Category Visionaries

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 Anand Kulkarni, CEO of Crowdbotics, a rapid application development platform that's raised $58 Million in funding. Here are the most interesting points from our conversation: Early AI Adoption: Anand's early belief in AI's potential for software development positioned Crowdbotics as a pioneer, even before AI became mainstream in the tech community. Responding to Market Skepticism: Crowdbotics faced early doubts about the feasibility of AI-driven software development, highlighting the challenge of introducing innovative solutions in a skeptical market. Focus on Regulated Industries: Unexpectedly, Crowdbotics found its niche in regulated sectors like healthcare and government, underscoring the importance of being responsive to market needs in shaping product strategy. CodeOps Movement: Anand discusses the emergence of CodeOps as a new category, reflecting Crowdbotics' role in shaping industry trends and practices through innovation. Systematic Fundraising Approach: Anand shares insights on the necessity of a methodical fundraising strategy, engaging with a wide range of investors to ensure long-term success. Government Contracting Persistence: The journey to securing government contracts taught the team valuable lessons in perseverance and opened up a significant market for Crowdbotics.

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 Leif Magnuson, CEO & Co-Founder at Tiphaus, a tip distribution management platform that has raised $8 Million in funding.  Here are the most interesting points from our conversation: Leif's Path from Consultant to Founder: Leif's consulting work with restaurants on efficiency and technology revealed a significant gap in tip distribution management, inspiring the creation of Tiphaus. Rapid Adoption and Growth: Leveraging his industry connections, Leif quickly secured major clients for Tiphaus, including large restaurant chains, demonstrating the platform's immediate impact and value. Overcoming Industry Complexities: Tiphaus faced the challenge of integrating with numerous POS systems, highlighting the complexities of the tip management space and the need for a specialized solution. Navigating Through COVID-19: The pandemic posed significant challenges for Tiphaus, mirroring the struggles of the broader hospitality industry. Yet, the crisis also presented opportunities for innovation and growth. The Vision for Tiphaus's Future: Leif envisions transforming Tiphaus into an incentivization engine for the hospitality industry, enhancing the performance and satisfaction of service workers through data-driven insights. Fundraising Insights: Leif shares candid reflections on the fundraising journey, emphasizing the importance of resilience, focusing on the product, and navigating investor relationships amidst challenging financial landscapes.

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 Marc Bernstein, CEO & Founder of Balto, a contact center solutions provider that's raised $52 Million in funding.  Most interesting points from our conversation: Inspiration Behind Balto: Marc's own struggles with applying coaching advice in sales calls led to the creation of Balto, aiming to bridge the gap between learning and doing in high-pressure customer interactions. Unique Influences: Beyond typical entrepreneurial heroes like Elon Musk and Steve Jobs, Marc finds inspiration in the diverse talents and unfinished projects of Leonardo da Vinci, highlighting the strength found in a broad spectrum of interests and the occasional focus shift. Navigating Through Tough Times: The global shift in the tech landscape in 2022 forced Balto to make significant operational changes, including reducing their workforce. This period, while challenging, taught the team valuable lessons in efficiency and focus. The Lean Startup Approach: Balto's early strategy was heavily influenced by Eric Ries' The Lean Startup, leading to rapid product development and direct feedback collection from potential customers through a series of 82 demos, culminating in their first sale. Understanding the Market: Marc's dive into market research and the realization that contact centers experienced acute pain from inefficient communication and coaching processes shaped Balto's target market and product development strategy. Vision for the Future: Looking ahead, Marc envisions a world where AI's capabilities extend beyond task automation to enhance human abilities, ensuring that people remain a critical component of the workforce in an AI-dominated future.

