50 Customers, One US Patent, and a Tool That Plays Nice (Stephen Franklin)

Why AI Data Centers Could Break the U.S. Power Grid | Michael Parrella

AI data centers are hitting the U.S. power grid like five-gigawatt toasters — and unlike Bitcoin, that demand can never be switched off.In this episode, I sit down with Michael Parrella, CEO of ennrgy.com, about an existential moment most founders recognize but few talk about honestly: learning your largest customer is walking out the door. Michael returned as CEO of ennrgy in late 2024, and within weeks he learned they were about to lose their biggest account to a cheaper, more modern competitor. He didn't discount his way out. His team stopped defending the old product and asked one question: what do energy operators actually need? The answer — give them the decision first, the supporting data second — became the foundation of a rebuilt company. By December they had reacquired his old firm SoftSmiths and folded it in. What started as a near-death experience became the product strategy.Michael also breaks down what he calls the five-gigawatt toaster problem: AI data centers are plugging enormous, uncurtailable demand into a grid that was never built for it. He explains the fragmented reality of U.S. energy markets, why some jurisdictions are already requiring data centers to build their own power supply, why AI demand is fundamentally different from Bitcoin demand, and what it will take to prevent AI growth from crushing the energy infrastructure it runs on.Timestamps:00:01 — Welcome and intro01:01 — Career arc: from energy CEO to Chief Strategy Officer and back02:59 — The moment they learned they were losing their largest customer03:55 — How the team rebuilt the product around decision-first thinking05:11 — What ennrgy AI does: forecasting, pricing, settlements06:36 — Inverting the pyramid: decision at the top, data underneath10:05 — AI data centers and the electricity demand surge12:07 — The five-gigawatt toaster problem explained13:06 — Why AI demand cannot be curtailed the way Bitcoin demand can14:06 — Can we physically build enough power supply fast enough?15:28 — Being an ostrich doesn't work: what must be done16:19 — Parting words: existential moments create your best momentsConnect with Michael Parrella:LinkedIn: https://www.linkedin.com/in/mikeparrella/Company: https://www.ennrgy.aiSubscribe to We Built It Because We Had To on Spotify, Apple Podcasts, and YouTube. Follow Artesian Network for more conversations with the founders and operators who built their companies the hard way. https://www.webuiltitbecausewehadto.com

Inside the 64 Billion Identity Breach Data Lake — Andres Andreu, CEO of Constella Intelligence

Andres Andreu sits on one of the richest datasets in cybersecurity — nearly 64 billion breached identities — and for years growth still stalled. The problem was never the data. It was who Constella was selling it to. In this episode of We Built It Because We Had To, Andres Andreu, CEO of Constella Intelligence, walks through the breach-data lake his company has amassed over 16-plus years and how it now feeds OEM cybersecurity vendors like Norton LifeLock and intelligence agencies across Europe, including Europol. You'll hear how a single ICP mistake — pitching CISOs who had no team to operationalize the data — held the company back, and how the shift to an OEM model drove 17% revenue growth in a single year. Andres also traces his arc from building federal law enforcement wiretap systems in the 1990s, to taking Bayshore Networks from employee number three to exit in 2021, to stepping into the CEO seat at Constella just six months after joining as COO. Along the way he shares the "fail fast" moment that forced his team to scrap part of their product and build a machine learning engine that earned an internationally granted patent — and saved the company. If you're a founder or operator wrestling with product-market fit, ICP, or when to kill what you've built, this one is for you. Chapters 00:00 What Constella Intelligence actually does 03:09 Why passwords barely change over 15 years 04:34 Inside the 24/7 breach-hunting program 05:18 Two ICPs: OEM vendors and intelligence agencies 05:47 From 90s federal wiretap systems to founding Bayshore Networks 09:20 The ICP mistake: selling to CISOs who couldn't use the data 10:25 OEM partners: Norton LifeLock, Europol, and beyond 13:07 "My vendor has 17 billion identities." "I have 64." 15:38 The fail-fast moment that led to a patent — and saved the company 19:13 What's driving growth now: customer-driven APIs and ICP focus About the guest Andres Andreu is the CEO of Constella Intelligence, a cyber-intelligence company operating one of the world's largest breach-data lakes. He brings 33 years in cybersecurity, from federal law enforcement to a 2021 startup exit with Bayshore Networks, and is the author of an internationally granted machine learning patent. Connect with Andres: https://www.linkedin.com/in/andresandreu/ Learn more about Constella Intelligence: https://constella.ai/ Subscribe to We Built It Because We Had To for new founder stories every Tuesday and Thursday. Hosted by Jonathan Buckley of The Artesian Network — fractional CMO guidance for early-stage tech founders. Learn more at https://www.artesiannetwork.com

Exploitation Validation: Beyond Blinking Red Dots (Karen Nguyen)

