Raising Europe with Tom Guinness

Tom Guinness
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Raising Europe, hosted by Tom Guinness, takes you behind the scenes with the people building the future of European technology - and, with it, the future of our economy. A decade inside Goldman Sachs, Lazard, Rothschild, and GIC taught Tom what separates the founders who get funded from the ones who don't - knowledge he now puts to work asking founders and investors the questions that actually matter. Each episode goes inside the businesses shaping European tech and the investors backing them. Join us to see how the future gets built - and funded.

  1. 3d ago

    Italy’s First AI Unicorn: The 3rd Mover Advantage & Sovereign AI | Uljan Sharka & Marco Caradonna

    Brought to you by Frontier Stack. Sign-up now for perks and discounts on the tools and services you need to scale your business at www.getfrontierstack.com.About this Episode:Most enterprises treat artificial intelligence as a superficial wrapper – paying continuous token taxes to hyperscalers without securing data ownership, margin profitability, or proprietary defensibility. Meanwhile, institutions operating in regulated and mission-critical industries face severe privacy, sovereign compliance, and zero-error-tolerance hurdles that generic off-the-shelf chatbots can’t hope to resolve.In this episode of the Raising Europe podcast, host Tom Guinness sits down with Uljan Sharka, Founder & CEO of Domyn (Italy’s first AI unicorn, valued at over $2B), and Marco Caradonna, Co-Founder of BlackSheep Ventures. Starting with Uljan’s early days at Apple realizing enterprise customers wanted conversational intelligence for their internal data, Domyn has grown into a 200+ person powerhouse helping global banks, shipbuilding conglomerates, and defense leaders turn enterprise data into a sovereign virtual brain. Uljan and Marco breakdown why the future belongs to "AI ownership" rather than passive consumption, how European compliance serves as a strategic trust moat rather than a hindrance, and why the historic "3rd mover advantage" will define the ultimate winners of the AI revolution. Marco also shares BlackSheep’s distinct investment playbook – bringing operator empathy, double-digit GP capital commitment, and domain-specific focus to backing Europe's most ambitious tech founders.What defines the next era of sovereign enterprise AI & European ambition?➡️ AI Ownership Over Adoption: Why renting external API tokens creates margin drag without commensurate enterprise value uplift, and how enabling banks and industrial leaders to own their sovereign models unlocks significant value.➡️ The 3rd Mover Advantage: How history repeats itself – from Olivetti inventing the personal desktop computer, to HP commercializing it at scale, to Apple redefining the category – and why the enduring AI winner will be an agile, design-centric new entrant.➡️ Trust & Regulation as a Moat: Why the EU AI Act provides structural guardrails analogous to car brakes, positioning Europe to lead global trust while the US chases brute-force compute and China prioritizes efficiency.➡️ Fixing Broken Software Economics: How addressing defective enterprise data unlocks multi-trillion-dollar market value before AGI even arrives, shifting the conversation from minor efficiency gains to strategic acceleration.➡️ Founder-Led VC Alignment: Marco Caradonna breaks down why only single-digit percentages of European venture funds are run by former operators, and how BlackSheep leverages corporate LP networks and deep domain expertise to de-risk Series A expansion.Chapters:00:00 Introduction & The Apple Spark: Building Italy’s First AI Unicorn04:15 AI Ownership vs. Adoption: Transforming Regulated Industries10:45 Sovereign AI & Why Europe Can Win the Trust Battle17:30 The 3rd Mover Advantage: Lessons from Olivetti, HP, and Apple24:00 Operator-Led Venture: Why BlackSheep Backed Domyn29:45 From Chatbots to Autonomous Decision Systems34:20 Scaling to a Decacorn & Building for Human FlourishingEnjoyed the episode? Find more interviews with leading founders & investors on our channel.You can follow Uljan Sharka and Marco Caradonna here:◼ Uljan Sharka LinkedIn - https://www.linkedin.com/in/uljan/◼ Marco Caradonna LinkedIn - https://www.linkedin.com/in/marcocaradonna/◼ Domyn - https://www.domyn.com◼ BlackSheep Ventures - https://blacksheep.venturesFollow Raising Europe here:◼ Raising Europe website - https://raisingeurope.com/◼ Follow Tom Guinness - https://www.linkedin.com/in/tom-guinness-raising-europe/◼ Raising Europe LinkedIn - https://www.linkedin.com/company/raising-europe/◼ Subscribe on Substack - https://raisingeurope.substack.com/

