The Pursuit of Scrappiness

Tuomo Laine is the Co-founder and Managing director of Twice Commerce. He brings his expertise in digital service design and his commitment to the circular economy to the ecommerce tech industry. 

Having taught at Aalto University and being a part of the Unreasonable Fellows, Tuomo is dedicated to making e-commerce both more sustainable and lucrative by leveraging circular economy principles.

On this episode we talk about:

• Strategies for businesses to adopt sustainable practices effectively
• The significance of simplicity in building and scaling platform businesses
• The current state and consumer demand for sustainability
• The gap between consumers' sustainability intentions and their purchasing behaviors
• Challenges and opportunities in marketing sustainable products
• The role and impact of refurbished products in the market

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Aurimas Bakas and Andrius Minkevicius are the co-founders of CyberUpgrade. They have a proven track record in the tech industry, having built and successfully exited banking core software company Paysolut to global fintech giant SumUp and now they are embarking on their latest venture. 

CyberUpgrade focuses on enhancing cybersecurity for B2B, especially SMEs and fintech companies, underscoring the critical importance of cyber protection in today's business landscape. Their work aims to make cybersecurity a key part of business growth and operations.

On this episode we talk about:

• The Importance of Cybersecurity for Business Sustainability
• How to Sell Complex B2B Products with Long Sales Cycles
• What Companies Can Do Today to Reduce Cybercrime Risks
• Serial Entrepreneurship and Paysolut Story
• How Cybersecurity can Turn from a Cost to an Advantage
• The Future of Cybersecurity

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Marko Kaseleht is the Co-founder and CEO of SensusQ. He successfully transitioned from an illustrious career in the Estonian Defense Forces to leading innovation in defense tech. With six combat tours under his belt, Marko's expertise now boosts NATO's defense capabilities as well as Ukraine's, through advanced intelligence management software.

On this episode we talk about:

• Transition from Military to Defense Technology
• How Military Tech keeps us Safe
• Risks of Surveillance
• Marko’s Leadership Philosophy & Principles
• Why People Need Challenges in Daily Life

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Sampo Hietanen is the founder and CEO of MaaS Global. A civil engineer turned entrepreneur he is recognised as the father of 'Mobility as a Service' concept. 

MaaS Global, runs and operates the award winning Whim app that offers comprehensive and all-encompassing mobility service to people in such cities as Helsinki, Vienna and Tokyo.

Expect to learn:

- How much private vehicles are being underutilised
- Service design principles that meet the demands of modern day users
- How to prosper in API-economy
- How to balance interests of multiple stakeholders/partners
- How all-in-one mobility solution that makes you give up your car looks like

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Fabio Bin and Erika De Santi are the co-founders of WeRoad. They are redefining group travel for millennials by blending unique travel experiences with local culture and social opportunities. Since its inception in 2017, WeRoad has garnered attention for its innovative approach, recently securing significant Series B funding. Their journey, from a bootstrapped venture to a thriving marketplace for travel coordinators and service suppliers, demonstrates their impact on the travel community today and in the future.

On this episode we talk about:

• Community-Based Product Building
• Growth Hacking Tactics
• Selling to Millennials
• Incorporating User Feedback in Product Development
• Future Trends in Travel

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

As promised during some of the previous episodes, we went to Tartu for sTARTUp Day 2024 and brought back a recording of a fireside chat with Kaarel Kotkas.

Kaarel is the founder and CEO of Veriff, one of the more recent Estonian unicorns that raised a 100m$ series C in early 2022 to hit the billion valuation mark. The 2 years that have followed have been very challenging and we sat down with Kaarel to talk about getting through challenging times, making tough decisions and building resilience,

What you can expect to learn from Kaarel:

• What to do when you see warning signs of market slowdown
• Strategies for keeping revenue up and growing during a downturn
• How to manage investor relationships
• The decision-making process and aftermath of doing 2 layoffs in 1 year
• Taking extremely hard decisions and moving on as a leader and a company
• How to define success when you have reached unicorn status

TIMESTAMPS:

• 01:00 sTARTUp Day 2024 impressions
• 10:00 Fireside chat with Kaarel
• 35:00 Uldis & Janis recaps the main lessons from the interview

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Dainis Kruze is the CEO and Co-Founder of Aerones. With a deep passion for innovation, he and his co-founder Janis Putrams started Aerones in 2015. Originating from university projects, their ambition and hard work evolved into a robust company, now boasting over 120 employees catering to markets across Europe, North America, and Latin America. They raised $30M Series-A in 2023.

