This episode is sponsored by Comcast NBCUniversal LIFT Labs. 

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In this episode of Founding Philly, I sit down with three Philly founders—Tiffanie Stanard, founder and CEO of Stimulus, and Adit Gupta and Tom Falzani, co-founders of Lula Commerce—for a candid conversation on what it takes to build, grow, and scale early-stage startups in Philadelphia.

This episode kicks off the Roundtable Series, a new format of Founding Philly. Same mission, same great topics—now with more perspectives from across industries, all at the same table.

Stimulus is a relationship intelligence platform transforming how enterprises manage procurement and vendor relationships.

Lula Commerce is leading the way in democratizing digital commerce and delivery enablement for convenience stores, empowering them to unlock e-commerce by integrating with back-office systems and enabling seamless online ordering and fulfillment.

The conversation opens with a deep dive into product adoption—how these founders measure it, drive it, and use it to guide the business. Both emphasize the importance of going beyond the initial sale to ensure customers are not just retained, but truly engaged. As Adit puts it, “Just because you make the sale doesn’t mean you have product-market fit.”

They also share valuable lessons they learned along the way—like scaling sales teams too quickly, onboarding mismatched customers, and dealing with downstream churn. One of the biggest takeaways? Avoid scaling sales before nailing your ICP. As Adit notes, “If I could really understand the customer persona and narrow in the ICP quicker, I think it probably could have saved us a year.” Tiffanie adds, “Without having your ICP mapped out, you end up wasting a lot of time and a lot of money.”

Another key theme is the power of customer relationships—how something as simple as a text or Slack message can deepen trust and accelerate feedback. The founders agree: Start building customer relationships on day one. It’s one of the most effective and overlooked growth strategies early on.

The episode also explores how AI is quietly integrated into their platforms—not as a flashy selling point, but as a way to deliver real, practical value. As Tom reflects, “What is the value we're already providing in our product, and how do we take AI to push it even further?”

Tune in to this special roundtable episode to hear these Philly founders are offer practical lessons on product-market fit, customer engagement, and what it really means to scale.

The Roundtable Series is recorded at the Fitler Club, to learn more check out https://fitlerclub.com/. 

In this episode of Founding Philly, I sit down with Matt Wallach, co-founder of Veeva Systems, a cloud-computing company dedicated to pharmaceutical and life sciences industries. 

Starting with just $7M in venture capital, Matt led Veeva to an IPO within just six years, marking it as one of the most capital-efficient success stories ever.

Founded in 2007 by Matt Wallach and Peter Gassner, Veeva initially aimed to become the premier CRM solution for the pharmaceutical industry during a time when legacy software was transitioning to the cloud and becoming industry-specific. This shift created an opportunity for new 'on-demand' vertical product offerings. 

After experiencing significant early success, Veeva chose to focus exclusively on the pharmaceutical industry, revolutionizing a landscape previously serviced by over 100 software vendors with disconnected systems and inconsistent data.

Their robust CRM platform was just the beginning. Veeva expanded to offer a comprehensive suite of services that transformed how the industry manages data across multiple verticals, from drug development to market strategies. This suite of products not only generated immense value but also defined the company as it is today.

Reflecting on the company's journey from startup to IPO, Matt shared a moment from the eve of the IPO when Peter gathered everyone and said, "When you think about the great companies on earth, you don’t remember what they did when they were private. What everyone is going to remember is what we do from here on out."

During the interview, Matt delves into Veeva’s strategic focus on delivering integrated yet best-of-breed products tailored to the life sciences industry’s unique challenges. He highlights the importance of making people feel appreciated and the significant role of execution over strategy in achieving business success. 

Matt also offers insightful advice to entrepreneurs on maintaining discipline and long-term vision, emphasizing that true success comes from building a business that leaves a lasting impact, not just planning an exit strategy.

Tune in to episode 50 to discover Matt Wallach's journey in building the industry cloud for life sciences, taking Veeva public, and learning the pivotal lessons from running a company that has not only scaled rapidly but also maintained a relentless focus on building the industry cloud for Life Sciences. 

This episode is sponsored by J.P. Morgan. 

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In this episode, I interview Andrew Goldberg, Co-founder and COO of HealthVerity, a software company advancing science by synchronizing transformational technologies with the nation’s largest healthcare and consumer data ecosystem.

HealthVerity was founded to address a critical need in the healthcare industry: to combine disparate datasets in a HIPAA-compliant manner, revealing patient insights and powering innovation.