Welcome to another episode of Category Visionaries — the show that explores GTM stories from the tech's most innovative B2B founders. In today's episode, we're speaking with Austin McChord, CEO of Casana, an in-home health monitoring platform that's raised over $46 Million in funding. Here are the most interesting points from our conversation: Unconventional Transition: Austin's journey from cybersecurity with Datto to the medtech space with Casana highlights a unique path of leveraging operational skills across distinct industries. Product Philosophy: Both Datto and Casana share a design philosophy where products work best when unnoticed by users, emphasizing seamless integration into daily life for reliability and efficacy. FDA Regulatory Journey: The exhaustive and detailed process of gaining FDA clearance for medical devices, including biocompatibility testing and the rigorous documentation required for every aspect of product development and testing. Healthcare Innovation through Humor: Casana's marketing approach uniquely balances humor with serious science, using the novelty and inherent humor of a health monitoring toilet seat to engage audiences before delving into the product's significant medical benefits. The Future of Home Health Monitoring: The COVID-19 pandemic has accelerated acceptance and demand for in-home health monitoring, opening the market for Casana's innovative solutions and setting the stage for broader adoption and integration into healthcare practices. Fundraising in Medtech: Austin's insights into the medtech fundraising landscape, highlighting the unique challenges and milestones compared to more conventional tech startups, with a focus on developing products that can save lives before generating revenue.

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 Ian Coe, Co-CEO & Co-Founder at Tonic, a synthetic data platform that has raised $45 Million in funding.   Here are the most interesting points from our conversation: Origin Story of Tonic: Ian shares how Tonic was born out of challenges encountered at Palantir regarding sensitive data handling, leading to early versions of synthetic data solutions. Initial Focus on Developers: The decision to focus initially on developers was strategic, aiming to address immediate data challenges within software development through synthetic data, without diving into more complex data science applications. Early Product Development: Ian recalls the early days of shaping Tonic, focusing on creating value with incremental wins and leveraging personal networks to validate their solutions. Synthetic Data Definition and Use: Discussing the blurred lines between data masking and synthetic data, Ian explains how Tonic navigates these complexities by focusing on customer needs rather than strict definitions. Marketing and Community Engagement: Ian emphasizes the importance of honest, direct communication and producing high-quality content that resonates with technically inclined audiences. Growth and Customer Success: Tonic's journey from initial product validation to securing high-profile customers like the NHL and eBay showcases their effectiveness and adaptability in solving real-world data challenges.  

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 Richard Potter, CEO and Co-Founder of Peak, an AI platform that has raised $118 Million in funding. Here are the most interesting points from our conversation: The Birth of Peak in the AI Landscape: Richard discusses the early vision for Peak in 2016, focusing on leveraging AI and machine learning to enhance business performance before the widespread AI boom. Educating Early Adopters: The initial challenge was educating the market on AI's potential, with many early adopters excited but equally many skeptics unsure of AI's practicality due to the data maturity levels at the time. Transitioning from Early Adopters to Mainstream Market: Richard outlines the shift in selling to early adopters versus mainstream adopters, emphasizing the need for certainty of outcomes and robust comparisons in the mainstream market. Go-to-Market and Marketing Philosophy: Peak's approach to marketing has evolved from raising awareness and generating excitement to focusing on value creation and demonstrating tangible benefits of AI to businesses. Navigating the Tech Recession and Future Optimism: Despite the challenges posed by the recent tech downturn, Richard shares a positive outlook for Peak's future, driven by strong current demand and growth. Fundraising Strategy and Lessons Learned: Richard reflects on Peak's fundraising journey, the strategy of raising early and often without desperation, and the importance of being bold and visionary from the start.

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 Sudhir Bhojwani, CEO and Co-Founder of Oro Labs, a procurement platform that has raised $59 Million in funding. Here are the most interesting points from our conversation:  The Unique Value of the Bay Area: Sudhir reflects on his early experiences in Silicon Valley and how, despite the global flattening of the tech industry, the Bay Area's unique culture and access to venture capital continue to make it a special place for tech innovation. Discovering a Passion for Procurement: Sudhir shares how his tenure at Ariba and SAP introduced him to the procurement sector, sparking a passion for solving the complex challenges within this space. The Vision Behind Oro Labs: Describing Oro Labs as a smart procurement workflow orchestration platform, Sudhir outlines his ambition to bring procurement technology on par with CRM and marketing tech through a more integrated and flexible ecosystem of tools. Educating the Market: The journey of educating the market about the concept of procurement orchestration and the challenge of defining a new category within the industry are highlighted as key steps in Oro Labs' path to success. First Customer Wins: Sudhir emphasizes the importance of leveraging the founding team's reputation and expertise in procurement to secure early customers, underscoring trust in the team's ability to address and solve identified problems. The Future of Procurement: Looking ahead, Sudhir envisions a future where Oro Labs has significantly reduced friction in procurement, improved supplier and buyer relationships, and positively transformed the procurement NPS.

