Startup Hustle

Full Scale Ventures Launches & The Power of Venture Studios

In this episode, Matt Watson interviews Rajiv Nathan, the Startup Hype Man, who shares insights on how to pitch a startup to investors and customers effectively. Rajiv discusses his journey from a marketing background to becoming a pitch expert, emphasizing the importance of understanding the pitch landscape beyond just raising capital. He introduces the K-PASA formula for crafting elevator pitches and highlights common mistakes founders make, such as focusing too much on features rather than the problems they solve. The conversation also covers actionable steps for creating compelling pitches and the pricing structure for Rajiv's services. TakeawaysFounders often struggle to articulate what their company does.The best pitches focus on the customer's problem, not just features.Rajiv's K-PASA formula helps structure effective pitches.Investors want to see how you communicate with customers.Common mistakes include being overwhelmed with information and using jargon.A strong elevator pitch can open doors to further conversations.Lead with emotion to engage your audience effectively.Tailor your message to resonate with your target audience.Your pitch should evolve as your company grows and changes.Effective messaging can significantly influence investor interest. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Learn more about Startup Hypeman here:http://www.startuphypeman.com Learn more about Rajiv Nathan here:https://www.linkedin.com/in/rajivnathan/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"You need to get this together.""I accidentally quit my job.""Investors are not the people who buy your product." Chapters00:00 Introduction to Pitching Strategies01:04 Rajiv's Journey to Becoming a Pitch Expert07:24 Understanding the Pitch Landscape12:47 The Importance of Problem-Focused Pitches15:15 Common Mistakes in Pitching16:34 The K-PASA Elevator Pitch Formula22:57 Crafting the Approach and Solution31:39 Action Steps in Pitching35:03 Pricing and Services for StartupsSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson interviews Ben Taylor, founder and CEO of Soft Ledger, about his journey in creating accounting software. They discuss the challenges of building a product in a competitive market, the importance of identifying gaps in existing solutions, and the lessons learned from the startup experience. Ben shares insights on their go-to-market strategy, the role of AI in accounting, and the impact of funding on their growth. The conversation highlights the complexities of product development and the future of accounting software. TakeawaysBen Taylor identified a significant gap in the accounting software market.Soft Ledger was built to address the inefficiencies in financial reporting.The journey to acquiring the first paying customer took 10 months.Product readiness is crucial before launching to customers.Surviving as a startup often means focusing on cash flow management.SEO has been a key driver for customer acquisition for Soft Ledger.AI is expected to enhance efficiency in accounting tasks.Funding allowed Soft Ledger to invest in product development and marketing.The accounting software market is evolving with new entrants and technologies.Positioning against competitors like QuickBooks requires a clear strategy. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Learn more about Softledger here:https://softledger.com Learn more about Ben Taylor here:https://www.linkedin.com/in/bentaylor8/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"I called up my longtime friend, Jeff Ostrega.""It took about 10 months before we got our first paying customer.""We thought we had something, but it wasn't ready." Chapters00:00 Introduction to Soft Ledger and Its Founding03:09 Identifying Market Gaps in Accounting Software05:56 The Challenges of Selling Accounting Software08:54 Building a Robust Product: Lessons Learned11:59 Navigating the Startup Journey: Surviving and Thriving15:08 Go-to-Market Strategy and Inbound Marketing17:54 The Role of AI in Accounting Software21:04 Funding and Growth Strategies for Startups23:54 Future of Accounting Software and Market PositioningSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson and Sean Beckner discuss the journey of entrepreneurship, investment strategies, and the evolution of business growth. Sean shares his experiences transitioning from a startup founder to an investor, highlighting the importance of timing in business exits and the dynamics of customer engagement in the digital age. They explore the challenges and rewards of acquiring businesses, the balance between equity and cash in exits, and the future of investing through a family office model. The conversation emphasizes the need for purpose and passion in entrepreneurship, as well as the potential for growth in existing businesses. TakeawaysEntrepreneurship involves phases: founding, acquiring, and investing.Transitioning from operator to investor can feel boring but offers freedom.Building businesses profitably allows for better optionality in exits.Customer engagement strategies have evolved with technology.Timing the market is crucial for successful business exits.Acquisitions can provide a win-win for founders and investors.Balancing equity and cash in exits is a strategic decision.Investing through a family office allows for more control and flexibility.Purpose and passion are essential for long-term entrepreneurial success.Growth in existing businesses can be more manageable than starting anew. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Learn more about Sean Beckner here:https://www.linkedin.com/in/sean-beckner-558a916/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"It's hard. It's hard.""We all need some sense of purpose, right?""You can still get those types of returns." Chapters00:00 Introduction to Entrepreneurship and Investment02:56 Transitioning from Operator to Investor06:56 Early Ventures: From Startups to Exits10:28 The Evolution of Customer Engagement13:31 Viral Nova: Riding the Wave of Social Media19:41 Timing the Market: Selling at the Right Moment25:04 Acquisitions: Finding the Right Fit31:02 The Balance of Equity and Cash in Exits36:10 The Future of Investing: Family Office vs. Fund40:32 Conclusion: The Importance of Purpose in EntrepreneurshipSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson speaks with Joseph Ruscio, a partner at Heavybit, a venture capital firm focused on investing in software development-related companies. They discuss the evolving landscape of venture capital, the unique value niche VC firms provide, and the impact of AI on software development. Joseph shares insights on the challenges developers face, the importance of finding product-market fit, and how AI can enhance developer productivity. They also explore Heavybit's recent investments in AI startups and the future of software development in an AI-driven world. TakeawaysAI is not going to replace developers but will enhance their capabilities.Niche VC firms like Heavybit provide specialized support to early-stage companies.The pressure to integrate AI into products is significant for developers.Finding product-market fit is crucial for startup success.Developers are increasingly seen as the key decision-makers in technology.The cost of software development varies widely across different markets.AI tools can help reduce the toil in software development processes.Investing in specialized AI models is essential for enterprise applications.The landscape of AI investments is rapidly evolving with new startups emerging.Understanding the unique challenges of selling to developers is vital for success. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about Heavybit here:https://www.heavybit.com Learn more about Joseph Ruscio here:https://www.linkedin.com/in/josephruscio/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"AI is going to make developers more valuable.""The pressure to build AI functionality is real.""Finding product market fit is crucial." Chapters00:00 Introduction to Heavybit and AI in Software Development03:01 The Evolution of Venture Capital and Specialization05:58 The Value of Niche VC Firms09:01 Challenges in Selling to Developers11:48 AI's Impact on Software Development14:46 Investments in AI Companies17:51 The Future of Software Development with AI20:54 The Role of AI in Developer Productivity23:53 Investing in Emerging AI Startups27:08 The Importance of Specialized AI Models30:12 The Landscape of AI Investments33:06 The Economics of Software Development35:54 Conclusion and Future OutlookSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson and Yoni Kozminski discuss the intricacies of hiring talent in the Philippines, exploring Yoni's journey from creative advertising to building a recruitment agency. They delve into the challenges of scaling a business, the importance of value creation in sales, and the need for clear job definitions and onboarding processes.  The conversation highlights the evolving workforce in the Philippines, cultural nuances in communication, and the economic factors influencing hiring decisions. Yoni emphasizes the importance of having in-house expertise and leadership when hiring remote talent, while also acknowledging the incredible capabilities of Filipino workers. TakeawaysHiring in the Philippines can provide high-quality talent at competitive rates.Value creation is essential in every interaction with potential clients.Understanding business needs is crucial before defining job roles.A clear onboarding process is key to employee success.Cultural nuances can affect communication and understanding in remote teams.The Philippines has a rapidly evolving workforce with increasing capabilities.Investing in emerging world talent is beneficial for both parties.Sales growth often comes from existing clients and referrals.Defining success metrics for roles helps in effective hiring.Building a strong company culture can enhance employee satisfaction. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about MultiplyMii here:http://www.multiplymii.com Learn more about Yoni Kozminski:https://www.linkedin.com/in/yonkoz/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"We could help a lot of people if they just understood.""You really have to have visibility across how each of the pieces connect.""How do we focus on adding value at every single stage?" Chapters00:00 Introduction to Hiring in the Philippines02:59 Yoni's Journey into Recruitment06:04 Scaling the Business: Challenges and Strategies09:13 Sales Growth and Value Creation12:03 Understanding Roles and Hiring Needs15:04 Defining Success in Hiring17:58 The Importance of Onboarding20:49 Expertise and Leadership in Hiring24:02 The Evolving Workforce in the Philippines26:58 Opportunities and Economic Factors30:08 Cultural Nuances in Communication32:57 Conclusion and Final ThoughtsSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson interviews Andrew Plato, a seasoned entrepreneur and author of 'The Founder's User Manual.' They discuss the challenges of entrepreneurship, the importance of differentiation in a competitive market, and the role of trust and credibility in business. Andrew shares insights from his experiences, emphasizing the need for startups to establish a unique identity, navigate employee relationships carefully, and maintain a clear company culture. He also addresses the importance of avoiding controversial topics at work and the necessity of perseverance in the face of challenges. TakeawaysWriting the book was a therapeutic process for Andrew.Books can provide valuable insights but cannot replace real experience.Startups must differentiate themselves to stand out in a crowded market.Building trust is essential for successful business relationships.Establishing boundaries with employees is crucial for effective leadership.Company culture should prioritize safety and open communication.Avoiding controversial topics at work can prevent division.Choosing the right customers is vital for business integrity.Perseverance is key to overcoming challenges in entrepreneurship.Successful entrepreneurs refuse to give up and take ownership of their choices. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about Zenaciti here:https://zenaciti.com Check out Andrew Plato's book Founder's User Manual here:https://zenaciti.com/founders-user-manual/ Learn more about Andrew Plato:https://www.linkedin.com/in/andrewplato/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"You can't go into a marketplace and say you're unique and special and different if you do what everybody else does or you sound like everybody else.""Less is more. I get emails all the time and I get marketing all the time and it's like a wall of text. I don't care. I don't care that you have this guy on your board. I don't care that you know so-and-so. I don't care that you worked at Microsoft back in the 90s.""You need to go out into the marketplace and speak about the things that are interesting to people. Don't talk about your product. Don't talk about your competitors. Talk about things that are relevant in your field.""I wanted to be a likable person.""The harder I tried to be everybody's friends kind of, the more it ultimately backfired on me.""If you allow your business to become dominated by any or either of those sides, you are excluding a huge chunk of the population." Chapters00:00 Introduction and Background of Andrew Plato04:02 The Challenges and Learning Curve of Entrepreneurship07:57 Standing Out in a Crowded Marketplace11:56 The Power of Clear Messaging and Niching Down14:49 Building Trust and Credibility18:15 Building Mutually Beneficial Partnerships20:28 The Challenges of Being a Leader28:40 Setting Boundaries and Creating a Safe Space30:33 The Impact of Discussing Controversial Topics34:40 Focusing on Customer Needs and Avoiding Judgment40:50 The Power of PerseveranceSee omnystudio.com/listener for privacy information.

