Centralize is the GPS for Enterprise Deals

1. 0:00 – 0:45

   GPS for Enterprise Deals

   1. DHDiana Hu0:00

      [on hold music] I'm excited today to welcome the founders of Centralize. Here's Rachit and Will. So you guys just closed a $15 million Series A led by NEA. Tell us what does Centralize do?

   2. RKRachit Kataria0:20

      Yeah. Well, first of all, thanks for having us here. It's a, it's a very cool full circle moment being back. Uh, Centralize is the GPS for your enterprise deals. In short, it's automatic org charts that create themselves, and they effectively show you who you know, the people, who's missing, and then how do you fill in the white space. So kind of the turn-by-turn directions of the relationships that really define whether or not you lose or win these top accounts.

2. 0:45 – 1:00

   Who's Already Using It

   1. DHDiana Hu0:45

      And who are some of the top customers that are live with you?

   2. RKRachit Kataria0:48

      Yeah. Privileged to have some pretty awesome folks in the last few months. So we got the teams over at Decagon, LangChain, Cognition, uh, Intercom, Brex, Exa. List goes on, but a lot of really

3. 1:00 – 3:19

   Building the Trust Graph

   1. RKRachit Kataria1:00

      great folks.

   2. DHDiana Hu1:00

      I think you guys told me about one primitive that you guys figured out was basically you guys are shipping the org chart of your customers' customers.

   3. RKRachit Kataria1:10

      Mm-hmm.

   4. DHDiana Hu1:11

      And tell me about all the inputs you take in and how you build this, and maybe a case study on how building an org chart for your customer customers brings value.

   5. RKRachit Kataria1:23

      We call it the trust graph internally. And Will, you could probably talk about the-

   6. WWWill Wang1:27

      Yeah

   7. RKRachit Kataria1:27

      ... the inputs.

   8. WWWill Wang1:28

      I mean, I think, uh, it's this is really fascinating. I think to, to what Rachit and I were talking about a little bit earlier, there's a lot of different inputs, right? There's a lot of unstructured data, whether that's emails, whether that's calls, all the places that you might be talking to the prospect, to the customer in. We kind of just suck all of that in and then understand all of the human dynamics between all of that information. And so when we do that, we take all of that, and then we almost just like parse it into a visual that anyone looking at this account or anyone looking at the customer can really quickly see and get the context for what are the relationships, where are they, where do people live on the organization, and then immediately what's empty. Like, "Oh, we don't have anyone at the VP level. What do we do? Who do we go after?" And Centralize kind of uses AI to help you understand that. And so a lot of it is, Rachit mentioned this a little bit earlier, but entity resolution. So, hey, is this the same Rachit that, uh, was at Meta a while back, that was at A2B a while back, that same Rachit that's now at Centralize? How does Centralize go and figure that out under the hood? And a lot of that ends up just being a bunch of fun engineering, um, to, to make that happen. And so the underlying, I think, interesting part of Centralize is the way that we've structured the actual product, the actual data model to actually be really focused on the person, the messy middle of the dynamics between two people. 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.

   9. DHDiana Hu2:59

      At a, at a organization level. So if, um, if I'm trying to sell to you guys to Centralize, it would map up all the stakeholders, taking all, from what I understand, gong calls, emails, CRMs, work tickets, my LinkedIn connections, and build this, uh, traversal graph.

4. 3:19 – 5:52

   Real Customer Outcomes

   1. RKRachit Kataria3:19

      Yes.

   2. DHDiana Hu3:19

      Tell us a bit about, um, the outcomes of, uh, some of the customers that use you and, and what, what do they, what do they get f- from using you now that you have this, this custom org chart-

   3. RKRachit Kataria3:31

      Yeah

   4. DHDiana Hu3:31

      ... per, per customer?

