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

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 [email protected] and  Twitter  LinkedIn  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?