Uploaded July 2025 | Updated September 2026, 1 week ago
For an audio-only podcast, transcripts, and custom Notion Clay templates, please visit: https://ntn.so/rbypac
To learn more about how Notion is supporting startups, please visit: https://ntn.so/1kdkjk
Welcome to First Block, a Notion series where founders from the world’s leading companies tell us what it was like to navigate the many firsts of their startup journey—and what they learned from that experience.
In this episode, we spoke with Varun Anand, Co-founder of Clay, one of the most exciting companies at the intersection of GTM and AI that’s redefining what modern go-to-market looks like.
Varun shares insights on the journey to finding product-market fit, how Clay went from horizontal spreadsheet tool to specialized go-to-market platform, and why following your curiosity matters more than traditional startup wisdom.
Timestamps
00:00 Intro
01:20 Finding PMF
07:48 Reverse Demo Strategy
10:50 Scaling with Intent
16:04 Reinventing Sales Roles
19:58 Hiring for Potential
21:48 Clay's Operating Culture
23:56 AI Pressure
25:37 Advice Block
For an audio-only podcast, transcripts, and custom Notion Clay templates, please visit: https://ntn.so/rbypac
To learn more about how Notion is supporting startups, please visit: https://ntn.so/1kdkjk
Welcome to First Block, a Notion series where founders from the world’s leading companies tell us what it was like to navigate the many firsts of their startup journey—and what they learned from that experience.
In this episode, we spoke with Varun Anand, Co-founder of Clay, one of the most exciting companies at the intersection of GTM and AI that’s redefining what modern go-to-market looks like.
Varun shares insights on the journey to finding product-market fit, how Clay went from horizontal spreadsheet tool to specialized go-to-market platform, and why following your curiosity matters more than traditional startup wisdom.
Timestamps
00:00 Intro
01:20 Finding PMF
07:48 Reverse Demo Strategy
10:50 Scaling with Intent
16:04 Reinventing Sales Roles
19:58 Hiring for Potential
21:48 Clay's Operating Culture
23:56 AI Pressure
25:37 Advice Block
