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Highlights

 

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 Sammy Singh, CEO and co-founder of Wurknow, a digital staffing platform that has raised $15 million in funding.

  • Sammy has been in the light industrial staffing industry for 30 years and saw an opportunity to create a platform that empowers hourly workers while streamlining the process for agencies and employers.
  • Wurknow’s software helps staffing agencies recruit, match, and place workers while ensuring compliance with labor laws, especially in stringent states like California.
  • The platform also offers a VMS (Vendor Management System) for large companies to organize job orders across multiple staffing agencies and ensure properly trained workers are deployed.
  • Despite the challenges of building a comprehensive end-to-end solution, Wurknow has seen strong traction, doubling its business year-over-year with a goal of maintaining that growth trajectory.
  • Sammy attributes the company’s success to a relentless focus on listening to customers, going above and beyond to solve their problems, and fostering a culture of exceptional service.
  • Wurknow envisions becoming the authority on hourly labor within 3-5 years, creating an ecosystem of trust and equity between workers and employers underpinned by their technology.

Actionable
Takeaways

Embrace an "Old School" Service Mindset Powered by Modern Tech:

Sammy credits much of Wurknow's success to a commitment to exceptional, personalized customer service. While leveraging cutting-edge technology, the company still prioritizes human connection, ensuring support staff are readily accessible and hands-on in ensuring client success. Founders should consider how they can blend the efficiency of tech with the warmth of human touch to create standout customer experiences.

Tackle Regulatory Complexity as a Differentiator:

Labor law compliance, especially for hourly workers across multiple jurisdictions, is a daunting challenge for many companies. Wurknow has turned this pain point into an opportunity by deeply integrating compliance safeguards into its platform. Sammy even plans to provide additional legal guidance to clients through partnerships. Founders should look for ways to absorb regulatory complexity on behalf of customers, creating a compelling value-add.

Leverage Customer Investment for Validation and Growth:

One of Wurknow's earliest investors was also one of its first customers. This powerful vote of confidence not only provided capital, but also sent a strong signal to the market about the platform's value. While not always possible, founders should explore opportunities to convert customers into investors. This alignment can create a virtuous cycle of growth and advocacy.

Plan in Quarters to Maintain Perspective:

Reflecting on his journey, Sammy advises founders to take a slower, more iterative approach in the early days. Specifically, he recommends planning in quarterly increments rather than monthly sprints. This cadence provides enough time to make meaningful progress while allowing for course-correction. In the fast-paced world of startups, zooming out to a quarterly view can help maintain perspective and reduce stress.

Cultivate Grit and Persistence Above All:

When asked about the most critical trait for B2B founders, Sammy doesn't hesitate: grit and persistence. Wurknow's journey is a testament to the power of resilience, having weathered the challenges of building a comprehensive platform, selling through a pandemic, and finding aligned investors. Founders must develop the mental toughness to keep moving forward in the face of adversity. Cultivating grit is the foundation for long-term success.

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