    Italy’s First AI Unicorn: The 3rd Mover Advantage & Sovereign AI | Uljan Sharka & Marco Caradonna

  2. Oct 9

    300K Users With $0 Marketing Spend! | Ludovica Rosi (CEO & Founder, Arno / Zeroone)

    Brought to you by Frontier Stack. Sign-up now for perks and discounts on the tools and services you need to scale your business at www.getfrontierstack.com.About this Episode:The modern creator economy frequently trades massive attention for fleeting dopamine, leaving artists without direct fan ownership or steady revenue streams. Meanwhile, early Web3 platforms often suffered from friction and clunky user experiences.In this episode of the Raising Europe podcast, host Tom Guinness sits down with Ludovica Rosi, Italian entrepreneur and Founder & CEO of Arno (formerly known as Zeroone). Arno – a creator platform empowering over 300,000 artists by combining digital collecting with zero ad spend – was recently acquired after a deal that originated from a simple Twitter DM.In this episode, Ludovica breaks down how she built an organic, viral growth engine by conducting 20 user interviews a day and abstracting complex blockchain technology under the hood for a seamless mobile experience. She shares her journey moving to New York City at age 22, navigating selling her business at the age of 25, and rebranding Zeroone to Arno. Ludovica also discusses her return to Europe to build in Milan’s emerging startup ecosystem, her passion for tennis, and her timeless mental frameworks.What defines the next era of creator infrastructure & global ambition?➡️ $0 CAC & Product-Led Virality: By creating a self-sustaining growth loop where artists actively marketed their own collectible drops to fans, Arno scaled to 300,000 creators without spending a single dollar on paid acquisition.➡️ Dopamine vs. Revenue: Ludovica explains how Arno shifted creator monetization away from ephemeral likes and comments toward true micro-ownership, empowering artists across emerging economies to earn steady income.➡️ Invisible Tech & Intuitive UX: Discover how Arno leveraged tools like Biconomy for gasless, invisible transactions while delivering an intuitive consumer experience.➡️ Discovery Rigor: Hear how conducting 20 user interviews a day during the first two years helped Ludovica anticipate market trends, build deep user loyalty, and shape a product users love.➡️ Strategic Exit via Twitter DM: Learn how a casual direct message evolved into a strategic acquisition and brand evolution into Arno, expanding their mission with greater resources and broader reach.Chapters:00:00 Introduction01:30 01: $0 Marketing: Scaling To 300K Users05:15 02: Dopamine vs Revenue: Fixing Creator Pay09:20 03: Invisible Tech: Abstracting Web3 For UI13:10 04: Discovery Rigor: 20 Interviews A Day16:40 05: The Exit: Acquired Via Twitter DM20:15 06: Scaling Mindset: European Roots, Global AmbitionCompanies and institutions mentioned in this episode: Zeroone, Arno, Biconomy, Bending Spoons.Enjoyed the episode? Find more interviews with leading founders & investors on our channel.You can follow Ludovica Rosi here:◼ LinkedIn - https://www.linkedin.com/in/ludovica-rosi-3b53561a3◼ Zeroone - https://zeroone.art/Follow Raising Europe here:◼ Raising Europe website - https://raisingeurope.com/◼ Follow Tom Guinness - https://www.linkedin.com/in/tom-guinness-raising-europe/◼ Raising Europe LinkedIn - https://www.linkedin.com/company/raising-europe/◼ Subscribe on Substack - https://raisingeurope.substack.com/#Zeroone #Arno #CreatorEconomy #Art #RaisingEurope #TomGuinness #LudovicaRosi #ArtTech #Tech #Web3 #Startups

    300K Users With $0 Marketing Spend! | Ludovica Rosi (CEO & Founder, Arno / Zeroone)

  3. Oct 2

    VC Partner: Your Startup Idea Is Worthless! | Gaultier Brun (199 Ventures)

