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Ignite Startups: Max Greenwald on Precision Demand Gen with AI Agents | Ep208

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Manage episode 517424119 series 3515266
Content provided by Brian Bell. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Brian Bell or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Max Greenwald is the co-founder and CEO of Warmly.ai, a platform building AI agents that warm your TAM and route hot leads to sales. A former Google PM who helped ship Google’s viral “Where’s Waldo” Maps April Fools (played by ~100M people), he’s navigated six pivots and the gauntlet from idea to real GTM repeatability. With on-the-ground experience from Techstars Boulder to scaling revenue and team, he offers hard-won insights into finding (and keeping) product-market fit, building a sales-then-marketing engine, and using AI across the stack. In this episode, he discusses his open/close framework for PMF, why Warmly embraced AI agents early, what’s changing in MarTech, and how to lead through the messy middle.

In Today’s Episode We Discuss

00:01 Intro and guest setup

01:12 Princeton to Google path

02:45 Leaving Big Tech to found Warmly

04:10 Early rejections and resilience

05:30 Co-founder dynamics and roles

06:50 The Open/Close framework

08:05 Defining ICP and not-for list

09:18 Six pivots, one mission

10:40 From de-anonymization to conversations

12:00 AI concierge on high-intent pages

13:22 Multi-signal lead scoring

14:45 Routing with context to AEs

16:10 Dogfooding and feedback loops

17:35 GTM systems and repeatability

18:50 Omnichannel orchestration

20:15 Content atoms and proof assets

22:00 Metrics that actually matter

23:30 Pipeline quality over volume

25:05 Hiring the first great AE

27:20 RevOps cadence and signal reviews

29:10 Buyer intent vs interest

31:00 Demand gen without waste

33:05 Agents as always-on SDRs

34:40 Near-term roadmap and vision

36:06 Closing takeaways

Subscribe on Spotify: https://open.spotify.com/show/6Ga6v0YUsHotLhjap67uu5

Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/ignite-conversations-on-startups-venture-capital-tech/id1709248824

Follow Max Greenwald on LinkedIn: https://www.linkedin.com/in/max-greenwald/

Follow Team Ignite on X: https://x.com/teamignitevc

Follow Brian on X: https://x.com/brianrbell

Follow Brian on Linkedin: https://www.linkedin.com/in/bblinkedin/

Visit Our Website: https://www.teamignite.ventures

Subscribe to Our Newsletter: https://insights.teamignite.ventures/

👂🎧 Watch, listen, and follow on your favorite platform: https://tr.ee/S2ayrbx_fL

🙏 Join the conversation on your favorite social network: https://linktr.ee/theignitepodcast

🔥 Club Ignite is booking fast — our next gathering of top founders, investors, and operators will be our biggest yet. Apply now before spots fill: https://teamignite.decilehub.com/e/club-ignite-25

  continue reading

207 episodes

Artwork
iconShare
 
Manage episode 517424119 series 3515266
Content provided by Brian Bell. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Brian Bell or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Max Greenwald is the co-founder and CEO of Warmly.ai, a platform building AI agents that warm your TAM and route hot leads to sales. A former Google PM who helped ship Google’s viral “Where’s Waldo” Maps April Fools (played by ~100M people), he’s navigated six pivots and the gauntlet from idea to real GTM repeatability. With on-the-ground experience from Techstars Boulder to scaling revenue and team, he offers hard-won insights into finding (and keeping) product-market fit, building a sales-then-marketing engine, and using AI across the stack. In this episode, he discusses his open/close framework for PMF, why Warmly embraced AI agents early, what’s changing in MarTech, and how to lead through the messy middle.

In Today’s Episode We Discuss

00:01 Intro and guest setup

01:12 Princeton to Google path

02:45 Leaving Big Tech to found Warmly

04:10 Early rejections and resilience

05:30 Co-founder dynamics and roles

06:50 The Open/Close framework

08:05 Defining ICP and not-for list

09:18 Six pivots, one mission

10:40 From de-anonymization to conversations

12:00 AI concierge on high-intent pages

13:22 Multi-signal lead scoring

14:45 Routing with context to AEs

16:10 Dogfooding and feedback loops

17:35 GTM systems and repeatability

18:50 Omnichannel orchestration

20:15 Content atoms and proof assets

22:00 Metrics that actually matter

23:30 Pipeline quality over volume

25:05 Hiring the first great AE

27:20 RevOps cadence and signal reviews

29:10 Buyer intent vs interest

31:00 Demand gen without waste

33:05 Agents as always-on SDRs

34:40 Near-term roadmap and vision

36:06 Closing takeaways

Subscribe on Spotify: https://open.spotify.com/show/6Ga6v0YUsHotLhjap67uu5

Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/ignite-conversations-on-startups-venture-capital-tech/id1709248824

Follow Max Greenwald on LinkedIn: https://www.linkedin.com/in/max-greenwald/

Follow Team Ignite on X: https://x.com/teamignitevc

Follow Brian on X: https://x.com/brianrbell

Follow Brian on Linkedin: https://www.linkedin.com/in/bblinkedin/

Visit Our Website: https://www.teamignite.ventures

Subscribe to Our Newsletter: https://insights.teamignite.ventures/

👂🎧 Watch, listen, and follow on your favorite platform: https://tr.ee/S2ayrbx_fL

🙏 Join the conversation on your favorite social network: https://linktr.ee/theignitepodcast

🔥 Club Ignite is booking fast — our next gathering of top founders, investors, and operators will be our biggest yet. Apply now before spots fill: https://teamignite.decilehub.com/e/club-ignite-25

  continue reading

207 episodes

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