The Growth Focus Podcast

Is your technology slowing your business down - and you don't even know it yet? If your CEO or CFO is still "owning" the IT decisions and the wheels are starting to come off, this episode is for you. In this episode What happens when your business outgrows the person running its technology? For most mid-sized companies, the answer is chaos - misaligned tools, wasted money, manual processes eating up hours every week, and leaders too deep in the weeds to see the real problem. In this episode, Gary Lafferty sits down with Monica Swanson, Founder of Monroe Business Solutions, who brings Fortune 500-level technology leadership to companies of 25–250 employees as a Fractional CTO/Tech Leader. Monica breaks down what fractional technology leadership actually means, why so many growing businesses are unknowingly sabotaging their own growth with the wrong IT decisions, and how she walks into "messy" situations and turns tech chaos into strategic clarity - fast. Whether you're a founder still wearing the IT hat, a CEO frustrated with vendors that never deliver, or a leader wondering if AI is actually right for your business - this conversation will change how you think about technology in your company. CONNECT WITH OUR GUEST & HOST Monica Swanson - Founder, Monroe Business Solutions LinkedIn: https://www.linkedin.com/in/monicaroeswanson/ Website: Monroe Business Solutions Gary Lafferty -  Host LinkedIn: https://www.linkedin.com/in/growthfocus/ Website https://www.growthfocus.io ⏱️ CHAPTERS Timestamp | Chapters | 00:00 | Introduction — Who is Monica Swanson?  | 01:17 | The Moment It All Clicked — From Corporate to Fractional  | 03:41 | Fractional vs. "Just Between Jobs" — How to Tell the Difference  | 05:17 | The Ideal Client Profile & The Problems That Show Up First  | 08:26 | The First Thing Monica Looks For When She Walks In  | 09:59 | The Quickest Win — Choosing the Right Vendor  | 11:09 | Real Client Story — Payroll, Manual Processes & the Hidden Cost  | 13:50 | Telltale Signs You Have a Technology Problem  | 15:22 | AI in the Real World — What's Hype and What's Actually Useful  | 17:38 | What to Bring to a First Conversation with Monica  | 19:46 | One Piece of Advice for Every Founder & Leader  | 21:27 | Where to Find Monica  KEY TAKEAWAYS You don't need to know the problem to ask for help. Most leaders can't fully articulate their tech pain — Monica's job is to ask the right questions and peel back the layers. Fractional tech leadership isn't a gap-filler — it's a strategy. A real fractional professional has a company, a brand, and a long-term commitment to the model. Ask directly. The real cost of manual processes is hiding in plain sight. If your HR team spends two days every pay period just running payroll, you're already paying for a better system — you just haven't bought it yet. Don't solve today's problem without knowing where you're going. Before fixing the CRM, ask: what are we trying to accomplish in the next two years? The answer changes everything. AI isn't magic — it's an accelerator. Good data and documented processes come first. As Gary puts it: “It's like going from a bicycle to an electric bike. If you can't ride the bike, you'll just crash faster.” Leaders are often the biggest blocker to their own growth. The hardest but most important question: Are you the one holding your company back? If this episode resonated with you, subscribe so you never... Chapters (00:00:00) - Growth Focus: The Technology Lead(00:02:02) - The Search for a Full-Time Consultant(00:05:33) - The Type of Companies That Work Best for You(00:10:07) - The Right Vendor Product for Your Business(00:11:09) - WSJD Live: What broke the HR department?(00:15:24) - How Is AI Integining Into Your Work?(00:17:29) - What is the First Conversation You Should Have With Your Doctor?(00:19:01) - Monica Swanson on How to Grow Your Business(00:21:42) - Veronica on the Oprah Interview

If you are a tech founder saying we need more leads, this episode cuts straight through the noise and shows what is usually hiding underneath that sentence: weak positioning, fuzzy ICP, and a pipeline you cannot see clearly enough to manage. Alan Gold, Partner at TechCXO, lays out a practical way to diagnose stalled growth, sharpen your story, and stop wasting money on activity that looks busy but does not move revenue. In this episode Gary and Alan break down what Alan looks for first when he walks into a growth company, why most early sales efforts fail without air support, and how to spot weak positioning fast by looking at lead mismatch. They get into founder-led sales and the point where it stops scaling, plus the hard conversation leaders avoid: your offer may be ordinary in the market even if it feels special internally. They close on AI with a clean rule of thumb: use it as leverage for research and execution, not as a shiny feature that distracts from customer value. LinkedIn Alan Gold: https://www.linkedin.com/in/alanegold Gary Lafferty: https://www.linkedin.com/in/growthfocus Chapters 00:00 Intro: who Alan is and what TechCXO does 01:47 The first growth diagnostic: strategy before tactics 06:10 We need more leads: the three problems underneath it 08:14 What strong positioning sounds like in plain English 10:53 Founder-led sales: where it breaks and how to transition 15:42 The hardest conversation: your baby may be ordinary 18:31 AI in growth companies: leverage vs distraction 22:01 How to reach Alan Chapters (00:00:00) - Alan Gold on Growing Tech Companies(00:01:34) - What is the Growth Strategy for a Startup?(00:05:34) - As a Founder Says We Need More Leads,(00:07:20) - What Does Strong Positioning Mean for Tech Companies?(00:09:41) - Where do you see most founders and leaders get stuck?(00:14:05) - What is the Hard Talk You Have With Your Leadership Team?(00:16:32) - What Smart Leaders Are Doing in the World of AI

