In this episode of Selling Signals, we’re joined by Ed Lavery, who previously built and scaled investor data sales businesses at Similarweb and Placer.ai. Ed draws on his experience commercialising complex behavioural datasets to hedge funds, asset managers, and corporate buyers, offering a rare perspective on how data products succeed across different markets.

We discuss how alternative data vendors can identify genuine “white spaces” in the investment ecosystem, why selling data to corporates often requires a fundamentally different strategy than selling to funds, and how investment approaches have evolved beyond simply “calling the quarter.” Ed brings a thoughtful, highly practical view on what it takes to turn complex datasets into repeatable revenue.

This episode is essential listening for anyone navigating data monetisation across financial services and corporate markets.

In the first episode of Selling Signals, we’re joined by Michael Tindale, founder and CEO of Smart Insider, one of the most experienced commercial operators in the investor data ecosystem. Michael draws on decades of experience selling data directly to the buy side, from the relationship-led desk trader era of the early 2000s through the rise of quantitative investors and into today’s institutional alternative data market.

We discuss how data monetisation and sales strategies have evolved, alongside the role of data quality and point-in-time integrity in alpha discovery. Michael explains why deeply understanding your own data strengthens credibility with funds and ultimately drives commercial success.

This episode is a must-listen for anyone building, selling or scaling data products for institutional investors.