BUILDERS

By Front Lines MediaBusiness Entrepreneurship

BUILDERS episodes

December 01, 2024Chandini Jain, CEO & Co-Founder of Auquan: $8 Million Raised to Transform Financial Intelligence Through AI
Auquan is revolutionizing financial services by automating the labor-intensive, data-heavy workflows that consume valuable time for investment professionals. With $8 million in funding, Auquan is building an AI-powered intelligence platform that transforms how financial firms extract insights from unstructured data. In this episode of Category Visionaries, we spoke with Chandini Jain about her journey from running arbitrage trading strategies at a Chicago trading firm to founding a company that's reinventing financial workflows through AI.
Topics Discussed:
The data overload problem in financial services that led to Auquan's creation
Auquan's pivot from serving early adopters to developing a more scalable SaaS model
The evolution of AI adoption in financial services from skepticism to cautious optimism
The distinction between "shallow work" and "deep work" AI tools
Why financial services has seen little innovation since Bloomberg and how AI is changing that
The need for AI tools that understand domain-specific nuances for specialized knowledge workers

GTM Lessons For B2B Founders:
Focus on co-development with early customers: Chandini emphasized the importance of working closely with early customers to shape the product. Rather than rushing to sign many customers initially, they focused intensely on one customer: "Customer one. Will you help us co-develop this product? We will give it to you for very cheap. But in exchange, we want lots of product feedback, we want access to all the users, we want access to your data." This approach helped them build a product truly aligned with market needs.
Pivot when you find problem-market fit but not product-market fit: Auquan initially signed deals with major asset managers but hit a wall after customer #3. Chandini recognized they had "problem market fit" but not product-market fit: "There was a problem that the market was facing that needed to be solved. Just the way we were solving it was not going to work." This realization led to a substantial pivot that eventually unlocked growth.
Create new roles to bridge the technology-adoption gap: Auquan created "outcome engineers" to ensure successful implementation of their AI solution. These specialists "take an underlying product and then they sit with the customer and they make sure that product is able to deliver outcomes exactly in the manner that the customer wants." This approach accelerates time-to-value and helps educate users about AI capabilities, addressing a major barrier to adoption.
Differentiate between horizontal and vertical AI applications: Chandini articulated a clear framework distinguishing "shallow work" (horizontal) from "deep work" (vertical) AI tools. B2B founders should recognize that "if you try to use a shallow work tool to achieve a deep work outcome... your time to value is going to be so large because you will require so much setup and training and customization." Understanding where your AI solution fits in this framework helps position it correctly in the market.
Raise funding from investors who share your vision of the problem: When fundraising, Chandini found success by identifying investors who already understood the problem space: "It is so much easier to raise money if you find the people who see the world as you see it." This alignment allows conversations to focus on your specific approach and execution plan rather than convincing investors the problem exists in the first place.

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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
24 min
November 27, 2024Sivan Iram, CEO & Founder of Flow: $20.6M Raised to Transform Commercial Insurance Wholesaling with AI
Flow is revolutionizing commercial insurance wholesaling through AI-powered operations, focusing on bringing enterprise-grade service to small and mid-market accounts. With $20.6M in funding, Flow has developed a system of AI agents that help brokers streamline every step of the insurance placement process, from submission structuring to policy analysis and comparisons.
Topics Discussed:
Flow's evolution from a platform-based solution to an AI-enhanced email-first approach
The critical role of wholesale brokers in commercial insurance
Challenges and opportunities in serving small and mid-market accounts
How AI technology enables superior service delivery in insurance
The importance of human expertise alongside technological innovation
Marketing strategies in B2B insurance technology
GTM Lessons For B2B Founders:
Listen to how customers want to work: Flow initially built a platform requiring users to log in, but discovered clients preferred email. Rather than forcing behavior change, they adapted their solution to work within existing workflows while adding AI-powered efficiency behind the scenes.
Focus on underserved segments: By targeting small and mid-market accounts that traditional wholesalers found unprofitable, Flow created a compelling value proposition. Their AI-driven approach made these segments economically viable while delivering superior service.
Product-market fit requires deep industry understanding: Despite having a working product and paying customers, Flow didn't achieve true product-market fit until they understood the fundamental role of expertise and guidance in wholesale insurance.
Cold outreach can work with the right approach: After initial failed attempts at cold emails, Flow found success by having messages come from existing brokers rather than generic company accounts, demonstrating the continued importance of relationships in B2B sales.
Build for the frontline decision-maker: Flow recognized that their success depends on winning the mental battle when brokers decide how to place business. By focusing on the frontline teams' needs, they've created a compelling service that drives organic growth.

