C17 Lab

Head of GTM Engineering

Building out outbound plays for enterprise clients

Strategic GTM

Clay

Enterprise Partner

Monthly Unlimited Flows for Fixed retainer

Clay Certified Expert 

Unlimited Custom clay workflows for you for a fixed monthly price

24-72 hours delivery, one request at a time.

Free 3000 Credits - 

https://clay.com/?via=6f1999

Clay Creator

Instantly.ai

Certified Instantly Expert

Smartlead

Smartlead Certified Experts

Maildoso

Advisor

Persana AI

Monthly Flows on a fixed price


https://persana.ai/pros/utkarsh-rana

Persana Pro

Adyhere.com

Helping B2B SaaS Companies and Agencies Generate Leads while they sleep via AI-Powered Inbound + Outbound

If you are not from one of the above industries no issues, you just need to be a B2B business.

We do all the heavy lifting, you just attend the meetings!

$200,000+ in REV & $1M+ Pipeline generated for B2B clients via outbound

Website - https://www.adyhere.com/
Email - utkarsh.rana@adyhere.com

Founder

I help B2B SaaS Companies and Agencies Generate Leads while they sleep
$200,000+ in REV & $1M+ Pipeline generated for B2B clients

Unlimited Custom clay workflows for you at $2000/Month

I set content systems that:
-> Builds audience
-> Engage with them while heating their buying intent 
-> Converting warm leads with a high closing rate as the content did most of the work.

Then I use data from over 100+ sources to create smart strategies that find the right prospects. 

This helps your sales team connect with people who are looking for you.

Here’s what I do:
Build Content systems that build an audience
Build targeted lead lists
Set up and warm up inboxes
Write personalized emails & DMs
Manage full campaigns


The aim is to test 
OFFER-MARKET-FIT
TARGET TESTING
MESSAGE-MARKET FIT
PRODUCT-UNTAPPED MARKET FIT


--
If you're a B2B company that wants more demos/sales calls, go to https://www.adyhere.com/

Utkarsh Singh Rana

We don’t use Clay native waterfall.
Even though I love Clay
.
.
Why?

Because we needed full control

Especially around tools like Supabase, BounceBan (Verify risky emails without sending messages), and email domain filtering. 

So, I built a custom waterfall logic. 
We're now on Version 8 and it's been a game-changer for our GTM team.

Thanks to Enzo Carasso 🧲 for letting me spend $$$ on testing tools 😊 

🔁 Our Custom Enrichment Waterfall at C17 Lab:

1️⃣ Supabase First: 
Credit goes to 🦾Eric Nowoslawski and Bharatt Arorah for introducing me to SupaBase

We query by:
LinkedIn Handle (if valid)
OR Full Name + Domain
 This saves us 30–40% of our enrichment credits upfront.

2️⃣ Domain Filter Logic
 If Supabase gives us utkarsh@c17.ai
 but the real domain is c17.com → ❌ rejected.

 No mismatched domains. No noise in the pipeline.

➡️ What if Supabase fails?
We fall back to:
Apollo/CSV email (only if different from invalid ones)
Prospeo.io and Icypeas
But NEVER revalidate already-marked-invalid emails.

 🧠 That alone saved us 154,000+ verification calls last month.

3️⃣ Final Validation
 Every valid-looking email goes through:
✅ MillionVerifier
🚫 BounceBan (Verify risky emails without sending messages) (only if catch-all/invalid by MillionVerifier)

And we use request IDs to fetch final verdicts if needed as sometimes BounceBan gives you request ID

4️⃣ Bonus: ESP Detection
 We tag every email with Gmail, Outlook, etc., via EmailGuard.
 Helps in split testing emails as Outlook deliverability is bad.

5️⃣ Sync Back to Supabase
 Every enriched lead gets written back to Supabase with full data.

 No duplicates. No overwriting.

NOTE: When you cross like a Million records in Supabase, you'll get errors with LookUp as the data is too much

Use ChatGPT to figure out what schema you want with it.

