Category Visionaries

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

Matei Stratan, CEO of Ogre: $2 Million Raised to Build the Future of Energy Management

In today's episode of Category Visionaries, we speak with Matei Stratan, CEO of Ogre, an energy management platform that’s raised over $2 Million in funding, about exactly why energy management is critical for our transition to a better energy future, and how Ogre's grid-level AI is set to be a critical part of its infrastructure. Providing the world's first 360-degree view of the entire energy value chain, Ogre provides solutions for everyone from large-scale producers to policymakers to increase both operational and financial efficiency across a whole range of metrics. 
We also spoke about Matei's career transition from some of the world's largest financial institutions to startup Founder, everything he learned about analytics and insight along the way, and why he believes that machine learning in energy is the future we all need. 
Topics Discussed:
Why bad forecasting costs time and money across a whole range of industries, and why the need for a solution in the energy sector is particularly acute
Why developing high level machine learning solutions needs careful balancing of technical expertise with sufficient manpower to get the job done
Our smart energy future and why a grid-level AI solution is a vital part of the transition infrastructure
How Ogre's focus on the European market helped them gain vital lessons for their expansion
Why complexity in the energy value chain is only going to increase, and why machine learning is part of the answer
How variations in regulatory frameworks and customer priorities mean Ogre has had to stay flexible
 
Favorite book:
The Man Who Solved the Market: How Jim Simons Launched the Quant Revolution

Ramiro Berrelleza, CEO of Okteto: $18 Million Raised to Build the Future of Cloud Development

In today's episode of Category Visionaries, we speak with Ramiro Berrelleza, CEO of Okteto, a software development microservices platform that’s raised over $18 Million in funding.
Topics Discussed:
A lifetime in tech, how computer games led Ramiro to cloud-integrated software solutions
Leaving Mexico to pursue a career in big tech and what ‘becoming Californian’ means for a Mexican migrant
How Okteto identified DevOps inefficiency as a critical challenge for contemporary businesses
Why Ramiro believes the key to strong businesses lies in building great teams, rather than relying on an individual founder
Why storytelling has become a mission critical skill for Ramiro, and all founders seeking to create a new market category
The challenge of carving a new space in a crowded market, but why the benefits of leading an industry are ultimately a worthwhile payoff
 
Favorite book: 
The Design Of Everyday Things

Kian Katanforoosh, CEO of Workera: $21 Million Raised to Build the Skills Intelligence Category

In today's episode of Category Visionaries, we speak with Kian Katanforoosh, CEO of Workera, a skills intelligence platform that’s raised over $21 Million in funding, about why the future economy demands a more streamlined approach to skills development, and how deep learning is going to provide the framework to keep workers ahead of the curve. By providing a personalized learning system based on cutting-edge psychometric analysis to recommend the ideal skills and precisely where to develop them, including feedback and progress monitoring, Workera combines the benefits of direct face-to-face education with the massive analytic capacity of big data.
We also spoke about the current state of the AI sector and why we found ourselves in a global skills crisis, the limitation of online learning versus a more supportive learning environment, and why Kian is here to stay in San Francisco, even if other global tech hubs are emerging as serious competitors. With a commitment to democratizing AI education and an innovative software solution to make that dream a reality, Workera is set to take its place as a market leader in the emerging category of ‘workplace intelligence’.
Topics Discussed:
Kian’s career bridging business and academia, and the connections between his role as a lecturer and business leader
The current state of the AI industry, and why a global skills shortage poses a significant threat to ongoing innovation
Why mentors and guidance are still an essential component of education, and how to emulate those benefits in the digital space
How psychometrics can provide the critical insight needed to support targeted skills development on an individual basis
How Workera successfully developed partnerships with leading brands
Why Kian is set to stay in San Francisco, even in the face of competing tech hubs emerging all around the world

Steve Berneman, CEO of Blueprint Title: $24 Million Raised to Build the Future of Title Insurance Management

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 Steve Berneman, CEO & Co-Founder of Blueprint Title, a digital platform redefining the title and closing experience that's raised over $24 Million in funding.
Here are the most interesting points from our conversation:
Industry Overview: Title insurance is a guarantee against unknown encumbrances on property ownership, primarily found in the U.S. and Canada.
Market Fragmentation: Despite the oligopoly in title insurance underwriting, the distribution is highly fragmented, creating opportunities for innovation.
Customer-Centric Approach: Blueprint Title focuses on reducing friction in real estate transactions by prioritizing buyer and seller needs.
Unique Market Focus: The company targets small and medium-sized businesses that view property as an asset, such as builders, developers, and real estate investors.
Tech-Driven Solutions: Blueprint Title aims to make real estate transactions self-service and more transparent through technology.
Vision for Change: Steve's goal is to reduce the cost and complexity of title insurance, aiming to shrink the industry while improving service quality.
 
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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

Alex Kouts, CEO of Indigov: $38 Million Raised to Transform How Elected Officials Manage and Engage with Their Constituents

In today's episode of Category Visionaries, we speak with Alex Kouts, CEO of Indigov, a civic relations platform that’s raised over $38 Million in funding, about why innovation in the way we interact with state institutions might just be the key to preserving our democracy. We might not agree about exactly how it should function, but most people agree that democratic institutions are one of our greatest collective achievements, and something worth preserving. By automating, organizing, categorizing and analyzing citizen-state communications across a whole range of platforms, Indigov is determined to rebuild the human aspect of the democratic experience and help us all play a more central role in the big decisions that affect our lives.
We also speak about why Silicon Valley has traditionally been averse to state-involved business models, but why it remains a global capital of value creation mythology, how Alex’ approach to building a business always starts with getting into a very serious problem, and the role of big lobbying firms in swamping the communication landscape of contemporary politics. Dealing with such sensitive and potentially politically-charged material, Indigov has had to deploy an enhanced level of due diligence on potential investors, but have continued to expand as a revenue-generating company over the years. With the critical momentum now building behind them, they are ready to revolutionize the way all of us relate with our government.
Topics Discussed:
Alex’s career building tech businesses, and why the search for a real problem led him to launch a civic engagement platform
Why initially investors were skeptical of any proposal involving the government, and how building momentum in silicon valley takes patience and effort
Why the way public officials manage their digital communications is so problematic, and how a few relatively simple solutions can make all the difference
How big private lobbying firms swamp the civil space, drowning out independent voices with sheer weight of numbers
The current state of civil engagement techniques, and why they would be unacceptable in the private sector
Why Indigov has to rely on additional levels of investor diligence before accepting funds from potentially problematic source
 
Favorite book: 
The Lessons of History