Category Visionaries

Michael Brown, CEO of Skyline Robotics: $10 Million Raised to Bring Automation to High-Rise Window Cleaning

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 Michael Brown, CEO & Founder of Skyline Robotics, a window cleaning technology company that has raised $10 Million  in funding.
Here are the most interesting points from our conversation:
Identifying the Opportunity: Michael noticed the inefficiency and risk in traditional window cleaning while driving by Hudson Yards, leading him to enter the window cleaning technology space.
Industry Evolution: Over the past 20 years, various technologies attempted to automate window cleaning but often fell short. Skyline Robotics uses a unique approach leveraging existing building infrastructure.
Labor Market Challenges: The window cleaning workforce is aging, with 76% over 40, and there is a significant labor shortage. Skyline Robotics aims to upskill these workers into robotic technicians.
Market Size and Adoption: The global window cleaning industry is estimated at $40 billion, with significant interest from major real estate firms in adopting Skyline's technology.
Broader Vision: Beyond window cleaning, Skyline Robotics aims to own the facade, providing comprehensive building data and ESG insights using their technology.
Strategic Growth: Skyline Robotics plans to expand into major global markets, including the UK, Hong Kong, Australia, UAE, and Saudi Arabia, while solidifying their presence in key US cities.
 
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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

Funding the Future: Carlos Eduardo Espinal, Managing Partner at Seedcamp

In today's episode of Category Visionaries, we speak with Carlos Eduardo Espinal, Managing Partner at Seedcamp, a European based seed stage fund that invests everything from Angel Rounds all the way to Seed capital, about being an ‘OG’ in the European tech economy, and how it has emerged as a leading hub of innovation on the world stage. Carlos talks about the differences in access to and availability of funding for firms in the US and European markets, how that has shaped the firms and founders who operate there, and why the future of funding looks more global.
We also speak about Carlos’ career in engineering and how that led him to the startup funding space, key structural differences in the European and US funding system that give rise to different capital cultures, and key strategic insights for tech startup founders wherever they choose to seek the financial support they need to bring world-changing innovations to market.
 
Topics Discussed:
Carlos’ background in the world of finance engineering, and what it was like behind the scenes of big capital
The different developments of capital markets in Europe and the US, and how accessibility and availability of funding drive divergent economic cultures
Why founders need to recognise that failure is part of the process of success, and what that means in terms of dedication, commitment and learning
Why support from a community of founders can be key to building success for all of them
How having a global impact, as well as promising returns, is becoming more important for those seeking funding 
Why the nature of leadership in a booming market needs to change if a business is to survive through more challenging times
 
Favorite book: 
New Dark Age: Technology and the End of the Future

Spike Lipkin, CEO and Co-founder of Newfront: $310 Million Raised to Build a Modern Insurance Brokerage For the 21st Century

In today's episode of Category Visionaries, we speak with Spike Lipkin, CEO and Co-founder of Newfront, a modern insurance platform that's raised $310 Million in funding, about why the insurance industry has been so slow to move with the times, and the new generation of insurance solutions delivering better outcomes for their customers. By empowering experts in risk management with the latest digital technologies, Newfront is leading the way in transforming the sector on behalf of their customers.
We also speak about Spike’s background, from growing up in Colorado to finding his way into the insurance industry, his personal experiences confronting mountains of paperwork, why insurance is so central to innovation and progress across almost every field of human endeavor, and how large language models are helping Newfront produce actionable comparisons from huge amounts of industry data.
Topics Discussed:
Spike’s background and why he feels fortunate to have found his way into the insurance industry
The central role of insurance, and managing risk more generally, in driving innovation across almost every field of human endeavor
Spike’s first-hand experience confronting huge amounts of insurance industry paperwork, and why the sector has been so slow to modernize
The role of new technology like large language models in redefining the insurance experience, and the importance of actionable comparisons for clients
The central focus on broker productivity and transaction rates at metrics of success for Newfront
 
Favorite book: 
Lloyd’s of London

Jason Martin, Co-Founder and Co-CEO of Permiso Security: $10 Million Raised to Build the Future of Cloud Security

