<p>Clay went from zero revenue to a 3.1 billion dollar valuation in just 2 years. Was it luck, skill, or are they just riding the AI hype bubble?</p><p><br /></p><p>Meet Bruno Estrella, the Head of Marketing at Clay. He joined when the company was just 20 people and helped build one of the most effective partner and community-led marketing engines in SaaS.</p><p><br /></p><p>In this episode, Bruno reveals Clay’s full growth playbook, from the influencer strategy that popularized the “GTM Engineer” role to the strategy behind their 7-figure campaigns.</p><p><br /></p><p>Here’s what you’ll learn:</p><p>00:00 Intro</p><p>00:53 The GTM Engineer: How Clay created a new role through influencers</p><p>07:13 The story behind Clay’s iconic “Play-Doh” branding</p><p>09:55 How to split marketing for self-serve vs. enterprise</p><p>16:26 Clay’s programmatic SEO play generating 60 percent of their traffic</p><p>21:27 Why Clay uses Substack instead of a traditional blog</p><p>25:33 The playbook for scaling to hundreds of global events</p><p>31:09 How to get the right people to attend your events</p><p>38:20 Why adding a service arm accelerates enterprise revenue</p><p>40:57 How Clay uses its own product to grow</p><p>45:00 Clay’s social media and executive content strategy</p><p>51:31 The strategy behind Clay’s 7-figure billboard campaigns</p><p>55:41 Your brand is your advertising budget</p><p>01:00:28 The secret to hiring A-players</p><p>01:05:15 Clay’s single most effective growth tactic</p><p><br /></p><p>Where to find Bruno:</p><p>LinkedIn: https://www.linkedin.com/in/brunoestrella/</p><p><br /></p><p>Where to find Tim:</p><p>LinkedIn: https://www.linkedin.com/in/timsoulo/</p><p>X: https://x.com/timsoulo</p><p>Website: https://www.timsoulo.com/</p><p><br /></p><p>Referenced:</p><p>Clay: https://www.clay.com/</p><p>OpenAI: https://openai.com/</p><p>HubSpot: https://www.hubspot.com/</p><p>Anthropic: https://www.anthropic.com/</p><p>Webflow: https://webflow.com/</p><p>Substack: https://substack.com/</p><p>Miro: https://miro.com/</p><p>Gong: https://www.gong.io/</p><p>ClickUp: https://clickup.com/</p><p>Crypto.com: https://crypto.com/</p>