On this episode we talk about:

• How Dainis pulled off a huge pivot with Aerones
• Building a culture that fosters innovation and adaptability
• What it takes to pitch successfully
• Experiences and learnings from participating in Y Combinator
• The importance and challenges of talent acquisition and nurturing in the Baltics
• The future of renewable energy

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Kalev Kaarna is a Mentor at Creative Destruction Lab and recently became ex-VC at Superangel where for the past 5 years Kalev operated as an investor and startups coach two in one. 

Kalev has specialized in propelling early-stage software and deep-tech startups to significant growth, with a keen focus on AI/ML, robotics, logistics, mobility, and SaaS B2B sectors. His prowess in guiding startups through initial challenges, especially in the Nordics and Baltics, is marked by his success in leading Superangel's accelerator program, where 33 startups collectively raised €40M. 

A firm believer in the power of effective pitching and building investor trust, Kalev combines his extensive intrapreneurial and research experience with a personal philosophy centered on leadership and personal coaching for founders. His journey, marked by both successes and failures, underlines his profound understanding of the entrepreneurial ecosystem and his dedication to shaping the future of tech startups.

This episode is brought to you in cooperation with Tartu sTARTUp day!

Join the 3,500 people taking part at this year's most startup minded business festival on January 24-26 by securing your ticket here  www.startupday.ee

On this episode we talk about:

• VC, Startup Coaching and Why and How Superangel Combined These
• How Can Startup Founders Benefit from Coaching
• Critical Early Sales Lessons for Startups
• The “Sell-Demo-Build” Strategy
• How to Build a Sales Strategy
• How a Founder Must Grow Faster than Their Company

Book references from our conversation:

"Running Lean: Iterate from Plan A to a Plan That Works" by Ash Maurya.

"Demand-Sided Sales" by Bob Mesta.

"The Mom Test" by Rob Fitzpatrick.

"Clear Leadership" by Gervase R. Bushe.

"The Jolt Effect" by Matthew Dixon and Ted Mc

"The Almanack of Naval Ravikant" by Eric Jorgenson.

"Obviously Awesome" by April Dunford.

"Sales Pitch" by April Dunford.

“Tech Powered Sales” by Justin Michael and Tony Hughes

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Märt Lume is a co-founder of Futuclass, a VR startup aimed at enhancing the educational experience for high school students, particularly in STEM subjects like chemistry and physics.

Additionally, Märt serves as the chairman of the board for the Estonian AR-VR Association. His expertise extends into the investment realm as well, being a member of the management board at Ludus Holdings, an early-stage investor that includes notable names such as Bolt, Veriff and Ready Player Me in its portfolio.

Märt's journey in the tech industry started with a gaming background, where he was notably the first employee at a company called Glitch, which later evolved into the widely-known platform Slack. His global experience, having lived in numerous cities around the world, adds a unique perspective to his entrepreneurial insights and learnings​​.


This episode is brought to you in cooperation with Tartu sTARTUp day!

Join the 3,500 people taking part at this year's most startup minded business festival on January 24-26 by securing your ticket here  www.startupday.ee

On this episode we talk about:

• The current state of AR/VR progress
• Märt’s experience as first employee of Glitch that later became Slack
• International experiences and their benefits in entrepreneurship
• How well do we teach STEM overall
• The importance of separating reality and virtual reality 

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Priit Salumaa is a serial entrepreneur based in the vibrant tech city of Tartu. He is the CEO and founder of Better Medicine, a company focused on building AI solutions to battle cancer. His entrepreneurial journey began with the founding of a software development company called Mooncascade in 2009, during the aftermath of the global economic crisis. In addition to his business ventures, Priit has been notably active in the non-governmental and non-profit sectors. He is a co-founder of flagship industry events in Estonia, such as Garage48 and Latitude59​​.

