Advertise on podcast: Startup Success: A Podcast for Founders & Investors

AI was supposed to replace salespeople. Connor Heggie, Co-Founder and CTO of Unify, is betting on the opposite. He joins us to talk about how AI can make sales reps better, and why the fastest-growing AI companies are still hiring them. Connor's background is in machine learning, with stops at Helm and Scale AI. A side project on personalized product reviews showed him how AI could pull useful insights from messy, unstructured data, and he saw the connection to B2B sales. Every great sales rep is trying to answer one question: How do I find the people and companies with a problem my product uniquely solves? That turns all of go-to-market into a search problem, and Unify, an AI-native platform for sellers, is built to solve it. In this episode: The shift toward human + AI collaboration, and what it means for the future of salesWhy changing direction with a 50+ person team was harder than Connor expectedHow AI is changing prospecting and the way startups build sales teamsHow Unify's culture, built on values unchanged since day one, guides every decisionIt's a candid conversation about building an AI company around people, even when "replace your humans" is the easier pitch. Full show notes, transcript, and companion article: https://burklandassociates.com/podcasts/will-ai-replace-salespeople-why-fast-growing-startups-are-still-hiring-reps/ === CHAPTERS === 00:00 --- Meet the Engineer Building AI Agents for Sales Teams 02:55 --- The Wirecutter-Inspired Side Project Behind Unify 06:40 --- Why B2B Sales Boils Down to a Search Problem 09:20 --- The Fastest-Growing AI Companies Are Still Hiring Sales Reps 10:50 --- How AI Can Give Sales Reps Superpowers 15:33 ---  Why Founders Don't Want to Replace Their Humans 16:40 --- Leading Your Team Through a Strategy Shift 18:41 --- How Core Values Guide Tough Decisions 22:09 --- What’s Next for Unify After Series B 24:00 --- Connor's Advice for Early-Stage Founders 25:48 --- Where to Find Unify  ----Stay connected with our host, Kate Adams, https://www.linkedin.com/in/kateadams22/ 🔗 Learn more ChargerHelp at: https://www.chargerhelp.com/ This episode is produced by: Brenda Hernández Jaimes: Podcast Producer & Talent Coordinator, Ellas Media Angela R. Chong: Audio Editor & Post-Production Producer, Amplify Podcasts

Cortney Woodruff, Co-Founder and CEO of Assemble, is bridging the gap between college and industry after living the problem himself. Tune in to hear how founders can stand out beyond traditional networks and pedigrees, why real-world experience helps founders spot what others miss, and what he'd tell any founder who feels like they're starting without a map. Full show notes and transcript: https://burklandassociates.com/podcasts/how-to-build-a-category-leader-when-no-one-sees-the-problem/ === CHAPTERS === 00:18 --- Meet Cortney Woodruff, Founder and Angel Investor 01:03 --- From Jackson, Mississippi to the World's Top Business Schools 02:57 --- How to Seize an Opportunity With Almost No Notice 06:31 --- The "Laying Bricks" Metaphor for Building Something Hard  07:54 --- The Problem Assemble Exists to Solve 09:56 --- Relevancy and Accessibility: The Two Pillars Behind Assemble 11:45 --- How One Course Reached 18,000 Students in 30 Days 15:02 --- Building What You Wish You'd Had: Finding Your "Why" 17:11 --- When a $4B VC Firm Didn't Know What an HBCU Was  19:26 --- Does Being an Angel Investor Make Him a Better Founder?  22:24 --- The Hardest Part of Being on the Operating Side  25:15 --- Advice for Founders: Patience, Speed, and the Tortoise and the Hare ----Stay connected with our host, Kate Adams, https://www.linkedin.com/in/kateadams22/ 🔗 Learn more about Assemble at https://www.assemble.fyi/ This episode is produced by: Brenda Hernández Jaimes: Podcast Producer & Talent Coordinator, Ellas Media Angela R. Chong: Audio Editor & Post-Production Producer, Amplify Podcasts