Adam Robinson, founder and CEO of Retention, discusses his new product RB2B and the importance of simplicity and profitability in building a successful business. He emphasizes the value of bootstrapping and achieving $10 million ARR before considering raising funds. Adam challenges the traditional venture-backed model and highlights the benefits of owning a profitable business that generates millions of dollars in revenue. He also shares his experience with scaling companies efficiently and the dangers of over-hiring and overspending.  The conversation explores the challenges of outbound marketing and the importance of creating a disruptive offer to drive growth. It emphasizes the value of using satisfied customers to fund business growth through referrals and expansions. The concept of inbound-led outbound marketing is introduced, highlighting the need for strong, intense signals to capture attention. The conversation also delves into the power of thought leadership and organic social media content in driving demand. The discussion concludes with a focus on the benefits of engaging in public battles and the importance of building a personal brand and thought leadership to create a following and generate referrals. TakeawaysBootstrapping to $10 million ARR before considering raising funds can lead to a more profitable and sustainable business.Simplicity and ease of use are key factors in building a scalable product.Many SaaS companies struggle to achieve profitability due to over-hiring and overspending.Focusing on long-term profitability and cash flow can be more rewarding than pursuing a quick exit.The traditional venture-backed model may not be the best fit for all businesses, and alternative paths to success should be considered. Outbound marketing has become more challenging, making it important to create a disruptive offer to stand out.Using satisfied customers to fund business growth through referrals and expansions is a sound way to run a business.Inbound-led outbound marketing requires strong, intense signals to capture attention.Thought leadership and organic social media content are powerful tools for driving demand.Engaging in public battles, building a personal brand, and thought leadership can create a following and generate referrals. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about Retention.com here:http://www.retention.com Learn more about Adam Robinson here:https://www.linkedin.com/in/retentionadam/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"The best free product I've ever heard of in my life.""I will make millions of dollars a year, every year.""Bootstrapping to $10 million ARR will make your product so good.""Outbound has gotten so weird. Like it's just not as easy as it used to be.""Using your customers, your satisfied customers to fund your growth.""Inbound-led outbound, how do we do lead gen, identifying warm leads, and then reaching out to them." Chapters00:00 Introduction and Sponsorship02:20 Adam's Background and RB2B's Launch04:19 The Value of RB2B's Free Version07:09 The Billion Dollar Challenge and Realistic Expectations10:09 The Importance of Simplicity in Product Development13:07 Balancing Growth and Profitability14:56 The Downside of Selling a Successful Business16:51 The Challenges of Managing Rapid Growth18:53 The Benefits of Owning a Profitable Business21:14 The Challenges of Scaling Sales and Marketing24:23 Inbound-Led Outbound Marketing29:13 Driving Demand through Thought Leadership and Organic Social Media Content35:22 Engaging in Public Battles and Building a Personal BrandSee omnystudio.com/listener for privacy information.

Tyler Lieber, co-founder and CEO of Coconut VA, joins Matt Watson on the Startup Puzzle podcast to discuss the benefits and challenges of hiring virtual assistants (VAs) in the Philippines. They share their personal experiences with remote hiring and highlight the importance of trust and communication in working with VAs. Tyler explains that VAs can assist with a wide range of tasks, from email and calendar management to event planning and project coordination. They also discuss the unique advantages of hiring VAs in the Philippines, such as their strong work ethic, English proficiency, and cultural compatibility with US clients.  Tyler emphasizes the importance of providing competitive pay and benefits to attract and retain top talent. In terms of sales and marketing, Tyler and his team rely heavily on referrals and content marketing to build trust and establish relationships with potential clients. They also discuss the value of strategic delegation and how VAs can help founders become more efficient and focus on high-value tasks. The conversation concludes with a reminder to prioritize work-life balance and take strategic vacations to assess task dependencies and delegate effectively. TakeawaysHiring virtual assistants (VAs) in the Philippines offers unique benefits, such as a strong work ethic, English proficiency, and cultural compatibility with US clients.VAs can assist with a wide range of tasks, including email and calendar management, event planning, project coordination, and more.Building trust and establishing relationships are crucial in the sales and marketing of VA services, with referrals and content marketing being effective strategies.Strategic delegation is key to scaling a business and avoiding becoming a bottleneck as a founder.Taking strategic vacations can help identify tasks that can be delegated to VAs and improve work-life balance. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about Coconut VA here:https://www.coconutva.com/cva-linkedin Learn more about Tyler Leber here:https://www.linkedin.com/in/tyler-leber/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"If you are hiring an executive assistant, or in this case, what we call a virtual assistant, you are hiring somebody that is just there to help you in whatever possible way that they can.""The jobs that we are creating for these people are so important to them and so valuable to them, and they're by far some of the best opportunities and best jobs that they will find.""Referrals are so important in this type of business because really just that trust building and that relationship building is the key to making any sales in this industry." Chapters00:00 Introduction and Background03:00 Starting a Business in the Philippines06:18 Navigating Business Operations in Another Country09:07 Training and Mentoring Virtual Assistants10:50 The Role of Virtual Assistants14:11 Why the Philippines for Virtual Assistants18:03 Sales and Marketing Strategies for Virtual Assistant Services22:43 Target Market and Geographic Reach29:52 Tips for Hiring and Working with Virtual AssistantsSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson interviews Nimrod Vromen, author of Prompting Happiness, about the future of generative AI and its impact on various aspects of life. They discuss the role of lawyers in startups, the importance of focusing on distribution rather than protection in the early stages, and the need for founders to have a clear and comprehensive founders agreement. They also explore the potential of AI in enhancing communication, language translation, and interconnectivity among humans. The conversation delves into the impact of AI on happiness and the importance of self-prompts for personal growth and well-being. TakeawaysIn the early stages of a startup, it is more important to focus on distribution rather than spending a lot of money on legal protection.Founders should have a clear and comprehensive founders agreement, including reverse vesting, to address potential issues and prevent conflicts.AI has the potential to enhance communication, language translation, and interconnectivity among humans, but it is important to maintain meaningful connections with other humans.Self-prompts and a positive approach are essential for personal growth and happiness in the age of AI. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about Empowerment here:https://arkempowerment.com/ Learn more about Nimrod Vronen here:https://www.linkedin.com/in/nimrod-vromen-7378435/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"Entrepreneurs are in a psychotic state. They're supposed to hold the hat and tell the entire world that they're building a billion-dollar business, but they're the only ones who get to peek under the hat and see that it is essentially dead.""The biggest mistake most founders make is that they don't tell anybody. They're so scared that they don't tell anyone. Worst case scenario, they could have told a few people who might talk to somebody else and introduce them to that person.""If somebody leaves, they lose the shares they haven't earned. If somebody's let go because the other two let them go for any reason whatsoever, they should lose their equity that they didn't earn." Chapters00:00 Introduction and Background02:09 The Role of Lawyers in Startups06:07 The Importance of Distribution and Communication10:21 Founders Agreements and Preventing Conflicts19:19 The Impact of AI on Happiness and Personal Growth29:28 The Future of AI and Prompting HappinessSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson and Ian Myers discuss the topic of hiring global talent. Ian shares his experience of starting a company in Sri Lanka and leveraging the highly skilled workforce there. They also discuss the challenges of scaling service-based businesses and the importance of upskilling and mentoring employees. Ian highlights the benefits of hiring talent from different countries and the opportunities it creates for both the employees and the local economies. They also touch on the challenges of running an international business and dealing with local labor laws and government regulations.  In this conversation, Ian Myers, the founder and CEO of Oceans, and Matt Watson, the founder and CEO of Full Scale, discuss the challenges and strategies involved in running a service-based business. They cover topics such as hiring and firing employees, managing client relationships, and the importance of reputation and referrals. They also emphasize the need for constant evaluation and improvement in recruiting and training processes. Overall, the conversation provides valuable insights into the unique dynamics and considerations of service businesses. TakeawaysHiring global talent can provide access to highly skilled professionals from different countries, creating opportunities for both employees and local economies.Service-based businesses face unique challenges in scaling, but scalable services can be a valuable and profitable business model.Upskilling and mentoring employees is crucial for their career growth and the success of the company.Running an international business comes with its own set of challenges, including dealing with local labor laws and government regulations. Running a service-based business involves managing the challenges and dynamics of working with people.Recruiting and hiring top talent is crucial for the success of a service business.Maintaining a good reputation and strong client relationships is essential.Constant evaluation and improvement are necessary in the recruiting and training processes.Service businesses can be profitable and offer a more predictable income compared to other types of businesses. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about Oceans XYZ here:https://oceanstalent.com/ Learn more about Ian Myers here:https://www.linkedin.com/in/ian-myers-2a997852/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"There's talent everywhere.""It's weird to make money.""Scalable services businesses are rare.""We continue to hire 30 to 40 people a month""That's totally normal""The Sri Lankan workforce is much more concerned with 401k health insurance, all the benefits" Chapters00:00 Introduction to Hiring Global Talent02:26 The Potential of Global Talent05:57 Challenges of Scaling Service-Based Businesses09:57 Hiring American Talent vs. Global Talent14:12 Investing in Upskilling and Mentoring19:25 Navigating the Complexities of International Business25:03 Hiring and Scaling in a Service Business28:48 The Importance of Benefits and Work Culture in Sri Lanka33:34 The Key to Success: Hiring and Evaluating Talent40:05 Firing Clients and Protecting EmployeesSee omnystudio.com/listener for privacy information.

Chris Callen, founder and CEO of Plot, discusses his journey in the construction technology industry and the challenges of coordinating job sites. He shares his experience with his first software startup and the lessons he learned from it. Callen explains how Plot's job site coordination software helps streamline the delivery and procurement processes in construction. He also discusses the role of AI in the industry and the importance of building trust with customers. The episode concludes with a conversation about the go-to-market strategy for selling software to general contractors.TakeawaysJob site coordination is a complex process in construction, and software solutions like Plot can help streamline the delivery and procurement processes.Building trust with customers is crucial in the construction industry, as they are often skeptical of new software solutions.AI has the potential to make an impact in construction, but it is still in the early stages of adoption.Trade shows and referrals are effective go-to-market strategies for selling software to general contractors in the construction industry.Find Startup Hustle Everywhere:https://gigb.co/l/YEh5This episode is sponsored by Full Scale:https://fullscale.io/Find out more about PLOT here:https://www.getplot.com/companyLearn more about Chris Callen here:https://www.linkedin.com/in/chris-callen/Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/Sound Bites"Plot is a job site coordination software. Primarily we focus on the coordination of who goes where on the site, talking about all of the material deliveries that are coming from all over the planet really, and that are used to make up of any building.""You obviously need to focus on problem, not solution. We were so infatuated with our solution that we built this, I call it a science project. It was technically pretty amazing. Like what it was able to accomplish was phenomenal, but it didn't solve a business need and it didn't solve something that computed into business value.""Let's get this out there. Let's see what gets the traction. And by traction, I do mean dollars. I don't mean kind words. I don't mean demonstrations. I mean, who's going to pay for this?"Chapters00:00 Introduction to Plot and Job Site Coordination07:34 Lessons Learned from a Software Startup15:10 The Role of AI in Construction19:07 Expanding into Procurement Scheduling25:23 Building Trust with Customers in the Construction Industry29:46 Go-to-Market Strategies for Selling Software to General ContractorsSee omnystudio.com/listener for privacy information.