You do not often hear a tech founder talk about AI like an economist, a builder, and a realist all at once. Nishantha went from economics and law to self-taught coding, then built an early AI platform in maritime and learned the hard lesson most founders dodge: the market does not care how smart your product is. This conversation gets into what actually creates growth in tech right now, why deep client relationships are still a competitive advantage, and how AI agents could reshape buying behavior faster than most companies are prepared for. If you want more conversations like this on how tech leaders grow real companies, subscribe on YouTube and follow the show for weekly episodes on sales, positioning, and scale. In this episode Nishantha shares how he moved from non-tech into building real products, why listening to the market matters more than personal conviction, and what he has seen work best in scaling a tech company over time. We dig into how tech firms can stand out when everyone sounds the same, what failure teaches when you are actually paying attention, and why AI agents may change the structure of markets, not just workflows. We also cover how founders can stay ahead of the curve by thinking clearly, staying specific, and keeping the human side of leadership intact as AI accelerates. Connect on LinkedIn Nishantha: https://www.linkedin.com/in/nishantha-ruwan-15b301b2/ Gary Lafferty: https://www.linkedin.com/in/growthfocus Chapters 00:00 Welcome to the Growth Focus Podcast 00:27 Nishantha’s story: from economics and law to building in tech 02:22 What Nishantha’s company does and why it matters 03:21 Economics + technology: why both lenses matter right now 05:50 What has driven growth in his company 07:55 How to stand out when tech companies all sound the same 10:13 What has not worked: failure, rejection, and learning fast 14:12 AI agents: what changes when agents can transact and coordinate 17:48 How founders stay ahead of the AI curve 19:55 The next 12 to 24 months: what Nishantha is preparing for 21:38 One piece of advice: remain human 23:38 Best way to reach Nishantha Chapters (00:00:00) - Growth Focus: Gary Knows(00:02:29) - In the Elevator With Intuit CEO(00:03:19) - How economics and technology are affecting society(00:05:27) - MR Nish on Accelerating Growth(00:07:06) - What Makes Your Tech Company Different From Others?(00:09:29) - What's It That You've Learned From Your Failure?(00:13:21) - The Power of AI Agents in Running a Business(00:18:06) - Top Tech Companies' Future Plans(00:19:37) - Deepak On The Need to Remain Human(00:21:38) - Growing Focus: Learning From Giants

In this podcast epidsode, Gary Lafferty and Margee Moore discuss the challenges and strategies for competing with AI in storytelling and content creation. They emphasize the importance of personal engagement and practical tactics for creating meaningful content that resonates with audiences. Takeaways Competing with AI requires a unique personal touch in storytelling.Recording short videos can effectively engage your audience.Identify common questions from sales calls to create content.AI can generate content, but personal stories are irreplaceable.Utilizing simple tools like an iPhone can enhance content creation.Consistency in content creation is key to building an audience.Engagement through video can differentiate you from AI.Understanding your audience's needs is crucial for effective messaging.AI noise can be overwhelming, focus on authenticity.Small, actionable tactics can lead to significant results. Titles Navigating AI in StorytellingAuthenticity vs. AI: The Content Challenge Sound bites "How can I compete against AI?""There is a lot of AI noise out there.""Start recording short little videos." Chapters 00:00 Intro and what this episode is about01:36 Margee’s background and why she started Big Orange Marketing03:39 What’s changed in visibility because of AI search05:20 AI search vs Google search and what that means for buyers07:29 What the data is showing on AI driven traffic and lead quality08:18 How to make your site more AI searchable (long tail, proof, differentiation)11:47 Why results often take 6 to 9 months and what to do in the meantime15:59 StoryBrand and the biggest messaging mistakes in tech and MSPs18:29 The real leak: follow up, conversion, and asking for the sale21:06 What’s working now: outbound plus nurture and intent signals Chapters (00:00:00) - Growing Your Company(00:01:04) - Meet Margie Morse(00:02:24) - How to Gain More Insight in the AI Era(00:05:13) - Marcus On Becoming Solution Provider Aware(00:06:04) - What is AI Search and How It Affects Your Marketing?(00:08:06) - How to Make Your Website More AI Searchable(00:09:48) - What Do MSPs and Industrial Businesses Understand Most About Modern(00:10:35) - MSP Marketing: Consistency and the Modern Marketing(00:11:40) - SEO 101: Giving it Time to Get It(00:13:31) - Should an MSP Search Nationwide or Only in Ohio?(00:14:52) - What is Storybrand and How to Tell Your Story?(00:17:05) - What is the biggest leak in your company's sales and SEO(00:17:38) - The Biggest Leak in Companies Funnels(00:19:25) - Outbound, Outbound Sales: New for 2020(00:22:44) - In the Elevator With Steve Jobs(00:23:15) - How to Tell Authentic Stories in an AI World(00:25:56) - Growth Focus: New Year, New Direction

