phone-verification-waterfall

STAGE 1: PULL LEADS          STAGE 2: APOLLO PHONE      STAGE 3: CLAY WATERFALL    STAGE 4: HUBSPOT SYNC    STAGE 5: CALLABLE QUEUE
──────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────
HubSpot Query       →     Apollo People Match    →    Clay Enrichment       →   Update Phone Field   →    Prioritized CLI
phone = null/empty  →     (Name + Email + Org)   →    (Multiple Providers)  →   (API bulk update)    →    ICP Score Sort
lifecycle_stage     →     Return: Verified #     →    Return: Verified #    →   Mark: enriched_at    →    Intent Signals
!= 'customer'       →     Success Rate: 40-50%   →    Success Rate: 30-40%  →   (Contact & Company) →    Output: CSV + Chat
No Excluded Owner   →     (No cost)              →    (Find + Enrich)        →   Log completion       →    Time-to-dial: <5s
Golden Rules Pass   →                            →                          →                        →

Criteria (ALL must match):
- phone IS NULL OR phone = '' (empty string)
- lifecyclestage != 'customer'
- NOT hubspot_owner_id IN (82625923, 423155215, 190030668)
  (Exclude AEs: Lex Evans, Ron Epstein, Phillip Sandler)

Golden Rules Hard Gate (SKIP if ANY match):
- first_conversion contains ['Pearl', 'setup', 'Connect', 'signup']
  (Existing product engagers — not cold prospects)
- company.device_count >= 1
  (Already owns equipment — likely existing relationship)
- is_channel = true
  (Channel partners excluded)
- engagement_overview contains ['Pearl', 'trial', 'demo', 'customer']
  (Existing touchpoints)

Input:  contact_id, first_name, last_name, email, company_name
        ↓
apollo_people_match(
  first_name: "{first_name}",
  last_name: "{last_name}",
  email: "{email}",
  organization_name: "{company_name}",
  domain: "{company_domain}",
  reveal_personal_emails: false
)
        ↓
Output: phone (mobile_phone or corporate_phone, verified)
        ↓
Match rate: 40-50% success (Apollo baseline)
        ↓
NO COST — Apollo is included free

find-and-enrich-contacts-at-company(
  companyIdentifier: "{company_domain}",
  contactFilters: {
    job_title_keywords: extracted from hs_job_title,
    locations: optional if available
  },
  dataPoints: {
    contactDataPoints: [
      { type: "Email" },
      { type: "Summarize Work History" }
    ]
  }
)

add-contact-data-points(
  taskId: "{from find-and-enrich response}",
  dataPoints: [
    { type: "Custom", customDataPoint: "phone number from multiple providers" }
  ],
  entityIds: [extracted contact IDs]
)

find-and-enrich-list-of-contacts(
  contactIdentifiers: [
    {
      contactName: "{first_name} {last_name}",
      companyIdentifier: "{company_domain}"
    }
  ],
  dataPoints: {
    contactDataPoints: [
      { type: "Custom", customDataPoint: "verified phone number" }
    ]
  }
)

Batch update HubSpot contacts:
For each contact:
  UPDATE contact {contact_id}
  SET:
    phone = "{verified_phone}"
    phone_source = "apollo" OR "clay" (track origin)
    phone_verified_at = NOW()
    phone_waterfall_pass = true

Log event to company:
  ADD ACTIVITY: "Phone verified via Apollo/Clay waterfall"
  (Creates audit trail for Sales)

═══════════════════════════════════════════════════════════════════════════════
CALLABLE QUEUE — Phone Waterfall Results
Generated: {timestamp} | Success Rate: {70-80%}
═══════════════════════════════════════════════════════════════════════════════

SUMMARY:
Total Leads Pulled:        {N}
Apollo Matches:            {X} ({X%})
Clay Enrichments:          {Y} ({Y%})
Total Verified Phones:     {X+Y} ({(X+Y)%})
HubSpot Updated:           {X+Y}
ATL Contacts:              {A} ({A%})
Gray Zone:                 {G} ({G%})
BTL Contacts:              {B} ({B%})

READY TO DIAL (sorted ATL first, then ICP score + intent):

