In today's episode, I chat with Shakthi, Director of GTM Engineering at Thumbstop Media, about building custom outbound systems exclusively for AI companies that generate 7+ enterprise leads weekly through social signal detection and hyper-niche filtering. 

We explore his creative AI avatar campaign that embeds interactive clones of actual employees directly into messages (using tools like HeyGen at scale), letting prospects interact with avatars before scheduling calls - delivering enterprise leads worth 100K+ each by targeting only 0.7-1% of 70K weekly engagers who match strict ICP criteria. Shakthi shares his unconventional journey from spending a decade in customer success at SaaS startups (including Freshworks as one of the first 11 CSMs), quitting his job in Dubai to build his LinkedIn brand presence, discovering the lead generation side of LinkedIn, teaching himself Clay through multiple courses, and becoming the Clay Club chapter lead for Dubai while speaking at Clay events in Bangalore. He predicts GTM engineering will branch into specialized roles (GTM Ops, client delivery, technical builders vs client-facing), tools will shift toward natural language interfaces where founders can describe outcomes and systems build workflows automatically, and LLMs with MCP access will recommend exact ICPs and signals that work rather than forcing trial-and-error experimentation - all happening in months, not years. Shakthi's unique edge: combining business understanding from customer success (retention, value-add selling, competitive awareness) with technical GTM skills rather than just coding ability. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:25) What Thumbstop Media Does: AI Company Specialists
(01:04) The Process: Custom Lists vs Static Databases
(02:06) Social Signal Detection: Who's Actually Buying vs Doom Scrolling
(02:50) Clay for Data Orchestration + Lemlist for Multi-Channel
(03:25) Cautious LinkedIn Approach: Quality Over Volume
(04:14) Filtering Who NOT to Include in Lists
(05:03) Creative Campaign: AI Avatar Embedded in Messages
(06:01) Seven Enterprise Leads in One Week ($700K+ Pipeline)
(07:40) Signal Strategy: Keywords + Thought Leader Engagement
(08:18) Hyper-Niche Filtering: 0.7-1% of 70K Weekly Engagers
(09:16) Enterprise Deal Anatomy: 100K+ Pipeline Per Lead
(10:01) Multi-Channel vs Mass Volume: The Great Debate
(11:05) Prediction: Back to Manual Sending as Systems Detect Automation
(12:39) Journey: A Decade in Customer Success at SaaS Startups
(13:50) Getting into GTM: Building LinkedIn Brand in Dubai
(14:37) Teaching Himself Clay + Becoming Dubai Chapter Lead
(15:04) The Customer Success Edge: Business Understanding Over Pure Technical
(16:13) Future Prediction: GTM Engineering Will Branch Into Specialized Roles
(17:35) Natural Language Interfaces: Founders Building Without Technical Knowledge
(19:16) LLMs Recommending ICPs and Signals That Actually Work
(20:40) The Canva vs Figma Analogy for GTM Tools
(21:01) Closing and Contact Information

🔗 CONNECT WITH SHAKTHI

 👥 LinkedIn

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

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