The Room Podcast

In this episode, we're joined by Alexa Grabell, Co-Founder and CEO of Pocus, a company revolutionizing how sales teams work by creating AI agents that supercharge sales representatives. Pocus has developed a suite of tools that combine internal and external data to help sales teams identify opportunities, prepare for calls, and close deals more effectively, generating over half a billion dollars in pipeline for their customers in a single quarter.During our conversation, Alexa shares her journey from consulting at KPMG to Stanford Business School and eventually founding Pocus with her co-founder, Isaac, through the Lean Launchpad program. She offers valuable insights on building a sales team, navigating design partnerships, fundraising strategies for B2B startups, and the evolving landscape of AI-powered sales tools. Alexa also candidly discusses the challenges of being a female founder, the importance of finding community among peer founders, and how her mother's entrepreneurial spirit influenced her own path. Whether you're building a sales team, raising capital, or are interested in how AI is transforming business workflows, this episode delivers practical wisdom from someone who's successfully navigated these waters.(00:00) Introduction(03:52) Where did Alexa grow up and how did that shape her view of the world?(05:12) Did Alexa always think she was going to become a founder?(06:26) How were Alexa's experiences at Vanderbilt and KPMG?(08:07) Why did Alexa choose to go to business school after college?(09:07) How did Alexa's time at GSB encourage her to try becoming a founder?(12:41) What was the moment that made Alexa want to start Pocus?(14:06) How did Alexa navigate conversations with peers to find the right fit for a business partner?(15:56) What is the core product of Pocus?(17:27) How did Pocus successfully sell its product in the beginning?(18:45) What advice does Alexa have for founders in the design partnership phase?(21:16) How is Pocus helping move data from "Point A" to "Point B"?(22:34) Who was the first person to say "yes" to investing in Pocus?(23:18) What's a fundraising hot-take that Alexa has?(24:08) What advice does Alexa have for B2B founders raising their A?(25:41) How is Poucs thinking about and utilizing AI?(27:41) What can go wrong when building a marketing team?(28:59) What advice does Alexa have for PLG or B2B founders who might not feel comfortable in sales?(30:15) How should founders be thinking about the AI sales tool space and the modern tech stack?(31:56) How has the necessary startup capital changed over time?(33:06) What was a moment in founding Pocus when things didn't go as planned?(35:59) How has the experience of being a woman founder changed over time?(40:22) What's coming up for Pocus and for Alexa?(41:13) Who is a woman that has a profound impact on Alexa and her career?For The Room Podcast in your inbox every week, subscribe to our newsletter.Follow us on Instagram Follow us on TikTok Check out our guide to podcasting here! Don't forget to subscribe to our channel on YouTube, Spotify, and Apple Music!Brought to you by Perkins Coie and Mercury.**Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust; Members FDIC.WX Productions

Welcome back to another season of The Room Podcast! To kick off season 12, we are joined by Ryan Petersen, Founder and CEO of Flexport, the revolutionary digital freight forwarder transforming how goods move around the world. Launched in 2013, Flexport combines technology and logistics expertise to bring transparency and efficiency to the complex world of global trade, having grown to become the third-largest American company in the ocean freight industry.In this episode, Ryan takes us through his entrepreneurial journey, from his early days running an e-commerce business importing Chinese motorcycles to identifying the massive inefficiencies in international shipping that led to Flexport's creation. We dive into fascinating topics like building a company that combines tech talent with logistics veterans, navigating highly regulated international markets, and leveraging AI to transform an industry that still largely runs on email attachments. Ryan also shares valuable insights on fundraising strategies, responding to tariff changes, and maintaining resilience through unprecedented global disruptions like the pandemic and shipping crises. Tune in for a master class in spotting industry-wide inefficiencies and building a venture-scale business that's reshaping global trade.(00:00) Introduction(04:17) Where did Ryan grow up and how did that shape his view of the world?(06:08) Did Ryan always think he would become a founder?(07:30) What was Ryan's experience prior to Flexport, after Berkeley and Columbia?(13:05) What was it like doing business in China in the early 2000s?(16:447) How did Ryan go from observing inefficiencies to creating Flexport's first product?(20:11) What's Ryan's advice on when founders should say no to customers?(25:05) When did Ryan know to hire supply chain experts versus engineers?(27:20) Who was the first person to invest in the Flexport vision?(35:10) How did Flexport navigate the highly regulated logistics market early on?(37:19) What key tech bets shaped Flexport's path in the early days?(43:04) What's Ryan's view on AI in the logistics workforce?(49:44) How is Ryan thinking about the shifts in the US tariff market?(54:40) How has Ryan handled uncertainty as a founder through unprecedented times?(58:26) Who is a woman who has had a profound impact on Ryan and his career?For The Room Podcast in your inbox every week, subscribe to our newsletter.Follow us on Instagram Follow us on TikTok Check out our guide to podcasting here! Don't forget to subscribe to our channel on YouTube, Spotify, and Apple Music!Brought to you by Perkins Coie and Mercury.**Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust; Members FDIC.WX Productions

