Thompson and Austin Hay, co-founders of Clarify, the startup that’s pioneering the idea of autonomous CRM.

Their vision? A CRM that actually does the work for sellers of driving outreach, managing pipeline, and surfacing insights without constant manual input.

Patrick and Austin share:
• Their journey from Iteratively, Ramp, and Amplitude to founding Clarify
• Why the CRM market is ripe for disruption with AI
• How Clarify’s unique pricing model flips the script (free CRM, pay only when the AI agent works for you)
• The concept of autonomous GTM teams and the rise of the Go-to-Market Engineer
• Lessons in building culture, hiring talent, and embracing the “beautiful mess” of startups
If you’re a founder, sales leader, or builder rethinking your revenue stack and curious about how AI will transform the way teams sell, this conversation is a must-listen.

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Full Transcript: www.madrona.com/autonomous-crm-how-clarify-is-reinventing-a-100b-category

Chapters: 
(00:00 ) - Introduction
(01:33 ) - What is Clarify? Tackling CRM Frustrations
(02:11 ) - Lessons from Previous Startups and the CRM Problem
(03:47 ) - Applying CDP Lessons to CRM
(04:56 ) - Why Now? The Opportunity in CRM and AI
(05:24 ) - Overcoming Legacy Systems and the Joy of New Tools
(07:04 ) - Product Vision: Reducing Friction and Increasing Joy
(08:44 ) - Business Model Innovation: Usage-Based Pricing
(10:52 ) - Autonomous CRM: What Does It Mean?
(12:12 ) - How Clarify’s AI Agents Work in Practice
(14:35 ) - All-in-One vs. Best-of-Breed: Customer Feedback
(16:09 ) - Autonomous GTM: The Rise of the Go-To-Market Engineer
(18:17 ) - Data Strategy: Intent Data and Customer Insights
(20:37 ) - Structuring Data for Automation and Analytics
(22:10 ) - Team and Culture: Hiring and Building for Success
(24:30 ) - Lessons in Leadership and Relationship Building
(25:50 ) - The Future of Go-To-Market Teams
(27:00 ) - Advice for Founders
(28:32 ) - Embracing the Messiness of Startups