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Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech’s most innovative B2B founders. In today’s episode, we’re speaking with Manik Suri, CEO and Founder of GlacierGrid (formerly known as Therma°), a cooling intelligence platform that has raised over $30 Million in funding.
Here are the most interesting points from our conversation:
Manik's personal journey and transition from law and government into tech underscores the power of a founder's passion and backstory in engaging potential customers and investors. For B2B tech founders, weaving personal conviction and the startup's origin story into pitches can significantly enhance credibility and emotional resonance with the audience.
GlacierGrid addresses the largely overlooked issue of inefficient cooling systems, a sector responsible for 8% of global warming. B2B tech founders should look for similar underappreciated or niche problems where technology can drive substantial change, often hidden in plain sight within industries.
Manik's strategy of personally visiting states and potential clients showcases the effectiveness of a direct, hands-on approach to customer acquisition, especially in the early stages. This strategy can be particularly compelling in sectors resistant to change, as it allows founders to directly address concerns and demonstrate value.
GlacierGrid's use of IoT sensors and data analytics to improve cooling efficiency highlights the potential for technology to transform traditional industries. Founders should explore how IoT and analytics can be applied in their sectors to solve complex problems, improve sustainability, and reduce operational costs.
Manik's emphasis on storytelling in both fundraising and marketing activities underlines its importance in conveying the startup's vision and the problem it solves. B2B tech founders should develop compelling narratives around their products, focusing on the impact, to engage both investors and potential customers effectively.