🔍 How We Fixed the Lookup Problem
We use GIN trigram indexes, which are special tools that help Supabase find text very fast, even in millions of rows. 

They let Supabase search company domains and LinkedIn handles without slowing down. 

These indexes act like shortcuts that guide the database to the right place instantly.

Indexes that make Supabase fast:
➡️ emaildb_companydomain_trgm_idx — helps find company domains quickly
➡️ emaildb_handle_trgm_idx — helps match LinkedIn handles fast
➡️ emaildb_handle_eq_idx — speeds up exact LinkedIn lookups
➡️ emaildb_email_key — keeps emails unique and easy to find


⚙️ Other Automations We Use
➡️ Emails are cleaned automatically before saving
➡️ LinkedIn handles are generated on their own
➡️ Full names and email domains are created automatically
➡️ Duplicate contacts are blocked before saving
➡️ "created_at" and "updated_at" update automatically
➡️ All new records become searchable right away

Utkarsh  Rana 🧲

Head of GTMs @ C17 Lab | Top Clay Enterprise Partner • Sales Tech & Revenue Systems Optimization •

I would still be spending 40+ hours weekly if it wasn't for these tools.
.
.
1. Serper
 Scrape Google Search, Maps, and Reviews.
 → Build targeted business lists
 → Monitor reviews to gauge activity
 → Pull company data fast

2. n8n
 Zapier’s smarter cousin.
 Great for cloud automations and AI workflows—especially if you're technical.

3. Apify
 Custom scraping powerhouse.
 → Grab Meta ads, Google data, TikTok profiles, tech stacks - whatever you need.

4. ZenRows
 Most reliable and cost-efficient scraper I've used.
 → Scrapes full websites (HTML + Text) cleanly.

5. HeyReach.io
 It's Smartlead, but for LinkedIn.
 → Automate connection and message campaigns at scale.

6. SmartProspect (by Smartlead)
 Massive lead database.
 → Easily download leads—top-tier for outbound.

7. Clay
 The glue.
 → Integrates with everything to automate lead enrichment, research, and outreach.

8. Taplio
 Content machine for LinkedIn.
 → Helps you ideate, write, and post consistently.

 If you're not stacking the right tools, you're stacking unnecessary hours.
 
Will it increase your cost? Yes
Will it save your time so that you can re-invest it into scaling your business? Yes

Tools I use everyday!

I used to burn $$$ on B2B lead tools that overpromised and underdelivered.
.
.
.
The worst part?
Even after dropping $1K+ per month, I still had to:

Clean up lists and have 2 verification tools - basic and catchall verification
Deal with bounce-backs

Guess who my real ICP was as list contained leads that didn't match the filters I added

AND somehow protect my domain reputation...

And that was called normal.

The real problem?
Most tools aren’t built to prioritize lead quality.
They bulk scrape, charge you upfront, and leave you holding a bag of outdated contacts.
Their job ends when you pay.

But your job (booking meetings) is just getting started.

Now imagine you're an agency owner or founder...

Every bad lead = wasted rep time.
Every bounce = damaged sender reputation.
Every wrong ICP = campaign fatigue.

When your pipeline depends on cold outreach, these things compound fast.

You’re not just burning ad spend - you’re burning trust, time, and deliverability.

Shared this issue with the Smartlead and next 2 weeks, they launched Smartprospect

✅ 300M+ verified B2B profiles with real-time enrichment
✅ Filters for role, company size, engagement, and more
✅ Multi-step verification waterfall built-in
✅ Push leads directly into your campaigns (no manual export/import)
✅ Flat $59/month fee - and no per-lead nonsense

The result?
Better data. Better replies. Better ROI - all without risking your sender health.

C17 Lab is a proud Smartlead Partner!

Last week: a lead from Samsung ➡️ https://lnkd.in/gE8Ja-Y4
This week: a booked call with Intel.
.
.
.

No warm intros. No magic.
Just a clear offer, a sharp GTM motion, and a real solution to a real problem.

This isn’t luck - this is strategy.

Here’s what we know:
🎯 Who to target
 Enterprise teams feeling the pain - and the exact decision-maker responsible for fixing it.

