The Growth Focus Podcast

Why Founders Who Say Yes to Everything Stop Growing: The Enterprise Discipline Gap | Sean Miles

Most founders think growth stalls because they're not selling enough. Sean Miles built RGX — a two-sided marketplace for enterprise asset disposition — landed AT&T as a client, tripled revenue, then deliberately hit the brakes. Not because things weren't working. Because they were working too well, and the infrastructure underneath couldn't hold the weight. That decision — to flatline intentionally, rebuild the platform, and absorb the short-term cost — is one the vast majority of founders in any sector won't make. They'll keep pushing deals through a system that can't deliver them, and wonder why churn follows growth like a shadow. Sean has 25 years in sales and built RGX from a cold idea into an enterprise platform handling multi-site asset disposition for some of the largest organisations in North America. He coined the term "enterprise asset disposition" deliberately, because language shapes what buyers think is possible. He evolved from pure SaaS self-serve to hybrid managed services to a sell-through white-label model — not because it was the plan, but because the market kept telling him what it wanted and he listened. In this conversation: what it actually takes to land and keep enterprise clients, how to pilot without giving everything away, when to say no (and why most founders are still struggling with it), and the $15M deal that didn't land on schedule and what it taught him about time-boxing every pipeline opportunity — even the ones that look like slam dunks. If you're running a tech business and your pipeline feels healthy on paper but fragile underneath, this is the conversation to have. 00:00 — Introduction: Sean Miles and RGX 02:25 — Why language matters: coining "enterprise asset disposition" 04:44 — Landing AT&T as a first major client through pilots and relationships 07:32 — The water balloon pipeline: managing growth pressure without breaking delivery 09:37 — Land and expand vs. freemium: what actually works with enterprise clients 11:38 — How the marketplace evolved: from self-serve SaaS to managed services 13:38 — Pivoting from sell-to to sell-through: the white-label opportunity 15:43 — Tripling revenue then flatlineing deliberately: the rebuild decision 18:30 — The MVP reality: selling before you've built it and the delivery gap 20:06 — When sales outpaces delivery: what that costs you 22:12 — Learning to say no: the discipline most founders are still lacking 25:00 — The $15M deal that didn't land: time-boxing your pipeline 27:29 — What most founders in the e-waste space are getting wrong 29:07 — Where to find Sean Miles Sean Miles Co-Founder and CEO, Recycle GX (RGX) Website: recycledgx.com Email: sean@recycledgx.com [sean@recycledgx.com] LinkedIn: https://www.linkedin.com/in/sean-miles-5717952/ Gary Lafferty LinkedIn: https://www.linkedin.com/in/growthfocus/ [https://www.linkedin.com/in/growthfocus/] Website: growthfocus.io =============================== BOOK YOUR REVENUE LEAK AUDIT IN 30 MINUTES, YOU WILL FIND OUT EXACTLY WHERE THE HOLES ARE IN YOUR REVENUE AND HOW TO FIX THEM. GROWTHFOCUS.IO/REVENUE_LEAK_AUDIT SEO KEYWORDS Primary: enterprise asset disposition, B2B SaaS growth, e-waste marketplace, founder-led sales Secondary: enterprise sales cycles, pilot strategy, marketplace business model, revenue scaling, sell-through model HASHTAGS #B2BTech #FounderGrowth #EnterpriseSales #GrowthFocus #CircularEconomy

The End User Gap: What Tech Founders Get Wrong | Courtney Poulos |

There is a gap that sits quietly inside most tech products. It is not a feature gap or a funding gap. It is the gap between the user you pitched and the user who actually shows up. Courtney Poulos has been a real estate broker for over two decades. She runs Acme Real Estate in Los Angeles and Acme Florida in Orlando. She has also become one of the most honest and direct testers of PropTech products in her industry - reviewing platforms publicly, giving founders unfiltered feedback, and watching what breaks when theory meets the actual working day of a professional in the field. This conversation is not about real estate. It is about what happens when a founder builds a product for the person they imagined rather than the person who will use it. It is about the IKEA effect, the way proximity to a problem warps how clearly you can see the solution you have built. And it is about what AI actually costs a business when the quality control sits with the human operator, not the platform. If you run a tech business and you have ever wondered why churn comes earlier than the numbers predicted, or why "user friendly" is the most expensive phrase in your product documentation, this episode gives you the answer from someone sitting on the other side of the sale. 00:00 — Introduction: Who Courtney Poulos is and why her perspective matters to tech founders 01:35 — What 21 years across a disrupted industry actually teaches you about business survival 03:55 — The competitive reality: being out-teched while you are still building 05:50 — Why most PropTech is not informed by the people it is supposed to serve 07:20 — The Real Estate AI Coach channel and what honest product testing reveals 08:42 — How rare it is for a founder to actually respond to criticism and what that tells you 10:07 — Why Perplexity is replacing specialist platforms and what that means for your moat 10:31 — The holistic approach: sitting with the user for a full working day before you write a line of code 11:31 — The pitch deck user versus the actual user — a live example from the dot-com era 13:36 — The VC-driven AI bolt-on problem: what it costs when AI is added without accountability 15:02 — AI hallucination in regulated industries and the liability gap nobody has solved 16:30 — Is AI actually saving time or creating a new layer of quality control? 17:48 — Why some buyers respond better to an AI voice than a human one — and what that means 18:36 — Where AI integration genuinely works and where it is still being oversold 20:28 — The fireplace analogy: why AI is making human expertise more valuable, not less 21:47 — The case for keeping the human in the loop — and what happens when you do not 25:28 — What the best PropTech products are getting right that most are still missing 27:00 — AI and fiduciary responsibility: who is accountable when the consumer loses? 29:14 — The one thing tech founders consistently get wrong about their end user 30:37 — Why human customer service is still the most underrated retention tool in tech Guest contact Courtney Poulos — Broker Owner, Acme Real Estate Instagram: instagram.com/theclosedcloses YouTube: youtube.com/@AcmeRealEstate Real Estate AI Coach Channel: youtube.com/@AcmeRealEstate Host contact Gary Lafferty — Growth Focus Partnerships LinkedIn: linkedin.com/in/garylafferty Website: growthfocus.io =============================== BOOK YOUR REVENUE LEAK AUDIT IN 30 MINUTES, YOU WILL FIND OUT EXACTLY WHERE THE HOLES ARE IN YOUR REVENUE AND HOW TO FIX THEM. WWW.GROWTHFOCUS.IO/REVENUE_LEAK_AUDIT Hashtags: #GrowthFocus #TechFounders #PropTech #AIinBusiness #ProductMarketFit

