Target Account List — Clay Table Export
Overview
| Metric | Count |
|---|---|
| Total Accounts | 120 |
| Tier 1 (1:1 plays) | 25 |
| Tier 2 (1:few plays) | 75 |
| Tier 3 (programmatic) | ~200 (criteria-based, sourced in Clay via filters) |
This document contains every named account from the approved TAL, formatted as a Clay-ready table with enrichment columns, scoring, and workflow definitions. Tier 3 accounts are sourced programmatically in Clay using the filter criteria at the bottom of this document -- 20 representative examples are included.
Clay Table Schema
Column Definitions
| Column | Description | Enrichment Source |
|---|---|---|
| Company | Account name | Manual / TAL import |
| Domain | Primary website domain | Manual / TAL import |
| Tier | 1, 2, or 3 | Manual / TAL import |
| Segment | Industry vertical (Carrier-US, Carrier-CA, TPA, PI Law, Defense Law, IME, WC Specialist) | Manual / TAL import |
| HQ Location | City, State/Province | Clay: Clearbit / LinkedIn enrichment |
| Employee Count | Range bucket | Clay: Clearbit / LinkedIn enrichment |
| Annual Premium / Revenue | Estimated size indicator | Clay: Clearbit / ZoomInfo enrichment |
| Claims Platform | Guidewire, Duck Creek, Majesco, Origami Risk, Other, Unknown | Clay: BuiltWith / HG Insights enrichment |
| Document Management | SharePoint, Hyland OnBase, Laserfiche, Other, Unknown | Clay: BuiltWith / HG Insights enrichment |
| Current Doc Review Vendor | DigitalOwl, InPractice, EvenUp, InQuery, Internal, None, Unknown | Clay: G2 intent + manual research |
| LinkedIn Company URL | Company LinkedIn page | Clay: LinkedIn enrichment |
| Recent Funding | Last funding round / IPO / M&A event | Clay: Crunchbase enrichment |
| Key Contact 1 — VP Claims / CCO | Decision Maker persona | Clay: Apollo / LinkedIn Sales Nav |
| Key Contact 2 — Claims Ops Manager | Champion persona | Clay: Apollo / LinkedIn Sales Nav |
| Key Contact 3 — IT Director / CTO | Influencer persona | Clay: Apollo / LinkedIn Sales Nav |
| Key Contact 4 — CISO / Compliance | Blocker persona | Clay: Apollo / LinkedIn Sales Nav |
| Intent Signals to Monitor | Account-specific triggers to watch | Manual / Intelligence framework |
| Recommended Play | Primary ABM play for this account | Manual / TAL + plays mapping |
| Priority Score | 0-100 composite score | Calculated (firmographic 35% + technographic 20% + behavioral 30% + engagement 15%) |
Tier 1 Accounts — Full Detail (25 accounts)
U.S. Carrier Targets (15)
| Company | Domain | Segment | HQ Location | Employee Count | Annual Premium | Claims Platform | Doc Mgmt | Current Vendor | LinkedIn URL | Recent Funding/Event | Key Contact: Decision Maker | Key Contact: Champion | Key Contact: Influencer | Key Contact: Blocker | Intent Signals to Monitor | Recommended Play | Priority Score |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| State Farm | statefarm.com | Carrier-US | Bloomington, IL | 65,000 | $82B+ | Enrich | Enrich | Enrich | Enrich via Clay | N/A — mutual | Chief Claims Officer | VP Claims Operations | CIO / VP Technology | CISO | Job postings for claims analysts; earnings mentions of claims efficiency; leadership changes | New Leader / Carrier ROI | 90 |
| Progressive | progressive.com | Carrier-US | Mayfield Village, OH | 55,000 | $65B+ | Enrich | Enrich | Enrich | Enrich via Clay | Public company | Chief Claims Officer | VP Claims Innovation | CTO | CISO | Tech innovation announcements; auto injury claims volume trends; Q earnings calls | New Leader / Carrier ROI | 88 |
| Berkshire Hathaway (GEICO) | geico.com | Carrier-US | Chevy Chase, MD | 40,000+ | $40B+ (GEICO) | Enrich | Enrich | Enrich | Enrich via Clay | Berkshire subsidiary | GEICO Claims VP; MedPro VP Claims | Claims Operations Director | VP Technology | Compliance Officer | MedPro med mal volume; GEICO auto BI claims; Berkshire insurance ops consolidation | Carrier ROI / Multi-Entity | 87 |
| Allstate | allstate.com | Carrier-US | Northbrook, IL | 53,000 | $51B+ | Enrich | Enrich | Enrich | Enrich via Clay | Public company; Arity subsidiary | Chief Claims Officer | VP Claims Operations | CTO; Arity leadership | CISO | Arity data investments; claims automation mentions in earnings; leadership changes | New Leader / Carrier ROI | 86 |
| Liberty Mutual | libertymutual.com | Carrier-US | Boston, MA | 45,000 | $50B+ | Enrich | Enrich | Enrich | Enrich via Clay | Mutual — Helmsman TPA subsidiary | VP WC Claims; Helmsman leadership | Claims Operations Director | CIO | CISO | Helmsman TPA modernization; WC claims volume; KEMI-lookalike signals | Carrier ROI + TPA Entry (Helmsman) | 88 |
