Gerry Giacomán, Clara | How to Build an Exponential Growth Company [Ep. 30]

The audio and video are in Spanish. These notes are a translation.

Few startups reach the famous exponential growth, and today we talk with one to learn the challenges and best practices of managing a company growing so fast. Gerry Giacoman is CEO and cofounder of Clara, a corporate credit card and expense management solution for companies in Latin America.

In a little more than 1 year, Clara launched its solution in Mexico, expanded to Brazil, and raised more than US $35 million from venture capital funds such as General Catalyst, DST Global, Kaszek, and Monashees.

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Youtube Timestamps

Clara’s Proposition in a Competitive Fintech Market

• [1:00] - How did Gerry get into the world of startups?
  • Change of mindset and studies at Yale University
• [3:26] - What is Clara and what problem does it solve?
  • B2B Fintech solution
  • Corporate credit card issuers and bank payments
  • Expense control and management
• [6:45] - Opportunities in the B2B financial services sector
  • Lack of processes for controlling companies’ expenses
• [9:58] - Clara’s differentiation in the Fintech market
  • More than competing with others, they are strategic allies
  • Cards created specifically for Mexican companies

How to Build an Exponential Growth Company

• [13:20] - The secret to raising capital fast without neglecting other important topics
  • Constant preparation and experience
  • Working focused and without distractions
• [15:39] - Differences in Gerry’s experience raising capital today versus ten years ago
  • There were no local investors
  • Most startups were only looking to survive
  • Lower adoption of technology by consumers
• [19:35] - Preparation a startup needs before growing exponentially
  • Processes and structure in order to learn in an agile way
  • Clear objectives
  • Assuming there will always be external factors that cannot be controlled
• [21:32] - Why did Gerry decide to expand Clara to Brazil?
  • Many of Clara’s customers operate in several countries and are looking for a more international solution
• [23:20] - Variables for defining an international expansion
  • Starting focused on a specific niche to which you can contribute a lot of value
• [24:56] - Main qualities in the members of your team
  • A hunger beyond their role at the company
  • Focused on taking action

Founding vs Operating

• [26:45] - How to build an exponential growth company as a founder vs an operator
  • It is not a big difference if you have the right attitude and you know the responsibility is shared

Tweet Round

• [28:45] -
  • Recommended book: Eichmann in Jerusalem
  • Changes in the startup ecosystem: not only staying with good intentions, but also developing scalable business models
  • Founders to interview: Elise of Bingo

Episode Mentions

You can find Gerry on Twitter

Recommended book: Eichmann in Jerusalem

Founders to interview: Elise of Bingo

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