Most companies build their front door out of glass — and the guard dog is asleep all day.That's how Karen Nguyen describes the security gap her company exists to close. In this episode, Karen — co-founder and CEO of OFFENSAI — joins Jonathan Buckley on the morning she launched v2 of her autonomous cybersecurity platform. We get into what "exploitation validation" actually means and why it's not just another vulnerability scanner, how she's funding the company with paying customers and pre-seed angels instead of chasing a bloated Series A, and the over-hiring failure that taught her the most honest lesson we've had on the show: undershoot or overshoot, and nobody wins — land exactly where you said you would. It's a candid conversation about building lean, selling to skeptical CISOs, and the discipline of capacity planning in a market drunk on nine-figure rounds.What you'll learn:- Why "blinking red dots everywhere" is a noise problem, and how attack-chain validation cuts through it- How to run product-led growth in a category where CISOs say no to PLG by default- The case for paying customers over a giant Series A, and when institutional money actually helps- How an over-hire cycle right before the bubble burst reshaped how Karen plans capacity- What 15 years in startup go-to-market taught her about handling fundraising rejectionTimestamps:(00:00) Meet Karen Nguyen and OFFENSAI's v2 launch day(01:55) From immigrant kid to 15 years in startup go-to-market(03:29) Female founders, fundraising, and not taking "no" personally(06:47) Pre-seed angels and the trust behind early funding(07:51) Bootstrapping vs. a Series A market gone inflationary(09:51) Building a lean go-to-market system(12:00) PLG for CISOs: getting to value in the first 15 minutes(14:35) Exploitation validation and the "front door of glass"(16:38) Defying the odds: the first-generation immigrant arc(20:06) The over-hire failure right before the bubble burst(24:11) Capacity planning and "Build It. Test It. Prove It."(26:41) Why a nine-figure Series A sets a trapAbout the guest:Karen Nguyen is co-founder and CEO of OFFENSAI, an AI-powered cloud security testing platform built around autonomous red teaming and continuous exploitation validation. She spent 15 years in startup go-to-market and eight years selling cybersecurity to CISOs before co-founding the company.Connect with Karen Nguyen: https://www.linkedin.com/in/knguyen4/OFFENSAI: https://www.offensai.comWe Built It Because We Had To is hosted by Jonathan Buckley, fractional CMO at The Artesian Network. New founder stories every Tuesday and Thursday — subscribe so you never miss one. Learn more at https://www.artesiannetwork.com

The 272-Day B2B Sales Cycle (Nick Turner)

The B2B sales cycle just hit 272 days. That is not friction. That is a buying committee with a new veto holder back at the table.In this episode of We Built It Because We Had To, I sit down with Nick Turner, CEO of Dreamdata, the Copenhagen-founded B2B revenue attribution platform that closed a $55M Series B in October. Nick spent twenty years in MarTech sales before joining Dreamdata as CRO to open the US market, and recently stepped into the CEO seat. We get into the counter-intuitive move that preceded the round — narrowing the ICP and the user persona instead of broadening it — and what Dreamdata's latest LinkedIn benchmark data is telling us about how B2B buying actually works in 2026.You will learn why the average B2B sales cycle stretched from roughly 205 days a year ago to 272 days today, why finance teams are reasserting veto power inside the buyer, why roughly eight different people are active in every account every week, and why Nick cut the Dreamdata product roadmap to six months in an Anthropic-funded world where assumptions expire fast. Nick explains why his North Star metric is the tenure of the CMO who uses the platform, and why you should never ask a marketer to manufacture demand for a deal that has to close this quarter. He closes with three lessons that shaped his path: you are a product of your failures more than your successes, all you need is one yes (he pitched 74 investors to close the round), and know yourself — he once joined a pre-revenue company and fell flat because scaling, not zero-to-one, was his game.If you run revenue, sit in the CMO chair, or own a number that depends on a buying committee saying yes, this one is for you.GuestNick Turner — Chief Executive Officer, DreamdataLinkedIn: https://www.linkedin.com/in/cnickturner/Company: https://dreamdata.ioAbout the showWe Built It Because We Had To is a podcast about early-stage tech founders, the spark behind what they built, and the journey to make it exist. Hosted by Jonathan Buckley of The Artesian Network, where we have helped founders scale companies and have seen more than half of our clients reach an IPO or acquisition.Subscribe wherever you listen, follow the show on YouTube for the full video, and learn more at https://artesiannetwork.com.— Jonathan Buckley, The Artesian Network

The AI Pushing Back on Insurance Denials (Michael Riley of Gabeo.ai)

On his fourth B2B SaaS company, Michael Riley walked into the most crowded corner of healthcare tech — claim denials — and walked right back out. He pivoted Gabeo.ai into a niche almost no one was working: claim write-offs, the revenue hospitals and provider groups have already given up on. In the first 90 days at a large Midwest hospital group, his agentic AI layer pulled back $1.2 million.In this episode of We Built It Because We Had To, Michael and host Jonathan W. Buckley get into the mechanics of finding a niche inside a saturated market, the two-product strategy at Gabeo (Zoey for fee-for-service, Aria for value-based care), and why value-based care flips the economic incentives of US healthcare. Michael walks through how their AI agents cut through hundreds of pages of contract language that "you'd need a team of lawyers and months to decode."Then they rewind to his arc — learning to program at seven, co-founding Simple Post, surviving a year of failure-after-failure at Funnl before landing on an analytics product that got acquired. Michael gets candid about a 45x-ROI pilot he renegotiated DOWN to a fairer 5-10x, why his entire GTM at Gabeo is warm intros (no paid ads, no sales team), and the single biggest tell that you've actually hit product-market fit: the body language in the room.What you'll hear:- Why Gabeo abandoned denials and chased write-offs instead- How agentic AI cuts through 100s of pages of contract language in minutes- The pricing lesson behind the 45x ROI pilot they renegotiated- 12 product pivots, one acquisition — and what Michael learned about MVPs- Why "selling is asking questions" beats pitching, every time- What he wishes he'd known 15 years agoConnect with Michael Riley: https://www.linkedin.com/in/themichaelriley/Learn more about Gabeo.ai: https://gabeo.aiSubscribe to We Built It Because We Had To for new episodes every Tuesday and Thursday. More from Jonathan W. Buckley and The Artesian Network: https://artesiannetwork.comIf this episode hit, share it with a founder who's still trying to brute-force product-market fit with a bigger sales team.#FounderStory #HealthcareAI #B2BSaaS #ProductMarketFit #AgenticAI