Category Visionaries

Astrid Atkinson, CEO of Camus Energy: $20 Million Raised to Build the Future of Grid Management

In today's episode of Category Visionaries, we speak with Astrid Atkinson, CEO of Camus Energy, a Grid Management platform that’s raised over $20 Million in funding, about how coming transformation in the critical utilities sector provides opportunities for startups to claim space for themselves and drive change for the better. Developing large-scale software infrastructure to manage the way we produce, distribute and consume energy, Camus Energy is preparing for a future in which decentralization and diversification are the key concepts that need to be accommodated. Utilities might get a bad reputation for being slow-moving and resistant to change, but with disruption on the horizon it’s time to let real-world needs shape what solutions become successful.
We also speak about Astrid’s time in the early years of google and the lessons she brought with her into the startup space, why transformation leaves space for agile startups to compete on an even footing with established industry players, and how engaging directly with potential customers helped Camus Energy define the parameters of their innovative character.
Topics Discussed:
Astrid’s role in the early years of Google and the vital lessons she learned about the role of individuals in creating global impact
What led Astrid to launch a startup in the utilities space, despite a bad reputation for being conservative and resistant to change
Why the energy grid of tomorrow needs an innovative software solution to manage the speed and scale of the transition
How decentralization and diversification are going to shape the future of our energy sector, and how Camus Energy is preparing to be a part of it
Why Astrid believes in healthy competition, and in creating spaces with enough room for everyone in a market to succeed
How changing needs shape the solutions which succeed, and why it’s sometimes worth taking the risk of creating a transformative market category
 
Favorite book: 
Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers (Collins Business Essentials)

Andrew Forman, CEO of Givz: $3 Million Raised to Make Donating, Not Discounts, eCommerce Brands Ultimate Growth Lever

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 Andrew Forman, CEO & Founder of Givz, an e-commerce marketing platform that has raised $3 Million in funding.
Here are the most interesting points from our conversation:
Givz's Core Offering: Givz helps brands replace or enhance discounts with donation incentives, boosting sales and fostering customer loyalty.
Real-World Impact: A campaign with H&M showed the power of Givz, generating $150,000 in donations and converting customers as effectively as traditional discounts.
Sector Adoption: While luxury brands were the initial target, Givz has found success across various sectors, including pet, health and wellness, and CBD.
Customer Engagement: Customers are more likely to make repeat purchases and feel positively about brands that offer donation incentives rather than mere discounts.
Scalability: Givz’s approach allows brands to quickly see the value of donation incentives through simple A/B testing and site-wide campaigns.
Future Vision: Givz aims to expand beyond e-commerce to include brick-and-mortar stores and other industries, offering incentives for various customer actions.
 
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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

Laura McGee, CEO of Diversio: $6 Million Raised to Help Organizations Measure and Improve DEI

In today's episode of Category Visionaries, we speak with Laura McGee, CEO Diversio, a diversity, inclusivity and equity platform that’s raised $3 Million in funding, about why she believes data holds the key to realizing a genuine diversity agenda and building a better business environment for everyone, regardless of their background. It’s common knowledge today that a more inclusive workforce leads to improved business outcomes, but not many companies out there have really shown themselves able of fulfilling loft commitments made to shareholders and ethics boards. By combining comprehensive experience insights, pain point identification and practical recommendations for action to address problems, Diversio promises a new way of approaching the diversity agenda for the entire business community.
We also speak about Laura’s work in the female entrepreneurship space, how Diversio developed its unique inclusivity metrics, why their systematic problem-solving approach has been a big hit with their growing customer base, and how a scrappy bootstrap start without much capital helped them develop a market-leading product which would propel them to strong growth.
Topics Discussed:
Laura’s passion for the DEI agenda, both working with Diversio and in her capacity as an expert on womens’ entrepreneurship
Why companies’ ability to achieve genuine inclusivity is still lagging behind their commitments, and why that needs to change
How Diversio’s systematic approach, from gathering insights to offering recommendations, is defining the corporate inclusivity agenda
How a bootstrap start for Diversio ultimately helped them develop a market-leading product and provided the impetus to get things right first time
Why Laura is happy to see a proliferation of startups in the diversity and inclusion space, but why she feels Diversio still manages to set itself apart
The current state of diversity across the business board, and why Laura believes we all have a reason to be optimistic
 
Favorite book: 
The Outsiders: Eight Unconventional CEOs and Their Radically Rational Blueprint for Success

Honey Mittal, CEO of Locofy.ai: $3 Million Raised to Build the Future of Frontend Development

