13 Meetings in 4 Days: Understory's AI Ark Playbook

Three people from Understory — co-founder Alex Fine, senior GTM engineer Imran Izham and GTM engineer Andrew Osborne — sit down with Ana and AI Ark co-founder Elias Hamied to take real campaigns apart. Imran shows two client builds: a list with "no directory" behind it (61,000 sent, 30 opportunities and 13 meetings in the first four days) and an AI-recruiting client that must exclude every company with a recruiter on staff. Andrew shows how he turns manual wins into automation, uses AI Ark for pre-call research, and why you should spend on enrichment only once someone replies. Elias demos two new AI Ark features live: the People Preview endpoint and the employee-role filter. CHAPTERS 00:00 Trailer — the best of this episode 00:47 Welcome — Understory (Alex, Andrew, Imran) with Elias from AI Ark 02:29 From LinkedIn ads agency to all-bound 06:29 Replacing Clay with their own system (Scouter) 09:26 Running ads and outbound to the same audience 11:33 Personal emails for ad audiences — 100M+ coming to AI Ark 12:38 Imran's two clients: qualify before you pull 15:03 Client 1: "no directory for old enough" 17:50 61K sent, 30 opportunities, 13 meetings in 4 days 18:32 How it runs: RevCode, AI Ark MCP and API 21:45 People Preview: qualify leads before you pay (live) 24:55 From GTM engineer to growth: test manually, then automate 26:27 Hiring signals from LinkedIn posts + AI Ark 31:39 Pre-call research: a prospect's team structure from AI Ark 33:06 Client 2 deep dive: enrich every company, exclude recruiters 37:14 Employee-role filter: drop companies with a recruiter (live) 39:56 TAM: which clients they take on 42:42 Sequences, retargeting and the AI reply system 47:10 Once they reply, spend on enrichment 48:49 What they wish people asked them 54:07 Wrap-up FIND THE GUESTS Understory — [LINK NEEDED] Alex Fine (LinkedIn) — [LINK NEEDED] Imran Izham (LinkedIn) — [LINK NEEDED] Andrew Osborne (LinkedIn) — [LINK NEEDED] Elias Hamied (LinkedIn) — [LINK NEEDED] TOOLS MENTIONED AI Ark — company and people search, People Preview endpoint, employee-role filter, MCP and API Clay / Claygent — tables and AI research columns RevCode — running list builds outside Clay OpenRouter — model routing Apify — scraping LinkedIn posts by keyword HubSpot — CRM data for pre-call research Master Inbox — replies and AI reply agent Claude / Claude Code — skills and the reply agent ABOUT AI ARK AI Ark is a B2B data and prospecting platform: search companies and people with deep filters, preview results before you pay, enrich and plug the data into your workflows through the API and MCP. Try it — [LINK NEEDED] Subscribe for a new GTM Talks episode every week.