This Much I Know - The Seedcamp Podcast

From the Forces to Investing in Deeptech, Dual-Use, and the Defence Sector

In the latest Seedcamp Deep Dive, our Managing Partner, Carlos Eduardo Espinal, discusses the complexities of investing in deeptech, dual-use and the defence sector. He's joined by two distinguished guests from defence and investment backgrounds: Nicola Sinclair, General Partner at Twin Track Ventures, and Samuel Burrell, Partner at Expeditions Fund. Nicola begins the conversation by explaining her motivation for founding Twin Track, highlighting the need to connect startups with the defence and security sectors and detailing her approach to evaluating deep tech investments. Sam then discusses his transition from military service to venture capital and emphasizes the importance of understanding end-user needs in defense tech investments. This insightful conversation covers a wide range of topics, including: - The challenges of dual-use technologies - The role of prime contractors - The evolving geopolitical landscape - Investment opportunities in space technology - The future of defence tech investments Show Notes: Nicola Sinclair - linkedin.com/in/nicola-sinclair- Samuel Burrell - linkedin.com/in/samuelrburrell Carlos Eduardo Espinal - linkedin.com/in/carloseduardoespinal Twin Track Ventures - twintrack.vc Expeditions Fund - expeditionsfund.com Seedcamp - seedcamp.com Sam’s weekly newsletter This Week in Dual-Use [www.samuelburrell.com] “Working with Defence & Security” Survey. The results will be released on 14 November 2025

Beyond Silicon: Navigating The Future of Semiconductor Innovation and Geopolitics

In the latest episode of This Much I Know, our Managing Partner, Carlos Espinal and Nandan Nayampally, Chief Commercial Officer of Baya Systems (previously at ARM, Amazon and AMD), delve into the geopolitics and innovations within the semiconductor industry. Nandan shares his extensive career journey from AMD to ARM and Amazon, providing valuable insights into the evolution of the semiconductor industry. He also emphasizes the shift towards specialized IP designs and the global distribution of manufacturing. The conversation explores the impact of geopolitical factors on the chip industry, the rise of localized manufacturing, supply chain resilience and the future implications of AI and edge technology. Tune in! Show Notes: Nandan Nayampally - linkedin.com/in/nandannayampally Carlos Espinal - linkedin.com/in/carloseduardoespinal Baya Systems - bayasystems.com Seedcamp - seedcamp.com

Miro’s CEO Andrey Khusid on navigating explosive growth

In an in-depth conversation with our Managing Partner, Carlos Eduardo Espinal, Miro’s co-founder and CEO, Andrey Khusid shares his incredible founder journey, from starting Realtime Board, his simple idea of bringing whiteboards into browsers, to Miro, now a global organization valued at nearly $20 billion. He reflects on the company’s explosive growth from 200 to 1800 people in just 18 months during 2020-21, the importance of hiring for mindset over experience, and the transition from a product-led growth model to incorporating sales-led strategies.  Andrey highlights key moments, cultural shifts, and the impact of leadership on the company’s trajectory. Additionally, he offers insights into maintaining team cohesion, learning from failures, and adapting to the ever-changing business landscape, especially with the advent of AI.  Tune into this insightful episode providing an in-depth look at scaling a tech startup globally and the lessons learned along the way. Show Notes: Andrey Khusid - linkedin.com/in/khusid Carlos Eduardo Espinal - linkedin.com/in/carloseduardoespinal Miro - miro.com Seedcamp - seedcamp.com Overview: 00:00 Explosive Growth and Leadership Challenges 00:35 Welcome to the Seed Camp Podcast 01:18 The Origin Story of Realtime Board 03:06 Rebranding to Miro 05:49 Balancing Customer Feedback and Product Vision 12:20 The Power of Product-Led Growth 17:26 Transitioning to a Sales-Led Growth Model 22:29 Navigating Enterprise Expansion Challenges 22:45 Shifting to an Innovation Workspace 23:17 Adapting to Market Changes and Bundling 26:03 Embracing AI and Future Prospects 27:22 Building a Strong Company Culture 30:09 Scaling Challenges and Leadership Insights 32:28 Reflecting on Leadership and Growth 42:15 The Importance of Founder-Led Companies 43:16 Conclusion and Final Thoughts

Path to Market: Adapting Sales Strategies for Startups and Enterprise with Fanny Talagrand of Stripe

In the latest episode of “Path to Market,” Natasha and Micah are joined by Fanny Talagrand, Head of EMEA sales for startups and SMBs at Stripe to discuss key sales strategies from startups to enterprises. Drawing from her extensive experience in global tech companies like Google Cloud and Stripe, Fanny emphasizes the importance of understanding user needs and journeys, leveraging user feedback, and the different dynamics between selling to startups versus enterprises.  She also provides advice for hiring the first sales reps, highlighting the need for candidates to be smart, driven, and coachable. She stresses the significance of onboarding processes and embedding new hires with users early on. Additionally, she explores how to balance product-led growth with enterprise sales and shares metrics to optimize sales performance. Tune in to learn about: - how to align sales strategies with the needs and journeys of different types of users; - how PLG and enterprise motions can coexist with careful planning and differentiation in user journeys; - why as companies grow, including a sales team becomes vital to extend market reach and support users who require more comprehensive solutions; - and more practical strategies for founders looking to enhance their sales operations and build successful teams. Show Notes: Fanny Talagrand - linkedin.com/in/fanny-talagrand-a51a81b Natasha Lytton – linkedin.com/in/natasha-lytton Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49 Overview: 00:00 Introduction to Path to Market 01:17 Meet Fannie Talegrand, Head of EMEA Sales for Startups and SMBs at Stripe 02:13 Fannie's Career Journey 04:29 Comparing Sales at Google Cloud and Stripe 06:58 The Importance of Product and User Feedback 13:31 Sales Metrics and Funnel Optimization 16:32 Differences in Selling to SMBs vs. Enterprises 24:07 Hiring the Right Sales Leader 34:29 Onboarding New Sales Hires 40:09 Conclusion and Final Thoughts

Decoding Modern Challenges: AI, Cyber Policy, and Global Politics with Dr. Melanie Garson

In a new episode of This Much I Know, Carlos’s guest is Dr Melanie Garson, an associate professor at UCL and expert in cyber policy and geopolitics. Together they discuss critical issues in the current geopolitical and defence systems, including the evisceration of the US civil service, reactive politics, and the role of technology companies as geopolitical actors. Dr Garson emphasizes the importance of interdisciplinary approaches, stress-tested technology rollouts, and the holistic view of future defence strategies. She highlights the information domain as another critical area, where misinformation and disinformation can proliferate and destabilize, underpinning the need for robust measures to counteract these threats. The conversation explores the strategic role of tech in geopolitics, the evolving nature of warfare, and the potential for innovation and international cooperation within the defence industry. Dr Garson also shares her views on the importance of building secure digital economies and engaging meaningfully with emerging technologies for long-term future defence capabilities. Looking to the future, Dr Garson predicts the emergence of new industry players and the potential for existing companies to re-engage with defence manufacturing. She remains optimistic that the industry will recognize the value of entrepreneurs and facilitate environments where innovation can thrive alongside traditional primes. Show Notes: Dr Melanie Garson linkedin.com/in/melaniegarson/ Carlos Espinal linkedin.com/in/carloseduardoespinal/ Dr Melanie Garson - profiles.ucl.ac.uk/25481-melanie-garson institute.global/experts/melanie-garson Seedcamp - seedcamp.com