About this episode
Varun Anand is the co-founder and Head of Operations at Clay, a GTM development environment that combines data and AI to help over 5000 companies power everything from CRM enrichment to highly targeted outreach campaigns. Clay recently announced their Series B expansion, raising $40M at a $1.25B valuation. Before Clay, Varun was the Director of Operations at Newfront and the Head of Expansion at Candid. Varun also spent four years working on Hillary Clinton’s presidential campaign.–In today’s episode, we discuss:
Clay’s unconventional GTM machine
3 changes that unlocked Clay's upmarket motion
Layering enterprise customers on top of PLG
Scrappy sales tactics: WhatsApp groups, Reddit threads, and reverse demos
Thinking long-term about brand and content
Building an elite team of people who are “technical enough”
Clay’s contrarian take on compensation
Much more
–Referenced:
Anthropic: https://www.anthropic.com/
Clay: https://www.clay.com/
Clay’s Series B expansion: https://www.clay.com/blog/series-b-expansion
Eric Nowoslawski: https://www.linkedin.com/in/outboundphd/
Figma: https://www.figma.com/
Jesse Ouellette: https://www.linkedin.com/in/jesseoue/
Kareem Amin: https://www.linkedin.com/in/kareemamin/
Nick Merrill: https://www.linkedin.com/in/nick-merrill-64562310/
Notion: https://www.notion.com/
Oyster: https://www.oysterhr.com/
Pave: https://www.pave.com/
Rippling: https://www.rippling.com/
Snowflake: https://www.snowflake.com/
Verkada: https://www.verkada.com/
Webflow: https://webflow.com/
Yash Tekriwal: https://www.linkedin.com/in/yashtekriwal/
–Where to find Varun:
LinkedIn: https://www.linkedin.com/in/vaanand/
Twitter/X: https://x.com/vxanand
–Where to find Brett:
LinkedIn: http
