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Frontlines.io | Where B2B Founders Talk GTM.
Strategic Communications Advisory For Visionary Founders
Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech’s most innovative B2B founders. In today’s episode, we’re speaking with Barb Hyman, CEO & Founder of Sapia AI, a recruiting technology platform that’s raised over $21 Million in funding.
Here are the most interesting points from our conversation:
When selling disruptive technology, especially AI, understand the buyer’s perspective and concerns. Celebrate successes only when your customers do, ensuring you’re aligned with their milestones.
A stellar candidate experience can drive organic growth. Encourage candidates to share their positive experiences, turning them into advocates within their professional networks.
Be disciplined about targeting your ideal customer profile (ICP). Avoid wasting resources on prospects who may not have the leadership or readiness to embrace significant change.
Utilize non-traditional marketing channels like dark social, where customer referrals and word-of-mouth drive new business, rather than relying solely on paid or large-scale marketing events.
In sales, ensure you deeply understand the customer's pain points before jumping into product demos. This approach leads to more meaningful conversations and higher conversion rates.
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CEO & Founder of Workera
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CEO | Co-founder of Humanly
Prem Kumar, CEO of Humanly.io: $5.5 Million Raised to Build the Conversational Hiring Category
CEO and Co-Founder of Work Shield
Jared Pope, CEO and Co-Founder of Work Shield: $12 Million Raised to Eliminate Workplace Misconduct
Co-Founder & CEO of Grain
Mike Adams, Co-Founder & CEO of Grain: $22 Million Raised to Power the Future of Meetings
CEO of PTO Exchange
Rob Whalen, CEO of PTO Exchange: $5M Raised to Empower Companies to Rethink Paid Time Off
CEO & Founder of Beanstalk Benefits
Matthew Sydney, CEO & Founder of Beanstalk Benefits: $7.5 Million Raised to Build the Future of On-Demand Employee Benefits
CEO and Founder of Guideline
Kevin Busque, CEO and Founder of Guideline: $339 Million Raised to Help More Small Businesses Offer Retirement Plans
Co-Founder & CEO of Sphere
Nicholas Rudder, Co-Founder & CEO of Sphere: $5 Million Raised to Build the Future of Corporate Learning
CEO and Founder of Movo
Jason Radisson, CEO and Founder of Movo: Over $9 Million Raised to Build the Future of HR Automation
President of Remote
Marcelo Lebre, Co-founder & COO of Remote: Nearly $500 Million Raised to Power the Distributed Workforce of the Future
CEO and Founder of HumanQ
Nishika de Rosairo, CEO and Founder of HumanQ: $3.5 Million Raised to Build the Future of Human Development
CEO and Co-Founder of Crosschq
Mike Fitzsimmons, CEO & Co-Founder of Crosschq: $35 Million Raised to Power the Future of AI-Driven Hiring Intelligence
Founder of Jobbatical
Karoli Hindriks, Founder of Jobbatical: $23 Million Raised to Build the Future of Global Mobility with AI-Powered Relocation Solutions
Co-founder & CEO of Fetcher
Andres Blank, CEO of Fetcher: $40 Million+ Raised to Build the Future of Recruiting Automation
CEO & Founder of Moonhub
Nancy Xu, CEO & Founder of Moonhub: $10 Million Raised to Power the Future of AI-Driven Recruiting
CEO and Co-Founder of Wingspan
Anthony Mironov, CEO and Co-Founder of Wingspan: $30 Million Raised to Power the Contractor Experience of the Future
Founder and CEO of Candor
Kelsey Bishop, Founder and CEO of Candor: $5 Million Raised to Build the Future of Professional Relationship-Building
CEO of Uvaro
Joseph Fung, CEO of Uvaro: $15 Million Raised to Build the Career Success Platform Category
Founder of Bootup
Chandler Malone, Founder of Bootup: $2 Million Raised to Solve the Tech Talent Crisis
CEO of Electives
Jason Lavender, CEO of Electives: $10M Raised to Redefine Corporate Training
Co-Founder & CEO of Paraform
John Kim, Co-Founder & CEO of Paraform: $5 Million Raised to Build the Future of Recruiting with a Marketplace for Specialized Talent
CEO and Co-Founder of Topia
Daniel Liebeskind, CEO and Co-Founder of Topia: $6 Million Raised to Help Organizations Build Their Own Metaverse
CEO and Co-Founder of WurkNow
Sammy Singh, CEO and Co-Founder of WurkNow: $15 Million Raised to Power the Future of Staffing
President and Co-Founder of Kumospace
Brett Martin, President and Co-Founder of Kumospace: $25 Million Raised to Power the Future of Virtual Offices
CEO and Co-founder of Hone
Tom Griffiths, CEO of Hone: $50 Million Raised to Build the Future of Corporate Training
CEO & Founder of Rising Team
Jennifer Dulski, CEO & Founder of Rising Team: $11 Million Raised to Build the Future of Team Performance
CEO of BOLT.works
Ville Herva, CEO of BOLT.works: $7 Million Raised to Build the Future of Staffing
CEO & Co-Founder of Cadana
