A Product Market Fit Show | Startup Podcast for Founders
00:21:01 · Daniel Saks, Pablo Srugo
[00:21:01] S0: Yeah so on ZoomInfo you would be manually you know filtering within your interface and it's very time consuming to build a list and you get charged credits every time you like download a list and then you call that list and the list might have very low efficacy the challenge with Clay is that you need to be very technical you need to be a GTM engineer you need to have sophistication in order to build these lists but essentially what they did is they connected to the Zoom Infos and Apollos and many others and allow someone to import data from many different data sources play around and prioritize that data even potentially like validate that data through online sources and then push it out to your sequence or call it push it out to instantly or push it out to outreach or whatever that might be. [00:21:41] S2: So it's similar but it's just better because it ties to many different data sources is that a simple way to think about it?
00:21:46 · Daniel Saks
[00:21:46] S0: Yeah that's a good way to put it is that ZoomInfo has their own data and you can only use your own data and you need to be interfacing it on the ZoomInfo you know call it software whereas with Clay you can pull in the data sources you can play around in tables and then you can push them to what you need and what's different about Landbase because we started Agentic Native is that we actually built it for agents to reason over so instead of a GTM engineer needing to call it like spend a lot of time with Clay credits and Clay tables essentially Landbase can go and learn a lot about you we have a lot of information about every business but you can give it access to your CRM or to your other data and we can then autonomously identify and score who your top accounts should be suggest how you go after them suggest messaging and we're built native within Claude Code and Codex so one of the challenges with Claude Code and Codex is that if they're recalling info from an LLM they're sharing what's available on the public internet but that's nowhere near the comprehensiveness of what exists in terms of people and companies so with Landbase plus Claude Code we're giving the Claude and Codex context to call it 40 million businesses 400 million business profiles but 1500 fields on each of these areas that you can use as custom signals so if you wanted to say one query that I just did is that hey we want to target companies that have over 100 SDRs or prospecting companies in the US no one else has the data in order to or is able to write the SQL in a way to do that analysis but Landbase in Claude Code can do that in minutes and give really good evidence the other thing that we did recently and we're going to actually be sharing at Pavilion coming up in September in New York is we did benchmarking so just like there's the software engineer bench that OpenAI pioneered where you can benchmark the efficacy of co-gen players to create engineering workflows we did the same thing for prospecting where we looked at how do you have the most precise list that's going to drive the best outcome and we tested Landbase, Apollo, Zoom, Info, Clay and our precision is more than 2x and I think that correlates with the results that our customers are seeing but the way we were able to get there is to index all this info so agents can reason over data and therefore it makes it e
00:23:58 · Daniel Saks, Pablo Srugo
asier for someone to just focus on what they do best which is calling or being in person with clients and you can go online or LinkedIn and you see a ton of people talking about Landbase and the impact that they've had these are fractional SDRs or SDRs at companies that for many years had to source things manually in these databases or if they did use Clay they had to spend a lot of time on Clay and a lot of credits and costs whereas now they can go to Claude and put it in Landbase and just say hey who should my top accounts be who I go after today and why can you tier them can you score them so you can set up Landbase in an always on way where it's always telling you hey today here's who you should go after and why here's what you can here's who you should call here's the phone number do it now and it's all automated [00:24:44] S2: if you want it will it email and call for you yeah
00:24:44 · Pablo Srugo, Daniel Saks
[00:24:44] S2: if you want it will it email and call for you yeah [00:24:47] S0: so we don't have voice calling because it's not there's regulatory hurdles around that we can do automated outbound in terms of like LinkedIn email and then we have a dialer that allows people to dial what I'd say is the secret sauce and this is what we've learned over the years the secret sauce isn't necessarily like the AISDR functionality of just being able to do everything in one tool the secret sauce is really how do you leverage your unique data plus third party data to have a much more targeted list and to have the data that understands how to help you craft the message that's going to be the right person the right value prop at the right company at the right time and that's really what differentiates people who are successful with outbound from people who aren't
00:25:30 · Pablo Srugo
[00:25:30] S2: we have tens of thousands of people who have followed the show are you one of those people you want to be a part of the group you want to be a part of those tens of thousands of followers so hit the follow button we'll probably weave the story in as we go maybe on tangents but like I do want to make sure we get enough time on quarter market on outbound specifically because I think there's just so much value we can probably extract there so imagine you're an investor right in a company so you have like you have a stake right and they're like listen we want to start an outbound function like we've got some amount of product market fit because that's always that's always an issue I mean if the thing you're selling nobody wants nothing nothing's going to solve that for you right but it's like listen we got this product customers are happy retention's decent we've got an amount of inbound you know we're working on that but outbound is beautiful because if you figure it out you can just control it right like you really can dial that up the numbers around it start to get pretty predictable if you can figure something out where do you start right like what are some of the obvious questions that you would ask like we're having we're gonna have a 30 minute conversation and I'm a founder that you've invested in and wants to do outbound right like we'll go from there obviously I have enough to pull that but just from a starting perspective like where would you start
00:26:36 · Daniel Saks
[00:26:36] S0: yeah so step one for any company is know your TAM so you have to understand and build a comprehensive TAM map that would articulate okay for my business here are the segments that I can go after here are the exact companies here are the people at those companies and to have that living TAM map is actually a very costly or difficult exercise in fact when I was at AppDirect I remember maybe at our series C we hired Grant Thornton a firm and we paid a few hundred thousand to build this TAM map that showed okay here are the industries you can go after telco software manufacturing here's the estimated market size today with tools like Landbase you can have Claude build that TAM map for you and as you mentioned there is a key which is like how do you prompt it to do the right things and a lot of our efforts are helping our customers understand the perfect prompt but if you already have a lot of context in your Claude code you could literally go to Claude code and say use Landbase to build me a comprehensive TAM map and it's going to look through your call recordings it's going to look through your CRM it's going to look through your win-loss records it's going to look through your website it's going to look through your competitors and it's going to say okay here are the top segments that you should go after here's the tiered prioritization of them and then it can do a lot of research and qualification so a lot of times traditionally in prospecting if you just ask Apollo like hey find me manufacturing companies in Ohio they're not going to actually be the manufacturing companies you want there's going to be a lot of fluff in there it's going to be really confusing so what we can do is actually go in automatically and do research to understand like is this the exact person or story that you would need so for example with Landbase like while we service manufacturing companies like Honeywell or ABB or Schneider Electric we weren't going into the traditional selling arms we were typically looking at what are the IoT initiatives that they're underpinning and you can't do that type of work on ZoomInfo or Grata or Crunchbase you'd have to do a lot of manual research and that's why in the past reps were left to do this on their own it would be very time consuming and manual but with Landbase and Claude this can be done centrally by the head of RevOps by the