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When I was at Open Market in the 1990s, our CEO gave out the recently published book “Crossing the Chasm” to the executive team and told us to read it to gain insight into why we had hit a speed bump in our scaling. We had gone from zero to $60 million in revenue in four years, went public at a billion-dollar market cap, and then stalled.

We found ourselves stuck in what author Geoffrey Moore called “the chasm,” a difficult transition from visionary early adopters who are willing to put up with an incomplete product and mainstream customers who demand a more complete product. This framework for marketing technology products has been one of the canonical foundational concepts to product-market fit for the three decades since it was first published in 1991.

I have been reflecting on why it is that we venture capitalists and founders keep making the same mistake over and over again — a mistake that has become even more glaring in recent years. Despite our exuberant optimism, we keep getting the potential market size wrong. Market sizes have proven to be much, much larger than any of us had ever dreamed. The reason? Today, everyone aspires to be an early adopter. Peter Drucker’s mantra — innovate or die — has finally come to pass.

A glaring example in our investment portfolio is database software company MongoDB. Looking back at our Series A investment memo for this disruptive open-source, NoSQL database startup, I was struck that we boldly predicted the company had the opportunity to disrupt a subsegment of the industry and successfully take a piece of a market that could grow as large as $8 billion in annual revenue in future years.

Today, we realize that the company’s product appeals to the vast majority of the market, one that is forecast to be $68 billion in 2020 and approximately $106 billion in 2024. The company is projected to hit a $1 billion revenue run rate next year and, with that expanded market, likely has continued room to grow for many years to come.

Another example is Veeva, a vertical software company initially focused on the pharmaceutical industry. When we met the company for their Series A round, they showed us the classic hockey stick slide, claiming they would reach $50 million in revenue in five years.

We got over our concerns about market size when we and the founders concluded they could at least achieve a few hundred million in revenue on the backs of pharma and then expand to other vertical industries from there. Boy, were we wrong! The company filed their S-1 after that fifth year showing $130 million in revenue, and today the company is projected to hit $2 billion in revenue run rate next year, all while still remaining focused on just the pharma industry.

Veeva was a pioneer in “vertical SaaS” — software platforms that serve niche industries — which in recent years has become a popular category. Another vertical SaaS example is Squire, a company my partner Jesse Middleton angel invested in as part of a pre-seed round before he joined Flybridge.

We’re getting closer to putting our spotlight on Pittsburgh, and there’s quite a bit going on behind the scenes. We’ve been spending a ton of time chatting with folks who are on the ground in the city, and we’ve had a great time learning and listening, which we think will make this installment of our Spotlight series the most dynamic yet.

As we share more details on who will be participating, such as CMU’s President Farnam Jahanian, we still want to hear from those of you building companies in the ‘Burgh.

We’ve heard from nearly 50 companies focusing on things like digital health, small business loans, patent development, robotics and clean tech, and we’ll be picking three companies to pitch live during the event on June 29th.

Because we expect all types of attendees, including investors, this could be an opportunity to take things to the next level, be it through recruiting new employees or finding a new advisor. After all, anything can happen at a TechCrunch event.

Simply fill out this form and your company could be chosen to pitch during the event.

Additionally, and to learn more about who’s who and what’s what in Pittsburgh, we’re going to be hosting a conversation on Twitter Spaces tomorrow (Friday) at 4 p.m. ET. Co-hosting will be one of our favorite Yinzers, Kit Mueller. Expect a bit of trivia, updates on news and happenings in the city and more.

Register for the event today, come chat with us tomorrow and submit your company or pass the word along to someone who should!

Agenda

June 29, 2021

2:00 p.m. EDT
Building Pittsburgh. Speaker to be announced!

2:20 p.m. EDT
Developing Duolingo. Karin Tsai, head of engineering, is set to speak on the trade-offs between engagement and edtech, scale and satisfaction, and how a simple A/B test can help.

