The Pursuit of Scrappiness

Hosted by Uldis Teraudkalns & Janis Zeps

Technology Education

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Episodes

229

Latest episode

Oct 2025

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EN-US

About the show

Whether you are building a business, running a team or just starting out in your career we are here to bring you scrappy and actionable insights to help you become more productive.

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60 recent

October 7, 2025Episode 21146 min

211. 420M downloads, 80M Active users, $200 M raised. Dmitry Gurski (Flo Health): “Don’t Listen to Negative Opinions. I Was Shy & Nerdy—20 Years Ago No One Would Believe I Could Lead a $1B++ company.” Leadership Lessons Behind the World’s #1 Health App

Dmitry Gurski founded Flo Health in 2015, turning it into the leading women’s health app globally with over 420 million downloads and 80 million monthly active users. From bootstrapped beginnings to a $200M Series C from General Atlantic in 2024 (valuing Flo at $1B+), Dmitry has scaled the company to profitability, with offices in Lithuania and the UK. 🎓 Expect to Learn:- How Flo became a $1B+ company without a clear playbook — and why long-term planning is mostly fiction- What 20 years of founder experience really teaches you — from stress tolerance to “rollercoaster immunity”- Why all big organizations are ‘shiny outside, messy inside’ — and why that’s totally normal- The hidden leadership lesson: never punish honest mistakes, but always bet on people with ownership mentality- AI’s real challenge isn’t tech — it’s building interfaces that people actually want to use- Why you should ignore negative people who question your background, pedigree, or ambition- How crises shaped Flo’s evolution- Why hiring interviews are overrated — and how real-world test work beats charisma every time- The myth of growth = hiring — and how limiting headcount can actually make your company better- How to stop bloated orgs: “Every layer you add cuts 30% efficiency.”==If you liked this episode or simply want to support the work we do, buy us a coffee or two, or a hundred, with just a few clicks at: https://buymeacoffee.com/pursuitofscrappinessFind all episodes on > https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/===============Support the show

September 23, 2025Episode 21040 min

210. Lt. Gen. Ben Hodges: “Russia Is Already at War With Us” — Making Decisions Under Uncertainty, Taking Ownership Without Blame & Ethical Dilemmas in AI Decision-Making

Lieutenant General Ben Hodges is a retired U.S. Army officer who served as Commanding General of United States Army Europe from 2014 to 2017. With a 38-year career spanning infantry roles, combat deployments in Iraq and Afghanistan, and leadership in NATO exercises, he is renowned for his expertise in military strategy, alliance building, and deterrence. Post-retirement, Hodges has become a prominent analyst on European security, Russia’s invasion of Ukraine, and transatlantic relations, advising think tanks like CEPA and speaking at events such as the Nordic Business Forum. He advocates for strong Western support for Ukraine and emphasizes the need for societal resilience against hybrid threats.On this episode we talk about:How military leaders operate without perfect informationBuilding a culture of responsibilityRole of AI in decision-makingGeopolitical outlook for 2025-2026Countering RussiaSocietal preparednessThis episode is brought to you in collaboration with Nordic Business Forum, a leading summit of global leaders with 7500+participants, 25000+ online spectators and a lineup of world class speakers, such as Rick Rubin, Simon Sinek, Milda Mitkute and many more! The in-person event is sold out, but you can join online by following this link: https://registration.nbforum.com/product-category/online-tickets/==If you liked this episode or simply want to support the work we do, buy us a coffee or two, or a hundred, with just a few clicks at: https://buymeacoffee.com/pursuitofscrappinessFind all episodes on > https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/===============Support the show

September 9, 2025Episode 20944 min

209. No Cards, No Phones, Just Your Hand: How Handwave Raised €4.2M to Build the Future of Payments With Palm Biometrics w/ Janis Stirna

Jānis Stirna is the co-founder and CEO of Handwave. The company’s palm-scanning tech enables cardless, phoneless payments and identity verification, emphasizing security (two-factor biometrics) and affordability to outpace rivals like Amazon One. With $5M raised—including a $4.2M seed from Practica Capital in August 2025—Handwave partners with Visa and targets retail pilots in Europe, the U.S. and beyond.On this episode we talk about:How fintech innovations like Apple Pay inspired HandwaveNavigating $5M in funding for hardware B2C fintechLeveraging Riga’s fintech hub for talent and pilots, challenges in U.S./EU markets (regulations/privacy)Visions for mainstream palm payments by 2030, AI’s role in scaling and the next big platformScrappy tips for Baltic founders—like focusing on technical edges and avoiding hype pitfalls.==If you liked this episode or simply want to support the work we do, buy us a coffee or two, or a hundred, with just a few clicks at: https://buymeacoffee.com/pursuitofscrappinessFind all episodes on > https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/===============Support the show

