In this episode, we sit down with Itai Karelic, Chief Revenue Officer at VHive, to explore his insights on scaling businesses, building lasting client relationships, and achieving sustainable revenue growth. With over two decades of experience in leadership roles at tech-driven companies, Itai offers valuable perspectives on navigating the complexities of enterprise sales and digital transformation.

The conversation begins with Itai’s journey from consulting to technology leadership and his early focus on clean tech and innovative startups. He highlights the importance of joining agile, fast-moving companies where technology plays a transformative role in solving customer challenges. As Itai explains, this interest in technology-driven solutions eventually led him to VHive, where he focuses on the digitization of traditional workflows and scaling revenue streams.

One key theme Itai emphasizes is adaptability, both in his career and within a company’s life cycle. He shares how his role transformed as VHive scaled from zero revenue to the $10 million mark and beyond. Itai discusses the crucial shift in responsibilities and mindset required when moving from startup to scale-up, noting that different skills are necessary at each stage of growth. He delves into the pivotal role of flexibility in the initial phases, where managing hands-on tasks and building client relationships go hand-in-hand with a more entrepreneurial approach.

The discussion also explores the concept of relationship-based sales versus transactional sales. Itai explains why he thrives in large-scale, relationship-based sales environments and the significance of working with major enterprise clients such as Verizon and Deutsche Telekom. He emphasizes the need to develop genuine trust with clients at all levels, from senior leadership to field personnel, and how this trust can drive long-term business growth.

Itai shares his experience in pivoting during the COVID-19 pandemic, when the digitization of workflows became a necessity. VHive’s digital twin solutions enabled telecom clients to optimize their operations remotely, highlighting the importance of demonstrating value during times of crisis. This shift accelerated VHive’s business and deepened their client relationships, reinforcing the company’s strategic approach to digital transformation.

Towards the end, Itai touches on strategies for managing complex enterprise sales processes. He discusses how to create effective outreach plans, refine team collaboration, and maintain accountability through clear milestones and open communication. For Itai, understanding every layer of the sales cycle—from developing the product to scaling customer experience—is essential for achieving long-term success.

If you’re looking for insights on building a strong sales foundation, navigating scaling challenges, or leading transformative digital initiatives, this episode with Itai Karelic is a must-listen.

To connect with Itai, reach out via his LinkedIn profile at linkedin.com/in/itaikarelic. For more information on our services and AI-driven growth solutions, visit nextgengrowth.com.