Category Visionaries

Trey Sutten, CEO & Co-Founder of Siftwell Analytics: $5 Million Raised to Transform Healthcare Analytics with AI-Powered Predictions

Siftwell Analytics is revolutionizing how health plans leverage data and AI to improve patient outcomes. With over $5 million in funding, Siftwell combines claims information with proprietary datasets and machine learning to predict patient behavior and explain why certain individuals need specific interventions. In this episode of Category Visionaries, I spoke with Trey Sutten, CEO and Co-Founder of Siftwell Analytics, to learn about their journey from concept to creating actionable insights that help health plans better serve their members.
Topics Discussed:
The evolution from health plan operations to founding a healthcare technology company
How Siftwell uses AI to predict and explain patient behavior patterns
The current state of AI adoption in healthcare across different operational levels
The challenges of marketing deep technology in a referential industry
Building a category that transcends traditional predictive analytics
Future vision for automated, personalized healthcare interventions
 
GTM Lessons For B2B Founders:
Leverage Operator Experience in Product Development: Siftwell's success stems from combining deep industry expertise with advanced technology. As Trey explains, many technologists enter healthcare with "cool mousetraps" but don't understand the complexity of problems facing managed care organizations. B2B founders should either deeply learn their target industry or partner with domain experts who can translate technical capabilities into meaningful solutions.
Focus on Results Over Technical Specifications: While model accuracy matters, Trey emphasizes that customers care more about concrete outcomes like reduced emergency department visits or lower readmission rates. B2B founders should prioritize communicating business impact over technical superiority, especially when selling to C-suite buyers who care about operational results.
Navigate Category Creation Through Problem-Solving: Rather than forcing themselves into existing categories, Siftwell created their own space by solving specific customer problems. They used the familiar entry point of predictive analytics but differentiated by combining it with deep operational expertise and actionable insights. B2B founders should consider how their unique approach to solving customer problems might transcend traditional category definitions.
Build Go-To-Market Around Industry Context: In healthcare's highly referential market, Siftwell prioritizes face-to-face interactions, speaking engagements, and leveraging existing relationships. They focus on educating prospects about practical implementation rather than technical complexity. B2B founders should align their marketing strategy with their industry's buying patterns and decision-making culture.
Choose Strategic Investors for Long-Term Success: Trey emphasizes the importance of founder due diligence in fundraising, particularly in finding investors who understand the industry, company culture, and vision. B2B founders should look beyond capital to ensure their investors can provide relevant expertise and support for their specific market.
 
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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

John Belizaire, CEO of Soluna: $180 Million Raised to Power the Future of Renewable Computing for AI

Soluna is pioneering a new category of renewable computing, building data centers co-located with renewable energy power plants to monetize stranded or wasted energy while providing sustainable compute power for AI workloads. With over $180 million in funding, Soluna is constructing a distributed network of facilities around the country that enables massive AI compute capabilities while driving demand and resiliency in the renewable energy sector. In this episode of Category Visionaries, John Belizaire shares Soluna's journey from addressing a stranded wind power project in Northern Africa to becoming a leader in sustainable computing infrastructure.
Topics Discussed:
The evolution of Soluna's business model from blockchain computing to AI workloads
How renewable energy curtailment creates opportunities for data center innovation
The landscape of renewable power plant ownership and development
Building relationships with major power producers and investment funds
The technical challenges of creating flexible, distributed computing facilities
Content marketing strategies for category creation and demand generation
 