In this special holiday episode of The Room Podcast, we sit down with Agatha Kluk and Sonia Farber, the co-founders of Kluk Farber Law (now part of Perkins Coie), a specialized law firm dedicated to supporting innovative founders and startups. Their firm provides strategic legal guidance to entrepreneurs navigating the complex landscape of building and scaling companies. This candid conversation takes us through the evolution of their practice, from its founding in 2017 to its strategic partnership with Perkins Coie. Throughout our discussion, we explore the intersection of law and entrepreneurship, highlighting how the right legal partnership can empower founders to achieve their vision. At its core, Kluk Farber Law provides comprehensive legal services tailored specifically for startups and emerging companies. Key topics in this episode include strategic guidance for company sales and earn-out negotiations, balancing tech automation with historically successful advisory services, and AI regulation and compliance considerations.(00:00) Introduction(05:07) Where did Agatha and Sonia grow up and how did that shape their view of the world?(07:10) Did Agatha and Sonia grow up thinking they would be founders and lawyers?(08:44) How did Agatha and Sonia find themselves at the intersection of law and tech?(12:24) How did Agatha and Sonia meet?(13:02) What made Agatha and Sonia want to work together?(19:29) What was the original goal of the firm that Agatha and Sonia started?(21:22) What is the most common pitfall founders face when fundraising from VCs and, what are some of the mistakes to look out for when selling your company?(23:48) Who or what is a memorable client or case that stands out from the first few years of working together?(29:17) What encouraged Agatha and Sonia to say yes when being acquired in 2022?(32:17) What is something that is not discussed enough when it comes to acquisition?(34:19) How is tech affecting the legal sector, specifically for Agatha and Sonia?(36:35) How do Agatha and Sonia feel about the current proposed AI regulations?(39:28) Do Agatha and Sonia fund or support the founding of a venture firm?(40:42) Are Agatha and Sonia bullish or bearish on first-time fund managers in today's market?(47:06) Who is a woman in Agatha and Sonia's lives that has had a profound impact on them and their careers?For The Room Podcast in your inbox every week, subscribe to our newsletter.Follow us on Instagram Follow us on TikTok Check out our guide to podcasting here! Don't forget to subscribe to our channel on YouTube, Spotify, and Apple Music!Brought to you by Perkins Coie and Mercury.**Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust; Members FDIC.WX Productions

Welcome back to another episode of The Room Podcast! This week, we’re thrilled to chat with Wade Foster, CEO and Co-Founder of Zapier, the tool that’s revolutionized workflows by making automation accessible to anyone. Zapier helps businesses and individuals connect the apps they rely on, creating seamless integrations that save time and boost productivity.In this episode, Wade takes us through Zapier’s origins, its flagship no-code-needed automation platform, and how the company has carved out a niche as the go-to solution for streamlining business processes. We also dive into fascinating topics like growing a fully remote team before it was trendy, navigating the unique challenges of bootstrapping in a venture-driven world, and the surprising lessons Wade learned while literally counting telephone poles during a college internship. Tune in for insights on building impactful products, a behind-the-scenes look at Zapier's innovative culture, and a glimpse into what it takes to lead one of today’s most versatile SaaS companies.(00:00) Introduction(04:53) Where did Wade grow up and how did that shape his view of the world?(06:08) Did Wade always think he was going to become a founder?(07:01) How did Wade develop an interest in entrepreneurship?(09:58) Why was Wade's first internship so impactful?(12:31) How did Wade meet his cofounders and come up with the idea for Zapier?(14:24) How was Wade's experience at YC?(15:38) What lessons has Wade learned about marketing and sales tactics?(16:53) What advice does Wade have for founders entering YC to maximize their experience?(22:09) What were some moments when Wade realized they were onto something with Zapier?(22:42) What advice would Wade give to founders looking to grow in today's market conditions?(25:36) What's a memorable moment from the founding journey of Zapier?(27:08) How did Zapier scale while maintaining authenticity to its core values?(30:37) What is Zapier's core product?(32:07) How has the business model of Zapier scaled alongside the product?(35:24) What lessons has Wade learned on pricing and packaging B2B SaaS products?(37:58) How is Zapier thinking about the future of their business?(39:35) What is Zapier's view on how AI and automation are coming together?(42:57) What are some things Zapier customers can look forward to in 2025?(44:02) What is Wade personally excited about for the near future?(44:19) Who is a woman in Wade's life who has had a profound impact on him and his career?For The Room Podcast in your inbox every week, subscribe to our newsletter.Follow us on Instagram Follow us on TikTok Check out our guide to podcasting here! Don't forget to subscribe to our channel on YouTube, Spotify, and Apple Music!Brought to you by Perkins Coie and Mercury.**Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust; Members FDIC.WX Productions

