Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today’s episode, we’re speaking with Vijay Sikka, CEO and Founder of Sikka, a retail healthcare technology platform that has raised over $30 Million in funding. Here are the most interesting points from our conversation: Sikka’s Origin Story: Vijay’s journey began when he identified operational inefficiencies in his wife’s dental practice, realizing a massive opportunity to optimize revenues for healthcare providers across sectors like dental, veterinary, and optometry. Tackling Fragmentation in Retail Healthcare: Sikka recognized the severe fragmentation in retail healthcare technology, with 400+ unique practice management systems, and seized the chance to unify them into one cohesive platform. Strategic Expansion Beyond Dentistry: By 2016, Sikka expanded from a dental focus to retail healthcare at large, leveraging a Twilio-like API model to provide solutions across multiple specialties without forcing practices to retool. A Channel-Based GTM Strategy: Realizing direct sales weren’t efficient in this fragmented market, Sikka developed a channel strategy, partnering with application builders in healthcare to amplify growth through trusted distribution networks. Slow and Intentional Funding: Sikka bootstrapped for over a decade, focusing on building a technological moat and waiting until the timing was right before raising venture funding, which catalyzed the company’s rapid growth. AI as the Core for Future Expansion: With proprietary dental and healthcare-focused AI models outperforming general LLMs, Sikka is set on leveraging AI to enhance insights, benchmarking, and clinical data applications for retail healthcare and beyond.     //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co    

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Bill Moore, CEO & Founder of XONA, an OT user access platform that has raised over $30 Million in funding. Here are the most interesting points from our conversation: The Origin of XONA: Bill shared that XONA began with the goal of simplifying secure remote access for OT environments. Initially focused on making VDI simpler for the DoD, the company expanded into a broader secure access platform used widely in commercial sectors. From Idea to Market: It took a year from concept to their first paying customer, achieved by working closely with beta customers and testing prototypes in real-world environments before having a fully developed product. A Market Pivot: Although originally targeting the DoD, Bill discovered a huge opportunity in commercial OT sectors, particularly in natural gas distribution, which led to XONA's focus on industrial controls and OT systems. The “Guerrilla” Marketing Strategy: Early on, Bill employed a scrappy, grassroots approach to marketing by attending industry events, shaking hands, and networking—long before they could afford a booth or formal marketing campaigns. Category Creation in OT: XONA is redefining identity and access management for OT, where users interact with machines and operational processes rather than data. This approach requires distinct solutions from traditional IT systems, creating a new market category. Global Expansion: XONA is now operating in over 35 countries through its partnership with GE, focusing on OT cybersecurity in sectors like power generation, manufacturing, and other critical infrastructure.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co    

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Alon Talmor, CEO & Founder of Ask-AI, an AI technology company that's raised $20 Million in funding. Here are the most interesting points from our conversation: AI's Impact on SaaS: Alon believes AI will eventually disrupt and consolidate the SaaS industry, transforming enterprise software and making many existing solutions obsolete. Post-Exit Reflections: After selling his first company to Salesforce, Alon shared the psychological challenges of finding new goals post-exit, noting the sense of emptiness that can follow achieving major career milestones. Founding Ask-AI: Inspired by cutting-edge AI research, Alon started Ask-AI in 2020, recognizing early the massive potential of generative AI before the technology gained widespread adoption. Rise of Generative AI: While not surprised by the capabilities of ChatGPT, Alon was taken aback by the massive public hype and acceptance, which accelerated demand for AI solutions like Ask-AI's enterprise support tools. Navigating a Crowded Market: With increasing competition in the AI space, Alon emphasizes the importance of early, face-to-face sales efforts and strategic partnerships to secure initial customers and stand out. Investor Strategies: Alon advocates for raising capital from numerous smaller investors during early funding rounds to maximize networking opportunities and avoid relying solely on large VCs.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co    

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Ofer Ronen, CEO & Co-Founder of Tomato.ai, an accent softening platform that's raised $12 Million in funding. Here are the most interesting points from our conversation: AI in contact centers: Ofer has built three startups focusing on contact center AI, seeing the potential for AI to solve language processing problems and improve customer service experiences. Large-scale deals take patience: Closing large contracts, like the $300 million call center deals Ofer managed, typically involves 18 months of navigating gatekeepers, pilots, and bake-offs. Human empowerment, not replacement: Unlike many AI initiatives aimed at automation, Tomato.ai focuses on enhancing human agents with AI, particularly through accent softening to improve customer interactions. Accent softening for global agents: Tomato.ai uses AI to modify agents’ speech in real-time, reducing accents to help agents communicate more clearly, reduce repeat explanations, and improve the customer experience. Focusing on a niche for success: Ofer stresses the importance of focusing on a narrow problem—starting with Filipino and Indian accents—and perfecting it before expanding. Creating a new market: Accent softening AI is a nascent category, and Ofer is positioning Tomato.ai to be a leader in a potentially multi-billion-dollar industry as demand for AI-enhanced communication grows globally.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co      

