Clay is one of THE success stories of the last years.

But in early 2022, after 5 years of building, Clay did close to 0 in revenue. Two years later, Clay did approximately 30 million in ARR (Annual Recurring Revenue).

Kareem Amin, co-founder and CEO of Clay, shares the journey of building one of the most innovative AI-powered tools for go-to-market teams. From the early days of experimentation in 2017 to achieving hypergrowth and scaling to over $30 million ARR, Kareem dives deep into the challenges and lessons of building a product-led growth (PLG) company.

He explains how Clay helps teams turn ideas into reality by leveraging AI for data enrichment and personalized outreach, and why focusing on customer feedback, community building, and iterative improvements were key to their success.

What You’ll Learn in This Episode:

The Journey to Product-Market Fit:
How Clay evolved from a no-code builder to a go-to-market tool for sales and marketing teams
Why narrowing down the product’s focus was critical to finding the right customers
Building a Product-Led Growth Engine:
The importance of removing friction in the user journey to drive adoption
How Clay used community-driven growth and partnerships with agencies to scale
Iterating Based on Customer Feedback:
Why Kareem believes in focusing on the few customers who love your product to build momentum
How Clay’s Slack community became a key driver for product improvements and user engagement
Lessons in Leadership and Team Building:
How to balance flexibility and structure when scaling a team during hypergrowth
The importance of hiring people who bring unique perspectives and foster a culture of learning
The Future of Go-To-Market Teams:
How AI and tools like Clay are reshaping sales and marketing roles
Why the rise of GTM engineers is changing how companies approach growth