CleanTechies Podcast
#179 Industrial Decarb, ROI-Oriented Sales, GHG Accounting, Marketplaces x Recommender Systems, & More w/ Saleh ElHattab (Gravity)

#179 Industrial Decarb, ROI-Oriented Sales, GHG Accounting, Marketplaces x Recommender Systems, & More w/ Saleh ElHattab (Gravity)

How a Former Samsara Exec is Building a Differentiated GHG Accounting Platform

🌎 Welcome back to the CleanTechies PodLetter, founder edition.

What do GHG Accounting platforms and NYC Rats have in common? There are substantially more of them than any of us would like. — Despite this sentiment, today’s guest is the founder of a GHG accounting co. that is truly built different—as GenZ would say. Let’s get into it 👇

Today, we are talking to Saleh ElHattab, Founder & CEO of Gravity.

Yeah I know, we’ve all had a lot of inbound from GHG Accounting firms trying to help us with our sustainability reporting.

It gets old. But why?

The only reason it gets old is—Zero Differentiation. Frankly, the same cannot be said of today’s guest (otherwise we wouldn’t have had them on)!

There are a few core lessons in what they have done to stand out in a space as crowded as an NYC house party.

  • How to align all stakeholders in the sales process

  • Building a product so simple the user can be upskilled without specialized training

  • Building a culture of pragmatism

  • Speaking Return-on-Investment

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ClimateTech founders are taking on a huge challenge. Building a climate startup is highly complex but also SO NECESSARY if we are going to save the climate. Founders not only you need to understand how to build a startup, but you also need to understand how to deal with hardware, have a strong handle on climate policy, know how to fundraise from diverse investors types, etc. etc. etc…

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The Guest: Saleh ElHattab

  • Raised in Indiana, it’s fitting that Saleh ended up building a company supporting the industrial sector.

  • What was a bit different than most of his peers was his fascination for the intersection of the digital and physical.

  • This is what led him to end up working in the IoT space with Samsara, where he led product for their industrial sector. If you’re unfamiliar with Samsara, they entered a crowded space and IPO’d in 6 years by wiping the floor with the competition.

  • After a short time in VC to figure out his next company step, he settled on carbon accounting for the underserved industrial sector.

  • And wow—it’s going well. Props to Saleh; they have been highly efficient with their capital (we all love a founder with foresight and restraint)

The Company: Gravity

One Liner: Helping Industrial Manufacturing companies understand thier carbon emissions to reduce them while also identifying cost saving opportunites so big even your mom is surprised.

Started at a time when, frankly, there were already a good number of carbon accounting platforms, Gravity was set for an uphill battle.

Through extreme rigor and testing of PMF, they quickly through out many buyer personas — all the while having a focus on helping manufacturing companies not only report their emissions but also use the data collected to find big areas for OpEx reduction.

In addition, they made the platform so anyone can use it. That’s right you don’t have to be an Environmental Scientist just to understand how it works.

Oh you thought two things were enough? They didn’t.

On top of all this, they built a marketplace that goes along with their software. This helps their client’s procurement teams get better deals on products and services that will drastically help them improve their operating costs.

Today they are scaling after having found a strong match between product and client persona. (They are hiring…drop us a message and we can link you up)

Do you have suggestions on future guests or topics? Leave a comment!

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📝 Show Notes:


  • 02:27 Introduction and Background

  • 03:05 Problem Statement and Solution

  • 05:39 Global Emissions from Industry

  • 11:44 Ideation and Idea Validation

  • 13:37 Company Status and Growth

  • 14:56 Challenges and Milestones

  • 16:38 Testing and Pivoting

  • 18:16 Differentiation and Competitive Advantage

  • 22:53 Market Positioning and Challenges

  • 25:38 Culture Building and Talent (Pragmatism)

  • 30:38 Principles and Habits for Success

  • 32:38 Future Plans and Opportunities

  • 37:00 Entrepreneurial Ideas in the Climate Space

  • 37:48 Closing Remarks and Call to Action

  • 38:41 Takeaways


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CleanTechies Podcast
CleanTechies is a Podcast and Newsletter where Somil & Silas interview the leading ClimateTech Founders and Investors to share their advice and journeys with other Founders and Investors to help others succeed.