They leverage innovative technologies to help clients discover, license, and link patient data across their ecosystems as well as a wide range of top-tier data providers.

They empower customers to gain new perspectives on patient activities while ensuring complete privacy management and HIPAA compliance.

When a patient visits a doctor, typically five or six entities know about the visit, each holding a snippet of information about that encounter.

These fragments of a patient's journey exist out in the real world with various data providers. 

Companies like HealthVerity step in to federate and bring together these aspects of a patient’s healthcare journey, using real-world data to understand treatment and outcomes.

They created a marketplace where buyers and suppliers can align and conduct transactions at market-clearing prices to access this data in a privacy-protected way.

Also joining us on the episode was Andrew McEvoy, an Executive Director from JP Morgan's Middle Market Healthcare Services team within their commercial investment bank. 

His team works exclusively with healthcare providers and health technology organizations across the business lifecycle, from venture-backed startups to scaling billion-dollar-plus operations, offering clients bespoke credit solutions and healthcare specific treasury tools.

Tune into this episode to hear Andrew discuss his journey in building HealthVerity, how his team is creating solutions to uncover the full patient journey, and the importance of integrating disparate data sets that would otherwise remain disconnected.

In this episode of the Founding Philly podcast, we interviewed the 3 finalists from this year's PACT "Lion's Den" segment—their Shark Tank'-style pitch competition.

Over 60 startups pitched throughout the day and only these 3 made it to the finals, walking away with about $1 million in investments (pending diligence).

Jo Norris of Carbon Reform, Guru Sethupathy of FairNow, and Lauren Steidl and Ian Adolsek from Integrated Reality Labs discuss their strategies for success and the key elements of a compelling pitch:

1. Clear Problem Definition: Clearly articulate the problem your solution addresses.
2. Customer Insights: Explain who your customers are and why they need your product.
3. Market Validation: Demonstrate market demand through customer feedback and contracts.
4. Exciting Solution Overview: Share your solution at a high level to spark interest.
5. Unique Selling Points: Highlight what sets your team and technology apart.

Each founder emphasized the importance of tailoring pitches to the audience, knowing the panel's background, and confidently handling Q&A sessions.

Looking forward, they shared strategies for leveraging their conference success to accelerate their companies' growth, emphasizing continuous innovation and strategic market expansion.

Tune into this episode for actionable insights on crafting pitches that resonate with investors and driving startup success in competitive environments.

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This episode is presented by PACT. 

This episode is sponsored by PACT. 

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In this episode of Founding Philly, I moderated the Entrepreneur Panel at the PACT Capital Conference, featuring a deep dive with Mumbi Dunjwa, Alan Rihm, and Morgan Berman into their startup journeys in Philadelphia. We explored the crucial early lessons that have shaped their ventures.

Mumbi Dunjwa of Naturaz discussed her approach to hair care products, emphasizing the critical role of customer feedback in refining her offerings. By integrating direct responses from users, she ensures her products not only meet market demands but also stay competitive.

Alan Rihm from Fall Forward shared his insights on the dangers of premature scaling. He stressed the importance of securing product-market fit before ramping up operations, advocating for a strategy that minimizes risk while ensuring the business model's sustainability.

Morgan Berman of Glitter outlined her pivot from relying on city contracts to spearheading a community-driven cleanup initiative. This shift underscores the importance of adaptability in startup culture, demonstrating how responsiveness to market and environmental changes can realign a business closer to customer needs.

The panelists collectively highlighted the supportive Philadelphia startup ecosystem, which offers access to funding, advisory services, and a community conducive to growth. They shared strategies on capital utilization, leveraging local networks, and adopting community-focused business models.

Tune in to hear insights from these local entrepreneurs on navigating the intricacies of startup growth, leveraging a supportive ecosystem, and making strategic decisions that foster early success.

This episode is sponsored by J.P. Morgan. 

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In this episode, I interview Damon Henry, CEO and Co-founder of Asylon, a company at the forefront of robotic perimeter security, redefining the field with drones, robots, software, and AI.

Dedicated to revolutionizing physical security, Asylon integrates advanced robotics and AI to boost safety and efficiency across commercial and defense sectors. Damon, an MIT grad and aerospace engineer, began his career at industry giants like GE and Boeing. Inspired by the rise of commercial drones, he and his co-founder established Asylon.

Initially focusing on basic drone technology for security tasks, Asylon has evolved into a sophisticated provider of autonomous security systems that extend beyond drones to include security dogs and agile robots. The company offers a comprehensive service program that has completed over 100,000 missions for customers in logistics, manufacturing, energy, and military sectors.

