Scaling Hyper-Personalisation Without the Headcount

In this episode of Inside the Funnel, Richard Lane sits down with Vincent Chapus, veteran sales leader and co-founder of Palladio GTM, to cut through the AI noise and get specific about what's working.

Vincent has built SDR teams from scratch at PayPal, Oracle and TIBCO. Now he helps companies stop buying tools in silos and start engineering their go-to-market from end to end. The centrepiece of that work? Orchestration - using platforms like Clay to connect signals, enrich data, and get the right information in front of the right rep at exactly the right moment.

This episode covers what the 'silent killer' of SDR productivity really is, why 20% of your CRM probably isn't your ICP, how AI agents are already doing the work of research teams, and whether B players can genuinely become A players with the right system behind them. This is your honest case to doing more with less.