1.   Can you share with us Glow’s founding story?

My passion for innovating in areas that directly support small businesses’ success has been a driving force. Small businesses are not just the backbone of the economy; they embody the essence of the American dream.

Glow came to life because I saw firsthand how tough it was for my family members running small businesses to get the right insurance coverage. They were stuck with outdated tech and solutions that just didn’t match their needs. Having personally observed these struggles, made it clear: this needed to be fixed.

2.   You didn’t spend your career in the insurance industry, what drove you to start a company focusing on the insurance needs of small businesses?

I’ve had a lifelong passion for technology and design, particularly in making technology both accessible and simple. However, building another vertical SaaS application or an AI feature didn’t feel fulfilling enough and definitely not as far-reaching in terms of human impact.

I recognized a critical gap in the insurance sector, especially concerning small business needs where they have been left underserved and overcharged. Using technology to solve this is a massive opportunity to make a real difference in an industry that affects so many small businesses and their employees.

3.   What are some of the challenges unique to serving small businesses and how is Glow handling them?

The biggest challenge is that it is often unprofitable to acquire and service small businesses. Addressing this problem requires automating and driving down cost for every part of the business. This creates a large product surface area for both customer-facing and internal tools. Rather than piecemealing disparate systems, we are building the Glow platform from the ground up, orienting around the ability to react, respond, and adapt to continuous data and process changes in real-time.

4.   How do you see AI impacting the future of insurance?

Throughout history, insurance has led the way in understanding risks through data. Back in the day, companies like the East India Company and Lloyd’s of London relied on shared knowledge and historical data to manage risks, laying the foundation for modern risk assessment.

Looking ahead, AI will transform how insurers use data, offering more personalized policies, underwriting will become incredibly precise, claim processing will become highly efficient and fraud will be more easily mitigated helping further drive down insurance cost.

5.   As a serial entrepreneur and founder of multiple companies, what advice do you have for new founders; what do you know now, that you wish someone had told you when you first started?

Be unreasonable. I am always reminded of my favorite Bernard Shaw quote: “The reasonable man adapts himself to the world: the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man.”

Go all in. It won’t be easy is an understatement, nothing worth achieving ever is. The burnout is real, disappointment is real, the pressure is real and the only thing that will get you through it is if you are passionate enough to “burn your boats behind you.” Success is not guaranteed but you can only do one of two things, go all in for success or brace for failure, no matter the odds.

Trust your intuition. Another advice I would give new founders is to trust your intuition, and I’ve gotten better at this over the years as I’ve discovered that every time I don’t listen to my gut I make the wrong choice.

6.   What’s your go-to interview question for new hires?

I start by asking, can you share an example of a complex challenge or project you faced and how did you go about solving it? This question gives me insight into how they approach problems, especially whether they apply systems thinking. I like to go deep and see if they can clearly articulate details and demonstrate their capacity for handling complex tasks, which is crucial in a startup environment.

I spend most of my time determining cultural fit and communicating clear expectations. I ask questions like: “What excites you about working in a startup environment, and how do you handle demanding situations or tight deadlines?” These questions help gauge their enthusiasm for the startup culture, and their willingness to commit to the demands of a startup.

7.   How have your investors like AV8 been most helpful to you?

Raising capital isn’t easy, but finding the right investors is an even greater challenge. Our Series A investors, particularly Ben Malka from Cota Capital and Amir Kabir from AV8, have been incredibly valuable. What sets these investors apart is their partnership mentality and the qualities they bring to the table.

Having partners who genuinely understand and support our mission has been a game-changer. Their industry and adjacent experiences have provided us with invaluable insights, allowing us to leverage their expertise in navigating challenges.

But beyond their expertise, what truly sets them apart is the relationship we’ve built based on mutual respect and trust. It’s not just about the investment; it’s about forming a partnership where their guidance and support go beyond financial backing. Their commitment to our success and the genuine partnership they’ve cultivated has been instrumental in our growth.

8.   What have you recently read or watched (books, TV, movies, etc) that others should know about?

I am currently immersed in “Amp it up: Leading for Hyper growth by Raising Expectations, Increasing Urgency, and Elevating Intensity” by Frank Slootman. I highly recommend it. This book delves into topics that resonate with me and I find Slootman’s approach both refreshing and insightful.