Category Visionaries

Josh Merrill, CEO of Confirm: Over $11 Million Raised to End the Performance Review Nightmare

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Why performance review tools are outdated, and how Confirm is changing that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

Kyle Kiser, CEO of Arrive Health: Over $40 Million Raised to Improve the Value of Healthcare Through Informed Decision-Making

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.
 
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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

Harry Xu, CEO and Co-Founder of Breeze ML: $4.6 Million Raised to Create the Future of AI Governance

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

Patrick Visintainer, CEO and Co-Founder of REPOWR: $13 Million Raised to Build the World’s Largest Commercial Trailer Marketplace

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

Ben Borodach, Co-Founder and CEO of April: $40 Million Raised to Embed Intelligent Tax Experiences

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

Austin Ogilvie, Founder of Thoropass: $98 Million Raised to Power the Future of Continuous Compliance

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.

Dan Forman, CEO and Co-Founder of Copper Labs: $13 Million Raised to Enable the Data-Driven Utility of 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 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.
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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

Pukar Hamal, CEO and Founder of SecurityPal: $21 Million Raised to Power the Future of Customer Assurance

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.
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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

Costa Tsaousis, CEO and Founder of Netdata: Over $30 Million Raised to Power the Future of Infrastructure Monitoring

In today's episode of Category Visionaries, we speak with Costa Tsaousis, CEO and Founder of Netdata, an infrastructure monitoring platform that's raised over $30 Million in funding.
Topics Discussed: 
How a Reddit post by Costa spurred thousands of people to start using his newly-created platform
How Costa built Netdata, the difficulties he faced developing it, and why Netdata is outstandingly helpful when it comes to monitoring
What is the most important thing to show your potential investors
The challenges of managing a 100% remote-work company
Challenges facing Netdata on the technical front

Sarah Lehman, CEO at Zartico: $24.5 Million Raised to Power the Future of The Visitor Economy

In today's episode of Category Visionaries, we speak with Sarah Lehman, CEO of Zartico, a destination operating system that’s raised $24.5 Million in funding.
Topics Discussed: 
How Zartico helps tourism bodies and airports leverage big data to give visitors better experiences and give locals a better quality of life
What it’s like working with governmental organizations and getting investors to back gov tech
Finding customers during the pandemic, and working for two years with 30 people she’d never met
Sarah's two most inspirational Founders
The lessons she learned from her husband, and how she teaches entrepreneurship to her children
 
Favorite book: 
The ONE Thing: The Surprisingly Simple Truth About Extraordinary Results