Results at a glance

Pipeline: Across its first 12 months with Starbridge, ClearGov generated $16.4M in new pipeline ARR and $3.4M in SQL pipeline ARR, winning 14 new customers and $352K in ARR for a 163%+ return on investment.

Data & coverage

• Enriched 64,000 accounts, archived 300,000 stale contacts, and added 71,000 new contacts at 99% deliverability.
• Scored 15,700 accounts and generated 345 meetings, 58 SQLs representing $2M in ARR, and 4 won deals representing $97K in ARR through an AI-powered Gong Flow.
• Booked 90 meetings and $2.25M in ARR ahead of GFOA National and NACo Annual; GFOA meetings increased 145%+ year over year.

The company

ClearGov builds the modern budgeting and financial-management platform for local governments and school districts — helping small and mid-sized communities run the entire finance cycle, from long-range planning to public-facing budget books. They sell into one of the country’s most fragmented markets: tens of thousands of cities, counties, special districts, and school districts, each with its own buyers, budget cycle, and procurement path.

Challenge

ClearGov's go-to-market team was sitting on an enormous but unusable TAM. Their CRM held roughly 95,000 accounts, but the data was noisy, contacts were thin and out of date, and there was no reliable way to tell which accounts were worth a rep's time. Territories were built on the full list, stretching a lean team across far more accounts without enough verified contacts to run real outbound in the first place.

The team had invested in several different B2B data providers, but found that they struggled with the nuance of the government market. Email domain patterns that are normal in government were treated as edge cases or dismissed as spam rather than recognized as legitimate by traditional providers—for example, email domains that change, or smaller governments deliberately using role-based emails (which B2B-oriented providers tend to flag as spam). Obvious contacts that were available via public website-based directories were missing, leading to manual research workflows. Industry-specific data points that were important for account scoring, such as budgets, were not available via traditional providers.

And with disparate data providers: each Salesforce sync required a new mapping logic and room for potential errors. 

Solution

Building a strong CRM data foundation. To start, ClearGov wanted to clean up its data and set the foundation to operationalize account scoring and outbound AI plays. Starbridge’s Salesforce integration enriched 64,000 accounts, archived 300,000 stale contacts, and added 71,000 new contacts across ClearGov’s core and emerging personas at 99% deliverability.

Starbridge additionally pulled budget data for each buyer to identify which accounts were too small to be a focus, giving 30,000 fewer distractions in Salesforce. 

Account Scoring & ABM on Focus Accounts. Starbridge scored the account base against ClearGov's own rubric, cutting the noise down to the in-market accounts most likely to buy. Starbridge scored 15,700 accounts and added 372 to an AI-powered Gong Flow. From May 12 through July 20, 2026, the program generated 345 meetings and $10.4M in ARR at scored accounts.

"We were prospecting 60k accounts without enough personalized messaging. Now we can scale highly relevant content to the right personas at the right time in their buying journey."
— Kristin Fretz, GTM Systems Operations Manager, ClearGov

Pre-conference outreach to 3,100 GFOA National and NACo Annual attendees booked 90 meetings and $2.25M in ARR ahead of the events. GFOA produced 40 meetings and $950K in ARR—a 145%+ year-over-year increase—while NACo produced 50 meetings and $1.3M in ARR.

Looking forward

Looking forward, ClearGov is doubling down on the investment in Starbridge given the early ROI with plans to operationalize more plays. The teams operate very closely in a shared slack channel and with frequent catch-ups to discuss the product, roadmap and ClearGov’s revenue operations roadmap.