2:40 p.m. EDT
From Student to Startup. CMU President Farnam Jahanian will speak on the school’s cutting-edge robotics and automation research and how it’s keeping innovative startups in Pittsburgh.

3:10 p.m. EDT
Pittsburgh Pitch-off. Startups will have two minutes to deliver their pitch, and our speakers will have four minutes to give their feedback. Pittsburgh startups should apply here

 

 

French startup Ledger has raised a $380 million Series C funding round led by 10T Holdings. Following today’s funding round, the company has reached a valuation of $1.5 billion.

Other investors in the funding round include existing investors Cathay Innovation, Draper Associates, Draper Dragon, Draper Esprit, DCG, Korelya Capital and Wicklow Capital. Some new investors are joining the round, such as Tekne Capital, Uphold Ventures, Felix Capital, Inherent, Financière Agache and iAngels Technologies.

Ledger’s main product is a hardware wallet to manage your crypto assets. They are shaped like USB keys and feature a tiny screen to confirm transactions on the device. The reason why that screen is important is that your private keys never leave your Ledger device.

In other words, if you want to store a large amount of cryptocurrencies, you don’t want to leave them on an exchange account. If someone manages to sign in, they could withdraw all your crypto assets. With a hardware wallet, you remain in control of your crypto assets.

The company first launched the Ledger Nano S. You have to connect the device to a computer using a USB cable. More recently, with the Ledger Nano X, you can send and receive assets from your phone as the Nano X works over Bluetooth. Ledger also provides an enterprise solution for companies that want to add cryptocurrencies to their balance sheet.

Overall, Ledger has sold over 3 million hardware wallets. Every month, 1.5 million people use Ledger Live, the company’s software solution to manage your crypto assets. The company even says that it currently secures around 15% of all cryptocurrency assets globally.

It hasn’t been a smooth ride as the company has been around for seven years. After the crypto boom of 2018, interest for hardware wallets faded away. Moreover, as the company secures expensive assets, it has also suffered from a serious data breach — 272,000 customers have been affected.

With today’s funding round, the company plans to launch new products, add more DeFi features to Ledger Live and support the growth of the crypto ecosystem in general.

Productivity analytics startup Time is Ltd. wants to be the Google Analytics for company time. Or perhaps a sort of “Apple Screen Time” for companies. Whatever the case, the founders reckon that if you can map how time is spent in a company, enormous productivity gains can be unlocked and money better spent.

It’s now raised a $5.6 million late-seed funding round led by Mike Chalfen, of London-based Chalfen Ventures, with participation from Illuminate Financial Management and existing investor Accel. Acequia Capital and former Seal Software chairman Paul Sallaberry are also contributing to the new round, as is former Seal board member Clark Golestani. Furthermore, Ulf Zetterberg, founder and former CEO of contract discovery and analytics company Seal Software, is joining as president and co-founder.

The venture is the latest from serial entrepreneur Jan Rezab, better known for founding SocialBakers, which was acquired last year.

We are all familiar with inefficient meetings, pestering notifications chat, video conferencing tools and the deluge of emails. Time is Ltd. says it plans to address this by acquiring insights and data platforms such as Microsoft 365, Google Workspace, Zoom, Webex, MS Teams, Slack and more. The data and insights gathered would then help managers to understand and take a new approach to measure productivity, engagement and collaboration, the startup says.

The startup says it has now gathered 400 indicators that companies can choose from. For example, a task set by The Wall Street Journal for Time is Ltd. found the average response time for Slack users versus email was 16.3 minutes, comparing to emails which was 72 minutes.

Chalfen commented: “Measuring hybrid and distributed work patterns is critical for every business. Time Is Ltd.’s platform makes such measurement easily available and actionable for so many different types of organizations that I believe it could make work better for every business in the world.”

