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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 Dan Rua, CEO of Admiral, a visitor relationship management platform that has raised $28 Million in funding.
Here are the most interesting points from our conversation:
When privacy regulations and ad blockers challenged the ad-tech model, Admiral pivoted to a relationship-focused Martech category. Founders should be aware of market shifts and create solutions that address new, pressing needs.
Landing a respected client early, like PGA Tour, provided Admiral with both credibility and a valuable use case. Securing an initial, recognizable client who aligns with your mission can accelerate product validation.
By enabling clients to start with a single module, Admiral mitigated entry barriers and built client trust over time. Consider a land-and-expand approach to reduce complexity and open multiple entry points into your product ecosystem.
Admiral’s free analytics tag helps potential customers assess the impact of ad blockers, creating a no-cost entry into their VRM stack. A free tool that highlights your solution’s value can significantly improve customer acquisition.
Dan emphasizes the importance of building “set-and-forget” tools to maximize customer value without manual complexity. For founders, automating complex processes can boost user engagement and retention by reducing operational friction.
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