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Move The Needle - Real strategies. Data-driven growth. B2B results that move the needle.This podcast will help you grow your B2B company quarter after quarterwith confidence, clarity, and data-backed decisions. Author: Databox
This podcast will help you grow your B2B company quarter after quarterwith confidence, clarity, and data-backed decisions. In each episode, youll learn proven strategies, practical frameworks, and first-hand insights from GTM leaders, RevOps pros, and seasoned B2B executives. Theyll walk you through how they use data to set smart targets, forecast accurately, overcome growth plateaus, and build high-performing sales and marketing engines. Youll hear stories of real challenges, real results, and the data-driven moves that made all the difference. The best B2B companies dont just look at metricsthey use them to take action. Move The Needle will help you do the same. Language: en Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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182: The Ecosystem-Led Growth Playbook: How Clay Built a Community That Sells (w/Yash Tekriwal @ Clay)
Wednesday, 29 April, 2026
Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreMost SaaS companies build a sales team first and a community second — if ever. Clay did the opposite. In this episode, Yash Tekriwal, Head of Ecosystem Growth at Clay, walks through the full ecosystem-led growth playbook that took Clay from nine people in a Williamsburg apartment to nearly 370 — without a traditional sales motion. From a certification program that actually proves competency, to 84 Clay Club chapters around the world, to IRL workshops where attribution is nearly impossible to measure but the results are undeniable, this is the blueprint for building a community that compounds into revenue.In this episode, you'll learn:The six subgroups of Clay's ecosystem and the specific metrics that govern each oneWhy Clay's certification program looks nothing like any credentialing process you've seen — and why that's the whole pointHow IRL workshops influence deal velocity and contract size even when you can't perfectly attribute them to revenueWhy Clay tracks two types of data — hard financial metrics and "the feeling" — and why both matter equallyHow the reverse demo / PLG motion became the product extension of Clay's ecosystem philosophyWhy GTM leaders who can't tie community to pipeline are asking the wrong question • • The honest truth about ecosystem ROI: indirect, unattributable, and absolutely worth it
