Clarify

BACKGROUND

Please describe your company and position.

I am the Senior Field Marketing Manager of Rubrik

Describe what your company does in a single sentence.

Organisations rely on Rubrik for resilience against cyber attacks and operational disruptions with automation, fast recovery and easy cloud adoption.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Clarify to accomplish?

• Create a focused, scalable 1 ABM framework to prioritise high-value accounts and bring consistency to how they are approached.
• Develop relevant account-level messaging and content aligned to priority audiences, personas and business needs, improving engagement and creative consistency.
• Strengthen sales and marketing alignment by giving SDRs clear, account-relevant messaging and activation guidance to support stronger pipeline generation.

SOLUTION

How did you find Clarify?

Referral

Why did you select Clarify over others?

• Pricing fit our budget
• Great culture fit
• Referred to me

How many teammates from Clarify were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Clarify mapped existing account plans into a per-account messaging strategy, creating tailored hero messages aligned to a unifying creative theme across high-priority accounts. Creative concepts were refined to suit different audiences and key personas, ensuring relevance across accounts. Content was adapted for digital activation and structured to work within a scalable 1:few framework, supporting single or multi–line-of-business engagement. Sales enablement was embedded throughout, with clear activation guidance created to help SDRs engage accounts more effectively.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

• Greater clarity and consistency in how priority accounts were approached 
• Improved alignment between marketing, sales, and external partners
• Increased focus on warm, high-value accounts over broad, inefficient outreach
• Stronger sales enablement through account-relevant messaging and guidance
• A scalable framework capable of adapting to changing account ownership and future audience segments

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Clarify managed the project well, with clear communication, strong organisation and good visibility of progress. They delivered to agreed timelines, responded quickly to feedback and adapted effectively as priorities evolved, while keeping sales and marketing stakeholders aligned.

What was your primary form of communication with Clarify?

• In-Person Meeting
• Virtual Meeting
• Email or Messaging App

What did you find most impressive or unique about this company?

Their ability to combine strategic thinking with practical execution. They quickly understood our priorities, brought structure to a complex programme and translated that into clear, relevant messaging and activity that our sales teams could actually use.

Are there any areas for improvement or something Clarify could have done differently?

Looking into ways to help us execute in quarter to show ROI, but I know this is something they've since developed.

BACKGROUND

Introduce your business and what you do there.

I’m the lead of the CEO office. We’re a fintech company that digitalizes and accelerates order-to-cash financial processes in the automotive sector. We simplify operations for dealerships and partners through the Bezahl.de and platforms.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Clarify?

Following a recent funding round, we set out to explore the North American automotive market to validate our product fit and understand the operational and technical realities required before making further investment decisions.

SOLUTION

What was the scope of their involvement?

Clarify helped us explore the US market. They identified six new sales and partnership opportunities. They also built a comprehensive US go-to-market (GTM) playbook, including ideal customer profile (ICP) definitions, buyer personas, validated messaging, and a phased market-entry strategy aligned with US dealer workflows. Moreover, they identified the earliest viable US entry points by mapping which dealer segments, workflows, and use cases presented the highest likelihood of early adoption and commercial traction.Additionally, Clarify completed a deep competitive and technology landscape analysis, mapping integration barriers, gaps, and whitespace opportunities to position our capability clearly against US incumbents.

What is the team composition?

We worked with 2–5 teammates from Clarify.

How did you come to work with Clarify?

They were referred to me.

What is the status of this engagement?

We worked together from June 2025–January 2026.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Clarify was brought in to define what a US GTM motion should look like and uncover the considerations, dependencies, and risks associated with US expansion. Working directly with the founders, Clarify engaged potential partners, dealer groups, and service centers to build a complete understanding of the market and the challenges we would be positioned to solve.Across a structured six-month partnership, Clarify led a series of market mapping engagements, testing approaches, messaging, and value propositions across a wide range of US buyer personas. The engagement focused on enterprise, account-based market understanding across dealer groups ranging from three rooftops to 100+.Moreover, they provided iterative validation and message testing with CFOs, controllers, service leaders, general managers, and innovation teams. They also conducted technology, workflow, and partnership analysis to assess integration barriers, competitive positioning, and potential entry points.

How did Clarify perform from a project management standpoint?

They delivered on time. They communicated through virtual meetings, emails, and messaging apps.

What did you find most impressive about them?

We had a good engagement with them.

Are there any areas they could improve?

There’s nothing they need to improve.

BACKGROUND

Please describe your company and position.

I am the Growth Marketing of Asset Class

Describe what your company does in a single sentence.

Asset Class is a fund operations platform built natively on Salesforce that helps private capital firms streamline and digitize their front, middle and back office operations.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Clarify to accomplish?

• Follow up BDR activity into a curated list of target accounts identified for a specific ABM campaign
• Opportunity and pipeline generation into our existing ABM account list, alongside a net new target account list

SOLUTION

How did you find Clarify?

Online Search

Why did you select Clarify over others?

• High ratings
• Pricing fit our budget

How many teammates from Clarify were assigned to this project?

2-5 Employees

Describe the scope of work in detail. Please include a summary of key deliverables.

Clarify partnered with Asset Class to support a targeted ABM and pipeline generation strategy, initially engaging a curated list of contacts through a highly personalised direct mail campaign before expanding into competitive displacement outreach against incumbent platforms.

Our team focused on driving meaningful conversations with senior stakeholders and increasing brand visibility 

Alongside generating qualified opportunities, the engagement provided valuable market insight around buying cycles, renewal timing, and common barriers to technology adoption, helping ensure Asset Class remained front of mind with prospective customers for future opportunities.

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

• Generated sales demos with senior stakeholders 
• Built a strong, qualified pipeline 
• Secured new client logos

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Weekly alignment calls were scheduled throughout the engagement, during which the Clarify team would walk us through a structured tracker covering KPIs, activity volumes, lead updates, and next week's planned actions.

Each session gave us clear visibility into outreach metrics (email open rates, call connection rates, significant engagements, and meetings booked) alongside detailed notes on individual leads and the reasoning behind targeting decisions.

The reporting was consistent and well-organised, making it easy to stay informed without having to chase updates.

Any adjustments to the outreach strategy, such as shifting persona focus, were flagged proactively and actioned quickly.

Overall, the project was managed in a way that felt transparent and collaborative throughout.

What was your primary form of communication with Clarify?

Virtual Meeting

What did you find most impressive or unique about this company?

The transparency Clarify brought to the engagement stood out. The weekly calls gave us genuine insight into how our target customers were responding to our messaging in real time, what was resonating, what wasn't, and where objections were coming from. 

That kind of direct market feedback is difficult to get any other way, and it proved just as valuable as the meetings themselves.

Their attention to detail in how they documented and reported on each interaction made it easy to trust the process and act on what we were hearing.

Are there any areas for improvement or something Clarify could have done differently?

No major areas for improvement