When negative feedback shakes your confidence, it can be difficult to get back to feeling like yourself at work. In this episode, Anne and Frances help a struggling listener who has spent years toning herself down in the workplace after being told that she was too assertive — now, she feels that her modest approach is holding her back. Together, they use Anne and Frances’s “trust triangle” framework to explore how empathy, authenticity, and logic can help you rebuild confidence and trust with your colleagues, and share helpful confidence hacks for getting comfy with discomfort. What problems are you dealing with at work? Text or call 234-FIXABLE or email fixable@ted.com to be featured on the show. For the full text transcript, visit ted.com/podcasts/fixable-transcripts Want to help shape TED’s shows going forward? Fill out our survey ! Hosted on Acast. See acast.com/privacy for more information.…
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27 Years at DPR: How a $90M Tech Budget Drives Construction Innovation
Manage episode 460721594 series 3481938
Content provided by Bricks And Bytes. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Bricks And Bytes or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Note: This episode is a Re-Release from Corporate Innovations.
Big tech investments without testing? At DPR Construction, that's a hard NO. Even with a $90M annual tech budget, they won't invest until they've tested solutions on actual projects.
In today's episode of Corporate Innovations from Bricks & Bytes, we had Atul Khanzode, CTO of DPR Construction, sharing invaluable insights from his 27+ years of experience in construction technology and innovation.
Tune in to learn about:
✅ Why DPR requires testing every solution before investing, after losing $500K on an untested startup
✅ Their unique "discipline innovation approach" focusing on 5 key areas: safety, quality, sustainability, supply chain, and productivity
✅ How they manage a $2-3M annual innovation budget separate from their main tech spending
✅ Why they partner with OpenAI, Microsoft, and Autodesk instead of building everything in-house
Listen now on Spotify to hear Atul's practical advice for construction tech startups and learn how one of America's largest general contractors approaches innovation
------
Chapters
00:00 Intro 02:40 The Evolution of Technology in Construction 05:41 Defining the Role of a CTO in Construction 08:36 Measuring Success in Construction Technology 11:29 Challenges of Innovation in the Construction Industry 14:45 DPR's Innovation Strategy 17:34 Navigating the Technology Adoption Process 20:46 Learning from Technology Pilots 23:41 Addressing Industry Pain Points with Technology 26:35 Investing in AI and Future Technologies 30:51 Strategic Partnerships in AI Development 32:19 Budgeting for Technology Investments 33:01 Identifying Key Stakeholders for Technology Solutions 34:20 Evaluating Technology Costs and ROI 36:02 Lessons from Failed Technology Implementations 38:05 Investing in Construction Technology 40:49 Strategic Investments and Core Business Alignment 43:03 Operational Tools for Investment Management 45:26 Emerging Trends in Construction Technology 46:55 Advice for Startups Pitching Technology Solutions 49:00 Integrating Technology, Process, and Organization
205 episodes
ShareManage episode 460721594 series 3481938
Content provided by Bricks And Bytes. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Bricks And Bytes or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Note: This episode is a Re-Release from Corporate Innovations.
Big tech investments without testing? At DPR Construction, that's a hard NO. Even with a $90M annual tech budget, they won't invest until they've tested solutions on actual projects.
In today's episode of Corporate Innovations from Bricks & Bytes, we had Atul Khanzode, CTO of DPR Construction, sharing invaluable insights from his 27+ years of experience in construction technology and innovation.
