???? [Warmly Update #72] $2M ARR, customer time, Immagnify acquisition and a new wave of hiring

??Read on to learn: Why we decided to hire a bunch, who we acquired to help us build our signal platform and how we stand out at conferences

?? What do we do again? Warmly is a signal-based sales platform that helps revenue teams find the best warm leads and automatically converts them while they’re still warm.

??Asks:?

1. Intros to RevOps Agencies or GTM tech Resellers - we’re starting a reseller program for Warmly on the sales side and an implementation program (we pay you to onboard our customers and upsell them) on the customer success side. Intro to max[at]warmly[dot]ai
2. Intros to Hungriest, most efficient + strategic CS leader they know. We want to pick their brain and if they’re good potentially hire them to lead CS! Intro to alan[at]warmly[dot]ai

?? KPIs Last Month:

Total Warmly MRR → $170,224

• Warmly Warm Leads MRR: $188,255 (M/M growth in May = +12.13%)
• Nametags by Warmly MRR:? $52,169

Additional KPIs

• Initial Demo Meetings Held Last Month: 73 (-12%)
• Free Tier Sign Ups Last Month: 542 (+8%)

??Tweets & Posts: See my, Alan and Keegan’s LinkedIn profiles for:

• We made RevGenius’ Top 50 GTM Startup list for 2024: https://www.dhirubhai.net/feed/update/urn:li:activity:7201982385935024128/?
• Chris Walker joins Warmly to talk Signal-Based Sales on our Podcast Revenue Rebels
• Warmly’s acquisition announcement of Immagnify
• Our head of revenue Keegan Otter (Software Cowboy ??) coaching reps to Wake Surf not just sell

?? Accomplishments/Wins:?

• GTM hire blitz: because our Sales Magic number is quite good, we have earned the right to scale our GTM team. This also comes at a good time when inbound has been dropping and we need to start investing more in outbound as we move up market. We brought on 4 new SDRs, a sales manager and a RevOps manager. Exciting! Still hiring for Head of Demand Gen and CSM (fun Why Warmly video here)
• Acquired Immagnify: We are so excited to 100x the amount of buyer signals inside of Warmly,. Immagnify’s CEO & CTO join us to help implement a data signal engine that will be a formidable and unparalleled engineering feat that means just 1 thing for our customers: more pipeline each and every day.
• Crossed $2M ARR: Exciting milestone for us, especially since we started the calendar year under $1M. This is a combination of our Warmly business and our Nametags business. The Warmly business is seeing steady growth and solid sales efficiency so we’re going to take a bet to really double down in a few months to see if we can push our growth rate higher.

?? Failures/Learnings:

• Customer meet ups teach you everything: All the cofounders (and by extension the company) are becoming customer-obsessed. Our head of product cofounder Carina is on 10+ customer calls/week, Our head of marketing Alan has swapped to become head of customers so he can do a “customer marathon” and meet with 26 customers in 26 days, and I flew to SF, Scottsdale, Denver and NYC to meet with 10 customers in two weeks. I heard amazing and tough stories of pipeline creation and failure and how Warmly’s product can do way better for them. Here’s a bunch of the lesson’s I’ve learned
• Max’s 360 Leadership review:? My 360 review from my leadership came in and I uncovered 7 ways my team wants me to improve. I've screenshotted my summary I posted internally. The feedback has 2 clear themes for me to work on:? 1. Trust 2. Lack of consistency

I really appreciate my team for the honesty and I share this transparency with the conviction that everyone can help hold me accountable for being as great of a leader as I can be to help this squad to success

• Standing out at conferences: at RevOpsAF 2024 Warmly did 2 things: spent $5k on a sponsored happy hour and spent $300 on Warmly-branded cowboy hats for me & Keegan. Guess which got us more booked demos? The hats by 2x. We call it “purple cowing” after Seth Godin’s marketing book on standing out called The Purple Cow.

??Gratitudes:?

• Thank you to Scott Martinis who joins Warmly as an advisor
• Thank you to Jess Gonzalez?? & zo? hartsfield for rockstar advice on marketing
• Thank you to Garrett, Orson & Tom for 15+ marketing intros. And thank you to the marketers who spent time with me, Alan and Derek to game plan our marketing strategy
• Thank you to Ned Leutz on sales efficiency advice
• Thank you to the team at QuotaPath for help thinking through commission structures
• Thank you to RevOps Co-op for a great revenue operations conference in San Diego

?

Warmly,

Max

Interested in our past updates to see how the company has evolved over time? Voilà.