Hightouch is a composable customer data platform. It helps companies collect and sync user data into ad platforms, CRMs, email tools etc. Last valued at over $600M, Hightouch has over 600 customers, including the NBA, Spotify, Plaid, Calendly, and more.

In this episode, Sandhya Hegde chats with Kashish Gupta, co-CEO and co-founder of Hightouch.

Join us as we discuss:

00:00 Switching personas to find product-market fit

1:44 Evolution of the Data Integration Space

2:42 The Concept of Reverse ETL

5:41 The Origin Story of Hightouch

8:01 Exploring Different Business Ideas

12:06 Early Design Partners and Product Strategy

14:46 Transition from Founder Selling to Hiring Sales Team

16:48 Go-to-Market Motion and Marketing Strategy

18:39 Hightouch's Product Vision and Future Direction

22:55 Challenges in the Market and Building User Certainty

27:01 Co-CEO Arrangement and Founder Team Dynamic

31:04 Advice for Aspiring Founders in 2024

Sandhya Hegde is a General Partner at Unusual Ventures, leading investments in modern SaaS companies with a focus on AI. Previously an early executive at Amplitude, Sandhya is a product-led growth (PLG) coach and mentor. She can be reached at sandhya@unusual.vc and

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Kashish Gupta is the co-CEO and co-founder of Hightouch
Unusual Ventures is a seed-stage venture capital firm designed from the ground up to give a distinct advantage to founders building the next generation of software companies. Unusual has invested in category-defining companies like Webflow, Arctic Wolf Networks, Carta, Robinhood, and Harness. Learn more about us at https://www.unusual.vc/.

Season 4 | Episode 22 | Fluency