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Highway to Scale

Author: Bornfight

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Welcome to Highway to Scale - a podcast in which we explore the ins and outs of business success. In each episode, we'll be interviewing CEOs, executives and managers from young successful companies that are making it big on the market. We'll talk to them about their business beginnings, and what did it take to go from 0 revenue to hundreds of employees and millions in valuation. In addition to learning more about the inner workings of their companies, we'll also explore their management styles, how their understanding of business changed as their companies grew and what were some of the key achievements they unlocked during the course of their careers.
15 Episodes
In today's episode I'm joined by Liviu who is the CEO of DRUID.  Liviu will tell us more about the current state of the chatbot technology and their potential when it comes to enterprise usage, what are some of the ways to increase the value of your company and why is it extremely important to have a strong story that describes your company and your products.__________HOSTED BY:Dorian — Bornfight Content Creator Dragan — DRUID CEO_ABOUT LIVIU: created two of the most renowned Romanian IT brands – TotalSoft and Charisma. And these two brands have been a valuable business card for the Romanian software industry.  As a founding member and president of the Software and Services Industry Association, Liviu was actively involved in promoting the Romanian IT industry, and then at the beginning of 2018, he started his new success story when he founded DRUID. _ABOUT DRUID: is an AI-powered, no-code, chatbot authoring platform that allows users to design, develop and deploy natural and rich interactions between employees, customers, partners and enterprise systems, through omnichannel text and voice conversations.It features a proprietary multi-language NLU engine which identifies user intents, sentiment and system entities, and our Connector Designer which integrates with any enterprise app (REST/SOAP APIs, SQL/Oracle, ERPs, CRMs, RPA).In short, DRUID brings human conversation to the enterprise world in the most intuitive, efficient and human-like way._____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by James who is the CEO of Rentals United. James will tell us more about the current state of the rental market, the importance of focusing on solving user issues, how his company helped their customers during the COVID-19 pandemic and why is sales the lifeblood of every SaaS company.__________HOSTED BY:Dorian — Bornfight Content Creator Burrows — Rentals United CEO_ABOUT JAMES: is a big advocate of using technology to make the complex more simple, and he has over 20 years of experience within the travel industry - specifically within the vacation rental sector. A serial entrepreneur, James first entered the vacation rental market as a co-founder of a leading global listing website, but a keen interest in technology led him into travel tech where he co-founded Rentals United._ABOUT RENTALS UNITED: United is the premier global channel management solution designed for medium to large short-term rental managers. By providing efficient and reliable tools, data and expertise, Rentals United enables its clients to optimise their business model and power growth. Over the years, it became the enterprise software of choice and it is used by a majority of the world’s top 20 property managers.In short, Rentals United is all about giving its clients more bookings with less work._____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Pierre who is the CEO of Jenji. Pierre will tell us more about the current state of the expense management market, how to take on the industry leader in your niche, why is ownership the core of success and why you, as a CEO in a SaaS company, need to go through support tickets from time to time.__________HOSTED BY:Dorian — Bornfight Content Creator Queinnec — Jenji CEO_ABOUT PIERRE:, an engineer by training, began his career as a consultant in new technologies. In 2006, he co-founded Zenika, a consulting and expertise company. In 2008, Pierre co-founded a SaaS publisher, Allegoria, specializing in the management and taxation of notarial acts. He sold the two companies in 2013 in order to devote himself entirely to his new project: the launch of Jenji._ABOUT JENJI: is one of the leading enterprise expense management solution. Founded in 2015, Jenji offers solutions for expense management and allowances specifically tailored for mid-market and enterprise companies.Jenji reinvented these solutions using Cloud and AI technologies while designing a simple and modern user experience, accessible on the go, anywhere in the world. Finance teams will benefit from real-time data availability, coherence and visibility through automated financial analysis, thus developing the deeper insights and understanding necessary for strategic and operational guidance._____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Romain who is the CEO of Didomi. Romain will tell us more about the adtech market, what's important to keep in mind when it comes to GDPR and user privacy, and also what makes trust one of the most critical elements of building successful teams.