Warmly,

Tomorrow is International Women's Day. Here at Warmly, we're proud to have a majority female GTM org including an All-Women Commercial & Mid-Market Closing Team. Women of Warmly have made our company into what it is today: - Generating over $10,000,000 of pipeline - Closing over $2,000,000 in ARR - & supporting each other & the full team across departments time & time again. I'm so grateful to work & learn from our GTM leaders here at Warmly like: - Carina Boo (my cofounder & head of CS) - Lauren Cheshire (head of sales development) - Melissa Gaglione💫 (senior sales manager) - Beca Bagdocimo (content manager) ... and many others & to my future daughter as she looks into various careers in 2050 - I sure as hell hope she's slinging GTM SAAS. Happy International Women's Day - here's a little peek into our org here at Warmly. Warmly, Max

We take signals seriously. And yes, that includes vibes. ✨ We already de-anonymize web visitors and have the highest quality intent data, but this month we're going a layer deeper to figure out who you really are. Stay tuned this month 👀 #EnergeticSignals #WarmSignals #SignalsOnSignals #EatBreatheSleepSignals

Let's talk signals, but not the ones that belong in traditional CRM fields. Real signals. The ones that tell you about who someone really is, what they gravitate toward, what speaks to them as a person. That’s what Sendoso is tracking. Sendoso is not just looking at the same tired data points everyone else is using (like demographics, firmographics, technographics). They’re paying attention to what you actually like, what grabs your attention, what you engage with, so they can send thoughtful gifts that catch your eye instead of branded swag that sits in the back of your closet indefinitely. Catch our latest podcast episode featuring Kris Rudeegraap (co-founder and co-CEO of Sendoso) and see how he's helping companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. #Signals #GTMTechStack #PersonBasedMarketing

If you're a VP of Marketing & you don’t have an enemy, your marketing is probably too boring. My enemy is Minimus Bluewald (CEO of Coldly,.) The best brands I know don’t just sell a product—they fight against something holding their customers back. Having a clear enemy makes your brand more memorable, builds emotional connection, & rallies an audience around a mission. At Warmly, we made our enemy outdated lead generation tactics that rely on weak account-level data and cold outbound. So we feud with Minimus Bluewald, the CEO of Coldly. He sells cold leads. We sell warm leads. He believes in spamming inboxes. We believe in AI-driven, person-level intent. It’s fun, but it’s also strategic—because it highlights the real problem: marketers are stuck using outdated tools that don’t actually work. Why Picking an Enemy Wins: Drift, a Salesloft company (Dave Gerhardt) did this brilliantly. They didn’t pick a competitor as their enemy—they made lead forms the villain. Their "No Forms" movement gave marketers something to rally around. By fighting against forms, they made chat-first marketing the obvious solution. Slack did it with email overload. They positioned themselves as the “email killer” because they knew knowledge workers hated endless reply-all threads. Apple did it with PCs. They painted the old way as slow, clunky, and uninspired—while Mac was the cool, intuitive alternative. So cue Warmly vs. Coldly: The New Battle in Lead Generation For demand gen marketers, the real villain isn’t just "bad leads"—it’s bad data and bad outreach. The old way (Coldly’s way): ❌ Company-level data that ignores human signals ❌ Cold outbound with no personalization ❌ Outdated scoring that doesn’t reflect real buyer intent The new way (Warmly’s way): ✅ Person-level intent from first, second, and third-party signals ✅ AI-driven outreach across email, LinkedIn, and chat ✅ A demand gen engine that works with automation, not against it This isn’t just a feature—it’s a movement. If you’re still relying on generic firmographics and mass email blasts, you’re losing. Your audience deserves better. So for you - Who (or What) Is Your Marketing Enemy? Every marketer should be thinking about this. What broken system, outdated mindset, or frustrating process do you stand against? Identify it. Make it clear in your messaging. Stand for something and against something. The brands that win in 2025 won’t be the ones that try to please everyone. They’ll be the ones that take a stand. So, what’s your enemy? Drop it in the comments. 👇

With so many different sales tools and few legit prospects, sales teams need a solution that combines accurate prospecting with speedy outreach. ✅ THE PLAY Warmly’s suite of features helps you to detect who's visiting your website. From there, you can filter those visitors by signals such as webpages viewed, topics they're researching, they're job title....how you choose to segment your visitors truly feels unlimited with the amount of signals available to you within Warmly. Once your segments are set up the way that fits your business' needs best, Warmly will automatically sort your visitors for you and push the highest intent prospects to personalized outreach sequences you can set up in our Orchestrator. 🏁 THE RESULT An automated and omni-channel approach to prospecting and outreach means better leads, better conversions, and time saved. Instead of cold outreach, your sales reps can be confident that the leads they identify already show intent, making conversion faster. Plus, using Live Video Chat, your SDRs can engage leads at the precise time they’re thinking about your company, resulting in a 3-5x uplift in connect rate compared to traditional cold calling.