In today's episode of Category Visionaries, we speak with Gabe Sibley, CEO and Founder of Verdant Robotics, an autonomous agriculture company that's raised $48 Million in funding. Topics Discussed:  Gabe’s background in autonomous robotics, including other companies that he founded and worked in The potential and pitfalls of self-driving cars Inspirational people and books for Gabe How Verdant harnesses computer vision and machine learning to create robots that help growers do more with less The importance of dialogue with the customer, and an erroneous stereotype about farmers   Favorite book:  Cadillac Desert: The American West and Its Disappearing Water

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 Laura Kornhauser, CEO and Co-Founder of Stratyfy, a predictive analytics and decision management solutions provider that has raised $10 Million in funding. Here are the most interesting points from our conversation: Laura's Journey to Founding Stratify: Laura shares her transition from a decade-long career at JPMorgan Chase to entrepreneurship, influenced by her engineering background and a personal mission driven by her family's entrepreneurial spirit. Inspiration from Literature: Laura discusses how "To Kill a Mockingbird" and "Oh, The Places You'll Go!" have significantly impacted her outlook as an entrepreneur, emphasizing lessons on societal issues and the entrepreneurial journey. Stratify's Mission: Stratyfy is focused on enabling financial institutions to better understand customer risk through advanced analytics, aiming to improve financial inclusion by addressing structural biases within the financial system. Early Challenges and Breakthroughs: Laura recounts the initial difficulty in convincing risk-averse financial institutions to adopt Stratyfy's innovative technology and the persistence required to secure their first customers. Rapid Growth and Team Expansion: Over the past year, Stratyfy has seen a 400% increase in its customer base and nearly doubled its team size, testament to the company's impactful mission and innovative technology. The Importance of Mission Alignment and Problem-Solving in Talent Attraction: Laura attributes Stratyfy's success in attracting top-tier talent to a shared commitment to their mission of financial inclusion and the opportunity to solve complex, meaningful problems.  

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 Johannes Peeters, CEO and Founder of Voxel Sensors, a 3D perception platform that has raised €7 Million in funding.  Here are the most interesting points from our conversation: Voxel Sensors' Mission: Johannes introduced Voxel Sensors as a company dedicated to building the cornerstones for spatial and empathic computing, enhancing devices' ability to perceive and interact with the world in real-time and in all dimensions. Early Challenges and Strategic Founding: Founding the company right as the COVID-19 pandemic lockdowns began, Johannes and his team used this period to quietly lay down the company's foundation, patent filing, and strategic planning without external pressures. Innovative Technology for a Range of Applications: Voxel Sensors is developing technology that dramatically improves power efficiency and reduces latency in 3D sensing, applicable in consumer electronics like smartphones and augmented reality, as well as in industrial settings. The Dual Focus on Consumer Electronics and Industrial Applications: Johannes detailed how Voxel Sensors' technology is versatile enough to cater to both consumer and industrial markets, highlighting the specific adaptations and targeted strategies for each sector. Marketing Philosophy and Go-To-Market Strategy: Despite initially minimal marketing efforts, Voxel Sensors has leveraged its industry connections, past experiences, and strategic board composition to engage with key players in the consumer electronics and industrial sectors. Future Vision and Ethical Use of Technology: Looking ahead, Johannes envisions a world where augmented reality and digital interactions seamlessly blend with our physical world, emphasizing ethical usage and the ability to choose when to engage with digital enhancements.