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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
29 min
November 27, 2024Damien Garot, CEO & Co-Founder of Stellar: $9.3M Raised to Build the Future of Reliable Internet Connectivity for Autonomous Vehicles
Stellar is revolutionizing mobile connectivity by solving one of technology's most persistent challenges: reliable internet access in moving vehicles. With $9.3M in funding, Stellar has developed innovative software that seamlessly aggregates multiple networks (cellular, WiFi, and satellite) to ensure consistent connectivity, laying the foundation for the autonomous vehicle revolution. In this episode of Category Visionaries, Damien Garot shares how Stellar is bridging the digital divide between urban and rural areas while enabling the next generation of connected mobility.
Topics Discussed:
The technical approach to solving mobile connectivity issues through network aggregation
Stellar's dual go-to-market strategy targeting both immediate fleet solutions and long-term automotive integration
The evolution of autonomous vehicles and their dependency on reliable connectivity
Cultural differences in autonomous vehicle adoption across regions
The importance of social acceptance and safety perception in autonomous technology
How Stellar's technology mapping reveals connectivity gaps in major tech hubs
The impact of winning the European Startup Prize for Mobility on fundraising
GTM Lessons for B2B Founders:
Bridge the gap between long-term vision and immediate revenue: Stellar developed a plug-and-play solution (Global) to generate immediate revenue while pursuing longer-term automotive partnerships. This approach provides market validation, customer feedback, and credibility with major manufacturers.
Adapt your strategy to market realities: The original plan rarely survives contact with the market. Stellar evolved from focusing solely on automotive integration to include a dual-track approach serving both immediate and future market needs.
Build credibility through industry recognition: Winning the European Startup Prize for Mobility played a crucial role in Stellar's fundraising success, demonstrating how industry awards and endorsements can influence investor decisions, particularly in European markets.
Understand regional investment dynamics: European fundraising often requires long-term relationship building with investors. Stellar spent up to 18 months nurturing investor relationships before securing investments, highlighting the importance of patience in European markets.
Target both immediate pain points and future opportunities: While autonomous vehicles represent a massive future opportunity, Stellar addresses current connectivity challenges for existing vehicle fleets, creating immediate value while building toward their larger vision.

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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
26 min
November 26, 2024Jessica Zhang, CEO & Co-Founder of Pier: $2.5M Raised to Build the Future of Credit Infrastructure
Pier is revolutionizing credit infrastructure by enabling companies to launch compliant credit products through their API-first solution. Having raised $2.5M from notable investors including Y Combinator, Airbnb, OpenAI, Experian, and Morgan Stanley, Pier is transforming how businesses offer innovative credit solutions to their users. In this episode of Category Visionaries, Jessica Zhang shares her journey from identifying a critical market need at her previous company to launching Pier in 2023 and securing their first major customer within just four weeks.
Topics Discussed:
Building an API-first solution for compliant credit products
The evolution from identifying market pain points to product development
First principles approach to reimagining credit infrastructure
Strategy for landing enterprise customers with 80k+ ARR deals
The role of compliance in credit infrastructure
Vision for democratizing access to credit through trusted brands
GTM Lessons For B2B Founders:
Leverage previous company experience: Zhang and her co-founder's insights from their time at Stilt gave them unique competitive advantages in understanding customer pain points. Sometimes the best startup ideas come from seeing unfinished business or unsolved problems at previous companies rather than a single "aha" moment.
Focus on high-quality early customers: Pier specifically targets customers who are leaders in their respective categories, focusing on companies with 4.5+ star ratings and strong growth trajectories. This creates a "golden standard" playbook that can be replicated across similar verticals, making future sales much easier.
Embrace organic growth channels: Despite having no dedicated sales or marketing team, Pier achieved significant growth through word-of-mouth referrals from satisfied customers and investors. They prioritized genuine in-person conversations at industry conferences over cold outreach.
Move fast despite obstacles: The founders didn't let perfect timing dictate their launch. Despite missing YC batch deadlines and personal commitments, they moved forward because they had validated customer demand. Their ability to secure their first customer within four weeks validated this approach.
Build for specific pain points: Instead of creating a general solution, Pier focused heavily on the compliance aspect of lending infrastructure after identifying it as the most painful and challenging part for potential customers through extensive market research and conversations.

