The AI Copilot for Industry: David Hahn on Fundraising, Go-To-Market, and the AI-first Transformation

About this episode

David Hahn is building remberg, the AI copilot for industrial equipment used by German mid-market companies and large corporations in production and manufacturing. Currently, over one million facilities are managed using the XRM software. Following a successful €11 million Series A round in 2022, remberg is now undergoing a transformation to become an AI-first company – a bold move that demonstrates how established companies can respond to new technologies.

Product Development in the Mid-Market: Unique Challenges

Developing B2B software for the German mid-market presents unique challenges. Mid-market companies often have specific requirements and processes that differ from startups or large corporations. David Hahn has experienced this firsthand and discusses the complexity of developing a product that works for both smaller operations and large industrial companies.

The key lies in identifying and continuously developing the right ICP (Ideal Customer Profile). For remberg, this meant understanding exactly which facility management problems in the industry truly need solving and how these needs differ across various company sizes.

The Art of Timely Pivoting

A central theme in David's company building is the ability to pivot at the right time. In a rapidly changing technology landscape – especially in artificial intelligence – it's crucial to recognize changes on the customer side and new technologies early and respond accordingly.

remberg's transformation into an AI-first company is an example of a strategic pivot. Instead of merely integrating AI into existing products, the company decided to develop completely new AI-first products. This approach requires courage and willingness to question established processes.

Expert Validation and Hypothesis Testing

In product development, David relies on systematic use of experts for hypothesis validation. Rather than trusting only internal assumptions, external specialists are involved to test and refine product hypotheses. This approach helps avoid costly development loops and stay closer to actual customer needs.

Mid-Market Sales: Special Strategies Required

Sales in the German mid-market differ significantly from other markets. Mid-market companies often make decisions differently than startups or large corporations. They require more trust in the provider, longer evaluation phases, and often a different type of approach.

David has developed strategies specifically tailored to this target group. It's not just about the product itself, but also about building long-term relationships and understanding the special challenges of mid-market businesses.

The Path to the First Million ARR

An important milestone for any B2B SaaS company is the first million ARR (Annual Recurring Revenue). David shares his experiences on how remberg achieved this milestone and which factors were decisive. From product development to pricing to scaling sales – every aspect plays a role on the path to this important goal.

AI Integration vs. AI-first: Strategic Decisions

One of the most exciting discussions revolves around the question: integrate AI into existing products or develop completely new AI-first products? David explains why remberg chose the AI-first approach and what advantages and disadvantages both strategies have.

Integrating AI into existing products is often the easier path, but AI-first products can be more disruptive and successful in the long term. The decision depends on many factors: existing product architecture, customer needs, and the company's strategic vision.

Fundraising Strategies for Series A and B

After the successful €11 million Series A, remberg is already working on Series B. David shares his fundraising strategies and experiences from both rounds. It's not just about raising capital itself, but also about selecting the right investors and preparing for various market conditions.

The fundraising landscape has changed significantly in recent years, and successful founders must adapt their strategies accordingly. David provides concrete insights into his approach and lessons learned from both funding rounds.

Energy Management as Founder and Father

Beyond all business challenges, David is also a father and must divide his energy between company and family. He speaks openly about the challenges of energy management and how he tries to do justice to both areas.

This personal touch shows that successful founders are not just business experts, but also people who struggle with the same work-life balance challenges as many other parents in responsible positions.

David Hahn has established himself as a helpful conversation partner for early-stage founders and generously shares his experiences with the community. His journey with remberg shows how important it is to stay flexible, respond to changes, while pursuing a clear vision.