Front Lines

Front Lines

Online Audio and Video Media

Palto Alto, California 4,374 followers

B2B Podcast Production (For ourselves & as a service)

About us

Front Lines produces over 100 niche B2B technology podcasts. 20 of our own and 80 for clients through our Production-as-a-Service solution. Our expertise lies in building and nurturing hyper-niche B2B communities. We started as a PR firm in 2014 and evolved into a media production company.

Website
http://frontlines.io
Industry
Online Audio and Video Media
Company size
11-50 employees
Headquarters
Palto Alto, California
Type
Privately Held
Founded
2014

Locations

Employees at Front Lines

Updates

  • Torben Stubkjaer Nielsen has spent his career transforming how healthcare organizations connect with patients. Now as CEO of Uptiv Health, he's reimagining infusion care delivery. Here's their story: After leading a successful healthcare price transparency company (acquired in 2021), Torben identified a major problem: infusion care was stuck in hospitals - expensive, inconvenient, and impersonal. The traditional model: → Hard-to-find parking → Complex hospital navigation → Open rooms with zero privacy → Basic recliners in rows → 40-70% higher costs Uptiv's solution? Move infusion care to retail locations, but with a twist: → Next to places people already go → Private suites with personalized preferences → Technology-enabled experience → No reception counters or clipboards → Comprehensive wraparound services The results speak volumes: → 99+ NPS from patients → 87 NPS from referring providers → 150+ referring specialists in 12 months → Break-even reached in 14 months → 40-70% cost reduction vs hospitals Their most interesting GTM move? Starting payer contract negotiations 6 months before opening their first clinic. When they launched, they could accept any patient regardless of insurance. Today, they're expanding from two Detroit locations toward a vision of 50-60 centers nationwide. Listen to the full conversation with Torben on Category Visionaries to learn how they're transforming healthcare delivery while maintaining premium experience and healthy unit economics here: https://lnkd.in/eEU2Uy6D #Healthcare #StartupGrowth #HealthTech

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  • Scott Graybeal walked away from solar in 2008 after scaling a renewables business from $300M to $2B. When investors approached him about leading Caelux, he initially said no. But their perovskite technology offered something unprecedented in solar: - A 5-6 point efficiency gain - At a competitive cost structure - Through a scalable manufacturing process Instead of launching another panel company, Scott saw a different path: Make existing manufacturers better. The strategy worked: → Started with 8 people in an East Pasadena lab → Grew to 74 people and a 50MW demonstration line → Raised $70M in funding → First projects launching in 2025 Key insight: While others stayed in the lab pursuing perfection, Caelux used manufacturing lines to run hundreds of daily experiments. This accelerated both development and customer adoption. The result? They're enabling the next generation of solar technology without fighting the industry giants. Full conversation with Scott Graybeal on the latest Category Visionaries episode here: https://lnkd.in/eMuZYW6g #CleanTech #B2B #Innovation

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  • After selling two AI companies to Google, Ofer Ronen noticed something counterintuitive about contact centers: The rush to automate everything was failing. His response? Build Tomato.ai ($12M raised) to enhance humans instead of replacing them. Inside this carousel: His key GTM lessons from building 3 contact center companies, including: → Why most startups expand too quickly (and how to avoid it) → The real timeline for closing $100M+ enterprise deals → When to invest in SEO (hint: way earlier than you think) → How to win enterprise trust through demos → Building in nascent categories → Reading market evolution signals These aren't theoretical frameworks - they're battle-tested insights from closing half a billion dollars in enterprise deals. Listen to the full episode of Category Visionaries to hear how he's building the next major AI category here: https://lnkd.in/eFuqbebt #B2B #Enterprise #AI #GoToMarket

  • Revolutionizing Vehicle Connectivity: Lessons from Stellar's Deep Tech Journey We recently spoke with Damien Garot, CEO of stellar //, about building the future of reliable internet connectivity for autonomous vehicles. Here are the key go-to-market lessons from their journey: → Don't wait for the perfect market timing. Stellar created an immediate revenue stream while pursuing their long-term vision with automotive manufacturers. → Use early market adoption to validate your vision. They turned hundreds of thousands of vehicle installations into compelling proof for automotive partners. → Let customer feedback shape your core product. Real-world deployment helped them discover essential features they hadn't considered. → Build regional-specific GTM strategies. In Europe, they found investor relationships require 18+ months of cultivation before commitment. → Create tangible proof points. Industry awards and recognition played a crucial role in accelerating their fundraising process. These insights from Stellar demonstrate how deep tech companies can generate revenue and validation while pursuing transformative long-term visions. Listen to the full conversation with Damien Garot on Category Visionaries to learn more about their approach to revolutionizing vehicle connectivity here: https://lnkd.in/ejiDUqnk #DeepTech #Startups #GoToMarket #VentureCapital #Innovation

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    4,374 followers

    Transforming Commercial Insurance Through AI: Lessons from Flow's GTM Journey We recently spoke with Sivan Iram, CEO of Flow, about building an AI-first commercial insurance wholesaler. Here are the key go-to-market lessons from their rapid growth: → Early product vision isn't always the right GTM strategy. Flow pivoted from a platform approach to meet customers where they already worked. → Technology should remove friction, not create it. They eliminated traditional barriers like appointments and agreements to let customers experience value immediately. → Win the mental decision battle. Focus on being the obvious choice when your target customer faces their next opportunity. → Transform underserved segments through technology. Flow made small and mid-market accounts profitable by using AI to scale expertise and service. → Your tech stack is only as good as your service delivery. Flow's success came from using AI to enhance, not replace, human expertise. These insights demonstrate how deep customer understanding and strategic technology application can unlock rapid growth in traditional industries. Listen to the full conversation with Sivan Iram on Category Visionaries to learn more about building an AI-first business: https://lnkd.in/emBFa47J #B2B #Startups #GTM #Insurance #AI #VentureCapital