Tune in to learn about:
✅ Why DPR requires testing every solution before investing, after losing $500K on an untested startup
✅ Their unique "discipline innovation approach" focusing on 5 key areas: safety, quality, sustainability, supply chain, and productivity
✅ How they manage a $2-3M annual innovation budget separate from their main tech spending
✅ Why they partner with OpenAI, Microsoft, and Autodesk instead of building everything in-house
Listen now on Spotify to hear Atul's practical advice for construction tech startups and learn how one of America's largest general contractors approaches innovation
------
Chapters
00:00 Intro 02:40 The Evolution of Technology in Construction 05:41 Defining the Role of a CTO in Construction 08:36 Measuring Success in Construction Technology 11:29 Challenges of Innovation in the Construction Industry 14:45 DPR's Innovation Strategy 17:34 Navigating the Technology Adoption Process 20:46 Learning from Technology Pilots 23:41 Addressing Industry Pain Points with Technology 26:35 Investing in AI and Future Technologies 30:51 Strategic Partnerships in AI Development 32:19 Budgeting for Technology Investments 33:01 Identifying Key Stakeholders for Technology Solutions 34:20 Evaluating Technology Costs and ROI 36:02 Lessons from Failed Technology Implementations 38:05 Investing in Construction Technology 40:49 Strategic Investments and Core Business Alignment 43:03 Operational Tools for Investment Management 45:26 Emerging Trends in Construction Technology 46:55 Advice for Startups Pitching Technology Solutions 49:00 Integrating Technology, Process, and Organization
205 episodes
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1 Contractors Intentionally Hide Data - Information Wars & Transparency Solutions from OnsiteIQ's CEO 1:05:09
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Play Later Play Later Lists Like Liked"We don't want this data to exist because if the owner knows it exists, they'll be all over us." This shocking confession from a contractor reveals the massive information gap plaguing the $2 trillion construction industry. In today's episode of Bricks & Bytes, we had Ardalan Khosrowpour, CEO of OnsiteIQ, and we got to learn about why contractors intentionally hide project data from owners, how 95% of construction projects don't even use their BIM models, and the brutal reality of 3% profit margins that force underbidding... and many more! Tune in to find out about: ✅ Why the construction industry suffers from deliberate information asymmetry ✅ How network effects can create monopolies in vertical markets ✅ The stark difference between contractor mindset ($1.5M profit) vs owner mindset ($150M asset) ✅ Why selling to capital allocators beats selling to contractors every time Listen now on Spotify to discover how one founder is revolutionizing construction oversight by working with owners instead of contractors. ------------------------- Chapters 00:00 Intro 01:45 The Power of Network Effects in Real Estate 04:47 Understanding the Construction Intelligence Platform 07:38 Data Capture and Its Impact on Project Management 10:40 Misalignment of Incentives in Construction 13:46 The Role of Transparency in Construction Projects 16:44 Challenges in Selling Technology to Owners 19:52 Monitoring and Analyzing Construction Progress 22:45 Quality Control and Data Comparison in Construction 34:14 Building a Data-Driven Construction Model 39:45 Challenges in Selling to Owners 43:13 Outbound Sales Strategies and Market Dynamics 48:59 Generating Demand Through Product Value 54:25 Defensibility and Competition in the Market…
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1 The $100/sqft Home: How Mobile Factories Could Solve America's Housing Crisis 1:31:42
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Play Later Play Later Lists Like LikedCould mobile factories revolutionize homebuilding and solve the housing crisis? One company thinks they've cracked the code. In this episode of Bricks & Bytes, we sit down with Alex Gample, co-founder of Cuby, who's tackling America's housing shortage with a radical approach: containerized micro-factories that can be deployed anywhere to manufacture homes at $100-110 per square foot—significantly cheaper than traditional construction. Key topics discussed: How Cuby's mobile micro-factories work and why they chose a distributed model over gigafactories The company's ambitious plan to deploy 275 factories over the next decade Why construction productivity hasn't improved in decades while other industries have transformed How they're using unskilled labor with advanced software guidance to replace skilled construction workers The regulatory challenges that have killed previous housing innovation attempts Their partnership model with local developers and the economics behind it Why Eastern European engineering talent is giving them a 7-10x cost advantage The three-phase master plan from factory deployment to vertical integration "For every seven folks that now retire from the construction industry, only one replaces them... nine out of 10 times no one even has in their immediate circle someone that swings a hammer." Discover how Cuby is reimagining homebuilding from the ground up, why their "antithesis" approach might succeed where others have failed, and what it could mean for making homeownership accessible again.…
