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Centralize is the GPS for Enterprise Deals

Rachit Kataria and Will Wang are the co-founders of Centralize (W24), an AI-powered platform that automatically builds org charts of enterprise accounts to help revenue teams map stakeholders, spot gaps, and close complex deals faster. The company recently closed a $15 million Series A led by NEA. In this Fireide, Rachit and Will sat down with Diana Hu, Managing Partner at YC, to talk about how Centralize's "trust graph" ingests emails, calls, and CRM data to surface human dynamics inside a prospect's org — and how one customer compressed a six-month sales cycle into weeks to close an eight-figure deal. https://www.usecentralize.com 00:00 — GPS for Enterprise Deals 00:45 — Who's Already Using It 01:00 — Building the Trust Graph 03:19 — Real Customer Outcomes 05:52 — Six Months to Weeks 06:08 — Who Should Use Centralize 07:09 — Who Thrives Here Apply to Y Combinator: https://www.ycombinator.com/apply Work at a startup: https://www.ycombinator.com/jobs

Diana HuhostRachit KatariaguestWill Wangguest
Sep 8, 20268mWatch on YouTube ↗

At a glance

WHAT IT’S REALLY ABOUT

Centralize auto-maps relationships to navigate and win complex enterprise deals

  1. Centralize positions itself as “the GPS for enterprise deals,” automatically generating org charts that show who you know, who’s missing, and how to close relationship gaps.
  2. The product ingests unstructured and structured sources (emails, calls, CRM, tickets, LinkedIn/connections) to build a “trust graph” that captures evolving relationships and influence across stakeholders.
  3. A major technical emphasis is entity resolution so the system can unify identities across tools and preserve institutional memory across rep turnover and time.
  4. Customer stories highlight using the relationship map to find warm pathways into senior stakeholders, shrinking timelines from months to weeks and supporting eight-figure enterprise outcomes.
  5. Centralize targets the entire revenue org (pre- and post-sales) and is expanding adoption via a free individual “single player mode,” while hiring for high-agency talent after a $15M Series A.

IDEAS WORTH REMEMBERING

5 ideas

Centralize turns stakeholder mapping into an always-current, AI-generated org chart.

Centralize automatically builds and updates org charts from emails, calls, CRMs, tickets, and social/connection data, then highlights missing stakeholders and suggests pathways to reach them.

The core value is a “trust graph” that visualizes relationships, influence, and white space.

The product focuses on “human dynamics” over time—who knows whom, how relationships evolve, and where trust exists—so deal teams can plan multi-threaded outreach with context.

Entity resolution is the under-the-hood engine that makes the map reliable.

A key technical differentiator they emphasize is entity resolution—recognizing the same person across systems and historical records—so institutional memory isn’t lost when reps change.

Centralize can compress enterprise sales cycles by revealing warm intros and the right personas fast.

One customer used Centralize to surface dormant team-wide relationships and identify a warm path into a Fortune 10 C-suite, accelerating progress dramatically and enabling an eight-figure close.

Sharing the map can turn a champion into an internal operator for the deal.

Beyond internal deal strategy, Centralize can be shown to a customer-side champion to help them navigate their own organization and mobilize stakeholders.

WORDS WORTH SAVING

5 quotes

Centralize is the GPS for your enterprise deals.

— Rachit Kataria

We kind of just suck all of that in and then understand all of the human dynamics between all of that information.

— Will Wang

If I had a conversation now, how does our conversation today change over time? Like, if we have a conversation tomorrow, what changes about our relationship? That's what Centralize captures.

— Will Wang

That institutional memory is now finally visualized, right? We give that whole story.

— Rachit Kataria

The one word that all of this boils down to, I think no matter the role that we're looking for, is agency.

— Will Wang

Automatic org charts for prospectsTrust graph / relationship mappingData ingestion (emails, calls, CRM, tickets, LinkedIn)Entity resolution and identity matchingInstitutional memory across deal teamsEnterprise deal navigation and multi-threadingSingle-player free mode and hiring for high agency

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