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 = 👩‍❤️‍👩

Playbook Systems

Campaign Manager

ClayAMA

Having SDRs hunt for their own data shouldn't be your best use of a 60k/yr resource.

I automate routine GTM tasks for Agency & SaaS vendors:

- Cold call preps
- CRM enrichment
- Lead scoring
- List building (especially from unstructured data sources)

Owner | Consultant

Chef

oppdrip

You know the drill. Building high-intent lead lists for our entire roster of clients, powered by Clay.

Lead Hunter | Clay

Outbound Gen

AdSplicit

Overseeing cold email campaigns to book sales meetings for our AE

Business Developmemt

Speechify

Oversaw creative email personalization (personalized videos, icebreakers, buyer intent) as we reached ~1,530 prospects monthly

SDR - Email

ProcurementExpress.com - PO App

KnowledgeX

Overseeing campaigns and tweaking scripts to book more sales calls

Project Manager

Upwork

Sales Copywriter 

I told my first customer:

“If your GTM motion was a marathon, ClayAMA makes sure your reps only run the last mile yet still lift the trophy”

Before showing up to a cold call or email, they previously needed to manually:

- Enrich custom contact properties in hubspot
- Score accounts & map buying committes
- Hunt for phone numbers and emails in data providers

With ClayAMA, your reps just have to hit “send” on the email or hit “dial” on the phone, since they get:

- Comprehensive, AI-generated call preps to facilitate 50-82+ researched, meaningful calls per day per SDR

- Clean CRM data (automatically enriched and updated with whatever datapoint matters to you per lead source)

- High-intent lead lists, especially when the market is unstructured and not categorized in any formal database (e.g SOC2 certified companies, Snap One Dealers that only resell Home automation software, Engineering companies that need to improve metasensing but only for their Dam projects, e.t.c)

This way, reps can focus more hours on making the best first impression on prospects, while connecting your sales & marketing teams to so your GTM motion is profitable.

You can learn more by connecting with me here or checking out: clayama.com

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The Battle

Utkarsh Singh Rana

Nnabuike Okoroafor

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Posts

Engagements

Likes

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