This episode is brought to you in cooperation with Tartu sTARTUp day!

Join the 3,500 people taking part at this year's most startup minded business festival on January 24-26 by securing your ticket here  www.startupday.ee

On this episode we talk about:

• Better Medicine and fighting cancer with AI
• Building a medtech product and business
• The value of building non-governmental organizations
• How hackathons contribute to community building
• The potential of a unified Baltic market and identity

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Dear Listeners! As 2023 comes to a close, we're taking a moment to reflect on the year that was, obviously with an emphasis on the tech world. 

In this special year-end episode, we're going to take you through the biggest stories and developments in the tech and startup sectors, not just globally, but with a special focus on the Baltic countries - Latvia, Lithuania, and Estonia. 

We'll discuss the most significant funding announcements that have made waves, the intriguing news that caught our attention, and the groundbreaking technologies that have truly changed the game this year. 

Timestamps:
09:00 🇱🇻 Latvia
24:30 🇱🇹 Lithuania
37:30 🇪🇪 Estonia
48:00 Global trends


We are going on a short break and will return early January. Thanks for being with us in 2023 and Happy holidays to you all!

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Kaan Eren is a Principal at 500 Startups Emerging Europe as part of the global 500 Startups organization. The team in Europe has recently raised its second fund and is boasting several unicorns among its investments. 

Kaan concentrates on the Eastern and Central European regions, with a particular focus on the Baltics. Before his current role at 500 Startups, Kaan had a successful career in investment banking, after which he transitioned to the dynamic world of startup investing​​​​.

In this episode we talk about:

• The Eastern European Startup Ecosystem
• 500 Startups' Global Reach and Strategy
• Challenges and Opportunities in Emerging Markets
• Role of Venture Capital in Shaping Startups
• Building Global Companies from Local Ecosystems
• The Value of Boards and Corporate Governance in Early Stage Startups

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Questions/suggestions? Join our Telegram group > https://t.me/pursuitofscrappiness 

Natalie Byrne is a brand strategist focusing on helping CEOs, celebrities, and brands build a more sustainable world. She also leads Blank Space, an impact strategy firm working with Fortune 500 companies and leaders dedicated to positive change. Natalie has held high profile roles at Dermalogica and Unilever and has been a White House delegate under President Obama speaking on topics of sustainability and brand. She currently advises the United Nations on topics of gender equality and specifically how businesses can contribute to it. 

In this episode we talk about:

• The Role of Branding in the Tech Industry
• Transforming Brands into Movements
• How VCs should think of their Brands
• Navigating Business and Social Activism
• Importance of Authenticity in Branding
• Role of CEOs as Activists
• Embedding Values into the Company DNA

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Questions/suggestions? Join our Telegram group > https://t.me/pursuitofscrappiness 

Janis Ozolins is an illustrator known for his compelling visual content on LinkedIn and Twitter. He has built a 200K following on these platforms, showcasing his unique ability to visualize and simplify complex life and business concepts. 

His work, which often addresses themes like productivity, procrastination, and overcoming perfectionism, resonates with a wide audience. Janis's skills have not only attracted the attention of top LinkedIn influencers like Justin Welsh and Sahil Bloom but have also made him a sought-after figure in the realm of content creation. 

Through his work, Janis demonstrates how to make business presentations more effective and points more relatable, turning content creation into a thriving business​​.

In this episode we talk about:

• The Power of Visual Content
• Jumping into the unknown by dropping IT career for Solo-preneurship
• How to turn content creation into an online business
• Simplification of complex concepts
• How to build and keep engaged an online audience
• Staying productive while dealing with perfectionism

Follow Janis on:
- Linkedin
- Twitter
- Instagram
- https://ozolinsjanis.com/ 

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Questions/suggestions? Join our Telegram group > https://t.me/pursuitofscrappiness 

Kenneth Berger is an executive coach with a rich background in the tech industry. With experience as a founder himself as well as an early hire at Slack, Kenneth has firsthand knowledge of the challenges and opportunities in fast-growing tech companies. 