| Travelers Companies | travelers.com | Carrier-US | Hartford, CT | 30,000 | $3.8B WC DPW | Guidewire (confirmed) | Enrich | Enrich | Enrich via Clay | Public company; AI investment announcements | Chief Claims Officer | VP WC Claims | CTO | CISO | Public AI strategy updates; Guidewire Summit attendance; WC premium volume changes | Carrier ROI / WC Anchor | 92 |
| The Hartford | thehartford.com | Carrier-US | Hartford, CT | 18,000 | #1 WC market share | Guidewire (confirmed) | Enrich | Enrich | Enrich via Clay | Public company | Chief Claims Officer | VP Claims | CIO | CISO | WC market share changes; Guidewire Summit attendance; claims efficiency earnings mentions | Carrier ROI / WC Anchor | 91 |
| Chubb | chubb.com | Carrier-US | Whitehouse Station, NJ | 34,000 | $33B+ NPW | Enrich | Enrich | Enrich | Enrich via Clay | Public company ($100B+ market cap); ESIS TPA subsidiary | Chief Claims Officer; ESIS VP Claims Ops | Claims Operations Director | VP Innovation | CISO | ESIS TPA modernization; Fortune 500 tech investments; innovation team hires | Carrier ROI + TPA Entry (ESIS) | 89 |
| AIG | aig.com | Carrier-US | New York, NY | 26,000 | $27B+ | Enrich | Enrich | Enrich | Enrich via Clay | Corebridge spin-off (2024) | Chief Claims Officer | VP Claims Operations | CTO | CISO | Post-Corebridge P&C focus; commercial claims complexity; leadership changes | New Leader / Carrier ROI | 84 |
| Nationwide | nationwide.com | Carrier-US | Columbus, OH | 24,000 | $30B+ | Enrich | Enrich | Enrich | Enrich via Clay | Mutual company | Chief Claims Officer | VP Claims | CIO | CISO | Claims automation investments; mutual company strategic planning cycles | Carrier ROI | 82 |
| CNA Financial | cna.com | Carrier-US | Chicago, IL | 5,700 | $12B+ | Enrich | Enrich | Enrich | Enrich via Clay | Public company; Loews subsidiary | VP Claims | Claims Director | CIO | CISO | Loews corporate innovation; commercial WC/GL claims volume; earnings calls | Carrier ROI | 80 |
| Zurich Insurance (NA) | zurichna.com | Carrier-US | Schaumburg, IL | 8,000 (NA) | $70B+ global | Enrich | Enrich | Enrich | Enrich via Clay | Global parent | NA Claims VP | Claims Operations Director | Zurich Innovation Hub | CISO | Innovation Hub initiatives; NA WC/GL volume; global parent tech investments | Carrier ROI | 81 |
| Erie Insurance | erieinsurance.com | Carrier-US | Erie, PA | 5,500 | $9B+ | Enrich | Enrich | Enrich | Enrich via Clay | Mutual company | VP Claims | Claims Director | CIO | Compliance Officer | Mid-size carrier tech adoption; regional conference attendance; WC claims growth | Carrier ROI | 78 |
| W.R. Berkley | berkley.com | Carrier-US | Greenwich, CT | 8,000 | $12B+ | Enrich | Enrich | Enrich | Enrich via Clay | 50+ operating units; Berkley Comp (pure WC) | Berkley Comp leadership; Corporate innovation | Operating unit claims chiefs | Corporate CTO | Corporate CISO | Individual operating unit adoption signals; Berkley Comp WC volume; decentralized tech decisions | Carrier ROI / Decentralized Entry | 79 |
| Markel Corporation | markel.com | Carrier-US | Glen Allen, VA | 3,000 (insurance) | $8B+ | Enrich | Enrich | Enrich | Enrich via Clay | Public company; Markel Ventures | VP Claims | Specialty division claims leaders | CIO | Compliance Officer | Specialty claims complexity; growth trajectory; insurance innovation conference attendance | Carrier ROI | 77 |
Canadian Carrier Targets (5)
| Company | Domain | Segment | HQ Location | Employee Count | Annual Premium | Claims Platform | Doc Mgmt | Current Vendor | LinkedIn URL | Recent Funding/Event | Key Contact: Decision Maker | Key Contact: Champion | Key Contact: Influencer | Key Contact: Blocker | Intent Signals to Monitor | Recommended Play | Priority Score |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Intact Financial | intact.net | Carrier-CA | Toronto, ON | 26,000 | $21B+ CAD | Enrich | Enrich | Enrich | Enrich via Clay | RSA acquisition (integrated) | Chief Claims Officer | VP Claims | CIO | CISO | RSA integration pressure; Toronto proximity; claims volume growth post-acquisition | Carrier ROI + Toronto Proximity | 90 |
| Desjardins (General Insurance) | desjardins.com | Carrier-CA | Levis, QC | 6,000 (GI) | $8B+ CAD | Enrich | Enrich | Enrich | Enrich via Clay | Cooperative model | VP Claims (GI division) | Claims Director | CIO | CISO | Cooperative strategic planning cycles; auto claims volume in QC/ON | Carrier ROI + Canadian Customer Proof | 82 |
| Aviva Canada | aviva.ca | Carrier-CA | Markham, ON | 4,000 | $6B+ CAD | Enrich | Enrich | Enrich | Enrich via Clay | Aviva plc subsidiary; Ontario auto focus | VP Claims | Claims Operations Manager | Aviva Global Innovation Network | CISO | Ontario auto claims regulation; global parent innovation budgets; Toronto proximity | Carrier ROI + Toronto Proximity | 83 |