David Sinkinson, co-founder of AppArmor, shares his entrepreneurial journey and the lessons he learned along the way. He challenges startup myths and emphasizes the importance of finding the right co-founder. The conversation covers topics such as the need for funding, the psychology of being a founder, the evolution of AppArmor's product, the slow sales cycle in selling to colleges, and the impact of COVID-19 on the business. AppArmor was eventually sold for $40 million.  The conversation explores the psychology behind valuations and acquisitions in the software business. It highlights the concept of the 'mighty middle' where businesses sell for millions of dollars, but are not the multi-billion dollar giants. The discussion also touches on the challenges and opportunities of building a SaaS company, the importance of timing in seeking funding, and the benefits and complexities of working with family members. The guest also shares insights from his book 'Startup Different' which offers a chronological account of his company's journey and busts 33 myths about entrepreneurship. Takeaways Challenge startup myths and evaluate what is truly necessary for your business. Finding the right co-founder who complements your skills and provides support is crucial. The evolution of a product is inevitable, and listening to customer feedback is essential for success. Selling to colleges can have a slow sales cycle, but once you gain traction, customer loyalty is high. Adapting to market changes, such as the impact of COVID-19, requires innovation and listening to customer needs. Building a successful business often takes years of hard work and perseverance. The 'mighty middle' refers to businesses in the software industry that sell for millions of dollars, bridging the gap between small startups and multi-billion dollar companies. Building a SaaS company to reach a million dollars in revenue is challenging but doable, while reaching 10 million is a whole different level of difficulty. Timing is crucial when seeking funding, as it's important for the market to develop and understand the product before investing heavily. Working with family members in a business can be successful if there is trust, complementary skills, and effective communication. The book 'Startup Different' provides a chronological account of the author's company journey and offers insights and lessons for young entrepreneurs. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5This episode is sponsored by Full Scale:https://fullscale.io/Find out more about Startup Different here:https://www.startupdifferent.com/ Learn more about David Sinkinson here:https://www.linkedin.com/in/davidsinkinson/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites "We wanted to make sure that entrepreneurs and founders can avoid some of the mistakes that we made." "Funding might actually leave your business worse off than if you hadn't pursued it." "Being a single founder is hard. You need someone to talk to, cheer with, and pick you back up in the low moments." "Most people think of software businesses as being these multi-billion dollar huge sales that happen later coming to nowhere kind of thing." "It's relatively easy to build a SaaS company that gets to a million dollars a year in revenue." "We were extremely profitable, turning a 60% profit by our final year." Chapters00:00 Introduction and Background04:10 The Importance of Finding the Right Co-founder07:05 Evolution of a Product: Listening to Customer Feedback13:09 Navigating the Slow Sales Cycle in Selling to Colleges15:59 Adapting to Market Changes: The Impact of COVID-1918:20 Successful Exit: Building a Business Over Time22:40 Valuations and Acquisitions in the Software Industry25:17 The Importance of Timing in Seeking Funding29:43 Taking the Money and Running31:37 Insights from 'Startup Different' BookSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson interviews Dan Kerr from Flyover Capital, discussing the evolving landscape of venture capital in the Midwest, particularly in Kansas City. They explore the importance of networking for founders, the structure of the upcoming Mid-by-Midwest event, and the changing dynamics of funding, including the rise of debt and royalty financing.  Dan shares insights on Flyover Capital's investment strategy, the challenges startups face in revenue generation, and the growing variety of investment options available in the region. The conversation highlights the advantages of the Kansas City startup ecosystem and the role of offshore development teams in modern business. TakeawaysNetworking is crucial for founders looking to raise capital.The Mid-by-Midwest event is designed to connect founders with investors.Debt and royalty financing are becoming more popular alternatives to equity.The VC market in 2024 is more selective and cautious than in previous years.Flyover Capital focuses on investing in undercapitalized regions.Local investors often take on more risk with Kansas City-based companies.Startups need to generate revenue to attract investment.The Kansas City startup ecosystem has evolved significantly over the past decade.There are now more investment options available for startups in the Midwest.Offshore development teams are increasingly common among startups. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about Flyover Capital here:https://www.flyovercapital.com/ Learn more about Dan Kerr here:https://www.linkedin.com/in/dankerrkansas/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"How much money you got for us today?""This is year number three.""It's a nightmare to reach out to all these different VC companies." Chapters00:00 Introduction to the Midwest VC Landscape03:05 The Importance of Networking for Founders05:58 Event Format and Structure09:06 Understanding Debt and Royalty Financing11:57 The Changing VC Market in 202415:05 Flyover Capital's Investment Strategy18:01 The Role of Local Investors21:10 Challenges for Startups in Revenue Generation23:59 The Evolution of the Kansas City Startup Ecosystem27:00 The Growing Variety of Investment Options29:51 The Value of Offshore Development Teams33:05 Conclusion and Event DetailsSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson interviews Michelle Denogean, the Chief Marketing Officer of MindTrip and author of the book 'Grow Up.' They discuss the challenges that founders face when growing their companies and the importance of having a diverse team with different superpowers. Michelle introduces four superpowers: innovator, builder, connector, and persuader, and explains how each one contributes to the growth of a company. They also talk about the blind spots that come with each superpower and the need for self-awareness and trust in delegating tasks to others. Michelle offers advisory services to help founders reflect on their leadership styles and guide them in building the right team and positioning their brand.TakeawaysThe superpowers of founders are not always the same as the roles they play in their companies.Each superpower comes with its own blind spots and weaknesses.Successful growth requires embracing the strengths of others and building a diverse team.Self-awareness is crucial for recognizing blind spots and understanding the value of different superpowers.Trust is essential in delegating tasks and empowering team members.Having the right people around you is the key to overcoming challenges and achieving growth.Reflecting on your own leadership style and understanding your weaknesses can help you become a better leader.Pivoting and adapting to market needs is important for the success of a startup.The cure to startup failure is the people you have around you.Being aware of your own strengths and weaknesses can help you make better decisions and focus on what you truly enjoy.titlesFocusing on Your Strengths and Enjoying the JourneyThe Importance of Pivoting and Adapting to Market Needs Find Startup Hustle Everywhere:https://gigb.co/l/YEh5This episode is sponsored by Full Scale:https://fullscale.io/Find out more about Mindtrip here:https://mindtrip.ai/ Learn more about Michelle Denogean here:https://www.linkedin.com/in/michelledenogean/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"The superpowers of founders are not always the same as the roles they play in their companies.""Successful growth requires embracing the strengths of others and building a diverse team.""Trust is essential in delegating tasks and empowering team members."Chapters00:00 Introduction and Overview11:48 The Superpowers of Founders and the Challenges of Growth18:37 The Importance of Building a Diverse Team with Different Superpowers25:18 Recognizing Blind Spots and Embracing the Strengths of Others30:08 The Role of Trust in Delegating Tasks and Empowering Team Members35:01 Overcoming Challenges and Achieving Growth with the Right People38:16 Reflecting on Your Leadership Style and Understanding Your Weaknesses38:40 Becoming a Better Leader Through Self-Awareness and ReflectionSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson interviews Marcus Waite, the President of Empara and CIO of Goodroot, about healthcare technology. They discuss the challenges and complexities of the healthcare industry, the role of generative AI in simplifying healthcare processes, the high cost of healthcare in the United States, and the need for transparency and cost-saving solutions. Marcus also shares insights into the work of Goodroot, a company that focuses on solving healthcare problems through innovative solutions and a portfolio of affiliate companies. TakeawaysHealthcare is a complex industry with many systems and processes that need to be reinvented to improve the overall experience.Generative AI has the potential to be a game-changer in healthcare, simplifying processes and providing curated responses to help individuals navigate their healthcare journey.The high cost of healthcare in the United States is a significant challenge, and there is a need for transparency and cost-saving solutions.Goodroot is a company that focuses on solving healthcare problems through innovative solutions and a portfolio of affiliate companies. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about Empara here:https://www.empara.io Learn more about Markus Waite here:https://www.linkedin.com/in/markuswaite/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"Our mission is reinventing healthcare one system at a time.""Generative AI is a game-changer. We've officially drank the Kool-Aid.""The high cost of healthcare is a significant challenge, and there is no incentive to make it less expensive." Chapters00:00 Introduction to Marcus Waite and Goodroot02:15 The Evolution of Healthcare Technology06:38 The High Cost of Healthcare in the United States10:12 Empowering Employees to Make Informed Healthcare Decisions16:56 Overview of Goodroot and its Innovative Solutions21:08 Selling Healthcare Technology Solutions23:03 Building Technology in the Healthcare Industry30:13 The Need for Transparency and Cost-Saving SolutionsSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson interviews Keith Harrington, the founder and COO of Novel Capital, about non-dilutive capital and alternative funding options for startups. They discuss the different types of capital available, such as revenue-based financing and venture debt, and the importance of understanding when and how to raise money. Keith emphasizes the need for entrepreneurs to have access to information, capital, and tools to make informed financing decisions. They also touch on the risks of raising too much equity and the benefits of practical, sustainable growth. Takeaways- Non-dilutive capital, such as revenue-based financing and venture debt, provides alternative funding options for startups.- Entrepreneurs should carefully consider their use of funds and choose the right type of financing that aligns with their growth plans.- Raising too much equity can lead to high valuations and potential dilution of ownership, making it important to be mindful of the long-term implications.- Understanding the repayment structure, cost of capital, and potential risks associated with different financing options is crucial for making informed decisions.- Tools like Novel Capital's venture match can help entrepreneurs connect with equity investors based on their underlying business dynamics. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5  This episode is sponsored by Full Scale:https://fullscale.io/  Find out more about Novel Capital here:https://novelcapital.com/ Learn more about Keith Harrington here:https://www.linkedin.com/in/keithharringtonkansas/  Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/  Sound Bites"The most important part of it is actually sales and marketing.""Let's just start with what are you trying to accomplish. And then let's point you to the product that makes the most sense.""Most people don't think about the downside of all of those." Chapters00:00 Introduction and Overview03:10 Understanding the Service Offering and Target Audience05:48 The Creation of Tools to Assist Entrepreneurs08:17 The Importance of Sales and Marketing in Building a Business10:08 The Challenges of Traditional Banks and the Need for Alternative Financing12:02 Exploring Different Financing Options and Use Cases15:13 The Role of Introductions to Venture Capital Firms17:50 The Shift in Mindset Regarding Raising Venture Capital20:35 The Risks of Raising Too Much Equity23:30 The Benefits of Practical Growth and Bootstrapping25:14 The Availability and Accessibility of Debt Financing29:01 The Differences Between Debt Financing and Equity Financing31:23 Considerations and Red Flags When Choosing a Financing Provider34:00 Novel Capital's Tools and Venture Match PlatformSee omnystudio.com/listener for privacy information.

