Category Visionaries

Pulkit Agrawal, CEO & Co-Founder of Chameleon: $15 Million Raised to Build the Product Adoption Category

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 Pulkit Agrawal, CEO & Co-Founder of Chameleon, a product adoption platform that has raised $15 Million in funding.
Here are the most interesting points from our conversation:
The Power of Onboarding: Pulkit shared how Chameleon was born from a personal experience with user onboarding, and how a simple project to revamp onboarding boosted user retention significantly.
Evolution of Positioning: Initially focused on user onboarding, Chameleon later embraced the broader category of product adoption platforms, inspired in part by market trends and competitive positioning.
Category Challenges: Pulkit discussed the struggle of accepting and operating within an existing category, like "Digital Adoption Platforms," and how Chameleon aims to differentiate itself while playing in that space.
PLG Misconceptions: Many companies fail with product-led growth (PLG) because they think of it as an all-or-nothing shift. Pulkit emphasizes the importance of small, iterative changes and learning from current users for PLG success.
Sophisticated Sales Process: Pulkit highlighted the shift from convincing companies to adopt new tools to winning customers over from competitors, which requires a more sophisticated sales process and depth of product knowledge.
Content-Led Growth: Pulkit underscored the value of high-quality content in driving inbound growth and how he has taken a hands-on approach to produce valuable, expert-level material, like a comprehensive guide on Digital Adoption Platforms.
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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

Saman Farid, CEO & Founder of Formic: $60 Million Raised to Build the Future of Robots-as-a-Service (RaaS)

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 Saman Farid, CEO & Founder of Formic, a robotics platform that has raised over $60 Million in funding.
Here are the most interesting points from our conversation:
On-demand robot workforce: Formic provides factories with robots that can work on an hourly basis, aiming to solve labor shortages by making robotic solutions more accessible.
COVID and labor shortages: Saman founded Formic during the pandemic, driven by supply chain disruptions and the unfilled jobs crisis in manufacturing, which showed a need for better automation solutions.
From VC to founder: Saman transitioned back to being a founder because he believed in the massive potential of robotics. He saw a $10 billion opportunity in automating manufacturing tasks and felt compelled to take the leap.
Robustness over cutting-edge tech: Formic focuses on reliability, prioritizing proven, dependable robotics technology that can run two shifts daily without downtime, over pursuing the latest but less mature advancements.
Unique business model - "Pay for Productivity": Formic guarantees performance and productivity, only charging clients for the output they get, which has been a game-changer in driving faster adoption of robotics.
Scaling with $250M in financing: Formic uses a sophisticated capital stack to finance deployments, which allows them to offer a "try before you buy" model, making robotics more affordable and less risky for manufacturers.
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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

Avi Singer, CEO & Founder of Showd.me: $4.5 Million Raised to Build the Future of Compliance Training

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 Avi Singer, CEO & Founder of Showd.me, a compliance training platform that has raised $4.5 Million in funding.
Here are the most interesting points from our conversation:
Pivoting to Compliance Training: Initially, Showd.me focused on peer-to-peer learning, but Avi pivoted the business to online compliance training in 2016 after realizing the compliance industry had a consistent, recurring need that wasn’t being addressed well.
Moving from ‘Nice to Have’ to ‘Need to Have’: Avi strategically shifted from the "nice-to-have" social learning market to the "need-to-have" compliance space, ensuring a steady demand due to regulatory requirements.
Capturing Existing Demand: Avi shared how Showd.me doesn’t need to create demand, as compliance is mandatory. Their focus is on providing a better product and understanding customer pain points to differentiate from competitors.
Bootstrapping vs. Raising Capital: Avi has largely bootstrapped Showd.me, appreciating the flexibility it offers in building a sustainable business without the pressures of constant fundraising.
Client Referrals as a Key Growth Strategy: Rather than relying heavily on outbound marketing, Avi emphasized the importance of client referrals and maintaining strong relationships with existing customers, which have been a primary driver of growth.
Scaling with Fundamentals in Place: Avi expressed his focus on scaling Showd.me without compromising the quality of the product or the company culture, emphasizing that a strong foundation is key to long-term success.
 
