Next Gen Case Studies (Created By Brandon Curtis. Hosted By Devon Jones)

In this episode, Tim Pratte, the CEO of Selerix Systems, shares his journey and insights on driving business growth, particularly in the mid-market sector. With over 25 years of experience in HR services and technology, Tim has played a pivotal role in transforming companies through innovative strategies and AI integrations. He dives into the early days of his career, emphasizing the importance of building a solid operational foundation, which shaped his understanding of capacity planning and business development.

Tim explains his approach to leadership at Selerix, discussing the company's recent focus on enhancing its benefits administration platform to meet the needs of employers with 1,000 to 10,000 employees. He highlights Selerix’s competitive edge in offering customizable solutions that cater to the specific needs of growing businesses, while not directly focusing on competing with other players in the market.

A major theme of this conversation is the integration of AI technologies to improve employee engagement and streamline operations. Tim outlines how partnerships, particularly with third-party administrators, are helping Selerix expand its service offerings and build a comprehensive suite of tools. He emphasizes the importance of collaboration over competition, sharing how strategic partnerships with companies like ADP enable Selerix to deliver highly configurable solutions for employers that have outgrown more general systems.

Throughout the episode, Tim discusses key strategies for scaling, such as doubling Selerix's revenue and employee base over the next few years. He highlights the company's commitment to maintaining a strong customer experience through continuous improvement and creating “surprise moments” for clients. These moments aim to exceed expectations and build long-lasting relationships.

Tim also touches on the importance of fostering open communication within his team, citing regular leadership meetings and digital suggestion boxes as ways to keep a finger on the pulse of employee sentiment. He underscores the need for a people-centric approach, ensuring employees feel valued and connected to the company’s mission. Tim draws on concepts from thought leaders like Simon Sinek and Ryan Holiday, advocating for humility in leadership and the significance of removing ego from problem-solving.

By the end of this episode, listeners will gain valuable lessons on intentional growth, AI-driven innovation, and building a strong company culture that prioritizes both employee and customer satisfaction.

For more information, you can connect with Tim on LinkedIn at www.linkedin.com/in/timpratte/. To connect with us for marketing solutions, visit nextgengrowth.com.

In this episode, Zachary McClernon joins us to explore the intricacies of building strategic partnerships and leveraging Salesforce to streamline operations for nonprofits and associations. With over a decade of experience in business development and sales, Zachary shares his journey from software implementation to leading the charge at a boutique firm in the Salesforce partner ecosystem. He highlights the transition from working at a powerhouse like Salesforce to a smaller organization, emphasizing the challenges and opportunities that come with defining roles in a growing company.

Zachary dives into his strategies for creating cohesive messaging that resonates with both internal teams and external clients. From crafting value propositions to unifying the sales approach, he explains how effective communication can drive alignment and growth. He also touches on the importance of leveraging data analytics to measure success, identify areas for improvement, and present compelling cases to leadership.

The conversation also explores emerging technologies like Salesforce’s AgentForce and how Zachary stays ahead in a rapidly evolving tech landscape. By connecting cutting-edge solutions with client needs, he demonstrates the value of adaptability in today’s competitive market.

Zachary wraps up with actionable advice for professionals facing similar challenges. From cultivating networks to fostering team buy-in, he shares insights on how to succeed in a multifaceted role. If you’re looking to learn about strategic partnership building, channel development, and business growth in the tech world, this episode is packed with valuable takeaways.

To connect with Zachary, reach out on LinkedIn at www.linkedin.com/in/zachary-mcclernon-737677a9/. For more on our marketing and AI solutions, visit nextgengrowth.com.

In this insightful episode, we sit down with Kevin Price, the founder and CEO of AccuCode, a trailblazing technology company established in 1995. Kevin shares his journey from humble beginnings—launching a company in his basement—to leading a business with over $100 million in annual revenue. With decades of experience in business development, customer acquisition, and technology innovation, Kevin offers valuable lessons for entrepreneurs and industry leaders alike.