🔍 What they care about
Not your product — their problem. Even giants like Intel have burning issues they want solved.

📞 How to reach them
 Right message. Right channel. Right timing.

Here’s what we did:
1. Refined the targeting
We reworked the ICP - especially headcount - to align with the client’s enterprise motion.

2. Rewrote the messaging
Enterprise-grade clarity, but still easy to digest and imagine in action.

3. Shifted personalization
We don’t care about their nearest KFC.
We care about their problem.
Messaging anchored in their challenges - not surface-level flattery.

The best GTM strategies don’t start with the product.
They start with pain - and offer a clear path to relief.

You’re not burning your TAM.
You’re not annoying anyone.

You’re stepping up with relevance and precision - and that gets responses.

If your offer can solve problems for Intel…
Why wouldn’t smaller companies take notice?

🚫 Stop playing small.
✅ Start executing like it’s enterprise.

That’s the C17 Lab way.

We made 40% fewer dials than usual for a client… 
And still hit the meeting KPI 🤯 for them
That’s not a fluke.
.
.


📅 On Nov 11, we dialed 40% less than our usual volume for this client.
 🎯 Still booked 4 meetings a day - exactly what we needed to hit target.

Here’s what I learned:
🚀 Quality wins if you don't have much quantity - especially when your data source is 🔥

BetterContact is turning out to be a total powerhouse for phone numbers.

I still remember Roman Hipp telling me they were rolling out Phone Number Waterfall.

 And I was like:
 💳 “This is gonna hit the credit card HARD.”

But nope.
💡 The quality, the hit rate, and the ROI we’re seeing - it’s totally worth it.

And I don’t even validate phone numbers manually.
Yeah, there are tools for that…
 But honestly?

📞 The only way to validate a phone number is by actually calling it.

Just like how Scrubby | Complete email validation validates emails by sending actual emails - max accuracy, no guesswork.

Cold + Warm Calls = 💘 
Cold emails + Cold Calls + Warm Calls = 👩‍❤️‍👩

Outbound Sales Specialist | SDR/AE for SMB and MidMarket SaaS in marketing, finance, and IT

Great sales expertise in software sales, mostly in marketing and financial tech. Been working with different industries including retail, construction, furniture, agriculture, and horeca.

Building exceptional knowledge and relationships in those industries.

Well-versed in managing the full sales cycle. Most frequent persona: C-level, VP, Directors, and managers.

Great listening skills, empathic and a natural problem solver. Customer obsessed.
10+ years of experience in building relationships with cross-functional colleagues on internal or external teams

Alex Baldovin

I'm speaking at Tekpon.

It still feels sureall to say this but - I'm going to talk about AI in GTM at arguably the most important AI summit event in Europe this year. 

I will share the stage with:

Tom Hunt, Founder & CEO Fame
Angeley Mullins, CEO Aetheris Ventures
Oren Greenberg, GTM Advisor
Mike Korba, Co-founder & CCO @ User.com by Positive
Valentin Radu, Founder & CEO Omniconvert

Thanks to Cristian Dina and Alexandru Stan for bringing togheter the smartest people from around the globe in our humble, but proud city of Bucharest, Romania.

PS: If you're not comming - you have NO idea what you're missing.

Lead generation for B2B with cold email | Clay expert and Club Host

I just got back from the Tekpon AI Summit.

And I'm reminded why I love these events.

It's not the panels. It's not the keynotes.

It's the conversations in between.

The people you meet at the coffee station. The random chat that turns into a 30-minute deep dive about a problem you're both solving.

Shoutout to Alexandru Stan and Cristian Dina for making this happen
and everyone else who supported them to make it memorable.

What I didn't do once:

Pitch my service. 
Hand out business cards like flyers. 
Ask for anything.

Because that's not how real relationships work.

Think about it like dating. 

You wouldn't walk up to someone and immediately ask them to marry you. You wouldn't spend the entire first conversation talking about yourself and what you need.

That's what most people do at networking events. They pitch before they know your name. They hand you a card before they ask what you do.

