An 86% cut in fixable sync errors, and a scoring model built to last
How Equanax repaired a broken Outreach-to-Salesforce integration and built a deterministic ICP scoring model for one of a US sales consultancy's own clients.
Client: Anonymised at client request: a US sales consultancy
Sector: US sales consultancy
Engagement: Outreach-Salesforce sync remediation, plus a Clay ICP scoring model
Headline result: approximately 86% reduction in fixable sync errors
The problem
The client is a US sales consultancy. Part of its work involves managing the Outreach-to-Salesforce integration inside its clients' revenue stacks, the pipe that keeps sequencing activity, contact records and deal data lined up between the two platforms. In one enterprise client's environment, that pipe was failing often enough that fixable sync errors, the kind that have a clear, correctable cause rather than a one-off edge case, were building up and undermining confidence in the data on both sides. When a sync silently drops or misroutes updates, every report, forecast and handoff built on top of it inherits the doubt. Nobody downstream can tell which numbers to trust.
The build
Equanax ran a full audit of the sync pipeline between Outreach and Salesforce: mapping where records were failing to reconcile, isolating which failures were genuinely fixable versus which were structural noise, and working through the fixable set systematically. The remediation was verified against a fixed before/after baseline, not judged by feel, so the improvement could be measured rather than asserted. Separately, for one of the consultancy's own clients, Equanax built a Clay ICP scoring model: a deterministic, multi-factor system for scoring how well an account fits the client's ideal customer profile. The model shipped with full operator documentation, so the client's own team could run, audit and maintain it without needing Equanax in the room.
The result
Approximately 86% reduction in fixable sync errors. This is the single most precisely quantified outcome in Equanax's delivery record: a measured before/after result, not a rounded-up estimate or a dramatised headline figure.
What changed
Data reliability across the sync improved directly and measurably, and reliable sync data is the precondition for everything a revenue team does on top of it, from forecasting to reporting to knowing which accounts to prioritise next.
See what this looks like for your stack
If your CRM and outreach tools are meant to be in sync and you are not confident they actually are, that is worth a look before it costs you a quarter of bad data.
