Founder to Founder

Why B2B founders should focus on selling the product before building it | Jonathon Barkl (AirGarage)

Join Daryna Kulya as she sits down with Jonathon Barkl, Co-Founder and CEO of AirGarage. Jonathon dropped out of college to start AirGarage with 2 friends. 6 years later, AirGarage has scaled to 300+ parking lots in over 37+ states. They are backed by world-class investors like a16z and Floodgate and are serving hundreds of thousands of drivers every month. Jonathon shared the founding story of AirGarage, how early customers shaped their product, their big pivot, founder-led sales, and non-conventional hiring advice. Jonathon gave tactical tips that founders can use to get their first customers.  If you’re looking to get better at early-stage sales, this episode is a must listen. ‍ Timestamps (00:00) Episode highlight (00:36) Intro to Jonathon + episode summary (03:29) Applying the Great Filter Theory and Fermi Paradox to startups (05:51) Jonathon’s path to entrepreneurship (09:38) The inception of AirGarage (12:55) Jonathon on why fast feedback loops drive founders (15:00) What physics teaches founders (18:32) How to get customers by creatively doing things that don’t scale (29:37) Lessons from AirGarage’s first pivot (39:18) Why founders need to sell the product before building it (41:43) How founder-led sales became the core pillar of AirGarage (53:42) AirGarage’s big pivot and how they handled it (1:06:04) Lessons on hiring and scaling a startup (1:18:19) The proven formula on how to build what customers want (1:28:18) Jonathon’s one piece of advice to founders  This is a series featuring real stories behind building a company. Expect candid conversations with fellow entrepreneurs who’ve experienced everything from wild highs to “can-we-survive-this” lows. In each episode, Daryna and her guests share their journeys, lessons learned, and the insights that made all the difference. Whether you're an aspiring entrepreneur or a seasoned founder, there's something here for everyone.  To learn about Jonathon ▷ Twitter: https://x.com/jonathonbarkl [https://x.com/jonathonbarkl] ▷ LinkedIn: https://www.linkedin.com/in/jonathonbarkl/ [https://www.linkedin.com/in/jonathonbarkl/] ▷ AirGarage website: www.airagarage.com [http://www.airagarage.com] If you enjoyed this episode, please subscribe to "Founder to Founder" and leave us a review on Apple Podcasts [https://podcasts.apple.com/us/podcast/founder-to-founder/id1754281074], or Spotify [https://open.spotify.com/show/5DhNZKF8MMnmRvjkkVYFH1]. We really appreciate it.

How to grow through the power of community | Sarah Hardy (Bobbie)

Join Daryna Kulya as she interviews Sarah Hardy, Co-Founder of Bobbie, in a conversation that cuts to the heart of what it means to build a mission-driven company. Sarah shares how Bobbie created a strong community even before launching their product. She recounts the extraordinary lengths Bobbie went to support customers, including Uber-ing cans of formula to their subscribers, demonstrating their unwavering commitment to customer care. Sarah also discusses the tough, unconventional decision to pause new sign-ups during the national formula shortage to prioritize existing subscribers—an unheard-of move that showcased their brand’s integrity.  From setting early company values to testifying before Congress, Sarah’s journey is packed with practical insights and powerful lessons on community, resilience, and staying true to your mission. This episode is a must-listen for any founder looking to build a company with heart and purpose.  In this episode, you’ll learn about: * The value of building a community before you have a product * The importance of doing things that don’t scale to meet customer needs * How actions during a crisis can define your brand and build customer loyalty * The significance of setting company values early and sticking to them * Insights into navigating the challenges of scaling a mission-driven company * The impact of advocacy work and engaging with public policy Timestamps: (0:00) Intro  (01:31) Sarah’s background and experience at Airbnb  (04:14) Joining Airbnb post Series B during the time of rapid growth (05:54) Lessons from Airbnb's focus on company culture and values  (09:30) Sarah’s transition from Airbnb to Bobbie  (16:42) How Bobbie built a community before having a product  (24:14) Uber-ing cans to subscribers  (28:40) Pausing signups during the national formula shortage  (36:54) Bobbie’s advocacy work and Sarah’s experience testifying before Congress  (39:38) Open sourcing Bobbie’s paid leave policy  (44:17) Advice for founders looking to build a mission-driven company  Referenced: https://www.hibobbie.com/ https://www.instagram.com/bobbie/ www.openphone.com

What John Andrew Entwistle, Founder of Wander is Doing Differently as a Second-Time Founder

Daryna interviews John Andrew Entwistle, Founder and CEO of Wander. John Andrew shares his journey from launching his first business at 13 to founding Wander after a successful venture with Coder. Influenced by his hardworking single father, he emphasizes the importance of a strong work ethic and resilience. John Andrew discusses the challenges of building Wander, maintaining a clear vision, and making tough decisions. He highlights Wander's innovative use of AI and automation to enhance customer experiences and streamline operations. He also shares insights into their market validation strategy through paid founding memberships. His passion for delivering exceptional travel experiences and his forward-thinking vision underscore his commitment to innovation and growth. In this episode, you’ll learn about: * John Andrew’s journey from Coder to Wander and what he's doing differently as a second-time founder * How Wander combines luxury and comfort to deliver a six-star experience, thus creating the Wander experience. * The importance of pre-mortems and market validation in scaling a startup. * How integrating AI and maintaining high standards ensures customer satisfaction. * The role of content creation and multi-channel marketing in driving Wander’s growth. * How to maintain velocity as your company grows. Timestamps: (0:00) Daryna Kulya introduces the podcast and John Andrew Entwistle (1:07) John Andrew's background and early companies (5:37) Early stages of Coder (7:14) Transition from project to company (9:44) Breakthrough moments and critical challenges (12:49) Overcoming financial challenges and securing funding (17:37) Transition from Coder to Wander and immediate steps (18:15) Inception of Wander (24:36) The original idea and evolution of Wander (28:27) Hedging progress and running multiple paths (30:04) Building a great team and early validation (34:17) Marketing strategies and channels (36:47) The importance of content creation and influencer marketing (40:29) Effective marketing strategies and customer acquisition (42:44) Role of AI in enhancing customer experience (47:05) Innovations and customer delight at Wander (50:03) Balancing perfection and scalability (52:32) Simplifying operations while maintaining high standards (54:23) Execution and velocity as a founder's superpower (58:38) Avoiding busy work and focusing on productivity (59:16) Cultural alignment and hiring practices (1:03:21) Differences between first-time and second-time founders (1:06:26) Changes in hiring philosophy and focusing on ethics (1:08:31) Effective interviewing and direct questions (1:09:48) Honest communication during the hiring process