__________HOSTED BY:Dorian — Bornfight Content Creator Gauthier — Didomi CEO_ABOUT ROMAIN: Gauthier is the CEO of Didomi. He co-founded Didomi with the core belief that Privacy management is key to sustainable value creation from customer data. After 7 years of diverse experiences and a first successful startup sold to a leading adtech player (MediaMath), he brings to Didomi his expertise in complex enterprise software design and sales, as well as his vision of the consent and preferences management market._ABOUT DIDOMI: is a company which builds technology that allows organizations to place customer consent at the core of their strategy. By making consent and preferences easily accessible, companies benefit from compliant customer data while seeing higher engagement and increased user trust. And consumers, on their side, are free to choose what data to share and how to stay connected to their favorite brands across various touchpoints._____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Mustafa who is the CEO of MishiPay. Mustafa will tell us about the present and the future of the retail industry, what does it take to change customer habits and why is a properly structured team crucial for company growth.__________HOSTED BY:Dorian — Bornfight Content Creator Khanwala — MishiPay CEO_ABOUT MUSTAFA: is a Mechatronic Engineer who has previously worked in and led projects with companies such as Porsche, National Instruments, Barclays and TATA and has a proven track record in successful innovation. He has sales experience through working in his family business and starting a food delivery venture in Manchester in 2011.Mustafa built the first MishiPay prototype himself and has since won the UCL ‘Bright Ideas’ award and in 2019 was named on the prestigious Forbes ‘30 Under 30’ list. Since founding MishiPay in 2015, Mustafa has led the growth of the business to become the world's leading provider of mobile self-checkout technology, with customers including Flying Tiger copenhagen, MUJI, SPAR and Eroski._ABOUT MISHIPAY: brings the best of the online checkout experience to physical stores, giving shoppers the ability to scan and pay for their shopping using their mobile phones. Founded in 2015, MishiPay has grown quickly and now serves its Scan & Go technology to some of the largest retailers in the world, deployed in 100s of stores, across 14 countries. Thanks to the skills of their technical team and their carefully curated list of partners, MishiPay are able to integrate quickly and cost-effectively into retailers’ existing systems without the need for any additional hardware, making it possible for both shops and shoppers to benefit from the best of the online and in-store worlds._____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Andrea who is the Co-Founder of Winelivery. Andrea will tell us about the benefits of crowdfunding a business, the current state of the on-demand delivery industry and why you need to listen to Pareto's rules if you want to grow your company.__________HOSTED BY:Dorian — Bornfight Content Creator Antinori — Winelivery Co-Founder ANDREA:Andrea is one of Winelivery's cofounders, and the company's current PR & Press Office Manager. Her business story is an interesting one, as she started with a Degree in Physical Therapy, followed by 7 years of activity in the field, and ending with two years of collaboration with the University of Pavia as a thesis co-supervisor, and a Master in Management... And that's when her Winelivery adventure started._ABOUT WINELIVERY: is a company that lives through its tagline of "Drinks at your doorstep". It's a first Italian platform for on-demand beverage delivery that offers its customers a superior experience and a 360-degree service that includes label selection, assortment management and delivery. But they're not just the first, they're also one of the fastest - with a 30 minute delivery time to more than 60 Italian cities._____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Massimiliano who is the CEO of Contents. Massimiliano will tell us about the mindset of following his own instincts, what are investors focused on when they're looking to invest in a new company, and what does it take to successfully build and sell multiple companies.__________HOSTED BY:Dorian — Bornfight Content Creator Squillace — Contents CEO MASSIMILIANO:Massimiliano Squillace is a  serial entrepreneur, he made 5 exits, one of which in the world of digital publishing: Nano Publishing sold to Excite Populis. Author of the bestseller Successful Startups. He is one of the few Italians who appeared on Forbes and Fortune. He has invested in more than 50 companies and is CEO of one of them. _ABOUT CONTENTS: is a tech marketing company that has developed a proprietary software platform that allows its users, through its advanced data analysis and machine learning algorithms, to rapidly produce digital content on various topics and in a variety of languages, without compromising quality. The platform integrates modules for the analysis of online trends and competitors, for tracking user behavior and thus powers Natural Language Processing and Natural Language Generation modules for the generation of AI-based content. _____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Guillermo who is the CEO of Meep.  