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Engineering Revenue, Not Just Leads ft. Parth Nagda
In today's episode, I chat with Parth Nagda, founder at Valcat.co, about pivoting from lead gen company to GTM engineering agency after realizing lead gen is never sustainable with limited scope and impact - now plugging in fractional GTM engineers into B2B SaaS companies (HR tech, FinTech) to solve deeper GTM problems beyond email outreach by looking at website visitor data, analytics on what campaigns worked, and subject line performance across 10-20 segments simultaneously.
We explore his process reaching entire TAM in under three months using three-step cadences (email, cold calling, LinkedIn), scoring prospects based on look-alike criteria to last 10 wins or new leadership positions (pushing top 10-20% to LinkedIn and cold calling), launching 8-15 campaigns by month two including evergreen workflows and niche segments like people evaluating competitor tools in last 90 days, and sharing insights between day 60-90 like "you thought 200-500 employees in APAC was ideal but actual highest demand is 500-1000 in US" - becoming a better company because you understand who buys and why. Parth shares his creative campaign offering free custom leads plus the Clay table walking prospects through the mini GTM engine they built so they could push in more qualified leads with signal hits, getting tons of responses and becoming overbooked (missing replies for 4-5 days, violating the golden 30-minute reply rule), and his unconventional journey as founding SDR at Attentive (cyber security company), scaling from zero revenue to $1.5M with his team over two years, quitting on his 25th birthday wanting to do it for himself, starting directionless as lead gen company for few months realizing any agency could do this with maybe an edge on copy, implementing Clay and RevOps tools for seed-stage technical founders not thinking GTM-first, and shifting from booking meetings to engineering outcomes and enabling sales teams. He predicts production getting so easy that GTM teams will build custom solutions inspired by Clay rather than copy solutions for everyone, products mattering less over time because competitive features can be replicated by lunch, and the only winning strategy being very strong GTM to catch customers in their tracks when any digital cookie/trail/signal hits pointing to solution needs. Parth's advice: stop YouTube binge watching tutorials after one clear video (you don't need 5-6 courses), get your first client even free or make yourself the client, build automation for yourself like an n8n bot tracking every GTM engineering opening worldwide that automatically reaches out - help yourself first then you'll be good enough to help others.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:27) What Valcat Does: Pivoting from Lead Gen to GTM Engineering
(02:34) The Process: Reaching Entire TAM in Under Three Months
(03:39) Three-Step Cadences: Email, Cold Calling, LinkedIn
(04:19) Scoring Logic Based on Look-Alike Criteria and New Leadership
(05:31) Launching 8-15 Campaigns by Month Two
(07:45) Insights Between Day 60-90: Who Actually Buys and Why
(08:24) Creative Campaign: Offering Free Custom Leads Plus Clay Table
(09:33) Getting Overbooked, Missing 30-Minute Reply Golden Rule
(10:10) Golden Rule for Outbound: Give First, Give Value
(10:25) Journey: Founding SDR at Attentive (Cyber Security)
(11:01) Scaling Zero Revenue to $1.5M Over Two Years
(11:38) Quitting on 25th Birthday, Starting Directionless
(12:30) Realizing Lead Gen Has No Edge Beyond Copy
(13:07) Consulting Seed-Stage Founders Not Thinking GTM-First
(14:50) Future Prediction: GTM Teams Building Custom Solutions
(16:00) Products Matter Less, Competitive Features Replicated by Lunch
(16:35) Only Winning Strategy: Catching Digital Trails and Signal Hits
(17:51) Advice: Stop YouTube Binge, Get First Client (Even Free)
(18:37) Make Yourself the Client, Build Automation for Yourself
(19:18) Closing and Contact Information
🔗 CONNECT WITH PARTH
👥 LinkedIn
💻 Website
🔗 CONNECT WITH SAURAV
🎥 YouTube Channel
🐦 X (Twitter)
💻 Website
👥 LinkedIn
📧 Email - [email protected]
🙏 LEAVE A REVIEW
If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
👋🏼 GET IN TOUCH
You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.
