Revenue Journey

The two constant challenges for SaaS Companies in a growth phase:
1. Pipeline Growth (For GTM & Revenue Leaders)
2. CRM Hygiene (For RevOps Leaders)

I've learned that these two challenges are data and workflow problems, and Clay can solve for that. 

📈 Pipeline growth: Every revenue leader focuses on getting their sales reps more training (E.g. How to cold call, write better messaging). 

Those are great, but your sales reps are spending 50% - 80% of their time daily, manually finding & researching good-fit accounts & prospects, which leaves them with minimal time for execution. 

If you have a good ICP (ideal client profile) defined and PMF (product-market-fit), your sales reps should focus 80% of their time on execution, and automate those manual processes.

We use Clay to eliminate those manual processes, Clay can help to map out your total addressable market (TAM), and uses signals-based workflows to find prospects and score them accurately based on your criteria. We then send the good-fit prospects (Including their contact information) directly to your SDRs/AEs in the form of a lead list or directly into your CRM.

✨ CRM Hygiene: Your CRM is supposed to be your source of truth. But yet, your leadership team & sales reps don't trust the CRM data, which makes executing campaigns and making decisions based on those data difficult. It's not your fault, because every 3-6 months, things change and CRM data just becomes outdated naturally.

Clay is the game-changer here. High-performing RevOps teams does this every 3-6 months -  Pushes their CRM data into Clay, and because Clay connects to 100+ enrichment platforms & tools, including allowing you to use AI agents to find unique data points about every account/contact/lead, you can clean, enrich and update all your data.

Once that process is done, you then push those data back to your CRM.

If you struggle with these challenges, book a time with me - https://cal.com/asher-revenue-journey/30min

Founder, GTM Engineer & Certified Clay.com Solution Partner

Clay

I got officially recognised as a Clay Expert & Solution Partner in September 2025. Here is the link to my profile - https://www.clay.com/experts/partner/asher-chua-revenue-journey

If you ever want to check out Clay, use this link and get 3,000 Clay Credits for free upon a paid sign up -> https://clay.com/?via=4c152f

Certified Clay Expert (Solution Partner) & Investor (Community Equity Offering)

If you ever want to check out Clay, use this link and get 3,000 Clay Credits for free upon a paid sign up -> https://clay.com/?via=4c152f

Using Clay heavily at Revenue Journey, and sharing my learnings on LinkedIn & YouTube (https://www.youtube.com/@revenuejourneywithasher)

I got recognised officially as a Clay Creator too!

P.S. I got the chance to invest in Clay, and did it too in March 2025!

Clay Creator & Investor (Community Equity Offering)

Clay Bootcamp 🥾

Started as a Clay Bootcamp Student, supercharged my learning with Nathan (Founder of Clay Bootcamp) and his team of coaches, built my Clay & GTM Consultancy, and subsequently got my certification as an official Clay Solution Partner 5 months later. 

I not have the privilege and opportunity to give back by becoming a Fractional Coach, helping other Clay Bootcamp students go from 0 -> 1 in their Clay journey!

Fractional Coach

- Mastering Clay with bespoke 1:1 training and tailored mentorship
- Advanced Clay expertise, focusing on automation, AI-driven business solutions, and workflow optimization.
- Exclusive access to top agency CEOs, a high-impact alumni network, and battle-tested strategies to grow a profitable agency

Elite Clay Training Program Student

Activate the Magic 🏧💫

After contributing to several client projects and championing the use of Clay within Activate the Magic, I was asked to take on a broader role with more strategic initiatives...The official Clay Evangelist!

In this broader role, I will...
- Continue to lead Clay-related projects for clients, helping them unlock its full potential for workflow automation and data enrichment.
- Host regular office hours (The Claydown) to share insights, best practices, and creative use cases for leveraging Clay’s capabilities.

Excited to continue driving innovation and impact through Clay for our clients!