    Brought to you by Frontier Stack. Sign-up now for perks and discounts on the tools and services you need to scale your business at www.getfrontierstack.com.About this Episode:I hear this a lot: Founders need to be passionate about their sector to succeed. But, to Gaultier Brun, passion is completely overrated - discipline, endurance, and relentless execution beat raw passion every single time.In this episode of the Raising Europe podcast, host Tom Guinness sits down with Gaultier Brun, Partner at 199 Ventures. Launched with Andréa Bensaid - founder and CEO of leading digital marketing agency Eskimoz, who is the fund's solo LP - 199 Ventures is rethinking early-stage venture capital by pairing single-LP agility with unmatched marketing firepower to back high-growth startups like Lucis and Spiko.Gaultier breaks down why he rejects traditional VC clichés - explaining why conviction beats soft coachability, why market insight is overrated, and why founder discipline is the ultimate predictor of success. He also details how 199 Ventures uses Eskimoz's deep marketing & acquisition expertise to supercharge portfolio companies, his viral "investing in public" YouTube series, the real unit economics behind AI solopreneurs, and how European startups are scaling rapidly by building R&D in Paris while expanding GTM to New York.What defines the 199 Ventures approach to backing European tech?➡️ Discipline Over Passion: Why Gaultier rejects the myth that founders must be passionate about their sector, arguing that relentless execution, endurance, and unshakable conviction beat market insight and soft coachability every time.➡️ Single-LP Speed & Marketing Advantage: How 199 Ventures pairs single-LP agility with Andréa Bensaid’s SEO, paid ads, and digital acquisition expertise to give early-stage startups an unfair distribution edge alongside flexible €200k checks.➡️ European Scaling & AI Realities: From the underlying token economics of AI solopreneurs to building tech teams in Paris while scaling GTM in New York, Gaultier outlines how European founders are navigating market fragmentation and winning globally.Chapters:00:00 Intro01:45 Gaultier's Journey: From GFC and Antler Paris to 199 Ventures05:15 199 Ventures: Single-LP VC & The Eskimoz Marketing Advantage11:00 Investing in Public: Scaling Visibility with Authentic Content16:30 Discipline Over Passion: Why Execution Beats Market Insight22:15 Anti-Coachability: Why Conviction Beats Softness in Founders27:45 AI & Solopreneurs: Token Economics & Talent Density32:30 European Scaling: R&D in Paris, GTM in New York37:15 Backing Founders & The Future of Specialized VC SyndicatesEnjoyed the episode? Find more interviews with leading founders & investors on our channel.You can follow Gaultier Brun & 199 Ventures here:◼ LinkedIn - https://www.linkedin.com/in/brun/◼ Website - https://199.vc/Follow Raising Europe here:◼ Raising Europe website - https://raisingeurope.com/◼ Follow Tom Guinness – https://www.linkedin.com/in/tom-guinness-raising-europe/◼ Raising Europe LinkedIn – https://www.linkedin.com/company/raising-europe/◼ Subscribe on Substack - https://raisingeurope.substack.com/#199Ventures #VentureCapital #RaisingEurope #TomGuinness #GaultierBrun #MarketingVC #EuropeanTech #StartupGrowth #AI #Startups #Eskimoz

    VC Partner: Your Startup Idea Is Worthless! | Gaultier Brun (199 Ventures)

  4. Sep 8

    The €1 Trillion Pivot: How to Build AI for Public Tenders | Andrea Zorzetto (CEO, Cato)

