Investor Stories 463: Selling Transformation Not Software, Managing Through Activists and Mergers, and Scaling Culture with Intent (Agarwal, Tananbaum, Cohen)

Today's episode of TFR is brought to you by .techdomains. The right .com is usually taken, and adding extra words weakens your signal. I see thousands of decks every year, and a clean domain still matters. That's why founders choose .tech. It's simple, modern, and sends the right signal. Secure your .tech domain early. And this episode of TFR is brought to you by the American Arbitration Association, where smart startups and investors turn for fast, efficient, and cost effective dispute resolution. Visit adr.org/tfr to learn more. Now here's the episode. Welcome to the podcast about venture capital, where investors and founders alike can learn how VCs make decisions and reach conviction. Your host is Nick Moran, and this is the full ratchet. Welcome back to TFR. On today's special segment, we ask guests to discuss the most visionary founder that they've worked with and what makes them so special. Here's the segment called visionary founders. On today's special segment, we have Mehta Agarwal of Defy. Can you talk about an exceptional founder you've worked with and the specific thing they do that's unique? Yeah. So I'm working with a founder right now who does an incredible job of meeting potential customers where they're at in terms of what their business needs are and what they what could be improved with software and AI. The conversation we were having earlier today, I think it's more incumbent on founders in working specific markets than ever before to really have this consultative sale and really help their customers envision what life could be like after if they were to adopt this software, which which can be really hard to do. And so I think this founder is really, really incredible in really understanding and getting out of their customers what their business needs are, conveying the potential for AI and how it can solve their problems while diffusing what a traditionally conservative buyer would be concerned about in terms of losing control or eliminating jobs or whatever it is. They're really able to alleviate that fear and help help them understand that it's not about any of those things. It's about being doing your job better, doing it more accurately, and being able to do more instead of having to say no to a lot because you just don't have the bandwidth. So I think he does an incredible job of that. We haven't announced the advancement yet, so I won't name names, but excited to share it with you when we do. On today's special segment, we have Jim Tannenbaum of Foresight Capital. Tell us about an exceptional founder you've worked with and the specific thing they do that's unique. Okay. I'm gonna I'm gonna pull out somebody that's in a company right now that's not getting any love. So, perfect. Martin Babler is running a Loomis and, he is incredible steady hand. His superpower is steadiness, and, that company has had every set of bad circumstances that have come as …