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PODCAST

BUILDERS

Front Lines Media

Welcome to BUILDERS — the show about how founders get new technology adopted. Each episode features a founder on the front lines of bringing new tech to market, sharing how they broke into their industry, earned early believers, built credibility, and unlocked real technology adoption. BUILDERS is part of a network of 20 industry-specific shows with a library of 1,200+ founder interviews conducted over the past three years. For the full network, visit FrontLines.io. Brought to you

business entrepreneurship

All Episodes

35:32

How Sure turns lost deals into future pipeline: The...

BUILDERS ·

2025/12/01

Sure built the technology infrastructure enabling the world's biggest consumer brands to embed complex insurance products directly into their core transactions—from auto purchases to home loans. In this episode of BUILDERS, Wayne Slavin shares how Sure pivoted from a consumer mobile app to B2B infrastructure after insurance executives kept pulling engineers into boardrooms to see the backend, why prospects who choose to build end up on Sure's "wall of shame" after their attempts fail, and the

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28:07

How Limelight validated the B2B creator market by...

BUILDERS ·

2025/11/25

Limelight is building the infrastructure layer for B2B creator marketing, processing payments and managing campaigns for companies spending six figures monthly on creator partnerships. With $2.1 million in funding from Signal to Noise Ratio, Ascend Ventures, Savion Ventures, and strategic angels including the head of AI at Amazon and the former Chief Product Officer at Lyft, Limelight powers creator programs for Clay, Webflow, ZoomInfo, and Bill.com. In this episode of BUILDERS, we sat down with

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28:00

How Jane Technologies converted market uncertainty...

BUILDERS ·

2025/11/25

Jane Technologies built real-time inventory streaming technology that connects cannabis dispensary point-of-sale systems to online ordering platforms—solving a technical problem that hadn't been cracked before in the space. As a West Point graduate and Apache helicopter pilot who found cannabis instrumental in his transition from military service, Socrates co-founded Jane with his brother (a computer scientist) in 2014-2015, deliberately choosing the "pick and shovel" software play over

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36:00

Joe Levy, CEO of Sophos: $1.5 Billion ARR and the...

BUILDERS ·

2025/11/25

Sophos represents one of cybersecurity's most vulnerable companies, founded in 1985 as an antivirus provider and now operating at massive scale with $1.5 billion in ARR and 5,700 global employees. Under CEO Joe Levy's leadership, the company has undergone a fundamental transformation from a traditional product-focused vendor to a services-driven platform that addresses core market failures in cybersecurity. In a recent episode of Category Visionaries, we sat down with Joe Levy to learn about the

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31:54

How ClearCOGS used building in public on LinkedIn to...

BUILDERS ·

2025/11/21

ClearCOGS is creating a new category in restaurant technology by bringing predictive analytics to an industry that operates almost entirely on retrospective data. With $3.8 million raised, the company analyzes 100 million data points daily per restaurant to forecast demand and optimize prep decisions. In a recent episode of Category Visionaries, we sat down with Matt Wampler, CEO and Co-Founder of ClearCOGS, to explore how his experience turning around failing Jimmy John's franchises led him to

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28:33

How Continuum grew 8x in 12 months by targeting high...

BUILDERS ·

2025/11/17

Continuum is solving the multi-party return problem in B2B supply chain—a transaction involving distributors, manufacturers, and end users that previously took 30-45 days and now completes in 30-45 seconds. In this episode of Category Visionaries, we sat down with Alex Witcpalek, CEO and Founder of Continuum, to unpack how he's building what he calls "reverse EDI" in a market of 1.5 million distribution and manufacturing companies across North America. After 13 years selling technology into this

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18:13

How Wultra built category leadership as the only...

BUILDERS ·

2025/11/17

Wultra provides post-quantum authentication for banks, fintechs, and governments—protecting digital identities from emerging quantum computing threats. In this episode, Peter Dvorak shares how he broke into the notoriously closed banking ecosystem by leveraging his early experience in mobile banking development. From navigating multi-stakeholder enterprise sales to positioning quantum-safe cryptography when the threat timeline remains uncertain (consensus: 2035, but could accelerate), Peter reveals

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37:32

Why the next great tech companies will sell outcomes,...

BUILDERS ·

2025/11/14

Anthony Lye joined Quid 14 months ago to lead a complete business model transformation. With three decades in Silicon Valley including executive roles at Palantir, NetApp, Oracle, and Siebel Systems, Anthony has operated through every major technology disruption. At Quid, he's dismantling the traditional SaaS playbook—eliminating seat-based pricing, collapsing the software/services separation, and refocusing the entire company on delivering measurable business outcomes rather than analytics tools

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18:21

How Wisdom AI reduces enterprise trial time-to-value...

BUILDERS ·

2025/11/14

Wisdom AI sells to enterprise data teams, empowering them to deploy AI data analysts that automate analytics functions traditionally handled by human analysts. As a former Rubrik co-founder and Google search ranking engineer, Soham identified the analytics problem firsthand while scaling Rubrik from intuition-driven to data-driven operations. In this episode of Category Visionaries, Soham shares how four Rubrik alumni are building a category-defining solution in the data analytics space, the

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27:45

Why Runway spent $40K on hot sauce | Siqi Chen

BUILDERS ·

2025/11/14

Runway is building FP&A software that solves what Siqi Chen calls "the impossible problem"—matching Excel's speed and flexibility for thinking while functioning as an enterprise finance platform. In this episode of The Front Lines, wew sat down with Siqi to unpack Runway's mischief marketing playbook, why they enriched hot sauce pre-orders for lead gen, and how they're implementing AI as a coworker rather than a copilot.Topics Discussed: The unit economics behind the Burn Rate hot sauce

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30:08

How MishiPay scaled from $10M to $250M in...