Rezab said: “The opportunity to analyze these kinds of collaboration and communication data in a privacy-compliant way alongside existing business metrics is the future of understanding the heartbeat of every company — I believe in 10 years time we will be looking at how we could have ignored insights from these platforms.”

Tomas Cupr, founder and Group CEO of Rohlik Group, the European leader of e-grocery, said: “Alongside our traditional BI approaches using performance data, we use Time is Ltd. to help improve the way we collaborate in our teams and improve the way we work both internally and with our vendors — data that Time is Ltd. provides is a must-have for business leaders.”

Amid a recent tear in residential real estate investment, venture capitalists are looking to get a piece of homebuying startup Flyhomes.

The five-year-old startup announced today that they’ve closed a $150 million Series C round co-led by Norwest Venture Partners and Battery Ventures. Fifth Wall, Camber Creek, Balyasny Asset Management, Zillow’s Spencer Rascoff and existing investors Andreessen Horowitz and Canvas Partners also participated in the round. Norwest’s Lisa Wu and Battery’s Roger Lee are joining Flyhomes’ board as part of the deal.

The end-to-end residential real estate startup says they handle “every step of the homebuying process, from brokerage to mortgage,” building financial tools that customers need throughout the process. The company has now raised some $310 million in total.

The startup is well-positioned during a historic run-up of home prices in the U.S. that has made deals more competitive than ever for prospective buyers. A recent report by Redfin notes that more than half of U.S. homes are selling above their asking price right now, up from one in four a year ago. A Zillow report notes that nearly half of U.S. homes are selling within one week of going on the market.

Flyhomes’s Cash Offer lending product allows consumers purchasing homes to make more attractive all-cash offers to sellers, with the company noting that even if a buyer ends up backing out of the deal, Flyhomes will still buy the home themselves. Central to the startup’s business is sellers being more amenable to all-cash offers, allowing consumers making them to win deals even when they aren’t the highest bidders.

The company says it has bought and sold more than $2.6 billion worth of homes since launching in 2016.

On Earth Day, April 22, SOSV published the SOSV Climate Tech 100, a list of the best startups that we’ve supported from their earliest stages to address climate change. There are always valuable insights embedded in a list like the 100. A TechCrunch story captured the investment perspective, and an SOSV post went deeper into the companies’ category breakdown and founder profiles.

But what can founders learn from the list about climate tech investors? In other words, who invested in the Climate Tech 100? We dug into the “who’s who” of the list, which had more than 500 investors, and here’s what we found.

An active but fragmented landscape

If you think 500 investors in 100 companies is a lot of investors, you’re right. There are clearly a lot of investors interested in climate tech, and most are generalists just testing the waters. For the Climate Tech 100, about 10% of investors put their money in more than one startup and only seven (less than 2%) wrote a check to four or more. These included Blue Horizon, CPT Capital, EF, Fifty Years, Hemisphere Ventures and Horizons Ventures.

That pattern tracks well with data from PwC, which found that 2,700 unique investors had backed 1,200 startups in its State of Climate Tech 2020 report covering the 2013-2019 period. The report found that only 10 firms out of 2,700 made four or more climate tech deals per year, on average, over the 2013-2019 period. The most active firms are listed in the table below.

There is reason to believe that the fragmentation will diminish with the launch of more funds focused on climate tech. Four funds worth more than a billion dollars each have launched since 2020 that fit the description (see chart below).

It’s also encouraging to see that capital deployed in climate tech grew at five times the venture capital overall growth rate over the 2013-2019 period.

Even so, climate tech still only represented 6% of total venture capital deployed in 2019, so there is plenty of room to grow.

Jumpcut founder Kartik Hosanagar is a professor at the Wharton School, but about 10 years ago, he spent his summer in an unlikely way: he wrote a screenplay. Set in India, his script garnered some interest from producers, but no one took the plunge to fund a film by a first-time Indian director.