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1 How to Build a Construction Tech Company That Gets Acquired for $600M 1:10:28
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Play Later Play Later Lists Like Liked"Most software companies either get acquired or go out of business. If you start doing really well, they're either going to copy you or buy you." In today's episode of Bricks and Bytes, we had Geoff Tarrant from Payapps and we got to learn about how a $600 million construction tech exit really happens, why Australian startups must expand globally, and the brutal truth about fundraising timing... and many more! Tune in to find out about: ✅ Why construction tech companies never IPO and always get acquired instead ✅ The mistake founders make when expanding to new markets too early ✅ How to build relationships with potential acquirers years before selling ✅ Why raising money too late kills more startups than anything else Geoff shared incredible insights from building PayApps from a CFO's monthly nightmare into a tens-of-millions revenue business that Autodesk couldn't ignore. His investment banking background gives him a unique perspective on what really drives acquisitions and why timing everything wrong can destroy even great companies. Listen now on Spotify to discover the real playbook for construction tech exits and what founders get dangerously wrong. ============= Chapters 01:41 – Intro & Acquisition Overview 04:34 – How Claims Are Evolving in Construction 07:41 – Market Dynamics & Competitive Landscape 10:30 – The Role of Independent Players in ConTech 13:45 – Inside the Acquisition: Strategy & Timing 16:49 – What Happens After: Post-Acquisition Integration 19:37 – Winning Customers: Acquisition Strategies That Work 22:31 – Going Global: Expansion & Market Entry 36:58 – Hard Truths: Challenges in New Markets 42:13 – Product-Market Fit: Why It Matters More Than Ever 47:58 – Team Building at Scale 52:55 – Raising Capital & Managing Dilution 01:00:39 – What’s Next: AI & The Future of ConTech 01:03:59 – Where the Opportunities Are: Shifting Construction Markets…
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1 12 Hour Quotes - Shepherd’s Industry Leading Insurance for Construction Companies + Path to $10m Revenue 1:11:56
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Play Later Play Later Lists Like LikedMost insurance carriers use 5-10 different systems just to price one submission. One CEO figured out how to do it in 12 hours instead of weeks. In today's episode of Bricks & Bytes, we had Justin Levine and we got to learn about how he's revolutionizing construction insurance by rewarding tech adoption, scaling to double-digit millions in revenue, and why reality capture tools reduce claims by 40-50%... and many more! Tune in to find out about: ✅ How Shepherd shifts tech funding from contractors to insurance providers ✅ Why underwriters completely ignore technology when pricing policies ✅ The broken insurance process that takes weeks vs their 12-hour turnaround ✅ How construction tech partnerships create win-win scenarios for everyone Justin's journey from civil engineer to risk manager to successful exit with TradeTap to building Shepherd shows exactly how deep industry knowledge combined with the right business model can disrupt billion-dollar markets. Listen now on Spotify to hear the full conversation about transforming construction insurance.Chapters --------------- Chapters 00:00 Introduction to Shepherd and Its Business Model 04:53 The Evolution of TradeTap and Its Acquisition 10:08 Transitioning from Startups to Corporate Culture 14:52 The Unique Approach of Shepherd in Insurance 19:59 Understanding the Underwriting Process and Technology's Role 25:01 Shepherd's Market Position and Customer Base 35:40 Understanding the Enterprise Sales Model 43:41 Go-to-Market Strategy and Sales Dynamics 51:07 Organizing for Growth and Market Fit 01:00:28 Partnership Philosophy and Building Relationships…
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1 $100K Lost Before Breaking Ground - Understanding Risk Management In Construction 1:05:50