In this episode of the Growth Focus Podcast, host Gary Lafferty speaks with Nadav Schnall, CEO and co-founder of ProSentry, about founder-led growth and the integration of AI in building management. They discuss Nadav's background in real estate, the challenges of scaling a tech startup, and the importance of educating clients about technology adoption. Nadav shares insights on effective growth channels, the role of regulation, and the future vision for ProSentry as they expand their offerings and reach. Takeaways Founder-led growth requires identifying and solving real problems.ProSentry offers a risk mitigation platform for building management.Regulatory changes can create significant growth opportunities.Educating clients is crucial for technology adoption.Understanding client pain points leads to better solutions.Building relationships through educational events enhances engagement.Adaptability is key in scaling a startup.Technology adoption in building management faces resistance.AI can enhance predictive maintenance and analytics.Confidence and persistence are essential for entrepreneurial success. Titles Unlocking Founder-Led Growth StrategiesNavigating the Challenges of Startup Scaling Sound bites "We set out to solve a problem.""We try to educate our clients.""Helping clients save money is key." Chapters 00:00 Introduction to Founder-Led Growth01:18 Nadav Schnall's Background and Journey03:15 Identifying Pain Points in the Industry05:05 ProSentry: Solutions for Risk Mitigation06:02 Effective Growth Channels for ProSentry07:55 Establishing Authority Through Education09:59 The Importance of Educating Clients12:11 Challenges in Scaling the Company13:58 Overcoming Technological Hesitance16:57 Integrating AI into ProSentry's Solutions19:14 Future Vision and Expansion Plans21:44 Advice for Young Entrepreneurs23:56 Growth Focus YouTube Video Intro (1).mp4 Chapters (00:00:00) - Growing Focus: Founder-Led Growth(00:01:03) - Meet Pro Sentry's Founder and CEO Nadav Schnall(00:03:15) - Pro Sentry: The Problem of Water Leaks(00:04:58) - What is Pro Sentry and Who Is Their Ideal Client?(00:06:03) - What's Been the Most Effective Growth Channel for Your Company?(00:07:43) - Exploring the future of insurance with technology(00:08:40) - The Value of Compliance in Your Business(00:10:29) - Exploring the gray areas of insurance and AI(00:12:05) - What's Been Harder Than Expecting in Scaling Your Company(00:13:35) - Why Is Property Management So hesitant to Adopt Tech?(00:16:53) - What Does AI Do In Your System?(00:19:07) - Pro Sentry CEO on the Future(00:19:35) - What's the Challenge of Expanding Your Reach?(00:21:23) - Grow For Focused: Advice To Young Nirav

In this episode of the Growth Focus Podcast, host Gary Lafferty speaks with Haiphie Hua, the Head of Strategic Partnerships at CodeCloud. They discuss the importance of storytelling in business, the role of strategic partnerships in growth, common mistakes in e-commerce setups, and the impact of AI on business operations. Haiphie shares insights from her journey in performance marketing and emphasizes the need for a comprehensive approach to e-commerce, highlighting that success requires more than just a good product. The conversation concludes with advice for young entrepreneurs to enjoy their journey and embrace the challenges ahead. Connect with Haiphie - https://www.linkedin.com/in/haiphiehua/ Connect with Gary - https://www.linkedin.com/in/growthfocus/ Key Takeaways Storytelling is essential for standing out in business. Understanding the 'why' behind a business is crucial. Building strong relationships leads to successful partnerships. E-commerce requires a complete infrastructure, not just a website. AI can enhance business operations but won't replace jobs. Success in e-commerce depends on knowing your target demographic. The future of e-commerce is bright and full of opportunities. Customer experience is key to retaining clients. Young entrepreneurs should enjoy the journey and not stress too much. A good product is just one part of a successful business. Sound Bites "There's a system and a process." "You just have to do it right." "E-commerce is not gonna go away." Chapters 00:00 Introduction to Growth Focus Podcast 01:12 Haiphie Hua's Journey and Background 02:57 The Importance of Storytelling in Business 04:04 Role of Strategic Partnerships in Growth 06:53 Common Mistakes in Forming Partnerships 08:35 Building a Complete Business Infrastructure 10:52 The Impact of AI on Business 12:13 Future of E-commerce 15:14 Advice for Young Entrepreneurs Chapters (00:00:00) - Growing a Company in Tech(00:00:57) - Meet Code Cloud's Guest Haifi Hua(00:01:26) - How Did I Get Started In What I Do?(00:02:33) - How to Tell a Story in a PowerPoint(00:03:46) - Head of Strategic Partnerships(00:04:49) - How To Grow Your Company Overseas(00:06:41) - What is the biggest mistake made by a business?(00:08:50) - How to Start and Grow a Business on Shopify(00:10:30) - Gorgeous on E-Commerce's Future With AI(00:12:52) - E-Commerce: Growth Prospects(00:14:32) - Enjoy The Journey