   5. RKRachit Kataria3:32

      Yeah. It, it's really cool. I mean, we have, again, customers like LangChain, Cognition, like the AI natives that won't build it or can't build it. And I think a lot of it is, is to Will's point, because that entity resolution layer is such a core and, uh, almost like underlying that we can build and provide. So to answer your question directly, how is this already accelerating today? Well, we have a lot of these customers, enterprise strat teams using Centralize, and there's an example where one of them, um, of the names I listed was working a Fortune 10. And these are like insane accounts, right? Thousands of people. How could you hope to navigate this, like, crazy sea? Let alone you do it once and then normally, you know, someone leaves tomorrow, a new conversation happened you weren't a part of. It's just changing underneath you. But they were able to wake up for that Fortune 10 to not only the relationship trust graph of who we've ever talked to, and importantly, not just that that rep had talked to, but his team had talked to two years ago. He wasn't even in the room for it. But that's picture, that institutional memory is now finally visualized, right? We give that whole story. Who his board is connected to that used to work somewhere at DBT, whose friend is now at the prospect, and all of a sudden you have a friendly internally to walk you into that deal. You're breaking through that trust, kind of the, the, the gap that you have to bridge. And then finally, the names that match their ICP of the personas they normally have to get to, that would normally take hours, if not weeks of trawling through. Hopefully, it's in LinkedIn or your friend groups, like wherever you have to go to find those answers. Centralize has given you the players on the field, warm or cold, already pre-mapped out. And I think the coolest use case is, as much as this is an internal deal strategy board, it's like the chessboard you're playing with. Any good seller, probably most people listening here know you don't win alone. You have to win with your champion. You have someone that's helping you because they want you to win. They, they want the product. How do you help them internally? What if you show them the map for the first time that they can see with not just who you have, but who you think we need to get to, and literally help them become a champion? In this case, on the call, they literally went from a six-month sales cycle that was taking them literally half a year to try to make progress and they were stuck to a warm pathway that their head of marketing had into the C-suite and got walked in, showing their champion the map of that relationship and being given the missing org they didn't even know that existed because their champion could finally see it, and ultimately progressing and closing the deal for an eight-figure outcome.

5. 5:52 – 6:08

   Six Months to Weeks

   1. DHDiana Hu5:52

      Eight figure. So they closed that eight-figure contract in a matter of months. This is-

   2. RKRachit Kataria5:57

      And that was, by the way, six months into the cycle pre-Centralize, and post-Centralize it took them on the order of weeks to get those outcomes. So imagine if they just started every deal using Centralize. [chuckles]

   3. DHDiana Hu6:07

      So who should use you?

6. 6:08 – 7:09

   Who Should Use Centralize

   1. RKRachit Kataria6:08

      I think first and foremost, it's folks that are on the, the ground, right? The people that are actually moving the needle working these deals. Typically, I mean, all of our customers, it's the enterprise and strategic AEs and SDRs who are the front of the house, to Will's point, navigating, multithreading, breaking into the deal. And then very naturally after having forgotten about our friends on the CS side and post-sales, it's still how do you retain that account? Do you have the right people that close that are still around? Have they left underneath you? Have they shifted? Or the AMs, account managers that are expanding those accounts too. It's really the entire revenue org. So if anyone is navigating complex stakeholder deals and has to understand people, and that's critical to winning or losing the deal, it, it's a no-brainer to use Centralize. Maybe the fun thing that actually will make this even easier for everyone is not only did we announce the Series A last Wednesday, but last Thursday we announced single player mode. In short, Centralize is free for any individual to try out for the first time. So literally have at it, right? Like, everyone should be able to leverage, uh, this new way of, of selling and building relationships.

7. 7:09 – 8:12

   Who Thrives Here

   1. DHDiana Hu7:09

      So you guys are growing very quickly. Who are the type of people that really succeed at Centralize?

   2. WWWill Wang7:15

      The one word that all of this boils down to, I think no matter the role that we're looking for, is agency. So anyone that has high ownership, um, that is able to run through walls to get things done, uh, is gonna do really well at Centralize and are people that do really well in our interview process as well. I think for Rach and I, you know, we're building this company right now as we go. We're looking for fellow builders that can come in with really, really high agency, um, to do that with us. I think right now we're looking for engineers and go-to-market folks. Um, really anyone, uh, full stack, high agency, AI engineers, go-to-market across the stack. I really think if you're any one of those people and you're cracked, please come talk to us.

   3. RKRachit Kataria7:55

      [laughs]

   4. WWWill Wang7:55

      Um, and yeah, if you have high agency, I would love to talk to you.

   5. DHDiana Hu8:00

      All right. Congratulations so much, and thank you so much for coming, guys.

   6. RKRachit Kataria8:03

      Thanks for having us. This is great. [outro music]

Episode duration: 8:12