Going CLEAR Day 428: Warmly grew by 12.77% in February to get back on track after we intentionally parted ways with non-ICP customers in Jan. Here's where we fell short of & crushed our expectations: BACKGROUND: - I started Warmly in 2020 with my cofounders after quitting Google to change the world of GTM - We were slapped in the face with humble pie having 0 knowledge in sales & marketing/ pivoting 6 times in 3 years - Once we stopped "playing startup" & got to work we grew 0 to $1M in 2023 and $1 to $3M in 2024 (we have another $600k ARR on our old product) What we do (now): Warmly warms up your Total Addressable Market & segments your leads into cold, warm & hot using intent signals. We then automate outreach to your cold & warm leads and deliver to sales in real-time the ability to engage your hottest leads omni-channel (on chat, email, linkedin, call). FEBRUARY 2025: Metrics: - MRR: $255,975 (+12.77%) - Net Revenue Projected (Actual): $220,000 ($280,067) - Pipeline Projected (Actual): $1,250,000 ($1,696,154) Highs: - Started the year focused & optimistic off of a company-wide retreat in Austin - Highest NRR month of all time (200%+): we learned to create upsell packages - We shipped the first ever Data Quality Selector in our industry putting control into the hands of customers to choose quantity vs quality on intent data Lows: - Mid-market deals are harder & more complex. Especially understanding/appeasing nuanced data privacy & security concerns - I was taken out with brutal strep throat for a week - I stopped doing 1:1s with 100% of the company, mostly just w/ managers now & it makes me sad & nervous I'll miss understanding what my ICs are doing/caring about (I started company-wide office-hours instead Personal Learnings: - I started a company-wide Top 10 Priorities list each 2-week sprint (credit Tyler Denk 🐝 at beehiiv). The team will swarm to complete these priorities or I'll chop heads. This is super unifying & focusing. My learning is that a bad priority is "we will will hire 1 engineer this sprint" --> it forces you to compromise on talent, instead "we will get 4 engineers to final round stage" is smarter - Training & enablement with a growing GTM team is essential. Reps can't ramp without dozens of trainings and training always gets out of date as you grow. Starting a group of reps on the same cycle saves you time & effort. Saw a 30MPC podcast with Eleanor Dorfman (VP sales Retool) with a great idea: don't let a rep onto the inbound round-robin until they pass a demo & product certification - Metrics breeds trust. My leaders were annoyed that I would stick my nose into whatever they're doing. I'm swayed by Brian Chesky / Paul graham on Founder Mode which says founders should get stick their nose in EVERYTHING. I mandated metrics dashboards. If those metrics dip, I will parachute in. But if they don't then hell yeah, I don't care how the sausage is made #transparency #gtm

With Warmly, no leads are ever in question.

Marketing strategies change on what feels like a daily basis, so how are top demand gen leaders adapting? Join Chris Miller (Warmly), Sarah Reece 🥇(Orum), and Patrick Nelson (Canopy) as they break down the latest trends, challenges, and strategies in demand generation. ✨ How marketing teams are structuring for success ✨ The evolving role of demand gen & what KPIs actually matter ✨ Must-have marketing tech & common implementation hurdles ✨ The shift towards experience-based marketing in 2025 If you're in demand gen, this is 40 minutes you don't want to miss. #DemandGeneration #MarketingStrategy #B2BMarketing https://lnkd.in/g3ZuZXyM

On their own, website visitor and engagement statistics aren’t valuable. To transform data into actionable insights, you need to ensure it’s integrated into your full lineup of GTM tools. ✅ THE PLAY Once de-anonymized visitor data is collected by Warmly, you can set up sequencing to push it to a host of other data vendors, enrichment tools, and AI agents automatically. Bidirectional integration with CRMs like HubSpot and Salesforce means you can create custom filters to push enriched data back to Warmly, resulting in even more targeted segments based on factors like partner referrals or visitors using competitors' products. 🏁 THE RESULT De-anonymized visitor data doesn’t just stay in Warmly. Instead, our advanced integrations mean it’s visible across your GTM tools and can be automatically enriched with data from your CRM. Create more complex sequences in other tools like Clay or use it to trigger actions from AI agents.

when I thought no leads were coming to the site, but actually slack was just down