GTM Lessons For B2B Founders:
Master the missionary sell: John emphasized the importance of education and de-risking in the early stages of category creation. When introducing a novel solution, focus on addressing customer concerns systematically and finding early adopters willing to validate your approach. The first six months were spent convincing power plant owners that computing facilities could work effectively with their operations.
Leverage content marketing for scalable education: Initially relying on outbound calls, Soluna transformed their pipeline by investing heavily in content marketing through podcasts, newsletters, articles, and social media. This education-first approach led to 80% of their pipeline becoming inbound leads. B2B founders should view content as a scalable way to address common customer questions and concerns before the first meeting.
Build an integrated content engine: Rather than viewing content creation as an overwhelming task, start with recorded conversations that can be repurposed across multiple formats. One conversation can become a blog post, podcast episode, video content, and email sequences. This approach creates a content library that continuously generates marketing assets while maintaining consistent messaging.
Target the convergence of major trends: Soluna positioned itself at the intersection of renewable energy, cryptocurrency, and AI computing. While some of this alignment was fortunate timing, the company's planned evolution from cryptocurrency to broader computing applications allowed them to capitalize on the AI boom. B2B founders should look for similar convergence opportunities in their markets.
Focus on systemic industry problems: Soluna identified that renewable energy curtailment was a widespread issue affecting plant profitability. By understanding the "McDonald's and Burger King problem" of optimal resource locations creating grid congestion, they developed a solution that addressed a fundamental industry challenge rather than a point problem.
 
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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

Steffen Vollert, Co-founder of Volt: $87 Million Raised to Build the World’s Leading Global Real-Time Payment Network

In a recent episode of Category Visionaries, I sat down with Steffen Vollert, Co-Founder and Interim CEO of Volt, to explore their journey building a global real-time payment network. With over $87 Million in funding, Volt has evolved from a European open banking solution to a worldwide payment infrastructure platform, connecting major payment systems like Pix in Brazil and PayTo in Australia. Beyond his role at Volt, Steffen shared an unexpected side venture - a vintage tractor restoration business that provides a therapeutic counterbalance to the digital world of fintech.
Topics Discussed:
Evolution from European open banking to global real-time payments
The transition through different leadership roles (CTO, COO, CEO)
Early product market fit challenges and iterations
Strategic focus on PSPs and enterprise customers
The impact of COVID on early company formation
Building marketing and sales teams in fintech
Fundraising journey through multiple rounds
Organizational scaling beyond 150 employees
GTM Lessons For B2B Founders:
Speed to MVP Beats Infrastructure: Volt launched their initial prototype in just six months, compared to the industry standard of 2-3 years. Steffen explained, "We really focused on what is the fastest path to deliver something that has enough value for a merchants who actually put us on their checkout as a payment option." B2B founders should prioritize delivering core value quickly over building perfect infrastructure.
Vertical Focus Drives Team Success: The team discovered that sales and marketing professionals in payments are highly specialized by vertical. Steffen noted, "Many salespeople in the industry are so specialized, they really join companies with a focus for their vertical where they have their network." B2B founders should commit to specific verticals long-term to attract and retain top talent.
Product Market Fit is Continuous: Rather than a single moment, Volt experienced multiple "false" product market fits before achieving true traction. Steffen shared, "Every product advantage nowadays is temporary. You always need to be fast, you always need to be scrappy, you always need to think ahead." B2B founders should view product market fit as an ongoing process rather than a destination.
Strategic Channel Selection: Volt deliberately chose to focus on large PSPs as distribution partners rather than pursuing SMEs directly. Steffen explained, "We really want to focus our resources on where we can move the needle for our revenue impact." B2B founders should evaluate distribution channels based on internal efficiency and resource constraints.
Investment Partner Alignment: During fundraising, Volt prioritized investors who deeply understood their space over pure capital. Steffen emphasized, "For us it was much more important than the money itself... having partners on the other side to understand what we build, why we build it, why it's tough, why it's not going to be a straight line." B2B founders should seek investors who truly understand their market dynamics and challenges.
 
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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
 

Aron Kirschen, CEO of SEMRON: $7.3M Raised to Build Ultra-Efficient 3D AI Chips

SEMRON is pioneering the development of revolutionary 3D AI chips that pack massive computing power into a tiny silicon area without overheating. By leveraging an innovative semiconductor device that's ultra-efficient, SEMRON aims to enable the next generation of edge AI capabilities. In this episode of Category Visionaries, I sat down with Aron Kirschen, CEO and co-founder of SEMRON, to explore how they're tackling the fundamental hardware limitations holding back AI at the edge.
 