Christian Hammer, founder and CEO of Vala AI, joins Matt Watson on the Startup Hustle podcast to discuss AI for software development and the concept of technical debt. They explore the challenges of bridging the gap between business needs and technology, the different definitions of tech debt, and the importance of keeping up with the rate of change in the industry. Christian shares insights into Vala AI's platform, which aims to provide a holistic view of an organization's tech stack and help identify and address tech debt. Takeaways- Tech debt is the gap between business needs and the technology that supports those needs.- Off-the-shelf software often has inherent tech debt because it is not custom-built for specific use cases.- The rate of change in technology is accelerating, leading to an accumulation of tech debt.- The term 'technical debt' can be misleading and should be replaced with more accurate terminology.- AI in software development is still in its early stages and should be treated as a junior engineer or intern.- Effective communication and understanding between business and technology teams is crucial to address tech debt. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about Vala AI here:https://www.vala-ai.com/ Learn more about Christian Hammer here:https://www.linkedin.com/in/chammer1/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"Tech debt is the gap between business needs and the technology that supports those needs.""All software that we build over time will eventually be replaced or go away.""The evil technical debt is the one that is brutal and prevents you from doing other things." Chapters00:00 Introduction and Background01:30 The Origin of Vala AI and the Problem of Tech Debt07:27 The Accelerating Rate of Change and Tech Debt Accumulation10:43 The Need for Better Terminology and Definitions14:28 The Role of Effective Communication in Addressing Tech Debt25:06 The Importance of Understanding Business Needs and Possibilities29:14 Vala AI's Platform and Approach to Addressing Tech Debt32:00 The Current State of AI in Software Development36:16 Differentiating Between Software Engineers and Coders37:46 Vala AI's Mission and PodcastSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson and Ryan Dowdy discuss the difference between professional service companies and SaaS companies. They explore the challenges and opportunities of scaling a service-based business and the importance of sales and distribution in entrepreneurship. They also touch on the significance of personal branding for founders and the role it plays in building trust and thought leadership. The conversation focuses on the importance of values alignment, personal branding, and quality in business growth. They discussed how values alignment with customers and clients can lead to stronger relationships and referrals. They also emphasized the power of personal branding in building trust and attracting customers. The conversation touched on the significance of storytelling and transparency in marketing, as well as the challenges and rewards of running service companies versus SaaS companies. Finally, they highlighted the importance of quality and customer satisfaction in driving referrals and long-term success. TakeawaysProfessional service companies and SaaS companies have different business models and growth strategies.Scaling a service-based business can be challenging, but it offers opportunities for growth and scalability.Sales and distribution are crucial for the success of any business, regardless of its industry.Personal branding is becoming increasingly important for founders and entrepreneurs to establish thought leadership and build trust. Values alignment with customers and clients is crucial for building strong relationships and driving referrals.Personal branding can help establish trust and attract customers who align with your values.Storytelling and transparency in marketing can be more effective than generic marketing messages.Running a service company can be less risky and easier to get off the ground compared to a SaaS company.Quality and customer satisfaction are key drivers of referrals and long-term success. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"We are a software development company. We help other people, but it's totally different. Like I'm not writing the code. I don't do any of the work.""Overall, only 1% of companies make it to 10 million. That's a giant accomplishment.""Valuations of SaaS companies tend to be tied to top line revenue, while service companies are valued based on EBITDA.""Do my values align with the person I'm doing business with?""The number one driver of sales for most companies is referrals.""You don't control referrals, but they just happen." Chapters00:00 Introduction and Overview02:30 Difference Between Professional Service Companies and SaaS Companies05:49 Challenges and Opportunities of Scaling a Service-Based Business12:58 Significance of Personal Branding for Founders and Entrepreneurs23:39 Values Alignment and Business Success26:55 The Unpredictability of Referrals33:18 Quality as a Cornerstone of Business GrowthSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson and Brett Sears discuss the importance of customer onboarding and training in software companies. They highlight the need for software companies to focus on getting customers to see value and have an 'aha' moment as quickly as possible. They also emphasize the significance of understanding the perspective of new users and providing a seamless onboarding experience.  The discussion delves into the evolving landscape of user onboarding and customer success, highlighting the shift towards concise, value-driven content and intuitive software design. It emphasizes the crucial role of the adoption funnel in guiding users from initial onboarding through engagement and expansion while underscoring the importance of customer success teams in reducing churn and fostering referrals. The conversation explores the ongoing need for effective product marketing and introduces two platforms, Adopt IQ and Sequence, designed to enhance user adoption and deliver dynamic content. Throughout, the focus remains on providing quick value to users, creating user-friendly experiences, and implementing strategies to improve adoption rates, reduce customer churn, and drive expansion revenue in today's fast-paced software environment. Takeaways- Customer onboarding and training are crucial for software companies to ensure that customers see value and have an 'aha' moment as quickly as possible.- Understanding the perspective of new users and providing a seamless onboarding experience is essential for customer success.- Reducing churn and increasing expansion revenue are key goals for software companies.- Complex software cannot be intuitive, but it can be made more approachable through user-centric design and support.- Micro videos and in-application help can be effective tools for onboarding and training. Short videos and concise content are becoming increasingly popular as users seek quick answers and value.- Software should be intuitive and user-friendly, allowing users to execute tasks without extensive training.- The adoption funnel, consisting of onboarding, engagement, and expansion, is crucial for guiding users through different stages and ensuring their success.- Customer success plays a vital role in reducing churn and driving referrals.- Ongoing product marketing is essential for keeping users engaged and driving adoption.- Adopt IQ and Sequence are two platforms that aim to enhance user adoption and provide dynamic content. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Find out more about AdoptIQ here:https://link.traininglayers.com/LI2R Learn more about Bret Siers here:https://www.linkedin.com/in/bret-siers-%E2%96%B6/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"Recurring revenue requires recurring value.""Figuring out the 'aha' moments is half the battle.""The first question is, do I have any idea what I'm doing?""Now I think that's changed. That means that they're not getting the answer fast enough.""Nobody wants to watch a 20-minute video.""I think 80% of the people shouldn't learn how to use software. They should be able to execute on it." Chapters00:00 Introduction and Importance of Customer Onboarding03:27 Understanding the Perspective of New Users06:32 Reducing Churn and Increasing Expansion Revenue12:01 Making Complex Software Approachable15:01 Using Micro Videos and In-Application Help for Onboarding22:49 The Importance of User-Friendly Software28:28 The Role of Customer Success in Reducing Churn and Driving Referrals31:34 The Significance of Ongoing Product Marketing35:25 Introducing Adopt IQ and Sequence: Enhancing User Adoption and Providing Dynamic ContentSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson and Ryan Dowdy discuss the importance and benefits of being recognized on the Inc 5000 list. They explore the motivations behind winning awards and the impact it has on company culture, employee morale, and recruiting. They also highlight the value of third-party validation and how it builds credibility and trust with customers and investors. The conversation emphasizes the significance of celebrating wins and the role of awards in showcasing a company's success. TakeawaysBeing recognized on the Inc 5000 list provides third-party validation and builds credibility and trust with customers and investors.Winning awards can boost company culture, employee morale, and recruiting efforts.Celebrating wins is important and often overlooked in the fast-paced world of entrepreneurship.Awards and accolades serve as a marketing tool and give companies a reason to reach out to existing customers and potential clients.The Inc 5000 list is attainable for companies that have experienced significant growth over a three-year period.Applying for awards and nominations can be a strategic play to position a company as an industry leader. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"We don't stop enough and give credit to the team and the whole company. Let's stop and celebrate as a company. If we did this big thing as a team, this is a team sport.""People want to do business with winners. We all have that bias. We all want to win.""Recruiting is a huge issue. Good people want to be part of winning teams and winning companies." Chapters00:00 Introduction and Background02:38 Celebrating Wins and Recognizing the Team07:16 The Impact of Awards on Company Culture and Recruiting09:45 The Value of Being Recognized as a Winner11:30 The Role of the Founder as a Cheerleader15:43 The Inc 5000 as a Favorite AchievementSee omnystudio.com/listener for privacy information.

Sim Desai, founder and CEO of Hive, discusses the creation of a secondary stock market for private companies. He explains the challenges of the current system, where selling private stock options is fragmented and opaque. Hive aims to centralize and automate the secondary market process, providing a platform for buyers and sellers to connect. The target market for Hive ranges from small companies with a post-money valuation of $300-500 million to large companies like SpaceX and OpenAI valued at $100 billion. While Hive is not accessible to retail investors, other providers cater to that market. Takeaways Hive is creating a secondary stock market for private companies, addressing the challenges of the current fragmented and opaque system. The target market for Hive includes small companies with a post-money valuation of $300-500 million to large companies valued at $100 billion. Hive provides a centralized and automated platform for buyers and sellers to connect, improving transparency and liquidity. While Hive is not accessible to retail investors, there are other providers that cater to that market. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5This episode is sponsored by Full Scale:https://fullscale.io/Find out more about Hiive here:https://www.hiive.com/Learn more about Sim Desai here:https://www.linkedin.com/in/sim-desai-a357aa11/Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites "There seemed to be a real opportunity to centralize and automate the secondary market process." "The retail investor world is hungering for access to this stuff." "Hive has about 2000 companies listed on its platform." Chapters 00:00 Introduction to Hive and the Need for a Secondary Stock Market 06:29 Target Market and Growth of Hive 10:35 Competition and Differentiation of Hive 12:45 Listing Companies on Hive and the Role of the Company in Transactions 21:34 The Future of Private and Public Markets 23:55 Revenue Model and Information Disclosure on Hive 27:33 Potential for Funds on Hive 31:47 The Role of Blockchain in the Secondary Stock Market 35:19 Advice for Marketplace EntrepreneursSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson interviews Vijay Rajendran, the coach and CEO of Startup System, about startup resilience and fundraising in the current economic climate. They discuss the challenges faced by startups, the importance of being cashflow positive, and the need to adapt and refine value propositions. They also explore the role of marketing, the significance of communication and delegation for founders transitioning to CEOs, and the value of aligning goals and values. Vijay offers coaching and support to founders in various areas, including funding, go-to-market strategies, team building, and metrics. Takeaways Startups are facing economic uncertainty and longer fundraising timelines, making it important to be cashflow positive and consider alternative funding options. Marketing is crucial during challenging times, as it can provide opportunities to capture market share and offer value propositions that help customers save money. Founders transitioning to CEOs need to focus on communication, delegation, and defining their role in strategy, culture, and fundraising. It is essential for founders to align their goals and values with their business to make informed decisions and find fulfillment in their work. Coaching and mentorship can provide valuable guidance and support for founders navigating the challenges of entrepreneurship. Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Startup System website: https://www.mystartupsystem.com   Learn more about Vijay here: https://www.linkedin.com/in/vijayarajendran   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz   Titles The Value of Coaching and Mentorship for Founders Aligning Goals and Values for Informed Decision-Making Sound Bites "There are things that we can do for ourselves, for our companies, for the people around us that can help us get through what is an extremely difficult period." "If we're not in a market where companies are spending a lot of money and there's a lot of growth out there, it'd be hard to raise a lot of capital and think, hey, we're gonna grow, grow, grow, grow, because now that is not gonna happen." "Your answer lies in their success. So figuring out how to offer them a message of hope and survival is how you're going to improve and refine your value proposition." Chapters 00:00 Introduction and Overview  02:16 Startup Resilience and Economic Uncertainty  04:09 The Importance of Being Cashflow Positive 08:57 Adapting and Refining Value Propositions 12:25 Transitioning from Founder to CEO 27:37 Communication, Delegation, and Role Definition 32:58 Aligning Goals and Values 35:28 The Joy of Building and Creating 37:34 Contact Information and ConclusionSee omnystudio.com/listener for privacy information.

