Category Visionaries

Saket Saurabh, CEO of Nexla: $15 Million Raised to Build the Future of Data Operations

In today's episode of Category Visionaries, we speak with Saket Saurabh, CEO of Nexla, a no-code data operations platform that’s raised over $15 Million in funding, about why the limitations of our analytics are stifling the tremendous potential of the data we all generate. Working over several years to produce a market-ready solution to most people’s near total data illiteracy, Nexla is ready to expand their reach, offering a no-code, fully automated software package to ensure that anyone and everyone can get the most out of the 21st-century’s most valuable commercial commodity, data.
We also spoke about what it was like moving from India to Silicon Valley, what pushed Saket to make the change, and the magical innovation environment he encountered once he arrived. We discuss why the bay area remains one of the world’s most exciting tech startup hubs, and how standing out there needs more than just a well-built piece of software. To bring true innovation to the market means a campaign of awareness raising and education, letting people know that large-scale disruption is on the way, and this is where Saket spends most of his energy these days.
Topics Discussed:
A life transformed by technology - what brought Saket to Silicon Valley and how it profoundly affected his life
The perfect mix of openness and energy which make the bay area such an idea place to start a business
The power of networking, and why talking to people about their ideas always pays dividends in the long run
The limitations of data literacy among the general population, and how that negatively impacts the business climate
Why Nexla spent 3 years developing their specialized software solution, and why they’re now confident it's time for mass adoption
How machine learning and systematic engineering approaches are a powerful problem solving combination

Eric Velasquez Frenkiel, CEO of Pomelo: $70 Million Raised to Build the Future of Remittance

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 Eric Velasquez Frenkiel, CEO & Founder of Pomelo, a money transfer platform that's raised over $70 Million in funding.
Here are the most interesting points from our conversation:
Innovative Money Transfer: Pomelo uses credit to facilitate international money transfers, reducing transfer fees to zero and providing instant access to funds.
Founder’s Journey: Eric transitioned from leading SingleStore, a successful database technology startup, to founding Pomelo after identifying a personal need for a better money transfer solution.
Military Influence: The responsibility and problem-solving skills Eric gained in the Israeli military significantly shaped his approach to entrepreneurship.
Product-Led Growth: Pomelo focuses on a product-led growth strategy, emphasizing customer experience and community engagement.
Market Validation: The initial launch saw 125,000 people sign up on the waitlist, validating strong market demand.
Regulatory Navigation: Pomelo leverages the Visa and Mastercard networks to provide a secure, transparent money transfer solution, avoiding the traditional pitfalls of cash-based systems.
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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
 

Ryan Lasmaili, CEO of Vaultree: $16 Million Raised to Build the World’s First Fully Functional Data-in-Use Encryption

In today's episode of Category Visionaries, we speak with Ryan Lasmaili, CEO of Vaultree, an encryption as a service platform that’s raised over $16 Million in funding, about why we need a new solution focused on working with encrypted data to plug some serious leaks in our security system, Vaultree has spent more than 8 years developing an entirely unique software solution, allowing people to access, analyze, and process encrypted data without ever making it vulnerable to outsiders. Keeping our data safe while we work is the new frontier of security, and one which Vaultree looks set to lead in the years to come.
We also speak about why Ryan doesn’t feel the need to follow other founders’ approaches, how he and his team managed to split their time between full time work, and why now that the software is ready to go it’s time for the real work to begin. Bringing real innovation to market is always a challenge, and for Vaultree, a company some feel is trying to achieve the impossible, educating people about the need for the software is less of a challenge than convincing them it’s not too good to be true.
Topics Discussed:
Living in 26 countries, and why Ryan’s life has always been on the move
Why focusing on yourself is a professional development strategy just as valid as looking for established leadership figures
Why existing encryption solutions for data are basically just ‘workarounds,’ and why Vaultree set out to do something different
Why it took the Vaultree team 8 years to develop their technology, and why is was definitely worth the wait
How to sell a solution that most people perceive must be impossible, and why leaders in new markets have to master the art of narrative
How Vaultree plans to make this new technology part of our daily lives, as invisible as the tech in our phone handset
 
Favorite book: 
Can't Hurt Me: Master Your Mind and Defy the Odds

Ivan Maryasin, CEO of Monite: $6 Million Raised to Build the Automated Finance Management Category

In today's episode of Category Visionaries, we speak with Ivan Maryasin, CEO of Monite, an automated finance management platform that’s raised over $6 Million in funding, about why it just makes sense to automate the way you manage your money, and how Monite’s plug-in solution promises a seamless translation to more effective financial management for SMEs in the SaaS sector and beyond. Listening to their potential customers and letting the market demand shape the ‘lego bricks’ of Monite’s software solutions has helped this niche-market business hyper target suitable partners and set the stage for large scale expansion in the future.
We also speak about why dreaming big brought Ivan to the world of business, and how he feels its the most effective way to make a genuine impact, how actions are more likely to define your company culture than whatever plans you write on a whiteboard, and why letting the market lead you can be a lucrative approach to developing software solutions. Innovation is never easy, especially when you need to spend time and resources educating your customers, but succeed and you might just redefine good business sense.
 