BUILDERS ·

2025/11/13

MishiPay has scaled from processing $10 million to over $250 million in annual transactions by abandoning product purity for market pragmatism. What started as a mobile-first scan-and-go solution evolved into a comprehensive checkout platform spanning self-checkout kiosks, RFID systems, mobile POS, and traditional cash registers—now deployed across 2,000+ stores in North America, Europe, the Middle East, and Australia. In this episode of Category Visionaries, we sat down with Mustafa Khanwala, CEO

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27:00

How Assembled systematized founder-led LinkedIn...

BUILDERS ·

2025/11/12

Assembled is the AI customer support platform powering hundreds of modern enterprises including Stripe, Robinhood, Salesforce, and Ashley Furniture. The company's largest customer operates a 20,000-person contact center. With products spanning AI chat and voice agents that resolve 70-80% of tickets to sophisticated workforce management and forecasting systems, Assembled's core thesis challenges the industry narrative: the best support teams orchestrate humans and AI in perfect balance rather than

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16:58

How Keye drives word-of-mouth in the...

BUILDERS ·

2025/11/12

Keye helps private equity investors accelerate deal evaluation through AI-powered quantitative analysis. In a recent episode of Category Visionaries, I sat down with Rohan Parikh, Co-Founder and CEO of Keye, to explore how his team bridges the gap between AI capabilities and the 100% accuracy requirements of financial due diligence—enabling PE firms to say no to deals earlier and focus resources on the right opportunities. Topics Discussed: Why ChatGPT-style search and summarization tools fail in

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21:12

How Voltiris uses transparent hypothesis testing to...

BUILDERS ·

2025/11/11

Voltiris has developed spectroscopy-based solar panels that filter light for greenhouse crops while generating renewable energy. Unlike traditional opaque panels that cause 60-80% yield reduction in high-tech greenhouses, Voltiris's technology harvests only the light wavelengths unused by photosynthesis. In this episode, we sat down with Nicolas Weber, Co-Founder and CEO of Voltiris, to explore how a former BCG consultant and a PhD spectroscopist are navigating multi-season validation cycles with

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26:01

How Flamingo generated 1,000 waitlist signups before...

BUILDERS ·

2025/10/31

Michael Assraf is building Flamingo, an open-source and AI-powered operating system for managed service providers. After exiting Vicarious in May 2024, he spent seven months on market research before writing a single line of code—conducting 15+ MSP interviews, mapping their complete tool stack economics, and testing distribution channels with a free community product. The research revealed a structural margin crisis: MSPs operate on 10-15% margins with 30% of revenue flowing to vendor payouts and

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22:49

Why First Resonance killed their PLG motion and...

BUILDERS ·

2025/10/30

First Resonance provides factory orchestration and coordination software for scaling hardware companies. Founded by SpaceX veterans in 2019, the company focused on filling the gap between legacy manufacturing systems and the needs of emerging hard tech startups. In a recent episode of Category Visionaries, we sat down with Karan Talati, CEO & Co-Founder of First Resonance, to learn about the company's journey building Ion—their manufacturing operations platform—and how they're enabling companies

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34:13

How ZayZoon built 300+ payroll partnerships to reach...

BUILDERS ·

2025/10/23

ZayZoon pioneered the earned wage access category a decade ago and has become the leading embedded provider through partnerships with over 300 payroll companies. With over $50 million raised and a team of 200, ZayZoon now serves 15,000+ businesses across the US. In a recent episode of Category Visionaries, I sat down with Tate Hackert, Co-Founder and Chief Strategy Officer of ZayZoon, to unpack their B2B2C distribution strategy, the economics of three-sided marketplaces, and how they're expanding

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27:04

How AODocs generates better cost-per-lead from...

BUILDERS ·

2025/10/21

AODocs manages business-critical documents for enterprises where downtime has real consequences—production lines stopping, construction projects delayed, containers sitting at ports. Founded in 2012 and bootstrapped to profitability by 2022, the company serves Google's data center builds, aerospace manufacturers' FAA certifications, and Veolia's water treatment operations. In this episode of Category Visionaries, we sat down with Stéphan Donzé, Founder of AODocs, to unpack his 14-year journey from

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18:18

How Calico educates buyers on agentic AI systems when...

BUILDERS ·

2025/10/21

Calico is building an agentic AI system for apparel sourcing and production—automating the "messy middle" of manufacturing that has operated on emails, Excel, and WhatsApp for decades. As a founder who previously built and exited apparel brands, Kathleen Chan experienced the pain firsthand: opening a Shopify store takes minutes, but actually producing inventory requires staying up until 2am managing factory communications. In this episode, she shares how Calico is creating a new category during the

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23:42

How Shadowbox evolved it’s ICP from desperate labs to...

BUILDERS ·

2025/10/01

Healthcare providers waste $950 billion annually on manual workarounds caused by fragmented EHR systems and integration costs that don't scale. Shadowbox has developed a patented browser technology that functions as an API, enabling instant EHR data access without traditional integration expenses. In this episode of Category Visionaries, we sat down with Gregory Stein, CEO of Shadowbox, to dissect how the company evolved from serving desperate lab diagnostics customers to building strategic

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