| The Co-operators | cooperators.ca | Carrier-CA | Guelph, ON | 5,000 | $5B+ CAD | Enrich | Enrich | Enrich | Enrich via Clay | Cooperative; public AI investment announcements | VP Claims | Claims Operations Manager | CIO | CISO | Public AI investment signals; cooperative strategic planning; technology team hires | Carrier ROI + Canadian Customer Proof | 80 |
| Wawanesa Mutual | wawanesa.com | Carrier-CA | Winnipeg, MB | 2,500 | $4B+ CAD | Enrich | Enrich | Enrich | Enrich via Clay | Mutual; expanding US operations (California) | VP Claims; US Ops leadership | Claims Director | CIO | Compliance Officer | California expansion (highest WC premium state); US growth creating dual-market opportunity | Carrier ROI + US Expansion | 79 |
High-Value Non-Carrier Targets (5)
| Company | Domain | Segment | HQ Location | Employee Count | Revenue | Claims Platform | Doc Mgmt | Current Vendor | LinkedIn URL | Recent Funding/Event | Key Contact: Decision Maker | Key Contact: Champion | Key Contact: Influencer | Key Contact: Blocker | Intent Signals to Monitor | Recommended Play | Priority Score |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Sedgwick | sedgwick.com | TPA | Memphis, TN | 30,000 | $800M+ | Enrich | Enrich | Enrich | Enrich via Clay | PE-backed (Carlyle); largest TPA globally | Chief Innovation Officer | VP Claims Operations | CTO | CISO | TPA technology investments; carrier client influence; ITC/CLM conference presence | TPA ROI (AGS Rehab proof) | 93 |
| Gallagher Bassett | gallagherbassett.com | TPA | Rolling Meadows, IL | 7,000 | $500M+ | Enrich | Enrich | Enrich | Enrich via Clay | AJG subsidiary (Fortune 500) | VP Claims; Head of Innovation | Claims Operations Director | CTO | CISO | 800K+ new claims/year; tech-driven claims positioning; AJG corporate innovation | TPA ROI (AGS Rehab proof) | 90 |
| ExamWorks | examworks.com | IME | Atlanta, GA | 5,000 | PE-owned (largest IME) | N/A — IME | Enrich | Enrich | Enrich via Clay | PE-owned; largest national IME | COO | VP Operations | CTO | Compliance Officer | PE efficiency mandates; IME volume trends; IAIME/SEAK conference attendance | IME ROI (Turner Vocational proof) | 91 |
| Morgan & Morgan | forthepeople.com | PI Law | Orlando, FL | 1,000+ attorneys | Largest PI firm in US | N/A — law firm | Enrich | Enrich | Enrich via Clay | Rapid expansion; 50+ offices | COO; Head of Litigation Support | Director Legal Technology | CTO | N/A | PI caseload growth; multi-state office expansion; legal tech adoption signals | Legal ROI (20+ hrs/case) | 88 |
| Crawford & Company | crawfordandcompany.com | TPA | Atlanta, GA | 9,000 | Public (CRD); 70+ countries | Enrich | Enrich | Enrich | Enrich via Clay | Publicly traded; Broadspire TPA subsidiary | Broadspire leadership; Crawford Innovation | Claims Operations Director | CTO | CISO | Shareholder margin pressure; Broadspire modernization; investor presentation mentions of claims efficiency | TPA ROI (AGS Rehab proof) | 87 |
Tier 2 Accounts (75 accounts)
Segment A: Remaining Wisedocs Target Carriers (15)
| Company | Domain | Segment | HQ Location | Employee Count | Market | Claims Platform | Current Vendor | Intent Signals | Recommended Play | Priority Score |
|---|---|---|---|---|---|---|---|---|---|---|
| USAA | usaa.com | Carrier-US | San Antonio, TX | 37,000+ | US — military/veteran P&C | Enrich | Enrich | Military/veteran claims volume; auto BI trends | Carrier ROI | 75 |
| Farmers Insurance | farmers.com | Carrier-US | Woodland Hills, CA | 21,000+ | US — P&C | Enrich | Enrich | Auto/home claims volume; CA regulatory changes | Carrier ROI | 74 |
| American Family Insurance | amfam.com | Carrier-US | Madison, WI | 13,000+ | US — P&C | Enrich | Enrich | Tech investment announcements; mutual company cycles | Carrier ROI | 72 |
| Auto-Owners Insurance | auto-owners.com | Carrier-US | Lansing, MI | 5,000+ | US — P&C (top-20) | Enrich | Enrich | Regional carrier tech adoption; claims growth | Carrier ROI | 70 |
| Tokio Marine (US P&C) | tokiomarinegroup.com | Carrier-US | New York, NY | 3,000+ (US) | US — specialty | Enrich | Enrich | Global parent innovation; US WC/GL operations | Carrier ROI | 68 |
| Fairfax Financial (US ops) | fairfax.ca | Carrier-US | Toronto, ON | 5,000+ (US ops) | US — specialty (Zenith, Crum & Forster) | Enrich | Enrich | Canadian parent; WC via Zenith; cross-border opportunity | Carrier ROI + Canadian Parent | 70 |
| American Financial Group | afg.com | Carrier-US | Cincinnati, OH | 7,000+ | US — specialty | Enrich | Enrich | Specialty lines claims complexity | Carrier ROI | 65 |
| Cincinnati Financial | cinfin.com | Carrier-US | Fairfield, OH | 5,000+ | US — P&C | Enrich | Enrich | Mid-size carrier tech cycles; claims efficiency | Carrier ROI | 64 |
