Date: 13.10.2025 (2025-10-13)
Varun Mundra (13.10.2025) • Clay is doing Sales • He thinks automation is needed • Who is the ICP? • Enterprises: you get stuck in legacy tools - fragmented etc. → toughest - not low hanging fruit • Complex flows: n8n route is good for them • Check Notebook LM (googles n8n etc.) • Startups: limited resources → a lot of competition; a lot of open source tools; crowded market • Check Jack and Jill → recruiting company • A lot of people are building industry verticals → Procall → procurement company • Pick an industry and a function → French company https://popsink.com/ his friend built it • Focus on system integrations → every company wants AI - most companies are not ready to have AI (data privacy, cloud infrastructure, etc.) • Service business to start with • Cognizant • → impossible to bring AI into the companies • Audit the situation, improve it • Tertiary services are critical in nature → no desire to bring latest IT (IT not core business) • Construction company: e.g. they want to deploy AI cameras at construction sites • Banks • New tool vs. on top • Epic & Cerner: build their own agents • Companies take siloed decisions → departments automate per department • It is impossible to kick out legacy software • Palantir light • Very cool idea • Can this be done by procurement software? • Work with data annotation companies → train smaller and local models • Helps them save money → thats their core job • Enabled Intelligence check them out - they work with Palantir • Expertise in geo spacial data labelling • Partner with other SW manufacturers • Decision making of companies is often local → e.g. IND HR buys sth different than the global company → extremely siloed • HR could be an entry point - but very crowded atm. • Marketing could be one - a lot of data there → dashboarding • Finance is most interesting → he would pick CFO • COO a lot of diversity • Intro: • He knows a couple of folks → he will ask around • Enterprises in IND: decisions are completely top down; IT teams are very stretched