Asylon tackles challenges such as staffing shortages, rising costs, and evolving threats with its validated Air + Ground security robotics program. From the outset, the team aimed to replace outdated, inefficient, and costly security systems with the world’s most advanced robotic security platform and service operation. Their ongoing innovations in hardware and software continue to advance the frontiers of security robotics and automation.

In our conversation, Damon emphasized the critical role of hardware as a means to enhance software capabilities, explaining how software augments the functionality of physical assets. This integration is crucial for Asylon to deliver more comprehensive solutions and improve the return on investment (ROI) for their customers.

He also noted that the hardware is not just functional equipment but a vital tool for collecting actionable intelligence, which enables smarter decision-making.

We were also joined in this episode by Joe Biancaniello, Vice President at J.P. Morgan’s Technology & Disruptive Commerce (TDC) group. Joe supports the most innovative companies in Pennsylvania, offering strategic guidance through J.P. Morgan’s resources.

In this episode, Joe discusses the unique challenges of funding and scaling robotics ventures compared to traditional software, emphasizing the role of robotics in automating enterprises and enhancing safety with AI and data analytics.

We delved into how the integration of hardware and software, despite its challenges, is essential for achieving scalability and sustainability in the robotics industry. 

We also discussed how venture capitalists, who are familiar with the unique challenges of the sector—including longer development cycles and higher initial costs—are crucial in securing the necessary capital and strategic guidance for growth.

Looking ahead, Damon outlines Asylon’s plans to expand its robotic solutions to high-value areas such as corporate campuses and critical infrastructures like utility substations, leveraging their technological advancements to meet diverse security needs.

Tune into this episode to hear Damon and Joe share their perspectives on the robotics industry, how Asylon is redefining robotic perimeter solutions, and the crucial role software and data play in shaping the future of the robotics industry.

Presented by Comcast NBCUniversal LIFT Labs.

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In this episode, I interview John Fazio, CEO and Founder of Nerd Street, a company dedicated to making esports accessible to everyone. Nerd Street facilitates competitive opportunities for gamers at all levels, including youth, high school, collegiate, amateur, and professional scenes.

John, a lifelong gamer and technologist, has merged his passions for video games, sports, and technology into creating Nerd Street. From reverse engineering video games in his early days to competing on Drexel University's D1 soccer team, his diverse interests have laid the foundation for his career.

Originally, Nerd Street aimed to revolutionize the traditional internet cafe model by focusing on competitive esports. This involved providing infrastructure that supports tournaments and events, thereby creating larger-scale operations with greater profitability and enhancing the gaming experience by cultivating a community around competitive esports.

While the digital gaming arena dream initially struggled to take off, John gradually developed the idea while running his first company, Jarvis Innovations, which evolved into one of Philadelphia’s premier bespoke software engineering firms. Within the Jarvis offices on N3RD Street, John and his team hosted competitive gaming tournaments for friends and the community.

After years of hosting events, John decided to scale this concept into a full-time business, revisiting his earlier vision. Officially launched Nerd Street in 2016.

Despite early traction and success, John and Nerd Street have faced challenges as they navigated a growing company and industry.

Nerd Street's partnership with Five Below, which initially promised significant expansion, ended abruptly as Five Below shifted its focus away from gaming. This termination forced Nerd Street to shut down all its stores, resulting in a major loss of revenue and significant momentum, leaving the company scrambling in the aftermath of the COVID-19 pandemic.

In response to these dire circumstances, John committed everything he had to keep the business alive, personally investing to cover financial shortfalls. Several investors also stepped in to support the company. Together, they managed to restructure and repay most of the company's debts, setting up repayment plans for the remaining obligations.

Despite these obstacles, Nerd Street has demonstrated resilience and adaptability, learning crucial lessons about market dynamics and strategic scaling.

Recently, Nerd Street announced a pivotal $6 million funding round led by $5 million from Konvoy Ventures.

This funding aims to pivot Nerd Street towards a business model focused on developing and operating esports programs on college campuses. This model leverages existing university infrastructures to reduce costs and accelerate expansion, setting a new direction for Nerd Street’s future.

In our conversation, John shares his story of building Nerd Street, discusses overcoming company and industry challenges, and outlines his vision for the future of esports.

Presented by Comcast NBCUniversal LIFT Labs.

