BUILDERS

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 Julio Martinez, CEO & Co-Founder at Abacum, an FP&A platform that has raised $40 Million in funding.  Here are the most interesting points from our conversation: Sabbatical Inspirations: Julio started with his transformative sabbatical in India, where he was immersed in microfinance, shaping his future perspective on business and finance. Corporate Finance Roots: Julio’s journey into finance was not planned from childhood but developed from early career choices and opportunities that emphasized rapid learning and high-pressure environments. Innovation at Banco Sabadell: Prior to Abacum, Julio led a venture builder and investment fund, initiating fintech innovations and investments across Europe and the U.S. Launching During COVID-19: Starting Abacum at the outset of the pandemic required conviction and adaptation to severe market uncertainties, shaping the company’s resilient foundation. Problem Definition and Impact: Abacum addresses the inefficiencies in financial teams’ operations by automating routine tasks, allowing focus on strategic analysis and timely decision-making. Strategic Focus on Mid-Market: From the start, Abacum targeted the mid-market segment, recognizing the specific needs and potentials for impactful solutions beyond what small businesses or large enterprises require.

In today's episode of Category Visionaries, we speak with Sundeep Ravande, CEO and Co-Founder of Innovapptive, a connected worker platform that has raised $42 Million in funding. Topics Discussed:  Sundeep’s background in management consulting, and why he decided to start Innovapptive Working with Fortune 500 companies, and how Innovapptive helps front-line workers connect with each other and with the back-office Messaging and positioning, helping create a new category, and fundraising Why Sundeep would advise his past self to raise money early on instead of bootstrapping for seven years Why having a vision and pursuing it matters more than being a large player

In today's episode of Category Visionaries, we speak with Josh Merrill, CEO of Confirm, a data-driven performance management platform that's raised over $11 Million in funding. Topics Discussed:  Josh’s background in other enterprises before Confirm, and the reason why he decided to join Carta Why Josh considers Carta's founder to be an inspirational figure Lessons Josh learned from being an angel investor Why performance review tools are outdated, and how Confirm is changing that Josh’s marketing strategy, how his messaging evolved, and his advice on building a good pitch deck for investors   Favorite book:  Zero to One: Notes on Startups, or How to Build the Future

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 Kyle Kiser, CEO of Arrive Health, a healthcare technology platform that has raised over $40 Million in funding. Here are the most interesting points from our conversation: Inspiration from Personal Experience: The company's origin traces back to a personal story where a co-founder, a doctor, helped his mother reduce her medication costs, highlighting the need for price transparency in healthcare. Early Days: Kyle joined Arrive Health when it was a small team working out of a co-working space in Denver, emphasizing the humble beginnings and grassroots efforts of the startup. Core Mission: Arrive Health aims to provide point-of-care price transparency, allowing doctors to see medication costs at the point of prescription, a crucial step in reducing patient out-of-pocket expenses. Rapid Growth: From a few thousand transactions a month in 2019 to over 10 million transactions monthly, the company's growth underscores the significant demand for their solution in the healthcare market. Strategic Partnerships: Collaborating with strategic investors, including health systems and associated funds, has been vital for product development and scaling the business. Future Vision: Kyle envisions restoring consumer choice in healthcare, particularly in prescription drugs, by building a network that manages the complex pharma supply chain to make cost-effective medication decisions.   //   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

In today's episode of Category Visionaries, we speak with Harry Xu, CEO and Co-Founder of Breeze ML, an AI governance platform that's raised $4.6 Million in funding. Topics Discussed: Harry’s background as a professor of computer science Some common misconceptions people have about academia and being an academician Why it’s difficult for companies to comply with AI regulations, and how Breeze ML helps them do that The most important lesson Harry learnt from fundraising What advice Harry would give to his younger self when starting his company

In today's episode of Category Visionaries, we speak with Patrick Visintainer, CEO and Co-Founder of REPOWR, a commercial trailer marketplace that's raised roughly $13 Million in funding. Topics Discussed:  Patrick’s background, his philosophy on life goals, and the importance his wife has in his professional life The founders Patrick most admires, and a book he finds inspirational The 3 main problems in the trailer segment of the shipping industry, and how REPOWR helps shippers address them How Patrick overcame the chicken-and-egg problem of working in a marketplace The importance of continuously asking customers “How can we become better?”   Favorite book:  No Limits: Blow the CAP off Your Capacity