    Brought to you by Frontier Stack. Sign-up now for perks and discounts on the tools and services you need to scale your business at www.getfrontierstack.com. About this Episode: Winning government contracts in Europe requires navigating a labyrinth of paperwork, complex compliance, and highly fragmented data. In this episode of the Raising Europe podcast, host Tom Guinness sits down with Andrea Zorzetto, CEO & Co-founder of Cato - the first AI platform for public tenders in Italy. Backed by leading investors, Cato recently secured a €6 million Seed round led by Keen with continued support from the Italian Founders Fund (IFF), Vento, and Heartfelt_. In this episode, Andrea breaks down how Cato is transforming a massive market by automating the most tedious parts of public procurement. He shares his journey of shutting down a failed B2C startup to build a B2B powerhouse that achieved 50% month-over-month growth for 5+ consecutive months. Andrea also details how his team leverages AI to draft complex technical offers, why Italy is the perfect laboratory for cracking bureaucracy, and the raw realities of rapid execution and early-stage fundraising. What defines Europe’s opportunity in public tenders? ➡️ The 15% GDP Blue Ocean: Public tenders account for nearly 15% of European GDP, representing trillions of euros, yet the market has been historically ignored by venture-backed startups due to its unsexy, bureaucratic nature. ➡️ Automating the Bidding Process: By leveraging foundational models to find, read, summarise, and draft 300-page tender documents, Cato aims to automate up to 80% of the manual work for participating businesses. ➡️ Hypergrowth & Execution: Andrea reveals how extreme focus, aggressive outbound sales, and a high-intensity startup culture propelled Cato from a handful of beta testers to 150+ active clients in just a few months, putting them on a rapid trajectory towards hypergrowth. Chapters: 00:00 Intro 01:45 Andrea's Path: From the UK Treasury to Plug and Play 03:30 The Pivot: Shutting Down a B2C Startup to Build in B2B 07:15 The Problem: Navigating the Trillion-Euro Public Tender Market 11:00 Product Deep Dive: Automating the 4 Core Jobs of Bidding 15:30 AI Development: Building Complex Workflows with Foundational Models 19:15 Go-to-Market Strategy: Hitting 50% MoM Growth 24:30 Culture & Hiring: Building a High-Trust, Intense Startup Environment 29:00 Raising a €1.6M Pre-Seed: Navigating the Deal with Italian Founders Fund 34:15 The Mental Toll of Failure: B2B vs. B2C Realities 38:00 Future Expansion: Taking Cato Across Europe Companies and institutions mentioned in this episode: Cato, Keen, Italian Founders Fund (IFF), Vento, Heartfelt_, Moonstone, B Heroes, Plug and Play, Y Combinator, Anthropic. Enjoyed the episode? Find more interviews with leading founders & investors on our channel. You can follow Andrea Zorzetto & Cato here: ◼ LinkedIn - https://www.linkedin.com/in/andreazorzetto/ ◼ Website - https://www.get-cato.com/ Follow Raising Europe here: ◼ Raising Europe website - https://raisingeurope.com/ ◼ Follow Tom Guinness – https://www.linkedin.com/in/tom-guinness-raising-europe/ ◼ Raising Europe LinkedIn – https://www.linkedin.com/company/raising-europe/ ◼ Subscribe on Substack - https://raisingeurope.substack.com/ #CatoAI #PublicTenders #VentureCapital #RaisingEurope #TomGuinness #AndreaZorzetto #GovTech #Technology #EuropeanTech #AIPlatform #Software

    The €1 Trillion Pivot: How to Build AI for Public Tenders | Andrea Zorzetto (CEO, Cato)

  5. Sep 3

    Why Wine Costs 4 Times More Than It Should | Francesco Profili (Co-Founder, B2B Marketplace, Merum)

    Brought to you by Frontier Stack: www.getfrontierstack.com Fixing global supply chains and bringing clarity to traditional industries means cutting out unnecessary middlemen and giving traditional makers better digital tools. In this episode of the Raising Europe podcast, host Tom Guinness sits down with Francesco Profili, Co-founder & COO of Merum. Based in Milan, Merum is modernising the $100+ billion global wine import and export industry starting by connecting small, family-owned wineries in Italy directly with US distributors. Built without outside venture capital, Merum has bootstrapped to handle the entire import process - from discovering new wines to booking ocean shipping and syncing with local store inventory software. In this episode, Francesco explains why a bottle of wine can be marked up by 420% as it passes through layers of middlemen - and how Merum simplifies the process to give profits back to the winemakers. He shares his journey from working at drinks giant AB InBev to starting his own company with Co-founder & CEO Mirko Lagattolla, how they built their initial product using simple AI tools like Lovable before upgrading to custom software, and why deep industry experience is essential when building tech for traditional businesses. What this means for European tech: Europe is home to thousands of world-class, family-run producers, but many are held back by outdated export systems and complicated layers of middlemen. By bringing simple AI-driven tools to traditional trade, European businesses can keep more of their profits, more easily sell to large international markets like the US, and share their unique local stories with the world. What defines Merum's approach to modernizing the wine trade? ➡️ Cutting Out Middlemen: Merum simplifies the long chain between winemakers and sellers, helping small family wineries make up to 20% higher profits by selling directly overseas. ➡️ Handling the Whole Process: Instead of just listing products online, Merum manages the heavy lifting - from arranging trucks and ocean shipping to calculating taxes and updating inventory. ➡️ Building Smart from Day One: Using simple "vibe coding" tools like Lovable allowed them to test their idea quickly with real customers before upgrading to custom software. Chapters: 00:00 Intro 01:15 From Business School & Consulting to AB InBev & Wine Making 03:00 The Vinitaly “Aha” Moment: Realizing a $100B Global Industry is Stuck in the Past 04:45 What is Merum? Simple Wine Trade & Pure Latin Roots 06:30 The 420% Price Bump: Cutting Out Middlemen on the Italy-to-US Route 08:45 How the Product Works: Matching Wineries, Shipping, and Inventory 11:15 Building the Software: From Quick Prototypes (Lovable) to Custom Code 14:00 Bootstrapping: Smart Business Models & Sourcing Wineries 16:45 Boosting Profits: Helping Wineries Earn 20% More 19:15 What’s Next: Expanding to Spirits and New European Countries 21:30 The Future of Wine: Climate Change, Authenticity, and Local Stories 24:00 Founder Advice: Why Knowing Your Industry Beats Corporate Life 25:45 Outside of Tech: Playing Drums, Improv Acting, and Favourite Movies Companies and institutions mentioned in this episode: Merum, AB InBev, Bocconi University, Vinitaly, Lovable. Enjoyed the episode? Find more interviews with leading founders & investors on our channel. You can follow Francesco Profili & Merum here: ◼ LinkedIn - https://www.linkedin.com/in/francesco-profili-a6105932/ ◼ Website - https://www.merum.club/ Follow Raising Europe here: ◼ Raising Europe website - https://raisingeurope.com/ ◼ Follow Tom Guinness - https://www.linkedin.com/in/tom-guinness-raising-europe/ ◼ Raising Europe Linkedin - https://www.linkedin.com/company/raising-europe/ ◼ Subscribe on Substack - https://raisingeurope.substack.com/

