Exciting news!
We’re bringing back our Growth Talks on the blog, and this season is starting strong. We’re kicking things off by interviewing Ioanna Mantzouridou Onasi, Co-Founder & CEO of Dextego.
Ioanna is a true thought leader in applied generative AI and an advocate for responsible AI use. As the co-founder of Dextego, an award-winning AI sales coaching startup, she’s helping individuals and enterprises alike boost their sales performance in today’s fast-paced world. Dextego has been recognized for its work in developing soft skills, earning accolades like being a finalist at the Transform Awards and a Cool EdTech Award recipient.
Beyond her work with Dextego, Ioanna has a rich background in psychology, talent development, and strategic management, giving her a unique perspective on AI-human collaboration. She’s also the co-author of Ed Metadores: Reinventing Education and the voice behind Gen Z Founder, where she shares her entrepreneurial journey. With her experience mentoring startups and driving innovation, Ioanna is a true inspiration for the next generation of entrepreneurs.
Don’t miss her story!
Your career spans psychology, strategic management, AI, and even fashion. How have these experiences influenced the way you approach innovation and leadership?
This unique blend of experiences has given me a multifaceted perspective that I believe is crucial in the startup world. My background in psychology has been instrumental in understanding human behavior, motivation, and the cognitive processes that drive decision-making. This knowledge is invaluable when it comes to leading teams, understanding customer needs, and developing an AI solution that truly resonate with human users. It’s not just about creating technology; it’s about creating technology that enhances human potential and addresses real psychological and developmental needs. Strategic management has taught me to think holistically about business challenges and opportunities. It’s given me the tools to analyze complex situations, identify key drivers of success, and develop long-term strategies that can adapt to changing environments. This is particularly important in the fast-paced world of AI and technology, where the landscape can shift dramatically in a short time, something we have seen happen in front of our eyes. AI agents are taking over the market now and in a couple of months we will have capable AI. Interestingly, my background in fashion has been more influential than one might expect. Fashion is all about creativity, trend forecasting, and understanding cultural shifts. These skills are surprisingly applicable in the tech world, where anticipating future needs and creating products that resonate with people on an emotional level is crucial. Moreover, my experience in sustainable fashion has instilled in me a deep commitment to social responsibility and sustainable business practices, which I carry into all my current endeavors. The common thread through all these experiences has been a focus on human-centric design and development. Whether it’s creating a fashion line or developing an AI coaching platform, the key is always to understand and address human needs, desires, and challenges. This diverse background has led me to approach innovation with a holistic mindset. I believe true innovation happens at the intersection of different disciplines. It’s about combining insights from various fields to create solutions that aren’t just technologically advanced, but also psychologically sound, strategically viable, and culturally relevant. As for leadership, my multidisciplinary experience has taught me the value of diverse perspectives. I strive to build teams that bring together people with different backgrounds and skill sets, fostering an environment where varied viewpoints are not just welcomed, but actively sought out. I believe this diversity is key to driving true innovation and solving complex problems. Moreover, my background has reinforced the importance of continuous learning and adaptability in leadership. The business world is constantly evolving, especially in tech and AI, and leaders need to be able to pivot quickly and embrace new ideas. In essence, my varied career path has taught me that the most impactful innovations and effective leadership strategies often come from connecting dots that others might not see. It’s about leveraging diverse knowledge and experiences to create solutions that are not just innovative, but also meaningful and sustainable.
What is the backstory of Dextego? How did you get from an idea to a product?
Over the past six years, I’ve immersed myself in researching talent development, focusing on how to cultivate high-potential employees. My findings revealed that the key differentiator between average and exceptional performers lies in their soft skills—particularly coachability, adaptability, leadership, and communication.
During my tenure as VP People & Chief of Staff at Aptivio, I identified a critical gap in sales coaching. Sales leaders face a dilemma: they need their team to practice and improve, but they can’t risk subpar performance in front of clients. Simultaneously, these leaders often lack the time for extensive one-on-one coaching sessions.
Recognizing this challenge, my co-founder and CTO, Sean, transformed this insight into a tangible product. We launched Dextego in June 2023, offering an innovative solution to this pervasive issue in sales training.
Now, we’re on the brink of an exciting new chapter. Leveraging the valuable feedback we’ve received, we’re developing Version 2 of Dextego. This enhanced iteration promises to address user needs even more effectively and is slated for release in late 2024.
Dextego focuses on building soft skills through AI. What makes your platform stand out in the coaching space?
- Comprehensive Data Integration:
- Analyzes internal organizational data
- Incorporates external insights from sales experts
- Focuses on cutting-edge skills like social selling
- Personalized User Experience:
- Tailors coaching to individual needs throughout the sales cycle
- Adapts to different stages of deal progression
- Enhanced Deal Closure:
- Accelerates the sales process
- Builds trust with buyers through active listening techniques
- Connects value propositions to specific buyer personas
- Beyond Scripted Interactions:
- Moves away from rigid, pre-written scripts
- Encourages dynamic, context-aware conversations
- Positive Psychology Approach:
- Utilizes motivational language to boost user engagement and confidence
- Microlearning Format:
- Ensures high retention and application of skills
- Promotes consistent, bite-sized learning experiences
- Gamification Elements:
- Increases user engagement and motivation
- Makes learning and skill development enjoyable
- Upcoming Community Features:
- Peer-to-peer network of “Dexters” (our clients)
- Facilitates collaborative games and mentorship opportunities
Dextego has grown quickly in a competitive market. What key growth tactics helped you scale the company?
