CommanderAI: Salesforce for Waste Management

Understanding the Waste Management Sales Landscape

David Berg gained significant insight into the complexities of the waste management sector through firsthand experience, initially working as a garbage truck driver for Ohio-based Battle Motors, and serving as their first employee.

A Surprisingly Offline Industry

His observations revealed that, despite the proliferation of sales prospecting tools, the waste management industry largely relies on traditional, offline sales methods.

Berg explained to TechCrunch that companies universally employed “old-school” approaches – utilizing paper records, direct door-to-door outreach, and minimal technological integration within their customer relationship management (CRM) or broader sales processes.

The Launch of CommanderAI

Recognizing a distinct market opportunity, Berg founded CommanderAI in early 2024.

This new platform functions as a specialized customer relationship manager (CRM) and sales prospecting tool, specifically designed for the waste management industry, as well as other industrial service providers like dumpster rental companies and industrial recycling facilities.

Addressing Industry-Specific Needs

While established CRMs like Salesforce or HubSpot could theoretically be adapted for waste management applications, Berg contends that their complexity and lack of nuanced understanding of the industry hinder widespread adoption.

CommanderAI’s software is specifically tailored to accommodate the unique contract structures common within waste management businesses.

Data Acquisition and AI Integration

Existing platforms often lack access to the specific data crucial for waste management companies to identify potential customers.

Many potential clients are small businesses with limited online visibility, or are related to new construction projects that aren’t broadly publicized.

CommanderAI leverages artificial intelligence to gather and deliver this information to its users.

“The ability to segment and repurpose publicly available data into a usable format required substantial effort,” Berg stated. “This is where the AI [large language model] pipeline proves invaluable, as waste management presents numerous subtleties.”

A Substantial Market

The waste management industry represents a significant economic force.

According to an industry trade organization, the U.S. waste management sector generated over $100 billion in revenue during 2024.

The industry comprises a diverse range of companies, from small haulers operating a few trucks to industry giants like Waste Management, valued at $90 billion.

A Collaborative Approach to Sales

“Our approach emphasizes collaboration,” Berg explained. “We acknowledge that companies have established sales processes honed over decades. Our goal is simply to enhance their efficiency, not to replace their teams or disrupt their existing workflows.”

Scalability and Current Focus

The CommanderAI platform is designed to serve businesses of all sizes, from single-truck operations to large enterprises.

The company is currently concentrating its efforts on mid-to-large regional players and is experiencing particular success with medical and hazardous waste management firms.

Securing Seed Funding

CommanderAI recently completed a $5 million seed funding round, led by 11 Tribes Ventures, with participation from Watchfire Ventures, Gaingels, and Rad Fund.

These funds will be used to accelerate growth by expanding the sales team and further developing the product with features including mapping, marketing automation, and route optimization.

Investor Education and Future Expansion

Berg noted that many investors initially lacked familiarity with the waste management industry.

“There are only around 10 active software providers serving the entire industry, so a significant portion of our effort involved educating investors about our target market and its operational dynamics.”

The company intends to broaden its reach into adjacent industries as opportunities arise.

Long-Term Vision

“Our ambition is to become the leading AI-powered tool for 30% of the waste management industry, serving as their primary source for AI-driven insights and technology solutions,” Berg concluded.

This article has been updated to correct the spelling of Battle Motors.