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Hi Friends,
At Mercatus, our CEO, Haresh, would take a full hour out of our company's annual offsite and make all of us pitch the company to one another.
Imagine a speed dating setup. 90 seconds, then rotate. Sales, marketing, product, delivery, etc. Everybody.
And we all had to say roughly the same thing, over and over again.
At the time, I thought it was a strange way to spend an hour. I don't anymore.
Last Thursday, I co-led the AI Operator Spotlight event at the Ion with 350+ people in the room (I will share more on this on a future issue). Before the event, I practiced my own pitch out loud dozens of times because I knew I'd spend the night answering some version of the same question:
"So, what does Allenix do?"
Here's the step-by-step way I built mine.
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You need two versions
Most of the time, nobody asks for your elevator pitch. They ask what you do.
At a wedding, on a podcast, in the second minute of a Zoom, or while standing around at an event.
That version should be one sentence answering 3 things: who you help, what changes for them, and how you do it differently.
Mine:
Allenix helps growth-stage B2B companies close complex deals faster by turning their customer conversations into AI-powered revenue systems.
The second version is the 45-second one, for when someone actually asks. That's where the 3 acts come in.
The 3 Acts
Ash Maurya laid this out in a 2024 post on his site. Three moves, in order.
Most pitches are all Act 3, and nobody has a reason to care yet.
Allenix pitch, out loud
Here is the pitch I practiced before the Thursday event using the same 3 Act format. I adjusted it slightly based on who I was speaking to.
Act 1, set the stage: "Most growth-stage companies I talk to have invested heavily in AI over the last year, but their sales cycles haven't gotten any shorter."
Act 2, break the old way: "One thing I keep seeing is companies turning their best salespeople into part-time AI implementers. They're asking the people who should be talking to customers and closing deals to figure out prompts, workflows, automations, and which tools connect to what. It's a terrible use of their time. And underneath that, the most important sales knowledge is still scattered across calls, CRM notes, Slack, documents, and a few people's heads."
Act 3, tease the new way: "That's what we fix at Allenix. We start inside the live deals they're trying to win, learn how their customers actually buy and what makes their best sellers effective, then build that intelligence into the systems their team already uses. The goal is simple: help good deals move faster."
Spoken out loud, it runs around 45 seconds.
Depending on the conversation, I'll make it more interactive. But the underlying story stays the same.
The point of your pitch isn't to explain everything your company can do.
It's to make the problem feel familiar, explain why the obvious approach isn't working, and give the other person just enough of your solution that they want to ask the next question.
Give this a try
Write your one-sentence version. Who do you help, what changes for them, and how do you do it differently?
Write your three acts. Set the stage, break the old way, tease the new way. Then record yourself saying it five times on your phone. Reading doesn't count.
Say it to five people. Then ask them, "What do you think we do?" Their answer matters more than yours.And once you find the version that works, stop messing with it.
Your team should get bored of hearing your company described the same way long before the market remembers it.
Every time you describe your company a new way, you reset the market's memory to zero.
Embrace the mindless repetition.
Til next time,
--Ali
P.S. Reply with your three acts and I'll read them and send you notes.
About Me: I'm Ali Mamujee. I run Allenix. We help growth-stage B2B companies close complex deals faster by turning their customer conversations into AI-powered revenue systems 😉.
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