In this episode, Matt Watson interviews Dale Walden, the founder of Njord & Co, a SaaS B2B marketing company. They discuss the importance of positioning in marketing and how it can help companies focus on their target audience. Dale shares his experiences in the B2C and B2B worlds and emphasizes the need for founders to niche down and focus on a specific customer profile. They also discuss the challenges of transitioning from a founder to a leader and the importance of building a talented team. Dale provides insights into pricing strategies and the differences between selling to SMBs and enterprises. Takeaways Positioning is crucial for companies to focus on their target audience and effectively communicate their value proposition. Niche down and focus on a specific customer profile to make your marketing more relevant and effective. Transitioning from a founder to a leader requires delegation and building a talented team. Consider the size of the organization you're targeting when determining your pricing strategy. Selling to SMBs and enterprises requires different approaches and considerations. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5This episode is sponsored by Full Scale:https://fullscale.io/Find out more about Njord & Co here:https://www.njordconsult.com/ Learn more about Dale Walden here:https://www.linkedin.com/in/dalewalden/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites "Positioning is difficult to define, but you know it when you see it." "Make your pitch and proposition relevant to your customer's identity or aspirations." "Transitioning from a ruthless dictator mindset to a collaborative leader is crucial for scaling a business." Chapters 00:00 Introduction and Overview 03:01 Entrepreneurial Journey and Lessons Learned 05:30 Identifying Common Challenges in SaaS Businesses 08:18 Niche Down and Focus on Ideal Customer Profile 11:18 Creating Relevance and Emotional Connection with Customers 13:15 The Benefits of Focusing on a Local Market 14:13 Defining Good Positioning 15:30 Key Questions to Answer in Positioning 16:24 Differentiating Value and Making the Proposition Relevant 19:07 The Challenges of Psychological Positioning for Technical Founders 20:04 Quantifying Differentiated Value for Enterprise Customers 21:11 The Challenges of Unfair Advantage Perception 22:06 Transitioning from Founder to Leader 23:21 The Importance of Delegation and Collaboration 25:18 The Challenges of Letting Go of Control 27:20 The Importance of Talent and Building a Great Team 28:31 The Top Three Mistakes in Positioning 29:24 The Importance of Targeting the Right Market SizeSee omnystudio.com/listener for privacy information.

In this episode of the Startup Hustle podcast, Matt Watson interviews Rich Brooks, the president of Flight New Media, about digital marketing and the Remarkability Formula. They discuss the impact of AI on marketing, the importance of finding your uniqueness, and the benefits of niching down.  Rich explains the four lenses of remarkability: find, focus, frame, and forge. He also shares insights on recurring revenue and the value of building relationships with clients. Rich's podcast, Agents of Change, provides actionable tips for digital marketing. Takeaways - AI is transforming the field of digital marketing, increasing productivity and improving the quality of work.- Finding your uniqueness and niching down is essential for standing out in a crowded market.- The Remarkability Formula consists of four lenses: find, focus, frame, and forge, which help identify and leverage what makes a business remarkable.- Recurring revenue is crucial for the long-term success and value of a business.- Building relationships with clients is key to retaining them and creating a loyal customer base. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Visit the Flyte New Media website:http://www.takeflyte.com/ Check out Rich Brooks' podcast:https://www.theagentsofchange.com/podcasts Learn more about Rich Brooks here:https://www.linkedin.com/in/therichbrooks/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites "It's so much easier to just talk and just ramble and use AI to help you continue and improve it.""You don't want to be competing with somebody else. You don't want to be competing on price.""Find things that are very difficult to replicate and that your customers care a lot about." Chapters 00:00 Introduction to Digital Marketing and AI02:53 The Remarkability Formula and Leveraging AI in Content Creation05:35 Transitioning to Recurring Revenue in Professional Services11:41 The Value of Hosting a Digital Marketing Conference  See omnystudio.com/listener for privacy information.

In this episode of the Startup Hustle podcast, Matt Watson interviews Ozan Unlu, the founder and CEO of Edge Delta, an observability company. They discuss the challenges of managing large amounts of data in complex production environments and the need for developers to have access to production data without compromising security.  Ozan shares his journey from being a software developer at Microsoft to becoming a solution architect and eventually starting his own company. They also delve into the unique problem that Edge Delta solves, which is processing and analyzing data at the edge to determine its value and optimize storage and retention.  Takeaways- Observability is crucial for managing large amounts of data in complex production environments.- Developers need access to production data without compromising security.- Edge Delta solves the problem of processing and analyzing data at the edge to determine its value and optimize storage and retention.- The company provides flexible and scalable solutions for observability and data pipelines.- Edge Delta competes with log management tools like Splunk and DataDog, offering 80% of features that customers care about.- Edge Delta aims to be the best platform for customers in the long term, rather than focusing solely on revenue. Starting a deep tech and enterprise company requires a long-term vision and the ability to navigate both technical and sales challenges.- Raising early-stage funding can be lengthy, but having a strong team and unique insights can help attract investors.- The sales cycle for enterprise accounts is typically five to six months, involving multiple teams and evaluation periods.- Storing and analyzing large amounts of data in the observability space is a significant challenge, and implementing next-generation architectures can help bring down costs.- Entrepreneurs should seize the current market opportunities and the availability of talent and potential investors to pursue their dreams. Find Startup Hustle Everywhere:https://gigb.co/l/YEh5 This episode is sponsored by Full Scale:https://fullscale.io/ Visit the Edge Delta website:https://edgedelta.com/ Learn more about Ozan here:https://www.linkedin.com/in/ozanu/ Sign up for the Startup Hustle newsletter:https://newsletter.startuphustle.xyz/ Sound Bites"I'm excited because not very often do I get a podcast host who also has a tremendous amount of experience in the space.""I think my unique experience of being an ex-developer who then went solution architect and went salesperson, showing up once a week and really working with the customers on deep technical challenges, kind of in the front trenches, that...""Edge Delta is the concept of how do we start looking at data as it's being created, as close to the source of that data as possible, and how do we start to pre-process, pre-aggregate, and frankly have machine learning and some even basic AI running on the edge.""We have to have a very long-term vision on this, even on day one.""The team is probably the number one thing.""It feels like you're on the treadmill, just trying to get a few customers landed." Chapters00:00 The Challenges of Observability and Data Management06:17 Solving Unique Problems with Edge Delta12:55 Competing in the Landscape of Observability Vendors25:05 The Journey to Acquiring the First Paying Customer31:22 Innovation in the Observability SpaceSee omnystudio.com/listener for privacy information.

Neelima Paraskar, founder and CEO of Snap IT, discusses her journey in the tech industry and the challenges of hiring and retaining talent in the IT field. She shares how Snap IT started as a training company to address the lack of affordable and skilled engineers in Kansas City. Neelima also talks about the impact of AI on software development and the changing skills required in the industry. She highlights the importance of certifications and government contracts in growing her business. Neelima offers tips for entrepreneurs, including the value of networking and persistence.Takeaways- Snap IT was founded to address the lack of affordable and skilled engineers in Kansas City.- The company started as a training company but evolved into an IT solutions provider.- Retaining talent is a challenge in the IT industry, especially for small businesses.- AI is changing software development and the skills required in the industry.- Government contracts and certifications have been instrumental in the growth of Snap IT.- Networking and persistence are key for entrepreneurs.   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the SnapIT Solutions website: https://snapit.solutions   Learn more about Neelima here: https://www.linkedin.com/in/neelimaparasker   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz   Sound Bites:"I wanted to hire talent, which is affordable.""Everybody's a free agent, right?""We keep them in Snap IT for about three to four months till they become independent."Chapters:00:00 The Launch of Snap IT06:36 How to deal with employees who leave10:28 How to make opportunities for your future workforce17:01 How AI is changing software development22:31 Working with a significant other in the IT business24:52 The real deal in getting government contracts29:10 Neelima's journey in creating a software company33:00 Tips for Entrepreneurs  See omnystudio.com/listener for privacy information.

Maria Flynn, founder and CEO of AmbioLogix, discusses her background in healthcare technology, entrepreneurship, and the digital health industry. She shares insights from her book 'Make Opportunity Happen' and provides valuable advice for entrepreneurs. The conversation covers topics such as urgency, finding opportunities, and practical advice for business success. Urgency is a critical factor in entrepreneurship, and it's important to align urgency with partners and customers to drive progress. Finding opportunities often involves recognizing the cracks in closed doors and actively pushing them open to create new possibilities. Practical advice and templates provided in Maria Flynn's book 'Make Opportunity Happen' offer valuable insights for entrepreneurs, covering topics such as decision-making, rapid discovery, and hiring. Follow-up and persistence are essential in sales and business development, and having a routine for follow-up can lead to successful outcomes. Momentum is key in business and entrepreneurship, and taking small steps can lead to significant progress over time. Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io/   Visit the Ambiologix website:  https://ambiologix.com/   Check out Maria Flynn's book here: https://makeopportunityhappen.com/   Learn more about Maria Flynn: https://www.linkedin.com/in/mariasflynn/   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz/    Sound Bites "This is known to be the place to do animal health and similarly it should be the place to do digital health." "No, they can't sign a PDF file, guys. We need to send like a DocuSign or something like, why are we making it hard for them to sign the job offer? Like, it's all the little details like that that just add a lot of friction." "And if you don't feel like that, you should be doing something else."   Chapters 00:00 Introduction and Background 03:02 The Role of Urgency in Entrepreneurship 06:07 Finding Opportunities and Pushing Open Closed Doors 11:52 Practical Advice for Business Success 24:48 The Power of Momentum in BusinessSee omnystudio.com/listener for privacy information.

Thinking of taking your software global but worried about navigating different markets and regulations? We've got you covered! Join Matt Watson as he explores the world of SaaS in Sweden with Nicholas Lilja, the founder and CEO of Younium, a billing and subscription management platform. In this episode, you'll discover: The unique challenges and opportunities of launching a SaaS company in Sweden (hint: it's not all about Vikings!) How to scale down to scale up - practical strategies for conquering the European market, one country at a time. The secrets to mastering the art of billing and pricing for SaaS companies, from navigating cultural communication styles to mastering B2B complexities. Why focusing on a laser-sharp Ideal Customer Profile (ICP) is the key to unlocking explosive growth. Get ready to unlock valuable insights on everything from navigating regulations to cultural nuances, and discover how to build a thriving SaaS business on the European stage!     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io/   Visit the Younium website:  https://www.younium.com/    Learn more about Niclas Lilja: https://www.linkedin.com/in/niclas-lilja/    Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz/      Highlighted Discussion Points Starting a SaaS company in Sweden, with insights on the market and regulatory challenges. 0:31 Scaling down target markets and expanding internationally, with insights on business culture and communication differences between the US and Europe. 5:24 Billing and pricing strategies for software companies. 12:47 Billing and revenue recognition for SaaS companies, with emphasis on the importance of accurate data and staying focused on ICP. 18:56 Billing and pricing strategies for SaaS companies. 22:51 Pricing strategies for enterprise software companies. 28:39 See omnystudio.com/listener for privacy information.

Ever wonder why amazing entrepreneurs sometimes struggle to ask for what they want? This episode explores the surprising roadblocks that can hold even the most successful founders back. We'll be joined by Kenneth Berger, an executive coach who's seen it all—from Slack's explosive growth to the unique challenges faced by startup founders. Here's what you won't want to miss: Secrets from Slack's early days: Kenneth shares behind-the-scenes insights on scaling a product with millions of users, and the crucial lessons learned along the way. The coaching advantage: Discover how personalized coaching can help entrepreneurs overcome personal hurdles and become better leaders. The power of asking: We'll crack the code on why entrepreneurs often struggle to ask for what they want and equip you with practical tips to finally go for it! Following your gut: Learn how to trust your instincts and overcome the fear of rejection that holds so many back. Join us for an episode packed with actionable advice and inspiring stories that will empower you to become a more confident and successful entrepreneur.     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Kenneth Berger Consulting website:  https://kberger.com   Learn more about Kenneth Berger: https://www.linkedin.com/in/kberger    Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz     Highlighted Discussion Points Why entrepreneurs struggle to ask for what they want, with tips from an executive coach. 0:31 Slack's early growth and product development. 1:19 Product development and growth of Slack, with insights on lessons learned and challenges faced. 4:17 Coaching, personal growth, and business challenges. 9:06 Entrepreneurship, coaching, and asking for what you want. 12:24 The power of asking for what you want in life, despite fear of rejection. 16:12 Asking for what you want in life, entrepreneurship, and business. 19:10 Asking and accepting responses with intention and clarity. 24:29 Executive coaching, following gut instincts, and overcoming fears. 27:28 See omnystudio.com/listener for privacy information.