Albert Owusu-Asare, CEO & Co-Founder of Cadana: $7 Million Raised to Build the Future of Global Payroll Infrastructure
CEO of Oyster
Tony Jamous, CEO of Oyster: $220+ Million Raised to Build the Global Employment Platform (GEP) Category
CEO & Co-Founder of Data People
Amit Bhatia, Co-Founder and CEO of Data People: $21 Million Raised to Build the Future of Recruiting Intelligence
CEO and Founder of Origin
Matt Watson, CEO and Founder of Origin: Over $70 Million Raised to Make Financial Wellness the Next Big Employee Perk
Co-Founder and CEO of GrowthSpace
Omer Glass, Co-Founder and CEO of GrowthSpace: $44 Million Raised to Build the Future of Employee Development
Founder and CEO of Cobrainer
Hanns Aderhold, Founder and CEO of Cobrainer: $21 Million Raised to Build the Future of Skills Data Platforms
CEO of Confirm
Josh Merrill, CEO of Confirm: Over $11 Million Raised to End the Performance Review Nightmare
CEO and Founder of Pixaera
Mousa Yassin, CEO and Founder of Pixaera: $5.7 Million Raised to Build the Future of VR Safety Training
CEO of Benepass
Jaclyn Chen, CEO of Benepass: $14 Million Raised to Build the Future of Employee Benefits Management
Founder & CEO of Product School
Carlos Gonzalez de Villaumbrosia, Founder & CEO of Product School: $25 Million Raised to Power the Future of Product Management Education
Co-Founder of Pequity
Warren Lebovics, Co-Founder of Pequity: $19 Million Raised to Build the Future of Employee Compensation
CEO and Founder of Lepaya
René Janssen, CEO & Founder of Lepaya: $85 Million Raised to Build the Future of Employee Training
Co-founder & CEO of Seafair
Agapitos Diakogiannis, CEO of Seafair: $6.5 Million Raised to Build the Future of Maritime Recruitment
CEO & Founder of Showd.me
Avi Singer, CEO & Founder of Showd.me: $4.5 Million Raised to Build the Future of Compliance Training
CEO & Founder of BrightHire
Ben Sesser, CEO & Founder of BrightHire: $36 Million Raised to Build the Interview Intelligence Category
CEO and Founder of Pando
Barbra Gago, CEO and Founder of Pando: $7 Million Raised to Build the Future of Career Advancement
Founder & CEO of Kula
Achuthanand Ravi, CEO of Kula: $14 Million Raised to Build the Future of Recruiting
Founder and CEO of Diversio
Laura McGee, CEO of Diversio: $6 Million Raised to Help Organizations Measure and Improve DEI
CEO of Prodoscore
Sam Naficy, CEO of Prodoscore: $4 Million Raised to Build the Future of Employee Productivity Measurement
CEO of Revelio Labs
Ben Zweig, CEO of Revelio Labs: $19 Million Raised to Build the Future of Workforce Intelligence
CEO and Co-Founder of Summer
Will Sealy, CEO and Co-Founder of Summer: Over $18 Million Raised to Help Organizations Provide Student Loan Benefits
CEO & Co-Founder of EarnBetter
Tuck Hauptfuhrer, CEO & Co-Founder of EarnBetter: $4.5 Million Raised to Build the Future of AI-Powered Job Search
CEO and Founder of Vowel
Andy Berman, CEO and Founder of Vowel: $13 Million Raised to Power the Future of Meetings
Co-Founder & CEO of WizeHire
Sid Upadhyay, Co-Founder & CEO at WizeHire: Over $30 Million Raised to Help SMBs Hire Great Talent
CEO of Figures
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VP of Marketing of Bonusly
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Founder & CEO of Gigs
Allen Narcisse, Founder & CEO of Gigs: $5.7 Million Raised to Build the Future of Blue Collar Hiring
CEO and Co-Founder of Wagestream
Peter Briffett, CEO and Co-Founder of Wagestream: $370 Million Raised to Provide Financial Wellbeing for Every Frontline Employee
CEO of Immediate
Matt Pierce, CEO of Immediate: $15 Million Raised to Eliminate the Costly Price of Financial Stress in the Workforce
CEO and Founder of Skillit
Fraser Patterson, CEO and Founder of Skillit: $13 Million Raised to Tackle the Skilled Labor Crisis in Construction
Founder/CEO of Woven
Wes Winham Winler, CEO of Woven: $11 Million Raised to Transform How Companies Recruit and Hire Developers
Founder of ChartHop
Ian White, Founder, CEO and CTO of ChartHop: $74 Million Raised to Build the Future of PeopleOps
Co-founder of HiPeople
Sebastian Schüller, Co-founder of HiPeople: $7 Million Raised to Develop Data-Driven Augmentation for Hiring Teams
CEO & Co-Founder of Arist
Michael Ioffe, CEO & Co-Founder of Arist: $16 Million Raised to Build the Future of Autonomous L&D
CEO and Founder of GoodJob
Stephen Johnston, CEO and Founder of GoodJob: $9 Million Raised to Power the Future of Human Capital Management
Founder & CEO of TalentHub
Daniel Birkholm, TalentHub: $6 Million Raised to Transform How Organizations Measure and Improve Their Hiring Experience
CEO and Co-Founder of Localyze
Hanna Asmussen, CEO and Co-Founder of Localyze: Over $48 Million Raised to Build the Leading Global Mobility Platform for Companies and Employees
CEO and Co-Founder of Included
Raghu Gollamudi, CEO and Co-Founder of Included: $5.4 Million Raised to Build the Future of HR Analytics
CEO & Co-Founder of Metaview
Siadhal Magos, CEO & Co-Founder of Metaview: $14 Million Raised to Power the Future of AI-Driven Hiring