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Frontlines.io | Where B2B Founders Talk GTM.
Strategic Communications Advisory For Visionary Founders
Welcome to another episode of Unicorn Builders. In today’s episode, we’re speaking with Rich Liu, CEO of Navan Travel, part of Navan, a global travel and expense management platform that’s raised over $1.5 Billion in funding.
Here are the most interesting points from our conversation:
Focus on scaling efforts sequentially rather than simultaneously to avoid spreading resources too thin and ensure sustainable growth.
Continually test and refine your market narrative to ensure it resonates with target personas, aligning with their most pressing needs.
Invest in community and user engagement early on, treating early adopters and community members like paying customers to build loyalty and gain valuable feedback.
Ensure internal alignment and thorough enablement of your sales and marketing teams to maintain a consistent and credible message across all touchpoints.
When hiring key roles like CRO, focus on what the company needs to achieve in the next 12-24 months and hire accordingly, ensuring the candidate can scale with the company’s growth trajectory.
Co-Founder and Co-CEO of Brex
Henrique Dubugras: the Story of Brex ($12 Billion+ Valuation)
Co-Founder & Chief Sustainability Officer of RELEX Solutions
Johanna Småros: the Story of RELEX Solutions ($5.7 Billion Valuation)
Co-Founder and CEO of SambaNova
Rodrigo Liang: the Story of SambaNova ($5+ Billion Valuation)
CEO of StoreDot
Doron Myersdorf: the Story of StoreDot ($1.2 Billion Valuation)
CEO & Founder of Unqork
Gary Hoberman: the GTM Story of Unqork ($2B+ Valuation)
Co-Founder of Paddle
Harrison Rose: the Story of Paddle ($1.4 Billion Valuation)
CEO of Beyond Identity
Tom “TJ” Jermoluk: The GTM Storyteller of Beyond Identity ($1.1 Billion Valuation)
Co-Founder of SumUp
Marc-Alexander Christ: the Story of SumUp ($8.5 Billion Valuation)
CEO & Co-founder of Workrise
Michael Witte: Workrise: the GTM Story of Workrise ($3 Billion Valuation)
Co-Founder & CEO of Airbyte
Michel Tricot: the Story of Airbyte ($1.5 Billion Valuation)
CEO & Co-founder of Bloomreach
Raj De Datta: the GTM Story of Bloomreach ($2.2 Billion Valuation)
CEO & Co-Founder of Stord
Sean Henry: How Stord Built a Commerce Enablement Platform ($1B+ Valuation) That Rivals Amazon’s Logistics Network
Team Member of Beta Technologies
Kyle Clark: the Story of Beta ($1.2 Billion Valuation)
Founder and CEO of Typeface
Abhay Parasnis: the Story of Typeface ($1 Billion Valuation)
Co-Founder, CFO & COO of Synthesia
Steffen Tjerrild: The Story of Synthesia ($1 Billion Valuation)
CEO of Timescale
Ajay Kulkarni: the Story of Timescale ($1+ Billion Valuation)
CEO of 6sense
Jason Zintak: The GTM Story of 6sense ($5.2 Billion Valuation)
CEO of Lightspeed
Jean Paul Chauvet: the Story of Lightspeed ($2+ Billion Valuation)
CEO & Co-Founder of Andela
Jeremy Johnson: the Story of Andela ($1.5 Billion Valuation)
CEO and Founder of Guideline
Kevin Busque: the Story of Guideline ($1.1B+ Valuation)
CEO and Co-Founder of Starburst
Justin Borgman: the Story of Starburst ($3+ Billion Valuation)
Founder and CEO of SmartRecruiters
Jerome Ternynck: the Story of SmartRecruiter ($1.5 Billion Valuation)
CEO & Co-Founder of AppsFlyer
Oren Kaniel: The GTM Story of AppsFlyer ($2 Billion Valuation)
CEO & Co-Founder of Swiftly
Henry Kim: The GTM Story of Swiftly ($1B+ Valuation)
CEO & Co-Founder of BigID
Dimitri Sirota: The GTM Story of BigID ($1.25 Billion Valuation)
CEO and Co-founder of Newfront
Spike Lipkin: the GTM Story of Newfront ($2.2 Billion Valuation)
CEO & Co-Founder of Coalition
Joshua Motta: How Coalition Created the “Active Insurance” Category ($5B Valuation)
CEO of Density
Andrew Farah: Density’s Enterprise Hardware Playbook – When Great Product Becomes Great Marketing ($1B+ Valuation)
CEO & Founder of Aura
Hari Ravichandran: the Story of Aura ($2.5 Billion Valuation)
CTO and Co-Founder of Copado
Federico Larsen: the Story of Copado ($1.2 Billion Valuation)
Co-Founder & CEO of Flexe
Karl Siebrecht: the Story of Flexe (1+ Billion Valuation)
Co-Founder & CEO of Omada Health
Sean Duffy: the Story of Omada Health ($1+ Billion Valuation)
CEO and Co-Founder of PointClickCare
Dave Wessinger: the Story of PointClickCare ($5 Billion Valuation)
CEO and Co-Founder of ScienceLogic
Dave Link: How ScienceLogic Used Partnerships to Build a $155M ARR AIOps Platform
CEO and Co-Founder of Seismic
Doug Winter: The GTM Story of Seismic ($3 Billion Valuation)
CEO and Co-Founder of Komodo Health
Arif Nathoo: the Story of Komodo Health ($3 Billion Valuation)
CEO and Founder of Paper
Philip Cutler: The GTM Story of Paper ($1.5B Valuation)
CEO & Co-Founder of Sendbird
John Kim: The GTM Story of Sendbird ($1+ Billion Valuation)
CEO & Co-Founder of Alation
Satyen Sangani: The GTM Story of Alation ($1.7 Billion Valuation)
Co-Founder & CEO of Monte Carlo
Barr Moses: the GTM Story of Monte Carlo ($1.6 Billion Valuation)
CEO of Chronosphere
Martin Mao: The Story of Chronosphere ($1.6 Billion Valuation))
Co-Founder of VAST Data
Jeff Denworth: The Story of VAST Data ($9.1 Billion Valuation)
President of Remote
Marcelo Lebre: the Story of Remote ($3 Billion+ Valuation)
Chairman and Co-Founder of Carbon
Joseph DeSimone: the Story of Carbon ($2.5 Billion Valuation)