Kameale Terry set out to fix EV chargers everyone insisted weren't broken. Today, she’s CEO and Co-founder of the startup ChargerHelp, the undisputed category leader in reliability-as-a-service for EV chargers. She joins Kate to share what it takes to scale, her path to a successful Series A, how AI has been instrumental in the company's growth, and her infectious enthusiasm for building! Full show notes and transcript: https://burklandassociates.com/podcasts/how-to-build-a-category-leader-when-no-one-sees-the-problem/ === CHAPTERS === 01:40 — The EV Charger Reliability Issue That Sparked the Idea 02:42 — Why She Took the Leap 03:50 — Evolving the Solution to a Complex Problem 05:55 — Creating a Whole New Market Category 08:24 — Trusting Your Gut Despite Naysayers 09:30 — Feel Your Customer’s Pain & Build for It 10:10 — Lean Into Your Story to Convey Your Value 10:59 — How She Improved Her Pitching Skills 13:00 — What to Look for in a Co-Founder 14:49 — Their Fundraising Journey 16:00 — Positioning ChargerHelp as the Market Leader 17:35 — Scaling ClimateTech Through Policy Swings 21:45 — Using AI to Stay Ahead of the Competition 25:00 — Advice for Founders: Build, Build, Build 26:30 — It's Okay That It's Hard 27:20 — Where to Find ChargerHelp Stay connected with our host, Kate Adams https://www.linkedin.com/in/kateadams22/ 🔗 Learn more about ChargerHelp at https://www.chargerhelp.com/ This episode is produced by: Brenda Hernández Jaimes: Podcast Producer & Talent Coordinator, Ellas Media Angela R. Chong: Audio Editor & Post-Production Producer, Amplify Podcasts

Medha Agarwal, General Partner at defy.vc, joins Kate to share how founders can stand out to investors in an AI-saturated market, what she looks for before writing a check, why founder-market fit matters, and how AI is reshaping everything from startup defensibility to pricing models. She also offers a look at how devy.vc supports founders well beyond capital. Full show notes, transcript, and companion article: https://burklandassociates.com/podcasts/how-to-stand-out-to-investors-in-an-ai-saturated-market ==== Chapters ==== 01:26 — Medha's Path From Entrepreneur to Venture 02:48 — What Makes defy.vc Different Than Other VC Firms 03:52 — Their Investment Focus 06:49 — More Than a Check: How They Partner with Founders 10:44 — Building Trust and Providing Honest Feedback 13:07 — What Medha Looks For Before Writing a Check 15:12 — Does defy.vc Evaluate AI Startups Differently? 16:23 — How VCs Are Using AI 17:19 — Advice on How to Stand Out to Investors in an AI-Saturated Market 21:09 — More Startups, More Revenue — But What Happens Next? 24:14 — What Makes Medha Genuinely Excited About Startups Today 26:31 — Don't Forget to Zoom Out and Think Long Term 27:53 — Hiring Is a Superpower, Especially Right Now 29:38 — Where to Find Medha and defy.vc ----Stay connected with our host, Kate Adams, here: https://www.linkedin.com/in/kateadams22/ 🔗 Learn more at https://defy.vc/ This episode is produced by: Brenda Hernández Jaimes: Podcast Producer & Talent Coordinator, Ellas Media Angela R. Chong: Audio Editor & Post-Production Producer, Amplify Podcasts