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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
15 min
November 26, 2024Matt Bivons, CEO & Founder of Canopy: $30M Raised to Build a Modern Servicing Platform for Scaling FinTechs
Canopy, an API-first loan management and servicing platform, has raised over $30 Million to revolutionize how companies manage and service loans. In this episode of Category Visionaries, Matt Bivons shares his journey from designer to founder, and how Canopy is transforming loan servicing from a cost center into a profit center. With over five years of experience serving B2B lenders, Canopy's platform enables companies to create flexible, personalized lending products while maintaining robust infrastructure for loan management.
Topics Discussed:
Evolution of Canopy from a student credit card concept to an enterprise loan servicing platform
The challenges of building infrastructure for financial services
Product-led growth in B2B enterprise software
The journey from designer to marketer to founder
Market segmentation and category creation in fintech
The transition from consumer to B2B lending focus
Development of "intelligent servicing" through AI and ML

GTM Lessons For B2B Founders:
Embrace market signals for pivots: Matt initially planned to build a student credit card but pivoted to loan servicing infrastructure after recognizing stronger market demand. He shares, "I realized at that moment that was the market pool, that was the signal that was saying I need to pivot." B2B founders should remain attuned to market feedback and be willing to adapt their vision accordingly.
Find your wedge by going deeper: When Canopy eliminated 50% of their sales pipeline by cutting consumer lending, it enabled deeper penetration into B2B markets. Matt explains, "We were just spread way too thin, and we needed to go a lot deeper in the market that we're being pulled into." B2B founders should consider strategic trade-offs between market breadth and depth.
Validate distribution assumptions: Matt learned that self-serve "lending as a service" attracted the wrong customers and complicated pricing. He notes, "It attracted the wrong type of customer... charging per API call is very confusing to most people when you're dealing with lending." B2B founders should thoroughly test go-to-market assumptions before scaling.
Build trust through education: Canopy discovered that most sales cycles take about a year and require building deep trust. Matt emphasizes, "The combination of content marketing and direct sales, which is all about building trust, is where we are right now." B2B founders should invest in educational content and relationship building for complex sales.
Segment your market precisely: Canopy analyzes their market by both vertical (logistics, healthcare, etc.) and horizontal loan types (revolving credit, merchant cash advance, etc.). Matt explains, "If the verticals are the business model, the loan type is the horizontal that goes across them." B2B founders should develop detailed market segmentation to guide product and GTM strategy.

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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
28 min
November 25, 2024Klas Bäck, CEO & Co-Founder of Pagos: $44 Million Raised to Power the Future of Payments Operations
After 25 years in payments, including leading roles at Braintree and PayPal, Klas Bäck noticed a persistent problem: companies were leaving money on the table due to suboptimal payment infrastructure. Despite being data-driven in other areas, even billion-dollar companies made payment decisions without complete, accurate, or timely data. This revelation led him to co-found Pagos, raising $44M to build a payment operations platform that helps enterprise companies optimize their payment performance through better data and analytics.
Topics Discussed:
Evolution of payments from a corporate banking afterthought to a product/engineering priority
The opaque nature of payment operations and the industry-wide lack of data-driven decision making
Why payment infrastructure optimization remains challenging despite technological advances
The emergence of payment operations as a distinct category within enterprise companies
Building a global enterprise SaaS company from day one
The impact of market noise on B2B marketing strategies
Community building through intimate dinner events and industry conferences
GTM Lessons For B2B Founders:
Break into enterprise through brute force outreach: Bäck leveraged his LinkedIn network to systematically reach out to potential customers, focusing on companies with $50M+ in annual online sales. The key was having enough industry credibility to secure initial conversations.
Adapt your MVP strategy for enterprise: When building features for early adopters, start with manual processes (like weekly data files) before investing in full automation. This allows you to validate value while managing development costs.
Build community through peer connections: Rather than focusing on selling, create opportunities for prospects to meet peers facing similar challenges. Bäck found success hosting intimate dinners (10-12 people) where the value came from peer networking rather than vendor pitching.
Embrace imperfect execution: In startup environments, waiting for perfection can be fatal. Launch quickly, stay close to early customers, communicate transparently about issues, and iterate based on feedback.
Hire for curiosity and action-orientation: Look for team members who proactively take initiative in group settings and demonstrate genuine curiosity through question-asking. These traits are especially crucial in early-stage startups.
Focus marketing on high-intent channels: Traditional demand generation tactics like Google Ads may not work well for new categories. Instead, focus on building presence in existing industry communities and conferences where your target buyers already gather.

