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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 DeVaris Brown, CEO and co-founder of Meroxa, a stream processing data application platform that has raised over $19 million in funding.
DeVaris credits the pandemic lockdowns in Meroxa's early days with providing a distraction-free environment to concentrate on building the core product. While operating under constraints is never easy, founders can reframe these limitations as an opportunity to ruthlessly prioritize and make faster decisions. Embracing constraints with creativity and grit can lead to breakthrough progress.
Meroxa's work with NASA and other government agencies played a crucial role in validating the platform's ability to process data at immense scale and complexity. For deep-tech startups, landing lighthouse customers who can pressure-test the product in demanding real-world scenarios is invaluable for earning the trust of prospects. Founders should identify and pursue these marquee accounts as an accelerant for broader adoption.
DeVaris openly acknowledges that while he and his co-founder excel at building product, they have gaps in their sales expertise. His advice to founders is to hire for complementary skill sets rather than trying to be the "last stop" for every function. Self-awareness about your strengths and weaknesses as a leader is critical to constructing a well-rounded team equipped to execute across the full range of startup challenges.
Meroxa's decision to work with government and military clients, while lucrative, came with some moral complexity as a Black founder. DeVaris stresses the importance of having open conversations with employees about where to draw ethical lines while also acknowledging the realities of needing to generate revenue to sustain the business. Founders must grapple with these tradeoffs transparently and establish clear principles for customer selection.
DeVaris emphasizes the emotional toll of being a founder and the pervasive sense of isolation that comes with the top job. His recommendation is to actively seek out peer groups, executive coaches, and mental health resources to process the inevitable ups and downs of the journey. Founders shouldn't try to shoulder the burden alone or feel embarrassed about needing support - connecting with others in the same boat is a game-changer.
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CEO of PostHog
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