In today's episode of Category Visionaries, we speak with Jason Martin, Co-Counder and Co-CEO of Permiso Security, a cloud identity detection response platform that's raised $10 Million in funding, about the importance of knowing exactly who (or what) is trying to breach your security barrier, and building the right kind of response in real-time. With instant identity-to-event attribution, Permiso helps their clients understand the nature of the security threats they face, and make the right decisions about how to respond, both in the moment and for the future.
We also speak about Jason’s quarter-century career in cybersecurity, playing both offensive and defensive roles, the Permiso mission statement of ‘trying to find evil’ in the public cloud, the diversity of threats and aggressors facing a firm’s cybersecurity infrastructure, how Permiso differentiate themselves in the ‘threat detection’ space, and why the security of any company ultimately lies in its people and the processes they adhere to. 
Topics Discussed:
Jason’s extensive career in cybersecurity, playing roles in both the defensive and offensive software space
Why the modern cloud-based economy is facing a more diverse range of threats than ever before
‘Finding evil’ as a clear, concise mission statement for Permiso to make their mark on the market
Building a fun, engaging website as a vital touchpoint for potential customers
Differentiation in a crowded market space, and how Permiso stand apart from the general ‘threat detection’  solutions
Why hygiene, process, and ultimately people are the ultimate security solution for any company
 
Favorite book: 
Thank You for Being Late: An Optimist's Guide to Thriving in the Age of Accelerations

David Pennino, CEO and Founder of LogicSource: $250 Million Raised to Power the Future of Procurement

In today's episode of Category Visionaries, we speak with David Pennino, CEO and Founder of LogicSource, a sourcing and procurement solutions provider that's raised over $250 Million in funding, about how indirect expenditures can become a significant financial burden for companies, and why cost-reduction strategies can be a game changer. Assisting firms to drive down expenses for indirect goods and services, areas not necessarily within their expertise, Logicsource encompasses all the critical components of successful procurement into a solution configurable to their clients’ needs.
We also speak about David’s upbringing and why he loves the pace of life on the Eastern Seaboard, why 90% of life is all about just ‘showing up,’ the challenge most firms have with their indirect goods and services procurement, and the impact some of these purchasing decisions can have on revenue and long term sustainability.
Topics Discussed:
David’s background growing up in Connecticut, and why he’ll never leave the East Coast for California
The life lessons he gained from working with some experienced business leaders, and the importance of just ‘showing up’ to succeeding in life
The shortcomings most firms experience when it comes to procuring indirect goods and services, things that fall outside their expertise
The impact of procurement decisions on a company’s bottom line, and how it can affect around 20% of their total profits
The role of AI in driving diversity, sustainability and accountability into spend analytics tools
 
Favorite book: 
Crucial Conversations: Tools for Talking When Stakes Are High

Brandon Daniels, CEO of Exiger: $160 Million Raised to Build the Future of Supply chain and Third-Party Risk Management

In today's episode of Category Visionaries, we speak with Brandon Daniels, CEO of Exiger, a supply chain and third-party risk management platform that's raised over $160 Million in funding, about why taking responsibility in an increasingly stratified global economy can’t just be a second thought, and how technology is helping corporations all over the world get a better view on what their operations mean for the world. Leading the way in ESG, cyber, financial crime, and supply chain management, Exiger works to make the world a safer, more transparent place for everyone to succeed.
We also speak about Brandon’s extensive experience of risk management in everything from financial recovery to biochemical regulations, how the COVID-19 pandemic allowed Exiger to demonstrate the full potential of their products, how a customer-focused strategy helped them achieve extremely rapid growth, and why working with government institutions is an opportunity to turn business towards the public good.
Topics Discussed:
Brandon’s decades of experience in the risk management space, working on everything from post-2008 financial recovery to adapting the life sciences sector for new regulations
The impact of the COVID-19 pandemic on Exiger, and how it presented an opportunity to demonstrate the company’s full potential
Exiger’s early customer-focused strategy which resulted in an extremely rapid growth cycle
How to manage short-term growth and expansion with sustainable business growth over the long-term
Why Exiger sees working with government institutions as essentially working for the public good, and how it influences their strategy

Funding the Future: Lucas Nelson, Partner at Lytical Ventures

In today's episode of Category Visionaries, we speak with Lucas Nelson, Partner at Lytical Ventures, a Venture Fund Focusing on Enterprise Intelligence, Security & Analytics, about the current state of the venture space, and what is getting people excited or frustrated these days. Lytical ventures’ focus on the enterprise intelligence sector gives them the opportunity to work with passionate and technical founders across a whole range of enterprises, returning the market to its roots of investors taking board seats and being more involved in how their investment is run.
We also speak about the Lytical Ventures’ two main funds, frustration with the current ‘business school mindset’ dominating the market, why deep diligence is probably more important now than ever, and why data is driving much innovation based on deep market insights.
Topics Discussed:
Lucas’ career from self-professed ‘geek hacker’ to venture capitalist, and what he’s learned along the way
Why Lytical ventures chose a focus on the enterprise intelligence space, and how it helps them identify truly innovative offerings
The different funding structures available, and the difference between seed funds, crossover funds, and others
Why Lucas loves working with passionate founders, and taking a hands-on approach to investments
Why Lucas has been frustrated with the ‘business school mindset’ dominating the venture capital space
The present and future of venture capital, and how data is set to transform the investment tomorrow