Our 150th episode is a big one. Kate sits down with Carl Fudge, Founder and CEO of Presentation Mode, who's helped startups raise over $1 billion in venture capital. Carl reveals why most pitch decks fall flat, the "why now" argument nearly every founder overlooks, and why logic alone isn’t enough to win investors over. Tune in to hear lessons from years spent helping founders get to “yes.” Full show notes, transcript, and companion article: https://burklandassociates.com/podcasts/why-investors-say-no-to-your-pitch-deck-and-how-to-fix-it Chapters 00:00 – Introduction to Carl Fudge & Presentation Mode 01:10 – Carl's Background: Psychology, McKinsey, IDEO & Catching the Startup Bug 02:58 – What Presentation Mode Actually Does 05:50 –  How They Help Founders Craft Compelling Pitches 07:50 – Why They Bring in a Trained Actor 11:35 – The Must-Have Components of Every Pitch Deck 13:44 – The "Why Now" Argument Most Founders Overlook 15:30 – Logic vs. Feeling: The Psychology of Investor Decisions 17:09 – The Mac vs. PC Lesson on Selling Features vs. Selling Feeling 19:19 – Less Is More: How Much Detail Should Be on a Slide 20:50 – Shifting the Power Dynamic With Investors 22:50 – Fundraising Advice for AI-Native Startups vs. Non-AI Startups 26:10 – Storytelling: More Than a Fundraising Tool ----Stay connected with our host, Kate Adams, on Linkedin: https://www.linkedin.com/in/kateadams22 🔗 Learn more about Presentation Mode: https://www.presentationmode.co/

Winning over investors as a healthtech founder requires fortitude, relentless pitching, and the ability to tell a hard "no" from a "not right now." In this episode, Kate sits down with Melissa Hanna, co-founder and CEO of Mahmee, a healthcare platform transforming how families experience pregnancy and postpartum care. Melissa pitched 500 to 1,000 investors before landing backers like Mark Cuban, Serena Williams, and Steve Case, plus a Series A led by Goldman Sachs. Melissa walks us through how Mahmee built the technology and workforce infrastructure that now has 70 million lives under contract. She also opens up about the fundraising grind and shares her perspective on AI's role in healthcare. Tune in to hear: Strategies for fundraising in this challenging marketHow founders outside the AI space can still leverage AIAn insider's perspective on where AI should and shouldn't be used in healthcareWhy core values are key, even at early-stage startupsMelissa’s advice to fellow founders: accept the struggle, and commit to a problem worth solving. Don't miss this conversation with a founder proving healthcare can be both high-tech and deeply human. ---- Stay connected with our host, Kate Adams, on Linkedin: https://www.linkedin.com/in/kateadams22/ 🔗 Learn more about Mahmee at: https://www.mahmee.com/ This episode is produced by: Brenda Hernández Jaimes: Podcast Producer & Talent Coordinator, Ellas Media Angela R. Chong: Audio Editor & Post-Production Producer, Amplify Podcasts ==== Chapters ==== 00:17 – Fundraising for a HealthTech Startup in the AI Era 02:33 – What Is Mahmee? The Platform Closing Gaps in Maternal Care 04:39 – The Inspiration Behind Mahmee: A Mother's Influence 06:09 – Taking the Leap: Building the Founding Team 07:11 – The US Maternal Health Paradox: Spending the Most, Getting the Worst 08:54 – Creating a Healthcare Platform That Adapts to Each Family's Journey 10:00 – Stumbling Into New Opportunities 11:18 – Where Mahmee Is Today: 70 Million Lives Under Contract 16:19 – Where AI Should and Shouldn't Be Used in Healthcare 18:38 – The Fundraising Journey: Pitching Hundreds of Investors 22:20 – Core Values Aren’t Just for Big Companies 25:35 – Parting Advice for Founders: Accept the Struggle 27:33 – Where to Find Mahmee

