(#7) Aashish Dhamdhere: Relevvo, The Scientific Revolution In B2B Sales & Marketing, Engagement Readiness & Tripling Pipeline Through Empathy, Deep Analysis & Intentional Energy.
Aashish Dhamdhere is the Co-founder and CEO of Relevvo, an AI-powered B2B Sales & Marketing platform that helps B2B companies identify and target the 5-10% of accounts in a company's addressable market that are engagement-ready at a given point of time.
Before founding Relevvo, Aashish served in various product and program management roles at Microsoft on the Visio and Azure teams, and then as a marketing leader at several high-growth B2B software startups including Skilljar, Amperity, LiquidPlanner, and most notably Apptio, where he built the global demand generation function helping the company scale from $20m to hundreds of millions of dollars leading up to their IPO.
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You can watch the interview on YouTube here.
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OUTLINE:
00:00 Start
02:41 Mission
08:49 Superpower
11:39 Kryptonite
18:28 5-Minute Hero’s Journey
28:56 Early Influences
41:10 Transitioning from Manager to Leader
48:36 The Transition From Microsoft to Smaller and Smaller Startups
54:15 The Origin Story of Relevvo
1:04:24 Early Product Formation
01:10:06 Identifying The Active ICP (Ideal Customer Profile)
01:12:16 Finding a Complimentary Co-Founder
01:14:57 Landing Early-Stage Pilots
01:24:50 Early Signs of Success
01:27:06 Defining Product Market Fit
01:29:19 Transitioning Out Of Founder Led Sales
01:31:22 An Average Work Week
01:35:05 Aashish’s 12-18 Month Focus
01:37:37 Aashish’s 5 Year Outlook
01:41:55 Something That's Happened In Your Life That Few Will Believe
01:43:07 Hiring Horror & Success Stories
01:46:42 Career Advice
01:51:06 Rapid Fire Questions
01:55:15 Personal Insights
01:56:21 Aashish’s Closing Remarks
Honorable Mentions:
More info on Relevvo:
Aashish and his Co-founder Tushar are startup veterans who started Relevvo based on a shared a-ha about what separates the winners from the losers. Not getting this thing right is what strands great technology on the vine, keeps companies from finding and scaling product-market fit, and kills startups before they’ve realized their potential.
The insight? You have to focus on the select 5-10% of your TAM that cares about the problem that you’ve set out to solve at a given point in time.
This is the most valuable part of your TAM, which generates the overwhelming majority of your revenue. This is your tribe. The population that you have to build for, engage, convert, onboard, and make successful. This is the True North that your GTM and other functions need to be aligned around.
Relevvo helps you find and convert these top 5-10% of your engagement-ready accounts - the holy grail for CMOs and CROs. Relevvo helps Sellers and Marketers focus on the prospects showing relevant pains, initiatives, and buying triggers. We’re helping companies like Deep Instinct, Esper, FireMon, and Krisp.ai improve their GTM focus, simplify workflows, and 3x their pipeline generation.
Connect with Aashish Dhamdhere on LinkedIn.
