In today's episode, we talk to Malo Brinquin from Palladio GTM about building complete GTM engines for companies using Clay and modern automation tools.
We explore how Palladio approaches client work differently based on company size, from helping smaller startups automate outbound and save time for salespeople, to breaking down silos between marketing and sales teams in larger organizations. Malo shares a fascinating case study where they built deeply segmented campaigns using Clay to research prospects across multiple data points including age, education history, and career tenure. We discuss why hyper-segmentation beats generic messaging, how Clay extends far beyond outbound into inbound qualification and CRM hygiene, and why speed-to-lead can be cut in half with the right automation. Malo also addresses the common misconception that GTM engineers are just doing outbound, explaining the broader value of understanding how to connect systems and build proper GTM infrastructure.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:21) What Palladio GTM Does and Their Approach
(00:57) Client Fit and Company Size Differences
(02:32) Business School Case Study: Deep Research and Segmentation
(03:58) Six Campaigns from 1K People
(05:42) Why Hyper-Segmentation Wins
(07:06) Clay Beyond Outbound: Inbound and CRM Use Cases
(08:28) Speed-to-Lead and Lead Scoring
(10:11) The GTM Engineer Misconception
(10:58) Breaking Down Marketing and Sales Silos
(11:11) Future of Clay and Creative Use Cases
(14:00) Closing and Contact Information
🔗 CONNECT WITH MALO
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
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