In this episode of the Growth Focus Podcast, host Gary Lafferty speaks with entrepreneur John LeRoy about his journey in building Realay, a referral application aimed at improving the real estate industry. They discuss the myth of 'if they build it, they will come,' the importance of advisory boards for bootstrap companies, and the challenges of user adoption in the real estate sector. John shares insights on creating a trustworthy referral system and emphasizes the human element in technology. He concludes with valuable advice for founders navigating the challenges of entrepreneurship. Connect with John on LinkedIn - https://www.linkedin.com/in/john-leroy-160562278/ Connect with Gary on LinkedIn - https://www.linkedin.com/in/growthfocus/ Takeaways The myth of 'if they build it, they will come' is prevalent. Advisory boards are crucial for startup success. User adoption is a significant challenge in tech. Referrals are essential for business growth. Building trust is key in referral processes. Technology should enhance human connections. Perseverance is vital for entrepreneurs. Success is defined by the entrepreneur's character. Creating a network of trusted professionals is important. Focus on user experience to drive success. Titles Breaking the Myth: Building for Success The Power of Advisory Boards in Startups Sound Bites "You can't do it alone." "User adoption is extremely difficult." "Perseverance is key for entrepreneurs." Chapters 00:00 Introduction to Growth Focus Podcast 01:05 Meet John LeRoy: Entrepreneurial Journey 02:08 The Drive to Build: Leaving Retirement Behind 05:10 Core Lessons from Past Exits 07:52 The Importance of Advisory Boards 11:33 User Adoption Challenges in Real Estate 14:20 The Referral System Gap in Real Estate 18:42 Building Trust Through Technology 22:18 Advice for Founders in the Messy Middle Chapters (00:00:00) - Growth Focus: If They Build It, They Will Come(00:01:34) - John Leroy(00:05:26) - John Walsh on Lessons Learned From His Past Exits(00:08:11) - Bootstrapping: The Importance of Advisory Boards(00:11:40) - John Feuerstein on Real Estate(00:14:05) - Real Estate: The Referral System(00:21:40) - Perseverance in the Business(00:24:41) - Growth Focus: Episode 40

In this episode of the Growth Focus podcast, host Gary Lafferty interviews Holly Mack, a fractional CMO and marketing leader for tech companies. They discuss the common marketing mistakes made by tech founders, the importance of having a clear marketing strategy, and the foundational work needed for successful marketing. Holly shares insights on effective marketing strategies, the significance of founder-led marketing, and hard truths about the marketing landscape. The conversation emphasizes the need for clarity, focus, and consistent execution in marketing efforts. Takeaways Holly Mack is a fractional CMO with 10 years of experience in tech marketing. Many tech companies struggle with unclear messaging and differentiation. Founder-led chaos often leads to inconsistent marketing execution. Chasing shiny new marketing trends can dilute focus and effectiveness. SEO and referrals are key channels for generating leads. Foundational work is essential before launching marketing campaigns. Outsourcing marketing without internal accountability often leads to failure. Consistency in marketing efforts is crucial for success. Engaging on LinkedIn can significantly enhance visibility and networking. Focusing on one or two marketing channels can yield better results than spreading efforts too thin. Connect with Holly https://www.linkedin.com/in/hollymack/ Titles Unlocking Marketing Success in Tech The Common Pitfalls of Tech Marketing Sound Bites "SEO is our highest ROI channel." "Start with foundational work." "Post something on LinkedIn." Chapters 00:00 Introduction to Growth Focus Podcast 12:25 The Importance of Founder-Led Marketing 21:18 Growth Focus YouTube Video Intro (1).mp4 Connect with me on LinkedIn: https://www.linkedin.com/in/growthfocus/ You already invest time and money getting prospects to the table. The real leverage is in what happens once they are on Zoom with your team. If you would like a clear view of how well your sales conversations are working today, the next step is a Conversion Audit. It is a focused twenty minute session where we plug in your real numbers, stress test a few recent “good calls” and identify the one or two changes that could lift your win rate. If there is a strong case for working together, I will show you what that could look like. If not, you leave with more clarity than you have now. Book your Conversion Audit here: https://calendly.com/growth-focus/conversion-audit Explore the Podcast Channel and other episodes - https://www.youtube.com/@TheGrowthFocus Chapters (00:00:00) - Interview(00:00:56) - How to Get to Know Your CMO(00:01:52) - The Most Common Marketing Mistakes in Tech and MSPs(00:05:08) - Have Tech Founders Tried This?(00:07:02) - Why Marketing Isn't Working For MSPs(00:08:41) - What Works to Generate Leads?(00:11:16) - What Makes Your Business Different?(00:12:59) - How to Remove the Founder from Marketing?(00:14:58) - No Agency Will Save You From Marketing(00:15:48) - 5 tips for getting out of your Rut(00:17:38) - What Would You Do If You Were Active on LinkedIn?(00:18:55) - Growth Focus: One takeaway for business owners