Now, films featuring diverse casts are gaining traction — this year, Chloé Zhao became the first woman of color, and only the second woman ever, to win the Academy Award for Best Director. At the previous ceremony, Bong Joon-ho’s “Parasite” became the first non-English language film to win the Academy Award for Best Picture. Still, according to a recent report from McKinsey & Company, Hollywood leaves $10 billion on the table each year due to the industry’s lack of diversity.

“How do you make a bet on underrepresented voices or underrepresented stories?” asked Hosanagar. “While there’s awareness, there’s no action, because nobody knows how to do it. So that’s what got me into Jumpcut. It’s this rare company where 20 years of my work on data science and entrepreneurship meets with who I am outside of my work.”

At Wharton, Hosanagar is the Faculty Lead for the AI for Business program. He was a founder of Yodle, which was acquired by web.com for $340 million in 2016. But for this next venture, he wanted to tackle Hollywood’s homogeneity hands-on by using his experience with data science to de-risk media projects from underrepresented creators.

“The vision is to create a more inclusive era of global content creation,” he said to TechCrunch.

Hosanagar started working on Jumpcut in 2019, but today, the Atomic-backed company launches out of stealth as the first data science-driven studio working to elevate underrepresented voices in film. Already the studio has 12 TV and film projects in the works, with partners like 36-time Academy Award nominee Lawrence Bender (“Pulp Fiction,” “Good Will Hunting”), Emmy Award-winning producer Shelby Stone (“Bessie,” “The Chi”) and showrunner Scott Rosenbaum (“Chuck,” “The Shield”).

Jumpcut models itself after Y Combinator in its approach, pairing emerging talent with buyers and producers. First, Jumpcut uses an algorithm to scan hundreds of thousands of videos from platforms like YouTube, Reddit and Wattpad to find promising talent. The algorithm narrows down the extensive field to locate creators who are consistently finding new audiences and increasing their engagement. Then, the Jumpcut team — including advisors and veterans from Netflix, BuzzFeed, CBS, Sony and WarnerMedia — identifies who to connect with.

In one example of the algorithm’s success, Hosanagar pointed to Anna Hopkins, an actress who has appeared on shows like “The Expanse” and “Shadowhunters.” Though Hopkins has found some success in front of the camera, she also wants to write.

“We discovered some of her short films, and the algorithm identified it because people had strong emotional reactions in the comments, like, ‘heartwarming but in a positive way,’ or ‘give me a tissue,’ ” Hosanagar explained. Since Hopkins isn’t publicly known as a writer, she assumed that Jumpcut found her through a television network she had pitched a script to, but that wasn’t the case. “We said, ‘no, our algorithms found you.’ ”

Once a creator is identified by Jumpcut, they can A/B test their ideas with audiences of over 100,000 potential viewers, which helps the company prove to funders through data science that these ideas can sell.

“The idea there is that we don’t wait for creators to get discovered by the traditional Hollywood agencies, because that requires the creators to have access to the top agents, and that again brings you back to the old boys club,” Hosanagar said. “We’re automating a lot of that process and discovering these people who are creating great stories that are resonating with audiences, not waiting for some Hollywood agency to discover them.”

Once the creators have an idea that tests well with a wide audience, they’re invited to Jumpcut Collective, an incubator program that helps artists develop an idea from a concept to a pitch in six weeks. Then, Jumpcut helps match projects with producing partners and buyers.

So far, Jumpcut has hosted three incubator programs. Out of the 12 Jumpcut projects currently underway, Hosanagar says that nine or 10 of them came out of the incubator. One project, for example, is now being developed in partnership with Disney’s Asia Pacific Division.

Jumpcut isn’t disclosing the amount raised in this round of seed funding, but confirms that Atomic is the only investor in their seed round.

Hosanagar is joined on the project by Dilip Rajan, his former student and a former product manager at BuzzFeed, and Winnie Kemp, a former SVP of Originals at Super Deluxe and CBS. There, she developed and executive produced “Chambers,” the first show with a Native American lead, and “This Close,” the first show with deaf creators and cast. Most of their funding will go toward payroll, which includes engineers, data scientists and product managers on the product side of the company, as well as development executives on the creative side, who run the incubator.