    Why Wine Costs 4 Times More Than It Should | Francesco Profili (Co-Founder, B2B Marketplace, Merum)

  6. Aug 28

    Investing in Critical Technologies with Lina Gaydarova (Venture Capital Investor, Novaterra)

    Building resilient supply chains and defining tomorrow's critical industries requires funding complex, early-stage technologies and backing translatable intellectual property (IP).In this episode of the Raising Europe podcast, host Tom Guinness sits down with Lina Gaydarova, a venture capital investor at Novaterra. Based between Milan and London, Novaterra focuses on early-stage deep tech - identifying visionary founders who are building technologies that don't yet exist, but fundamentally should. Recently spinning out into an institutional fund, Novaterra writes checks ranging from €100k to €500k for critical technology companies across Europe and North America.In this episode, Lina breaks down how Novaterra identifies strategically important areas within critical technology and examines the supply-chain bottlenecks where innovation can have an outsized impact - such as a multi-step biosynthetic process for heparin that could bypass China’s dominance of pig-intestine-derived supply. She also explains her pivot from investing in enterprise software companies to tangible critical industries, why she looks for complex “picks and shovels” in hard science, and the realities of navigating Italian bureaucracy to back university spin-outs.What this means for European tech:Europe possesses immense technical talent and university-backed research, but commercialising these breakthroughs requires investors willing to underwrite pre-seed risk in highly complex sectors. Shifting capital toward deep tech rather than purely enterprise software helps Europe establish sovereignty in energy, life sciences, and industrial supply chains. By acting as hands-on commercial operators for academic founders, investors can bridge the region's storytelling gap, enabling brilliant scientists to translate critical IP into globally competitive businesses.What defines Lina's approach to critical technology investing?➡️ The Power of Irreplaceable IP: Lina looks for businesses whose translatable IP dictates multi-layered processes that make replication near-impossible (like managing multiple stakeholders, relationships, and build phases that create massive barriers to entry and/or a structural moat.➡️ The Transatlantic Storytelling Gap: Having reviewed thousands of pitches, Lina notes a stark difference: North American founders can often present exceptional stories with little built, while European PhDs frequently undersell major technical milestones - a "mid-Atlantic" approach to pitching investors is required.➡️ Mapping Supply Chain Monopolies: Instead of following trends, Novaterra maps out the missing links in critical industries - such as extreme environment end-effectors for nuclear reactor dismantling or localised cathode materials for LFP batteries - to invest directly in the bottleneck.Chapters:00:00 Intro01:45 Lina's Path: A West Coast Investing Lens Across Company Stages04:10 The Pivot: A Paradigm Shift into the Tangible in a New Geography06:30 Novaterra’s Strategy: Investing in Critical Industries and Translateable IP09:15 Fund Dynamics: Check Sizes and Launching the Institutional Fund12:30 Identifying Opportunities: Industrial Bottlenecks Shaping Fusion, Batteries, and Energy16:00 The Heparin Case Study: Bioengineering Around Supply Chain Dependencies20:45 Relationship Driven Sourcing Human Connection vs. Data Tools24:10 The Storytelling Gap: North American Vision vs. European Execution28:30 Founder Traits: Why "Hustle Culture" is Overrated and Unsustainable31:15 Navigating Italy: Bureaucracy, LOIs, and Accessing Top Technical Talent36:00 Portfolio Support: Playing "Sales Manager" for Nuclear PhDs39:45 Beyond VC: Protein Maxing, Magical Realism, and Deep Dive PodcastsCompanies and institutions mentioned in this episode: Novaterra, Turn/River Capital, Nascent, GraphiCore, Sogin, Politecnico di Milano, Samphire Neuroscience.Enjoyed the episode? Find more interviews with leading founders & investors on our channel.

