Eric Madariaga of CData

March 14, 2025 thetechtribune

**An exclusive Tech Tribune Q&A with Eric Madariaga (co-founder and CMO) of CData, which was honored in our:**

Tell us the origin story of CData – what problem were you trying to solve and why?

When we started CData, we had one goal: to make integration simple. Back in the early 2000s, enterprise software was dominated by bulky, expensive, and painfully rigid systems. Integration was built on XML-based web services like SOAP – standardized, yes, but overly complex and far from agile.

But something big was happening. Web 2.0 was taking shape, bringing lightweight, web-friendly architectures that prioritized simplicity and scalability. We saw an opportunity: what if we could create a solution that could connect to any system, data source, or application, and all without the headaches of traditional integration?

That idea led us to launch our first product at the O’Reilly Emerging Technology Conference in 2006 under the name RSSBus. Riding the wave of Web 2.0 excitement, we built a platform that let users connect to dozens of popular data sources, transform and combine that data, and publish it through simple RESTful APIs. Instead of complex middleware, we offered a data-centric approach, turning everything from ERP systems to CRM tools into easy-to-use data feeds.

It was elegant. It was powerful. And, at first, it didn’t sell.

Despite a small but passionate group of power users, most companies weren’t ready to bet their critical infrastructure on a newcomer, no matter how innovative or cost-effective. Some urged us to pivot into consulting, to build out enterprise integration services. But that went against everything we stood for. We didn’t want to be a services company. We wanted to create software that empowered users to take control of their data, no IT department required.

So instead of chasing the enterprise sales model, we decided to take a step back and listen. And that’s when we had our lightbulb moment.

Our users weren’t leveraging most of our integration features. They weren’t focused on linking multiple services or subscribing to live data feeds. What they really needed, what they were actually using, was a way to get to their data. And more often than not, that meant pulling it into spreadsheets.

Instead of trying to force our vision of integration onto the market, we leaned into what our users actually wanted. We pivoted to focus on data connectivity, developing the driver technologies that now form the backbone of our business. That shift set us on a path to success.

Fast-forward to today, and CData powers data access for some of the world’s top analytics and integration vendors. And, in a full-circle moment, as we’ve grown, we’ve layered back in the broader integration capabilities we started with, earning recognition as a leading integration vendor in top industry reports.

Our journey wasn’t linear, and it certainly wasn’t easy. But by staying true to our vision and, more importantly, listening to our users, we built something bigger than we ever imagined.

What was the biggest hurdle you encountered in your journey?

Like many bootstrapped companies, our biggest challenge hasn’t been building great software – it’s been scaling the business. Founded by software engineers, CData has always prioritized top-tier technical talent. This focus has driven incredible innovations, but as we quickly learned, building a successful software company takes more than just great products.

Even after our pivotal shift to driver and connector technologies, and despite profitable growth, we recognized opportunities to strengthen other areas of the business. Our deep engineering roots gave us an edge in product development, but we needed additional expertise to scale sales, marketing, and overall go-to-market strategy.

Our first financial partner, Updata Partners, played a key role in helping us bridge those gaps. As a software-focused growth equity firm, their expertise in B2B go-to-market strategy helped us refine and expand critical areas of our business. Their perspective on scaling sales and marketing, along with deep industry knowledge, provided the support we needed to grow beyond our technical foundation.

Since then, we’ve continued to build on that momentum, adding additional strategic partners such as Warburg Pincus and Accel to further accelerate our success. Their investment and guidance have strengthened our ability to scale while staying true to our core mission. With this strong foundation, CData continues to push the boundaries of data connectivity and drive long-term growth.

What does the future hold for CData?

Since our founding, we’ve built a strong engineering and product foundation that has made CData a leader in high-quality data connectivity. What started with our core data connectors has evolved into a broader suite of enterprise solutions, all built on the same commitment to seamless integration and technical excellence. Today, organizations like Office Depot, Blue Cross Blue Shield, and Tesco Bank depend on CData for critical data workloads, while industry leaders like Salesforce, Tableau, and Google integrate our connectors to enhance their own products’ capabilities.

As the data landscape evolves, we remain focused on expanding our product offerings, operational capacity, and go-to-market strategy to meet the needs of modern enterprises. AI is driving a fundamental shift in how businesses operate, making real-time data connectivity more crucial than ever. We’re only beginning to see AI’s full potential, but its rapid advancements are increasing the demand for seamless data access and reshaping how modern software is built. In response, CData continues to enhance AI-driven capabilities across our products and services, helping organizations unlock faster, more meaningful insights and outcomes.

What are your thoughts on the local tech startup scene in North Carolina?

While I can’t speak for the entirely of North Carolina, the Triangle region has really evolved into a thriving hub for software technology. The lower cost of living and strong talent pool gives companies the flexibility to grow without the intense financial pressures common in places like Silicon Valley. This balance allows startups to focus on product development and long-term strategy, rather than the constant race for survival.

One of the things I appreciate most about this ecosystem is the collaborative spirit. Founders, investors, and seasoned industry leaders are genuinely willing to help, and we’ve been able to tap into that firsthand, bringing on experienced local execs in both operational and advisory roles to help us navigate growth and scale. For entrepreneurs looking for a place where they can build something lasting, the Triangle offers the right mix of opportunity, support, and sustainability. It’s a great place to start, and an even better place to stay.

What’s your best advice for aspiring entrepreneurs?

Building a successful company takes more than just great products, it requires a well-rounded business strategy. Many technical founders, like we were at CData, focus heavily on engineering, but scaling a company means strengthening other areas, too. Sales, marketing, and customer acquisition are just as critical as product innovation. One of the biggest lessons we learned was the importance of listening to our users. Our most pivotal moment came when we realized that customers weren’t using our product the way we expected. Instead of forcing our original vision, we embraced what customers actually needed, which led us to a much stronger business model.

Scaling also requires balance. While deep technical expertise gave us an edge, we needed outside support to grow effectively. Finding the right growth partners made a difference, but it was crucial to choose those who aligned with our vision rather than simply chasing funding. Investors and advisors should complement your strengths and help fill gaps without forcing you to stray from what makes your company unique.

Most importantly, successful companies evolve while staying true to their core mission. While we’ve made strategic shifts over the years, our focus has always remained on helping businesses maximize value from their tech stack. Adaptation is key, but so is remembering why you started in the first place.