Webinar registrant lists are not all created equal. A list of 500 AI agents startup contacts includes decision-makers who can buy in 30 days and interns who registered out of curiosity. Clay lets you enrich and score every registrant automatically, so your follow-up sequences reach the right people first.
Here is how to build that workflow for AI agents startup events in 2026.
Why Registrant Scoring Matters for AI Agents Events
The AI agents startup space is crowded. Founders, investors, engineers, researchers, and journalists all register for the same webinars. If your follow-up sequence treats all registrants identically, you waste SDR time on non-buyers and miss hot accounts that need immediate attention.
A scoring workflow fixes this. By the time the event ends, you have a ranked list of registrants grouped by ICP fit and buying readiness, and your follow-up sequence is already loaded and ready to trigger.
Step 1: Export Registrant Data from Your Webinar Platform
Pull the registrant export from Zoom, Demio, or your event platform. The minimum fields you need: first name, last name, email, company name, job title, and whether they attended live.
Live attendees score higher than no-shows. Weight this in your scoring model.
Step 2: Enrich in Clay
Import the registrant CSV into Clay. Run the following enrichment waterfall:
Company enrichment: Clay pulls company size, funding stage, industry vertical, and tech stack from Apollo, Clearbit, and LinkedIn simultaneously. This tells you whether the registrant's employer is in your ICP size range and verticals.
Contact enrichment: Clay surfaces the registrant's seniority level, exact title standardization, and LinkedIn profile. This confirms whether they are a decision-maker, influencer, or end user.
Funding signal: For AI agents startups specifically, filter for companies that raised a Series A or B in the last 18 months. Funded AI startups have budget and pressure to build fast. They buy tools.
Tech stack signal: Companies using LangChain, LlamaIndex, vector databases, or AI orchestration tools are already building with agents. These are your most qualified buyers.
Step 3: Build the Scoring Formula
Score each registrant on four dimensions, each worth 0-25 points:
- ICP fit (company size, vertical, stage): 0-25 points
- Title seniority (VP+/founder = 25, director = 15, manager = 10, IC = 5): 0-25 points
- Buying signal (funding recency, tech stack match): 0-25 points
- Event engagement (live attendee = 25, registrant only = 10): 0-25 points
Total possible score: 100. Segment into tiers:
- Tier 1 (70-100): SDR follow-up within 24 hours
- Tier 2 (40-69): Automated sequence starts day 2
- Tier 3 (under 40): Nurture sequence only
Step 4: Build the Follow-Up Sequence by Tier
Tier 1 sequence: Personal email from the AE within 24 hours referencing what they attended, a direct meeting link, and one specific value prop relevant to their stage or vertical. Keep it under 80 words.
Tier 2 sequence: Automated sequence starting day 2, referencing the event topic, with a resource relevant to AI agents infrastructure, followed by a soft meeting ask on day 5.
Tier 3 sequence: Nurture cadence with educational content on AI agents building, no direct sales ask for 30 days.
The Result
LinkedOtter's event programs for AI infrastructure clients generate 460 to 577 live attendees per event. When that registrant list runs through a Clay scoring workflow, the top 15 to 20% of contacts become the immediate follow-up priority. That is where the 43 qualified meetings in 60 days comes from: precise follow-up on the highest-scoring accounts, not batch-and-blast to everyone who registered.
Take the free 60-second check to see whether a scored event program would change your pipeline.