The StartUp to ScaleUp Game Plan

Welcome to another episode of Startup to Scale Up Game Plan. In this episode, we sit down with Yann Lechelle, a visionary leader, serial entrepreneur, and the CEO of Probabl.ai, a startup that's transforming decision-making through artificial intelligence. Join us as we delve into Yann's journey, from his early days of coding on rudimentary machines to pioneering deep learning and founding multiple tech companies in Paris.

Yann's story is a compelling narrative of persistence and innovation. He shares the pivotal moments that steered him towards creating Probabl, an AI-driven company with a mission to democratize data science and enhance decision-making processes across various industries. From his first encounter with computers at the age of ten to his groundbreaking work in AI during the early 90s, Yann's experiences offer invaluable insights into the evolution of technology and entrepreneurship.

Discover the core inspiration behind Probabl.ai and how it aims to transform the landscape of data science with open-source technologies like scikit-learn. Yann explains the dual mission of Probabl: building commercial solutions to sustain the core open-source mission and enabling global value creation from data. He also touches on the challenges and opportunities that come with balancing open-source elements and commercial viability.

As we navigate through the conversation, Yann candidly discusses the complexities of managing expectations within the open-source community and the broader market. He highlights the importance of maintaining transparency and quality, ensuring that Probabl meets the high standards set by its community of millions of data scientists worldwide.

Yann also reflects on his entrepreneurial journey, sharing lessons learned from past ventures and the larger mission of creating a level playing field in the tech industry. He envisions a future where AI not only augments human capabilities but also addresses some of the most pressing global challenges, from climate change to public health crises.

In a thought-provoking segment, Yann explores the potential and pitfalls of AI, emphasizing the need for ethical considerations and societal dividends. He raises critical questions about the future of human skills and knowledge in an AI-dominated world, urging for a balanced approach that integrates both technological advancements and human values.

Finally, Yann outlines his ultimate vision for Probabl: a sustainable, mission-driven company that stands the test of time. He discusses the possibility of an IPO and the importance of perpetuating the mission through continuous innovation and community engagement.

This episode is not just a deep dive into the technical and entrepreneurial aspects of AI but also a philosophical exploration of its implications for humanity. Whether you're a tech enthusiast, an entrepreneur, or someone curious about the future of AI, this episode promises to leave you inspired and contemplative.

On today's episode I interviewed Eyal Malinger, Managing Partner at Resurge Growth Partners.

We delved into Eyal's journey through the venture capital world, exploring his strategies for identifying high-potential ventures and his vision for the future of tech entrepreneurship. From his early days as a software engineer to his roles at McKinsey, Oaktree Capital and Beringea, Eyal shares the pivotal moments that shaped his career and led him to establish Resurge Growth Partners.

Join us as Eyal unveils the thesis behind Resurge Growth Partners, a fund designed to bridge a critical gap in the market. He explains how the traditional venture model, with its focus on exponential growth, often overlooks companies that have solid products and teams but don’t fit the high-growth template. These "orphaned" ventures, as Eyal calls them, are the businesses Resurge Growth Partners aims to support, providing them with the resources and guidance needed to thrive.

Eyal also sheds light on the fund's geographical focus, emphasizing the importance of proximity and hands-on involvement in the UK, Europe, and Israel. He discusses the fund's control-oriented approach, contrasting it with the typical venture capital model and highlighting the importance of cultural alignment and shared goals with portfolio companies.

The conversation takes a fascinating turn as Eyal addresses the challenges of transitioning a company from a growth-focused to a profitability-focused model. He shares insights into the introspective journey CEOs must undertake and the importance of open communication and self-awareness among founders. Eyal also discusses conflict resolution strategies within leadership teams, offering practical advice for maintaining alignment and ensuring a company's trajectory remains on course.

As we explore the future of tech entrepreneurship, Eyal provides a candid assessment of the current market landscape, the impact of technological advancements, and the evolving trends in sectors poised for innovation. He also discusses the fund's strategic approach to exits, emphasizing the importance of EBITDA and the potential for strategic acquisitions.

Throughout the episode, Eyal's passion for identifying and nurturing undervalued companies shines through. He shares his vision for the future of Resurge Growth Partners, aiming to establish the fund as a key player in the venture special situations market. Eyal's insights into leveraging technology, building networks, and fostering open communication offer invaluable guidance for entrepreneurs and investors alike.

Don't miss this compelling narrative as Eyal Malinga takes us on a journey through the venture capital landscape, offering a fresh perspective on unlocking hidden potential and driving sustainable growth. Tune in to gain a deeper understanding of the innovative strategies shaping the future of tech entrepreneurship.

Welcome to an exciting episode where we delve into the cutting-edge world of artificial intelligence and machine learning with Ben Gutkovich, the co-founder of Superlinked. Join us as we explore how Superlinked is transforming the landscape of AI-powered software, making it accessible and efficient for organizations worldwide.