How does an experienced retail expert construct a cutting-edge financial platform? Prepare yourself because that's precisely the fascinating topic we're exploring in this episode! Our guest today, Brad Parker, takes us on a wild ride through his 20-year retail experience, growing a business from a single location to a multi-million dollar empire. But Brad's story doesn't end there. He saw a gap in the market and decided to leverage his retail expertise to create FormPiper, a revolutionary platform designed to tackle consumer financing challenges. Join us as Brad and Matt Watson delve into the often pain-riddled but exciting world of entrepreneurship. We'll explore Brad's journey from pet stores to tech, the challenges of rapid growth, and the secrets to scaling a business. Get ready for insights on: Hiring the right developers (even with an unconventional approach!) Prioritizing tasks and treating every day like your grand opening Building a winning sales team with effective training and tracking Implementing a reservation program to boost revenue and engagement This episode is packed with actionable advice and inspiring stories for anyone looking to launch or grow their business. So, whether you're a seasoned entrepreneur or just starting out, this one's for you!   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the FormPiper website:  https://formpiper.com   Learn more about Brad Parker: https://www.linkedin.com/in/brad-parker-6a175955   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz   Highlighted Discussion Points Entrepreneurship, retail, and tech with a successful founder. 0:31 Entrepreneurship, startup success, and hiring developers. 7:46 Challenges of rapid growth in a business. 10:59 Entrepreneurship, product development, and scaling a business. 14:35 Identifying ideal customers and verticals for business growth. 19:08 Prioritization and treating every day like the business's grand opening. 22:09 Creating a successful business culture and sales process. 27:40 Training and tracking KPIs for business success. 32:02 Implementing a reservation program for businesses to increase revenue. 33:59 Entrepreneurship, business growth, and software development. 39:03  See omnystudio.com/listener for privacy information.

Have you ever dreamt of launching a startup but worried about the dangers of scaling too quickly? Or maybe you're already running a business that feels stuck, unable to reach its full potential. This is the podcast for you. Join host Matt Watson as he explores the fascinating world of entrepreneurship with Dave Hirsch, a seasoned investor and turnaround specialist. Together, they'll crack the code on fundraising, growth strategies, and how to avoid the common pitfalls that can sink even the most promising startups. In this episode, you'll hear: Why too much money can be a bad thing for your business (and how to raise capital responsibly) The surprising truth about the chances of startup success (hint: it's not what you think!) The secret weapon for achieving long-term growth (it's not what you think either!) Why some startups end up selling, and the challenges they face along the way How to avoid common scaling mistakes that can derail your business So, whether you're a budding entrepreneur or a seasoned business leader, tune in and get ready to unlock the secrets of building a sustainable, thriving company. Together, we'll debunk the myths, confront the challenges, and ignite your entrepreneurial journey!     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io/   Visit the Metamorph Partners website:  https://www.metamorphpartners.com/    Learn more about Dave Hersh: https://www.linkedin.com/in/davehersh/    Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz/      Highlighted Discussion Points Entrepreneurship, fundraising, and growth with a focus on avoiding premature scaling and false narratives. 0:31 Raising capital for startups, focusing on responsible growth and market realities. 4:25 Entrepreneurship, fundraising, and growth challenges. 8:27 Buying and growing profitable businesses. 13:21 Reasons why startups sell, including investor pressure and growth challenges. 15:46 Common pitfalls in scaling startups include hiring the wrong team and over-engineering sales and marketing. 20:43 Entrepreneurship, business growth, and leadership. 25:11 Entrepreneurship, leadership, and company transformation. 29:37  See omnystudio.com/listener for privacy information.

Have you poured your heart and soul into building a game-changing SaaS product, only to find crickets chirping when it comes to sales? Fear not, fellow entrepreneur, because you're in the vast company of frustrated founders. This episode of  "Mastering Software Sales" dives deep into the trenches of selling software with industry expert Matt Wolach. Matt, a former technical founder who himself battled fierce competition in the early days, pulls back the curtain on the biggest challenges SaaS founders face: reaching the right audience, educating them on the value you offer, and ultimately, closing the deal. But fear not! Matt also shares the golden nuggets of wisdom he learned while building his own Inc. 500 company. We'll talk product-led growth strategies, the importance of results-oriented demos, and how to scale your sales with a repeatable process (no more throwing darts in the dark!). Join Matt Watson and Matt Wolach as they unpack powerful lead generation channels, explore the art of uncovering customer pain points (we're talking metaphorical knife-twisting!), and demystify the creation of ideal customer profiles for laser-focused sales efforts. So, whether you're a seasoned founder or a fresh-faced startup warrior, this episode is your roadmap to SaaS sales success. Buckle up, hit play, and get ready to transform your closing rates!   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Xsellus website:  http://www.mattwolach.com    Learn more about Matt Wolach: https://www.linkedin.com/in/mattwolach   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz     Highlighted Discussion Points Challenges faced by SaaS founders in identifying and selling their products. 0:31 Challenges in selling software include a lack of understanding and difficulty reaching the target audience. 5:35 Product lead growth strategies and the importance of educating clients on industry changes and results. 8:24 Scaling a software company through inbound and outbound lead generation methods. 11:32 Various business lead generation channels include content marketing, engineering as marketing, and SEO. 16:25 Sales strategies, including personal branding, lead generation, and problem-solving in discovery calls. 18:37 Identifying and addressing pain points in sales and marketing. 23:25 Identifying ideal customer profiles and buyer personas for startups. 28:19 Prioritizing sales efforts based on market knowledge and closing skills. 30:44 SAS sales strategies and metrics with industry expert Matt Wolach. 35:33  See omnystudio.com/listener for privacy information.

Do you feel like you're flying blind when it comes to your software? In today's episode, we dive deep into the world of observability - it's not just monitoring on steroids, and we'll explain why. Our guest, Charity Majors, co-founder and CTO of Honeycomb, will break down the concept and how it's changing the game for developers. Get ready to hear about: Observability 1.0 vs. 2.0: Is your toolkit stuck in the past? We'll explore the evolution of this critical practice. AI in Debugging: Friend or foe? We'll discuss the role of AI in software analytics and why it won't solve all your problems (but can definitely help!). The Single Source of Truth: Tired of juggling metrics, logs, and traces? Honeycomb's approach might be the answer you've been looking for. Building a Boring Company: Forget ping pong tables and nap pods. We'll chat about why a well-run, functional company might be the key to long-term success. So buckle up, developers and ops folks! This episode is packed with insights to help you see your software like never before.   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Honeycomb.io website:  https://www.honeycomb.io   Learn more about Charity Majors: https://www.linkedin.com/in/charity-majors    Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz   Highlighted Discussion Points Observability in software development, its definition and evolution. 0:31 Software observability and analytics, AI's limitations in solving complex problems. 3:54 Challenges of creating a new market for software tools, particularly in selling to developers and overcoming resistance to change. 9:03 Challenges of building a successful tech company, particularly in sales and marketing. 14:35 Leadership, sales, and transparency in a startup. 19:24 Leadership, growth, and prioritizing a well-run company over a "fun" one. 24:46 Honeycomb's product development and future plans, including new features and architecture improvements. 29:17 Observability in software development with Charity Majors, CTO of Honeycomb. 33:21  See omnystudio.com/listener for privacy information.

Did you know traditional breast cancer screenings can miss early signs of the disease? In this episode, we get an exclusive look into MedCognetics, a company using AI to revolutionize breast cancer detection. Matt Watson chats with guest Tim Cogan, MedCognetics co-founder & CTO, about how AI can: Catch cancer earlier: Imagine AI spotting subtle abnormalities that might escape the human eye, leading to earlier intervention and potentially better outcomes. Free up doctors' time: AI could become a doctor's partner, prioritizing patients and allowing for more focused care. Improve accuracy: AI algorithms trained on vast datasets might produce more consistent and accurate diagnoses than traditional methods. But developing AI for healthcare isn't without its challenges. We'll also discuss: The road to FDA approval: The rigorous process of getting AI-powered medical tools cleared for use ensures patient safety and efficacy. Building unbiased AI: Ensuring diverse datasets and addressing potential biases in AI development is crucial for fair and accurate diagnoses. The changing role of the CTO: Tim Cogan, a seasoned software developer, shares how his perspective on technology has shifted to focus on business goals and, ultimately, improving patient care. Join our host, Matt Watson, a tech leader with over 20 years of experience, and Tim Cogan as they explore the exciting potential of AI in breast cancer screening. This episode is a must-listen for anyone interested in the future of healthcare, medical technology, and the fight against cancer.     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the MedCognetics website:  https://www.medcognetics.com    Learn more about Tim Cogan: https://www.linkedin.com/in/timothy-cogan    Sign up for the Startup Hustle newsletter: https://startuphustlenews.com     Highlighted Discussion Points Using AI to improve breast cancer screening process. 0:32 Developing AI software for breast cancer detection. 4:37 Developing AI for medical image analysis, challenges, and potential impact on healthcare. 9:47 AI in healthcare, prioritizing patient care, and CTO's role in software development. 16:17 Shifting mindset from technical expertise to problem-solving and business outcomes in software development. 20:51 FDA approval process for AI-powered cancer diagnosis tool. 27:34 AI in medical imaging, the potential for accuracy improvement. 31:50  See omnystudio.com/listener for privacy information.

Are you tired of the same old outbound sales tactics that just don't work? In this episode, we'll be joined by entrepreneur Steve Claydon, founder of The Outbound Game, to chat about shaking things up with gamification and personalization. Steve used to be stuck in the trenches of sales, and let's face it, it can be a grind. But he realized there had to be a better way to motivate salespeople and drive results. That's where gamification came in. We'll hear how Steve used fun and competition to turn photo uploads and inventory management into a game, skyrocketing engagement and success for car dealerships. But gamification is just one piece of the puzzle. Steve will also share his insights on personalized sales strategies, the power of video content, and why focusing on quality over quantity is the key to sales and marketing success. So, ditch the generic emails and phone calls, and get ready to learn how to stand out from the crowd and crush your goals.     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Outbound Game website:  https://www.outbound.game    Learn more about Steve Claydon: https://www.linkedin.com/in/thesteveclaydon    Sign up for the Startup Hustle newsletter: https://startuphustlenews.com     Highlighted Discussion Points Sales, marketing, and gamification with entrepreneur Steve Clayton. 0:31 Incentivizing salespeople to take photos and upload inventory using gamification. 3:27 Outbound sales strategies, emphasizing the importance of personalized efforts. 7:36 Personalized sales strategies and the use of AI in outbound email campaigns. 12:08 Personalized video content for outbound marketing. 16:32 Prioritizing marketing efforts and simplifying strategies to achieve goals. 20:09 Sales and entrepreneurship, prioritizing quality over quantity. 24:53 Entrepreneurship, sales, and delegation. 27:26 Gamifying sales and marketing with Outbound Game. 32:01  See omnystudio.com/listener for privacy information.

