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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.
Like Brian Chesky and other successful founders, prioritize being the first salesperson, staying close to customer feedback, and caring deeply about the problem you're solving. This authentic passion and commitment can be a powerful driver of growth and resilience.
When selling to large, complex organizations like cities, focus on reducing barriers to adoption by offering pilots, POCs, and thought leadership content that demonstrates your expertise and the value of your solution. Aim to minimize their perceived risk and workload in getting started.
In the early stages of building a B2B startup, prioritize in-person meetings with prospects and customers to gather feedback, refine your messaging, and build trust and credibility. Like Thibault's couch-surfing approach, be willing to put in the time and travel to establish strong relationships.
Recognize that fundraising is a time-consuming process that requires careful planning and delegation to minimize disruption to the business. Focus on creating competition among investors, leveraging the power of social proof, and crafting a compelling brand story to generate excitement and momentum.
As a founder and CEO, your top priority should be building and motivating an exceptional team to accomplish your mission. Invest in human relationships, both within your company and with external partners and customers, as the foundation for long-term success and impact.