Superlinked stands at the forefront of AI data processing, turning complex data into vector embeddings at an unprecedented scale. With a $9.5 million seed round led by Index Ventures and Theory Ventures, Superlinked is poised to meet rising market demands and expand its product capabilities.

In this episode, Ben takes us through his journey, sharing the evolution of Superlinked from its inception to its current state as a platform empowering machine learning engineers and data scientists. He elaborates on the primary value proposition of Superlinked and the critical problems it solves for its users, emphasizing the importance of control over data and the quality of AI-generated results.

Ben provides a fascinating insight into vector embeddings, the language of generative AI models. He explains how Superlinked helps organizations turn both unstructured and structured data into vector embeddings, enhancing the performance of applications like chatbots, recommendation systems, and more.

We also delve into the strategic pivot that Superlinked made with the launch of ChatGPT, moving from a full-stack recommendation system to a more versatile platform. Ben shares the inspiration behind this shift and the impact it has had on their product and market strategy.

The episode further explores Superlinked's recent funding journey, highlighting how Ben and his co-founder Daniel navigated the investor landscape to secure significant backing. Ben discusses the importance of timing, networking, and making a compelling case to potential investors.

Additionally, we learn about the geographical strategy of Superlinked, with teams spread across Hungary, Israel, London, and Silicon Valley. Ben explains how they maintain alignment and cohesion across these diverse locations, leveraging tools like Notion and Zoom, while also fostering a strong company culture through regular in-person gatherings.

We also touch upon Superlinked's educational initiatives and community-building efforts, including their VectorHub platform and strategic partnerships with key players in the AI and machine learning ecosystem.

Finally, Ben shares his vision for Superlinked's future, aiming to become the standard for vector embeddings in the AI industry. He also reflects on the entrepreneurs and innovators who have inspired him, including Sam Altman, Elon Musk, and Steve Jobs, and how these influences shape his approach to building and leading Superlinked.

Join us for an enlightening conversation that promises to inspire and inform anyone interested in the dynamic world of AI and machine learning.

For more insights into Superlinked, check out https://superlinked.com/ and for advice on recruiting leadership talent at AI startups & scaleups head over to https://alpinasearch.com/

Richard Thornton's’s story begins with his early career in consulting and his serendipitous entry into the tech industry in the early 2000s. He joined a digital data collection business that was looking to disrupt the market research industry. This venture-backed company gave him his first taste of working with venture capitalists and shaped his 20-year career working for B2B, technology-enabled, and SaaS propositions. Richard's career trajectory saw him transition from individual sales contributor roles to C-level positions, running sales, marketing, partnerships, alliances, and customer success teams.

These experiences, both good and bad, have equipped Richard with invaluable insights that he now brings to his role at J12 Ventures. As an Operating Partner, he works post-investment with portfolio companies, guiding them through the scaling process.

Richard shares his reasons for transitioning to a portfolio approach to working life. After 20 years of high-pressure roles, he wanted to spend more time with his family. He also felt he had achieved as much as he wanted within the insights sector and was eager to apply his knowledge across a broader range of businesses. Now, Richard divides his time between his role at J12 and his positions as a board member and strategic advisor for several UK-based scale-up businesses.

In this episode, Richard delves into the importance of hiring the right talent and the critical role that plays in the success of startups. He emphasizes the need for a robust, objective-driven hiring process and shares his approach to identifying key traits in potential hires. Richard also discusses the significance of growth hacking and provides examples of successful strategies he has witnessed.

Looking to the future, Richard highlights emerging trends in sales and technology that will impact startups. He discusses the challenges and opportunities presented by an increasingly informed buyer landscape and the role of automation in sales processes. Richard also shares his thoughts on maintaining a human touch in a world increasingly dominated by technology.

Join us as Richard Thornton offers a wealth of knowledge and practical advice for aspiring entrepreneurs and seasoned professionals alike. Discover the key ingredients for scaling success and the future trends shaping the startup ecosystem.

To learn more about Richard Thornton and J12 Ventures, visit J12 Ventures and connect with Richard on LinkedIn

And for insights into hiring senior talent for software & saas ventures, check out https://alpinasearch.com/

In today's episode, I interviewed Stefan Bader, a two-time founder and the current CEO of Cello—a SaaS scale-up pioneering the way B2B companies incentivize referrals.

Stefan shares the pain points he encountered as Chief Revenue Officer at Shore, a company akin to Square but focused on European markets. His growth team faced challenges in implementing a user referral program. The lack of suitable third-party solutions led Stefan to a pivotal realization: there was a significant business opportunity in creating a B2B referral system. Thus Cello was born, aimed at enabling users to refer software to others and share in the revenue generated.