Are robots about to take over your lawyer's job? Not quite, but Artificial Intelligence is poised to revolutionize the legal industry. In this episode, Matt Watson ventures into the world of immigration law with Josh Waddell, co-founder of VisaLaw.ai. Josh isn't just another lawyer; he's a legal tech pioneer who saw the limitations of traditional practice and decided to disrupt it from within. We'll hear how his law firm embraced AI to automate tedious tasks, leaving lawyers free to focus on complex cases and high-touch clients. But innovation doesn't come easy. Josh shares the challenges of building trust in a skeptical legal market and the surprising pivot that led to the creation of VisaLaw.ai, a powerful AI tool for immigration lawyers. Is this the future of legal practice? Tune in to find out if AI is a friend or foe and how even the most traditional professions can leverage technology to stay ahead of the curve.   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Visalaw.ai website:  https://www.visalaw.ai   Learn more about Josh Waddell: https://www.linkedin.com/in/jnwaddell   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz   Highlighted Discussion Points Using generative AI in the legal landscape with a focus on a law firm's innovative approach. 0:52 Immigration law and AI-powered legal tools for automating complex document drafting. 4:09 Using AI to automate legal document drafting and research. 8:13 Creating an AI-powered legal research tool for immigration lawyers. 12:53 Developing and selling AI-powered legal tools. 17:51 Startup success factors, including industry expertise and following. 22:35 Potential disruption of the legal industry by tech companies. 26:20 AI-powered legal research tool for immigration lawyers. 31:00 Using generative AI in the legal field, potential benefits and limitations. 36:55  See omnystudio.com/listener for privacy information.

Ever heard the term "CTO" and wondered what it actually means? In the wild world of startups, the role can be a bit of a mystery.  In this episode, we're joined by Adelina Chalmers, also known as the "Geek Whisperer." Buckle up as we dissect the ever-evolving role of a startup CTO. We'll crack open the code on how CTOs can translate techie jargon into investor gold, and explore the crucial (but often overlooked) skill of self-awareness for these tech titans. This episode is packed with insights to help you: Understand the evolving role of a startup CTO Identify your ideal CTO strengths and weaknesses Align technology with your business goals for success Overcome common CTO challenges and avoid burnout Don't miss this essential guide for anyone navigating the exciting, and often messy, world of CTO roles!     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io/   Visit the Geek Whisperer's Associates website:  https://www.geekwhisperer.co.uk/    Learn more about Adelina Chalmers: https://www.linkedin.com/in/adelinachalmers/    Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz/    Highlighted Discussion Points CTO roles in startups, evolution, and responsibilities. 0:33 CTO roles and responsibilities in startups, with a focus on self-awareness and understanding one's strengths and weakness. 6:03 Different types of CTO roles, including technical visionary, business strategist, and more. 14:33 CTO roles, sales, and marketing in tech companies. 20:28 Importance of understanding customer needs for software development and business success. 25:02 CTO roles, challenges, and strategies for success. 30:39  See omnystudio.com/listener for privacy information.

Ever gotten hit with a chargeback? You're not alone. In this episode, we dive into the world of e-commerce fraud with Qi Cao, the co-founder and CEO of Chargeblast, a company helping merchants fight back against unfair chargebacks.   Qi Cao went from scientist to entrepreneur after experiencing the pain of chargebacks firsthand. Now, he's helping businesses win back revenue and avoid costly disputes. But Chargeblast's journey wasn't always smooth sailing. We'll hear how Qi Cao pivoted from B2C to B2B, bootstrapped his company, and leveraged data to achieve explosive growth.   We'll also discuss:   Chargebacks in e-commerce: Why merchants lose most disputes, and how to fight back. Bootstrapping and growth strategies: How Chargeblast achieved success without venture capital. Cost-saving hacks for startups: Cutting costs with AI tools and data-driven decisions. The future of AI in FinTech: Separating hype from reality.   So buckle up, entrepreneurs! This episode offers insights to help you win the chargeback battle and grow your business.     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io/   Visit the Chargeblast website:  https://www.chargeblast.com/    Learn more about Qi Cao: https://www.linkedin.com/in/xiuqi-cao/    Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz/    Highlighted Discussion Points Chargeblast is a startup that helps merchants maintain low chargeback rates by alerting them before payment processors. 0:31 Chargebacks in e-commerce, with insights on industries affected and strategies for resolving disputes. 8:47 Bootstrapping, unit economics, and growth strategies for startups. 13:06 Advertising strategies for early-stage companies, focusing on targeting and margin growth. 18:45 Cost-saving strategies for businesses, including using AI tools and tracking ROI. 23:48 AI in finance, Chargeblast's product, and entrepreneurship advice. 30:21 See omnystudio.com/listener for privacy information.

Tired of your tedious onboarding routines for new hires and useless knowledge bases no one seems to use? This episode of Startup Hustle is your guide to conquering knowledge transfer in the digital age. We chat with Greg DeVore, CEO of ScreenSteps, a software platform that's helping companies slash onboarding times and boost employee productivity. In this episode, you'll learn: How to ditch the clunky manuals and build a system for capturing and organizing knowledge fast. A sneaky trick to separate foundational knowledge from step-by-step instructions, making training materials easier to digest for everyone. Why ScreenSteps is like a helpful but opinionated friend, guiding users through processes with laser focus. How AI is revolutionizing knowledge management, reducing onboarding times by a whopping 75%! (But beware of AI's love of bad data!) The secrets to running a successful business for 20 years, even with your siblings! (Hint: ditch the ego and embrace collaboration.) Whether you're a frustrated new hire drowning in documents or a business leader battling knowledge silos, this episode is packed with actionable insights to help you build a thriving, informed workforce.   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the ScreenSteps website:  https://www.screensteps.com   Connect with Greg DeVore: https://www.linkedin.com/in/gregdevore     Sign up for Startup Hustle's newsletter: https://newsletter.startuphustle.xyz   Highlighted Discussion Points Knowledge transfer and software development with a focus on ScreenSteps, a knowledge operations platform. 0:51 How to improve knowledge transfer in organizations by separating foundational and actual knowledge. 4:25 Creating opinionated software for onboarding and training. 8:51 Using AI to improve knowledge management and employee training. 12:51 Using AI in software development, including concerns about accuracy and communication. 17:36 Running a business with brothers for 20 years, raising capital, and aligning with the right investor. 22:51 Knowledge transfer and growth strategies for businesses. 27:35 Changing market behavior and using AI in regulated industries. 33:39  See omnystudio.com/listener for privacy information.

In this compelling episode, join Matt Watson as he sits down with Stefan Schmidt, a seasoned CTO coach and author of the acclaimed book "Amazing CTO." Together, they discuss the pivotal role of a Chief Technology Officer (CTO), exploring crucial insights on when to bring one on board and the critical errors to avoid in the selection process. Stefan underscores the importance of idea validation before engaging a CTO or developer and suggests starting with a PowerPoint slide deck to gather feedback. Moreover, he advocates for aligning with a co-founder who not only shares the product vision but also has industry expertise. As the conversation unfolds, Stefan navigates the intricacies of company expansion, underscoring the pivotal role of delegating tasks and strategically appointing team leaders. He underscores the critical need for CTOs to shift towards strategic direction, avoiding the trap of being consumed by routine coding tasks. Leveraging his wealth of experience, Stefan's book serves as a treasure trove of wisdom, providing CTOs with 140 actionable rules meticulously tailored to their needs. From mastering delegation techniques to nurturing employee growth and circumventing common challenges, his insights offer indispensable guidance for navigating the ever-evolving realm of technology leadership.   Takeaways Validate your idea before hiring a CTO or developer Find a co-founder who shares the product vision and has experience in the industry Delegate tasks and hire team leads as the company grows Focus on strategy and vision as a CTO, rather than getting caught up in day-to-day coding   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Amazing CTO website:  https://www.amazingcto.com   Learn more about Stephan Schmidt: https://www.linkedin.com/in/stephanjschmidt   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz    Highlighted Discussion Points Validating startup ideas before hiring developers. 0:51 Finding a technical co-founder for a startup. 5:22 Hiring a CTO for early-stage startups, with insights on product vision, ownership, and team leadership. 10:13 Challenges faced by CTOs in scaling their teams, including delegation, team leads, and maintaining technical expertise. 17:30 CTOs prototyping and delegating tasks to bring joy to the job. 26:37 CTO coaching, delegation, and leadership challenges. 30:47  See omnystudio.com/listener for privacy information.

In this episode of Startup Hustle, Matt Watson interviews Robby Yates, co-founder and Chief Everything Officer of FollowApp, a networking software company. They discuss Robbie's journey from being a salesperson to becoming an IT guy and starting his own company. They also talk about the importance of networking, the challenges of being a non-technical founder, and the benefits of white labeling. Robby shares tips for effective networking and emphasizes building a strong team and listening to others. He also highlights the importance of perseverance and believing in oneself as an entrepreneur. Important Takeaways Networking is a valuable tool for entrepreneurs and should be approached with intention and a focus on helping others. Building a strong team and listening to advisors are crucial for success as a non-technical founder. White labeling can be a game changer for a business, allowing for easier promotion and increased revenue. Effective networking requires being yourself, not wearing a mask, and following up with contacts. Raising funds can be challenging, but networking events can lead to unexpected opportunities. It's important to embrace rejection and keep going, believing in oneself and the value of the product or service being offered. Don't miss this insightful conversation about becoming a non-tech founder in the tech world.    Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Follow App website:  https://thefollowapp.co    Learn more about Robby Yates: https://www.linkedin.com/in/robert-yates-130105    Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz   Highlighted Discussion Points Creating a software company, challenges and lessons learned. 0:31 Entrepreneurship, trust, and business growth. 6:03 Pricing sensitivity and value-based pricing, with a focus on B2B vs. B2C. 10:53 White labeling software, networking, and app deployment. 12:43 Networking strategies for introverts and extroverts. 17:49 Using software to manage networking at events. 22:33 Entrepreneurship, networking, and fundraising challenges. 25:41 Building a tech company, overcoming challenges, and staying motivated. 30:44  See omnystudio.com/listener for privacy information.