Topics Discussed:
Why Ivan came to Silicon Valley, but why the European market is much more accessible for migrant workers
How poor financial management can really cost you, but why most people are unaware of the impact it has on their business
Why plug-in functionality and integration with existing software was an essential component of Monite’s software development process
How Monite let the market lead them to a solution their customers were already demanding
The challenges of innovating in a new market space, and why education is critical to driving demand
Why everything you do is a ‘touch point’ with your reality, and how every choice you make manifests the world you want to live in
 
Favorite book: 
What You Do Is Who You Are: How to Create Your Business Culture

Agapitos Diakogiannis, CEO of Seafair: $6.5 Million Raised to Build the Future of Maritime Recruitment

In today's episode of Category Visionaries, we speak with Agapitos Diakogiannis, CEO of Seafair, a maritime recruitment platform that’s raised over $6.5million in funding, about why hiring the right staff in the maritime industry is one of the world’s most significant recruitment challenges, and how mistakes in this largely unseen network can have very real consequences for supply lines, energy, and pretty much everything else. With Seafair, Agapitos is on a mission to bring maritime recruitment into the 21st century, building a labor marketplace which helps harmonize the hiring process for companies operating across multiple jurisdictions, identify and vet key characteristics of potential employees , and give them an integrated platform for managing paperwork, wages, and everything else they need to know in this often fragmented industry.
We also spoke about the challenges of launching a potentially disruptive company in a historically conservative industry, and how striking a balance between a reputation for innovation with the reliability of an established market presence is a critical narrative challenge for Seafair, and one which they are still fine-tuning in their branding strategy. At the end of the day, it all comes down to being able to solve people’s problems, and that’s where Seafair’s true strength lies, word-of-mouth recommendations which can be difficult for mainstream marketing strategies to reach.
Topics Discussed:
How a long career in the shipping-tech industry gave Agapitos critical market insight and helped identify an ideal niche for recruitment innovation
Why the maritime industry is a particular challenge in terms of recruitment, and why the ideal staff can be difficult to identify in a global labor pool
How a fragmented regulatory, cultural and economic landscape means that integration and harmonization are key for recruitment support solutions
How putting clients first will always help ensure a sustainable business model in the long run, and how Seafair has achieved their critical velocity
Why support for seafarers is just as important as their employers when looking to build a truly sustainable business
Balancing a disruptive reputation with a pragmatic approach to problem-solving, and how a unique combination of these divergent messages help Seafair get their message across
 
Favorite book: 
The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers

Tom “TJ” Jermoluk, CEO of Beyond Identity: $200 Million Raised to Build the Future of Multi-Factor Authentication

In today's episode of Category Visionaries, we speak with TJ Jermoluk, CEO of Beyond Identity, a passwordless authentication platform that’s raised over $200 Million in funding, about why it’s time to address the fundamental flaw in the way we’ve all been running our security. We all know that sharing passwords is a no-no, but it’s built into the alphanumeric system on which our traditional security systems have been based for decades. By combining identity management and security infrastructure, Beyond Identity are carving out a new market category, and successfully bringing investors and clients along for the ride.
We also spoke about TJ’s legacy in Silicon Valley and the companies which helped to make him a legend there, why it’s such a uniquely great place for starting a startup, and how it’s changed over the decades. Leading the way in a new market space means confronting a whole host of unique challenges, foremost among which is educating your market about exactly why what you’re offering is something they need, and how it's going to change their whole world.
Topics Discussed:
TJ’s time in Silicon Valley, and why a unique combination of innovation and investment means its still a uniquely special place to do business
Why most existing security solutions are just a ‘band aid on a gaping wound,’ and how Beyond Identity is taking a totally different approach
How seamless, password-free authentication can save a business time and money in the medium-long term
How the .com crash changed the silicon valley ecosystem, and why some of the strongest companies emerged on the other side
Why selling a unique vision to your customers might mean selling what seems impossible, and making it worth their money to support
How Beyond Identity carved out a new market category by combining identity and security as twin priorities
 