He now uses his insights to help tech leaders and teams, including those at Typeform and Dribble, navigate business growth and personal development. Kenneth's upcoming book, "Ask For What You Want," aims to equip leaders with the tools to succeed while maintaining work-life balance.

In this episode we talk about:

• From Tech Struggles to Coaching Triumphs
• Building Resilient Leaders in Tech
• The Art of Coaching: More Than Just Advice
• Thriving Amidst Tech Industry Tensions
• Leveraging Vulnerability for Stronger Leadership
• "Ask For What You Want": A Guide to Preventing Burnout

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Questions/suggestions? Join our Telegram group > https://t.me/pursuitofscrappiness 

Martins Lasmanis is the co-founder of Supliful - a platform that allows you to start your vitamin and supplement dropshipping business in minutes. He is a serial entrepreneur having co-founded and exited his previous company. Martins also spent almost 10 years as a VC having seen the business also from the investor side.

In this episode we talk about:

• Starting a company after exiting a previous one
• How to achieve and sustain high growth in early stage
• Tracking KPIs and productivity in business ops
• How to create content and use social media as a startup founder
• Tips for balancing startup and family life

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Questions/suggestions? Join our Telegram group > https://t.me/pursuitofscrappiness 

Taavi Lindmaa is the Founder of Linkedin Daily Growth. Not only is he a Linkedin expert, but also a solo-preneur, a digital nomad and was employee #10 at Veriff, the digital ID unicorn out of Estonia.

In this episode we talk about:

• What it means to be a solopreneur
• Sales strategies from Veriff early days
• How can digital nomad lifestyle work for you
• Leveraging Linkedin as a personal branding tool
• Effective Linkedin growth strategies

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Questions/suggestions? Join our Telegram group > https://t.me/pursuitofscrappiness 

Tanel Erm is the Head of Microsoft Development Centre Estonia  and has been with Microsoft/Skype for nearly 20 years. He has held various roles in Engineering as well as Management. Tanel has worked through both the Ebay and the Microsoft acquisitions of Skype and has an exclusive perspective on the much discussed Skype story.

In this episode we talk about:

• Tanel’s early journey with Skype
• Acquisitions of Skype by Ebay and Microsoft
• How Skype lost its dominant position
• Challenges of managing distributed teams
• How AI is changing product development and running a team/project

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Questions/suggestions? Join our Telegram group > https://t.me/pursuitofscrappiness 

Daniel Yubi is the Founder and CEO of Fintech startup Payable, a UK based treasury management startup that raised $6M at the end of the last year. He is a seasoned Fintech veteran having tenured in companies such as Checkout and Curve. 

In this episode we talk about:

• The role of Product Manager in large Fintech companies
• What does it mean to be a Product minded founder
• What strategies work best for B2B sales
• How to make a successful Youtube channel
• Tips on productivity and fitness

Content recommendations from the conversation with Daniel

Blog about product management - https://www.bringthedonuts.com/blog/

B2B sales book - https://www.momtestbook.com/

B2B sales book - https://www.foundingsales.com/

Tool for organizing notes and work - https://evernote.com/

Tool to get things done - https://culturedcode.com/things/

Advanced calendar - https://cron.com/

Tool for journaling - https://dayoneapp.com/

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Questions/suggestions? Join our Telegram group > https://t.me/pursuitofscrappiness 

Duncan Clark is the Canva Europe Lead and the CEO of Flourish, a leading data storytelling tool that Canva acquired in 2021. Before founding Flourish, Duncan was a data journalist at the Guardian and a commissioning editor at Penguin and Profile. He is the co-author of “The Burning Question, a data-driven take on climate change”.

In this episode we talk about:

• How Flourish was created
• The acquisition of Flourish by the juggernaut Canva
• Effective storytelling and communication
• What makes Canva so successful
• Data storytelling and AI integration in visualization tools

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Find other episodes on >  https://www.pursuitofscrappiness.co/

Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTA

Connect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Questions/suggestions? Join our Telegram group > https://t.me/pursuitofscrappiness