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:

• Prashant Ketkar

• Scott Guthrie

• Satya Nadella

• Chris Pick

• John Novak

• Sunny Gupta

• Alex Shootman

• Sandi Lin

• The Score Takes Care of Itself

• Tushar Shanbhag

• Precursor Ventures

• Andrew Huberman

• The Effective Executive

• Joey Saucedo

• Co-Founder Dating Playbook
  

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.

Looking to accelerate building your Senior GTM or Executive Leadership team?