In this episode, Stefan delves into the key components of a successful B2B referral program, explaining how Cello addresses them. He talks about different types of referral programs, from user and affiliate referrals to influencer and value-added referrals. Stefan emphasizes the importance of native integration into the user journey and setting the right incentives to drive successful referrals.

Stefan also discusses the psychological aspects behind referrals, revealing how user psychology plays a crucial role in influencing customer behaviour. His insights into leveraging intrinsic, extrinsic, and social incentives offer a fascinating glimpse into the science behind Cello's early success.

Moreover, Stefan touches upon the concept of advocacy and how Cello fosters it among its users. By amplifying positive experiences and leveraging user psychology, Cello helps companies accelerate word-of-mouth growth at a fraction of the cost of traditional customer acquisition channels.

As Cello continues to grow, Stefan shares his vision of creating a go-to-market operating system for digital products, expanding beyond user referrals to include various growth loops. He also discusses the challenges and benefits of being a remote-first company, highlighting their approach to maintaining communication, collaboration, and culture in a dispersed team.

Stefan reveals why his second hire at Cello was a VP of People, a move that goes against conventional wisdom. He explains how this decision has helped build a strong team culture and attract high performers from the very beginning.

Stefan's journey is filled with valuable lessons for any entrepreneur. From the importance of shipping fast and treating fundraising like a sales process to making impactful people decisions and constantly adapting to change, his experiences offer a wealth of knowledge.

One of the most intriguing aspects of Stefan's story is the concept of the "reality distortion field," a term famously associated with Steve Jobs. Stefan explains how this ability to make people believe in your vision, even when it seems crazy, is crucial for sales, fundraising, and overall success.

Join us in this compelling episode as Stefan Bader takes us through his entrepreneurial journey, the creation of Cello, and his vision for the future. Whether you're an aspiring entrepreneur or a seasoned professional, Stefan's insights are sure to inspire and inform.

For more Cello insights head over to https://cello.so/ & for advice on hiring senior talent for B2B software ventures check out https://alpinasearch.com/

In this captivating episode of "Startup to Scale Up," we delve into the Nordic startup ecosystem with Robin Egerow, Managing Partner at Goose Valley Ventures. With a track record investing in companies like Klarna, Lunar Bank and Receipt Hero, Robin brings a wealth of knowledge and experience to the table.

We kick off the conversation by uncovering the intriguing origins behind the name Goose Valley Ventures, inspired by majestic Nordic landscapes. 

Our discussion then shifted to ethical considerations in venture capital, particularly the Mensarius Oath—a set of principles that Goose Valley Ventures has embraced to ensure they operate with the highest moral and ethical standards. Robin provides insights into how they assess startups not just on commercial potential but also on their positive impact on the world.

As we explore Goose Valley’s investment thesis, Robin emphasizes the paramount importance of trust and loyalty in the relationship between investors and founders. He likens this bond to one that should be as strong as marriage, underscoring the critical role of trust in their decision-making process.

In light of the mental health challenges faced by many founders, Robin discusses Goose Valley's proactive approach to supporting founders, including mentorship programs and safe spaces for open dialogue. He highlights the importance of recognizing founders as individuals with lives outside their startups.

Robin also shares his perspective on the dynamic startup ecosystem, the impact of emerging technologies like AI, and how Goose Valley stays ahead of the curve by maintaining a focused investment strategy. He recounts memorable pitches and success stories, including the innovative approach of the Icelandic neobank, Indo, which captured over 10% of the market within a year.

Towards the end of our conversation, Robin offers sage advice to his younger self and to budding VCs — stressing the importance of staying calm, taking challenges one step at a time, and enjoying the journey. His relaxed yet insightful demeanor makes this episode a treasure trove of wisdom for anyone interested in the world of venture capital and startups.

Join us for a fascinating conversation filled with practical insights, personal anecdotes, and a genuine passion for fostering innovation and positive impact in the startup world.

For more insights into Goose Valley Ventures, head over to https://goosevalley.vc/ and for advice on recruiting senior talent for B2B software ventures check out https://alpinasearch.com/

In this episode, we dive deep into the world of AI-driven productivity with Gabriel Hubert, the Founding CEO of Dust. Dust is a Paris-based SaaS scale-up that's redefining team collaboration and efficiency through the power of generative AI. Supported by global venture capital giants like Sequoia, Dust is on a mission to break down information silos and empower teams to thrive in a fast-paced, data-driven world.

Gabriel shares the innovative ways Dust leverages large language models and text transformer models to act as the glue between various forms of unstructured text and data. By doing so, Dust ensures that the right people have access to the right information at the right time, eliminating the need for endless meetings and fostering a more autonomous and purposeful work environment.

