Welcome to another episode of Category Visionaries, the show that explores the future of tech with innovative B2B founders. In today's episode, we're speaking with Thibault Castagne, CEO and Co-Founder of Vianova, a mobility intelligence platform that has raised $8.8 million in funding.

• The core problems Vianova aims to solve: reducing greenhouse gas emissions from transportation and improving road safety, with road fatalities increasing by 18% in the US over the past four years.
• Vianova's unique customer base, with two-thirds of revenue coming from government entities such as cities and municipalities, and one-third from enterprise clients like mobility operators, navigation systems, and infrastructure managers.
• The challenges and opportunities of selling to cities, with long sales cycles but also a moat-like effect, and the importance of making it easy for them to say yes through pilots, POCs, and thought leadership content.
• The journey to finding product-market fit through iterative work with early customers like the city of Paris and extensive face-to-face meetings with prospects across Europe.
• The lessons learned from fundraising, including the time-consuming nature of the process, the need to delegate and create competition among investors, and the importance of branding and storytelling.
• The critical role of human relationships and team building as the top priority for a CEO and founder.
• The long-term vision of becoming the operating system for the mobility world, solving challenges like road safety, congestion, and traffic management by leveraging data from connected vehicles and IoT devices.