Clari's Andy Byrne on how AI is changing revenue ops

Clari's Andy Byrne on how AI is changing revenue ops

Author: Unusual Ventures January 2, 2024 Duration: 35:13

In this episode, Sandhya Hegde chats with Andy Byrne, co-founder and CEO of Clari. Clari was started in 2012 and last valued at $2.6B. Its revenue platform has been helping enterprise sales teams create visibility and predictability within their organization for over a decade. It helps over 1,500 companies including Cisco and Databricks improve their entire revenue process.

Join us as we discuss:

00:00 Preview: Gen AI’s impact on revenue ops

1:40 Origin Story and pain points

3:27 Early challenges and customer feedback

6:00 Surprises and feedback from design partners

10:01 Building for multiple stakeholders

13:16 Go-to-Market strategy

14:56 Identifying adjacent opportunities

18:00 Clari’s AI strategy

20:52 The future of sales and revenue

26:44 The evolution of CRM providers

28:34 Crowded sales tech landscape

32:59 Advice for new founders in GTM Tech


Sandhya Hegde is a General Partner at Unusual Ventures, leading investments in modern SaaS companies with a focus on AI. Previously an early executive at Amplitude, Sandhya is a product-led growth (PLG) coach and mentor. She can be reached at sandhya@unusual.vc and 

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Andy Byrne is the co-founder and CEO of Clari.

Unusual Ventures is a seed-stage venture capital firm designed from the ground up to give a distinct advantage to founders building the next generation of software companies. Unusual has invested in category-defining companies like Webflow, Arctic Wolf Networks, Carta, Robinhood, and Harness. Learn more about us at https://www.unusual.vc/.

Further reading from Unusual Ventures:

Coming up with a founding insight

What are design partners?




Behind every so-called overnight success in software, there's a long, often messy journey of finding exactly what customers need and how to deliver it. That's the central theme explored in Startup Field Guide by Unusual Ventures: The Product Market Fit Podcast. This series is built for those in the trenches of early-stage software companies, from founders just starting out to leaders tasked with building something from nothing. Each episode moves beyond theory, offering grounded conversations with people who have actually navigated these challenges. You'll hear them unpack the real work of identifying a true market need, the nuances of early hiring decisions, and the practical steps of crafting a go-to-market strategy. Fundraising, often a opaque process, gets broken down into more understandable components. The focus remains consistently on the actionable and the specific, providing a kind of audio manual for the foundational phase of a business. Tune in for a candid look at the less-glamorous, critical work that separates an idea from a viable company, all brought to you by Unusual Ventures. This podcast serves as a resource for turning those initial concepts into a sustainable operation, one hard-won lesson at a time.
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Startup Field Guide by Unusual Ventures: The Product Market Fit Podcast
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