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 = 👩‍❤️‍👩

Kellen Casebeer

Helping companies find Message-Market-Fit | Founder @ The Deal Lab | Smartlead Certified Partner | Clay Certified Expert

Obsessed with speed to value.

The #1 revenue struggle that most companies face is their inability to consistently & repeatably generate pipeline that converts into stable revenue.

I’ve built a systematic way of dividing a market, identifying where your buyers are within it, and rapidly testing messaging against those segments in the pursuit of Message-Market-Fit.

For less than the cost of an SDR I can run cold outbound campaigns (phone and/or email) on your behalf and establish what works vs what doesn't.

10x the volume, 10x the quality, and 10x the rate of learning vs doing it yourself or hiring a jr sales rep to try.

I do this through my company, The Deal Lab.

We are a proud Smartlead Certified Partner, which means the #1 tool for people building businesses like ours has recognized us for our excellence in the space.

If you’re considering building an outbound program, or have one that isn’t performing like you wish it would - give me 30 minutes to change your perspective & I guarantee you’ll want to find ways we can keep the wins rolling together… people often remark that they're stunned what I'll do for free and confused why I don't paywall my helpfulness.

When I'm not running my business, I also hangout in the free communities that I have built for digital sellers & side hustlers with the goal of being everything I wanted ((and needed)) but didn't have access to earlier in my career.

I'm also really into submission grappling ((BJJ)), holistic health, lifting weights, and taking Lindy walks in the California sunshine with my beautiful family.

If you're a sales rep, sales leader or Founder with questions or looking for support on something - drop me a DM 🤠 I love chopping it up and solving problems with my fellow sellers ❤️

Message-Market-Fit is when you know exactly what to say in your prospects’ own language to book consistent outbound meetings with them.

We’ll help you find it for less than the cost of an SDR.

Then we’ll either keep running our systems and booking calls for you, or we can build & train your in-house team on exactly how we do it.

Chosen as 1 of 25 Smartlead Certified Partners.

Bay Area GTM is POPPIN' right now

Tomorrow SuperSend, Lavender 💜🔮 www.ora.im, and The Deal Lab host "Cold Outbound Masterclass" at 11am PST

Here's the zoom: https://lnkd.in/gtzTdxuV

Then in the evening Freckle.io + SuperSend + Octave + FullEnrich + GTMcafe.com + Ocean.io + HeyReach.io are all teaming up for Freckle's "Welcome Home" rooftop party (reg is full I think... or see if Nathan Merzvinskis' link is live?....

It's gonna be "lit" as the kids say. (It's me, I am the kids.)

Thursday, Clay is hosting a joint rolling party (heartbroken to miss this)

and reeling it all in this Friday, 10am PST (like every single other week), Clay Cafe (now GTMcafe.com) will host our weekly office hours (credited by many as "the best thing they do every week").

Also as a bonus: check out Wesley Hoang 🛠️♠️'s GTM Engineering Tournament that he is hosting, where Taylor Haren, Jesse Ouellette, and I will be giving some seminar-style talks on various GTM topics 😈

(I want to do turf war style next... teams...?)

If you're a curious learner, join the sessions above and come ask stuff

If you're a practitioner, learn and share

And if you're something else - you're welcome too :)

**Drives outta here like Marshawn Lynch in an injury cart**

Go-to-market is music, not math

Adding “engineering” doesn’t validate it

Creativity has always been the cornerstone of excellent marketing and salesmanship

You don’t “solve” for pattern interrupts; you become attuned to the market, the patterns, and ideate against them…

Scale is easy; potency is much harder

If you use volume as a proxy for effectiveness, you’ll eventually fail // run into roadblocks

People love loading 1000 numbers into a parallel dialer and ripping

But you give them TitanX and all of a sudden it’s hard to understand how to approach 80 high-intent leads as opposed to 920 low-intent ones

If you don’t conceptually understand that, you’re risking it all by chasing scale and volume and automation

You need quality, effectiveness, and creativity

Jerry Garcia’s guitar playing skills are excellent independent of how excellent Sturgill Simpson’s are

1+1 is always 2; but in go to market, nothing is “always” anything

Nuance, complexity, and uncertainty become the environment you operate within - not something you “solve” out of dealing with

GTM engineeeing is a beautiful concept when it’s thought of as unlocking novel ideas; like drug research, music studio sessions, or building advanced military weaponry to equip our armed forces

It’s a misdirect, a mirage, when it is thought of as an easier way, as absolvement from effort, or a shortcut without thoughtfulness

Proceed with caution 🙈😈🤠

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A personal cheat code: if you align what excites you the most (competing & serving others) with what provides for your loved ones… you’ll become unstoppable 😈❤️

1st) a dear friend (and competitor now lolz) landed their first client! So exciting and it means the world they share this moment with me. Game on

2nd) a random connection comes to me for a way out “of the trenches”; brother I have been there…. They don’t know how hard ima show up for them - we’ll make a little content piece out of it - no transactions needed… 

3rd) a customer shared this after an emergency all hands to address something their team needed. Out of scope technically, but spiritually they knew this is the type of stuff The Deal Lab thrives on

4th) a quote that inspires me. Electric energy. Hang it from the rafters and hold me To it  😈

T-minus 59 minutes until our weekly open office for GTMcafe.com , followed by a lil podcast recording with Dean Fiacco 

“Gm” everyone 🤠

The #1 online community for GTM excellence is GTMcafe.com

Free to join - weekly calls - all sorts of fun and surprises inside 🤠

Open article: GTM Community Home Landing Page by gtmcafe.com

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Kellen Casebeer

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The Battle

Utkarsh Singh Rana

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