I build B2B GTM (Go-To-Market) Systems on Clay

#1 GTM Engineering Advisor in the world with 900+ students, consulting the fastest growing B2B companies and the highest number of testimonials in the entire GTME ecosystem:

1) Clay Consultant Program: Land a Client in 60 Days Guaranteed
2) Fractional GTM Engineering (mid-market companies)
3) The 80/20 GTME Course (99$)

Author of 'The GTM Engineer', Available on Amazon: https://www.amazon.com/dp/B0FGLVG5HL

I am working with companies like: Appcue, Teramind, Vidyard, Procore, HeyReach, Isendu (Exited, now Sendcloud), Single Grain 

What people think about my Clay Consultant Program:

'Through the GTME Training program, we now deliver advanced workflows and measurable results for mid-market and enterprise clients, even securing retainers up to $12,000 per month'.

(Daniel Monteverde Founder @ LeadField)

“A client of mine, a major tech company, was blown away by the results and even asked how I managed to deliver such exceptional outcomes. Not even the most renowned agencies had ever achieved anything close during their years of collaboration.”

(Alessandro Martinengo, Managing Partner @ Chattwin, Early Stage Startup Investor)

“Michael’s Clay Consultant Program helped me land four consulting clients in just 60 days. I started from zero and his process gave me clear structure, systems and lead generation strategies that actually work. No guesswork, no noise, just practical steps and real execution. If you want to get clients fast and know exactly what to focus on Michael is the coach you need.

"(Asher Chua, Founder @ Revenue Journey)

“Since joining, we build campaigns ten times faster and manage 12 clients with a small team. Before, I wasted time and money on tools that didn’t deliver. Now I know that just three or four well-integrated tools are enough to get strong results in most niches.”

(Pablo Beitman, Founder &amp; CEO @ Blumo.io)

You can read all testimonials at clayoperator.com

Michael Saruggia

Most companies don't know Clay
Most companies don't know Claude
Most companies don't know Outreach

It's crazy how everybody screams about saturation and replacement and they have absolutely no idea how the market thinks and works.

You live in a bubble of tech companies
You live in a bubble of content called GTM Engineering or AI in GTM

If you network with senior people in finance, RE or whatever other industry, you will realize how far they are from this kind of world.

We are like 0.1% of the evolution of the GTM world.

Saturation is just in your mind.

GTM Engineering | AI + Clay Consultant Program: Land a Client in 60 Days Guaranteed | Get My Free GTME Guide👇

State of GTM Engineering:

> 6-figures jobs
> Great company and compensation
> 40+ applications after over 1 WEEK

(Of those 40+ maybe 1-2 people are somewhat competent since pros simply run their own biz)

A similar application for an AE probably has 300+ applications in 24 hours.

If this isn't one of the craziest opportunities ever to upgrade your skill..

I don't know what it is.

> Get the skills
> Get the experience
> Build network + media

And I can guarantee you that this is the new golden era of GTM Consulting

Crazy if I think about some years ago

Here's how everything started

I was working with Alessandro Martinengo V. in a B2B SaaS in Italy

(by far the toughest thing to sell ever LOL)

Then we figured out about Clay, AI & GTM Engineering.

2 years later, together with Federico Costa:

> He built a 7-figure agency
> He hired a team and a co-founder
> He's on the path to becoming a leading GTM Agency & Data Broker in EU

(And some secret news we can't share yet aha)

I am emotionally involved since I've been following Alessandro's team from the beginning with my coaching and he's Italian too.

Super happy to become a Strategic Advisor for SalesMagic and get more hands-on work.

Claude will replace Smartlead
Claude will replace Loom
Claude will replace Clay

No it won't LOL.

1) Building and maintaining software is hard
2) The time/cost opportunity simply makes no sense
3) The problem is debugging, edge cases and security

If you are not selling a CRM, why did you spend 20 hours of your time building one and then you have to update it every X weeks because something breaks?

Unless your time is worth < $20 per hour it makes no sense

But sure my hacker friend, continue to vibecode a new Calendly competitor to save $10/month.

You smart.

The fact that you should doesn't mean you have to.

The real art is understand what to use and in what situation and quickly do a cost/time analysis. (Ex. many of my internal ops are run by Claude now).

This is so true

BUT I have 2 conflicting feelings:

From one side, it's clear that:

> Claude made people work 2X with less results
> Most people see Claude as a way to hide from real work
> Many outsourced their thinking to AI and got even dumber (decks, ads, outreach, projects)

While from the other side:

> Some people move way faster
> The 1M per year solo agency is now a reality
> You have to start learning it since it will evolve

My take:

Play with it but perform a cost/time analysis.

Does it make sense to replace a 10$/m app to work 20 hours?