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Play Later Play Later Lists Like LikedLost $100,000 before even breaking ground on a construction project It happens more often than you think in the construction industry. In today's episode of Bricks, Bucks & Bytes, we had Victor Zhang from Trestle and we got to learn about the hidden profit leaks in construction, why phone calls still beat emails in B2B sales, and how AI is actually being used in construction tech... and many more! Tune in to find out about: ✅ Why construction companies lose money before projects even start ✅ The real reason email marketing fails with general contractors ✅ How proprietary data creates stronger defensibility than AI algorithms ✅ Why now is the perfect time to start a construction tech company Victor shared real examples from his 15 years as a civil engineer and how he built Trestle into an AI-driven risk management platform for general contractors. The talent shortage in construction is so severe that if your startup fails, there will be more jobs waiting for you than when you left. Listen now on Spotify to hear the full conversation about building in the construction tech space.…
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1 Construction Scheduling Is Dead - Broken Scheduling Systems & Modern AI Solutions from $600M Firm 1:09:58
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Play Later Play Later Lists Like Liked"Construction scheduling is completely broken. We're still using PDF files and sticky notes to manage million-dollar projects." In today's episode of Bricks & Bytes, we had Patrick Hennessy from Harkins Builders and we got to learn about why traditional project management tools are failing the construction industry, how AI could revolutionize daily site operations, and the brutal truth about construction tech pricing... and many more! Patrick runs planning and analytics for a $600M general contractor and shares unfiltered insights from the trenches of construction technology adoption. Tune in to find out about: ✅ Why Primavera P6 and traditional scheduling software creates more problems than it solves ✅ How AI daily briefs could replace morning huddles and transform job site management ✅ The real reason construction software pricing is getting out of control and what contractors should demand ✅ Why construction tech websites are completely useless and how startups are losing millions in delayed sales cycles Listen now on Spotify and get the inside perspective on where construction technology is actually heading from someone who evaluates and implements it every day. ---------- Chapters 00:00 March Madness and Personal Reflections 01:15 Understanding Project Controls at Harkins Builders 04:06 The Role of Technology in Project Management 09:17 Harkins Builders: Company Size and Structure 11:36 Innovation in Construction: VDC vs. Project Controls 13:01 Evaluating Scheduling Software: The Future of Collaboration 16:06 Traditional vs. Modern Scheduling Practices 20:14 Data Collection and Its Impact on Scheduling 25:28 Accelerating Tech Adoption in Construction 29:32 The Quest for Comprehensive Software Solutions 33:29 The Importance of Clear Messaging in Construction Tech 37:16 Navigating Cold Outreach and Sales Tactics 41:15 The Challenge of Point Solutions vs. Comprehensive Platforms 44:46 Understanding Pricing Models in Construction Software 55:32 The Impact of AI on Construction Processes…
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1 Most Construction Sales Reps Are Fake Consultants - Real Sales Strategy from Ediphi's Director 1:04:37
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Play Later Play Later Lists Like LikedYou may price a job for two years just to get the chance to build it." That's the brutal reality Trey Darnell shared about construction sales today. In today's episode of Bricks & Bytes, we had Trey Darnell, Director of Sales at Ediphi, and we got to learn about why construction tech sales is completely broken, how most salespeople get it wrong, and why the industry desperately needs a new approach... and many more! Trey went from writing user guides on construction sites to becoming a sales leader at one of the hottest pre-construction tech companies. His journey reveals hard truths about our industry. Tune in to find out about: ✅ Why 90% of construction salespeople fail at their job ✅ The hidden cost of pricing jobs for years without winning them ✅ Why platforms are becoming "jack of all trades, master of none" ✅ How to sell construction tech without being another annoying vendor This episode will change how you think about buying and selling construction technology. Listen now on Spotify and let us know what you think in the comments. --------------- Chapters # Chapters 00:00 Intro 00:03:00 Introduction and Background of Trey Darnell 00:06:02 Challenges in Construction and BIM Advocacy 00:08:50 Transition to Construction Tech and PlanGrid Experience 00:12:10 Sales as a Consulting Approach 00:15:14 Joining Edify and the Evolution of Pre-Construction Solutions 00:20:58 Go-to-Market Strategy for Edify 00:27:01 Building Relationships and Understanding Client Needs 00:33:07 Understanding Time to Value in Construction Tech 00:37:01 Successful Go-to-Market Strategies 00:41:10 Sales Cycle Dynamics and Compression Strategies 00:46:38 Navigating Small vs. Large Accounts 00:52:02 Pricing Strategies and Negotiation 00:54:29 Traits of Successful Salespeople in Construction Tech 00:57:36 Gaining Experience in the Construction Industry 00:59:13 Advice for Newcomers in Construction Tech Sales 01:00:41 When to Hire a Sales Leader…