Why Your Partners Aren't Selling For You (And the Fix That Actually Works) | Missy Trumpler

Most IT services companies trying to grow through partnerships hit the same wall. The partners are on board, the reseller agreements are signed, and nothing moves. Missy Trumpler, CEO of Agile AI Labs, built her growth engine almost entirely through IT services channel partnerships -- and she knows exactly why most of them fail. The answer is not a better partner programme. It is not better sales enablement materials. It is making the partner use the product themselves before they sell it to a single customer. If they do not own the knives, they cannot sell the knives. That one shift is what turned Agile AI Labs from a company with partners into a company with a channel that actually produces. This episode covers how she got there -- and the harder growth problem underneath it. Her company solves a problem the software industry has normalised so completely that buyers feel genuine shame admitting it exists. Getting a prospect to acknowledge a problem they have quietly decided to live with is one of the most difficult sales and positioning challenges any B2B tech founder faces. Missy has found a way in. What is in this for you: How to land your first real partners. Not warm contacts who agree to resell, but partners who use what you built, understand it from the inside, and can speak to it honestly in front of their own customers. Why most partnerships fail even when both sides want them to work. The problem is almost never the relationship. It is that the partner is selling from the brochure rather than from experience. How to sell into a problem your buyer has normalised. The conversation does not open in the first meeting. It opens about 20 minutes in, once the shame fades. Understanding why -- and how to get there faster -- applies to anyone selling a product that solves a problem the market has quietly accepted as the cost of doing business. What AI is actually doing inside software development teams -- and why plugging it into a broken process makes the damage arrive faster rather than fixing anything. The one piece of advice for IT and MSP leaders heading into the next quarter. Agile AI Labs: agileailabs.com LinkedIn: https://www.linkedin.com/in/missy-trumpler-08779611/ Gary Lafferty | Growth Focus Partnerships Find out where your growth gap sits: https://growthfocus.io/revenue_leak_audit [https://growthfocus.io/revenue_leak_audit] LinkedIn: https://www.linkedin.com/in/growthfocus/ [https://www.linkedin.com/in/growthfocus/]

Why WeWork Failed and What the Next Generation of Flexible Workspace Gets Right | Alex Passler