Listen up, all you budget-conscious early-stage founders. That sound you hear is the countdown clock for serious savings to TC Early Stage 2021: Marketing & Fundraising on July 8-9. You have just two days left to score early-bird savings and keep $100 in your wallet. Want loads of opportunity for less money? Beat the deadline and register here before Friday, June 11 at 11:59 p.m. (PT).

We’ve packed this two-day virtual event with more than a dozen (and counting) presentations by leading startup experts holding forth on a range of topics every startup founder needs to master — or at least understand enough to outsource wisely. We’re talking essentials like product-market fit, paid marketing strategies and, every founder’s favorite topic, fundraising.

But this isn’t a one-way situation. Nope, these are highly interactive sessions, and you’ll have plenty of time to get answers to your most pressing questions. Check the event agenda and start planning your schedule.

Here’s just a taste of the topics on tap:

How to Line Up Your Growth with Your Goals: Unlike giant brands, startups need to use their marketing spend wisely and efficiently. Sound Ventures’ Susan Su is a growth marketing expert and will share how to define growth based on your startup’s goals, and how to take a framework-based approach to growth, rather than relying on old playbooks that aren’t relevant.How to Navigate the Ever-Changing World of Early-Stage VC: With over 25 personal investments, AngelList Venture CEO Avlok Kohli knows a thing or two about early-stage fundraising. At Early Stage, Kohli will explain the landscape of the early-stage fundraising market and how to take advantage of the changes in the VC world over the past year.Nail the Narrative: Storytelling is a critical skill for startups. Coatue Management partner Caryn Marooney, formerly head of comms for Facebook, Instagram, WhatsApp and Oculus, will share how to frame the narrative for a startup depending on the audience and ensure that when you’re talking about your company, people are not only listening, but they want to learn more.

Pro Tip: Your pass includes access to video-on-demand. With VOD flexibility, you can watch sessions you missed and/or review sessions you attended to absorb the details on a cellular level.

Still on the fence? Here’s what Ashley Barrington, founder of MarketPearl, told us about her experience at Early Stage 2020:

I recommend going to Early Stage. The virtual aspect helps in terms of scheduling, it offers community-building through networking, and it gives early-stage founders a framework for navigating the startup ecosystem. This is the stage where founders need more support, especially if they haven’t done this before.

TC Early Stage 2021: Marketing & Fundraising takes place on July 8-9, but the clock is ticking. If you want to save $100, buy your pass before Friday, June 11 at 11:59 p.m. (PT). Find loads of opportunity for less money. It’s the TechCrunch way!

Is your company interested in sponsoring or exhibiting at Early Stage 2021 – Marketing & Fundraising? Contact our sponsorship sales team by filling out this form.

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New regulations are making it easier to invest in alternative assets via crowdfunding, and the recent explosion of crypto and NFTs means that investors are more diversified than ever. 

Keeping up with such a variety of investments may prove difficult to those who want to handle managing their investment portfolios on their own. Money Minx, a new San Diego-based startup co-founded by husband and wife team Hussein and Jessica Yahfoufi, wants to help with that.

Put simply, Money Minx aims to build a “Personal Finance OS” for every household. The platform is designed to help people track all of their investments — yes, including crypto and NFTs — in one place, in whatever currency. The company claims that its AI can also go a step further, and help people spot opportunities in their portfolio as well as catch potential risks.

“We built Money Minx to help people cover all their bases, better understand their personal balance sheet and grow their net worth,” Hussein said. “No financial advisor needed.”

Money Minx also aims to provide people with easy-to-use tools to create dashboards and reports. In its “soft launch” phase, the startup has been growing rapidly — from $15 million in assets tracked at the end of March to $107 million by mid-May. Its user base is growing by 40% month over month.