Clay Evangelist (Fractional)

Activate The Magic is a Fractional RevOps Agency providing world-class strategy and execution for the Zero to $10M sprint

As part of my engagement with Activate The Magic, I consult and implement projects that require Clay Expertise, which could include CRM Enrichment, Targeted List Building, etc.

Because...Clay + Clean Data + Top-Tier Revenue & CRM Operations = GTM that is ready to scale!

Clay.com Subject Matter Expert & Advisor (Fractional)

Dotdigital

Driving new business sales for Dotdigital’s Customer Experience & Data Platform

Working closely with both Founders & Head of Marketing/Ecommerce/Growth from ambitious brands, who are looking to gain an edge and provide both an exceptional & personalised customer experience!

Highlight: Closed the first multiple-product deal in APAC.

Started using Clay here - Left to start my own company, something that I've wanted to do for a very long time.

Senior Account Executive

Supermetrics

1st Sales Hire for New Business in APAC - First AE role in my sales career

🌍 Worked and closed deals across all major APAC Markets (Singapore, Malaysia, Indonesia, Taiwan, China, Hong Kong, Thailand, India, Vietnam, Australia, New Zealand)

6️⃣1️⃣ deals closed within the first year of employment

💪🏻Deals sizes range across SMBs, Mid-Market & Enterprise companies, needed to be versatile and flexible based on the type of customer I was facing.

🗣️ Effectively bilingual in both English and Mandarin (High average closing rate for China & Taiwan), effectively leveraged WeChat/LINE when communicating with customers

🎙️ Executed the first-ever APAC-Focused Webinar that brought in 494 registrations and resulted in 6x ROI. 

📊 Assisted in GTM strategy with data by creating a custom APAC report that is split by country, which reveals the lead-to-opportunity ratio and the opportunity close rate.

Account Executive (JAPAC)

Sales School Singapore

🎙️ Got an opportunity to continue utilising my skillset as a podcast host, which I've developed while running my own podcast - The Revenue Journey Podcast

My role now includes focusing on the things I enjoy, interviewing and chatting with notable guests in the world of Tech Sales! (Check out the newly released podcast here -> https://open.spotify.com/show/6RbQjRHNyuFgnlt50P9cUd)

And here's the thing, a podcast sounds simple - Get a mic and talk? 

Well, there's more to it than you think!

My key responsibilities include:
1. 'Prospecting' for guests, reaching out to them, scheduling a pre-recording call
2. 30 minutes discussion on the topic + direction + agenda of the call 
3, Scheduling of the interview date
4., Doing up a one-page write-up with questions and topics that acts as a working document between the guest and myself
5. Actual Interview (Typically up to an hour)
6. Post Production Editing (Audio Cut, Trailers, Subtitles, Episode Outline)
7. Final liaison with guest
8. Posting on social media

Takes a team to get this going, but the rewards are worth it, as we get to give back to the Tech Sales Community in Singapore and across APAC!

Podcast Host & Community Lead

The Revenue Journey Podcast

Podcast has been paused after 20 episodes! 

Did you know that a study conducted in 2023 mentioned that 44% of the podcasts have less than 3 episodes, and only 720k podcasts have more than 10 episodes.

I guess we had quite the journey 😄 Good news is that the podcast is still be found on Spotify and Apple Podcasts, so tune in to it if the description below speaks to you! 🎙️

"Sales is different in APAC/ASEAN.

So, The Revenue Journey Podcast was born. 

I'm dedicated to helping you learn about the life & journey of technology sales professionals within the APAC / ASEAN region. 

If you want to break into technology sales or hear different perspectives from technology sales professionals, this podcast is for you."

Founder & Podcast Host

Talkdesk

First SDR hired for Talkdesk in the APAC region - Helping companies build a better customer experience (CX)!

Talkdesk helps companies retain their customers & grow customer loyalty through better customer experience. This is done by...