    Investing in Critical Technologies with Lina Gaydarova (Venture Capital Investor, Novaterra)

  7. Jul 30

    Why Europe Can Win Autonomous Driving: The Niulinx Strategy | Luca Foresti (CEO & Co-founder)

    Autonomous driving in Europe requires navigating complex regulations, sovereign tech development, and capital-intensive hardware and software integration. In this episode of the Raising Europe podcast, host Tom Guinness sits down with Luca Foresti, CEO & Co-founder of Niulinx - a high-tech company developing advanced Level 4 autonomous vehicle software and hardware solutions. Backed by leading corporate and institutional investors, Niulinx recently launched with a landmark €38 million seed round. In this episode, Luca breaks down Niulinx’s unique robo-sharing model, their low-speed approach to solving L4 safety and homologation, and how remote tele-operation converts multi-billion-dollar CapEx hurdles into manageable OpEx. He also shares his vision for European sovereign tech, lessons from raising a €38M seed round, and why founders must be radically honest with investors. 𝐖𝐡𝐚𝐭 𝐝𝐞𝐟𝐢𝐧𝐞𝐬 𝐄𝐮𝐫𝐨𝐩𝐞’𝐬 𝐨𝐩𝐩𝐨𝐫𝐭𝐮𝐧𝐢𝐭𝐲 𝐢𝐧 𝐚𝐮𝐭𝐨𝐧𝐨𝐦𝐨𝐮𝐬 𝐝𝐫𝐢𝐯𝐢𝐧𝐠? ➡️ 𝐓𝐡𝐞 𝐑𝐨𝐛𝐨-𝐒𝐡𝐚𝐫𝐢𝐧𝐠 𝐀𝐝𝐯𝐚𝐧𝐭𝐚𝐠𝐞: Instead of competing directly for scarce European taxi licenses, Niulinx delivers cars autonomously at 30 km/h so users can drive themselves to their destination without speed or range limits. ➡️ 𝐏𝐡𝐲𝐬𝐢𝐜𝐬-𝐅𝐢𝐫𝐬𝐭 𝐄𝐧𝐠𝐢𝐧𝐞𝐞𝐫𝐢𝐧𝐠 & 𝐔𝐧𝐢𝐭 𝐄𝐜𝐨𝐧𝐨𝐦𝐢𝐜𝐬: By capping autonomous speed and deploying remote operators for false positives, Niulinx targets an ultimate cost of €0.50 per km - undercutting both private car ownership (€1.00/km) and conventional taxis (€3.50 - €4.50/km). ➡️ 𝐒𝐨𝐯𝐞𝐫𝐞𝐢𝐠𝐧𝐭𝐲, 𝐑𝐞𝐠𝐮𝐥𝐚𝐭𝐨𝐫𝐲 𝐑𝐞𝐟𝐨𝐫𝐦 & 𝐏𝐫𝐚𝐠𝐦𝐚𝐭𝐢𝐜 𝐅𝐮𝐧𝐝𝐫𝐚𝐢𝐬𝐢𝐧𝐠: Luca argues for a unified European autonomous vehicle framework and breaks down how Niulinx raised €38M from strategic giants like A2A, CDP, Pirelli, and Gruppo Ferrovie dello Stato Italiane (FS Group) by being transparent about long-term capital needs. Chapters: 00:00 Intro 01:45 Luca's Path: From Physics & Banking to Healthcare & Startup Studio 06:10 The Origin Story: Spinning Out Niulinx from University R&D 09:30 Solving L4 Autonomy: Low Speed, Remote Ops & The Robo-Sharing Model 14:15 European Sovereignty: Why Europe Needs Its Own AV Tech 18:00 Regulatory Realities: Aviation Lessons & Overcoming 27 Fragmented Rules 22:30 Market Size: Replacing Private Car Ownership Across Europe 27:10 Fleet Dynamics: 10x Utilisation & Reclaiming City Space 31:00 Micro-Mobility Engineering: Building L7 Platforms & Brescia MVP 35:45 European Expansion: Opening Munich & Testing in 5 Countries 39:15 Unit Economics Deep Dive: Hitting €0.50/km vs. Taxis and TCO 44:00 Team Structure: The 5 Engineering Pillars of Autonomous Systems 47:30 Culture & Hiring: The "Local Enlightened Dictatorship" 50:45 Securing €38M: Pitching to Investors 54:30 The Golden Rule of Fundraising: Absolute Sincerity with Investors 57:15 Next Capital Tranches, Citizen Kane & Why Startups Really Fail Companies and institutions mentioned in this episode: Niulinx, A2A, CDP Venture Capital, Pirelli, Gruppo Ferrovie dello Stato Italiane (FS Group), Scuola Normale Superiore, Waymo, Zoox, Wayve, ASML. Enjoyed the episode? Find more interviews with leading founders & investors on our channel. You can follow Luca Foresti & Niulinx here: ◼ LinkedIn - https://www.linkedin.com/in/lforesti/ ◼ Website - https://www.niulinx.ai/ Follow Raising Europe here: ◼ Raising Europe website - https://raisingeurope.com/ ◼ Follow Tom Guinness – https://www.linkedin.com/in/tom-guinness-raising-europe/ ◼ Raising Europe Linkedin – https://www.linkedin.com/company/raising-europe/ ◼ Subscribe on Substack - https://raisingeurope.substack.com/ #Niulinx #AutonomousDriving #VentureCapital #RaisingEurope #TomGuinness #LucaForesti #RoboSharing #DeepTech #EuropeanTech #Automotive #Level4