We explore how Dust's adaptable platform meets the diverse needs of different teams and industries, providing high-performance, customizable AI assistants tailored to specific use cases. Gabriel discusses how the platform integrates seamlessly into existing workflows, whether as a web app, Slack bot, or API, making it an indispensable tool for fast-moving teams.

Discover the early adopters of Dust's revolutionary technology, including companies like Alan Healthcare, Qonto, and Payfit. These organizations, characterized by rapid growth and a commitment to innovation, are harnessing the power of Dust to navigate internal information chaos and stay ahead in their respective fields.

Gabriel also delves into the metrics used to measure Dust's impact on team performance and efficiency, emphasizing the importance of both quantitative and qualitative feedback. He highlights the potential productivity gains across various job functions, not just software development, and how Dust aims to free up employees' time for higher-value tasks.

The conversation takes an introspective turn as Gabriel reflects on his journey from Silicon Valley to Paris, drawing lessons from his Stanford experiences and also from his time at Stripe. He shares valuable insights on maintaining a high hiring bar, building a culture of transparency, and fostering a diverse and inclusive team environment.

Finally, we explore the vibrant startup ecosystem in Paris and the unique advantages it offers for companies like Dust. And Gabriel outlines his vision for the future of AI as one of collaboration and augmentation, where humans and machines work together to achieve greater efficiency and innovation.

Join us for an inspiring and thought-provoking discussion on how Dust is transforming team productivity and what it takes to build a successful AI-driven startup in today's dynamic tech landscape.

In this episode, Gary Reeman interviews Pete Daffern, a three-time CEO and two-time president with a track record transforming fledgling companies into thriving unicorns. With $50 billion worth of software transactions under his belt, Pete’s insights are gold for any startup or scale-up looking to navigate the treacherous waters of growth and expansion. Currently, Pete leverages his extensive experience to serve on various boards and as an Operating Partner at PeakSpan Capital.

Pete delves into the pivotal lessons he has gleaned from decades of leading technology startups and scale-ups. From the early days of bootstrapping companies in the late '80s to the disciplined approach required to manage operational cash flow in more mature business, Pete emphasizes the critical importance of having the right people at every stage of a company's growth. He reflects on the transformative mentorship he received from industry stalwarts like Sue Lethbridge and the impact of building a stage-appropriate leadership team.

Pete explores the intricacies of scaling a business, the challenges of identifying the right talent and knowing when to make tough decisions about leadership changes. Pete shares a fascinating anecdote about Godfrey Sullivan's strategic approach at Splunk, illustrating the importance of focusing on winnable battles to drive sustained growth.

This episode also covers the crucial elements of defining an Ideal Client Profile (ICP) and how it should inform every aspect of a company's strategy, from product development to market positioning.

The conversation takes an interesting turn as Pete discusses the paradigm shifts that have shaped the tech landscape, from the advent of the internet to the current revolution in artificial intelligence. He shares his enthusiasm for AI applications that deliver meaningful, differentiated use cases, drawing on examples from his work with companies like Amplience.

As the episode draws to a close, Pete offers invaluable advice to founders of new AI businesses, emphasizing the importance of customer engagement and product-market fit. His stories and insights provide a compelling narrative that is both educational and inspiring for anyone involved in the tech industry.

Don't miss this episode filled with actionable insights and real-world examples of what it takes to scale a technology company from startup to unicorn. Tune in to hear Pete Daffan's journey and learn from one of the industry's most experienced leaders.

This episode of the Startup to Scale-Up Game Plan was brought to you by AlpinaSearch. Head over to www.alpinasearch.com for advice on scaling your technology startup and recruiting high-impact senior executives.

Marcel van der Heijden, a Partner at leading B2B software venture capital and growth equity firm, Fortino Capital, describes the challenging environment for B2B SaaS funding during the past two years.

Marcel brings us up-to-date with the status of the B2B software and SaaS funding landscape as of April 2024, the emergence and rise of AI-based products and services.

Marcel imparts valuable advice to startups, founders, and board members - he underscores the significance of reassessing changing market dynamics, cultivating strategic partnerships, networking with industry stakeholders, comprehending market conditions, and staying prepared for acquisition offers.

For more Fortino insights head over to https://www.fortinocapital.com/ and for advice on recruiting leadership talent for B2B Saas ventures check out https://alpinasearch.com/

Richard Anton, General Partner at Oxx, discussed the past, present and future of B2B SaaS investing.

Richard delved into topics such as the rise of generative AI, the emergence of Product-Led Growth (PLG), and the importance of organisational health in a tech venture's success. Richard emphasized the importance of solid product-market fit, diverse and balanced teams, and the capacity to build and defend a company's moat. He also shared his investment philosophy which prioritizes growth-oriented, category-defining companies with proven "founder-market fit".

For more Oxx insights check out https://www.oxx.vc/ & for advice on hiring exceptional leadership talent for B2B Saas & AI ventures head over to https://alpinasearch.com/