 #  │ NAME              │ TIER │ TITLE            │ COMPANY           │ PHONE        │ ICP  │ VERTICAL     │ INTENT SIGNAL
────┼──────────────────┼──────┼──────────────────┼──────────────────┼──────────────┼──────┼──────────────┼─────────────────
  1 │ Jane Smith       │ ATL  │ VP IT/AV         │ Stanford Univ    │ (650)xxx-xxx │ 93   │ Higher Ed    │ New AV role + hiring
  2 │ Mike Johnson     │ ATL  │ Dir Technology   │ Federal Courts   │ (202)xxx-xxx │ 87   │ Courts/Legal │ Extron aging out
  3 │ Sarah Chen       │ GRAY │ Manager IT       │ UCSF Medical     │ (415)xxx-xxx │ 78   │ Healthcare   │ Facility upgrade
  4 │ David Lee        │ BTL  │ AV Technician    │ Cisco Corp       │ (408)xxx-xxx │ 82   │ Corp AV      │ Meeting room reno
  5 │ ...              │ ...  │ ...              │ ...              │ ...          │ ...  │ ...          │ ...

═══════════════════════════════════════════════════════════════════════════════
DIALER QUICK LINKS:
- Download CSV:        [queue.csv]
- Import to Dialpad:   [sync button]
- Import to Aircall:   [sync button]
- By Company:          [grouped view]
- By Vertical:         [vertical view]
- By ATL/BTL Tier:     [tier view]

NEXT STEPS:
1. Prioritize ATL contacts first (decision-makers with budget authority)
2. Review GRAY zone contacts for manual budget authority verification
3. Import to your dialpad tool
4. Dial 50+ per day, log outcomes, let Sales Engagement cadences trigger

═══════════════════════════════════════════════════════════════════════════════

IF reply_scan_found_lead AND lead.phone IS NULL
  IF lead.icp_score >= 80 AND lead.priority = 'high'
    → TRIGGER immediate apollo_people_match(lead)
    → IF success: append phone, mark urgent_dial = true
    → ELSE: queue for next waterfall run
  ELSE
    → Queue for next scheduled waterfall (Mon or Wed 6:15 AM)

MONDAY MORNING SEQUENCE:
6:00 AM  → bdr-v3-prospect-enrich (refresh prospect company data)
6:15 AM  → phone-verification-waterfall-skill (verify phones on refreshed data)
6:30 AM  → bdr-v3-prospect-refresh (refresh deal velocity metrics)

WEDNESDAY MORNING SEQUENCE (mid-week refresh):
6:00 AM  → bdr-v3-prospect-enrich (refresh prospect company data)
6:15 AM  → bdr-v3-phone-waterfall-midweek (verify phones on mid-week refreshed data)
6:30 AM  → bdr-v3-prospect-refresh (refresh deal velocity metrics)

✅ Phone Waterfall Complete (Mon 6:15 AM)
   Pulled:       {N} leads
   Verified:     {X+Y} phones ({%})
   HubSpot Sync: ✓
   Queue:        Ready to dial
   Leads/hour:   {rate}

⚠️ Phone Waterfall Partial (Mon 6:15 AM)
   Apollo completed ({X%})
   Clay failing — check credits
   Manual action: Continue with Apollo-only queue

INPUT: HubSpot query finds 247 contacts with phone = null and meeting Golden Rules

APOLLO STAGE (2 min):
  Batched 247 into 5 parallel requests
  Success: 118 phones verified (47.8%)
  → Synced 118 to HubSpot immediately
  → Remaining: 129 needs Clay

CLAY STAGE (4 min):
  Batched 129 into company+title groups
  Ran find-and-enrich-contacts-at-company for each company
  Waterfall returned phones for 41 additional contacts (31.8%)
  → Synced 41 to HubSpot
  → Final miss: 88 (no phone found)

SYNC STAGE (30 sec):
  HubSpot batch updated 159 contacts (118 Apollo + 41 Clay)
  Tagged phone_source = 'apollo' or 'clay'

QUEUE STAGE (30 sec):
  Sorted 159 by ICP score (Higher Ed first, K-12 last)
  Output: Callable queue ready for 50+ dials

TOTAL TIME: 7 min 30 sec | CALLABLE: 159 verified | SUCCESS: 64.4%