In this LIVE version of The Room Podcast, we’re thrilled to chat with Immad Akhund, Co-Founder and CEO of Mercury, a fintech company built specifically for startups and tech companies. Immad walks us through his journey from founder to industry leader, and how Mercury is reimagining banking with streamlined financial tools for growing businesses. Mercury’s core product offers an intuitive digital banking experience, designed to handle startups' unique cash flow and management needs.Join us as we explore Immad’s early entrepreneurial journey, his strategic shift from gaming with Hayzap to founding Mercury, and the insights he gained along the way. This episode highlights Mercury’s goal to simplify banking for tech founders, Immad’s take on the importance of resilience and adaptability, and how Mercury’s modern approach is transforming financial services for the startup ecosystem.(00:00) Introduction(08:40) Where did Immad grow up and how did that shape his view of the world?(09:17) Did Immad always think he would become a founder?(10:22) At what point did Immad move to the States?(11:06) What lessons did Immad learn when running HayZap?(12:55) How did Immad know who he wanted as cofounders when starting Mercury?(14:07) What advice does Immad have for finding a co-founder and resolving conflict with a co-founder?(15:31) Why did Immad want to tackle a problem in banking specifically?(16:30) How was Immad's experience breaking into the fintech space?(19:28) What advice does Immad have for founders in complex regulatory spaces?(21:20) Who was the first person to say yes to investing in Mercury?(22:46) What's a fundraising "hot take" that Immad has?(24:39) How did Mercury's go-to-market strategy change as they scaled?(26:39) How does Mercury scale their feature set and their product to meet the scaling needs of their clients?(28:14) How did the liquidity crisis at Silicon Valley Bank impact Mercury and the fintech space?(30:01) What traits does Immad look for when investing in a startup?(31:03) What advice does Immad have for founders looking to be acquired in the current market?(33:53) What does Immad expect in the future of fintech?(34:48) What's next for Mercury and for Immad personally?(35:31) Who is a woman in Immad's life that has had a profound impact on him and his career?For The Room Podcast in your inbox every week, subscribe to our newsletterFollow us on Instagram Follow us on TikTok Check out our guide to podcasting here! Don't forget to subscribe to our channel on YouTube, Spotify, and Apple Music!Brought to you by Perkins Coie and Mercury.**Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust; Members FDIC.WX Productions

Welcome back to The Room Podcast! Today, we’re thrilled to explore the fast-evolving world of B2B tech innovation with Shensi Ding, co-founder of Merge. Merge has become a leader in unified APIs, creating a category that addresses the challenges many companies face with complex integrations. Shensi’s journey is a unique one—from her coding days in Boston to Columbia, then a career at Silver Lake, all of which prepared her to tackle the 'SAAS sprawl' problem head-on. Together with her co-founder, Gil Feig, Shensi has built a powerhouse team and a product that’s essential for clients like Ramp and BambooHR. Their customer-first approach has secured $75 million in funding and a growing presence across SF and NYC.In this episode, we delve into topics like using customer insights to drive category creation, balancing skills in co-founder dynamics, and navigating fundraising from seed stage through metrics-driven growth. (00:00) Introduction(05:04) Where did Shensi grow up and how did that shape her view of the world?(06:07) Did Shensi always think she was going to become a founder?(06:29) How were website designers making money in the early 2000's?(07:25) How did Shensi move from making websites to computer science?(08:19) How has finance influenced Shensi to become a founder?(10:26) Why did Shensi leave finance to join Xpanse?(11:35) How did Shensi meet her co-founder, Gil, and why did they decide to find Merge?(14:20) What was the aha moment that encouraged the start of Merge?(14:57) What is the core product of Merge?(16:48) Who was the first company to say yes to using Merge?(17:53) What are some of the ways that customers are using Merge?(18:48) How does Shensi classify the space that Merge is a part of?(19:38) How did Shensi think about building her initial team?(21:00) Who was the first person to say yes to investing in Merge?(21:31) How was Shensi's experience fundraising for Merge?(22:44) What advice does Shensi have for fundraising?(25:37) What is Merge's go-to-market strategy and how did Shensi build the initial sales team?(26:29) How do you scale up after the seed round?(28:19) How is AI disrupting the unified API space and how does Merge fit into that?(29:14) What is a part of the founding journey that Shensi didn't expect?(31:17) How is the founding landscape today? Are people looking to keep building?(32:52) What companies are a part of Merge's tech stack?(33:38) What's next for Merge and for Shensi?(34:48) Who is a woman in Shensi's life that has had a profound impact on her and her career?For The Room Podcast in your inbox every week, subscribe to our newsletter.Follow us on Instagram Follow us on TikTok Check out our guide to podcasting here! Don't forget to subscribe to our channel on YouTube, Spotify, and Apple Music!Brought to you by Perkins Coie and Mercury.**Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust; Members FDIC.WX Productions