What if your hiring bottleneck isn’t a talent shortage but a decision-making problem? Macie Fellows unpacks the biggest hiring mistakes growth-focused companies make and explains how blending AI with human expertise creates faster, smarter, and more reliable hiring outcomes. Full Description In this episode, Gary sits down with Macie Fellows of Axiom Path and Cognified to explore the challenges companies face when trying to scale their teams. From over-automated workflows to inboxes flooded with resumes, Macie explains why so many leaders still waste time, money, and energy trying to solve hiring problems with the wrong tools. She shares how her team blends staffing, advisory services, and AI automation to streamline hiring and give companies real clarity. Instead of drowning in options, leaders get better insights, faster decisions, and stronger long-term team performance. We also dive into Macie’s transition from hospitality to tech, her passion for relationship-driven partnerships, and her predictions for how AI will reshape hiring in the next three years. If you lead a growing company, this conversation may change how you think about talent, tools, and the role of human connection in the AI era. Connect with Macie LinkedIn: https://www.linkedin.com/in/maciefellows/ Website: https://axiompath.com Connect with Gary LinkedIn: https://www.linkedin.com/in/growthfocus/ Email: gary@growthfocus.io Chapters 00:00 Opening 00:43 Who is Macie Fellows 01:33 Axiom Path + Cognified explained 02:51 Over-automation and the limits of AI tools 03:53 How hiring problems show up in fast-growth companies 04:47 Why leaders struggle to find the right people 05:21 The hidden cost of sifting through 400 resumes 06:47 The blend of AI + advisory that makes them different 07:49 Avoiding bad hiring decisions 08:33 Macie’s unexpected path into tech 09:32 What’s coming next in the industry 11:16 AI's role in hiring for 2026–2027 12:40 Why training and human oversight matter 13:23 One piece of advice for every founder Takeaways • Your next best hire comes from insight, not volume • AI accelerates the process but human judgment drives success • Over-automation creates blind spots that stall growth • Bad hiring decisions compound faster than leaders realise • Saying yes to expert help moves a company forward Check out more podcast episodes at Growthfocus Podcasts Thank you for tuning in! Hashtags #HiringStrategy #AIEnabledTeams #LeadershipGrowth #GrowthFocusPodcast Chapters (00:00:00) - Growth Focus Podcast(00:00:51) - In the Elevator With Cognified's Chief Innovation Officer(00:01:31) - In the Elevator With Axiom Path's CEO(00:02:40) - What is the biggest problem that your company solves?(00:03:28) - What Is Your Ideal Client?(00:05:43) - WSJD Live: What Makes Your Firm Different?(00:06:39) - In the Elevator With ROI(00:07:30) - Macy's Day in the Tech Industry(00:08:28) - How AI Is Affecting Your Clients' Business(00:11:36) - Growth Focus: On Leading With Passion

What does it really take to grow a tech consulting studio 10x in two years? KD reveals the strategy behind his rise and why most founders approach sales and UX completely wrong. Short Description This episode dives into KD’s journey from UX leader to founder, exploring how he built a fast-growing design studio through word-of-mouth, smart sales conversations, and AI-powered delivery. Full Description Gary sits down with KD Singharneja, founder of Neza Solutions, to explore the real story behind his rapid growth. KD grew his UX and design studio 10x in under two years by focusing on clarity of positioning, relationship-driven acquisition, and a high-speed delivery model powered by AI. They talk about the shift founders must make from practitioner to business owner, and why mastering buyer psychology is more important than mastering your product. KD outlines how he approaches discovery calls, how to lead conversations with questions instead of pitches, and how to close clients without feeling like you’re selling. Finally, KD explains how AI is reshaping the UX industry and why agencies must deliver at 10x speed to stay competitive. This conversation is packed with insights for tech founders, consultants, and anyone who wants to grow without adding complexity. Connect with KD LinkedIn: https://www.linkedin.com/in/kanwaldeep/ Website: https://www.nezasolutions.com/ Connect with Gary LinkedIn: https://www.linkedin.com/in/growthfocus/ Email: gary@growthfocus.io