    Why Europe Can Win Autonomous Driving: The Niulinx Strategy | Luca Foresti (CEO & Co-founder)

  8. Jul 23

    Why Raising Too Much Money Kills Startups & Building Italian Founders Fund | Lorenzo Franzi

    Brought to you by Frontier Stack! Sign-up to learn more here: https://www.getfrontierstack.com/ The Italian tech ecosystem is undergoing a massive transformation, driven by world-class engineering talent and AI flattening traditional operational hurdles. In this episode of the Raising Europe podcast, host Tom Guinness sat down with Lorenzo Franzi, Founding Partner of Italian Founders Fund - a Milan-based €100M+ venture capital fund backing founders with Italian ties globally. In this episode, Lorenzo breaks down his journey from scaling Zipjet across Europe as a founder to launching Italy’s first founder-backed VC fund. He shares his framework for sizing and pricing rounds, evaluating founder urgency and integrity, how AI is supercharging capital efficiency, and why Italian engineering talent is uniquely positioned to win globally. 𝐖𝐡𝐚𝐭 𝐝𝐞𝐟𝐢𝐧𝐞𝐬 𝐭𝐡𝐞 𝐧𝐞𝐱𝐭 𝐜𝐡𝐚𝐩𝐭𝐞𝐫 𝐨𝐟 𝐈𝐭𝐚𝐥𝐢𝐚𝐧 𝐚𝐧𝐝 𝐄𝐮𝐫𝐨𝐩𝐞𝐚𝐧 𝐭𝐞𝐜𝐡? ➡️ 𝐅𝐫𝐨𝐦 𝐎𝐩𝐞𝐫𝐚𝐭𝐨𝐫 𝐭𝐨 𝐈𝐧𝐯𝐞𝐬𝐭𝐨𝐫: Lorenzo explains how his experience building and exiting Zipjet shaped his founder-first approach to VC, highlighting why investor empathy makes all the difference during tough fundraising and operational cycles. ➡️ 𝐓𝐡𝐞 𝐀𝐈 𝐄𝐟𝐟𝐞𝐜𝐭 & 𝐂𝐚𝐩𝐢𝐭𝐚𝐥 𝐄𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐜𝐲: Lorenzo breaks down how AI is flattening Italy's traditional bureaucratic hurdles and challenging the belief that raising the biggest round leads to success, advocating for lean teams and bootstrapping as long as possible. ➡️ 𝐒𝐩𝐨𝐭𝐭𝐢𝐧𝐠 "𝐌𝐮𝐬𝐭-𝐁𝐚𝐜𝐤" 𝐅𝐨𝐮𝐧𝐝𝐞𝐫𝐬: From evaluating non-negotiables like integrity and urgency to filtering storytelling vs. substance after three meetings, Lorenzo outlines Italian Founders Fund’s decision-making framework and deal-sizing process. Chapters: 00:00 Intro & Lorenzo’s Path: From Zipjet Founder to VC 03:45 Transitioning to Investing: Angel Check, GFC & Launching IFF 07:30 The Mission of IFF: €100M Backing Italian Ties Globally 11:00 Italy’s Tech Surge: Talent Shifts, AI, and Flattening Bureaucracy 15:15 Debunking VC Myths: Why Raising More Money Isn't Always the Answer 18:45 What Makes a "Must-Back" Founder: Urgency, Speed & Integrity 22:30 Storytelling vs. Substance: How to Filter Real Vision in Pitch Meetings 25:15 Deal Sizing, Valuation Frameworks, and Calculating Runway 29:00 Lessons from Early Wins and Missed Deals: NWear, Cato, and Lexroom 32:45 Seed Strapping & The Future of Capital-Efficient Startups 35:30 Architecture, Outliers, and Polymarket: Life Outside Venture Capital Companies and institutions mentioned in this episode: Italian Founders Fund, Zipjet, Glovo, Deliveroo, Rocket Internet, Global Founders Capital, NWear, Syndo, Jet HR, Cato, Lexroom, Polymarket. 𝐄𝐧𝐣𝐨𝐲𝐞𝐝 𝐭𝐡𝐞 𝐞𝐩𝐢𝐬𝐨𝐝𝐞? 𝐅𝐢𝐧𝐝 𝐦𝐨𝐫𝐞 𝐢𝐧𝐭𝐞𝐫𝐯𝐢𝐞𝐰𝐬 𝐰𝐢𝐭𝐡 𝐥𝐞𝐚𝐝𝐢𝐧𝐠 𝐟𝐨𝐮𝐧𝐝𝐞𝐫𝐬 & 𝐢𝐧𝐯𝐞𝐬𝐭𝐨𝐫𝐬 𝐨𝐧 𝐨𝐮𝐫 𝐜𝐡𝐚𝐧𝐧𝐞𝐥. 𝐁𝐫𝐨𝐮𝐠𝐡𝐭 𝐭𝐨 𝐲𝐨𝐮 𝐛𝐲 𝐅𝐫𝐨𝐧𝐭𝐢𝐞𝐫 𝐒𝐭𝐚𝐜𝐤! 𝐒𝐢𝐠𝐧-𝐮𝐩 𝐭𝐨 𝐥𝐞𝐚𝐫𝐧 𝐦𝐨𝐫𝐞: ◼ Frontier Stack website - https://www.getfrontierstack.com/ ◼ Frontier Stack Linkedin - https://www.linkedin.com/company/frontier-stack/ 𝐘𝐨𝐮 𝐜𝐚𝐧 𝐟𝐨𝐥𝐥𝐨𝐰 𝐋𝐨𝐫𝐞𝐧𝐳𝐨 𝐅𝐫𝐚𝐧𝐳𝐢 & 𝐈𝐭𝐚𝐥𝐢𝐚𝐧 𝐅𝐨𝐮𝐧𝐝𝐞𝐫𝐬 𝐅𝐮𝐧𝐝 𝐡𝐞𝐫𝐞: ◼ LinkedIn - https://www.linkedin.com/in/lorenzo-franzi-b22baa42/ ◼ Website - https://italianfoundersfund.com/ 𝐅𝐨𝐥𝐥𝐨𝐰 𝐑𝐚𝐢𝐬𝐢𝐧𝐠 𝐄𝐮𝐫𝐨𝐩𝐞 𝐡𝐞𝐫𝐞: ◼ Raising Europe website - https://raisingeurope.com/ ◼ Follow Tom Guinness – https://www.linkedin.com/in/tom-guinness-raising-europe/ ◼ Raising Europe Linkedin – https://www.linkedin.com/company/raising-europe/ ◼ Subscribe on Substack - https://raisingeurope.substack.com/ #ItalianFoundersFund #VentureCapital #RaisingEurope #TomGuinness #LorenzoFranzi #EuropeanTech #ItalianTech #StartupFundraising #AI #CapitalEfficiency #AngelInvesting #FrontierStack

    Why Raising Too Much Money Kills Startups & Building Italian Founders Fund | Lorenzo Franzi
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Raising Europe, hosted by Tom Guinness, takes you behind the scenes with the people building the future of European technology - and, with it, the future of our economy. A decade inside Goldman Sachs, Lazard, Rothschild, and GIC taught Tom what separates the founders who get funded from the ones who don't - knowledge he now puts to work asking founders and investors the questions that actually matter. Each episode goes inside the businesses shaping European tech and the investors backing them. Join us to see how the future gets built - and funded.

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