In this episode of The Room Podcast, we sit down with Jason Lee, the founder of Salt Labs and DailyPay, to explore his journey from finance to fintech entrepreneurship. Salt Labs, Jason’s latest venture, focuses on empowering workers to maximize their earnings potential, while DailyPay revolutionized the way employees access their wages. We cover a range of topics such as the need for improvement in front-line workers' payment structures, how Jason’s years in investment banking shaped his approach to entrepreneurship, his pivotal "aha" moment that led him to create DailyPay and Salt Labs, and advice to founders looking to start fundraising. (00:00) Introduction(05:38) Where did Jason grow up and how did that shape his view of the world?(07:23) Did Jason always think he was going to become a founder?(09:11) What attracted Jason to stay with Goldman for 16 years?(10:39) When did Jason eventually leave Goldman?(14:31) How did Jason convince employers to integrate Daily Pay into current payment structures?(18:18) How did Jason get into this nice crossover of lending and fundraising?(20:34) How has Jason scaled Daily Pay?(23:50) How has Salt Labs helped solve employee retention and turnover?(27:56) How was the experience fundraising for Salt Labs?(30:03) What advice does Jason have for early-stage founders looking to fundraise?(33:24) What was a moment in Jason's founding journey when things didn't go as planned?(38:18) What are the key trends in the hourly worker market that will shape the evolution of Salt Labs?(41:18) What's next for Salt Labs?(44:38) Who is a woman in Jason's life that had a profound impact on him and his career?For The Room Podcast in your inbox every week, subscribe to our newsletter.Follow us on Instagram Follow us on TikTok Check out our guide to podcasting here! Don't forget to subscribe to our channel on YouTube, Spotify, and Apple Music!Brought to you by Perkins Coie and Mercury.**Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust; Members FDIC.WX Productions

In this episode of The Room Podcast, we sit down with Kevin McCarthy, the CEO of Unreal, a company dedicated to creating healthier alternatives to classic candy. Unreal is known for creating delicious, better-for-you snacks that ditch artificial ingredients, offering cleaner, more natural options in the world of sweets. We discuss the intersection of entrepreneurship and health-conscious innovation, bringing a refreshing approach to an industry ripe for disruption. Kevin shares his journey to becoming CEO at just 24 years old, the pivotal changes Unreal made to become a leader in the health-conscious snack market, and how leadership lessons from his political campaign days shaped his approach to business.Key topics in this conversation include; the challenges of rebranding during and after a pandemic, what it takes to lead a company and board room through major pivots, and the value of a transparent and in-person DTC strategy. (00:00) Introduction(04:54) Where did Kevin grow up and how did that shape his view of the world?(05:39) Did Kevin always believe he was going to be a CEO?(06:46) How did Kevin's early passion for government shape his career?(09:38) What lessons has Kevin learned that he employs on a day-to-day basis?(10:50) How and why did Kevin join Unreal?(13:49) When did Kevin realize he would be with Unreal for a long time?(15:27) What is the original Unreal core product?(18:06) What is Unreal's approach to the supply chain layer?(20:10) How did Unreal incorporate a DTC approach to their business model?(21:57) How has Kevin built a relationship with the Board of Unreal without being the founder?(23:44) What advice does Kevin have for people entering a board room for the first time?(25:34) What was a moment while CEO of Unreal when things didn't go as planned?(27:47) How does Unreal think about "URL vs. IRL" in their go-to-market and sales strategy?(29:35) What challenges can arise when running an omni-channel strategy for a business?(31:58) How is Unreal cultivating a community around their product?(34:41) What is Kevin's favorite Unreal snack?(36:12) What's next for Kevin personally?(37:05) Who is a woman that has had a profound impact on Kevin and his career?For The Room Podcast in your inbox every week, subscribe to our newsletter.Follow us on Instagram Follow us on TikTok Check out our guide to podcasting here! Don't forget to subscribe to our channel on YouTube, Spotify, and Apple Music!Brought to you by Perkins Coie and Mercury.**Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust; Members FDIC.WX Productions