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1 How PlanGrid was Acquired for $875m - Ralph Gootee, CTO 1:25:03
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Play Later Play Later Lists Like Liked"When we launched PlanGrid, it was the only enterprise product on the iPad. Even Facebook refused to make an iPad app because Zuckerberg didn't believe in it." In today's episode of Bricks, Bucks & Bytes, we had Ralph Gootee and we got to learn about how PlanGrid became the first enterprise app on iPad, the brutal year-long acquisition process, and why pricing decisions can make or break your startup... and many more! Tune in to find out about: ✅ Why iPad was crucial to PlanGrid's success when even Facebook refused to build an iPad app ✅ The $17,000 marketing hack that involved giving away free iPads to customers ✅ How having 5 co-founders worked despite conventional wisdom saying otherwise ✅ Why AI augments engineers but won't replace them anytime soon Listen now on Spotify to hear the full story behind one of construction tech's biggest exits and what Ralph is building next with TigerEye. # Chapters 00:00 Intro 01:45 The Journey of PlanGrid: From Startup to Acquisition 11:37 Product Development and Market Fit: Lessons Learned 21:44 Navigating the Acquisition Landscape: Strategies and Insights 31:41 The Role of AI in Construction: Opportunities and Challenges 41:49 Building for Success: Founder's Mindset and Company Culture 29:49 From Idea to Prototype: The Birth of a Startup 31:18 Y Combinator: The Turning Point for PlanGrid 33:39 Building a Team: The Importance of Co-Founders 39:45 Solo Founders vs. Co-Founders: A Comparative Insight 42:40 User Acquisition: The Power of Viral Growth in Construction 46:44 Pricing Strategies: Lessons Learned from PlanGrid 53:54 Hiring the Best: Building a Legacy at PlanGrid 54:28 The Legacy of Plangrid and Its Impact on the Industry 54:58 Challenges in Recruiting and Building a Team 56:26 The Importance of Hiring the Right People 58:54 Scaling Challenges and the Need for Fast Decisions 01:02:13 Emerging Companies in Construction Tech 01:03:18 Lessons Learned from Building Plangrid 01:07:12 The Role of AI in Software Development 01:13:08 Introducing TigerEye: A New Venture 01:20:59 Evaluating ROI in Construction Tech…
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1 90% of Sales Demos Fail - Closing $1M Deals with Mutual Action Plans & Multi-Threading Secret to Accelerate Sales Cycles 1:03:37
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Play Later Play Later Lists Like Liked"Elite sales leaders don't just hire sellers - they hire 'pirates and romantics' who can thrive in chaos when everything's broken." In today's episode of Bricks & Bytes, we had Scotland Foss, who helped build PlanGrid before its $1B acquisition by Autodesk. Scotland shared his proven playbook for construction tech go-to-market success from his journey across multiple ventures. Tune in to find out about: ✅ Why product-market fit must come before hiring salespeople ✅ The power of "mutual action plans" in closing complex deals ✅ How PlanGrid's freemium strategy created viral adoption on job sites ✅ Why unlimited user pricing models work better than per-seat in construction ✅ How a 90-second video convinced a CEO to take a 2-hour meeting Listen now on Spotify to hear Scotland's insights on building successful construction tech sales organizations in challenging market conditions.…
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1 AI Will Transform Your Construction GTM Strategy - The Go-To-Market Playbook That Built a Billion-Dollar ConTech 1:12:49
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Play Later Play Later Lists Like Liked"I remember bringing Tracy Young to my job site when PlanGrid was just an MVP. She offered us the software for free - we just needed to provide the iPads. My PM and PX didn't get it. They told me, 'Don't waste my time like that again.'" In today's episode of Bricks & Bytes, we had Tom Feliz share his journey from construction sites to tech leadership at Data Grid. Tom unpacks the secrets behind effective Go-To-Market strategies in construction tech, drawing from his experiences at OpenSpace, Autodesk, and more. Tune in to find out about: ✅ Why solving real industry pain points is the foundation of any successful ConTech product ✅ How to identify your Ideal Customer Profile across the construction value chain ✅ Why the