In today's episode of Category Visionaries, we speak with Honey Mittal, CEO of Locofy.ai, a design-to-code platform that’s raised $3 Million in funding, about why this critical phase in the process of bringing software to market remains one of a contemporary startup’s most acute pain points, and how an automated solution can help us all build better, faster and more efficiently. There’s no doubt that developers are one of the toughest product audiences out there, with no kind words for sub-par software solutions, so even a cursory look at some of Locofy.ai’s big-name clients makes it clear that they’re on to a winning idea.
We also spoke about Honey’s experiences in the Southeast Asian tech sector, how the unique regional circumstances helped foster a more global perspective on the contemporary tech sector, why design-to-code just makes sense as a software solution, but only for those who can really get the product right, and how online developer communities provide a lot of opportunities to grow, learn, and improve a product offering.
Topics Discussed:
Honey’s career in the Southeast Asian tech sector, and what we can learn from this strategic region about contemporary concerns in the industry.
How a decade in tech laid the foundations for Honey to found Locofy.ai, and why it was design-to-code that became their software offering
Why making the leap from innovative design to actionable code remains one of the modern startup economy’s most significant stumbling blocks, and how Locofy.ai plans to bridge the gap
The current state of the software development sector, and why a shortage of engineers is reaching crisis point
Why developers are one of the toughest audiences in tech, with no kind words for sub-par software solutions
How Locofy.ai learned to work with online developer communities, and how it helped them develop a more market-ready product
 
Favorite book: 
The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers

Emmanuel Massenez, CEO of Kwali: $2.5 Million Raised to Build the Future of Food Production for QSRs

In today's episode of Category Visionaries, we speak with Emmanuel Massenez, CEO of Kwali, a food production platform that’s raised over $2.5 Million in funding, about why it’s time for technology to make its mark in the food production space, and how computer vision promises new levels of consistency and customer satisfaction across the board. By compiling real-world insights and feeding critical data back to managers and brand leaders about exactly what they’re doing right and what they need to do to do it better, Kwali helps build long-term strategies to ensure a more effective and efficient delivery process which leaves both staff and customers smiling.
We also speak about Emmanuel’s long-standing love of French philosophy and how it informs a lot of his choices as a leader, why a desire to make more of a positive impact led him to the food production space, and why it might be time to leave those gut feelings behind and let data take the lead in making critical business decisions.
Topics Discussed:
Philosophy, learning, and why Emmanuel believes there’s nothing new under the sun.
Why Emmanuel moved to Silicon Valley during the COVID pandemic, and why he’s still sure it was the right decision
Why the food industry remains underrepresented in terms of technology adoption, and how that makes it a fertile ground for the right kind of startup
How computer vision is going to change our relationship with consistency and customer satisfaction, providing the critical data we need to make the right kind of business decisions
Why pizza was the perfect place for Kwali to start its marketplace journey, and the potential for development with other popular dishes
Why a little faith in human decency makes a better business environment for everyone, and how Kwali sees every problem as an opportunity to learn
 
Favorite book: 
Any books written by Friedrich Nietzsche

David Brumley, CEO of Mayhem: $38 Million Raised to Build the Future of Security Testing

In today's episode of Category Visionaries, we speak with David Brumley, CEO of Mayhem, an automated security testing platform that’s raised over $38 Million in funding, about how a hacker mindset in defensive security can turn the tables on aggressors, and give your cyberdefense the edge in the endless technology arms race. By deploying automated systems to construct a comprehensive map of an enterprise’s existing security landscape, built on an off-the-shelf code, Mayhem identifies exactly where action should be taken to tighten up any potential cracks in your defenses before a disastrous incursion ever occurs.
We also spoke about David’s colorful life before transitioning to a career in the tech startup space, what it was like setting out to disrupt Silicon Valley in the 1990s and how things have changed since then, and why hostility in public discourse is just par for the course when you challenge established industry dogma. Without paying too much attention to the category creation complex, David sees Mayhem as forging its own niche based exclusively on the efficacy of its software solutions.
Topics Discussed:
How David decided to change his life, and how one crazy night led him to the world of technology solutions
How Silicon Valley got its start in the University sphere, and how things have changed since the years of classified ads to become billion dollar investment opportunities
Why disrupting industry dogma inevitably brings public backlash, and how David manages to move beyond it by focusing on solutions
Why the hard part of building a business isn’t having a vision, but holding onto your vision when things don’t go your way
How recognising the utility of research is the only way to really move an industry forward with cutting-edge technology
Why Mayhem started with enterprise-led sales, but found new opportunities by developing PLG channels to build adoption from the ground up
 
Favorite book: 
The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers

Ashish Nagar, CEO of Level AI: $35 Million Raised to Power Contact Centers of the Future