Guillermo will tell us about the potential of mobility as a service, the value of smart money and the importance of having a strong vision when it comes to long-term business success.__________HOSTED BY:Dorian — Bornfight Content Creator Campoamor — Meep CEO GUILLERMO:Before founding Meep and taking a role in the mobility sector, Guillermo spent a large part of his career directing sales in 22 countries. And now, as a CEO of Meep, he focuses on bringing several, at times competing, entities within a city together to create a smart, reliable and user-centric mobility ecosystem._ABOUT MEEP: is an application that integrates all modes of transportation in cities - and provides you with one seamless, stress-free urban mobility experience. The company was launched in 2017, it was chosen by South Summit 2018 as one of the 10 most relevant startups in mobility, and then selected by Smart Open Lisbon to launch a pilot in the city in November 2018. Today, Meep's mobility as a service solutions are available across 9 cities in 4 countries._____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Bruce who is the CEO of Ocean Protocol. Bruce will tell us about the potential of blockchain, what are some key differences between raising venture capital and initial coin offerings, as well as how to build and utilize the communities that grow around blockchain-based projects.__________HOSTED BY:Dorian — Bornfight Content Creator Pon — Ocean Protocol CEO BRUCE:Bruce Pon is the Founder of Ocean Protocol, blockchain startup focused on bringing data and AI together since 2013. Previously, Bruce co-founded Avantalion, a consulting firm that helped to build 20 banks around the globe for companies such as Mercedes-Benz, Volkswagen, Mitsubishi & Jaguar LandRover. He has an Advanced Executive Certificate from MIT Sloan, a B.Sc in Engineering from the University of Saskatchewan, and has given guest lectures at Oxford, MIT Media Lab, Columbia University, and the European School of Management & Technology. In addition to being in the 2020 full-length documentary Cryptopia, Bruce was featured in Oxford University and Saïd Business School’s online Blockchain course as a guest expert and in ARTE’s The Digital Future. He’s given invited talks at World Economic Forum, MOBI Connect, CNBC, KuppingerCole, and more._ABOUT OCEAN PROTOCOL: Protocol’s mission is to kickstart a Web3 Data Economy that reaches the world, giving power back to data owners and enabling people to capture value from data to better our world. Data is a new asset class; Ocean Protocol unlocks its value. Data owners and consumers use the Ocean Market app to publish, discover, and consume data assets in a secure, privacy-preserving fashion.Ocean datatokens turn data into data assets. This enables data wallets, data exchanges, and data co-ops by leveraging crypto wallets, exchanges, and other DeFi tools. Projects use Ocean libraries and OCEAN in their own apps to help drive the Web3 Data Economy.The OCEAN token is used to stake on data, govern Ocean Protocol’s community funding, and buy & sell data. Its supply is disbursed over time to drive near-term growth and long-term sustainability. OCEAN is designed to increase with a rise in usage volume._____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Gilles who is the CEO of Livestorm — a company that has quite literally taken the industry of live video communication by storm.They had an insane growth in 2020, they soared past 100 employees and with more than 30 million dollars in funding they are rapidly expanding on all fields. In this podcast, Gilles will tell us more about what it took for him and his team to handle that 3000% increase in platform usage and 7x revenue growth. We'll also discuss why it's OK to be a careful CEO and why should every startup owner have a global mindset.__________HOSTED BY:Dorian — Bornfight Content Creator Bertaux — Livestorm CEO_ABOUT GILLES: Bertaux is CEO and co-founder of Livestorm, where he shapes the future of end-to-end video communication.As a first-time entrepreneur, Gilles co-founded Livestorm in 2016 along with Robin Lambert, Tom Forlini, and Vincent Garreau. The company quickly gained traction in Europe and North America and has nowadays over one million participants each month on its platform. In 2020, Gilles raised $30M in series B to accelerate Livestorm’s presence in Europe and the US, as well as to scale its go to market strategies towards mid-market and Enterprise.Gilles is an active member of the tech scene and a frequent speaker on startups, growth, and remote company culture.Prior to Livestorm, Gilles worked as a Product Designer at Totems (an Instagram Engagement platform acquired by Stripe in 2014) and as a Growth Hacker at Mention."