- Reducing complexity for agents, giving them one single intuitive workspace to access what they need
- Integrations with all your customer engagement channels (Voice, SMS, Social, Email, etc)
- Giving agents information about a customer before a call through integrations with popular CRMs

Talkdesk's CCaaS solution has Artificial Intelligence at its core and has been recognised as a Leader in the field by:
- Gartner® Magic Quadrant™ for CCaaS, 2021
- Forrester Wave for CCaaS, 2020
- Ranked #17 on Forbes Cloud 100 List 2021
- Ranked #1 in 16 G2 Summer Reports, Most of any CCaaS Provider, 2021

If you're customer-obsessed, let's talk :)

🏆 Achievements 🏆:
- 156% quota attainment for Q1 of FY2023

Enterprise Business Development (APAC)

impact.com

I was part of the early team at Impact.com Southeast Asia (When it was under 10 employees), working as a Business Development Representative.

I helped build our company's pipeline in this region, and I had more than a hundred discovery calls with customers across Southeast Asia. It helped me develop the ability to ask good questions and understand prospects' needs.

Because the team was small and our brand name wasn't established yet, I learned how to deal with limited resources and use creative approaches to get the attention of prospects. I also had the fantastic opportunity to see first-hand how to get the first few businesses in a new region.

🏆 Achievements 🏆:
- 183% quota attainment for Q1 of FY2022
- 180% quota attainment for Q2 of FY2022
- 190% quota attainment for Q3 of FY2022

Business Development Representative (SEA)

💡 Prior to starting Revenue Journey, I spent 5 years in SaaS Sales. Went from SDR ➡️ AE, typically being the first or second sales rep in a new region.

I've experienced first-hand the two constant challenges for SaaS Companies in a growth phase:
1. Pipeline Growth (For GTM & Revenue Leaders)
2. CRM Hygiene (For RevOps Leaders)

I've learned that these two challenges are data and workflow problems, and Clay can solve for that. 

📈 Pipeline growth: Every revenue leader focuses on getting their sales reps more training (E.g. How to cold call, write better messaging). 

Those are great, but your sales reps are spending 50% - 80% of their time daily, manually finding & researching good-fit accounts & prospects, which leaves them with minimal time for execution. 

If you have a good ICP (ideal client profile) defined and PMF (product-market-fit), your sales reps should focus 80% of their time on execution, and automate those manual processes.

We use Clay to eliminate those manual processes, Clay can help to map out your total addressable market (TAM), and uses signals-based workflows to find prospects and score them accurately based on your criteria. We then send the good-fit prospects (Including their contact information) directly to your SDRs/AEs in the form of a lead list or directly into your CRM.

✨ CRM Hygiene: Your CRM is supposed to be your source of truth. But yet, your leadership team & sales reps don't trust the CRM data, which makes executing campaigns and making decisions based on those data difficult. It's not your fault, because every 3-6 months, things change and CRM data just becomes outdated naturally.

Clay is the game-changer here. High-performing RevOps teams does this every 3-6 months -  Pushes their CRM data into Clay, and because Clay connects to 100+ enrichment platforms & tools, including allowing you to use AI agents to find unique data points about every account/contact/lead, you can clean, enrich and update all your data.

Once that process is done, do you then push those data back to your CRM.

If you struggle with these challenges, book a time with me - https://cal.com/asher-revenue-journey/30min

Nobody talks about the biggest problem when doing back-and-forth verbal discussion with the likes of Claude & ChatGPT...

How can I do it in a cafe without looking like a weirdo, especially if I'm not wearing my airpods 🫠 

I'm leaning forward and speaking to my laptop's speaker every 30 seconds at the moment 🤣 

But jokes aside, the biggest unlock for me in the past few weeks and months have been two things:

1. Having discussions with AI to get more specific about a particular output that you want, and keep giving more context and information when the outputs are not up to your expectations. AI works really well the more context and data and direction you give it. (Shoutout to Jordan Crawford for doing it live in his many videos)

2. Learning meta-prompting. Avoid coming up with your own prompts and writing it out yourself. Get AI to create an initial prompt in JSON format (Shoutout to the recent session from Andreas Wernicke), and have conversations with it to improve it if the initial output isn't right.