In this episode of The Room Podcast, we’re joined by Sami Inkinen, co-founder of Virta Health, a company transforming the treatment of type 2 diabetes. Virta Health’s mission is to not just manage, but reverse diabetes using personalized nutrition plans backed by clinical research. Sami also shares his journey from humble beginnings on a Finnish farm to co-founding the real estate platform Trulia, and ultimately, Virta Health. Key highlights include the current state and effect of GLP1 drugs in America alongside the growing prevalence of diabetes, overcoming skepticism and resistance to adopting non-traditional treatments for chronic diseases, and the intersection of technology and healthcare overall.(00:00) Introduction(05:07) Where did Sami grow up and how did that shape his view of the world?(07:11) Did Sami always think he would become a founder?(9:12) What was Sami's plan when he finished college at Stanford?(11:16) When did Sami know it was time to start his journey as a founder?(14:30) What was the aha moment behind Trulia?(17:57) What were some lessons learned from Sami's first startup journey?(22:13) How was Sami's experience with his first startup being acquired by Zillow?(25:56) What is the core product of Virta Health?(27:41) What is Virta Health's mission?(31:43) How does Sami feel about GLP 1 medications becoming mainstream?(35:34) What is Sami's approach on go-to-market strategy with Virta?(38:04) Who was the first person to say yes to investing in Virta?(40:07) How has Virta changed its clients' lives?(45:09) What has been the hardest part of breaking into the healthcare space?(47:21) Who is a woman in Sami's life that had a profound impact on him and his career?For The Room Podcast in your inbox every week, subscribe to our newsletter.Follow us on Instagram Follow us on TikTok Check out our guide to podcasting here! Don't forget to subscribe to our channel on YouTube, Spotify, and Apple Music!Brought to you by Perkins Coie and Mercury.**Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust; Members FDIC.WX Productions

In this episode of The Room Podcast, we sit down with Ariel Kaye, the founder of Parachute, a brand known for elevating the home essentials industry with a focus on comfort and wellness. Ariel shares her journey from a creative upbringing to her path through advertising, where she discovered her passion for building brands, eventually leading to the founding of Parachute.Join us as we dive into how Parachute taps into the wellness movement by focusing on the importance of sleep and home comfort. We explore the company's core product—bedding— and why it resonated with consumers looking for better home essentials. Ariel also shares insights on creating a brand from scratch while disrupting a market, the importance of consumer insights and communication in building a business, and the ups and downs of running a business while raising a family. (00:00) Introduction(04:50) Where did Ariel grow up and how did that shape her view of the world?(06:09) Did Ariel ever think she would become a founder?(07:35) How did Ariel's experience at NYU lead her to found Parachute?(11:27) What was the "aha moment" that encouraged the founding of Parachute?(15:11) Why did Ariel think online sales would be best?(18:29) What encouraged Ariel to take Parachute to brick and mortar?(21:01) When did Ariel realize it was time to raise capital?(23:34) What advice would Ariel give to other DTC founders?(27:32) What was a moment in Parachute's life cycle when things didn't go as planned?(30:37) What advice would Ariel give to founders facing uncertainties?(32:24) How does Ariel think the role of digital vs physical sales will change in the near future?(35:05) How does Ariel know when it's time to launch a new product?(37:20) How does Ariel balance what she likes as a product vs what's best for the business?(39:06) What advice does Ariel have for managing career and family balance?(42:10) Who is a woman in Ariel's life that had a profound impact on her and her career?For The Room Podcast in your inbox every week, subscribe to our newsletter.Follow us on Instagram Follow us on TikTok Check out our guide to podcasting here! Don't forget to subscribe to our channel on YouTube, Spotify, and Apple Music!Brought to you by Perkins Coie and Mercury.**Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust; Members FDIC.WX Productions