| Auto Club Enterprises (AAA) | aaa.com | Carrier-US | Costa Mesa, CA | 10,000+ | US — auto | Enrich | Enrich | Auto-focused claims; membership model scale | Carrier ROI | 66 |
| AXA (US P&C) | axa.com | Carrier-US | New York, NY | 5,000+ (US) | US — P&C | Enrich | Enrich | Global parent innovation budgets; US operations | Carrier ROI | 63 |
| TD Insurance | tdinsurance.com | Carrier-CA | Toronto, ON | 3,000+ | Canada — P&C | Enrich | Enrich | Bank-owned insurer tech budgets; Toronto proximity | Carrier ROI + Toronto Proximity | 72 |
| RSA Canada (Intact sub) | rsagroup.ca | Carrier-CA | Toronto, ON | 2,000+ | Canada — P&C (Intact subsidiary) | Enrich | Enrich | Post-Intact integration; subsidiary modernization | Carrier ROI + Toronto Proximity | 64 |
| Definity Financial | definityfinancial.com | Carrier-CA | Waterloo, ON | 3,000+ | Canada — P&C (recently IPO'd) | Enrich | Enrich | Recent IPO; tech-forward positioning; growth investment | Carrier ROI + Canadian Customer Proof | 71 |
| Travelers Canada | travelers.ca | Carrier-CA | Toronto, ON | 1,000+ | Canada — commercial | Enrich | Enrich | US parent on Tier 1; cross-border entry point | Carrier ROI (Travelers parent) | 66 |
| Northbridge Insurance | northbridgeinsurance.ca | Carrier-CA | Toronto, ON | 1,000+ | Canada — commercial (Fairfax sub) | Enrich | Enrich | Fairfax subsidiary; commercial claims complexity | Carrier ROI + Canadian Customer Proof | 63 |
Segment B: Workers' Compensation Specialists (15)
| Company | Domain | Segment | HQ Location | Employee Count | Focus | Current Vendor | Intent Signals | Recommended Play | Priority Score |
|---|---|---|---|---|---|---|---|---|---|
| AmTrust Financial | amtrustgroup.com | WC Specialist | New York, NY | 6,000 | Top 3 WC carrier | Enrich | WC claims volume trends; tech investments | WC Vertical (KEMI proof) | 76 |
| Employers Holdings (EIG) | employers.com | WC Specialist | Reno, NV | 500-1,000 | Pure WC focus | Enrich | Pure WC play; claims analyst job postings | WC Vertical (KEMI proof) | 74 |
| ICW Group | icwgroup.com | WC Specialist | San Diego, CA | 1,000 | WC — 46 states | Enrich | Multi-state WC operations; CA regulation | WC Vertical (KEMI proof) | 73 |
| Pinnacol Assurance | pinnacol.com | WC Specialist | Denver, CO | 600 | CO state fund — KEMI lookalike | Enrich | State fund modernization; KEMI peer comparison | WC Vertical (KEMI proof) | 78 |
| SCIF (State Comp Insurance Fund) | statefundca.com | WC Specialist | San Francisco, CA | 2,000 | CA state fund — largest competitive | Enrich | CA regulation; largest competitive state fund volume | WC Vertical (KEMI proof) | 77 |
| Texas Mutual Insurance | texasmutual.com | WC Specialist | Austin, TX | 900 | TX WC leader | Enrich | TX WC market dynamics; state fund cycles | WC Vertical (KEMI proof) | 74 |
| SAIF Corporation | saif.com | WC Specialist | Salem, OR | 900 | OR state fund — tech-forward | Enrich | Tech-forward state fund; claims automation interest | WC Vertical (KEMI proof) | 73 |
| NYSIF | nysif.com | WC Specialist | New York, NY | 2,000 | NY state fund — enormous volume | Enrich | Massive claims volume; gov't modernization mandates | WC Vertical (KEMI proof) | 76 |
| Ohio BWC | bwc.ohio.gov | WC Specialist | Columbus, OH | 1,800 | Monopolistic state fund | Enrich | Gov't procurement (SAM.gov / state portal); massive volume | WC Vertical (KEMI proof) | 75 |
| SFM Mutual Insurance | sfmmutual.com | WC Specialist | Minneapolis, MN | 500 | MN WC specialist — KEMI peer | Enrich | KEMI peer; mutual company cycles | WC Vertical (KEMI proof) | 72 |
| MEMIC | memic.com | WC Specialist | Portland, ME | 400 | NE state fund — KEMI-like | Enrich | KEMI-like profile; state fund modernization | WC Vertical (KEMI proof) | 71 |
| Chesapeake Employers Insurance | ceiwc.com | WC Specialist | Towson, MD | 300 | MD state fund | Enrich | State fund modernization; WC claims volume | WC Vertical (KEMI proof) | 69 |
| Accident Fund (AF Group) | afgroup.com | WC Specialist | Lansing, MI | 1,400 | WC specialist | Enrich | WC specialist tech adoption; claims growth | WC Vertical (KEMI proof) | 71 |
| Berkley Comp | berkleycomp.com | WC Specialist | Greenwich, CT | 500 | Pure WC — W.R. Berkley sub | Enrich | Corporate backing; pure WC operations | WC Vertical (KEMI proof) | 70 |
| Zenith Insurance (Fairfax) | thezenith.com | WC Specialist | Woodland Hills, CA | 800 | CA WC — Canadian parent | Enrich | CA WC market; Canadian parent cross-sell | WC Vertical (KEMI proof) | 70 |
Segment C: Regional and National TPAs (15)
| Company | Domain | Segment | HQ Location | Employee Count | Focus | Current Vendor | Intent Signals | Recommended Play | Priority Score |