In this episode of Startup Success, we sit down with Steve Lord, COO and Chief Knowledge Officer at Burkland, for our quarterly update. Steve joins us to break down what's happening in the funding landscape, what founders should have on their radar, and where things are headed next. Steve unpacks a busy Q2 marked by geopolitical volatility, shifting interest rate expectations, and a VC market that may finally be turning a corner. He explains how the stock market impacts VC cycles, and why founders shouldn't panic over a single bad day in the markets. He also makes the case for why trillion-dollar IPOs — starting with SpaceX, and potentially OpenAI and Anthropic — could unlock more value than all VC-backed IPOs this century combined, recycling enormous liquidity back into the startup ecosystem. We discuss: Why using an AI-generated pitch deck will hurt your chances with VCsThe good news: 2026 is on track to be a record year in first financings for startupsThe state of interest rates, inflation, and why a Fed cut won't affect your startup in the short termAI startups are still dominating VC funding — here's where the opportunities are for everyone else If you're trying to make sense of where the funding market stands right now, this episode is the shortcut. Steve lays out the macro forces in plain terms, and tells you what it means for your next raise. ====Chapters==== [00:18] Q2 Recap: Geopolitical Volatility and Market Crosscurrents [02:15] Listener Question: Does the Stock Market Impact VC Cycles? [05:50] The IPO Market is Back — and It Will Give VCs More Liquidity [06:16] What the Power Law of VC Means for Founders Right Now [07:50] Upswing in VC Funding Activity  [07:00] AI Funding Still Dominates [09:30] Could Be a Record Year for First Financings for Startups [10:16] The State of Smaller VC Firms and Where Opportunity Still Exists [12:51] What’s Up with the Economy, Inflation, and Interest Rates? [16:50] Advice for Founders Heading Into Q3 [18:54] Why AI-Generated Pitch Decks Are Working Against Founders ---- Stay connected with our host, Kate Adams, on LinkedIn: https://www.linkedin.com/in/kateadams22/ Learn more about Burkland at: https://burklandassociates.com/ This episode is produced by: Brenda Hernández Jaimes: Podcast Producer & Talent Coordinator, Ellas Media Angela R. Chong: Audio Editor & Post-Production Producer, Amplify Podcasts

In this episode of Startup Success, we sit down with Jaclyn Johnson, founder of Create & Cultivate and co-founder of the angel investing platform Cherub, for a conversation about scaling a business, navigating an exit, and the future of early-stage investing.  Jaclyn shares how she built Create & Cultivate into a multi-million-dollar, bootstrapped company, why she made the difficult decision to sell, and what prompted her to buy back the company a few years later. She offers an honest look at the tradeoffs of private equity and the factors that can make or break a deal. Between the exit and the buyback, her work as an angel investor and mentor to early-stage founders led her to co-found Cherub, a platform that connects founders with angel investors they'd never reach otherwise.We discuss: The realities of selling to private equity — and what founders often overlookWhat founders need in place before they start raising capitalHow the fundraising landscape for early-stage founders is changingIf you're building your first company, preparing to raise capital, or thinking about an exit, this episode offers hard-earned lessons from a founder who has been on both sides of the table. ----Stay connected with our host, Kate Adams, here on LinkedIn!  🔗 Learn more about Create and Cultivate at https://www.createcultivate.com/ Learn more about Cherub at https://www.investwithcherub.com/ This episode is produced by: Brenda Hernández Jaimes: Podcast Producer & Talent Coordinator, Ellas Media Angela R. Chong: Audio Editor & Post-Production Producer, Amplify Podcasts

Ahmed Rashad started his career on an oil rig, taught himself to code, and went on to build and sell a company. After stops at Oracle, MIT, McKinsey, Amazon, and Scale AI, he founded Perle to solve a problem he kept running into: the AI data gap. Perle builds specialized training data for AI models in fields like medicine and linguistics — the niche areas where general AI struggles.Despite the anxiety around AI, Ahmed believes the upside far outweighs today’s disruption. Faster development doesn't shrink markets; it expands what's possible. In his view, AI isn't replacing human potential. It's amplifying it. Tune in to hear: Why the right VC partner matters more than the biggest checkThe 4 things founders should never delegateHow to keep investors engaged and informedWhat Arabic’s 22+ dialects reveal about the depth of the AI data gapWith experience at some of the world’s leading companies and now as the founder of an exciting AI startup, Ahmed has valuable insights on today’s startup ecosystem. Don’t miss this episode for practical, hard-earned advice from a founder who has been in the thick of it since day one. ====Chapters==== 00:18 – Meet Ahmed Rashad, Founder & CEO of Perle 01:15 – From Oil Rig to Software: Ahmed's Unlikely Origin Story 02:34 – What Perle Does and the Problem It's Solving 03:35 – Why This Problem Was Personal 04:35 – Use Cases: Healthcare, STEM, and Linguistics 05:02 – The Arabic Language Challenge: 22 Dialects and Counting 07:22 – How the Rapidly Changing AI Landscape Is Impacting Perle 09:16 – Fundraising Advice: The Four Things Founders Should Never Delegate 10:40 – Why the Right VC Beats the Highest Valuation 11:30 – What to Look for in an Investor Relationship 12:09 – How to Communicate Effectively with Your Investors 13:40 – The Reality of the Founder Journey: It's Never a Straight Line 16:36 –Why Ahmed is So Optimistic About AI 18:27 – What Concerns Ahmed About AI 19:47 – The AI Slop Problem 20:53 – Final Advice for Founders: Take Care of Yourself 22:42– Where to Find Ahmed and Learn More About Perle ----Stay connected with our host, Kate Adams, here on LinkedIn!  Learn more about Perle: https://www.perle.ai/ This episode is produced by: Brenda Hernández Jaimes: Podcast Producer & Talent Coordinator, Ellas Media Angela R. Chong: Audio Editor & Post-Production Producer, Amplify Podcasts