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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

Henry O'Connell, CEO & Founder of Canary Speech: $26 Million Raised to Build the Future of Vocal Biomarker Technology

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 Henry O'Connell, CEO & Founder of Canary Speech, a healthcare technology company that has raised $26 Million in funding.
Here are the most interesting points from our conversation:
Origins at a Bagel Shop: Canary Speech started when Henry and Jeff Adams, the lead developer behind Amazon Echo, met and discussed the future of using voice to detect diseases. This meeting laid the foundation for Canary's vocal biomarker technology.
Incredible Speed and Accuracy: The company's AI-driven platform analyzes 40 seconds of voice data, delivering results in milliseconds with 93-96% accuracy for diseases like Alzheimer’s, mild cognitive impairment, and Parkinson’s. It’s revolutionizing early diagnosis.
Real-time Patient Insights: Canary Speech enables doctors to assess multiple conditions — from neurological diseases to anxiety and depression — during a live conversation. This allows for more comprehensive care without additional time-consuming tests.
Global Reach and Language Capabilities: Canary Speech’s models are already being used in multiple countries and languages, including English, Japanese, and Spanish, extending healthcare accessibility to underserved regions.
Strategic Partnerships with Microsoft: Microsoft’s investment and integration of Canary Speech into the Azure platform have expanded the company's reach globally. They’re now exploring partnerships that could further embed Canary’s solutions into healthcare systems.
The Transition to SaaS: After two years of project-based revenue, Canary Speech transitioned into a SaaS model, allowing for recurring revenue streams and long-term scalability in healthcare and call centers.
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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
 

Katy Carrigan, CEO of Goody: $32 Million Raised to Build the Future of Corporate Gifting

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 Katy Carrigan, CEO of Goody, a corporate gifting platform that's raised over $32 Million in funding.
Here are the most interesting points from our conversation:
Modernizing Corporate Gifting: Goody is transforming the outdated corporate gifting model by curating a marketplace of items people actually want, moving away from generic fruit baskets and other uninspiring gifts.
Product-Led Growth Strategy: Goody's go-to-market approach is rooted in product-led growth, with a focus on inbound sales driven by SEO, SEM, and word-of-mouth, rather than a large outbound sales team.
Pivot from Consumer to B2B: Initially launched as a consumer gifting app, Goody shifted to B2B after realizing its product was being used in business contexts. The team capitalized on this by focusing on executive assistants who handle company gifting.
Targeted Growth Through Communities: Katy shared Goody's strategy of penetrating niche buyer groups like executive assistants, HR teams, and marketing departments to drive growth within companies, using customer feedback to guide expansion.
High Conversion Rates Through Constant A/B Testing: Katy emphasized the importance of conversion optimization through rigorous A/B testing on marketing pages and user experience to drive sign-ups.
The Power of Referrals: Goody introduced a successful referral program that contributed significantly to user growth, highlighting how key user moments—like the completion of a gift—can trigger referrals.
 
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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
 
 
 

Rohit Bhadange, CEO & Founder of Zamp: $14 Million Raised to Solve the Sales Tax Problem Killing eCommerce Companies

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 Rohit Bhadange, CEO & Founder of Zamp, a modern sales tax solution for e-commerce and SaaS companies that has raised $14 Million in funding.
Here are the most interesting points from our conversation:
Zamp automates sales tax compliance for e-commerce and SaaS companies: Zamp ensures small and mid-market businesses spend less time managing sales tax and more time focusing on revenue-generating activities.
The risk of sales tax non-compliance: If businesses fail to properly collect and remit sales tax, they could face serious financial and even criminal penalties, particularly with increasing audits by states.
Sales tax is a growing issue since 2018: The Supreme Court ruling in Wayfair vs. South Dakota significantly increased the burden on businesses to charge sales tax even without physical presence in a state.
Lack of education is a key problem: Many businesses are unaware of the complexities of sales tax, leading to non-compliance. Zamp’s approach focuses heavily on educating their customers through various channels to mitigate this risk.
Zamp combines technology with expert services: Rohit emphasizes the importance of blending automation with expert advice, especially in compliance-heavy industries where trust is critical.
Building trust through content: Rohit underscores the power of founder-led content and consistent, informative outreach to build credibility with potential customers and partners.
 
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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
 
 

Sebastian Stranieri, CEO & Founder of VU Security: $24 Million Raised to Build the Future of Digital Identity & Fraud Prevention

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 Sebastian Stranieri, CEO & Founder of VU Security, a fraud prevention and identity protection platform that has raised $24 Million in funding.
Here are the most interesting points from our conversation:
The Future of Digital Identity: Sebastian explained how the digital identity of individuals is scattered across the internet, making it nearly impossible to erase personal data. His vision is to give users control over their identities, allowing them to manage, revoke, or approve access to their information.
The Intersection of Cybersecurity and User Experience: Balancing security with user experience is no longer a trade-off. Sebastian emphasized that today’s technology should provide both, enabling companies to deliver secure yet frictionless services to their users through AI and behavior-based models.
SaaS Business Model Evolution: VU Security shifted to a SaaS-based, transactional business model, offering clients flexibility with consumption-based pricing. This approach allows them to cater to the specific needs of their clients, from financial institutions to government entities.
Global Expansion Through Strategic Partnerships: Over 60% of VU’s revenue comes from partnerships with large firms. These collaborations have allowed VU to expand into 23 countries without direct investment in each market, leveraging partners for localization and implementation.
Building Trust in the Early Days: Winning the trust of VU's first major client was challenging. Sebastian shared the story of how one bank executive bet his career on VU’s technology, a move that underscored the importance of trust in the cybersecurity space.
Leveraging Awards for Credibility: Early on, VU Security relied on prestigious industry awards to signal credibility in the marketplace. One major recognition from MIT’s Technology Review helped validate the company as an innovator in the cybersecurity field.
 