Asher Chua

🧱 Certified Clay Expert & GTM Engineer - Turning GTM strategy into systems with Clay | Certified Clay Solution Partner (First in Singapore 🇸🇬) + Fractional Coach at Clay Bootcamp 🥾

Most Clay implementations or transformaing of GTM Systems don’t fail because of a lack of:
❌ Technical Expertise
❌ Budget
❌ Time

They fail because of a lack of focus and prioritization.

Firstly, Clay is one of the most powerful tools for go-to-market system building. It’s sophisticated, flexible, and yet not too complicated for anyone willing to learn. 

But, there are too many possible use cases. Without clear prioritization, teams end up building everything, and no one utilises it (Similar to the last 'sales enablement deck' or 'Industry Report' that wa created?)

This is a framework I picked up from Pawel Nical in our recent sessions, and it  stuck with me:

Every GTM idea or playbook should be ranked on two axes - EFFORT required and IMPACT created.

High Effort, High Impact → Big Bets. Worth doing, but plan them on a longer horizon.
Low Effort, High Impact → Quick Wins. These should be your first moves to prove the ROI of GTM transformation.

High Effort, Low Impact → Avoid (For obvious reasons)
Low Effort, Low Impact → Ignore (For now, for obvious reasons too)

I’ve started applying this framework in my own client projects. The impact has been twofold:

1. It helps me stay laser-focused on the 20% of initiatives that drive 80% of the value.
2. It helps clients see the big picture, how each project fits into their growth roadmap (And allows for better client communication on current tasks at hand)

And also, clients get to participate in choosing which “bets” to make, and they are now personally commited to get buy-in, making execution becomes smoother.

I’m a big fan of using Clay for data enrichment. Particularly, the greatest unlock is using AI within Clay to do very specific enrichment and classification.

For example, you can use AI to quickly determine:

- Is this company B2B or B2C?
- Does this company have a pricing page on their website?
- Does this company offer telehealth services?
- Here are the list of pre-defined industries we have in our CRM, what industries or verticals does this company belong to based on their website content?
- Does the careers or benefits page indicate employee perks like health insurance, 401k, or parental leave?
- Does the company target SMBs vs. enterprise?

These types of enrichments allow you to build highly targeted segments and go beyond generic firmographics data.

🚨 However, the biggest problem teams face when implementing enrichment like these is the over-reliance on AI agents for accurate answers.

Think of your AI agent as someone with access to infinite information but not necessarily trained to always reason like a domain expert. If your instructions are vague, or your checks aren’t structured, you’ll often get inconsistent or outright wrong answers (Hallucination happens!)

A real-life example:
I ran a workflow to check whether a clinic provided physical therapy services. Upon checking through the steps that the AI went through, it showed that it went to the website, found a blog post about physical therapy, and concluded that the clinic provided physical therapy. 

In reality, the clinic didn’t offer it at all. So guardrails and constraints have to be defined, and testing has to be done!

But you can never get perfect data, and here are some questions every team should be asking:

- What’s the confidence threshold at which we accept an AI’s answer as “true”?
- How do we handle edge cases or uncertainty?
- When do we trigger a manual review vs. when do we trust the model?
- How do we ensure consistency of data sources so enrichment doesn’t vary wildly run to run?

These are the less sexy but crucial parts of building robust enrichment systems. The enrichment itself is not the bottleneck anymore, but the quality assurance layer is.

This is what separates teams that build one-off enrichment experiments, vs those who those that build scalable, reliable data engines. 

And don't forget to document these - Puzzle by Brian Ragone has been one that has been surprisingly pleasant to use!

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