In today's episode of Category Visionaries, we speak with Ben Borodach, CEO and Co-Founder of April, an embedded tax solution that's raised $40 Million in funding. Topics Discussed:  Ben’s background in fintech and cybersecurity, starting his first company when he was at NYU, and working at Deloitte Founders who inspire Ben How April offers taxpayers an embedded service that helps them leverage their taxes to have better financial outcomes The current state of the market April operates in, and Ben’s view for the future of the company Why the most important thing to do as an entrepreneur is surrounding yourself with the best people

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 Austin Ogilvy, Founder of Thoropass, a continuous compliance and audit management platform that's raised $98 Million in funding. Here are the most interesting points from our conversation: Origins of Thoropass: Austin shared how Thoropass was born out of his experiences with compliance challenges during his previous startup, Yhat, which was later acquired by Alteryx. Market Intersection: Thoropass sits at the intersection of GRC (governance, risk, and compliance), IT audit, and third-party vendor risk management, creating a unified platform for managing digital compliance. Co-Founders and Backgrounds: Austin teamed up with Sam and Eva, whose combined backgrounds in tech and cybersecurity governance at Citigroup created a strong foundation for Thoropass. Early Traction and Growth: Thoropass experienced rapid growth, achieving significant revenue milestones much faster than Austin's previous ventures, highlighting the importance of timing and market selection. Rebranding Challenges: The company underwent a significant rebranding from its original name, Laika, to Thoropass, which involved extensive logistical changes and was a crucial learning experience. Fundraising Insights: Austin emphasized the importance of storytelling in fundraising, ensuring a single, streamlined process for investors, and leveraging design and creative storytelling to communicate complex concepts effectively.

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 Dan Forman, CEO & Co-Founder of Copper Labs, an energy technology company that's raised $13 Million in funding. Here are the most interesting points from our conversation: Early AI Ventures: Dan's journey began in 2001 with an AI company aimed at creating adaptive desktop agents for a programmer with a degenerative health issue, highlighting his long-standing interest in solving real-world problems with technology. Utility Data Innovation: Copper Labs enables real-time data insights for energy and water utilities, transforming outdated systems that rely on monthly data to provide immediate visibility and control, crucial for modern grid management. Marketing Strategy: The company employs a "respectfully provocative" approach, challenging traditional smart grid solutions and advocating for more efficient, real-time data utilization to address modern energy needs. Regulatory Engagement: Copper Labs actively engages with regulators to promote their cost-effective and innovative solutions, emphasizing the importance of regulatory influence in utility market dynamics. Overcoming Market Resistance: The company faces significant pushback from established meter vendors but leverages their unique, cost-effective solutions to shift the narrative and drive market adoption. Strategic Partnerships: Building relationships with key utilities and demonstrating tangible success through case studies, such as with National Grid, has been essential for scaling and gaining market credibility. //   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 Pukar Hamal, CEO & Founder of SecurityPal, a security reviews platform that's raised $21 Million in funding. Here are the most interesting points from our conversation: Addressing a Critical Pain Point: SecurityPal was born out of Pukar's firsthand experience with the frustrations of completing extensive security questionnaires during crucial sales cycles, highlighting a significant barrier to closing deals. Complexity in Security Reviews: Security reviews are becoming more complicated, involving not just questionnaires but also interviews, evidence submissions, and policy reviews, reflecting the increasing demand for thorough security compliance. Category Creation - Customer Assurance: Pukar emphasizes that SecurityPal is defining a new category called "Customer Assurance," which focuses on providing continuous assurance to clients from the first contact to the end of the relationship. Motivation and Mission: Pukar's deep commitment to building SecurityPal over the next 30-40 years stems from his desire to bring Silicon Valley's innovations to Nepal and help establish "Silicon Peaks" in Kathmandu. Focus on Customers: Pukar believes that focusing relentlessly on customers is the key to success, enabling better fundraising, attracting top talent, and driving overall growth and satisfaction. Unique Market Positioning: Despite the noise in the security space, SecurityPal stands out by building a dedicated team in Nepal and focusing on thoughtful growth rather than relying on growth hacks or shortcuts. //   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