Topics Discussed:
The development of SEMRON's novel semiconductor technology that avoids electron movement
The current state of edge AI hardware and its limitations
The impact of ChatGPT on the semiconductor industry
Building a deep tech startup in Dresden, Germany's microelectronics hub
The long-term vision for democratizing AI compute power
 
GTM Lessons for B2B Founders:
Patience in Deep Tech: The semiconductor startup timeline requires thinking in 3-5 year horizons for go-to-market, not the typical 1-year timeline of software startups. SEMRON spent four years developing their core technology before reaching process freeze and beginning customer demonstrations.
Focus on Enterprise-Scale Relationships: Rather than pursuing a broad customer base, SEMRON targets 5-6 major customers who can each generate millions in revenue. This shapes their entire go-to-market approach, emphasizing deep technical engagement over traditional marketing.
Leveraging Technical Feedback Loops: SEMRON's strategy involves working directly with customer engineering teams to deploy proprietary AI models on their hardware. This creates valuable feedback loops that reshape product development based on real application needs.
Strategic Location Advantages: While Dresden may not be Silicon Valley, its history as Europe's microelectronics hub provides crucial advantages for semiconductor startups - from talent to manufacturing partnerships with companies like TSMC, Infineon, and Global Foundries.
Cost-Driven Innovation: True hardware revolutions happen when the driving technology becomes extremely cheap. SEMRON focuses not just on technical performance but on dramatically reducing the cost per compute to enable mass adoption of edge AI capabilities.
 
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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
 

Charlotte Dales, CEO & Co-Founder of Inclusively: $20 Million Raised to Transform Workplace Personalization

Inclusively is pioneering workplace personalization technology that helps enterprises better support and retain their workforce. With $20 million in funding, Inclusively has evolved from a hiring platform to a comprehensive solution that matches employees' unique needs with company resources and accommodations. In this episode of Category Visionaries, Charlotte Dales shares her journey from selling her first startup to American Express to building a new category in workplace technology that addresses the growing skills gap and changing needs of the modern workforce.
Topics Discussed:
The dramatic story of Charlotte's first startup exit to American Express
Evolution of Inclusively from a hiring platform to workplace personalization solution
How changing workforce demographics are driving the need for personalized employee support
The shift in corporate DEI strategy from isolated initiatives to integrated workforce planning
Building and scaling enterprise sales in a challenging market environment
Leveraging strategic partnerships to accelerate growth and market penetration
 
GTM Lessons For B2B Founders: 
Choose your investors and board strategically: Charlotte learned the importance of building a supportive board that acts as true partners. As she noted, "You really need to find people who want to be on a team with you when it comes to a board and investors and in the trenches." Founders should carefully evaluate potential investors beyond just capital, looking for those who will provide meaningful support during challenging times.
Trust your instincts on pivots: When market conditions change, founders need to be willing to evolve their product strategy. Charlotte explained, "Where there's a will, there's a way... If your product isn't perfectly aligned to what the market needs, you pivot." The key is balancing quick decisions in urgent situations while taking time for careful consideration when possible.
Rethink traditional enterprise marketing: Cold outreach and demand generation may not be effective for enterprise sales in today's environment. Inclusively found success by systematically leveraging investor and customer networks, with Charlotte sharing, "We tripled our weekly meeting rates" after implementing a structured approach to warm introductions through investors.
Build product with enterprise design partners: When pivoting their product strategy, Inclusively worked closely with Salesforce as their first pilot customer. Charlotte emphasized the value of "interviewing them, having them help us build this product" to ensure market fit. Founders should seek out and deeply engage with marquee customers who can help shape and validate new solutions.
Align marketing with customer success: For enterprise companies, Charlotte recommends closely integrating marketing with the teams delivering customer value. This ensures marketing messages reflect real customer needs and wins, noting "Anything we learn from a customer perspective is going into marketing within the same day."
 
