The Startup Metrics Most Founders Get Wrong, with Arman Zand

The Startup Metrics Most Founders Get Wrong, with Arman Zand

In this episode of The SoCal Edge, Art Dicker sits down with longtime friend and fractional CFO Arman Zand to discuss the financial realities behind startup growth, fundraising, and scaling. Drawing on nearly three decades of experience working with venture-backed startups, Arman shares the mistakes founders repeatedly make, what investors actually care about, and why storytelling remains one of the most important skills a CEO can develop. Arman explains why commonly cited metrics like burn rate, customer acquisition cost, and gross margin are often misunderstood or calculated incorrectly. He also provides an insider's perspective on how venture capital firms evaluate opportunities, why VC fund life matters more than most founders realize, and how today's investors have shifted from "growth at all costs" to capital efficiency. The conversation also explores the impact of AI on startup investing, lessons from difficult layoff decisions, the dangers of "bad revenue," and practical advice for founders trying to scale responsibly. Throughout the discussion, Arman emphasizes disciplined hiring, financial clarity, and understanding the true drivers of business performance in the eyes of investors. Reach out to Arman: https://www.linkedin.com/in/arman/

Why Founders Leave Millions on the Table When Selling Their Company

In this episode of SoCal Edge, we sit down with technology and business transformation leaders Elisa Henry and Allen Kim to explore what founders should really be doing 18–24 months before trying to sell their company. Drawing on decades of experience in technology, AI, product management, and operational scaling, Elisa and Allen explain why many founders leave millions on the table during an acquisition process — often because the business is too dependent on the founder, lacks scalable systems, or has hidden technical and operational debt. The conversation dives into what sophisticated buyers and private equity firms are actually looking for during due diligence, including: * Why “service businesses disguised as product companies” often receive dramatically lower valuations * How recurring revenue and customer stickiness can significantly increase multiples * The role of technical debt, legacy systems, and AI in modern M&A preparation * Why documenting processes and building a strong data room early can make or break a deal * How founders can reduce dependency on themselves before an exit * The importance of leadership development and aligning employee incentives during a sale process * How AI tools are accelerating due diligence and exposing operational weaknesses faster than ever before * Common mistakes founders make when trying to prepare for an acquisition too late Elisa and Allen also share practical insights from working alongside founders through emotionally difficult transitions, helping companies move from founder-led organizations into scalable, acquisition-ready businesses. If you’re a founder, executive, investor, or advisor thinking about growth, scalability, or eventual exit planning, this episode offers a highly practical look inside the realities of preparing a company for sale. #podcast #business #startup #AI #MandA #founders #technology #privateequity #entrepreneurship #SoCalEdge Connect with Elisa and Allen: https://www.linkedin.com/in/henryelisa/https://www.linkedin.com/in/allenwkim/

Rethinking Breast Cancer Treatment, with MeCo Diagnostics CEO Adam Watson

In this episode of SoCal Edge, we sit down with Adam Watson, co-founder and CEO of MeCo Diagnostics, a San Diego-based biotech startup developing the only clinically validated biomarker test designed to match breast cancer patients with anti-fibrotic therapy. Adam shares the remarkable journey from cancer biology PhD student to startup founder, explaining how his dissertation research evolved into a venture-backed company aiming to unlock what he describes as a “seventh modality” of breast cancer treatment. The conversation explores how MeCo Diagnostics is taking an unconventional approach to oncology by repurposing existing anti-fibrotic drugs rather than developing entirely new therapies — with the potential to dramatically reduce both cancer recurrence and treatment costs. We also dive into: * Why the economics of cancer treatment are becoming unsustainable * The challenges of fundraising as a diagnostics company * How biotech founders tailor pitches differently for VCs, angels, and family offices * The realities of leaving academia and becoming a first-time CEO * Lessons learned from building a biotech startup with limited capital * The role EvoNexus and the San Diego biotech ecosystem played in the company’s growth * Founder loneliness, impostor syndrome, and the pressures of startup life * Why Adam believes many people underestimate how difficult entrepreneurship really is This episode offers a candid look at the intersection of biotech innovation, healthcare economics, and startup building — from someone trying to fundamentally rethink how cancer care is delivered. Reach out to Adam: https://www.linkedin.com/in/adam-watson-phd/

Healthcare AI Beyond the Demo: Trust, Workflow, and the Future of Digital Health

In this episode of SoCal Edge, we sit down with Sunny Webb, a veteran AI product leader with more than 30 patents and deep experience across Apple, Pager Health, and healthcare AI standards, alongside Wei Li Tan, partner at Informed Ventures focused on early-stage digital health. Together, we unpack one of the biggest questions inhealthcare today: what actually happens after the AI demo ends? From clinical workflows and trust frameworks to investorexpectations, data moats, go-to-market strategy, and the future of payer and pharma AI, this conversation goes beyond the hype and gets into what it really takes to build scalable AI products in healthcare. Whether you’re a founder, investor, operator, or simply interested in where healthcare technology is headed, this episode offers a sharp look at the opportunities and risks shaping the next wave of digital health innovation.

Investing in Large San Diego Real Estate Deals | Sumeet Parekh

In this episode of The SoCal Edge, Art Dicker and co-host Alessandro Rinaldi sit down with Sumeet Parekh, founder and managing partner of HP Investors, to discuss the current state of the San Diego commercial real estate market. Sumeet shares insights from his background in investment banking and private equity, including how those experiences shaped his approach to real estate investing. The conversation dives into how data drives investment decisions, how market trends are shifting across San Diego, and why location-focused strategies can outperform broader approaches. They also explore the impact of interest rates, the challenges facing commercial real estate post-COVID, the role of AI in the industry, and what’s really happening in downtown San Diego today — including why now may be the time to start leaning back in. 00:00 – Introduction to Sumeet Parekh and HP Investors 02:00 – Lessons from investment banking and private equity 04:00 – How data drives real estate investment decisions 07:00 – Balancing risk, diversification, and local market focus 10:00 – The current impact of AI on real estate 12:00 – How real estate deals are sourced and executed 15:00 – The state of commercial real estate and capital markets 18:00 – What’s happening in downtown San Diego today 20:00 – The future of San Diego real estate and development strategy About the Podcast The SoCal Edge features conversations with founders, investors, and operators shaping the business and technology landscape across Southern California.