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Within the scope of what we're doing, what the vision is, we're helping every company in the world find who their best customer is and find more of them and accelerate that.
I can't just give you a product that you have no context for. You don't even understand how to interact with it.
One way is that we overinvest in things that people typically underinvest in. We've overinvested in recruiting, in brand, in content, in community building.
Yeah, what's interesting in that story that is maybe worth talking a bit more about is that this was back in 2022. We had made a decision to say, okay, we are targeting go-to-market teams, specifically sales. Specifically, we're going to start with outbound. Specifically, we're going to start with people who want to get data from lots of different data providers in order to do outbound. In fact, it's going to be agencies and not startups. And we're going to do a lot of what we're doing and suppo
If you just look at those three decisions, almost every other decision in the company falls immediately out of those.
Because the company was already taking off before ChatGPT came out. We were well set up to include LLMs in Clay because, one, we were set up to allow any integration to anything. And two, we were a coding-like product just designed with go-to-market primitives. As soon as we had LLMs, it just boosted everything.
So for Clay, there were three core assumptions that we made. And I actually think this is how to build a really big company and one that grows really quickly. So we went from one to 100 in two years.
A lot of companies that counter position to Clay or in the space are like, hey, what you really want is salespeople are, people have literally used the word coin-operated. So what you need is something that's super easy to use. It gives you the answer. It tells you who you're selling to and what you're saying, and it just works. Whereas we think you always need in sales to find go-to-market alpha. How are you different than everybody else? Otherwise, it's just noise. In order to do that, you nee
We've also kept that ethos in the company. Okay, that's what makes us really different than everybody else in our space.
We ended up deciding business users for a variety of reasons. Within that, we were like, okay, which department in a business actually has a ton of ideas but isn't able to execute them? And landed on sales and marketing, where we think people are really creative, innovative, but they don't have the ability to turn a lot of their ideas into reality.