In this conversation, Lavin Punjabi, Co-Founder & CEO of Affinity, a hyper-growth $100M ARR AdTech firm, talks with Peeyush Upadhyay, Managing Partner at Pekamiar, about his entrepreneurial journey and Affinity's growth story detailing its evolution from a domain parking company to a leader in performance advertising. He shares insights on the company's evolution over the years through multiple pivots and the importance of adaptability, risk-taking, and a growth-led mindset that helped build innovative solutions that led to significant revenue growth. The discussion emphasizes the value of data-driven decision-making and the necessity of maintaining profitability while pursuing new ventures. Lavin talks about Affinity's strategic response to tectonic shifts in the Advertising industry, and the company's conscious decision to invest in privacy-friendly, cookie-less, and AI-powered product strategy and development. He emphasizes the importance of building a strong team culture, the challenges of establishing a global brand, and the balance between work and family life. The discussion also touches on the significance of taking risks and being data-driven in entrepreneurship.

Chapters

00:00

The Evolution of Affinity: A Journey of Growth

10:02

Navigating Challenges: The Importance of Adaptation

20:00

Innovative Solutions: Monetizing Mistakes

30:01

The Future of Affinity: Sustainable Growth and Profitability

30:56

Navigating the Cookie-less Future

34:46

Harnessing AI for Growth

40:36

Building a Strong Team and Culture

46:08

Mergers and Cultural Synergy

52:17

Establishing a Global Brand

55:13

Balancing Work and Family Life

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In this episode of The Scale Up Flight, Peeyush Upadhyay interviews Mayank Kukreja, Co-Founder and CEO of ITILITE, discussing the challenges and triumphs of scaling a startup in the B2B Travel and Expense Management category. They explore Mayank’s journey from his Consulting days at McKinsey to entrepreneurship, the importance of identifying market needs, and the strategies for navigating the fundraising landscape. The conversation highlights the innovative solutions ITLITE offers to streamline business travel and expense processes, especially in a post-COVID world. In this conversation, Mayank shares insights on navigating VC relationships, building a founding team, and the evolution of a founder's role. He emphasizes the importance of choosing the right VC partners, the need for a T-profile approach in hiring, and the necessity of letting go and delegating responsibilities as the company grows. Peeyush also talks to Mayank about the adoption of AI in Travel & Expense SasS, balancing technology with human interaction. Finally, Mayank reflects on personal growth, work-life balance, and the importance of stepping back to reassess one's journey.

Chapters (Episode – 1)

00:00 - Introduction to The Scale Up Flight Podcast

01:49 - Understanding ITILITE's All-in-One Platform

04:58 - Mayank’s Journey from Consulting to Entrepreneurship

12:36 - Identifying the Problem and Market Fit

19:19 - Expanding into New Markets Post-COVID

27:32 - Building a Comprehensive Travel, Expense & Card Solution

30:34 - Navigating the Fundraising Landscape

33:29 - Navigating VC Relationships During Uncertain Times

38:19 - Building a Founding Team: The T-Profile Approach

41:29 - Evolving as a Founder: Letting Go and Delegating

49:12 - AI in Travel: Balancing Technology and Human Touch

57:55 - Scaling Leadership: Finding the Right Fit

01:01:05 - Personal Reflections: Balancing Work and Life

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