|---|---|---|---|---|---|---|---|---|---|
| CorVel Corporation | corvel.com | TPA | Irvine, CA | 5,075 | Tech-first TPA (public) | Enrich | Public earnings; tech-first positioning; claims volume | TPA ROI (AGS Rehab proof) | 74 |
| ESIS (Chubb sub) | esis.com | TPA | Philadelphia, PA | 2,000 | WC TPA — Chubb backing | Enrich | Chubb corporate innovation; WC focus | TPA ROI (AGS Rehab proof) | 73 |
| Helmsman Mgmt Services | helmsmantpa.com | TPA | Boston, MA | 112 | WC TPA — Liberty Mutual sub | Enrich | Liberty Mutual modernization; WC claims | TPA ROI (AGS Rehab proof) | 71 |
| Broadspire (Crawford sub) | broadspire.com | TPA | Atlanta, GA | Crawford division | Large TPA — WC focus | Enrich | Crawford earnings pressure; Broadspire modernization | TPA ROI (AGS Rehab proof) | 72 |
| CCMSI | ccmsi.com | TPA | Danville, IL | 800 | Independent TPA | Enrich | Independent TPA tech adoption; claims volume | TPA ROI (AGS Rehab proof) | 68 |
| Tristar Risk Management | tristargroup.net | TPA | Long Beach, CA | 500 | WC-focused TPA | Enrich | WC TPA modernization; CA regulation | TPA ROI (AGS Rehab proof) | 67 |
| CompManagement | compmanagement.com | TPA | Dublin, OH | Enrich | Ohio WC TPA | Enrich | Ohio WC market; state fund relationships | TPA ROI (AGS Rehab proof) | 66 |
| Athens Administrators | athensadmin.com | TPA | Concord, CA | Enrich | CA WC TPA | Enrich | CA WC market — highest premium state | TPA ROI (AGS Rehab proof) | 67 |
| PMA Companies | pmamutual.com | TPA | Blue Bell, PA | 600 | WC/GL TPA and carrier | Enrich | Dual TPA/carrier operations; WC claims | TPA ROI (AGS Rehab proof) | 64 |
| Cambridge Integrated Services | cambridgeintegrated.com | TPA | Enrich | Enrich | Multi-line national TPA | Enrich | Multi-line claims volume; national scale | TPA ROI (AGS Rehab proof) | 62 |
| Meadowbrook (TPA division) | meadowbrook.com | TPA | Southfield, MI | 500 | WC/casualty TPA | Enrich | WC casualty claims; TPA modernization | TPA ROI (AGS Rehab proof) | 62 |
| Acclamation Insurance Mgmt | aim-ins.com | TPA | Enrich | Enrich | Regional TPA | Enrich | Regional TPA tech adoption | TPA ROI (AGS Rehab proof) | 60 |
| Constitution State Services | constitutionservices.com | TPA | Enrich | Enrich | WC claims admin | Enrich | WC claims administration modernization | TPA ROI (AGS Rehab proof) | 60 |
| AmeriHealth Administrators | amerihealth.com | TPA | Enrich | Enrich | Health/WC claims TPA | Enrich | Health + WC claims crossover | TPA ROI (AGS Rehab proof) | 61 |
| Key Risk Insurance | keyriskins.com | TPA | Enrich | Enrich | WC-focused insurer/TPA | Enrich | WC specialist; dual insurer/TPA model | TPA ROI (AGS Rehab proof) | 66 |
Segment D: Personal Injury and Mass Tort Plaintiff Firms (15)
| Company | Domain | Segment | HQ Location | Attorney Count | Focus | Current Vendor | Intent Signals | Recommended Play | Priority Score |
|---|---|---|---|---|---|---|---|---|---|
| Ben Crump Law | bencrump.com | PI Law | Tallahassee, FL | National PI | High volume, media presence | Enrich | National PI caseload; media-driven volume spikes | Legal ROI (20+ hrs/case) | 72 |
| Simmons Hanly Conroy | simmonsfirm.com | PI Law | Alton, IL | 100+ | Mass tort leader | Enrich | Mass tort filings; case volume growth | Legal ROI (20+ hrs/case) | 73 |
| Lieff Cabraser | lieffcabraser.com | PI Law | San Francisco, CA | 135+ | Mass tort pioneer | Enrich | Mass tort filings; complex litigation records | Legal ROI (20+ hrs/case) | 72 |
| Motley Rice | motleyrice.com | PI Law | Mt. Pleasant, SC | 80+ | Mass tort/PI | Enrich | Complex litigation; mass tort record volumes | Legal ROI (20+ hrs/case) | 71 |
| Napoli Shkolnik | napolislaw.com | PI Law | New York, NY | 100 | Mass tort specialist | Enrich | Mass tort filings; multi-state operations | Legal ROI (20+ hrs/case) | 70 |
| Weitz & Luxenberg | weitzlux.com | PI Law | New York, NY | 80+ | Mass tort (long-running) | Enrich | Long-running mass torts; large record archives | Legal ROI (20+ hrs/case) | 70 |
| Levin Papantonio Rafferty | levinlaw.com | PI Law | Pensacola, FL | 50+ | Mass tort pioneer | Enrich | Mass tort pioneer; high case volume | Legal ROI (20+ hrs/case) | 69 |
| Pond Lehocky Giordano | pondlehocky.com | PI Law | Philadelphia, PA | 50+ | WC plaintiff | Enrich | WC plaintiff specialization; high medical record volume | Legal ROI (20+ hrs/case) | 71 |
| The Lanier Law Firm | lanierlawfirm.com | PI Law | Houston, TX | Mass tort | National mass tort | Enrich | Mass tort filings; national caseload | Legal ROI (20+ hrs/case) | 69 |
| Cellino Law | cellino.com | PI Law | Buffalo, NY | 50+ | Regional PI — high volume | Enrich | Regional PI volume; NY market dynamics | Legal ROI (20+ hrs/case) | 64 |