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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
25 min
November 22, 2024Brad Bode, Founder CTO & CIO of ATLAS Space Operations: $37M Raised to Pioneer the Ground Software as a Service Category
ATLAS Space Operations is transforming how satellite operators communicate with their space assets through their innovative ground software as a service platform. With over $37 Million in funding, ATLAS has evolved from providing basic antenna infrastructure access to delivering a comprehensive cloud-based solution that enables satellite operators to efficiently retrieve data from space. In this episode of Category Visionaries, Brad Bode shares the company's journey from a bootstrapped startup to becoming a leader in both government and commercial space communications.
Topics Discussed:
Evolution from ground station as a service to ground software as a service
Building a dual commercial and government business model
The growth trajectory of the space industry
Navigating complex government procurement processes
Future of space communications technology
The role of software in modernizing space infrastructure

GTM Lessons For B2B Founders:
Build a Two-Year Government Sales Runway: Brad emphasizes, "You must anticipate that it will take longer than you think. If you have a six month runway, that's not going to do it." B2B founders targeting government contracts need at least a two-year runway unless they have robust commercial revenue to sustain operations.
Start Small with Government Contracts: "The best way to start accessing government money and making the government aware of who you are as a company is probably through these small business initiatives," Brad notes. Success in government sales requires starting with smaller contracts ($1-2M) to build credibility and past performance credentials.
Develop Agency-Specific Strategies: "Each agency has been making it easier to bid on those programs," Brad shares. Different government agencies have distinct procurement processes and requirements. Success requires understanding and adapting to each agency's unique approach.
Balance Commercial and Government Revenue: Brad explains their 50-50 revenue split between government and commercial, with government projected to reach 80%. Having both streams provides stability and multiple growth paths.
Prioritize In-Person Relationships: As Brad's team says, government sales is "a contact sport." Traditional B2B marketing tactics don't work - success requires building relationships through in-person meetings and industry events: "There's no amount of Google Adwords you could do to help you with the government."

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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
31 min
November 14, 2024Khaled Boukadoum, Founder of Torch Dental: $49.5 Million Raised to Transform Dental Supply Management Through Digital Innovation
Torch Dental is revolutionizing the dental supply chain with a digital-first platform that's raised $49.5M in funding. The company is transforming how dental practices manage, order, and budget their supplies through a technology-driven approach that provides transparency and efficiency in an industry traditionally resistant to change. In this episode of Category Visionaries, Khaled Boukadoum shares insights from Torch Dental's journey from door-to-door sales in Manhattan to a nationwide platform serving dental practices across 48 states.
Topics Discussed:
The origins of Torch Dental and identifying supply chain inefficiencies
Evolution from field sales to digital-first acquisition
Building and scaling marketing operations in a traditional industry
Competing with established incumbents through technological innovation
Geographic expansion strategy and future growth plans

GTM Lessons For B2B Founders:
Start with Deep Problem Understanding: Khaled's journey began by deeply understanding the dental practice ecosystem through his sister's experience. As he explains, "She kind of came out of school after years and years of clinical training... and really isn't much training on [running a practice]." This firsthand exposure to the market need helped shape their solution.
Embrace High-Touch Product Development: Early success came from direct customer interaction. As Khaled notes, "We actually went and started knocking on doors in New York... we'd sign up a few practices, and then we'd run back to our office and we'd actually start chatting with our CTO and kind of make adaptations or changes to the product." This rapid feedback loop was crucial for product-market fit.
Demonstrate Clear ROI for Traditional Industries: When selling to technology-resistant industries, value proposition must be unmistakable. As Khaled shares, "You really have to make sure the value prop is super clear and the ROI to the customer is apparent and materially better for them in order for them to adopt the tech."
Leverage Data for Personalized Sales: Torch built what they call "pre-torch analytics" which, as Khaled describes, allows them to "create a whole custom demo for them, showing them how much they could save on exactly the same products." This data-driven approach makes the value proposition concrete and personalized.
Focus Marketing Efforts on Measurable Outcomes: On marketing strategy, Khaled emphasizes, "We've learned to be super metrics focused... to be really focused on kind of demand capture and demand gen opposed to more of kind of just general brand level marketing." This approach ensures marketing spend generates tangible results.
Choose Strategic Expansion Channels: Understanding where your customers are is crucial. As Khaled explains, "We're focused exclusively on dental practices at this stage. So we know who our customer is, we know where they live, and we're just really targeted in our approach on how to communicate with that and where to communicate with them."