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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
 

Daniel Betts, CEO of Blue Frontier: $47.8M Raised to Revolutionize Air Conditioning with Energy-Storing Smart Climate Technology

Blue Frontier is transforming the air conditioning industry with technology that achieves 3x greater efficiency while providing superior climate control and grid benefits. In this episode of Category Visionaries, I spoke with Daniel Betts, CEO and Co-Founder of Blue Frontier, about the company's journey from licensing National Renewable Energy Lab technology to developing next-generation air conditioning systems that could fundamentally change how utilities approach peak energy demands.
Topics Discussed:
The evolution from power generation expertise to air conditioning innovation
Licensing and commercializing national lab research
Building a founding team with complementary expertise
Navigating the challenges of hardware development and manufacturing
Strategic market entry in commercial building ventilation
The intersection of comfort, energy efficiency, and grid infrastructure
The future of utility-integrated air conditioning systems
 
GTM Lessons for B2B Founders:
Choose markets ripe for revolution: Blue Frontier targeted air conditioning because it uses 150-year-old technology and is controlled by a small group of large players. Betts explained, "The market is ripe for disruption, but it also means that disruption will be very difficult... you have to have technology that is way better than the existing technology."
Create unfair advantages through multi-dimensional value: Blue Frontier's technology delivers 3x efficiency gains while enabling grid flexibility and superior comfort. This combination of benefits creates value streams that incumbent technologies cannot match. B2B founders should look for opportunities where their innovation can unlock multiple, complementary value propositions.
Target strategic entry points: Rather than trying to serve all market segments immediately, Blue Frontier focused on commercial building ventilation systems where their technology could deliver the highest impact. Betts shared their criteria: "Choose a market that will give you enough replicable product that you get to learn and have generational improvements that occur fast... but that is on the premium side of things and it's not a market that is so large that it overwhelms the company."
Leverage institutional partnerships: Blue Frontier's breakthrough came through licensing technology from the National Renewable Energy Labs. For deep tech founders, national labs and research institutions can provide foundational IP and validation. However, commercial success requires translating that technology into products that solve real market needs.
Balance user experience with system-level benefits: While Blue Frontier's grid benefits are compelling, Betts emphasized the importance of user experience: "You must provide technology that is for the user much better... once you're inside this air conditioned space that I am creating, you cannot go back to the old way of doing things." B2B founders should ensure their innovation delivers clear improvements to end-user experience, even when selling to businesses.
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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
 
 
 
 

Preston Bryant, Co-Founder of Momentum: $20 Million Raised to Transform Battery Recycling Through Materials Science Innovation

In a recent episode of Category Visionaries, we spoke with Preston Bryant, Co-Founder, Executive Chair and Chief Commercial Officer of Momentum. The company has developed a groundbreaking materials science technology that enables efficient recycling of critical metals from batteries and other electronic waste. Originally focused on rare earth magnet recycling, Momentum pivoted to tackle the growing challenge of battery recycling, offering a solution that requires significantly less capital investment than traditional methods.
Topics Discussed:
Evolution from oil and gas exploration to sustainable materials processing
Development of MSX technology for efficient metal extraction
Journey from rare earth magnet recycling to battery recycling
Building strategic partnerships in the battery recycling ecosystem
Transitioning from founder-CEO to Executive Chair and CCO
Navigating the challenges of commercializing deep tech
Fundraising experiences and investor dynamics
Future vision for controlling critical materials supply chains
 
GTM Lessons For B2B Founders:
Operate on shoestring budgets during hard tech development: Bryant emphasized the importance of being extremely selective with spending during the early stages. He noted, "You need to figure out how to make your dollar go further. You have to be very choosy about the projects and the feedstocks that you're willing to process." Early-stage founders should maintain strict financial discipline while validating their technology.
Find the right commercial application through iteration: Momentum spent four years exploring different applications before finding product-market fit in battery recycling. Bryant shared, "From 2016 to 2020...we tried automation, we tried many different supply partnerships, and none of them really worked out for magnet recycling. But boy, did it take off for the battery recycling piece." Founders should be prepared to pivot their technology to different applications until finding the right market opportunity.
Build strategic partnerships to demonstrate full value chain: Momentum's partnership with Cerbus Solutions and 6K demonstrated a complete supply chain solution from collection to end product. Bryant explained, "We decided okay, that would be a worthwhile, even though this was very custom to one sort of customer, it would show that we could do the whole supply chain." Deep tech founders should consider strategic partnerships that showcase their technology's role in the broader ecosystem.
Navigate the transition from technical founder to scaled leadership: As the company grew, Bryant transitioned from CEO to Executive Chair and CCO roles. He reflected, "It requires different things of you, from being a startup founder to then being an actual manager of people to then being executive chairman...You've got to be willing to change or you'll quickly get swept aside." Founders should prepare themselves mentally for evolving leadership roles as their companies scale.
Leverage accelerator programs for credibility: Getting into Halliburton Labs during COVID helped attract investor attention. Bryant noted, "That was great because they helped us not only build a product, but that name helped attract attention to us from investors." Deep tech founders should seek reputable accelerator programs that can provide both technical validation and investor credibility.
 
