--- title: "Yousign case study: SaaS outbound · Pipecorn" description: "How Yousign built a waterfall persona engine in Clay and gave 20 BDRs 3 verified contacts per account, every week. Read the full Yousign story." canonical: "https://pipecorn.com/usecase/yousign" --- # Yousign case study: SaaS outbound > How Yousign built a waterfall persona engine in Clay and gave 20 BDRs 3 verified contacts per account, every week. Read the full Yousign story. Source: https://pipecorn.com/usecase/yousign [All case studies](https://pipecorn.com/usecase)Yousign ![](https://www.google.com/s2/favicons?domain=yousign.com&sz=128) How Yousign built a waterfall persona engine in Clay and gave 20 BDRs 3 verified contacts per account, every week. PPaul de FramondSenior Growth Outbound, Yousign Industry SaaS: Digital Trust (eSignature, ID verification, eSeal) HQ France Size 500 Website [yousign.com ↗](https://yousign.com/) What we did 0% → 85%Email + phone enrichment lift €0 → €400Tooling cost / month (−50%) 0 tools → 1Evaboot + BetterContact + glue → Pipecorn API −0% tooling cost · 1,000 enriched accounts / week The stack ## The stack, _before and after._ Paul replaced Evaboot and BetterContact with Pipecorn's API inside Clay, then dropped the custom scripts that bridged everything to Salesforce. Now it runs on one platform and one contract. Before3 tools · 2 contracts · 1 fragile script * ![](https://www.google.com/s2/favicons?domain=evaboot.com&sz=64)EvabootSourcing + contact extraction (no API) * ![](https://www.google.com/s2/favicons?domain=bettercontact.rocks&sz=64)BetterContactWaterfall enrichment, separate contract * Custom glueHomemade dedup + Salesforce sync scripts Total tooling cost€800 / month Email + phone enrichment\~55% Salesforce syncManual / scripted AfterPipecorn API · orchestrated in Clay · synced to Salesforce ![Pipecorn](https://pipecorn.com/assets/brand/LOGO.svg)Sourcing · waterfall persona logic · email + phone enrichment · Salesforce sync, all via API inside Clay Inside Pipecorn's waterfall * ![](https://www.google.com/s2/favicons?domain=clay.com&sz=64)Clay * ![](https://www.google.com/s2/favicons?domain=salesforce.com&sz=64)Salesforce * \+ 100 providers Total tooling cost€400 / month Email + phone enrichment\~85% Verified contacts / account3 (guaranteed) The problem ## Where Yousign _got stuck._ Yousign sells digital trust (e-signature, identity verification, electronic seal) into a buyer base where titles are wildly inconsistent. One company has a Chief Compliance Officer. The next has a Head of Legal Ops. The third has a VP of Risk. Same buying decision, three different titles. That's brutal for outbound. * Evaboot could find one persona at a time. If a target account didn't have a "Chief Compliance Officer," that account was effectively dead, even though the right buyer was sitting one title over. * No API meant CSV hell. Every list was a download → manual cleanup → manual import into Salesforce. Ops spent more time on plumbing than on prospecting strategy. * BetterContact filled the enrichment gap, but as a separate vendor with a separate contract, and the combined waterfall still capped out at \~55% on email + phone. * Custom glue logic for dedup and Salesforce sync was a homemade fix. It worked. It was also fragile. * The result: a 20-BDR sales team underfed on accounts where the "obvious" persona didn't exist on LinkedIn. The solution ## How Pipecorn _solved it._ Paul rebuilt the workflow inside Clay, with Pipecorn's API as the data engine. The trick: a waterfall persona logic that guarantees coverage even when titles are inconsistent. Most outbound tools find one persona per account; Yousign needed a fallback ladder that hits the right buyer no matter what they're called. * Source the company. Pipecorn returns the org via API. * Try Persona A (e.g. Chief Compliance Officer). Found? Capture. Not found? Fall through. * Try Persona B (e.g. Head of Legal Ops). Found? Capture. Not found? Fall through. * Try Persona C (e.g. VP of Risk / Compliance Manager). Found? Capture. * Stop when 3 contacts per account are captured. * Enrich: Pipecorn's waterfall delivers 85% combined email + phone hit rate. * Dedup against Salesforce. Skip any contact already owned. * Push the rest into Salesforce. Assigned, dial-ready. > Every account gets 3 verified