Mutiny raises $72M from Sequoia and Y Combinator, hits eight-figure ARR with AI GTM agent

Speaker 10: starting out, you probably wanna warm up the accounts in a particular vertical. Mhmm. And so our customers will create personalized vertical campaigns. And then from there, once the SDR is involved, they wanna start prospecting and get meetings with the right people so they can make prospecting pages in Mutiny. The agent can even research the specific people that they want. They can pull in data from their CRM. Any information that's available to them, the agent will access and create something really high quality that will stand out to that prospect. As the deal progresses, now we're looking at things like curated customer case studies. We're looking at business cases, ROI reports, pricing proposals. Even after the deal closes, there's a ton of expansion that the customer success team will drive so they can create impact reports in Mutiny for their customers, and they can do look forward strategies.

Speaker 1: The whole works in order to maximize revenue. Okay. Bunch of questions. Where does the name come from?

Speaker 10: You know, the mission of Mutiny was all about killing the dependencies and go to market teams. I've led marketing teams, sales teams, and the biggest blocker to growth is always speed. And the blocker to speed is all of the little dependencies that exist inside of your team, outside of your team. And so it was really a mutiny against the status quo. That's where the name came from, and it just kinda stuck. And behind you, is that a raccoon mascot? Explain that. Yes. It is. This is our this is our our raccoon mascot. His name is Achu.

Speaker 1: Achoo. Where where did that come from? How did you pick a raccoon?

Speaker 10: Do you want to know the real story? Absolutely. Yes. So we were all in a circle. This is when we were about four or five people. And we're like, what are we going to name the raccoon? And one of our early employees Wait. Wait. How did you get to raccoon? You're just like jumping That's just the default. Of we're gonna have a raccoon. No. Explain like how did you pick raccoons? There's a million animals you could have picked. Yes. Okay. So we were designing our brand and the designers asked me, okay, is there an animal that you guys really identify with? Mhmm. And there wasn't really anything coming, you know, off the top of my head. And then we took the whole team to Angel Island on a on a camping trip. And the entire time we were there, we had six bottles of wine with us and basically no supplies, so it was just it was it was awesome. And every time we would turn around with our headlamps, we would see this gang of adorable raccoons just slowly approaching, and then they would see the light and they would start backing up. And so the next day, the designer asked me that question again, and I said raccoon, and that's how we ended up with the raccoon. There we go.

Speaker 2: What's going on with email? Are you are you generating cold emails? Is is it a waste of time now? Like Yeah. What's the equilibrium here? I think a lot of people are getting more cold outreach than ever and it feels like we might be in this game theoretic. Yeah. Because I can imagine you guys helping somebody make a great Yep. A great cold email, but at the same time, you guys are also set up for the golf and stake GTM Sure. As well, which is you play a nice round of golf and you you knew afterwards, you pass them a PDF Yeah. Or a little a little deck. Yeah. It gives them some more context Yeah. In the conversation.

Speaker 10: Exactly. So email is a really tricky one. I think, you know, we see this in our own data. We hear it from customers. The results are are really bad. Most people don't really open emails anymore. Executives don't really open emails anymore. And so the the engagement rate on email is really, really low, which is why I think having a really personalized approach that's gonna stand out, that's gonna be different, that's truly and genuinely tailored to that person is gonna be really important. One of the things that I find really fascinating is if you look at an average salesperson, they spend about 30% of their time selling and 70% of their time following up with customers, getting ready for tomorrow's meetings, creating all of those materials, nurturing the old deals that are going to convert hopefully one day. And when you talk to CROs, for the most part, despite all the AI investment in data, they haven't really moved the needle in terms of increasing quota per rep. Mhmm. The rep is largely closing the same amount as the previous years. And I think the reason for that is that that 70%, that's really skilled custom work per per, you know, customer that you're going after. Mhmm. I was on a call a couple weeks ago where it was a great call, great enterprise brand, the right decision makers in the room. And at the end of the call, they're like, please send me based on the challenges that we told you we have, send us the three metrics that you can move for our business and relevant customer case studies for each of those. Mhmm. That would take a rep four hours to go create. Right? You have to go look at hundreds of case studies, pull those things together. Whereas in the Mutiny agent, they can just come in, and it automatically will pull in the challenges from the Gong transcript. It will it will go through all of their case studies. It will sift and pull out the right stats. It will curate the the assets in there, and then they can go ahead and send a really nice, beautiful, forwardable thing to their customer that's gonna get shared with the whole buying committee.

Speaker 1: Yeah. The chat is asking for the name, where the name for the for the raccoon came from because I think we glossed over that. So sorry to go back to the mascot. But Yes. The the mascot is a raccoon named Achoo. The man answers.

Speaker 10: Yes. Yes. So we were it was the same group of people that went camping. Yeah. We said, what should we name the raccoon? Yeah. And right as we were gonna do that, someone sneezed Yeah. And it just said Achoo. Achoo. And we all went Achoo. That's actually a really good name. Let's go with that. I mean, in general, I would say the Mutiny brand, I think part of the reason people really like it is that it is raw, it's authentic. We don't really regulate what people can and cannot do. We hire people that are aligned with our values, and we just let them be themselves.

Speaker 1: I love it. Well, thank you so much for taking the time to come chat with us. Congratulations. Did you did we hit the gong for you? You raised a $72,000,000 for it. We gotta smash it. That was a

Speaker 10: that was a previous fundraise, but yes. Yes. Well You can hit the gong for that. We're still happy to celebrate it. We have the money, so that's all that matters. That's all that matters. We'll talk to you soon. Have a great rest of your day. To you. Goodbye. And