WeWork changed the industry. Then it nearly destroyed it. Alex Passler spent 30 years inside Regus, CBRE, and WeWork — and left to build the thing they all got wrong. WeWork changed the flexible workspace industry forever. It made co-working a household concept, built community into the office, and grew faster than almost any real estate business in history. Then it collapsed. Alex Passler watched all of it from the inside — at Regus, CBRE, and WeWork — and in 2021 he walked away from the corporate world to build Valest: a hospitality-driven co-working business that works the way the hotel industry has operated for decades. The model is different by design. Instead of signing long leases and betting on arbitrage, Valest partners with landlords on management agreements — sharing upside, removing lease liability, and aligning incentives from day one. It means slower growth than some investors would like. Alex is fine with that. In this conversation, Alex breaks down what WeWork genuinely got right (the community model, the cultural shift, the industry legitimacy it created), what it got catastrophically wrong (the lease risk, the growth-at-all-costs mentality), and how he's built Valest to take the good and leave the bad. What makes this conversation worth your time is that Alex thinks about growth the way very few founders do. He built his CRM, accounting systems, and tech infrastructure for the company he wants to be in five years — not the company he is today. He turned down deals because they were the wrong landlords. He resisted occupancy targets because launch discounts are almost impossible to unwind. And he hired an operator to run the business the day he admitted he didn't know how to do it himself. This is a founder who has watched what happens when you move too fast, and made a deliberate choice to do the opposite. Key points from this episode: The management agreement model: why aligning with landlords rather than taking lease risk is more resilient in any market downturn, and why very few operators have made the switch. Why WeWork was right about community and wrong about leases: the industry needed WeWork to exist. It didn't need to grow the way it did. The flight to quality in office space: companies are reducing their footprint but demanding more from what remains. Smaller, better, premium — and a gym is no longer optional. Hospitality as a competitive edge: knowing what a client needs before they ask for it. Not coffees and croissants. Actually understanding the person who walks through the door every morning. Building infrastructure ahead of growth: why switching CRM systems in a 500-person company is a six-month disruption — and how to avoid ever having to do it. The one thing Alex says he got wrong: ignoring marketing until the product was already built. If no one knows about it, it doesn't matter how good it is. If you're building something in flexible workspace, commercial real estate, or any capital-intensive business where lease risk and investor pressure are both live problems, this one is worth 30 minutes of your time. - CONNECT WITH ALEX -- Website: https://vallist.com/ LinkedIn: https://www.linkedin.com/in/alexpaessler/ Email: alex@vallist.com - - THE GROWTH FOCUS PODCAST -- Hosted by Gary Lafferty | Growth Focus Partnerships Listen on Spotify, Apple Podcasts, and YouTube If you want to find out where your revenue gap actually sits get your complimentary Revenue Leak Audit: https://growthfocus.io/revenue_leak_audit

Why Your Personal Brand Will Outperform Your Business Brand in an AI World | Alex Whitelaw | Growth Focus Podcast

Richard Branson has millions of personal followers. Virgin has hundreds of thousands. That gap is not a coincidence — and it is sitting between most founders and the growth they want right now. Richard Branson's personal following dwarfs his company's. Alex Whitelaw noticed that gap and built his business around it. In this episode, Gary Lafferty sits down with Alex — former construction operations director, now AI consultant and founder — to talk about what it actually takes to grow an SME in a world full of AI-generated noise, fragmented tech stacks, and founders who are still hiding behind their business brand. Alex made the move from 25 years in construction operations to partnering with Valenta, a global UiPath automation provider, and now runs AI literacy training and consultancy for SMEs. His argument: the technology is the easy part. The visibility problem is what is actually holding most founders back. What you will hear in this episode: * Why most businesses do not have a growth problem — they have a fragmentation problem. Different departments running different software that does not talk to each other, and the hidden cost that creates. * The authenticity gap. In a world where nobody knows what is real and what is AI-generated, being a genuine human on camera is becoming a competitive advantage — not a nice to have. * Personal brand versus business brand. Alex breaks down why your personal following will almost always outperform your company page, and what most founders are getting wrong by staying invisible. * What actually happened when Alex stopped posting AI-generated images and started recording himself straight after client meetings. The shift in traction was not gradual. * The five-day content plan for founders who know they should be doing video but keep finding reasons not to. * Why AI is creating jobs in sectors people assumed it would replace — and the specific work Alex is doing in construction and with job seekers through his Basecamp literacy platform. * The seven-touch reality. By the time someone contacts you, they have already watched your content, visited your page, and mostly made up their mind. The question is whether you gave them anything to watch. Key takeaway: Founders who are hiding behind a business logo are becoming invisible at exactly the moment when being visible is cheapest and easiest it has ever been. Connect with Alex Whitelaw: LinkedIn: https://www.linkedin.com/company/nexusmind-ai-consultancy/ About Growth Focus Partnerships: Gary Lafferty works with MSP owners, VAR and IT leaders, and B2B tech companies whose revenue should be further ahead than it is. The Revenue Leak Audit is a 30-minute no-pitch conversation. Book it at https://growthfocus.io/revenue_leak_audit TIMESTAMPS 00:00 — Introduction and Alex's background: from apprentice to board-level in construction 01:44 — Why operations experience translates across every industry 02:35 — The moment Alex decided to leave construction and move into tech and AI 04:32 — Why AI feels complicated when it does not have to be 05:12 — The hardest personal shift when moving into entrepreneurship 07:19 — What founders actually come to Alex with when they first reach out 10:26 — What is working for Alex right now to generate leads and conversations 13:42 — The authenticity gap on LinkedIn and why AI slop is making it worse 15:30 — What Alex tried that did not work: magazine advertising, static images, and the lessons 17:13 — Why video content has replaced thousands of pounds of production cost 18:28 — How to stand out when everyone is producing the same content 19:50 — How Alex converted his scrolling time into learning time 21:51 — Where AI adoption actually sits on the curve right now 22:39 — Practical advice for founders who want to do video but keep avoiding it 24:43 — Quick-fire round: five questions 25:35 — The biggest myth about growing a business with AI 27:16 — AI literacy for job seekers: the Basecamp project 28:02 — What founders consistently underestimate about business growth 29:05 — The one growth channel that deserves more attention 29:57 — The one growth tactic founders should probably stop doing 31:01 — Final takeaway: be original, tell your story, put yourself out there