Landbase

I asked Claude Code to analyze my calendar. Turns out I've been spending 67% of my time on one thing: Meetings. But most of those meetings start the same way: "Can everyone see my screen?" "Can anyone hear me?" "You're on mute." That's 5 minutes wasted before we even start. It adds up. Then half the team is on Slack or performing for the camera. By the end of the day, I've stared at screens for hours. My body hasn't moved, and I’m mentally drained. So I decided to change it up. I started doing more: › Voice notes › Walking phone calls › Audio-only meetings The result: → People get to the point faster → Conversations are shorter → And I'm more focused Video is still great for building relationships and reading the room. But we’ve turned video calls into the new open office. Everyone only seems to be "collaborating.” Anyone else finding audio calls better?

In the agentic era, your competitive advantage won’t be your software stack. It’ll be how well your AI agents orchestrate it. Today, the AI-native GTM tech stack looks like this: 1. Pixel Tracking → RB2B 2. Contact Targeting → Landbase 3. Data Waterfall → BetterContact, TitanX 4. Execution → Nooks, Landbase 5. CRM → HubSpot 6. Booking Meetings → Calendly 7. Sales Intelligence → Fathom.ai 8. Coding Agents → Codex, Claude Code The old playbook trapped companies: › 6-figure contracts › With multi-year lock-ins › Only to use one core feature AI-native tools flip the script: › No lock-in › Faster to value › Cheaper & transparent And we only need a few tools, tightly orchestrated by AI coding agents. I always said you shouldn't have to work for your software. Your software should work for you. We’re finally seeing it happen.

This is how you build a hyper-targeted campaign through Claude Code. ➤ Build the audience Use Landbase CLI to create a segment based on exactly who your ICP is. Then connect ContactLevel to enrich each contact on a personal level, so your targeting is sharp and your data is complete. ➤ Design the creative around them Build a design.md file based on what this specific audience cares about. If they use a competitor tool, create graphics that show how you differentiate, backed by social proof, stats, and real use cases. ➤ Scale the landing page Generate a landing page that mirrors the ad creative and reinforces why you are the better option. Add a clear conversion path so they can book a demo directly from the page. ➤ Track every step Set up UTM parameters so you know exactly which ads drove which demos. Then layer in Amplitude, Google Analytics, and your CRM to see the full journey from first impression to booked meeting. That is the complete funnel. Hyper-targeted audience, tailored creative, dedicated landing page, and full visibility into what actually converts. The result is not spray-and-pray ads. It is precision targeting that turns interested prospects into booked demos.

Someone asked me the other day where I think AI fits into sales. Spoiler: the answer was not AI SDRs. It was this: For the past year, my workflow looked something like this: 1. Build a company list (various sources) 2. Export it/collate into one file 3. Upload it into LinkedIn Sales Navigator. 4. Find the right contacts. 5. Export with PhantomBuster. 6. Clean the data (linkedin seems to include random titles when you filter for specific ones for some reason) 7. Import into Clay. 8. Enrich emails and phone numbers. 9. Export to google sheet It works really well -- I'm confident this flow is more advanced than what most people are doing (export from Apollo and send it) But it was a lot of moving pieces, a lot of waiting, and a lot of places for something to break. Today I built a new healthcare technology prospect list for a client using Landbase. The workflow looked like this: 1. Have a recorded conversation with the client 2. Paste the transcript into chat gpt and ask it to create an ICP definition for me to paste into landbase 3. Paste into Landbase, export Done. I exported the company list to share with the client for approval, enriched the first 2,500 contacts inside Landbase, and exported the remaining companies for a second enrichment pass elsewhere. What normally takes multiple tools and a handful of manual steps was finished in minutes. As someone who has built prospect lists for thousands of outbound campaigns over the last decade, that's a pretty meaningful improvement. The less time I spend wrestling spreadsheets and moving CSVs between tools, the better. I still wouldn't trade the time I spent learning how to wrestle spreadsheets as it still comes into play from time to time. But this tool is a HUGE timesaver. Do with that what you will.

ZoomInfo is guiding to ~$1.2B in revenue this year. But the public market values the company at $860M. Clay did a tender offer at a $5B valuation, on ~$100M ARR. One company does roughly 12x more revenue. The other is worth 6x more. WHAT THIS MEANS: The market prices expectations, not revenue. Clay is priced for extraordinary future success. ZoomInfo is priced as if its best days are behind it. THE SHIFT: As coding agents and LLMs become more capable, workflow advantages and UX become easier to replicate. The long-term moat shifts toward proprietary data, distribution, enterprise relationships, trust, and execution. So my prediction is that companies like Clay may face even more disintermediation risk than incumbents. THE TAKEAWAY: Ultimately, customers don’t care who has the highest valuation. In GTM, they care who helps them: › Find better prospects › Book more meetings › Lower CAC And that comes down to who has the best data. Don’t confuse today’s narrative with tomorrow’s outcome.

2 weeks ago, I met customers in Toronto with Max Woo. Every person in the room was there because of him. Max had a reputation that opened doors my title can’t: » He built credibility directly with our ICP on LinkedIn » He grew to 8,000+ followers sharing his GTM plays » He knows how a rep thinks and what they care about That’s when I realized the best content doesn’t come from CEOs. It comes from the people doing the work and showing others what's possible. As CEO, I’m making two changes: 1. I'm going back to being an IC seller. Using Landbase to generate revenue and showing exactly how I do it. 2. I'm doubling down on getting my team to build in public. Follower count is a proxy for trust and influence. Sellers with 5k+ followers see reply rates at a completely different magnitude than those without. — We like to obsess over outreach templates, subject lines, and send times. But the highest-leverage GTM investment isn't in the message. It's in the person sending it.

15 years ago, a Harvard MBA student wrote a case study about my company. Years later, she became my co-founder at Landbase. The case study was called "Game Time Decision for AppDirect.” It opened with a Gretzky line: "𝘐 𝘴𝘬𝘢𝘵𝘦 𝘵𝘰 𝘸𝘩𝘦𝘳𝘦 𝘵𝘩𝘦 𝘱𝘶𝘤𝘬 𝘪𝘴 𝘨𝘰𝘪𝘯𝘨 𝘵𝘰 𝘣𝘦, 𝘯𝘰𝘵 𝘵𝘰 𝘸𝘩𝘦𝘳𝘦 𝘪𝘵 𝘩𝘢𝘴 𝘣𝘦𝘦𝘯.” Rereading it now, we had a luxury we no longer have today. In 2011, the bet-the-company decision was: ⤷ Whether to sell through channel partners or go direct. And we had time to study it: › We could map the market landscape › Forecast where the market would be in 3 years Then skate there. The puck moved slowly enough to forecast. Not anymore. The puck doesn't travel in a predictable arc … it teleports. What defines your category can be invented on a Tuesday. It can be commoditized by the next quarter. So instead of forecasting, you need to: › Sense the shift the day it happens › Move quickly before the window closes For me, that's what an agentic CLI is. AI that holds all my context on the business and can act on it. Instead of a strategy I set once a year, I get to re-decide every week. Gretzky still applies. You just don't get to plan ahead anymore.