| MedPro Group | medpro.com | PI Law | Fort Wayne, IN | 1,000 | Med mal leader (Berkshire sub) | Enrich | Longest/most complex records (5,000+ pages); Berkshire backing | Legal ROI (complex records) | 74 |
| The Doctors Company | thedoctors.com | PI Law | Napa, CA | 1,500 | Med mal — ProAssurance acquisition | Enrich | ProAssurance acquisition integration; med mal record volume | Legal ROI (complex records) | 72 |
| Kline & Specter | klinespecter.com | PI Law | Philadelphia, PA | Enrich | PI / med mal | Enrich | Med mal focus; complex record review needs | Legal ROI (20+ hrs/case) | 68 |
| Gair Gair Conason | gairgair.com | PI Law | New York, NY | Enrich | Med mal specialist | Enrich | Med mal specialization; NYC complex litigation | Legal ROI (complex records) | 67 |
| Searcy Denney | searcylaw.com | PI Law | West Palm Beach, FL | Enrich | FL PI — national reach | Enrich | Large PI firm; Florida market; national cases | Legal ROI (20+ hrs/case) | 65 |
Segment E: Insurance Defense and WC Defense Firms (10)
| Company | Domain | Segment | HQ Location | Attorney Count | Focus | Current Vendor | Intent Signals | Recommended Play | Priority Score |
|---|---|---|---|---|---|---|---|---|---|
| Lewis Brisbois | lewisbrisbois.com | Defense Law | Los Angeles, CA | 1,500+ | Largest insurance defense firm | Enrich | Am Law 100; massive insurance defense caseload | Defense Firm ROI (carrier workflow continuity) | 73 |
| Wilson Elser | wilsonelser.com | Defense Law | New York, NY | 1,000+ | Am Law 200; 100K+ defense matters | Enrich | 100K+ defense matters; defense firm tech adoption | Defense Firm ROI (carrier workflow continuity) | 72 |
| Littler Mendelson | littler.com | Defense Law | San Francisco, CA | 1,258 | Largest employment firm; WC practice | Enrich | WC practice; $730M revenue; employment/WC crossover | Defense Firm ROI (carrier workflow continuity) | 71 |
| Goldberg Segalla | goldbergsegalla.com | Defense Law | Buffalo, NY | 300+ | WC defense pioneer | Enrich | WC defense specialization; litigation support needs | Defense Firm ROI (carrier workflow continuity) | 69 |
| Cipriani & Werner | c-wlaw.com | Defense Law | Pittsburgh, PA | 200+ | WC/GL defense focus | Enrich | WC/GL defense volume; carrier client workflows | Defense Firm ROI (carrier workflow continuity) | 67 |
| Laughlin Falbo Levy & Moresi | lflm.com | Defense Law | San Francisco, CA | Enrich | Top CA WC defense | Enrich | CA WC defense specialization; CA regulation impact | Defense Firm ROI (carrier workflow continuity) | 66 |
| Michael Sullivan & Associates | sullivanattorneys.com | Defense Law | Los Angeles, CA | Enrich | CA WC defense | Enrich | CA WC specialist; high case volume | Defense Firm ROI (carrier workflow continuity) | 65 |
| Dickie McCamey & Chilcote | dmclaw.com | Defense Law | Pittsburgh, PA | 100+ | Med mal defense | Enrich | Med mal defense; complex record review needs | Defense Firm ROI (complex records) | 66 |
| Starnes Davis Florie | starneslaw.com | Defense Law | Birmingham, AL | Enrich | AL med mal defense leader | Enrich | Med mal defense; regional market leader | Defense Firm ROI (complex records) | 62 |
| Smith Haughey Rice & Roegge | shrr.com | Defense Law | Grand Rapids, MI | Enrich | MI med mal defense #1 | Enrich | MI med mal defense leader; complex records | Defense Firm ROI (complex records) | 62 |
Segment F: IME, QME, and Vocational Rehab Firms (5)
| Company | Domain | Segment | HQ Location | Employee Count | Focus | Current Vendor | Intent Signals | Recommended Play | Priority Score |
|---|---|---|---|---|---|---|---|---|---|
| Dane Street | danestreet.com | IME | Nashville, TN | Enrich | National IME/peer review — tech-forward | Enrich | Tech-forward IME; peer review volume | IME ROI (Turner Vocational proof) | 70 |
| Integrity IME | integrityme.com | IME | Enrich | Enrich | IME/peer review specialist | Enrich | Record review as primary function | IME ROI (Turner Vocational proof) | 68 |
| Arrowhead Evaluation Services | arrowheadeval.com | IME | Enrich | 275+ physicians | Large CA IME — 200+ locations | Enrich | CA IME volume; 275+ physicians | IME ROI (Turner Vocational proof) | 69 |
| Genex Services (Enlyte) | genexservices.com | IME | Enrich | Enrich | Disability/WC management + IME | Enrich | Managed care + IME crossover; WC volume | IME ROI (Turner Vocational proof) | 68 |
| QTC Management | qtcm.com | IME | Enrich | Enrich | Military/VA medical evaluations | Enrich | Government IME; SAM.gov procurement cycles | IME ROI (Turner Vocational proof) | 64 |
Tier 3 Accounts — Representative Examples (20 of ~200)
These are sourced programmatically in Clay using the filter criteria below. Here are 20 representative accounts to validate the criteria and seed the Clay table.
