In this episode, Sandhya Hegde chats with Andy Byrne, co-founder and CEO of Clari. Clari was started in 2012 and last valued at $2.6B. Its revenue platform has been helping enterprise sales teams create visibility and predictability within their organization for over a decade. It helps over 1,500 companies including Cisco and Databricks improve their entire revenue process.

Join us as we discuss:

00:00 Preview: Gen AI’s impact on revenue ops

1:40 Origin Story and pain points

3:27 Early challenges and customer feedback

6:00 Surprises and feedback from design partners

10:01 Building for multiple stakeholders

13:16 Go-to-Market strategy

14:56 Identifying adjacent opportunities

18:00 Clari’s AI strategy

20:52 The future of sales and revenue

26:44 The evolution of CRM providers

28:34 Crowded sales tech landscape

32:59 Advice for new founders in GTM Tech

Sandhya Hegde is a General Partner at Unusual Ventures, leading investments in modern SaaS companies with a focus on AI. Previously an early executive at Amplitude, Sandhya is a product-led growth (PLG) coach and mentor. She can be reached at sandhya@unusual.vc and

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Andy Byrne is the co-founder and CEO of Clari.

Unusual Ventures is a seed-stage venture capital firm designed from the ground up to give a distinct advantage to founders building the next generation of software companies. Unusual has invested in category-defining companies like Webflow, Arctic Wolf Networks, Carta, Robinhood, and Harness. Learn more about us at https://www.unusual.vc/.

Further reading from Unusual Ventures:

Coming up with a founding insight

What are design partners?

Clari's Andy Byrne on how AI is changing revenue ops

Startup Field Guide by Unusual Ventures: The Product Market Fit Podcast