In depth case study of Clay's paid ads strategy - targeting, creatives, funnels, hooks. All broken down. Must read for any B2B markter 👇
Few companies have a reputation for conquering PLG like Clay does. Maybe Figma & Notion. But they're up there in that league. Despite this, their ads are laser focused on a sales led motion. This means one of two things: 1- The product is now just feeding itself. Organic funnels, referrals, word of mouth etc is sufficiently feeding the product led motion. Any extra juice is better spent elsewhere. Or: 2- The company is maturing and pivoting out of PLG. The self serve startup and soloprenuer segment is tapped out, and enterprises don't self serve to business critical sales enablement software (remember even HubSpot was the hip PLG alternative at one point). Despite this, their creative strategy is still very PLG-looking. It looks fun, approachable, young, hip. Using hooks like "Your ads match rate is lower than your Hinge match rate." Definitely not like how you imagine ads for enterprise sales software. I did a deep dive into their paid ads strategy, funnels, creative factory- link in the comments.