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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
 
 
 

Torben Nielsen, CEO of Uptiv Health: $7.5M Raised to Build the Future of Infusion Therapy Through Technology-Enabled Retail Centers

Uptiv Health is revolutionizing the infusion care market by moving treatments from traditional hospital settings to technology-enabled retail locations. With $7.5M in funding, Uptiv has developed a hybrid model combining personalized in-person care with digital solutions, achieving 99+ NPS scores from patients and 87 NPS from referring providers. Their first center reached break-even within 14 months, validating their vision of scaling to 50-60 clinics nationwide while reducing healthcare costs through their innovative delivery model.
Topics Discussed:
Transforming infusion care delivery through retail-based centers
Building a technology stack that enables personalized patient experiences
Implementing a human-centered design approach in healthcare
Developing wraparound services for chronic condition management
Balancing venture capital and private equity funding strategies
Creating efficient operational models through technology
 
GTM Lessons For B2B Founders: 
Early Payer Relationships Drive Market Entry: Uptiv secured insurance contracts 6-7 months before opening their first clinic. This strategic decision maximized their addressable market from day one, enabling them to accept all patients regardless of insurance provider. B2B founders should identify and establish critical partnerships well before launch to remove friction from early customer acquisition.
Prove Value Through Micro-Commitments: Uptiv's sales strategy focuses on a simple ask to specialists: "Give us just one patient." This low-risk approach allows providers to validate Uptiv's service quality firsthand, leading to 150+ unique provider referrals within 12 months. B2B founders should design their initial customer engagement to minimize commitment while maximizing the opportunity to demonstrate value.
Technology-Enabled Cost Optimization: Rather than adding cost through technology, Uptiv uses their app to eliminate traditional operational overhead. By shifting administrative tasks to patients pre-visit and centralizing phone operations, they maintain premium service while achieving faster break-even. B2B founders should leverage technology to simultaneously enhance user experience and improve unit economics.
Human-Centered Design as Differentiation: Uptiv eliminated standard healthcare barriers like reception counters and clipboard paperwork, replacing them with personalized digital experiences. This approach delivers both operational efficiency and customer delight, driving their 99+ NPS. B2B founders should identify industry conventions that create friction and design solutions that benefit both users and business operations.
Hybrid Service Model Evolution: Uptiv's vision combines physical locations with virtual care capabilities, creating a scalable model attractive to both venture capital and private equity. Their wraparound services for chronic care management expand their value proposition beyond core infusion services. B2B founders should design their service model to capture expansion opportunities while maintaining focus on their core offering.
 
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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
 
 
 

Scott Graybeal, CEO of Caelux: $70 Million Raised to Transform Solar Energy with Perovskite Technology

Caelux is revolutionizing solar technology with their innovative perovskite-based solution that promises to increase solar panel efficiency by 5-6 absolute percentage points while maintaining cost effectiveness. From a small 8-person lab in East Pasadena to a 74-person company with a 50-megawatt demonstration line, Caelux is pioneering a new approach to solar panel manufacturing by working with existing manufacturers rather than competing against them.
Topics Discussed:
Evolution of the solar industry from 2008 to present day
Strategic approach to commercializing new solar technology
Impact of global market dynamics on solar panel pricing
Energy security and domestic manufacturing trends
Challenges in land use and solar adoption
Future applications of perovskite technology
 
