NEW: Inside Electric's AI relaunch, including the 4 steps to relaunch AI-native.
@DenehyXXL (Founder and CEO of
@Electric_AI - a 3X founder) joins GTMnow to break down blowing up a working business to relaunch AI-native, the four steps it takes to relaunch AI-native, GTM motions evolving, what he learned selling two companies to public companies, and much more.
In the process of relaunching AI-native, their entire GTM motion had to shift.
They killed direct sales and replaced it with an embedded channel partnership model.
On one of the first partnerships they launched, they onboarded more customers in a single day than in their biggest month ever under the old model 📈
Now, they’re onboard with top companies and the customers of ADP, Paychex, UKG, Justworks, Trinet, iSolved and more can find and access Electric in their payroll or HCM system.
Highlights:
01:04 A 3x founder who sold two companies to public acquirers
01:33 What Electric is, and why "AI" was in the name in 2016
06:38 Why go AI-native
08:12 The reinvention playbook
13:48 Distribution as product-market fit: the Sirius XM lesson
15:37 How AI collapsed the price and unlocked channel sales
18:19 The winner-take-all gap between AI companies
20:35 From direct sales to channel
23:00 The three-year channel payoff
25:17 Rebuilding the product and signing the payroll platforms
26:27 The new-category pitch
29:29 Behind the scenes for ADP, Justworks, and TriNet
32:00 The day everything changed at once
33:52 The quiet damage of a senior mis-hire
35:48 Two prior companies: go-to-market above all
38:18 How to get acquired by a public company
42:55 Extreme-sports videos at 17, and the outreach framework
44:47 Where to find Ryan and Electric
On camera:
@DenehyXXL x
@sophiebuona