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By Saurav GuptaIn today's episode, I chat with Parth Nagda, founder at Valcat.co, about pivoting from lead gen company to GTM engineering agency after realizing lead gen is never sustainable with limited scope and impact - now plugging in fractional GTM engineers into B2B SaaS companies (HR tech, FinTech) to solve deeper GTM problems beyond email outreach by looking at website visitor data, analytics on what campaigns worked, and subject line performance across 10-20 segments simultaneously.
We explore his process reaching entire TAM in under three months using three-step cadences (email, cold calling, LinkedIn), scoring prospects based on look-alike criteria to last 10 wins or new leadership positions (pushing top 10-20% to LinkedIn and cold calling), launching 8-15 campaigns by month two including evergreen workflows and niche segments like people evaluating competitor tools in last 90 days, and sharing insights between day 60-90 like "you thought 200-500 employees in APAC was ideal but actual highest demand is 500-1000 in US" - becoming a better company because you understand who buys and why. Parth shares his creative campaign offering free custom leads plus the Clay table walking prospects through the mini GTM engine they built so they could push in more qualified leads with signal hits, getting tons of responses and becoming overbooked (missing replies for 4-5 days, violating the golden 30-minute reply rule), and his unconventional journey as founding SDR at Attentive (cyber security company), scaling from zero revenue to $1.5M with his team over two years, quitting on his 25th birthday wanting to do it for himself, starting directionless as lead gen company for few months realizing any agency could do this with maybe an edge on copy, implementing Clay and RevOps tools for seed-stage technical founders not thinking GTM-first, and shifting from booking meetings to engineering outcomes and enabling sales teams. He predicts production getting so easy that GTM teams will build custom solutions inspired by Clay rather than copy solutions for everyone, products mattering less over time because competitive features can be replicated by lunch, and the only winning strategy being very strong GTM to catch customers in their tracks when any digital cookie/trail/signal hits pointing to solution needs. Parth's advice: stop YouTube binge watching tutorials after one clear video (you don't need 5-6 courses), get your first client even free or make yourself the client, build automation for yourself like an n8n bot tracking every GTM engineering opening worldwide that automatically reaches out - help yourself first then you'll be good enough to help others.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:27) What Valcat Does: Pivoting from Lead Gen to GTM Engineering
(02:34) The Process: Reaching Entire TAM in Under Three Months
(03:39) Three-Step Cadences: Email, Cold Calling, LinkedIn
(04:19) Scoring Logic Based on Look-Alike Criteria and New Leadership
(05:31) Launching 8-15 Campaigns by Month Two
(07:45) Insights Between Day 60-90: Who Actually Buys and Why
(08:24) Creative Campaign: Offering Free Custom Leads Plus Clay Table
(09:33) Getting Overbooked, Missing 30-Minute Reply Golden Rule
(10:10) Golden Rule for Outbound: Give First, Give Value
(10:25) Journey: Founding SDR at Attentive (Cyber Security)
(11:01) Scaling Zero Revenue to $1.5M Over Two Years
(11:38) Quitting on 25th Birthday, Starting Directionless
(12:30) Realizing Lead Gen Has No Edge Beyond Copy
(13:07) Consulting Seed-Stage Founders Not Thinking GTM-First
(14:50) Future Prediction: GTM Teams Building Custom Solutions
(16:00) Products Matter Less, Competitive Features Replicated by Lunch
(16:35) Only Winning Strategy: Catching Digital Trails and Signal Hits
(17:51) Advice: Stop YouTube Binge, Get First Client (Even Free)
(18:37) Make Yourself the Client, Build Automation for Yourself
(19:18) Closing and Contact Information
🔗 CONNECT WITH PARTH
👥 LinkedIn
💻 Website
🔗 CONNECT WITH SAURAV
🎥 YouTube Channel
🐦 X (Twitter)
💻 Website
👥 LinkedIn
📧 Email - [email protected]
🙏 LEAVE A REVIEW
If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
👋🏼 GET IN TOUCH
You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.