GTM Lessons For B2B Founders:
Partner with giants instead of competing: Caelux chose to work with existing solar panel manufacturers rather than becoming a panel maker themselves. Scott explained, "The way to go and get this technology in the market embedded to the extent that it needed to be was to work with solar module companies, make their products better, and then we would have cheerleaders as opposed to competitors." This approach dramatically reduced their time to market and capital requirements.
Use manufacturing as a development tool: Rather than staying in the lab indefinitely, Caelux leverages manufacturing assets for product development. Scott noted, "While folks can run maybe a couple dozen experiments a day, we can run hundreds of experiments a day by using manufacturing assets that then translate quite easily into this fully released product." B2B founders should consider how production infrastructure can accelerate their development cycle.
Build downstream demand strategically: Caelux focuses on engaging asset owners and developers who will be the ultimate beneficiaries of their technology. Scott shared, "We want them to spec us in for next project. So even if module companies may be a little slow to adopt, we want to ensure that the folks that are writing the checks understand what's available." This creates market pull for their technology.
Master expectation management: When deploying new technology, Caelux is deliberately transparent about potential challenges. Scott emphasized, "If anything, we're a bit too transparent. We tell people where the warts are and we say where the challenges are and own them. Because otherwise I think you're lying to yourself as a company and you certainly don't want to lie to customers. You get zero chances after that."
Navigate the climate tech funding landscape: Scott revealed that true climate tech investors are rare, and many prefer speculative moonshots over companies with clear markets. He advised, "Mistakes need to be made because those are part of the learning cycle. It's just don't make company killer mistakes. Make small ones and then recover from them and then you can continue to evolve your product."
 
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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
 
 
 

Todd Zion, Founder of Akston Biosciences: From a $500M Exit to Pioneering Biotech Innovation in Pet Health

Akston Biosciences is revolutionizing pet healthcare through innovative protein engineering and biotechnology solutions. After selling his first company Smart Cells to Merck for over $500M, Todd Zion founded Akston Biosciences in 2011 to apply advanced biotech expertise to the growing pet health market. With over $50M in funding, Akston is developing breakthrough treatments including once-weekly insulin, cancer therapies, and other protein-based medicines for pets, while maintaining cost effectiveness for pet owners.
Topics Discussed: 
The transition from human health biotech to the pet health market 
Streamlined clinical trial processes in pet health vs. human health 
The evolution of the pet healthcare market and consumer willingness to pay 
Balancing technical innovation with cost-effective development 
The challenges of fundraising in an emerging biotech category 
Pipeline development across multiple pet health conditions
 
GTM Lessons For B2B Founders: 
Navigate pivots decisively: Todd emphasized that most founders wait too long to pivot. He advises that when you start seeing signs that the future isn't unfolding as planned, that's the time to begin considering a pivot - while you still have resources and before becoming too entrenched. Their pivot to focusing entirely on pet health required significant restructuring but ultimately created a clearer path forward.
Find the regulatory sweet spot: Akston discovered that pet health offered a faster path to market validation compared to human health biotech. The ability to conduct field trials with just hundreds rather than thousands of subjects, combined with more streamlined regulatory requirements, allowed them to de-risk their assets more quickly and cost-effectively while still maintaining high standards.
Build for the actual market conditions: Rather than assuming future market changes (like expanded pet insurance coverage), Akston designs their products around current market realities - namely that most pet medications are paid out-of-pocket. This forced them to innovate not just technically but in development and manufacturing to keep costs accessible to pet owners.
Create new categories through technology translation: Instead of building an entirely new technology, Akston applied proven biotech approaches from human health to the pet market. This allowed them to leverage existing expertise while pioneering a new category, positioning themselves as "the Biogen for pets" rather than just another pet health company.
Structure early testing for rapid validation: By utilizing the FDA's investigational new animal drug application process, Akston could begin testing in their target population much earlier in development. This enabled them to validate their concepts within a year rather than waiting through multiple phases of trials, allowing for more efficient resource allocation.
 
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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