6 Pivots to $5M ARR | Finding Product-Market Fit | Building Global Teams | AI in sales: The Warmly Story - with Maximus Greenwald, Warmly.ai
In this episode, Maximus Greenwald, founder of Warmly.ai, shares insights on building a successful B2B SaaS company. With over $5M ARR and 60 employees globally, Max discusses how they pivoted six times before finding product-market fit, why learning is the only metric that always needs to go up, and how they're building an AI-powered sales enablement platform.
What You'll Learn:
Finding Product-Market Fit:
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Why six pivots were necessary
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The importance of continuous learning
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How to know when to persist vs pivot
Building Remote Teams:
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Managing 60 people across multiple countries
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The 10-15% remote work efficiency trade-off
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Building culture across time zones
Sales & Marketing Evolution:
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From founder-led to team sales
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Why marketing should own top of funnel
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The future of AI in sales
Co-founder Dynamics:
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Managing roles and responsibilities
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The power of cross-functional leadership
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Building trust between co-founders
Growth & Scale:
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The path to $5M ARR
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Building in San Francisco
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Preparing for Series B
ALL ABOUT UNICORN BAKERY:
Where to find Max:
LinkedIn: https://www.linkedin.com/in/max-greenwald/
Website: https://www.warmly.ai/
More about Guest-Host Mike Mahlkow:
LinkedIn: https://www.linkedin.com/in/mikemahlkow
Website: https://www.mikemahlkow.com/
Join our Founder Tactics Newsletter:
2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach:
https://www.tactics.unicornbakery.de/
Chapters:
(00:00:00) What you need to know about Max & Warmly.ai
(00:05:04) The rough early days at Warmly
(00:10:43) How close was Max to quitting?
(00:14:58) What was the actual pivot at Warmly?
(00:24:23) How does Sales evolve over time?
(00:34:02) How does the speed change while scaling?
(00:45:50) How does Max divide and conquer the world of his co-founders?