Is it something that truly makes me better / faster / helps my clients?

Focus and time management is probably the #1 skill in 2026

Even more today than in the past.

-

Follow Michael Saruggia for more GTM Engineering Tips

Click 'Visit My Website' for my Become A GTME guide in the profile

I just used Claude Code to build a set of ready-to-use agents that you can steal. You can connect them to Clay, Hubspot or wherever. And I made a full document guide for you.

> Google Ads Library Scraper
> Facebook Ads Library Scraper
> My LinkedIn Flow Agent (semi-automated)
> My Twitter Content Flow Agent (semi-automated)
> How to connect everything to Clay, Hubspot, Wherever
> General Strategy, Productivity, Locally vs Claude vs Github

Like + comment 'SCRAPERS' and I will send the doc to you

Follow Michael for more GTM Engineering tips

Click 'Visit My Website' for my Become A GTME guide in the profile

From a career in Sales

To 6-Figure GTM Engineer

It's crazy how fast you can reinvent yourself when:

> You put in 5–10 hours per week
> You follow a path someone else has already taken
> You choose a proven direction that's working

Justin Roux was working in sales just a few months ago.

He discovered Clay and realized how big the trend would become.

I coached him for weeks and couldn't be more proud.

> He now masters Clay and all the top AI sales tools
> He works at one of the best GTM agencies out there
> He leverages his sales skills and new tech skills to be dangerous

Let's go, man!

-

Want to get into GTM Engineering? (close a client in 90 days or money back)

Check my 1-1 program here: clayoperator.com/program

The market is confused about the ROI of a GTME 

Here’s 27 VITAL problems that GTM Engineering solve

Data & CRM                                                                    

1. Dirty/duplicate CRM data slowing down sales teams                          
2. No standardized lead scoring or qualification framework                    
3. Missing or outdated contact/company data (enrichment)
4. Job Changes, Duplicates, Parent/Child accounts
5. Manual data entry eating up rep selling time

Outbound
 
6. Low reply rates on cold outreach (bad targeting, bad copy, bad timing)
7. No systematic way to identify and prioritize ideal prospects
8. Reps manually researching accounts instead of selling
9. No personalization at scale, every email feels generic
10. Deliverability issues, emails landing in spam

Inbound
  
11. Leads coming in but not routed to the right rep fast enough
12. No lead nurturing system, MQLs going cold
13. Website traffic but no conversion infrastructure
14. Form fills with no automated follow-up sequence
15. No visibility into which channels actually drive pipeline

Tool Stack & Integration

16. Disconnected tools, CRM, sequencer, enrichment
17. Paying for overlapping tools with redundant functionality
18. No automation between marketing and sales handoff
19. Manual reporting, pulling data from 5 different dashboards
20. New tools adopted but never properly configured or integrated

Pipeline & Revenue Operations

21. No pipeline visibility, leadership can't forecast accurately
22. Deals stalling in pipeline with no automated re-engagement
23. Job changes breaking CRM data and pipelines
24. Tech Stack consolidation: paying 5 providers when you need 1 
25. No systematic referral or partner intro process

Scaling

26. Processes that work for 2 reps but break at 10
27. Tribal knowledge, playbooks live in people's heads, not in systems

What else would you add?

More tips to become a GTME here: clayoperator.com/trainings

Jack Dorsey laid off 4000 people because of AI

This is 2026

On one side we have tens of thousands of tech workers (or knowledge workers) losing their jobs because a smaller team with AI can produce the same output as 10x more people.

All of us have 2 choices:

1) Scarcity mindset

Freaking out
Let scarcity mindset dominate us
Thinking we are lost, it's the worst time to be alive

or

2) Abundance mindset

Leverage the game to your advantage
It's never AI replacing people, it's 1 person + AI replacing people
It's  the best moment to be alive and build a $1M/year solo agency

One choice will attract other broke people

The other will attract opportunities

Choose wisely what content to consume and what you believe in

Because it has the biggest influence ever in your life

-

Want to know how to jump into GTME?

I wrote a guide for you (FREE): https://lnkd.in/gw6g424X

Aziona

Aziona is a company made by energy experts for energy experts. 
Aziona provides technology products and consultancy services to energy companies.

 CEO & Founder

Hacker Noon

Proud Guest Contributor to Hacker Noon, "where hackers start their afternoons".

Guest Contributor

Coming Soon :) 

Working to launch my own company in first months of 2021.

Digital MasterMinds

A community of over 400 professionals aiming to foster indipendent growth of digital marketing, e-commerce, technology & innovation.

