# Ironclad increases qualified pipeline with Actively AI's GTM Superintelligence

**About Ironclad**  
Ironclad, founded in 2014, has become a leading AI-powered contract lifecycle management platform serving companies like L'Oréal, OpenAI, and Cisco. Given the company’s ambitious growth goals, leadership faced a critical question: how could they use AI to drive more efficient growth, particularly in go-to-market operations?

**THE CHALLENGE**  
### Doing More with Less  
In 2023, Ironclad wasn’t seeing the outbound pipeline it needed at a sustainable cost and downscaled the BDR team. This created a new problem: In a period of explosive growth for the company, matched with an increasingly competitive landscape - the Ironclad BDR team was tasked with delivering more value while headcount remained flat. The team had to cover more accounts while managing multiple tools that generated an overlapping and a high volume of intent signals - not to mention years of interaction data - which often proved overwhelming for the team.

On the outbound side, landing the right message to the right persona via the right channel was a core challenge. Reps would:

- Spend **hours** digging through data for quality account research
- Chase intent signals without clarity on why there was a good fit
- Rely on high-volume calling while historical context was buried

The central question became: how could Ironclad generate more qualified pipeline with fewer resources?

**The Solution**  
### Why Ironclad Chose Actively AI's Custom Reasoning AI Engine

After evaluating more than 15 AI solutions and conducting multiple trials, Ironclad selected Actively AI for its ability to:

1. Customize highly accurate reasoning models specifically to Ironclad's GTM motion
2. Unify disparate data sources into actionable intelligence
3. Extract meaningful recommendations from unstructured data

During the proof of concept, Actively AI quickly integrated with Ironclad's systems and began delivering results immediately.

#### "Actively AI’s velocity, ease of integration, and ability to fine-tune its revenue optimization models to Ironclad were unlike anything we’d seen. Reps booked quality meetings on day one. That’s how seamless it was, and the AI keeps improving as it learns our business."

**Sarah Katinger**  
Director of Marketing Operations, Ironclad

### Key Outcomes and Use Cases

**01 — Daily Targeted Outbound**  
Each morning, **Actively AI** analyzes a BDR’s entire territory and identifies the top contacts most likely to convert. For each contact, it provides:

- **Data-backed hypotheses** on why and how to engage that account and individual, informed by a reasoning model trained on Ironclad’s closed-won data
- **ICP contacts** with verified jobs and emails as well as suggestions on multi-threading
- Relevant **email drafts** in Outreach, plus **account intelligence** for call scripts in their dialer

BDRs now spend their time strategically engaging prospects rather than mining Salesforce or job boards.

#### "We now have a daily, data-driven playbook that gives us visibility to the accounts that matter most and a streamlined, effective way to tackle them."

**Vivian Nguyen**  
Head of Sales Development, Ironclad

**02 — Driving Pipeline from Marketing/Unowned Accounts**  
Ironclad's CRM contains over 100,000 unowned or marketing-assigned accounts with significant revenue potential. While other tools help identify some prospects, Actively AI's deep scoring mines this account pool daily across a wider range of data points, surfacing high-propensity leads that might have been overlooked—whether they attended a webinar 16 months ago or recently hired a Legal Ops Manager.

#### “As a CMO, you fear data sitting unused and quality leads not properly engaged. Actively AI synthesizes everything, so reps know who to target and why. It’s exciting to see that pipeline come to life.”

**Leslie Henthorn**  
Chief Marketing Officer, Ironclad

**03 — New Product ↔ Revenue Loop**  
When Ironclad introduced **Jurist,** a multi-agent legal AI assistant, the marketing team created positioning and messaging. When it came time to identify **the right prospects**, Actively AI **scanned** past calls, emails, and RFPs for AI or automation needs, letting BDRs and AEs re-engage the right accounts with precisely timed messaging for this innovative new product.

#### “Actively AI minimizes the gap between marketing ideas and pipeline creation. It automates research, prioritization, and contact-finding so reps can focus on real conversations. Challenges in these areas often result in marketing leads going unworked by sales – Actively AI ensures this doesn’t happen.”

**Leslie Henthorn**  
Chief Marketing Officer, Ironclad

**04 — Data Enrichment for Targeted Marketing Campaigns**  
Ironclad has years of historical sales and marketing data, including hundreds of daily prospect conversations scattered across systems.

Actively AI's intelligence layer mines this information to identify accounts and contacts for specific campaigns—whether targeting companies using competitors or those interested in AI. This capability helps GTM Operations support Marketing and Sales on critical engagement initiatives.

**Impact**  
### 10s of millions in Qualified Pipeline and Maximized Data ROI  
Within six months, Ironclad attributed 10s of millions in qualified pipeline to Actively AI, proving pipeline could grow while keeping the same headcount. Given the efficiency gains to the function, Ironclad is now hiring more reps.

#### “Actively AI is a machine for efficiency and quality pipeline creation. With the use cases spanning GTM operations, marketing, and sales, everyone sees the benefits.”

**Sarah Katinger**  
Director of Marketing Operations, Ironclad

**Looking Ahead**  
### Expanding Across the Sales Team  
Building on success with the business development team, Ironclad is looking to expand Actively AI to support AE-sourced revenue. The plan involves collaborating with Actively AI to customize enterprise workflows for AEs who require precise, well-researched targeting. Actively AI's "deep reasoning" approach aligns with Ironclad’s move toward full-cycle AEs that can manage buyers from outreach to expansion.

#### “The ROI we’ve seen makes Actively AI a no-brainer for any GTM org chasing ambitious revenue goals. And working with a world-class product & engineering team at Actively AI ensures we can keep innovating together as AI and GTM continue to evolve.”

**Jeremy Smith**  
President, Ironclad