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In this episode, I interview Laura Plunkett, Head of LIFT Labs and Executive Director of Startup Engagement at Comcast NBCUniversal. LIFT Labs strategically engages startups worldwide, collaborating with teams at Comcast, NBCUniversal, and Sky to refine strategies and transform products and experiences.

During the episode, Laura emphasizes the importance of connecting startup founders with corporate leaders to forge long-term partnerships. She explains how these collaborations harness the agility and focus of startups alongside the robust resources of large enterprises, driving innovation and the development of next-generation products, technologies, and services.

Laura shares how startups provide fresh insights that challenge corporate norms and drive organizational growth. The conversation also delves into LIFT Labs' selection process, which ensures meaningful and aligned partnerships and highlights the necessity for startups to be 'enterprise-ready,' capable of navigating the complexities of large corporate structures.

This is not a traditional startup accelerator. It is specifically designed for companies looking to partner with major enterprises such as Comcast NBCUniversal.

The program, designed for startups at various stages—from pre-seed to enterprise-ready—offers unique benefits that facilitate easier and more successful partnerships between startups and enterprises. Selected startups gain unparalleled access to a network of mentors, businesses, and corporate partners to develop potential relationships.

Since its inception in 2018, over 90% of startups participating in the program have signed proofs of concept, pilots, and/or commercial deals with Comcast NBCUniversal and Sky.

Tune in to hear Laura share her journey in creating real value between innovative startups and major enterprises, building lasting partnerships that drive innovation, and how she and her team are actively shaping the future of products at Comcast NBCUniversal.

Presented by Comcast NBCUniversal LIFT Labs.

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In this episode, I interview Dave Latshaw II, CEO and Co-Founder of BioPhy, an AI-driven company committed to bringing better drugs and therapies to market faster.

Significant capital is being invested in artificial intelligence for drug discovery, yet traditional drug development remains notoriously slow, inefficient, and risky. This raises a critical question: How is the industry preparing for a future where AI drives faster and more expansive drug discovery pipelines?

As Dave puts it, “The industry as a whole is unprepared for a post-artificial intelligence world in drug discovery. There's no technology platform that comprehensively addresses this challenge. So that's really what we're after—how do you create a tech-enabled development process?”

Dave, originally a biochemical engineer, transitioned from a career at Johnson & Johnson to entrepreneurship, driven by his passion for solving complex problems in the pharmaceutical industry.

Recognizing these inefficiencies, Dave founded BioPhy to integrate AI technologies that enhance the speed and success rate of drug development. BioPhy specifically targets the post-discovery phase, using AI to accelerate drug candidates toward market readiness.

BioPhy has two main platforms:

BioLogicAI—This tool predicts clinical trial outcomes with impressive accuracy, helping companies quickly identify the most promising drug candidates.

BioPhyRx—This AI provides real-time guidance for scientists and regulatory professionals, streamlining everything from compliance checks to operational workflows.

Today, BioPhy's AI-driven platforms are widely adopted by pharmaceutical companies to streamline drug development. These technologies not only speed up the process but also reduce costs, ultimately bringing effective drugs to patients more quickly.

In this podcast episode, Dave shares his journey from engineer to entrepreneur, the challenges and successes of integrating AI into a regulated industry, and his vision for the future of pharmaceuticals with AI.

In this episode, I interview Kurt Simmons, a Partner at Withum, a technology-driven advisory and accounting firm that provides comprehensive support to emerging businesses in the Philadelphia area.

Withum offers a range of services, including audit, tax, and advisory services, tailored to support companies across various niches such as technology, life sciences, and financial services.

The firm's Technology and Emerging Growth Services Team brings a dynamic approach, going beyond traditional accounting services to help companies build toward their goals and innovate for the future.

Withum's services range from helping companies with financial planning and structuring to navigating tax planning and compliance, guiding them in choosing the appropriate tax structure and identifying potential tax credits, such as R&D credits for life sciences companies.

As startups advance to later funding rounds, Withum also offers audit and review services to ensure companies' books and records are accurate and free from material misstatements, building investor confidence.

In our conversation, Kurt emphasized the importance of maintaining accurate records, offering support for managing finances, budgeting, tracking costs, and avoiding financial pitfalls. His 20-year career in public accounting enables him and his team to provide valuable support to startups, helping them manage their finances, navigate funding rounds, and maintain accurate records.

Tune in to learn more about Kurt's advice to startups, the comprehensive services offered by Withum, and how they’re helping Philadelphia’s emerging businesses grow and succeed.

To learn more about how Withum can help your business, click here.