It's the business equivalent of proposing on a first date.

The best connections I made? 

They happened when I was genuinely curious about what someone else was building. When I shared a resource that might help them. When I listened more than I talked.

One conversation led to an intro. Another turned into a follow-up call next week. A third might lead nowhere, and that's fine too.

The people who showed up trying to sell something? They left with nothing.

The people who showed up to learn and connect? They left with relationships.

Networking isn't about what you can get today. It's about who you can help, what you can learn, and the trust you build over time.

That's what makes these events worth it.

If you're heading to a summit or conference soon, forget the pitch. Show up curious. Be helpful. Build real connections.

The opportunities will follow.

Clay Club is hitting Bucharest again. 

And this time, i'm co-hosting with legends like

Bill Stathopoulos, the CEO of SalesCaptain
Frank Sondors 🥓, Founder and CEO of Salesforge 🔥

And the most brilliant minds in AI and GTM that are comming all around the world. 

This event will be packed with golden nuggets about:

1. Website Visitor Tracking → 
How to turn anonymous traffic into named accounts you can actually reach

2. Competitor Follower Targeting → 
Steal (legally) your competitor's audience and convert them

3. Theo's SEO Play → 
The Clay workflow that's scaling content without the agency overhead

4. HubSpot Lead Scoring → 
Automate qualification so your sales team talks to real buyers only. No theory. No death-by-Clay-table. Just workflows you can steal and implement Monday morning.  

Join us on 26th November in Bucharest, here: https://luma.com/zmwxzvvp

PS: There's free pizza too.

I bought a Sony camera to start creating video content.

Spent $2,000. Set up my whole studio. Hit record.

Then realized I had no idea how to edit.

Here's the thing: I'm a founder. I know video is the best way to engage on social media.

The algorithm rewards it. My audience wants it. I even invested in the equipment.

But I don't have editing skills. And I definitely don't have time to spend 8 hours learning Premiere Pro.

I need to build my business, not become a videographer.

So I looked for a solution. Not another timeline editor. Those are built for professionals.

I needed something that could do the heavy lifting for me.

That's when I found Descript's Underlord AI co-editor.

I can talk to it in natural language. 

Here's what happened:

I recorded an 8-minute take. Rambling. Pauses. Filler words everywhere.

Then I gave Underlord one prompt: "Turn this into a 90-second LinkedIn video. Remove the weak parts, keep the best points, make it punchy."

It didn't just cut. It made decisions:

- Removed my awkward intro
- Found the three strongest points
- Structured them logically
- Cut all the ums and pauses
- Suggested where to add text overlays

10 minutes total. Not 4 hours.

I'm not trying to become a video editor. I'm using AI to handle the technical stuff while I focus on the message.

This is video creation for people who aren't video creators.

If you're like me and need help with video editing, try Descript here and thank me later > https://lnkd.in/dfDFdTVy

Last week I co-hosted the Clay [Club] Bucharest with Bill Stathopoulos and Frank Sondors 🥓

Full house. Standing room only by the time we started.

This wasn't just another meetup. We brought together some of the sharpest minds in sales automation and AI-driven outreach for a hands-on session that pushed everyone's thinking on prospecting.

What we covered:

• Real Clay workflows that actually convert
• Live demos of strategies we use daily
• The future of GTM and where automation is heading
• Practical use-cases that people are implementing right now

Bill and Frank delivered some of the best presentations I've seen on this topic. 

The energy in the room when they broke down their systems was electric.

Everyone got direct access to ask questions and connect with people solving the same problems they are.

Getting Bill and Frank both in one room in Bucharest was rare. The depth of knowledge they shared about scaling outreach without scaling headcount was exactly what this community needed.

We kept it small on purpose. No lecture from the stage. Just real value and real conversations.

Already hearing from people implementing what they learned.

If you missed it, keep an eye out for the next one.

Bucharest showed up.

taplio

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Utkarsh Singh Rana

Alex Baldovin

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The Battle

Utkarsh Singh Rana

Alex Baldovin

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