_ABOUT LIVESTORM: is the browser-based platform that easily connects teams on the device of their choice to create powerful communication strategies. With Livestorm you can promote, host, and analyze your events in one place._____PODCAST CONTENTS:00:00 — Intro01:34 — What is Livestorm all about04:30 — Major growth in 202009:30 — State of the video industry14:19 — Adopt a global mindset as a CEO18:12 — Sales in Livestorm20:10 — Being a careful CEO22:50 — Building a healthy company25:15 — Challenges of building Livestorm29:40 — Advice for new business owners31:45 — Future of Livestorm33:20 — Outro_____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by James who is the CEO of Cognism — a company that redefines the way you conduct all of your prospecting and sales activities.In just a few short years, Cognism turned from a fresh startup into a global powerhouse that raised more than 38 million dollars in funding and grew to a couple hundred employees. And they are still going strong with their planned entry into the US market. In this podcast, James will tell us more about his mindset when it comes to raising outside capital and why is it important for a CEO to always hire people that are better than them.__________HOSTED BY:Dorian — Bornfight Content Creator Isilay — Cognism CEO_ABOUT JAMES: Isilay is the co-founder and CEO of Cognism, one of the fastest-growing SaaS companies in the UK. Last year, Cognism grew from $2.5M to $7M in ARR and was voted by LinkedIn as one of the UK’s Top 25 Startups. An inspirational and enterprising businessman, James approaches work with unrivalled technical and organisational skills, perseverance, precision and total dedication.Before founding Cognism, James was employed as an Algorithmic Trader at Axpo Group and as a Quantitative/Technical Analyst at EGL Trading. James has an MEng in Information Systems Engineering from Imperial College London.He is an expert in lead generation, sales management and alpha discovery using algorithmic technologies, natural language processing and machine learning._ABOUT COGNISM: is the world's best global sales intelligence platform. Powered by patented AI technology, we provide salespeople, growth marketers, RevOps professionals and Go-To-Market leaders with complete, intelligent, actionable, compliant data to find and deliver new revenue, faster.Cognism is on a mission to drive the next evolution of sales and marketing technology. We believe there is a better way for revenue teams to approach prospecting which will drive predictable outcomes. We are taking prospecting from an art to a science._____PODCAST CONTENTS:00:00 — Intro01:21 — What is Cognism all about04:15 — Thoughts about sales07:16 — AI and ML in successful products09:26 — Raising outside capital13:41 — Thoughts on bootstrapping17:27 — US vs European market20:16 — Digitalization once the pandemic is done 22:48 — Work-life balance 26:40 — Delegating operational tasks29:56 — Challenges of building Cognism 32:24 — Advice for new startup owners34:37 — Future of Cognism36:57 — Outro_____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Evgeny who is the CEO of — a company that enables its users to simply, securely and instantly transfer money between more than 100 countries.Since they launched, they raised more than 7 million dollars of outside capital, their active userbase grew to more than half a million - and they are on their way to becoming a major player in the remittance market. In this podcast, Evgeny will tell us what kinds of investors should new startup owners look to attract and we'll discuss the importance of being local when it comes to tailoring your services for users in a new market.__________HOSTED BY:Dorian — Bornfight Content Creator Chamtonau — CEO_ABOUT EVGENY: Chamtonau is the Co-founder and CEO of Evgeny is a serial technology innovator with vast expertise in financial and tech industries. Evgeny is originally from Belarus and came to Poland for studies. From childhood he was fascinated with technology and entrepreneurship. At the age of 18 he created his first startup Finchways, an AI-driven trip planner app._ABOUT SPOKO.APP: is the global Financial disruptor, which is providing instant money transfers around the world. is changing the market of instant international money transfers. It is one of the fastest growing companies in the financial industry worldwide. wants to help millions of people around the world send money in a simple, convenient and secure manner. Regardless of the country from which users want to send money, with they can always do this in their preferred way – using local payment methods from 32 to 45 countries. operates transparently and its users know immediately what the transaction costs are. The charges and exchange rates offered by are among the lowest on the market. is also a trusted partner of financial institutions and telecommunication companies, and can provide solutions to them which enhance their core offering._____PODCAST CONTENTS:00:00 — Intro01:27 — What is all about04:33 — Local approach07:20 — Raising outside capital09:35 — Bootstrapping vs outside investments10:50 — Current plans for the company11:30 — Current state of the remittance market14:23 — Effect of the pandemic on the market15:37 — Effects of increased digitalization18:32 — Lead generation at Spoko21:33 — Effects of remittance on the economy22:59 — Challenges of building Spoko25:20 — Expanding to US26:39 — The future of remittance30:52 — Activities and focus of a CEO32:15 — Management style33:29 — Advice for new startup owners35:35 — Future of Spoko.app37:54 — Outro_____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Lubomila who is the CEO of Plan A — one of the hottest European sustainability startups.This Software as a Service company that started as a donation platform recently got a 3 million dollar investment which enabled them to start expanding their operations on a much bigger scale. In this podcast, Lubomila will tell us more about what did it take to pivot the company in a way she did with Plan A, what are the benefits of embracing sustainability and why is it important for CEOs to be humble.__________HOSTED BY:Dorian — Bornfight Content Creator Jordanova — Plan A CEO_ABOUT LUBOMILA: Jordanova is the founder and CEO of PlanA.Earth, a Berlin-based startup developing an end-to-end platform that enables companies to measure, monitor and reduce their environmental footprint and improve their ESG performance. She is also the co-founder of the Greentech Alliance, a community of 500+ startups which are connected to over 350+ advisors from VC, media and business, who help them monthly with advice and feedback. Prior to Plan A, she worked in investment banking, venture capital and fintech in Asia and Europe. She was recently announced as Marshall Fund Fellow for 2021 and 100 Top Women in Germany 2020._ABOUT PLAN A: A is a Berlin-based automated B2B SaaS platform that enables businesses to monitor and reduce their emissions, while improving their ESG performance. Our software empowers businesses to manage their carbon accounting, while mitigating their negative impact on the planet. Making them the leading stakeholder in the fight towards net-zero.Why? Because there is no Plan B for our planet._____PODCAST CONTENTS:00:00 — Intro01:25 — What is Plan A all about02:16 — Switch from a donation platform to a SaaS04:30 — Sales process at Plan A05:33 — Benefits of Plan A06:49 — Effects of tech on climate change09:39 — Changing the mindset about climate change16:50 — Building a healthy company18:42 — Sustainability in corporations and smaller companies21:36 — Biggest challenges of building Plan A23:35 — Emphasis on company culture in Plan A25:10 — Handling operational activities26:40 — Advice for new startup owners28:03 — Future of Plan A29:13 — Outro_____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
In today's episode I'm joined by Mathijs who is the CEO of Moteefe — a company that upgrades, automates and streamlines the way you sell custom merch online.Moteefe was started in 2014, they raised more than 25 million dollars over the years and with more than 5000 retailers on the platform, they are now spearheading the global adoption of on-demand production in retail. In this podcast, Mathijs will tell us more about the importance of looking at your customers as partners, and why building a business always revolves around testing and learning.__________HOSTED BY:Dorian — Bornfight Content Creator Eefting — Moteefe CEO_ABOUT MATHIJS: founded Moteefe in 2015, after finishing his MBA at INSEAD, in Business Management in 2014. Before embarking in this adventure with Lev and Olivier, the other two co-founders of Moteefe, Mathijs worked at Booz & Company, from 2011 to 2013 in his home country – the Netherlands._ABOUT MOTEEFE: mission is simple: we aim to remove all barriers and enable entrepreneurs, brands and influencers to test and scale new product ideas and e-commerce businesses faster and further than ever before by digitalising traditional print environments stimulating the global adoption of print-on-demand.Our platform allows clients to easily design new products and publish them instantly to the landing pages and highly customisable white-label e-commerce stores included within the Moteefe platform, or to a third-party e-commerce store solution of the client’s choice. Production is on-demand. This means that sales can be made before the item is produced. This agility transforms the economics of the supply chain._____PODCAST CONTENTS:00:00 — Intro01:22 — What is Moteefe all about04:04 — Benefits of having co-founders05:14 — Hiring at Moteefe06:40 — Current state of the industry08:57 — Being a partner to your customers10:18 — Process of raising outside capital12:51 — Merchandising and expansion14:47 — Challenges of building Moteefe19:13 — Mistakes and regrets20:16 — Management style21:42 — Advice for new startup owners24:56 — Future of Moteefe26:30 — Outro_____WANT TO BE A GUEST ON THE PODCAST?Contact me on Linkedin -> IN TOUCH WITH
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