| Company | Domain | Segment | Size Indicator | Recommended Play | Priority Score |
|---|---|---|---|---|---|
| Donegal Group | donegalgroup.com | P&C Carrier | ~1,200 employees | Programmatic Carrier | 55 |
| Selective Insurance | selective.com | P&C Carrier | ~2,800 employees | Programmatic Carrier | 58 |
| Frankenmuth Insurance | frankenmuthinsurace.com | WC/P&C Carrier | ~600 employees | Programmatic WC | 52 |
| ProAssurance (Doctors Co) | proassurance.com | Med Mal Carrier | Being integrated | Programmatic Carrier | 50 |
| Coverys | coverys.com | Med Mal Carrier | ~300 employees | Programmatic Carrier | 48 |
| Applied Underwriters | auw.com | WC Carrier | ~1,500 employees | Programmatic WC | 54 |
| Republic Indemnity | republicindemnity.com | WC Carrier | Great American sub | Programmatic WC | 50 |
| Guard Insurance Group | guard.com | WC Carrier | Berkshire Hathaway sub | Programmatic WC | 52 |
| Copperpoint Insurance | copperpoint.com | WC/Casualty Carrier | ~500 employees | Programmatic WC | 50 |
| Sentry Insurance | sentry.com | P&C Carrier | ~4,000 employees | Programmatic Carrier | 56 |
| West Bend Mutual | thesilverlining.com | P&C Carrier | ~1,200 employees | Programmatic Carrier | 52 |
| Risk Strategies Company | risk-strategies.com | TPA/Broker | ~3,000 employees | Programmatic TPA | 50 |
| Arch Insurance Group (TPA) | archinsurance.com | TPA arm | Enterprise scale | Programmatic TPA | 52 |
| Robins Kaplan LLP | robinskaplan.com | Law Firm | 200+ attorneys | Programmatic Legal | 50 |
| Polsinelli | polsinelli.com | Law Firm | 900+ attorneys | Programmatic Legal | 54 |
| Baker Sterchi Cowden & Rice | bscrlaw.com | Law Firm | Insurance defense | Programmatic Legal | 48 |
| National Western Medical | Enrich | IME | Regional IME | Programmatic IME | 45 |
| EK Health Services | ekhealth.com | Managed Care/IME | WC managed care | Programmatic IME | 48 |
| Paradigm Corp | paradigmcorp.com | WC Managed Care | Complex claims mgmt | Programmatic WC | 52 |
| Concentra (Select Medical) | concentra.com | Occupational Health/IME | IME service line | Programmatic IME | 50 |
Tier 3 Clay Filter Criteria
Use these filters in Clay's "Find Companies" to build the ~200 account programmatic list.
Filter Set 1: Insurance Carriers (P&C + WC + Med Mal)
- NAICS codes: 524126 (P&C), 524292 (claims administration)
- Employee count: 100-10,000
- Annual premium / revenue: $50M-$5B
- Geography: United States and Canada
- Exclude: Life insurance, health insurance (non-claims), PBMs, non-English markets
- Exclude: Companies with confirmed DigitalOwl multi-year contracts signed post-Datavant acquisition (2026+)
Filter Set 2: TPAs and Claims Management
- NAICS code: 524292
- Employee count: 50-2,000
- Revenue: $10M-$500M
- Service keywords: "workers compensation" OR "general liability" OR "claims administration"
- Geography: United States and Canada
Filter Set 3: Law Firms
- NAICS code: 541110
- Practice area keywords: "personal injury" OR "workers compensation" OR "medical malpractice" OR "mass tort"
- Employee count: 10-500 (attorneys proxy)
- Revenue: $5M-$200M
- Geography priority: CA, TX, FL, NY, IL, PA, OH
Filter Set 4: IME/QME Firms
- Keywords: "independent medical examination" OR "qualified medical evaluation" OR "vocational rehabilitation"
- Employee count: 5-200
- Revenue: $1M-$50M
- Geography: United States and Canada
Technographic Positive Signals (add as Clay enrichment filters)
- Uses Guidewire, Duck Creek, Majesco, or Origami Risk
- Uses legacy OCR tools (ABBYY, Kofax, Adobe Acrobat Pro)
- Uses SharePoint, Hyland OnBase, or Laserfiche for document management
- Job postings for "medical record reviewer," "claims analyst," or "medical chronology specialist"
Technographic Exclusion Signals
- Active DigitalOwl contract (post-Datavant acquisition, 2026+)
- Internal AI/ML medical record review team
- On-premise-only IT policy
Enrichment Playbook
Step-by-step instructions for enriching every column in Clay.