In today's episode of Category Visionaries, we speak with Ashish Nagar, CEO of Level AI, a contact center software platform that’s raised over $35 Million in funding, about why machine learning might just finally be the customer service solution the market has been searching for. AI has come a long way in recent years, with increasingly sophisticated solutions available to emulate the human experience, and Level AI promises an automated system for analyzing and enhancing the customer service experience, particularly for companies with complex customer service needs in sectors like healthcare, finance and travel.
We also spoke about how AI is shifting from traditional language development models, the challenge of brands competing to differentiate themselves on customer service, and how Level AI manages to stand out in an oversaturated, highly commodified marketplace. 10 years ago the idea of having a meaningful conversation with a machine was the stuff of science fiction, but it looks set now to be the customer service solution of tomorrow.
Topics Discussed:
How a product-focused background helped Ashish pioneer the customer service AI system
The current state of conversational AI, and how recent developments promise some exciting transformations in how we relate to machine-led systems
Why so many businesses have sub-par customer service systems, and how automation could offer a solution to the problems for all the parties involved
Taking a product to market in an overcrowded space, including education and careful positioning for the future
Why inertia has set in in how we implement customer service, and why it can be a real challenge to implement wholesale transformations alongside existing operational needs
The future of AI, and how the jump from simple reasoning to complex analysis is the real holy grail on the horizon
 
Favorite book: 
Leadership: In Turbulent Times

Leena Joshi, CEO of CloseFactor: $15+ Million Raised to Automate Repetitive Sales Processes

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 Leena Joshi, CEO & Co-Founder of CloseFactor, a sales tech platform that has raised $4.5 Million in funding.
Here are the most interesting points from the conversation:
Innovative Use of AI in Sales: CloseFactor aims to automate the research process for salespeople, allowing them to focus on engaging with customers by leveraging advancements in machine learning.
Bridging Marketing and Sales: CloseFactor promotes alignment between marketing and sales teams by providing tools that ensure precision targeting and actionable leads, reducing the typical friction between these departments.
Proving Value with Early Customers: Early adoption by companies like LaunchDarkly demonstrated the platform's effectiveness, with sales reps using CloseFactor generating and closing deals at more than double the rate of those who did not.
Target Market: CloseFactor targets companies that have achieved product-market fit and are looking to scale, particularly in sectors like DevOps, data analytics, cybersecurity, and future of work.
Customer-Centric Approach: CloseFactor places a strong emphasis on customer satisfaction, with high renewal and expansion rates among its initial clients, indicating strong product-market fit and value delivery.
Navigating Go-to-Market Challenges: Leena shared insights into overcoming early challenges, including validating the market need and refining the product to showcase the value of their machine learning capabilities.
 

Ryan Schonfeld, CEO of Hivewatch: $25 Million Raised to Build the OS of Physical Security

In today's episode of Category Visionaries, we speak with Ryan Schonfeld, CEO of Hivewatch, a physical security platform that’s raised over $25 Million in funding, about how contemporary security needs are evolving, and not just in cyberspace. Hivewatch was founded to update the antiquated approaches of established players in the physical security industry, providing seamless, highly-efficient solutions to a whole range of contemporary security challenges and maximizing the ROI from a business’ existing security infrastructure.
 
We also speak about how Ryan’s unique career trajectory, from law enforcement to corporate founder, helped him understand the demands of the physical security sector, and found him frustrated with the slow adoption of new technology. Moving into a ‘sleepy’ industry, but one in which he sees a lot of potential, Ryan champions a customer-obsessed approach, assisting directly with everything from early adoption to working through ongoing challenges as and when they arise.
Topics Discussed:
From law enforcement to corporate founder, and why Ryan’s experiences in the police force helped grow an appreciation for the power of technology
The steady rise of physical security, and why the spotlight on cybersecurity might be about to move on
Why most companies waste a lot of time and money on inefficient security solutions, and how Hivewatch plans to change all that
Why Ryan doesn’t feel ready yet to claim that Hivewatch is defining a new market category, but is confident of doing so in the very near future
Why a customer-driven approach is Hivewatch’s preferred strategy, and how it generates benefits beyond purely revenue
Why Ryan prefers an informed investor, someone who can bring more than just money to the table, when it comes to raising funds

Michael Assraf, CEO of Vicarius: $29 Million Raised to Build the Future of Vulnerability Prioritization

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 Assraf, CEO & Co-Founder of Vicarius, a vulnerability remediation platform that has raised $29 Million in funding.
Here are the most interesting points from our conversation:
Hands-On Leadership: Despite leading a company of 50 people, Michael still writes code, emphasizing the importance of staying connected to the product.
Military Influence: Michael attributes much of his entrepreneurial drive and problem-solving skills to his experience in the Israeli military, where young people are given significant responsibilities.
Founding Story: Vicarius was inspired by Michael's early fascination with computers and his co-founder's experience in cybersecurity. They aimed to solve big problems in vulnerability remediation.
Product Overview: Vicarius Topia integrates vulnerability scanning, prioritization, remediation, and automation into a single platform, streamlining processes that are typically handled by multiple products.
Community Focus: The V Society community is a growing initiative that invites IT admins and security engineers to collaborate and share vulnerability remediation strategies, moving towards a crowdsourced approach.
PLG Strategy: Vicarius has embraced a Product-Led Growth (PLG) approach, focusing on making their product accessible and easy to use, with significant reliance on user feedback to continuously improve the 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