Intent
Segment TAM before you buy intent
Map segments first. Then Clay signals, sequences, and weights per group — not one generic feed.
The loop
- 01Map TAM segments before any intent toolGroup by company stage, tech stack, or use case. One list is not a segment.
- 02Write how each segment researchesEnterprise committee vs SMB founder. They do not evaluate the same way.
- 03Configure Clay signals per segmentDifferent thresholds and topics for each group. One generic feed is the failure mode.
- 04Route into a segment-specific sequenceSalesforce or HubSpot. The copy matches the segment, not a shared drip.
- 05Weight and measure by segmentScore committee signals vs individual research. Keep the segments that predict pipeline.
Most teams buy an intent tool, point it at the whole TAM, and wonder why the alerts are noise. Adnan Manna’s order is the other way around: segment the market first — company stage, tech stack, or use case — then configure tracking for how each group actually researches. Enterprise committees leave a different trail than an SMB founder doing the research themselves. One threshold, one topic list, and one sequence treats those as the same buyer.
Clay is the place the segments become columns. Different signal thresholds and topics per group, then a Salesforce or HubSpot sequence that matches the segment — not a shared drip. Weight the hits the way that segment buys, and measure conversion by segment so you can kill the generic feed. The post does not publish a campaign number. The claim is the order: TAM, then intent, not the other way around.