As an early-stage company, our greatest asset is our unwavering commitment to solving our customers’ problems. This dedication has been the driving force behind Dextego’s growth and innovation.
- Deep Customer Understanding
- Invested countless hours in conversations with sales professionals, enablement teams, and leaders
- Translated insights into a scalable product that addresses real-world challenges
- Proactive Engagement Strategy
- Prioritized client outreach from day one
- Ensured potential customers were aware of our evolving solutions
- Multi-Channel Approach to Visibility
- Leveraged LinkedIn for direct outreach
- Utilized our advisory board and network for warm introductions
- Developed a strong personal brand to enhance credibility
- Participated in industry conferences and events
- Organized webinars to showcase expertise
- Joined demo days and pitching competitions for exposure
- Continuous Feedback Loop
- Maintained open lines of communication with clients
- Regularly incorporated user feedback into product development
By placing customer needs at the heart of our operations, we’ve not only developed a product that resonates with our target market but also built a community of engaged users and advocates. This customer-centric approach has been instrumental in overcoming the typical challenges faced by early-stage companies, setting a strong foundation for sustainable growth and innovation.
How did you get your first customers?
Our first customer was my previous employer, Aptivio. The CEO knew about what we were building and saw the opportunity to upscale their team.
How important are partnerships in scaling Dextego, and how have you used them to grow the company?
Partnerships have been absolutely crucial in scaling Dextego, serving as a cornerstone of our growth strategy. We’ve leveraged partnerships in several key ways:
Market Expansion:
Partnerships have been instrumental in expanding our reach into new markets and industries. By collaborating with other companies, we’ve gained access to their customer base and industry insights, accelerating our growth.
Referral Program:
We implemented an early referral program that incentivizes our partners and satisfied customers to recommend Dextego. This word-of-mouth marketing has been incredibly effective in building trust and credibility in the market.
Knowledge Exchange:
Our partnerships have facilitated valuable knowledge exchange, helping us stay at the forefront of AI and sales enablement trends.
Credibility Boost:
Aligning with reputable partners has significantly enhanced our credibility, especially as a young company in a competitive space.
Many startups struggle with early-stage growth. What advice would you give to founders trying to build momentum, especially in AI or tech-driven industries?
As a founder who has navigated the challenges of early-stage growth, I would offer the following advice to founders in AI or tech-driven industries:
Understand Your Integration Ecosystem:
Think holistically about how your solution integrates into the existing tech stack of your Ideal Customer Profile (ICP). This big-picture perspective is crucial for demonstrating value and ensuring seamless adoption.
Be Bold in Your Outreach:
Don’t hesitate to reach out to companies that might seem beyond your current reach. These interactions can lead to valuable partnerships, mentorship, or even early adoption opportunities. Remember, many established companies are actively looking for innovative solutions.
Focus on Customer-Centric Development:
Invest time in understanding your customers’ pain points. Engage in continuous dialogue with potential users to refine your product and ensure it addresses real market needs.
You mentor startups and share your journey on Gen Z Founder. What are the biggest lessons you pass on to young entrepreneurs?
So many! I will summarize the most important below:
- “A ‘no’ simply brings you closer to a ‘yes’.” Embrace rejection as a stepping stone to success. Each ‘no’ is an opportunity to refine your approach and strengthen your resolve.
- Timing is crucial in entrepreneurship. If you need to wait for something, use that time strategically. It’s not a setback; it’s an opportunity to refine your strategy and approach.
- “It takes a village.” Recognize the importance of assembling the right team. If you lack a particular skill, don’t hesitate to bring in experts. A great idea needs excellent execution to succeed.
- “If you don’t do it for your startup, no one will do it for you.” Embrace hard work and persistence. As a founder, you set the pace and example for your team.
- Understand how your product or service is changing someone’s life, whether at home or work. Solving real problems is key to long-term motivation and success.
- Stay open to pivoting your strategy based on market feedback and emerging trends. The ability to adapt quickly is often the difference between success and failure.
- Cultivate a strong professional network. Relationships can open doors to opportunities, mentorship, and resources.
- Don’t fear failure; view it as a crucial part of the entrepreneurial journey. Each setback contains valuable lessons.
- While being adaptable, maintain the core vision that drives your passion. Let it guide you through challenges.
You’ve accomplished so much at a young age. Looking ahead, what are some of the next big goals you’re excited to achieve with Dextego or your other projects?
My primary focus is to expand Dextego’s reach, aiming to positively impact millions of “Dexters” (our clients) worldwide. We’re committed to revolutionizing sales enablement and professional development through our AI-driven coaching platform. In the future, I aspire to transition into an investor role, focusing on supporting underrepresented founders who are leveraging AI for social good. Specifically, I’m interested in backing initiatives that align with and advance the UN Sustainable Development Goals (SDGs).
In the long term, I plan to pursue a Ph.D., deepening my expertise in applied AI, psychology, and organizational development. I also aim to take on a teaching role at a university, sharing my real-world entrepreneurial experiences and insights on AI applications with the next generation of business leaders and innovators.