In this episode of the Growth Focus podcast, host Gary Lafferty speaks with Rick Schott, an experienced executive in the SaaS and startup space. They discuss the challenges founders face when trying to grow their businesses, particularly when hitting growth plateaus. Rick shares insights on the importance of hiring the right team, creating a clear vision for the future, and leveraging AI to optimize business processes. The conversation also touches on customer acquisition strategies and the significance of reducing churn to ensure customer success. Rick emphasizes that founders must perceive the value of their product and be proactive in their approach to growth. ✅ Timestamps / Chapters 02:15 – Rick’s journey 05:12 – Why founder-led sales works (when it works) 09:34 – The real risk in enterprise buying 13:45 – Anatomy of a successful sales conversation 19:26 – Handling long sales cycles 23:14 – Signs of early product-market fit 26:41 – Positioning mistakes founders make 30:10 – Rick’s advice to new founders 32:00 – Final thoughts & wrap-up What You’ll Learn The sales playbook Rick used to win enterprise clients Why founder-led selling beats traditional outbound early on How to build credibility when you're still unknown The biggest mistake founders make when pricing enterprise services How to scale from scrappy startup to credible authority Key Takeaways Enterprise sales is not about charm. It’s about risk reduction and strategic framing. Most consultancies pitch too much and position too little. Selling $100K+ deals starts with one thing: authority. Chapters (00:00:00) - Growth Focus Podcast(00:00:54) - Startups and Early-Stage Growth(00:03:47) - What challenges have you faced as a founder?(00:05:00) - When do you think it's the right time to separate roles?(00:07:09) - When to Hire a First Hire?(00:08:23) - What Do SaaS Companies Need to Do to Grow?(00:10:20) - Bootstrapping: The Leapfrog Feature(00:13:57) - What Excites You About Drip Jobs and Route.ai(00:14:56) - How To Differentiate With AI in Your Company(00:18:45) - Will Google's Randomize Assist Companies' Schedules?(00:22:39) - How To Acquire Customers Through Digital Marketing(00:24:39) - Be the best kept secret in the business(00:27:04) - How to Stop SaaS Churn(00:31:09) - Steve Jobs on the Future of Software(00:32:43) - Rick Rickshaw on Breaking Through The Glass Ceiling(00:34:22) - Growth Focus: Episode 3

Summary In this episode of the Growth Focus Podcast, host Gary Lafferty speaks with Will Mazola, COO of Graytitude, about the importance of strategic partnerships in business growth, the nuances of mainframe modernization, and the launch of a new AI product. Will shares his journey from staffing and consulting to leading tech businesses, emphasizing the significance of relationships and the lessons learned from growth mistakes. The conversation also touches on the importance of founder-led visibility and the future goals of the company.   Takeaways Strategic partnerships are essential for business growth.Mainframe modernization is a niche but necessary service.AI can help small businesses manage missed opportunities.Building strong relationships is crucial in the tech industry.You can't rely solely on one strategic partner.Maintaining relationships requires effort and consistency.Staying lean is important for cash flow management.Founder-led visibility can enhance brand recognition.Learning from mistakes is key to sustainable growth.Entrepreneurs should act on their ideas without hesitation.   Titles Unlocking Growth Through Strategic PartnershipsThe Journey of Will Mazola in Tech Leadership   Sound Bites "Missed calls are truly missed opportunities.""If you're thinking of it, get in it.""Stay the course, if you're thinking of it."   Chapters 00:00 Introduction to Growth Focus Podcast01:21 Will Mazzola's Entrepreneurial Journey06:04 Understanding Mainframe Modernization07:32 Innovating with AI Solutions11:39 Growth Strategies and Sales Systems16:13 The Importance of Relationships19:48 Learning from Growth Mistakes21:43 Founder-Led Visibility and Brand Growth24:28 Future Goals and Priorities26:46 Final Insights for Tech Founders30:03 Growth Focus YouTube Video Intro (1).mp4 Chapters (00:00:00) - Growth Focus: Strategic Partnerships(00:01:13) - How I Went From Consulting to Co-Leading Three Tech Companies(00:06:04) - IBM's Mainframe Modernization(00:07:33) - WSJD Live: Our New AI Product(00:11:18) - WSJD Live: Lead Generation and Pipeline Growth(00:12:30) - Channel Partners: How Strategic Partners Drive Growth(00:13:57) - Are Strategic Partners Necessary?(00:15:57) - Exploring the Need for Relationships in the Industry(00:16:29) - Relationships in the Digital World(00:19:48) - Reasons to Stay Lean and Expensive(00:22:48) - Marathon Engineering: Standing Above the Noise(00:24:45) - Top Executives(00:26:30) - Growth Focus: One Insight that I Wish More Tech Founders Would

