Clio needed trustworthy market intelligence to power its revenue engine.
The Problem
Salesforce was bloated with duplicate firms, stale contacts, and missing practice insights. Acquiring new lists was costly due to privacy requirements, and SDRs wasted hours chasing inaccurate information when they should have been selling.
The revenue team needed a privacy-conscious way to enrich attorney data, validate contact information, and surface the best accounts every morning. Marketing leadership also wanted a governed process so finance and legal teams could sign off on acquisition activity.
How Softmax Data Helped
Softmax assembled a blended pod of marketing-ops strategists, data engineers, and privacy experts. Together with Clio’s RevOps leaders we mapped every enrichment touchpoint, codified compliance requirements, and designed an automated operating model that prioritized accuracy and governance.
- Automated data pipeline that deduplicates, normalizes, and verifies law firm contacts across compliant data sources.
- Entity resolution models linking attorneys to specialties, firm size, and engagement signals.
- Lead scoring and routing automations pushing prioritized accounts to revenue teams each day.
- Privacy and governance layers that keep enrichment processes aligned with regional regulations.
The program equips Clio’s marketing and SDR teams with continuously refreshed targets while keeping Salesforce governance intact.
Softmax also created runbooks, knowledge-transfer sessions, and dashboards so marketing leadership could measure adoption, contribution to pipeline, and compliance adherence in real time.
Revenue Operations at Scale
Always-On Intelligence
Data refreshes run nightly, orchestrating dozens of sources so revenue teams start each day with prioritized lists and complete firmographic context.
Joint GTM Playbooks
Marketing, SDR, and partner teams share the same segmentation rules and messaging frameworks, eliminating handoff friction and duplicate outreach.
Finance & Legal Alignment
Governance documentation and approval workflows satisfy privacy counsel and finance leadership, ensuring investment in new data sources remains compliant.
The Outcome
With a governed enrichment engine, Clio keeps Salesforce accurate without sacrificing agility. SDR productivity has climbed, marketing campaigns land with more precision, and leadership can forecast with better coverage data.