Warmly is an AI-powered revenue orchestration platform aimed primarily at B2B SaaS companies and revenue teams. Pulse 2.0 interviewed Warmly CEO Max Greenwald to gain a deeper understanding of the company.
Max Greenwald’s Background
Could you tell me more about your background? Greenwald said:
“I started as a product engineer at Google. It was fun, but after a while, I realized I wasn’t learning, wasn’t growing, and was more curious about building something of my own. I’m the type of person who’s always thinking, “Why does it work this way and how can we make it better?” That mindset eventually pushed me toward entrepreneurship.”
Formation Of The Company
How did the idea for the company come together? Greenwald shared:
“We were in Techstars early on and they said, you need to get sales by demo day, otherwise, you’re never going to be able to raise funding and your company is going to die. So I had to figure out how to do that because I was someone who had never done sales.”
“I found it so complicated and manual to try to go get a sale that I said, I wish I had warm leads. And I was like, wait, my company’s called Warmly, Warmly warm leads. There’s something here. That one thought eventually sparked the version of Warmly we’re building today.”
Favorite Memory
What has been your favorite memory working for the company so far? Greenwald reflected:
“It’s hard to pinpoint a favorite because every quarter there is something new. Warmly is a rapidly growing company, and we’re constantly changing and evolving.”
Core Products
What are the company’s core products and features? Greenwald explained:
“At its core, Warmly is a signal-based pipeline acceleration platform powered by AI marketing agents. Our platform helps B2B go-to-market teams identify, prioritize, and engage their entire Total Addressable Market.”
Challenges Faced
Have you faced any challenges in your sector of work recently? Greenwald acknowledged:
“The biggest shift has been the complete breakdown of traditional outbound sales and marketing. Cold outreach doesn’t work like it used to. Conversion rates are falling, buyers are ignoring generic messages, and the entire way businesses go-to-market is failing. The industry has changed.”
“But I saw this coming when I first started building Warmly.”
“Originally, we focused on solving the sales-side problem: reps didn’t have enough context on their buyers, and they were wasting time chasing cold leads. But as we worked more closely with our customers, it became clear that the issue wasn’t just with how people were selling. It was with how they were marketing, too.”
“Sales and marketing teams didn’t work together, so the funnel wasn’t coherent and was using different data to define success. We saw so many inefficiencies, but realized that if we really wanted to fix the pipeline problem, we had to address the full GTM motion and create systems where the right teams can engage the right buyers together.”
Evolution Of The Company’s Technology
How has the company’s technology evolved since launching? Greenwald noted:
“When we first started Warmly, we didn’t land on product-market fit right away. We built several vastly different versions that resulted in countless pivots until we got here (everything from a cofounder matchmaking app to a virtual name card for Zoom). But each version had the same core purpose: helping people connect at the right time.”
Significant Milestones
What have been some of the company’s most significant milestones? Greenwald cited:
- Raising $17 million in Series A funding
- Crossing $5 million in ARR and 300 customers
- Tripling revenue in one year
- Going global, especially in Europe, where we’re expanding quickly
Funding
When asking Greenwald about the company’s funding details, he revealed:
“We’ve raised $17 million in Series A funding, most recently a $6 million A+ round led by RTP Global. We’re currently at $6 million in ARR, and our goal is to end our FY25 at $7.5 million.
Total Addressable Market
What total addressable market (TAM) size is the company pursuing? Greenwald assessed:
“We’re going after the $50+ billion demand gen, sales engagement, and conversational AI space. The category is massive and keeps growing, but that’s because the industry is shifting. Every B2B team is asking the same thing: how do we find and act on the right buyers, right now?”
“We want Warmly to be the platform that answers that.”
Differentiation From The Competition
What differentiates the company from its competition? Greenwald affirmed:
“Person-based intelligence: most platforms show company-level data, but we show you the person who’s actually interested.”
“Real-time monitoring: most platforms are report on activity and signals with a significant delay, but we monitor everything in real-time.”
“Signal-to-action loop: Warmly triggers real engagement, automatically for you based on the data we have.”
Future Company Goals
What are some of the company’s future goals? Greenwald concluded:
“Build a unified platform of AI Agents for GTM teams to identify their best accounts and prospects, then convert them automatically.”