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Martha Dreiling, Co-Founder & COO of Reserv, an AI-powered insurtech company that has raised $28 Million in funding. Here are the most interesting points from our conversation: AI-Driven Claims Processing: Reserv is the first AI-powered third-party administrator (TPA) focused on insurance claims, providing both claims handling and deep data insights for underwriters. Venture Incubation Start: Reserv was born from dissatisfaction with legacy claims processing systems, launching through a partnership between Bain Capital Ventures and Altai Ventures. Fast Growth and Impact: Founded in May 2022, Reserv processed its first claim just five months later, showcasing their ability to scale quickly while leveraging modern SaaS platforms and AI. Climate Change’s Impact on Insurance: The rising importance of claims handling due to climate change and a tightening insurance market has increased the demand for more seamless, data-driven processes. Empowering, Not Replacing, Adjusters: Reserv’s technology focuses on empowering claims adjusters with AI, automating mundane tasks while maintaining the essential human element of empathy in high-stakes claim situations. Go-To-Market Complexity: The go-to-market strategy includes handling a complex network of stakeholders—MGA’s, insurance carriers, and policyholders—ensuring that every part of the value chain is well-serviced.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co    

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Brad Kittredge, CEO & Co-Founder of Brightside, a virtual mental health care platform that's raised nearly $150 Million in funding. Here are the most interesting points from our conversation: Brightside’s Comprehensive Mental Health Platform: Brad explains how Brightside offers a wide range of services, from psychiatry and therapy to suicide prevention, covering over 130 million Americans through partnerships with health insurance companies. Shifting Perceptions of Mental Health: Since Brightside's founding in 2017, cultural attitudes toward mental health have shifted dramatically. The pandemic accelerated the normalization of mental health conversations, reducing stigma and making virtual care more acceptable. Proving the Viability of Telemedicine: Initially, investors and consumers were skeptical about the adoption of remote mental health care, but the pandemic acted as a forcing function. Brightside saw telemedicine claims remain high post-pandemic, especially for mental health services. Navigating Complex Regulatory Challenges: Brad highlights how Brightside has been proactive in navigating healthcare regulations, especially around controlled substances. By choosing not to prescribe them, they mitigated certain regulatory risks, while focusing on influencing policy for the broader benefit of telemedicine. Brightside’s Focus on Hard-to-Treat Cases: By launching their Crisis Care Program, which targets suicide prevention, Brightside doubled down on treating the most challenging and high-cost mental health cases, further differentiating themselves from competitors. Rapid Product Development and Go-to-Market Success: Brad and his team launched Brightside’s alpha in just five months, achieving their first revenue within a week. Their ability to focus on product-market fit and leverage early consumer interest in telehealth drove fast early success.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co    

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Russell Spitler, CEO & Co-Founder of Nudge Security, a SaaS security platform that's raised $17 Million in funding. Here are the most interesting points from our conversation: The Growing SaaS Management Challenge: With employees adopting numerous SaaS tools, security risks escalate. Nudge Security addresses these risks by helping organizations understand what SaaS accounts are in use and managing them proactively. The Founding Insight: Russell was inspired by a personal data breach involving a company he’d never interacted with. This spurred his focus on how to manage and secure SaaS accounts effectively, leading to the creation of Nudge Security. Customer Validation Through 200 Conversations: Before diving into product development, Russell and his co-founder spoke with 200 industry professionals to validate the need for a solution like Nudge, confirming a clear pain point around unmanaged SaaS tools and data security. PLG in Cybersecurity: Russell emphasized a product-led growth (PLG) approach, uncommon in cybersecurity. He believes the key to PLG success is delivering immediate value to users, reducing the time-to-value to under two hours. Content Marketing as an Educational Tool: Nudge's marketing strategy prioritizes education over traditional product pitches. By providing valuable insights, they build trust and long-term relationships with potential customers. The Future Vision: Nudge aims to become the go-to platform for managing all SaaS-related technology and integrations, streamlining security, identity management, and data sharing across organizations.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co      