Step 1: Import Base Data
- Create a new Clay table
- Import this document's Tier 1 and Tier 2 accounts (100 rows) via CSV upload
- Columns to include in import: Company, Domain, Tier, Segment, Recommended Play, Priority Score
Step 2: Firmographic Enrichment
| Column | Clay Action | How |
|---|---|---|
| HQ Location | "Enrich Company" > Clearbit or Clay's built-in company enrichment | Auto-populates from domain |
| Employee Count | "Enrich Company" > Clearbit | Auto-populates from domain |
| LinkedIn Company URL | "Enrich Company" > Clearbit or "Find LinkedIn URL" | Auto-populates from domain |
| Annual Revenue / Premium | "Enrich Company" > Clearbit or ZoomInfo | Auto-populates; manual override for carriers using NAIC data |
| Recent Funding | "Enrich Company" > Crunchbase enrichment | Auto-populates last funding event |
Step 3: Technographic Enrichment
| Column | Clay Action | How |
|---|---|---|
| Claims Platform | "Enrich Company" > BuiltWith or HG Insights integration | Filter for Guidewire, Duck Creek, Majesco, Origami Risk |
| Document Management | "Enrich Company" > BuiltWith or HG Insights | Filter for SharePoint, Hyland OnBase, Laserfiche, FileNet |
| Current Doc Review Vendor | Manual research + G2 intent signals | Check G2 reviews, LinkedIn mentions, event conversations |
Step 4: Contact Discovery
| Column | Clay Action | How |
|---|---|---|
| Key Contact: Decision Maker | "Find People at Company" > filter by title containing "VP Claims" OR "Chief Claims Officer" OR "CCO" OR "COO" | Select most senior claims leader |
| Key Contact: Champion | "Find People at Company" > filter by title containing "Claims Operations" OR "Claims Director" OR "Director of Claims" | Select operational leader |
| Key Contact: Influencer | "Find People at Company" > filter by title containing "CTO" OR "CIO" OR "IT Director" OR "VP Technology" | Select most senior tech leader |
| Key Contact: Blocker | "Find People at Company" > filter by title containing "CISO" OR "Chief Information Security" OR "Compliance Officer" OR "VP Compliance" | Select most senior security/compliance leader |
Step 5: Contact Enrichment
For each discovered contact, run: | Data Point | Clay Action | |------------|-------------| | Email address | "Find Email" > Apollo.io or Hunter.io enrichment | | LinkedIn profile URL | "Find LinkedIn URL" > auto from contact discovery | | Phone number | "Find Phone" > Apollo.io or ZoomInfo (if available) | | Job start date | "Enrich Person" > LinkedIn enrichment (triggers "New Leader" play if < 90 days) |
Step 6: Intent Signal Enrichment
| Column | Clay Action | How |
|---|---|---|
| Job postings | "Find Jobs at Company" > filter for "medical record reviewer" OR "claims analyst" OR "medical chronology" | Flag accounts with active hiring signals |
| G2 research activity | Manual — cross-reference G2 profile visitor data | Flag accounts browsing Wisedocs or competitor G2 pages |
| News/press | "Find News" > filter for funding, M&A, leadership changes, regulatory mentions | Flag recent trigger events |
Recommended Clay Workflows
Workflow 1: New Leader Alert
- Trigger: Contact enrichment shows job start date < 90 days for any Key Contact: Decision Maker
- Action: Tag account as "New Leader Trigger" > Move to Tier 1 priority queue > Notify sales via Slack webhook
- Frequency: Run weekly on all Tier 1 and Tier 2 accounts
Workflow 2: Hiring Signal Detection
- Trigger: "Find Jobs" enrichment returns results matching "medical record reviewer" OR "claims analyst" OR "medical chronology specialist"
- Action: Tag account as "Hiring Signal" > Add to "Workforce Efficiency" content play > Log in intent signals column
- Frequency: Run bi-weekly on all Tier 1 and Tier 2 accounts
Workflow 3: Tier 3 Account Discovery
- Trigger: Scheduled (monthly)
- Action: Run Tier 3 filter criteria via Clay's "Find Companies" > Deduplicate against existing Tier 1/2 accounts > Auto-add to Tier 3 table > Enrich firmographics
- Output: New Tier 3 accounts added with basic enrichment
Workflow 4: Funding/M&A Alert
- Trigger: Crunchbase enrichment detects funding round or M&A event at any TAL account within last 30 days
- Action: Tag account as "Funding Trigger" > Notify sales > Add to "Growth Infrastructure" content play
- Frequency: Run weekly on all tiers
Workflow 5: Competitor Displacement Monitor
- Trigger: G2 review mentions "DigitalOwl" or "Datavant" at a TAL account, OR job posting at DigitalOwl/Datavant for customer success roles
- Action: Tag account as "Displacement Opportunity" > Notify sales > Add to "Vendor Transition" content play
- Frequency: Manual check monthly; automated when G2 Buyer Intent is activated (Phase 3)
Workflow 6: HubSpot Sync
- Trigger: Any Clay enrichment update
- Action: Push updated company and contact records to HubSpot via Clay-HubSpot integration > Map Clay fields to HubSpot company properties (ABM Tier, Claims Platform, Competitor Installed, Last Trigger Event, etc.)
- Frequency: Real-time sync on record update
Workflow 7: LinkedIn Matched Audience Export
- Trigger: Scheduled (weekly)
- Action: Export Tier 1 + Tier 2 company domains to CSV > Upload to LinkedIn Campaign Manager as matched audience > Segment by tier for ad spend allocation
- Output: Three LinkedIn audiences: Tier 1 (25 accounts), Tier 2 (75 accounts), Tier 3 (200+ accounts)
Scoring Model Reference
| Dimension | Weight | Scoring Criteria |
|---|---|---|
| Firmographic Fit | 35% | Industry vertical match (0-25) + Company size in range (0-10) |
| Technographic Fit | 20% | Claims platform detected (0-8) + No competitor installed (0-7) + Legacy OCR detected (0-5) |
| Behavioral Signals | 30% | Trigger event detected (0-15) + Intent signal active (0-10) + Pain indicator present (0-5) |
| Engagement Level | 15% | Website engagement (0-8) + Content engagement (0-4) + Direct engagement (0-3) |
Tier thresholds: Tier 1 = 77-100 | Tier 2 = 60-76 | Tier 3 = 40-59
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How This Was Made
- Gemini Deep Research handled the initial broad research sweeps — competitive landscape, SERP analysis, market positioning. It synthesizes large amounts of web data quickly, which made it the right tool for the discovery phase.
- Claude (Anthropic) powered the specialized analysis agents. Each audit — technical SEO, content gaps, website messaging, social presence, paid ads, email nurture, pricing, review mining, keyword landscape, SERP competition — was run by a purpose-built agent with a specific evaluation framework.
- Every finding was human-reviewed. All agent outputs were presented through a custom review application where Jono reviewed each finding individually — starring high-value signals, keeping relevant ones, reworking those that needed refinement, and discarding those that missed the mark.
- The deliverable itself was drafted by a writing agent, then reviewed against the approved findings and brand standards by a reviewer agent. Jono made the final editorial decisions.
- The proposal site, design system, and all tooling were built by Claude Code.
AI-native workflows let one person do what agencies need teams for. The AI does the heavy lifting. The human makes every judgment call.