Favorite book: 
The Soul of A New Machine

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, about how inefficiencies in software development cycles can undermine long-term business success, and why Okteto saw this challenge as an opportunity to carve out a new market category. By providing cloud-integrated development support services for engineering teams, helping them coordinate, collaborate and innovate remotely, Okteto helps make sure that their clients don’t fall behind the competition when it comes to the rate at which they can deploy their critical software solutions.
We also spoke about why Ramiro prefers to focus on teams, and doesn’t quite buy into the myth of the charismatic leader, the challenges of creating a new market category and the benefits of leading market once you’ve done so, and why storytelling is a critical skill for any founder, even those working in a tech-orientated market space. By driving a sense of urgency.
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

Rodney Reisdorf, CEO of Verivend: $3 Million Raised Transform Private Capital Transactions

Rodney Reisdorf, CEO of Verivend, a payments platform operating exclusively in the private capital space, about why this most finance-orientated sector has been left behind by the fintech revolution, and how Verivend is set to disrupt the way transactions take place. By providing a seamless, streamlined platform for moving venture capital and private equity money around, emulating the success of personal payment platforms in transforming how most of us interact with our finances on a daily basis.
We also spoke about the challenges of being a founder and how you can’t always trust the theory, why Verivend asked its funders to invest directly through the platform they were supporting, and why Rodney’s biggest biggest decision might have been pivoting away from his original idea to pursue a more problem-based approach to growing a business. Creating a brand new business category around their private capital-focused platform, Rodney also explains why a comparative description might be the best way to communicate an idea with new potential customers.
Topics Discussed:
Why being a business founder means confronting the limitations of theory and the messy challenges of real life
How Verivend was able to onboard investors as early adopters of their payments platform, to the benefit of both parties
Why flexibility and willingness to adapt are vital for founders looking to build something sustainable
The history of the ‘wire’ transfer, and why so little has changed in this centuries-old financial service
Why a ‘this of that’ description can be useful for businesses driving disruptive change, giving customers a reference to understand who you are
How keeping laser-focused on customer problems will guarantee that they keep coming back for more, and that your business will continue on a solid growth trajectory
 
Favorite book: 
The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers

Josh Shaul, CEO of Allure Security: $6 Million Raised to Help Businesses Win the Battle Against Online Scammers

In today's episode of Category Visionaries, we speak with Josh Shaul, CEO of Allure Security, about his lifelong obsession with cybersecurity, taking technology apart, and fighting the oldest scam on the internet, identity fraud. With a proactive approach to brand protection, Allure Security scours the internet for identity fraudsters impersonating established brands, working with browsers and other industry partners to shut them down or overloading them with unusable data, rendering their business model essentially unviable. From building relationships with major social media players to protecting individual accounts from scammers, more sophisticated brand protection is a cornerstone of contemporary business, and while total immunity is all but impossible, Allure Security can promise a dramatic reduction in its impact.
 
Topics Discussed:
How cybersecurity was a natural progression for Josh Shaul since he was a child in the 90s
How cybersecurity has evolved and grown more sophisticated over time, but why identity scams are still a major threat
Why cybersecurity is an ongoing ‘chess match’ against scammers, and how to target their profits as a major pain point
Brand Protection as a key category in the cybersecurity space, and why it deserves more recognition
Why punitive action against scammers may not always be advisable, safe jurisdictions and retaliatory attacks
The false promise of total protection, and why giving clients realistic expectations is a better relationship strategy
Favorite book: 
Mindset: The New Psychology of Success

Jorge Penalva, CEO of Lang AI: $40 Million+ Raised to Build the Customer Experience Operations 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 Jorge Penalva, Co-Founder & CEO of Lang AI, a language understanding platform that's raised $40 Million+ in funding.
Here are the most interesting points from our conversation:
Customer Experience Transformation: Lang AI focuses on helping CX organizations manage and analyze massive amounts of customer data to transform CX from a cost center to a revenue driver.
AI for Business People: Lang AI aims to democratize AI by making it accessible and operational for business users, not just engineers.
Category Building Challenges: Jorge admires founders like Manny Medina of Outreach for their ability to build new categories and create strong teams around their vision.
Data-Driven Insights: Lang AI helps companies like Ramp, Freshly, and Stitch Fix to process and operationalize customer data in real-time, providing actionable insights and improving customer success.
Market Positioning: Lang AI positions itself as a data platform for unstructured data, aligning closely with the growing role of CX operations in organizations.
Scaling and Traction: With significant traction in fintech and e-commerce sectors, Lang AI has developed strong partnerships with platforms like Zendesk and Salesforce, driving their growth.