August 26, 2025Episode 20848 min

208. Bootstrapped, Profitable (€2.2M) & Paying Dividends: How HackMotion Turned a Niche Golf Gadget Into a Global Hardware Business w/ Atis Hermanis

Atis Hermanis is the co-founder of HackMotion. With a Ph.D. in electronics, sensor systems, and signal processing, Atis brings a research background to the company’s wrist-worn tech for golf swing analysis. HackMotion has bootstrapped to profitability, hitting €7.3M revenue in 2024 (160% growth) and 476% profit increase, while pioneering paying €30K in dividends to employees in H1 2025. Winners of the Baltic E-Commerce Star award, they’ve scaled globally, partnering with PGA Tour pros and focusing on amateur precision improvement—proving scrappy Baltic innovation can conquer a competitive niche.On this episode we talk about:HackMotion’s founding, turning golf swing pain points into wearable techAtis’s journey from prototype to serving PGA pros, key milestones like €7.3M revenue in 2024, and balancing B2C e-commerce with global scaling challenges.Exploring AI’s role in swing analysis (e.g., real-time feedback), why not all use cases fit AI hype, and staying focused on client value amid tech trends.Atis’s strategies for 160% revenue growth without VC, including employee dividends (€30K in H1 2025), efficiency in marketing, and lessons for Baltic founders on sustainable scaling.Visions for AI-driven precision in golf, navigating hardware pitfalls, and scrappy tips for turning technical expertise into a profitable==If you liked this episode or simply want to support the work we do, buy us a coffee or two, or a hundred, with just a few clicks at: https://buymeacoffee.com/pursuitofscrappinessFind all episodes on > https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/===============Support the showSupport the show

August 19, 2025Episode 20746 min

207. From Managing Partner to Startup CEO: Mariana Hagström (Avokaado) on Automating Legal Workflows, Building AI That Replaces Repetition (Not Humans) & Why Corporate Professionals Must Learn to Trust AI

Mariana Hagström is the Founder and CEO of Avokaado. Based in Estonia, Avokaado’s cloud-based contract lifecycle management (CLM) platform automates drafting, oversight and workflows. With over €2M raised from Tera Ventures, ParticleX and others, Mariana’s scaled a legal tech tool that is used not only by law firms, but also companies of various sizes across the globe. A 2020 European Woman of Legal Tech, she’s a vocal advocate for AI in legal teams, ethical innovation, and empowering women in tech, bringing Baltic grit to a global stage.On this episode we talk about:Avokaado origin story and Mariana’s career transitionAvokaado’s role in automating contracts and navigating AI adoption challengesInsights from raising €2M+Mariana’s vision for AI-driven legal futureHow to balance AI and human intelligence ==If you liked this episode or simply want to support the work we do, buy us a coffee or two, or a hundred, with just a few clicks at: https://buymeacoffee.com/pursuitofscrappinessFind all episodes on > https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/===============Support the show

August 12, 2025Episode 20643 min

206. Turning Mixed LEGO Bricks Into a VC-Backed AI Startup: €1.5M Raised, Benefits of Iterative Fundraising, Real-World Complexity of Building Hardware & a New Frontier in Circular Tech w/ Ilya Malkin (Sort A Brick)

Ilya Malkin is the co-founder of Sort-A-Brick, a Vilnius-based startup that raised over €1 million in pre-seed funding at the end of 2024. Sort-A-Brick leverages AI-powered computer vision to analyze and sort mixed Lego bricks sent in by customers, identifying which complete sets can be rebuilt from them—breathing new life into unused collections and promoting a circular economy in toys. With a background in management consulting, Ilya spotted an opportunity in the massive Lego market while dealing with his own family's overflowing brick bins. Sort-A-Brick combines hardware and software to tackle the tedious task of sorting, serving both kids and "kidults" in a world where Lego continues to thrive amid digital threats.On this episode we talk about:Turning a personal pain point with kids' Lego chaos into a global businessHow the toy giant Lego is growing at 10% annually, outpacing the market, and the rise of "kidults" driving demandWhy physical products are harder (and more defensible) than pure software, including longer iteration cycles and higher costsRaising in tranches tied to milestones, using investor feedback as reality checks, and the "hidden revenue" of the processAttracting top talent without prior exits, grinding harder as a first-timer, and embracing a no-ego mindset to get things doneHow tariffs and re-commerce trends boost businesses like Sort-A-Brick, plus the potential for acquisitions by big players like Lego==If you liked this episode or simply want to support the work we do, buy us a coffee or two, or a hundred, with just a few clicks at: https://buymeacoffee.com/pursuitofscrappinessFind all episodes on > https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/===============Support the show