In this episode of the Growth Focus Podcast, host Gary Lafferty speaks with Biju Ashokan, founder and CEO of Radius Agent, about building a fast-growing tech company without relying on cold outreach. They discuss the importance of white labeling, the unique value proposition of Radius, and effective growth strategies. Biju shares insights on the significance of having the right team, the role of founders in sales, and how to build trust with clients. The conversation emphasizes the need for profitability, efficiency, and the continuous evolution of products in the tech space. Biju Ashokan is the founder and CEO of Radius Agent, focusing on empowering independent real estate brokerages. Radius Agent aims to provide tools for team leaders to grow their own brands and brokerages. Takeaways Biju Ashokan is the founder and CEO of Radius Agent, focusing on empowering independent real estate brokerages. Radius Agent aims to provide tools for team leaders to grow their own brands and brokerages. The real estate tech market is crowded, and Radius differentiates itself by helping entire brokerages, not just individual agents. White labeling allows clients to take ownership of the software, enhancing their brand and trust. Building a good product is essential for growth and requires the right team in place. Founders should be involved in sales, especially in enterprise sales, to build trust and credibility. Cold outreach is less effective in the real estate industry; referrals and word-of-mouth are more powerful. Client success stories are crucial for marketing and growth strategies. Profitability, efficiency, and time are key values that Radius emphasizes to its clients. Continuous product development is necessary; there should always be a 'next 30%' to work on. Titles Building a Tech Company Without Cold Outreach The Power of White Labeling in Tech Growth Sound Bites "Build a good product." "Your gut is always right." "You need to protect your idea." Chapters 00:00 Introduction to Growth Focus Podcast 01:15 Biju Ashokan's Journey in Tech and Real Estate 02:48 Understanding Radius and Its Unique Value Proposition 06:20 The Role of AI in Real Estate Tech 09:05 Building Trust and Credibility in Sales 13:21 Growth Strategies and Lessons Learned 17:59 The Importance of Founder-Led Sales 25:20 Future Goals and Vision for Radius 28:11 Final Insights for Founders Chapters (00:00:00) - Growing Your Tech Company(00:01:06) - In the Elevator With Radius Agent and AI(00:01:57) - In the Elevator With Radius CEO Adam Levine(00:02:48) - How Radius Helped Real Estate Agents Start Their Own Firm(00:06:24) - Gary Real Estate Tech: White Labeling(00:10:13) - How We Made Real Estate Companies Profitable(00:13:06) - What's Driving Tech's Growth?(00:15:14) - Hiring the Right Team(00:17:53) - Radius Real Estate's Growth Strategy(00:21:08) - In the Elevator: Founder Led Sales(00:25:11) - Excelerating Growth: What's Your Goal(00:26:15) - What's the Missing Piece to Get to Growth?(00:27:26) - White Label and the 30%(00:28:15) - Sustaining a Tech Startup(00:29:59) - Growth Focus: The Podcast

What happens when a former Uber engineering leader takes on real estate? You get Radius Agent - an AI-powered platform transforming how agents grow, close, and scale. In this episode of The Growth Focus Podcast, I sit down with Biju Ashokan, Co-Founder and CEO of Radius Agent, to talk about building a tech-driven real estate platform, leading through uncertainty, and why his team is betting big on community-powered growth. Biju previously led mobile engineering at Uber and has now raised over $19 million to reshape real estate for the modern agent. This is a candid, insight-rich conversation for tech founders, agency leaders, and startup execs looking to scale fast, without losing their soul. Chapters (00:00:00) - How to Build a Fast-Growing Tech Company(00:01:06) - Interviews with Radius Agent Bijou(00:01:57) - In the Elevator With Radius's Founder(00:02:48) - How Real Estate Team Leaders Got Involved at Radius(00:06:20) - Gary Real Estate Tech: White Labeling(00:10:13) - Bijou Real Estate: The Value of Our Solution(00:13:06) - What's the Growth Strategy for Your Company?(00:15:14) - Hiring the Right Team(00:17:53) - Radius Real Estate's Growth Strategy(00:21:08) - Reasons for Founder-Led Sales(00:25:11) - Excelerating Growth: What's Your Goal(00:26:15) - What's the Missing Piece to Our Growth Plan?(00:27:26) - On the 30% of Product Growth(00:28:15) - Sustaining a Tech Startup(00:29:59) - Growth Focus: The Podcast

