Contact coverage reached 97.8% as the database grew to approximately 794 contacts
Using Claude Code and Claude Sonnet, an automated workflow enriched Medinous’ contact data and matched people to the right accounts. It also classified buying roles and showed the remaining coverage gaps in a live tracker.
The Opportunity
Medinous had 480 contacts in a separate file, while 67 accounts had no contacts. The team could not easily see which roles were represented or where important gaps remained. That limited account level visibility for targeted outreach.
The Transformation
Using Claude Code and Claude Sonnet, an automated workflow enriched contact details and matched them to the right accounts. It classified each person by ABM level and updated a live, color coded tracker that calculated the remaining coverage gaps.
Enrich Missing Contact Details
A script filled missing contact information and expanded Medinous’ usable contact base.
Match Contacts to the Right Accounts
Claude matched each enriched contact with the appropriate account, replacing the disconnected contact file with an account level view.
Classify Buying Roles
Claude Sonnet classified contacts across three ABM levels: C suite, IT and Other. This made role coverage easier to understand.
Keep Coverage Gaps Visible
A live tracker color coded accounts and calculated gaps in role coverage, making it easier for Medinous to prioritize contact building.
Contacts available for account based sales and marketing
Accounts with at least one identified contact
C suite, IT and Other contacts classified for ABM visibility
Color coded account coverage with remaining contact gaps clearly identified