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Jason Park, CEO & Co-Founder of Coldcart, a perishable e-commerce fulfillment platform that's raised $6.5 Million in funding. Here are the most interesting points from our conversation: Solving the Last Frontier of Perishable Shipping: Coldcart focuses on orchestrating and optimizing the delivery of frozen and refrigerated goods, solving the dual challenge of balancing cost and spoilage. Massive Market Opportunity: With 3 billion perishable parcels shipped in the U.S. last year, projected to reach 9 billion by 2032, Coldcart addresses a booming market with significant unmet needs. Significant Cost Reductions: By analyzing variables like temperature, shipping routes, and insulation in real time, Coldcart reduces shipping costs by 15%-50% and cuts late deliveries by 40%-60%. Customer Lifetime Value at Stake: Jason emphasized the high stakes of perishable shipping, as even one late or spoiled delivery can result in the loss of future customer orders, impacting customer lifetime value by 3 to 7 future orders. Impact Beyond D2C Food: Coldcart's platform spans various industries, including pharmaceuticals and industrials, with the perishable e-commerce market growing steadily by 18% each year, driven by generational and demographic shifts. Strategic Go-to-Market Patience: Jason revealed that Coldcart's most critical GTM decision was to initially limit growth and focus on perfecting the product, ensuring it was enterprise-grade before scaling rapidly.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co    

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Rafid Fadul, Co-Founder & CEO of Zivian Health, a healthcare technology company that's raised $3 Million in funding. Here are the most interesting points from our conversation: Healthcare workforce shortage: Rafid explains how the shortage of physicians, which has been exacerbated by the pandemic, led to the founding of Zivian Health. The company focuses on solving the growing gap between healthcare demand and the diminishing supply of doctors, nurses, and physician assistants. Evolution of the healthcare workforce: The conversation reveals that, while the number of doctors is dwindling, nurse practitioners (NPs) and physician assistants (PAs) are growing, but the infrastructure to support this shift in the workforce is lacking. The decision to raise venture capital: Rafid discusses why Zivian Health chose a venture-backed approach after two bootstrapped exits, emphasizing the need to accelerate SaaS development and bring in specialized talent. Building a three-sided marketplace: Zivian Health operates as both a marketplace and a SaaS platform, serving enterprises, physicians, and advanced practice providers. The focus is on making the experience seamless for all stakeholders. Addressing compliance challenges: A key differentiator for Zivian Health is its platform that manages complex compliance requirements for NPs and PAs across different states, enabling them to practice legally and safely. Creating a trusted network: Zivian’s ability to scale its physician network to over 8,000 licenses is driven by its focus on trust, verification, and ensuring a high-quality experience for all participants.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co      

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Jennifer Dulski, CEO & Founder of Rising Team, a team performance platform that has raised $11 Million in funding. Here are the most interesting points from our conversation: Early Career at Yahoo and Facebook: Jennifer’s early roles at Yahoo and Facebook gave her first-hand experience in high-growth tech environments. She highlighted the importance of building strong professional networks and working with passionate, talented teams that don’t require external motivation to maintain a sense of urgency. Rising Team’s Platform for Team Performance: Rising Team is a platform designed to help leaders build more connected, high-performing teams. It provides a combination of DIY interactive workshops and AI-powered personalized coaching, allowing teams to run sessions without the need for expensive external facilitators. Founded During the COVID-19 Pandemic: Although Jennifer conceived the idea for Rising Team before COVID-19, the pandemic accelerated the demand for tools that foster team connection in remote work settings. The platform’s value became even more apparent as companies struggled to maintain engagement with dispersed teams. Evolution from 1:1 Manager Tools to Team Workshops: The original version of Rising Team was designed for one-on-one coaching between managers and employees, but the product evolved to focus on team-wide workshops. This shift helped managers save time and meet the growing demand for deeper team connections, especially in remote and hybrid environments. Defining a New Market Category: Rising Team is positioned in a new category called "team performance platform," blending elements from learning management, team building, and engagement tools. This strategic positioning allows the company to stand out from competitors in more established categories. Importance of Data-Driven Pilots for Growth: Jennifer stressed the value of well-structured pilots that involve enough users and run for a long enough period to generate meaningful data. This approach helps demonstrate clear ROI to clients and supports long-term relationships with larger companies.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co