Funding the Future: Shomik Ghosh, Partner at Boldstart Ventures

In today's episode of Category Visionaries, we speak with Shomik Gosh, Partner at Boldstart Ventures, a venture capital firm specializing in backing founders from before they’ve even laid down their first line of code, about why being part of a startup journey from the very first step is such a rewarding experience. Providing insights and support for everything from concept creation to preparing a market-ready offering, Boldstart believes in giving every founder with a truly game-changing idea the best possible chance of making their difference.
We also spoke about the venture space’s focus shifting back to profitability, why pain points should still be the priority when developing a business model, how premature scaling can be a big risk for new businesses, and why, in Shomik’s mind, it’s always better not to get caught up in the marketplace hype.
Topics Discussed:
Shomik’s career in sales and trading, and why a fascination with the potential of technology pushed him to make the move to the Bay
Boldstart’s funding legacy and the funds they’re preparing for startups old and new in the space
The current state of venture investment, and why profitability is starting to take center stage again
What gets Shomik so excited about joining founders’ journeys, and why he loves to see people bringing new solutions to legacy problems
The risks for founders of getting too caught up in market hype, and why it’s always preferable to stay focused on real pain points
Why rejections are just a part of starting a business, but how real perseverance can really pay off

Fabrice Deprez, CEO of Discai: $12 Million Raised to Build the Future of Anti-Money Laundering Software

In today's episode of Category Visionaries, we speak with Fabrice Deprez, CEO of Discai, a fintech platform providing anti-money laundering solutions that's raised $12 Million in funding, about how the twin burdens of regulatory tightening and the real savings business can make, is driving a surge in focus on preventing money laundering. With an AI-based solution taking over much of the manual work and ensuring the most stringent of high standards, Discai is promising a more effective, efficient solution to money laundering than ever before.
We also speak about Fabrice’s background from a family of entrepreneurs and his 20 years in consulting, how several of his unique ideas became in-demand services before ever going to market, building a company from the bottom up, and what it’s like to take AI international.
Topics Discussed:
Fabrice’s early start in entrepreneurship, from a business-savvy family to building a business from the bottom up
20 years of work in the consulting industry and what it taught Fabrice about some strategic market opportunities
The reputation risk for financial institutions of getting caught up in money laundering and other fraudulent behaviors
Why current solutions to fight money laundering have failed to plug some priority holes in the financial system
How Discai took their AI model international, and what it means to adapt existing solutions to new markets
Discai’s ambitions to dominate the future of financial crime prevention

Mike Malone, CEO and Founder of Smallstep: $26 Million Raised to Build the Future of Certificate Lifecycle Management For DevOps

In today's episode of Category Visionaries, we speak with Mike Malone, CEO and Founder of Smallstep, a certificate lifecycle management platform that's raised $26 Million in funding, about why securing distributed software systems is so important for the modern economy, and how it can be achieved without sacrificing the immense potential of the systems themselves. With a tried and tested software solution built on certificate-based authentication, Smallstep identifies critical components that need to be secured, lapses in existing security policy, and helps manage a business’ most valuable resource - trust.
We also speak about Mike’s background in software and his long-running vision to establish himself in Silicon Valley, how authenticity and real-world problem-solving helped Smallstep secure a significant customer base, and why sustainable open-source software is one of the most significant unsolved challenges in the world today.
Topics Discussed:
Mike’s background from a self-proclaimed ‘nerdy kid’ to a systems engineer across a whole range of software firms 
How vision eventually became reality as Mike established himself in the Silicon Valley ecosystem
Sustainable open source software as a strategic challenge for modern business, and how Mike and Smallstep are focusing on a solution
Certificate-based authentification as a tried and tested security method with its origins in pre-web software development
Why, regardless of the era we find ourselves in, trust remains the most valuable resource for any business
Why Mike sees Smallstep as improving the security of the internet as a whole, and how that ultimately benefits everyone
 
Favorite book: 
On the Road