Join us as Chase Harmer, a seasoned entrepreneur with over 20 years in the fintech industry, dives deep into the challenges and innovations of building a fintech company with heart. In this episode, we explore the intersection of financial technology and charitable giving through Chase's latest venture, Wishes—a platform designed to transform how we support causes we care about. Episode Highlights: The Genesis of Wishes: From overcoming compliance hurdles to raising $30 million, Chase shares the behind-the-scenes of starting and scaling a fintech venture focused on solving real-world problems, such as hotel booking issues and incentivizing charitable donations with cashback rewards. A New Era for Charities: Discover how Wishes is redefining charitable giving by ensuring transparency, reducing administrative costs, and enhancing donor engagement through innovative features like virtual cards and a rewards system. Blockchain Meets Charity: Learn about the role of blockchain in fintech and how Wishes utilizes this technology alongside traditional systems to create a hybrid model that promotes transparency and efficiency in charitable transactions. The Cost of Innovation: Chase breaks down the financial realities of building a fintech company—from the initial $2 million launch cost to ongoing platform and compliance expenses. Strategic Nonprofit Partnerships: Hear how Wishes is not just a tech platform but a community builder, fostering strong connections between nonprofits and donors, and addressing challenges like homelessness through financial technology. Looking Ahead: Chase discusses the future of fintech in the nonprofit sector and his vision for scaling Wishes to ensure a positive impact on the charity landscape. Don't miss this insightful conversation about the fusion of technology and philanthropy, where passion meets purpose in the fintech space.   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Wishes Inc. website:  https://www.wishes.inc   Learn more about Chase Harmer: https://www.linkedin.com/in/chase-harmer-657a5b5   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz   Highlighted Discussion Points Entrepreneurship, FinTech, and building a charity-related FinTech company. 0:32 Building a tech company in FinTech, compliance challenges, and scaling. 3:42 Charity platform Wishbone, its features, and how it solves problems in the charity space. 9:48 Charity work and nonprofit alignment in FinTech industry. 15:31 Blockchain technology and its potential in the financial industry, with a focus on transparency and revenue generation for non-profit organizations. 18:07 The high costs of building and maintaining a FinTech company, including compliance, platform fees, and ongoing expenses. 23:45 Startup challenges and nonprofit fundraising strategies. 29:08 Nonprofit fundraising and payment processing. 31:38 Disrupting the nonprofit charitable giving industry with innovative technology. 37:01 See omnystudio.com/listener for privacy information.

Steve Wolfe, managing partner and co-founder of Growth Street Partners, joins Matt Watson on the Startup Hustle podcast to discuss practical fundraising for founders. They explore the challenges faced by practical founders in raising money and the drawbacks of traditional venture capital funding. They emphasize the importance of founder market fit and the advantages it brings. They also discuss the benefits of having a growth equity firm like Growth Street Partners as an investor, including the ability to provide liquidity to founders and the flexibility to scale at a pace that suits the business. The episode reveals the following insights: Founder market fit is crucial for success. Entrepreneurs with experience, expertise, and passion for solving the problems their business addresses have a competitive advantage. Traditional venture capital funding may not be suitable for practical founders. It often requires raising large amounts of money and focuses on rapid growth, which may not align with the goals and needs of practical founders. Growth equity firms like Growth Street Partners provide an alternative for practical founders. They invest in companies that have proven their product but need capital to scale. They offer a unique solution for practical founders serving medium-sized addressable markets. Having the right team, industry connections, funding and resources, a first-mover advantage, an existing customer base, and a world-class team can all contribute to a founder's success. Growth Street Partners helps practical founders navigate scaling challenges, providing guidance on hiring, sales and marketing, and strategic decision-making. So, jump in and learn about practical funding and founder-market fit!     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io/   Visit the Growth Street Partners website:  https://growthstreetpartners.com    Learn more about Steve Wolfe: https://www.linkedin.com/in/stephen-wolfe-ba5a596/  Highlighted Discussion Points Raising money for startups with a focus on practical founders and scalability. 0:31 Venture capital funding and growth strategies for startups. 4:25 Investing in startups, prioritizing financial stability. 11:30 Potential downsides of venture capital funding include loss of decision-making control and unrealistic expectations. 16:12 Startup funding, founder market fit, and the risks involved. 20:36 Investment philosophy, industry connections, and funding resources. 24:57 Key factors for startup success include team, capital, and existing customers. 29:22 Scaling challenges for B2B SaaS companies, with product, sales, and marketing insights. 36:00 See omnystudio.com/listener for privacy information.

In this episode, Matt Watson interviews Rob Snyder, the founder and CEO of Reframe, about product market fit and the challenges of being an entrepreneur. They discuss the definition of product market fit, the importance of customer case studies, and the need to focus on solving specific problems for a target audience. Rob shares insights from his program for founders and emphasizes the value of talking to customers and iterating on the sales pitch. They also touch on the difficulty of scaling and the limitations of traditional business education in teaching early-stage startup strategies. The conversation explores the challenges of finding product-market fit and starting a business. It emphasizes the importance of focusing on customer needs and simplifying the process of building a startup. Matt and Rob discuss the common struggles of not knowing how to build the right product or sell it effectively. They highlight the need to listen to customers' problems rather than their proposed solutions and to frame everything in the context of a customer success story. The conversation also touches on the value of a Harvard degree in entrepreneurship and the ongoing desire to start new ventures. Tune in to learn that product market fit is not all that complicated.   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Reframe website: https://www.robsnyder.org   Learn more about Rob Snyder: https://www.linkedin.com/in/rsnyder1   Highlighted Discussion Points Product market fit, with a focus on repeatable customer success stories. 0:31 Helping startups find product-market fit through customer understanding and messaging. 3:47 Finding and serving early customers for startups. 9:18 Product market fit and scaling a business. 16:21 Product development and customer feedback. 22:02 Product development and customer success. 28:14 Product market fit and pivoting in startups. 31:22 Product development and scaling startups. 37:08  See omnystudio.com/listener for privacy information.

Feeling trapped on a workaholic hamster wheel? This episode of Startup Hustle dives deep into the entrepreneur's struggle for work-life balance and that elusive thing called happiness. Join serial entrepreneur and travel addict Michael Motamedi as he discusses aligning your company goals with your desire to, you know, not die alone. We'll crack the code on the "happiness threshold" (it's not about that third yacht) and explore why fixing your water heater might be more fulfilling than you think. Plus, Matt finally admits he might have a delegation problem. (Spoiler alert: he does.) This episode is for you if: You've ever dreamt of quitting your job and living on a beach in the Philippines (turns out happiness might be cheaper than you think) You struggle to define success without a Scrooge McDuck money bin You're tired of feeling guilty about not working 24/7 (hint: Mr. Beast takes breaks, too) You secretly believe AI can plan your next vacation (spoiler alert: Michael tried it with AI travel assistant GuideGeek) Get ready to laugh, learn, and maybe re-evaluate your life plan. Because, let's face it, chasing happiness on a hamster wheel is exhausting. Tune in and buckle up for a thought-provoking ride!   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Listen to the ‘No Fixed Address' podcast:  https://matadornetwork.com/podcasts/no-fixed-address   Learn more about Michael Motamedi: https://www.michaelmotamedi.com   Try the AI travel assistant Michael uses: https://guidegeek.com Highlighted Discussion Points: Entrepreneurship, work-life balance, and personal goals. 0:52 Finding happiness threshold through aligning personal and professional goals. 6:22 Defining happiness threshold and understanding why people work. 10:50 Finding purpose and happiness through creative hobbies and entrepreneurship. 15:40 Work-life balance, entrepreneurship, and happiness. 20:35 Delegating tasks and lowering expectations for entrepreneurs. 28:36 Work-life balance, travel with AI, and personal growth. 34:42  See omnystudio.com/listener for privacy information.

This episode of Startup Hustle is a goldmine for aspiring entrepreneurs!  Yaniv Bernstein, host of the StartUp podcast and founder of Funding Fit, joins the show to dish on the exciting and often messy world of startups. Ever heard of "entrepreneurial ADHD"?  Yaniv, a former Google employee who freely admits to this condition, dives into the challenges founders face, including the pitfalls to avoid.  Learn from his experience to dodge common mistakes and build a venture that thrives, not dives. Is venture capital the holy grail?  Not necessarily.  Matt Watson and Yaniv have a fascinating conversation about the VC game, unpacking the truths behind those astronomical return expectations.  They'll also explore the bootstrapping path and how to decide which route is right for you. Hiring a killer dev team is crucial for any startup.  But how do you do it?  Yaniv, with his background in software engineering, offers insights on building the perfect tech squad for your dream venture. This episode is packed with valuable takeaways, whether you're a seasoned entrepreneur or a newbie with a million-dollar idea.  Tune in and learn how to navigate the startup world, avoid costly mistakes, and hire the A-team to make your business successful!   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit The Startup Podcast website:  https://www.tsp.show   Learn more about Yaniv Bernstein: https://www.linkedin.com/in/ybernstein   Highlighted Discussion Points Entrepreneurship, startups, and hiring dev teams. 0:32 Entrepreneurship, startups, and avoidable mistakes. 1:31 Parenting and startup analogies. 3:36 Venture capital, scaling, and business criteria. 6:52 VC fund expectations and founder mindset. 12:01 Venture capital, founders' responsibilities, and control. 18:30 Venture capital, cost-savings, and VC value add. 22:03 Entrepreneurship, VC investment, and personal motivations. 25:34 Bootstrapping and high-growth businesses. 31:05 VC funding and bootstrapping for business growth. 36:59  See omnystudio.com/listener for privacy information.

Join us as Matt Watson chats with Greg Head about the power of in-person events like the SaaS Open. We're talking about ditching the Zoom fatigue and forging real connections with founders who GET IT. They discuss the value of talking to other entrepreneurs and attending events. They highlight the power of community and the benefits of connecting with like-minded individuals. They also touch on the importance of in-person events and their impact on building relationships. The conversation emphasizes the practical aspects of running a SaaS business and the challenges founders face.  In this episode, you will learn about: Talking to other entrepreneurs and attending events can provide valuable insights and support. Building a community of like-minded individuals can be energizing and help overcome challenges. In-person events allow for deeper connections and a different level of understanding. Practical founders focus on the nitty-gritty of growing a business without relying on big funding. Networking and learning from others in the entrepreneurial community is essential for success. Overall, the episode emphasizes the value of networking and learning from others in the entrepreneurial community.   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Practical Founders website: https://practicalfounders.com   Learn more about Greg Head: https://www.linkedin.com/in/gregheadaz   Highlighted Discussion Points Entrepreneurship, community, and networking. 0:31 Entrepreneurship, networking, and growth at SaaS open conference. 1:28 Entrepreneurship, business growth, and SaaS industry insights. 6:00 Business growth challenges and strategies. 9:43 The importance of networking for SaaS founders. 15:39  See omnystudio.com/listener for privacy information.

Do you ever feel like you're the only one getting things done at your startup? This episode is for you! Matt Watson chats with Greg Schmedding, a problem-solver with a proven track record in the staffing industry, about the critical hires every startup needs to flourish. In this episode, you'll learn: Why delegating and letting go are essential for startup growth (and how to do it without losing control) The biggest hiring mistakes founders make (think: promoting that talented developer to CTO way too soon!) The importance of building a strong foundation before scaling your team How to identify and hire talented individuals who might not have the experience on paper but have the potential to be superstars Why Matt Watson says his best hire wasn't the most experienced, but the one who believed most in their approach How to create a repeatable and scalable sales system (and the challenges of managing an offshore team) The importance of self-awareness in key hires - building a team that complements your strengths and weaknesses This episode is packed with practical advice to help you build the dream team your startup deserves. So, tune in and get ready to learn about making key hires for your company!     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io/   Learn more about Gregg Schmedding: https://www.linkedin.com/in/gschmedding/  Highlighted Discussion Points Key hires for startups with guest Greg Schmedding. 0:31 Sales experience and problem-solving in the staffing industry. 1:10 Key hires for startups and entrepreneurs. 3:25 Hiring and trust in leadership positions. 7:52 Entrepreneurship, leadership, and team building. 12:00 Hiring key personnel and playbooks for success. 19:24 Hiring and recognizing greatness in early-stage companies. 22:47 Hiring key personnel for a growing company. 27:01 Leadership, process, and culture in a sales team. 31:22 Key hires, focusing on root growth. 37:06 See omnystudio.com/listener for privacy information.