Jonathan Aberman has seen the startup world from nearly every angle: VC lawyer, investor, business school dean, and innovation policy advisor. Now he's a founder himself, building Hupside, an AI company focused on measuring "original intelligence." That 360-degree perspective of the startup ecosystem makes his take on the current AI moment especially valuable. The market is noisy. Capital is concentrating. Investors are excited, skeptical, and cautious at the same time. AI tools are making it easier than ever to build, but harder than ever to stand out. We discuss: What the AI bubble means for founders raising capital todayWhy many founders confuse fundraising with validation"Signal collapse" and why creativity is the next major startup advantageWhy Jonathan built Hupside to measure human originality in an AI worldIf you're building with AI, raising capital, or trying to stand out in a crowded market, this episode is worth your full attention. ---Stay connected with our host, Kate Adams, here on LinkedIn!  Learn more about Hupside: https://www.hupside.com This episode is produced by: Brenda Hernández Jaimes: Podcast Producer & Talent Coordinator, Ellas Media Angela R. Chong: Audio Editor & Post-Production Producer, Amplify Podcasts

What does it actually take to be investment-ready in today's market? In this episode, Kate sits down with Jim Ferry, Partner at Volition Capital, a growth equity firm known for backing high-growth, founder-owned, capital-efficient businesses. Jim reveals what he looks for in a founding team, the most common mistakes he sees in pitch decks, and how the bar for raising capital has changed in the age of AI. He also explains how his firm is building AI fluency internally — and why the "defensible moat" question is now front and center in their investment decisions. We also cover: What Volition learned about successful founders after analyzing 100+ founder attributes across its portfolioHow to build a durable company when engineering is no longer a barrier to entryThe right way to present your TAM to build credibility with investorsHow investors are using AI to source and evaluate dealsNo matter where you are in your fundraising journey, Jim's perspective offers a valuable window into how top investors are thinking right now. ----Stay connected with our host, Kate Adams, here on LinkedIn!  Learn more about Volition Capital: https://www.volitioncapital.com/ This episode is produced by: Brenda Hernández Jaimes: Podcast Producer & Talent Coordinator, Ellas Media Angela R. Chong: Audio Editor & Post-Production Producer, Amplify Podcasts

In this episode of Startup Success, host Kate sits down with Tony Jamous, Co-Founder and Executive Chairman of Oyster, and Hadi Moussa, the company’s newly appointed CEO, for a refreshingly honest conversation on scaling a global company— and knowing when it’s time to bring in new leadership. Tony shares the personal journey behind one of the hardest decisions any founder can make: stepping aside as CEO, and why putting the mission ahead of ego sets great founders apart. And Hadi explains how he’s approached the transition to ensure a successful handoff. We discuss: The moment Tony knew it was time to hand over the CEO roleHow to manage leadership transitions with intention and transparencyCommunicating the change in a way that builds trust and signals strengthWhy global hiring is a competitive advantage in the age of AIWhether you're navigating growth, thinking about leadership evolution, or rethinking how to build a distributed team, this episode offers a thoughtful look at what it really takes to scale—with the right people, in the right roles, at the right time. ----Stay connected with our host, Kate Adams, here on LinkedIn!  Learn more about Oyster at https://www.oysterhr.com This episode is produced by Brenda Hernández Jaimes of Ellas Media Post-Production by Angela R. Chong of Amplify Podcasts

