Inside Clay's unconventional path to $1.25B: Rethinking GTM, pricing, and enterprise sales | Varun Anand (Co-founder and Head of Operations)

This In Depth podcast episode interviews Varun Anand, Clay's co-founder, about their go-to-market strategy. The conversation traces Clay's journey from initial outreach to growth agencies via WhatsApp groups and reverse demos, to developing a product-led growth (PLG) motion, and finally, scaling to enterprise sales. Varun details their counterintuitive approach, including a 15-month waitlist and a unique sales role combining AE, SDR, and sales engineer functions. A key takeaway is Clay's shift from a per-seat pricing model to a usage-based credit system, better aligning with customer needs and enabling more aggressive enterprise pricing. The episode offers actionable advice for startups facing GTM challenges, particularly in transitioning from PLG to enterprise sales.