construction volume pricing model needs to change ✅ The emergence of the "Go-To-Market Engineer" and how AI is transforming sales Listen to the full episode on Spotify to learn how Tom closed 5 enterprise deals in one week and why he believes agentic AI is the future of construction. ------------ Chapters 00:00 Intro 02:30 Introduction to the Conversation 07:30 Tom Feliz's Journey in Construction Tech 12:37 Key Components of a Successful Go-To-Market Strategy 17:42 Understanding the Construction Industry's Unique Challenges 22:21 Identifying Ideal Customer Profiles (ICPs) in Construction Tech 27:36 Navigating the Buying Process Across Different Company Sizes 31:26 The Importance of Social Proof in Construction Tech 32:23 Targeting the Mid-Market: A Strategic Approach 35:18 Navigating Enterprise Sales in Construction 37:19 Freemium Models and Proof of Value 38:47 Rethinking Pricing Models in Construction Tech 41:50 The Role of FOMO in Sales Conversations 45:37 Key Metrics for Construction Tech Success 49:47 The Personal Connection to Construction 51:38 The Impact of Our Actions 52:32 Tools for Go-To-Market Success 54:24 The Rise of Agentic AI in Sales 58:33 The Importance of Discovery in Sales 01:04:35 Resource Allocation in Sales Strategy 01:06:37 Traits of a Great Salesperson 01:09:36 When to Hire a Head of Sales…
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1 Procore's 4 Steps to Save the Industry - Kris Lengieza - VP of Procore 1:08:51
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Play Later Play Later Lists Like Liked"53% of the construction workforce is expected to retire by 2036. And that number is going up, not down." In today's episode of Bricks & Bytes, we had Kris from Procore and we got to learn about their just-released Future State of Construction 2025 report, which reveals how technology will transform productivity, design, decision-making, and the workforce crisis. Tune in to find out about: ✅ Why contractors, not architects, will own more of the design process in the future ✅ How construction teams lose 18% of project time just searching for information ✅ The shift from "gut feeling" decisions to data-driven insights using AI ✅ Why Procore is building "Agent Studio" to create company-specific AI you can actually trust Listen now on Spotify and discover how construction's digital transformation is finally solving its biggest challenges. ----------------- Chapters 00:00 Intro 02:50 Introduction and Industry Growth 03:49 Leadership Changes at Procore 04:51 The Future State of Construction Report 06:47 Future of Productivity in Construction 13:59 Addressing Data Search Challenges 17:49 Rework and Its Causes 19:46 Future of Design and Automation 22:54 Case Studies in Construction Technology 26:59 Future of Workforce and Talent Retention 38:25 The Intersection of Opportunity and Wealth in Construction 39:00 Cultural Drivers in the Construction Industry 42:21 Data-Driven Decision Making in Construction 46:48 Building Trust in AI and Automation 54:55 The Future of Design in Construction 01:06:09 Inspiring Transformation in the Construction Industry…
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Bricks And Bytes
1 Most Construction Tech Misses The Market - Modern Go-To-Market Strategies For Construction Tech 1:08:06
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Play Later Play Later Lists Like Liked"The best salespeople don't need to talk about their successes - they focus on what went wrong and how to improve. At Joist AI, we don't want to hear about past wins, only lessons learned." In today's episode of Bricks and Bytes, We had Anton Marinovich from Joist AI and he shared his construction tech go-to-market journey from my father's masonry business to leading sales at Contentful, HoloBuilder, and now Joist AI. Tune in to find out about: ✅ Why matching your product to workflows is crucial in construction tech ✅ How simplicity in sales compensation drives the right behaviors ✅ Why grit and consistency separate average salespeople from top performers ✅ The importance of transparency in building trust with construction clients Listen now on Spotify to hear insights on building effective go-to-market strategies in construction tech! -------- Chapters 00:00 Intro 00:04 Introduction and Background 07:01 Journey into Construction Tech 10:00 Sales Strategies and Lessons Learned 13:10 Revenue Operations and CRM Importance 15:59 Building a Successful Go-To-Market Strategy 18:53 Understanding Customer Segmentation 22:02 Sales Process and Buyer Behavior 24:58 Defining Sales and Building Processes 27:59 Ideal Customer Profile and Messaging 38:14 Leveraging LinkedIn for Networking 39:06 The Power of Video in Sales 41:27 Professional Persistence in Sales 43:55 Common Mistakes in Go-to-Market Strategies 45:09 The Impact of AI on Sales 48:12 Customer Acquisition vs. Expansion 53:31 Sales Compensation Strategies 01:00:20 Effective Pricing Strategies 01:03:07 Future Trends in Construction Tech Sales…