  • Building Enterprise AI: Key GTM Lessons from Ask-AI We recently sat down with Alon Talmor, CEO of Ask-AI, to discuss scaling enterprise AI solutions. Here are the crucial go-to-market insights from their journey: → Stakeholder focus beats company-wide sales: Target specific departments with clear KPIs instead of selling AI broadly → Master face-to-face sales first: Your first 20 customers need personal attention before scaling → Build strategic funding networks: Multiple smaller investors can provide more value than few large ones → Find your AI moat: Either build wide or specialize in unique data verticals → Structure for scale: Separate landing and expansion teams for clearer focus These insights show how rethinking traditional enterprise sales approaches can unlock growth in the AI space. Listen to the full conversation with Alon Talmor on Category Visionaries to learn more about building in the enterprise AI landscape here: https://lnkd.in/eqXKRMjj #EnterpriseAI #B2B #StartupAdvice #GTM #SaaS

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    4,374 followers

    From $500M exit to revolutionizing pet healthcare: Todd Zion sold his first biotech company Smart Cells to Merck for $500M in 2010. But instead of retiring, he saw a massive opportunity: bringing biotechnology innovation to pet health. He founded Akston Biosciences Corporation in 2011, initially focused on human health. But they discovered something interesting - the pet health market offered a unique advantage: While human drug development takes 10+ years and hundreds of millions in investment, pet medicines can be validated in months with just hundreds of test subjects. This insight led to a complete pivot. They restructured the entire company to focus solely on pet health, even finding new homes for their human health assets. Their early success included developing a once-weekly insulin treatment, which was acquired by Dechra Pharmaceuticals. Today, Akston is developing breakthrough treatments including: → Bladder Cancer Therapy in collaboration with Purdue University → An "Ozempic for cats" launching trials in January → Novel therapies for chronic pain & atopic dermatitis Their approach: Apply sophisticated biotech expertise while keeping treatments affordable for pet parents who pay out-of-pocket. They've raised $50M+ to date and are currently raising another $15M to advance their pipeline. What stands out is their category creation strategy - while others dabble in pet biotech, Akston is building "the Biogen for pets" with a platform that can continuously generate new products. Listen to the full episode to learn how Todd is pioneering a new category in regulated markets while keeping costs accessible for consumers here: https://lnkd.in/eNgwJh4W #Biotech #Innovation #CategoryDesign

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  • Shrinking Enterprise Sales Cycles: Lessons from Pier's Credit Infrastructure Journey We recently spoke with Jessica Zhang, CEO of Pier, about building a $2.5M venture-backed credit infrastructure platform. Here are the key go-to-market insights from their journey: → They're closing 80k+ ARR enterprise deals in 4 weeks vs. industry standard 83 days → Built their initial GTM motion by targeting category leaders in each vertical, creating repeatable playbooks → Used first principles thinking to identify compliance as their key competitive edge → Focused on product-led growth through solving urgent pain points rather than traditional sales motions → Prioritized customer quality over pipeline quantity, targeting companies outpacing competitors in growth These insights demonstrate how deep vertical expertise and strategic customer selection can accelerate enterprise sales cycles. Listen to the full conversation with Jessica Zhang on Category Visionaries to learn more about building in regulated markets: https://lnkd.in/eZ2hXBqu #B2B #Enterprise #StartupGrowth #GTM #VentureCapital

  • Building Enterprise Fintech: Key GTM Lessons from Canopy's $30M Journey We recently spoke with Matt Bivons, CEO of Canopy, about building an API-first loan management platform. Here are the critical go-to-market insights from their journey: → Sometimes you need to cut revenue to grow. Canopy eliminated 50% of their pipeline by dropping consumer lending to double down on B2B. → Partial solutions fail in enterprise. Their attempt at single API integrations taught them that enterprise needs complete solutions. → Product complexity should dictate distribution. They abandoned self-serve after realizing enterprise lending required high-touch sales. → Segment markets by use case matrices. They built GTM around vertical markets (logistics, healthcare) intersected with horizontal products. → Position for expansion opportunities. Their platform enables flexible product creation, preparing customers for future growth. These insights from Canopy demonstrate how enterprise fintech requires different GTM approaches than typical SaaS. Listen to the full conversation with Matt Bivons on Category Visionaries to learn more about building infrastructure for the future of lending: https://lnkd.in/eEsXY3XY #B2B #Fintech #GTM #StartupGrowth #CategoryVisionaries

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    🚀 Cracking the $1T Retail Healthcare Market: GTM Lessons from sikka.ai Just released: Our conversation with Vijay Sikka on scaling a healthcare tech platform to 45,000+ practices and processing 1B daily transactions with just 45 people. Key insights on building scalable GTM in fragmented markets: → Why direct sales fails in fragmented markets (even with $200M+ funding) → How to turn every partner into a distribution channel  → Building technical moats that take competitors 6-8 years to replicate  → Using consolidators (DSOs) as growth accelerators  → Making your infrastructure essential to partner success  → Leveraging domain expertise to outperform tech giants For founders building in fragmented markets, this episode breaks down the exact playbook that drove 40%+ YoY growth and positive EBITDA. Listen to the full conversation on Category Visionaries to hear how Vijay built a platform that processes $1B+ in daily transactions: https://lnkd.in/e5ZPGQdp #B2B #StartupGrowth #GTM #HealthTech #VentureCapital

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