How Rocksalt.ai went from Push to Pull

from The Physics of Startups · host Rob Snyder

The Lightspeed-funded startup Rocksalt had some traction, but it wasn't clear they had really found Pull. They had sales, but there was friction in the sales calls. They were trying to decide between three different ICPs. And retention and consistent use wasn't as consistent as they wanted.In this conversation, cofounders Arjun Moorthy and Anita Moorthy join Rob to discuss how they used the PULL way of thinking to change their approach to identifying their ICP, outbound, their sales process, their sales deck, and how their product evolves.Learn more and get in touch with Arjun and Anita:Website: https://www.rocksalt.ai/Arjun LinkedIn: https://www.linkedin.com/in/arjunmoorthy Anita LinkedIn: https://www.linkedin.com/in/amoorthy/Email: [email protected] , [email protected]/Twitter: https://x.com/anitamoorthy , https://x.com/juicemoorthy---Work with Rob: ⁠ https://www.robsnyder.org⁠ Connect w/ Rob on LinkedIn: ⁠https://www.linkedin.com/in/rsnyder1/ ⁠Rob's substack: ⁠ https://howtogrow.substack.com/ ⁠ Preorder Rob's book - "The Power of PULL" - https://amzn.to/48KC1yv

Episode metadata supplied by the publisher feed · Published Apr 24, 2026

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