contacts. No matter how niche the title. Paul de Framond, Senior Growth Outbound How the team operates ## 3 ops people run the Clay engine that feeds 20 BDRs. Paul and 2 ops colleagues maintain the Clay workflow, tweaking persona ladders, ICP filters, and Salesforce routing. Every week the engine processes 50 accounts per BDR × 20 BDRs = 1,000 enriched accounts, each with 3 verified contacts, all auto-synced to Salesforce. The BDRs don't build lists. They open Salesforce and call. Growth OutboundPaul de Framond + 2 opsConfigured the Clay workflow once: Pipecorn API for sourcing + waterfall persona logic + enrichment, dedup against Salesforce, push net-new contacts only. Waterfall persona ladder · stops at 3 verified contacts per account Chief Compliance OfficerPersona A · primary target Head of Legal OpsPersona B · fallback if A missing VP of Risk / Compliance ManagerPersona C · fallback if A & B missing Pipecorn API inside ClayEach captured persona runs through Pipecorn's waterfall (100+ providers) for verified email + mobile: 85% combined hit rate, deduped against Salesforce, only net-new contacts pushed. Sales team20 BDRsOpen Salesforce, work the queue: 50 accounts × 3 verified contacts each per week. No list-building, no CSV cleanup. Just dial and email. Use cases ## 4 ways Yousign uses Pipecorn. 1. 01 ### Waterfall persona logic: three titles, one buyer The Clay workflow walks a fallback ladder per account: Persona A → Persona B → Persona C, stopping once 3 contacts are captured. A Chief Compliance Officer, a Head of Legal Ops, and a VP of Risk are the same buying decision wearing three different hats. Yousign's BDRs now reach whichever one actually exists at the target company. 2. 02 ### Pipecorn API replaces Evaboot + BetterContact Sourcing, persona finding, and waterfall enrichment all run behind a single Pipecorn endpoint inside Clay. Email + phone hit rate climbed from 55% to 85% on the same accounts, and the second vendor contract went away with it. 3. 03 ### Direct Salesforce sync, zero glue Clay handles dedup against Salesforce and pushes only the net-new contacts. The custom scripts that used to bridge Evaboot's CSV exports to Salesforce (Paul's team's homemade fix) are gone. The pipeline is one workflow end-to-end. 4. 04 ### 1,000 enriched accounts per week, on autopilot 20 BDRs × 50 accounts each per week = 1,000 enriched accounts landing in Salesforce, each with 3 verified contacts. The BDRs don't build lists anymore. They open Salesforce and call. ## More customer stories [Case studyUber“15% of our new pipeline last quarter came from new hires. We wouldn't have spotted them without Pipecorn.”Baptiste, Sales Manager, Uber](https://pipecorn.com/usecase/uber)[Case studyWeYou Group“We replaced Evaboot with Pipecorn and plugged it straight into our CRM via API. Email enrichment doubled, we started cold calling for the first time, and every SDR went from 10 to 15 meetings a week. Across 35 SDRs, that's a different business.”Alexis Gadrat, Head of Sales, WeYou Group](https://pipecorn.com/usecase/weyou-group)[Case studyQevlar AI“From cold lists to 50+ Enterprise meetings a month without adding a single SDR.”Thomas Bartelt, Go-to-Market Engineer, Qevlar AI](https://pipecorn.com/usecase/qevlar-ai)[Case studyScalefast“We catch a new hire on day 1 Clay would surface them 3 to 6 months in. That gap is the whole game.”Alex Jaglale, Founder, Scalefast](https://pipecorn.com/usecase/scalefast)[Case studyBonx“We didn't replace Clay we filled the gap Clay couldn't. Pipecorn found the Italian manufacturers Clay didn't index, and gave us phone numbers that actually rang. That's how we booked +6 meetings per rep in a market we couldn't crack before.”Malo Brinquin, GTM Engineer, Bonx](https://pipecorn.com/usecase/bonx)[InterviewHyperline“From half a day to build a call list to one hour. Sales now own their pipeline ideas they tell me 'I want to try this segment' and we have it in Attio in an hour. They're more excited to call lists they helped build, and the pick-up rate shows it.”Quentin Kozyra, Head of Growth, Hyperline](https://pipecorn.com/usecase/hyperline) [View all customers →](https://pipecorn.com/usecase) See it for yourself Want the same playbook Yousign uses? Book a 20-minute demo with Pipecorn. [Book a demo →](https://zcal.co/t/pipecorn/discovery)