As many founders do, Hussein says he and Jessica developed the platform to meet a need of their own.

“We built this because we needed it as ‘do it yourself investors,’ said Hussein, who previously started crowdfunding site appsplit and works as a CTO at a San Diego-based fintech company. “I didn’t want to hire a financial advisor and spend 1% of my portfolio every year for them to tell me what to do. So I started to do it on my own on a spreadsheet and then started building this tool last year.”

Hussein talked to other investors and realized that many were also managing their own finances and had also moved into investing outside the stock market.

“Everyday investors are preferring to invest more in crowdfunding sites and alternative assets than the traditional stock market,” he said. 

This shift has created a gap in the market for an easy way to track investments across multiple platforms, the Yahfoufis believe. 

Money Minx operates as a SaaS business and charges a monthly subscription fee across three different plans ranging from $10 to $30 a month. Looking ahead, Hussein is considering building out a white-glove service.

Although Money Minx has been approached by interested VCs, Hussein says the company prefers to stay bootstrapped — for now.

Indeed, VCs are pouring money into the space. Just last week, personal finance startup Truebill announced it had raised a $45 million Series D funding round led by Accel.

When companies are considering buying a particular software service, they typically want to test it in their own environments, a process that can be surprisingly challenging. TestBox, a new startup, wants to change that by providing a fully working package with pre-populated data to give the team a way to test and collaborate on the product before making a buying decision.

Today the company announced it was making the product widely available; they also announced a $2.7 million seed round from SignalFire and Firstminute Capital along with several other investors and industry angels.

Company co-founder Sam Senior says he and his co-founder Peter Holland recognized that it was challenging for companies buying software to test it in a realistic way. “So TestBox is the very first time that companies are going to be able to test drive multiple pieces of enterprise software with an insanely easy-to-use live environment that’s uniquely configured to them with guided walk-throughs to make it really easy for them to get up to speed,” Senior explained.

He says that until now, even with free versions or free testing periods, it was hard to test and collaborate in that kind of environment with key stakeholders in the company. TestBox comes pre-populated with data generated by GPT-3 OpenAI to test how the software behaves and lets participants grade different features on a simple star rating system and provide comments as needed. All the feedback is recorded in a “notebook,” giving the company a central place to gather all the data.

What’s more, it puts the company buying the software more in control of the process instead of being driven by the vendor, which is typically the case. “Actually, now [the customer gets to] be the one who defines the experience, making them lead the process, while making it collaborative, and giving them more confidence [in their decision],” he said.

For now, the company plans to concentrate on customer support software and is working with Zendesk, HubSpot and Freshdesk, but has plans to expand and add partners over time. It has been talking with Salesforce about adding Service Cloud and hopes to have them in some form on the platform later this year. It also plans to expand into other verticals over time, like CRM, martech and IT help desks.

Senior is a former Bain consultant who worked with companies buying enterprise software, and saw the issues firsthand that they faced when it came to testing software before buying. He quit his job last summer, and began by talking to 70 customers, vendors and experts to get a real sense of what they were looking for in a solution.

He then teamed up with Holland and built the first version of the software before raising their seed money last October. The company began hiring in February and has eight employees at this point, but he wants to keep it pretty lean through the early stage of the company’s development.

Even at this early stage, the company is already taking a diverse approach to hiring. “Already when we have been working with recruiting firms, we’ve been saying that they need to split the pipeline as much as they can, and that’s been something we have spent a long, long time on. […] We spent actually six months with an open role on the front end because we are looking to build more diversity in our team as quickly as possible,” he said.

He reports that the company has a fairly equitable gender and ethnic split to this point, and holds monthly events to raise awareness internally about different groups, letting employees lead the way when it makes sense.

At least for now, he’s planning on running the company in a distributed manner, but acknowledges that as it gets bigger, he may have to look at having a centralized office as a home base.

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