Associate

Axpo Italia

Co-creator & in charge of Pulsee, the new digital brand of Axpo.
- Responsible for products development (pricing, features and services).
- Responsible for budgeting and business targets in front of Axpo Board of Directors.
- Owner of Agile Room, coordinating the tech and development teams.
- Project Management supervision with creative agencies and media partners.
- Ideate, co-design, monitor and improve CX & digital UX.
- Managing post-sales operational workflow (customer care, billing, credit).

Pulsee has been launched under my supervision in 2019; we reached business KPIs (new customers, chrun rate, customer satisfaction) within the first year of the brand. 

Proud member of steering committees of Axpo group's Digital Innovation, Big Data Project, Data Science Groups.

Digital Operation Manager

Middle Office department was born in Axpo in 2011, being it detached from Risk Management Area. I took charge of it, having to develop - jointly with Risk and IT dept- a new ETRM system.
I worked toward the creation of a stable daily reporting process, taking account of trading books performances and exposures (daily PnL, daily VaR & PaR, limits and PnL justifications). 
With my team, that peaked 10 people, we faced many changes both in company assets than in energy sector , building a solid, wide range expertise both in financial analysis and in commodity market.

Middle Office Manager

I joined the newborn Risk Management team in 2008, under the guidance of Stefano Fiorenzani, PhD. 
The entire process of risk management and transaction evaluation had to be created from scratch. The working tools were Matlab, Excel, VBA, SQL database. 
Our team of 4 people in total worked around the clock, often literally. It has been a particolarly hard task since I was the only one of my peers without a deep energy background or engineering, math or physics accademic background. Nevertheless I made thru it quite successfully. 
It was an exhilarating experience that laid the foundation for my future at Axpo.
I had the opportunity to grow along the business, such as the launch of IDEX Energy Futures on Borsa Italiana on November 2008 and the expansion of OTC energy trading platforms in Italy.

Risk Management

Young Women Network

Motivate, inspire and support young women to achieve their business goals and aspirations.

Inspiring Mentor

A.P. Moller - Maersk

Working in Corporate Finance Department, my duties where mainly focused on updating financial exposure and keeping track of accounting position toward A.P. Moller vessel supplier, such as port operators, carriers, tugs. 
I received a mention for partecipating with profit in a contest for finding innovative cost-saving ideas.

Finance Officer

Casasco & Nardi S.p.A.

Assistant for customs services & logistic operation (checks, demurrage, inspections, duties payments). Reporting to Finance Manager.

Customs Officer

💻github:     https://github.com/carloocchiena
🛰️web:         https://www.azionadigitale.com/
👨🏻‍💻personal:  https://carloocchiena.com/
⬇️⬇️READ MORE⬇️⬇️
I worked for over 15 years in the energy world, going through two major streams of digital transformation as a key player; in the Risk Management area, initially supporting the daily calculation part of PnL, VaR and PaR, and later, in the role of Middle Office Manager, supporting the adoption of an ETRM; then I took the lead in the digital transformation of the retail area that resulted in the creation of the full digital Pulsee brand. 
In 2021, I left the corporate world to found Aziona, an innovative company that makes technology accessible to companies in the energy sector, addressing hands-on issues in the industry. Despite being a relatively young company, we have already worked with the best brands in the industry, tackling major projects.
In 2022 we released our first SaaS product, @reportino, a BI and Dataviz platform aiming to boost the analytics needs of energy companies.

Carlo Occhiena

Per chi lavora in ambito energetico conoscere i prezzi delle commodity è abbastanza semplice se non immediato. 
Ho notato però che parlando con persone fuori dalla ns nicchia, vi è difficoltà anche solo nel capire quali siano i prezzi da tenere sott'occhio, prima ancora di sapere dove reperirli facilmente.
Per sopperire almeno in parte a questa esigenza, immagino di pubblico interesse visto il periodo storico attuale (again!), ho creato questa semplice watchlist su TradingView che permette di avere sotto controllo:
- Brent (oil europeo)
- CO2 
- German Power
- Italian Power
- PSV 
- TTF 

Trovate il link alla dashboard pubblica nel primo commento:

In ambito tecnologico, molte delle decisioni più costose nel lungo periodo vengono prese da chi non ne subirà direttamente le conseguenze.

Ne ho parlato con Luca Florio (Sw Eng Spotify, Computer Science PhD) nel suo The LeadershIT Podcast, il podcast sulla leadership tecnologica italiana.

Quando chi progetta architetture, sistemi dati o prodotti digitali non è esposto al costo dei suoi errori, il risultato è una soluzione localmente ottimale ma sistemicamente fragile. 

Il debito tecnico, la complessità operativa e il rischio organizzativo raramente nascono da cattive intenzioni: molto più spesso nascono da asimmetrie di responsabilità.

Link al contenuto nei commenti.

Grazie a Luca per la conversazione e a Ilaria Pigazzini per la segnalazione.

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The Battle

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