In today's episode, I chat with Kumar Sahil, founder at Dwary Intech, about specializing in GTM for AI SaaS companies and product-based startups—a niche he jumped into early when the AI boom hit and realized that while everyone was talking about using AI, very few people understood how to use it to actually earn money and understand the market. 

We explore his most interesting campaign: a high-end skincare brand with millions of YouTube subscribers but low sales, where the core problem wasn't the product or the platform—it was targeting the wrong geography entirely, spending money reaching cities where the price point would never convert. Sahil diagnosed their ICP (18-25 year olds in high-income urban areas), caught signals from YouTube comments, X, and Reddit, enriched and centralized using Clay, then ran a three-channel outreach strategy—WhatsApp marketing first (because high-net-worth buyers don't check cold email), LinkedIn ads second, and email third—resulting in a 45% increase in sales. His philosophy throughout: GTM is not Clay, Clay is just the enrichment and CRM layer—the real work is understanding the market and catching signals before you ever touch a tool. His prediction: the data layer will keep getting easier to access, but the people who win will be the ones who can interpret data and understand which segment they're going after—not the ones who outsource all thinking to ChatGPT before even sitting with the problem. Sahil shares his path from engineering and freelance web development, to automation, to GTM—triggered by a Gurgaon founder who had all the data but didn't know how to reach anyone with it. His advice: research the problem and the niche before jumping to solutions, use tools to increase efficiency but never become dependent on them, and don't personalize everything with AI. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:20) What Dwary Intech Does: GTM for AI SaaS and Product-Based Startups 
(01:07) Why AI SaaS Is the Right Niche: Engineers Who Understand Revenue 
(02:29) Skincare Brand Campaign: Millions of Subscribers, Low Sales, Wrong Geography 
(04:05) Catching Signals From YouTube Comments, X, and Reddit Before Touching Clay 
(05:47) Three-Channel Outreach: WhatsApp First, LinkedIn Ads Second, Email Third 
(07:35) GTM Is Not Clay: Research and Signal-Catching Come First 
(07:39) Sahil's Journey: Engineering to Web Dev to Automation to GTM 
(09:15) The Gurgaon Founder Who Had Data but Couldn't Reach Anyone 
(10:03) Future Predictions: Data Gets Easier, Interpretation Becomes the Real Skill 
(11:35) The AI Thinking Problem: If You Don't Sit With the Problem First, You're Just Chatting 
(13:14) Advice: Research First, Use Tools as Tools, Don't Personalize Everything With AI

🔗 CONNECT WITH KUMAR

👥 LinkedIn 

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

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