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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
 
 

Ilya Preston, CEO & Co-Founder of Paxafe: $14 Million Raised to Power the Future of Decision Intelligence in Logistics

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 Ilya Preston, CEO & Co-Founder of Paxafe, a decision intelligence platform for temperature-controlled logistics that has raised $14 Million in funding.
Here are the most interesting points from our conversation:
Founding Paxafe: Paxafe was founded in 2018 to address inefficiencies in temperature-controlled logistics. Initially, the company offered IoT devices for real-time location tracking, but they eventually pivoted to focus on decision intelligence, optimizing cold chain processes.
From Sensors to Intelligence: While sensors and IoT devices have helped track goods, the real issue remains in converting that data into actionable insights. Paxafe’s platform helps companies reduce waste and improve decision-making by offering a more comprehensive approach to supply chain management.
Market Evolution: Paxafe transitioned from being categorized as a risk management platform to focusing on decision intelligence. Unlike competitors optimizing for black swan events, Paxafe's value lies in improving day-to-day decision-making, such as routing optimization and carrier selection.
Building the GTM Function: Paxafe didn't set up a formal marketing function until after closing their Series A. Since then, they have focused on standing up inbound and outbound processes, showing how GTM can rapidly accelerate growth when implemented strategically.
Effective Marketing Strategies: Conferences have been a high ROI channel for Paxafe, allowing them to engage with cross-functional teams. Consistent and high-quality content creation has also proven to be a key driver for pipeline expansion.
The Importance of Clear Fundraising Processes: Ilya emphasized the importance of running a tight fundraising process with clear communication, goals, and timelines. Early on, he learned the importance of being explicit about whether you’re fundraising during investor meetings to avoid confusion later.
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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

Karoli Hindriks, Founder of Jobbatical: $23 Million Raised to Build the Future of Global Mobility with AI-Powered Relocation Solutions

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 Karoli Hindriks, Founder of Jobbatical, a relocation visa support platform that has raised $23 Million in funding.
Here are the most interesting points from our conversation:
Simplifying Global Mobility: Jobbatical is working to make relocating to a new country as simple as booking a flight, leveraging AI and automation to streamline the employee visa process, cutting costs and reducing friction for both individuals and HR teams.
Pivoting to Meet Customer Needs: Originally starting as a cross-border recruitment platform, Jobbatical pivoted in 2019 to focus solely on solving the relocation challenges their customers highlighted, such as visa management.
Embracing Borderless Living Technology: Karoli describes Jobbatical as a creator of “borderless living technology,” aiming to build a new category that transcends traditional immigration tech and adapts to the modern, highly mobile workforce.
Service Layer on Top of SaaS: Jobbatical blends software with a service layer, automating tasks like filling out visa forms and reducing manual work, significantly enhancing the user experience.
Tackling Legacy Providers: Jobbatical is disrupting both large immigration law firms and internal HR teams by offering a more cost-effective and seamless solution to global relocation.
Future Vision: Karoli envisions a world where the current paper passport becomes obsolete, replaced by a digital identity that makes global relocation frictionless, supported by AI-driven platforms like Jobbatical.
 
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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
 

Elad Ferber, CEO & Co-Founder of Synthpop: $8 Million Raised to Build the Future of Healthcare Administration with AI

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 Elad Ferber, CEO & Co-Founder of Synthpop, a healthcare technology company that's raised over $8 Million in funding.
Here are the most interesting points from our conversation:
Synthpop's Vision: Synthpop is leveraging AI to revolutionize healthcare administration by streamlining back-office functions, which Elad sees as the biggest opportunity to transform the industry.
Prior Experience with Spry Health: After leading Spry Health, Elad learned that healthcare systems are slow to adopt change, even with great products. This drove him to build a faster-growing healthcare company.
Fast GTM Traction: Synthpop achieved impressive growth, reaching nationwide scale and processing over one million administrative tasks in just 17 months, a milestone that took them less than six months to reach with their first paying customer.
Category Focus: Synthpop operates in highly consolidated verticals such as durable medical equipment and diagnostic testing. This focus has enabled rapid adoption and clear value delivery in less traditional healthcare settings.
Positioning as "Labor, Not Software": Synthpop positions itself as a labor solution, not a SaaS product, differentiating by automating repetitive administrative tasks such as insurance verification, reducing labor costs for healthcare providers.
Composable Intelligence as the Future: Elad believes that in the next five years, AI will simply be viewed as scalable intelligence, with Synthpop at the forefront as a composable intelligence platform for healthcare providers.
 
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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