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Bricks And Bytes
1 Most Startups Die at $5M ARR - Breaking the $10M Barrier in Construction Tech 1:26:02
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Play Later Play Later Lists Like Liked"The best renewal is no renewal. So closing a three-year agreement, right?" In today's episode of our Go To Market Series from the Bricks & Bytes Podcast, we have Kevin Halter (CRO of OpenSpace) share his journey from scaling PlanGrid from $5M to $100M+ ARR and building high-performing sales teams in construction tech. Tune in to find out about: ✅ Why construction tech requires a unique go-to-market approach focused on project-level ROI ✅ How to transition from project-level sales to enterprise agreements (the key to breaking the $10M ARR ceiling) ✅ What to look for when hiring sales talent ("fire in the belly") ✅ When founders should hire their first VP of Sales vs CRO Whether you're a founder struggling with the 5-10M ARR plateau or a sales leader in construction tech, this episode delivers practical insights on building scalable go-to-market motions in an industry where "it's easy to start a pilot, but hard to scale." 06:30 Introduction to Construction Tech Journey09:30 Scaling from 5M to 100M ARR12:31 Understanding Project-Level Value15:22 Building Trust and Transparency in Construction18:28 Transitioning to Enterprise-Level Sales21:28 The Importance of Customer Success Management24:28 Hiring the Right Sales Team27:29 Effective Communication with Executives30:24 Building Long-Term Partnerships33:31 Creating a Scalable Sales Model44:47 Building Long-Term Partnerships (appears to be repeated)48:30 Lessons from Biotech for Construction Tech53:17 Hiring and Scaling Sales Team57:57 Developing Talent and Leadership1:07:31 Choosing the Right Company to Join1:14:53 When to Hire a Chief Revenue Officer…
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Bricks And Bytes
1 Inside AtkinsRealis' Digital Transformation - How AtkinsRealis Drives Digital ROI 1:10:09
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Play Later Play Later Lists Like Liked"Genius is 99% perspiration and only 1% innovation." In today's episode of Bricks & Bytes, we have Darren Martin, Chief Digital Officer at Atkins Realis, sharing powerful insights about technology implementation in a global engineering firm with 40,000 employees. Tune in to find out about: ✅ How they evaluate technology investments (looking for at least 4X ROI within 12-18 months) ✅ The challenges of integrating startup technologies into enterprise environments ✅ Their approach to AI implementation across the organization ✅ Why future construction will combine "hyper personalization and hyper modularization" Listen now on Spotify to hear Darren's perspectives on innovation at scale in the AEC industry!…
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Bricks And Bytes
1 The Sales Mastery Behind Levelset's $500M Exit - GTM Tactics & Growth From CRO Martin Roth 1:22:23
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Play Later Play Later Lists Like Liked"We got to a million dollars in ARR by taking meetings any way we could - sending chunky mail, handwritten cards, even just picking up the phone. It's simple." In today's episode of Bricks, Bucks and Bytes, we had Martin Roth sharing his journey as Levelset's go-to-market leader and the real-world tactics that helped scale the business to a successful exit. Tune in to find out about: ✅ Why the first million in revenue requires founders to do the selling themselves ✅ The five key traits Martin looks for when hiring salespeople (grit, resourcefulness, enthusiasm, curiosity, ambition) ✅ How selling to construction differs from typical B2B SaaS ✅ Why you should never hire a sales director before hitting $1M in ARR Martin reveals how Levelset went from $1.5M to $10M ARR in six years, then doubled to $20M in just 18 months once they figured out their go-to-market strategy. A must-listen for construction tech founders looking to scale sales operations. --------- Timestamps 00:00 Intro 05:06 Introduction to the Journey 09:10 Early Days at Levelset 17:14 Go-to-Market Strategy Evolution 23:59 Sales Techniques and Lessons Learned 26:04 Differences in Construction Tech vs. B2B SaaS 29:42 Understanding the Construction Industry's Landscape 35:23 Navigating Messaging Challenges in a Diverse Market 42:58 Sales Strategies for SMB vs. Enterprise Markets 53:27 Handling Long Sales Cycles in Construction 56:06 Navigating Enterprise Sales Challenges 58:57 The Role of Champions in Sales 1:01:54 Understanding the Cost of Adoption 1:05:12 Effective Communication in Sales 1:06:54 Key Traits of Successful Salespeople 1:14:11 Building a Sales Team and Leadership Dynamics…
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