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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
16 min
November 14, 2024Inna Tokarev Sela, CEO & Founder of illumex: $13 Million Raised to Power the Future of Enterprise LLM Deployments
illumex is pioneering the future of enterprise data access through their generative semantic fabric platform, which enables self-service data analytics for every employee within large organizations like banks, insurance companies, and pharma corporations. In a recent episode of Category Visionaries, Inna Sela shared how with $13 Million in funding, illumex is transforming how business users interact with enterprise data by providing a ChatGPT-like experience that's hallucination-free, governed, and fast.
Topics Discussed:
The evolution of illumex's go-to-market strategy from targeting unicorn startups to enterprise customers
Creating a new category called "generative semantic fabric"
Building a complete platform offering versus selling individual features
Content-driven marketing strategy focused on thought leadership
The role of controversial opinions in driving market education
Strategic importance of in-house marketing expertise
Leveraging corporate venture capital for distribution channels
GTM Lessons For B2B Founders:
Adapt to market conditions: When Inna saw the 2022 downturn affecting their initial target market of software unicorns, she pivoted to enterprise customers. This required starting with paid POCs and gradually working up to larger deals with major corporations.
Category creation requires patience: Inna recognized from day one they were creating a new category. As she explained, "I was aware it's category creation... But for the sake of fundraising, I had to bring those parallels... so I was trying to bring these parallels to existing tools for investors to understand where we are."
Build for enterprise scale: Inna shares, "For the offering that we provide to companies like the augmented data management and access, you really need to have small Swiss panel. So it's not enough to have just one fork or one component of the Swiss knife, you really have to have full offering which is minimal."
Take controversial positions: Rather than making incremental improvements, Inna advocated for a completely different approach to data management. "I actually thought it's a benefit to have controversial opinions and to some extent differentiate product because this is how you make change," she explains.
Blend investor expertise: "You really need to have a blend of investors with different appetite and different business acumen so it can serve you on hiring, on reach out on different aspects of investors value add," Inna advises about fundraising strategy.

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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
18 min
November 11, 2024Shelley Copsey, CEO & Co-Founder of FYLD: $48 Million Raised to Transform Field Work Execution Category
FYLD has raised $48M to transform how infrastructure field workers execute their daily tasks safely and efficiently. In a recent episode of Category Visionaries, I spoke with Shelley Copsey, CEO and Co-Founder of FYLD, about creating a new category in field work execution and building during a pandemic. The company has achieved 3x ARR growth last year and is on track to double bookings revenue this year, with near-zero churn rates.
Topics Discussed:
The daily challenges of infrastructure field workers in utilities, roads, and railways
Creating and capturing demand in a new software category
Enterprise sales strategy in the infrastructure sector
Scaling during COVID with remote customer discovery
The reality of labor shortages in field operations
Building customer trust in critical infrastructure
GTM Lessons For B2B Founders:
Rethink conventional wisdom on market problems: While many discuss a labor shortage in field operations, FYLD's data shows 30-35% standing time across companies. Shelley explains, "I'm not convinced that there is a labor crisis... when you begin to look at that level of standing time, I think you've got to question if we've got a labor shortage or we've just got a problem of understanding what the people in the field are doing." Sometimes the most discussed market problem isn't actually the root cause.
Design pricing models that encourage full adoption: FYLD shifted from per-seat licensing to enterprise-wide deals after realizing usage limitations undermined platform value. Shelley notes, "If what your premise is by collecting large volumes of data, you can help people do their jobs better and more efficiently, your go-to-market model can actually undermine delivering the benefit from the platform." Pricing should align with your product's value creation mechanism.
Leverage industry-specific collaboration dynamics: In infrastructure, safety improvements aren't viewed as competitive advantages but as shared responsibilities. As one CEO told Shelley, "If you can help me keep workers safer, more mums and dads are going to think that this is a good career for their kid... if we can all keep people safer, we're all going to be able to grow as an industry." Understanding these dynamics can accelerate market penetration through referrals.
Navigate complex stakeholder alignment: Enterprise sales in infrastructure require buy-in from COOs, heads of safety, CIOs, and CFOs. Shelley shares, "Enterprise sales cycles are well known to take 9, 12, 15 months. In the infrastructure industry, we're moving a bit quicker than that." Success requires systematically addressing each stakeholder's priorities while maintaining momentum.
Build for end-users first: FYLD maintains an 8/10 customer satisfaction score among field workers, unprecedented in their industry. Shelley emphasizes, "There's no point going out and selling a product related to fieldwork if the field workers hate using the platform and won't adopt it." In B2B, while buyers sign the checks, end-user adoption drives 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
24 min

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Welcome to BUILDERS — the show about how founders get new technology adopted.

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