June 17, 2025Episode 20551 min

205. AI Startup Founded in 2024 Raises €15M Seed Round, Signs 7-Figure Deals With No Outbound Sales & Aims to Lead the Next AI Breakthrough Beyond LLMs Into Physics and Industrial Simulations w/ Miks Mikelsons & Dennis Just (Emmi AI)

Dennis Just and Miks Mikelsons are the co-founders of Emmi AI, a deep-tech startup revolutionizing industrial engineering through cutting-edge AI simulation technology. Based in Austria and founded in 2024, Emmi is already making waves with a €15 million seed round led by top-tier investors like Speedinvest, 3VC, and Serena. With a team heavy on researchers and a foundation in serious academic publishing, Emmi is tackling complex, unsolved physics-based simulation problems across industries like aerospace and energy—aiming to become the “Palantir of industrial AI.” On this episode we talk about:Emmi’s Origin and VisionSelling Complex AI Solutions to EnterpriseProductization ChallengesInbound Sales Through Research CredibilityFundraising Strategy and VC DynamicsHow to make distributed teams work==If you liked this episode or simply want to support the work we do, buy us a coffee or two, or a hundred, with just a few clicks at: https://buymeacoffee.com/pursuitofscrappinessFind all episodes on > https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/===============Support the show

June 10, 202514 min

How Revolut Hacked Growth With No Budget: Guerrilla Tactics, Partnerships, and Product-Led Virality (INSIGHT #18)

This is an insight from our previous conversation on growth hacking and building Revolut customer acquisition early on:You can grow fast without budget by trading value with the right partners.Putting your product where people already are makes them more likely to try it.Local, targeted efforts work better than big, generic marketing.It’s more important to get people using your product than just seeing it.Andrius Biceika is a non-executive director at Revolut. He was one of the early employees and has held many leadership roles at Revolut. Prior to that he did stints at such well known Lithuanian companies as Citybee and Transfergo.Listen to the full conversation with Andrius here on Episode 120:Link to SpotifyLink to Apple Podcastshttps://www.pursuitofscrappiness.co/episodes/120-andrius-biceika==If you liked this episode or simply want to support the work we do, buy us a coffee or two, or a hundred, with just a few clicks at: https://buymeacoffee.com/pursuitofscrappinessFind all episodes on > https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/===============Support the show

June 3, 202513 min

Influencer Marketing 101 for Startups: “If It Works in Your Industry, Your Competitors Are Already Beating You to Death With It” & “If You’re So Small That You Need Every Creator to Deliver Super High Return, Then Don’t Do It.” (INSIGHT #17)

This is an insight from our previous conversation on how to work with influencer marketing:When you should and shouldn’t start influencer marketing.Why a portfolio approach to creators mirrors venture investing logic.The importance of creator enthusiasm and authenticity.Lessons from successful campaigns with consumer and B2B angles.Avery Schrader is the founder and CEO of Modash, a leading influencer marketing platform that helps brands scale partnerships with content creators. With a background in building relationships and driving results for companies like Bolt and Verif, Avery’s journey to creating Modash stems from firsthand experience in the creator economy. Modash now serves over 1,500 customers globally, including brands like Victoria’s Secret and Birkenstock, enabling them to discover and manage influencer campaigns effectively. The company recently raised an impressive 11mEUR Series A round.Listen to the full conversation with Avery here on Episode 190:Link to SpotifyLink to Apple Podcastshttps://www.pursuitofscrappiness.co/episodes/190-avery-schrader==If you liked this episode or simply want to support the work we do, buy us a coffee or two, or a hundred, with just a few clicks at: https://buymeacoffee.com/pursuitofscrappinessFind all episodes on > https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/===============Support the show

May 27, 2025Episode 20444 min

204. Mintos CEO Martins Sulte on How to Handle Market Volatility as a Retail Investor & Fintech Founder. Practical Tools To Increase AI-Efficiency Today. Why Retail Investors Are Spoiled For Choice & Why You Shouldn’t Start Investing With Trumpcoin

Martins Sulte is the co-founder and CEO of Mintos, the largest investment platform of its kind in Europe, with over 700 million euros in assets under administration and more than half a million users. Since launching in 2014, Martins has led the company from a peer-to-peer lending marketplace to a full-scale multi-asset platform, offering access to loans, ETFs, bonds, real estate, and soon—crypto and stocks. With a background in finance and management consulting, Martins brings a disciplined yet product-driven mindset to fintech innovation, building solutions for everyday investors across Europe.On this episode we talk about:The Evolution of Retail Investing in EuropeFinance 101 and the Psychology of InvestingFintech Business Strategy Amid Market VolatilityAI as a Competitive Edge in FintechScaling Without Scaling Headcount==If you liked this episode or simply want to support the work we do, buy us a coffee or two, or a hundred, with just a few clicks at: https://buymeacoffee.com/pursuitofscrappinessFind all episodes on > https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/===============Support the show