"World of DaaS" Clay COO Varun Anand - why cutting-edge GTM teams are moving away from traditional CRMs
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Oct 14, 2025 Varun Anand, Co-founder and Head of Operations at Clay, discusses how cutting-edge go-to-market teams are shifting from traditional CRMs to data-first workflows. He explains the advantages of usage-based pricing, highlights the underutilization of LinkedIn's data, and the role of AI agents in automating sales tasks. Varun also shares insights on building scalable systems through GTM Engineers and the evolving function of SDRs. Plus, he touches on how unconventional hiring fosters creativity within teams.
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IDE For GTM Replaces Tactical Point Tools
- Clay positions itself as an IDE for GTM teams to iterate and experiment quickly instead of relying on many tactical point solutions.
- The market will consolidate tactical features into platforms while individual data providers persist as durable components.
Point Features Move Into Platforms
- Point solutions that do one tactical job will likely become features inside larger platforms rather than enduring standalone businesses.
- Durable value will remain with specialized data providers who collect unique niche signals.
LinkedIn Data Is Underused And Messy
- LinkedIn holds massive data but has underinvested in product, prompting many third parties to build on top of it.
- Legal rulings and evolving agent/browser AI make the LinkedIn ecosystem and its rules a messy, shifting landscape.