Scale
Enrich a 60-million-contact CRM
Functions, credit ROI, and what survives at tens of millions of HubSpot records.
Read the sourceClay — How HubSpot Runs Clay Across a 60-Million-Contact CRMClay ↗Most Clay tutorials assume a campaign-sized table. Faris Sumadi’s HubSpot write-up is the other end: tens of millions of companies, enrichment that has to be idempotent, and Functions that reps can call without forking the source of truth.
The playbook is less “add columns until it works” and more platform engineering: standardize inputs, wrap repeatable enrichments as Functions, write back to the CRM of record, and treat credit burn as a product metric. Waterfalls still matter — you cannot afford four paid hits per row at this volume.
Steal the operating model: GTM engineering at this scale is an internal platform. The table is a prototype; the Function is the release.
The loop
- Keep Salesforce/HubSpot as source of truth; Clay is the engine, not a second CRM.
- Wrap proven enrichments as Functions so reps don’t copy tables.
- Waterfall providers and short-circuit on the first good hit.
- Write back only fields you can name, monitor, and roll back.
- Review credit ROI the same way you’d review a cloud bill.
Featured from a public write-up. Read the original at Clay — How HubSpot Runs Clay Across a 60-Million-Contact CRM. Author: Faris Sumadi · LinkedIn · Site.