Casey Woo, CEO & Founder of Operators Guild and GP & Founder of FOG Ventures, joins us on Startup Success to discuss how scaling a startup has changed and why founders need “horizontal generalists,” or scalers, on their early teams. After helping scale several high-profile startups, Casey built Operators Guild, a global community for the operators who thrive in early-stage chaos, and later FOG Ventures, its venture capital arm. He’s seen firsthand why this new breed of operator is essential in today’s AI-driven world.Casey breaks down how these operators fuel hypergrowth and why early-stage founders should prioritize hiring them. He explains this mindset isn’t learned—it’s in your DNA. Curious, impatient, and energized by ambiguity, scalers are wired differently. We discuss: How AI is reshaping how startups hire and scale, and why adaptable, strategic thinkers matter more than ever.The new operational model that is essential to high-growth startups.How to spot a scaler on a resume and what signals to look for in the interview process.How the office of the CFO and COO has changed and what that means for today's startups.This episode blends insight and practicality—a must-listen for founders building teams in an increasingly complex landscape. ----Stay connected with our host, Kate Adams, here on LinkedIn!  Learn more about Fog Ventures at: https://www.fog.ventures/ Learn more about Operators Guild at: https://www.operators-guild.com/

What does the startup landscape look like right now—and what to expect in Q2? In this episode of Startup Success, Steve Lord, Chief Knowledge Officer and COO at Burkland, returns for his quarterly breakdown of the venture capital ecosystem. Together, we unpack what shaped Q1 2026 and why fundraising remains an uphill battle for many founders since it is highly concentrated, with most capital flowing to AI companies from a small group of top VC firms. Steve explores the latest macro forces—oil prices, AI hype, and interest rates—impacting the market and weighs in on whether the economy's resilience will hold. We tackle the big questions: What was fundraising like in Q1 and what is the outlook for Q2?What’s on the horizon for interest rates?Will AI deals continue to dominate investment activity?How can founders prepare for what’s next?As usual, Steve combines optimism with practical advice: stay focused on what matters, manage runway, know your numbers, and be ready to fundraise at any moment. A grounded reminder that execution still wins, even in uncertain times. ----Stay connected with our host, Kate Adams, here on LinkedIn!

In this episode of Startup Success, Kate sits down with Marlena Sarunac, co-founder and fractional CMO at The Company Advice, a marketing firm for startups. They help startups clarify their category, sharpen their messaging, and build go-to-market strategies that actually convert.  After leading marketing from Series A to Series B at Particle Health and driving go-to-market across highly technical industries, Marlena now helps founders turn complex products into compelling narratives that resonate with buyers and drive growth. She explains how tighter capital and AI-informed buyers are reshaping startup marketing — and what founders need to do differently today. We dive into:Why the traditional startup go-to-market playbook no longer works and what to do insteadThe risks of not clearly defining your market categoryHow to develop consistent messaging that builds trust with both buyers and AI search modelsWhy shared KPIs are key to aligning teams — from engineering to marketing — around growthHow to uncover your startup's hidden growth blockers with their Friction Finder toolThis episode offers practical frameworks for founders trying to break through crowded markets and build sustainable traction. If you’re working on refining your positioning, improving your go-to-market tactics, or scaling beyond founder-led sales, this one’s a must-listen. ----Stay connected with our host, Kate Adams, here on LinkedIn!  🔗 Check out the Friction Finder tool here https://www.thecompanyadvice.com/friction-finder