In this episode, Gary Lafferty talks with Biju Ashokan, CEO of Radius Agent about scaling a platform business, leading in chaos, and building a mission that matters.Radius Agent is on a mission to empower real estate professionals by giving them the tools, support, and AI-driven systems they need to grow, without sacrificing independence.This episode is for any founder serious about team leadership, platform thinking, and tech-powered growth.Inside this episode:Lessons for startup foundersWhy building trust is harder than building featuresHow Radius Agent blends SaaS, services, and communityThe psychology of early-stage scalingWhat startup CEOs really need to focus onWhy time is the most overlooked startup assetLinks:Gary Lafferty: growthfocus.io | LinkedInBiju Ashokan: radiusagent.com | LinkedIn

Referrals aren’t magic. They’re a system.On this episode of The Growth Focus Podcast, host Gary Lafferty sits down with Jeff Ernst, CEO and Founder of SlapFive, to explore the mechanics of building a predictable, referral-powered growth system for tech-based consultancies.If you’re a founder or CEO still relying on “word of mouth” without a clear ask, this episode could unlock thousands in hidden revenue. You’ll LearnWhy most referral programs flopHow to make the ask without sounding desperateWhat tech consultants must do differentlyHow delivery → trust → pipelineWhere to start if you’re a solo founder LinksGary Lafferty – growthfocus.ioJeff Ernst – https://www.linkedin.com/in/jeffernst/referral engine, tech consulting podcast, B2B growth, client referrals, consultancy marketing, founder marketing, B2B referrals, service business growth, how to grow tech business, referral sales tips

Churn is the silent killer in SaaS. In this episode, Gary Lafferty speaks with Nick Fogle, co-founder of Churnkey, about why most subscription-based businesses lose customers faster than they grow—and how to fix it.You’ll learn:The psychology behind why users cancelHow to stop involuntary churn (failed payments)Why personalized retention flows work better than generic onesWhat most founders miss about real LTVFor founders and CEOs of tech consultancies and SaaS companies looking to grow sustainably, this episode breaks down how to stop the revenue leak.Links:growthfocus.iolinkedin.com/in/growthfocuschurnkey.colinkedin.com/in/nickfogleSaaS growth, customer churn, churnkey, subscription retention, B2B podcast, tech CEO advice, reduce churn, tech founder strategies, cancel flow optimization, LTV growth

In this episode, Gary Lafferty talks with Will Mazola, COO of Graytitude, about building a bootstrapped tech business that thrives on relationships, not just revenue.If you’re a founder or tech executive trying to figure out:How to build channel partnerships that actually convertHow to grow without overspendingWhat it really takes to launch an AI productAnd how to scale while staying lean......this episode gives you straight answers.Will shares lessons from starting three tech businesses, the trap of chasing booths and paid ads, and why showing up as a founder is still the best visibility strategy out there.Why listen:→ Learn how Graytitude is modernizing mainframes and building a new AI platform→ Hear practical tactics for forming channel partnerships→ Get honest insights on founder mistakes and growth lessonsLinks:Gary Lafferty: growthfocus.io | LinkedInWill Mazola: graytitude.com | LinkedIn

Gary Lafferty sits down with David Slavich, co-founder of iCustomer, to explore how tech founders can break early-stage revenue ceilings by combining data-driven decision-making with creative go-to-market strategies.If you’re a founder or CEO of a tech consultancy, SaaS company, or enterprise IT firm, this episode will give you actionable insights into:Pivoting products to unlock new marketsLeveraging LinkedIn content that actually generates interestScaling smarter with decision intelligence platformsOvercoming founder bottlenecks and avoiding the “Field of Dreams” trapWhy Listen:Discover how real-world experience across finance, global infrastructure, and tech startups led David to create a composable decision intelligence platform that transforms complex data into actionable growth strategies.Key Links:Gary Lafferty: growthfocus.io | LinkedInDavid Slavich & iCustomer: iCustomer.ai | Email: david@icustomer.aiListen, learn, and turn conversations into clients with The Growth Focus Podcast.

Want to grow your tech consultancy to multi-7 figures without hiring a huge team? Isaac Hicks shares how he uses AI workflow automation, smart networking, and small speaking gigs to drive real growth.Summary:In this episode of The Growth Focus Podcast, Gary Lafferty speaks with Isaac Hicks, CEO of Autonomy, about how tech founders can:Streamline operations with AI to free up 30–40% of wasted timeBuild meaningful LinkedIn relationships that generate warm leadsAvoid the $2M to $5M growth plateau caused by operational chaosTurn conversations and small networking events into high-value clientsIf you’re a founder or CEO of a tech consultancy aiming to scale with fewer headaches and higher profits, this episode will show you the roadmap.Key Takeaways:Focus on automating proven, working processes onlyRelationship-first outreach outperforms cold sellingSmaller, paid networking events deliver higher ROI than vanity stagesPayroll inefficiencies are often the hidden growth killerLinks & Resources:Guest: Isaac Hicks – LinkedIn | AutonomyHost: Gary Lafferty – GrowthFocus.io | LinkedIn