Kevin reflects on his early days, where his belief in doing things differently propelled him to take risks. He recounts how the challenges of dealing with unsatisfactory employers led him to create a company that values strategic solutions over selling products. From barcode scanners in the 90s to cutting-edge automation, Kevin's story is one of adaptability and foresight.

Throughout the conversation, Kevin emphasizes the importance of delivering results, not just products. He outlines how building deep customer relationships and aligning technology with strategic goals creates lasting impact. Kevin also discusses how AccuCode’s success stems from its focus on understanding client needs and solving complex problems with scalable, repeatable, and sustainable solutions.

Kevin provides a candid look at industry shifts, including how technological advancements and economic pressures have redefined sales strategies. He describes AccuCode’s innovative ecosystem approach, which simplifies complex processes for customers while driving efficiency and cost savings. Kevin also shares how automation and AI are shaping the future of customer engagement and sales for his company.

As the industry evolves, Kevin outlines ambitious goals, including scaling AccuCode to $500 million in revenue and redefining how technology is sold in North America. He offers practical advice for entrepreneurs about embracing collaboration, learning from failures, and surrounding oneself with a strong team.

Tune in to discover how Kevin Price’s innovative mindset and customer-first philosophy have enabled him to not only thrive but also disrupt the technology landscape. Connect with Kevin at www.accucode.com or on LinkedIn https://www.linkedin.com/in/kevinpriceaccucode/ to learn more about his work. For information about Devon Jones and his team, visit nextgengrowth.com.

In this episode, we sit down with Dave Hine, who shares his journey from aerospace engineering to becoming a leader in technology-driven customer management. Dave discusses his approach to customer acquisition and relationship management, emphasizing the importance of combining technical knowledge with the ability to connect with people. He explains how to identify the right audience, craft effective messages, and draw in potential clients.

The conversation explores how significant global events have influenced operations and how adapting to new technological demands has been crucial. Dave reflects on the unexpected benefits and advancements in communication technology that have emerged from these experiences.

We then discuss the role of AI in various industries. Dave provides his perspective on the integration of AI technologies, highlighting the benefits and challenges of implementing these innovations. He also touches on the future potential of AI in automating mundane tasks and improving efficiency.

As the discussion progresses, Dave shares his thoughts on the balance between technology and human interaction in client-facing roles. He explains how to leverage automation for tasks such as appointment reminders and outreach, while maintaining a personal touch.

Towards the end of the episode, we explore strategic goals and future trends. Dave emphasizes the importance of optimizing systems and processes while continuously adapting to new technologies to stay ahead in the industry.

For those interested in learning more or connecting with Dave, he mentions that he is open to discussions and can be reached through LinkedIn at https://www.linkedin.com/in/dave-hine-474285140/

For more information about the podcast and other episodes, visit www.nextgengrowth.com

In this episode, we dive into a conversation with Chris Wentz, the founder and CEO of EveryKey, a company that began by offering innovative wearable security devices and has evolved into developing app-based solutions. Chris walks us through the journey of EveryKey, which was founded in 2015 after an idea sparked during a college entrepreneurship class. The company's goal is to simplify and secure user access to devices and accounts by replacing the need for traditional passwords and keys.

Chris explains how EveryKey started with wearable wristbands that could unlock devices and online accounts, and how it has since evolved into a smartphone app that seamlessly and securely connects with other devices. He shares how initial support from local investors and a successful Kickstarter campaign allowed EveryKey to gain traction. With over $300,000 raised through crowdfunding and early VC interest, the company grew steadily.

While EveryKey initially targeted consumers, Chris highlights the pivotal moment when they discovered a larger market opportunity in the B2B space. He explains how this shift toward business customers led to partnerships with Managed Service Providers (MSPs) that expanded their reach. These MSPs play a crucial role in distributing EveryKey's products to businesses that prioritize security and user experience.

Chris discusses the challenge of selling to businesses, emphasizing the importance of strong relationships and trust with partners. He explains how EveryKey differentiates itself by offering a multi-factor authentication solution that is not only secure but also incredibly easy to use, eliminating the friction associated with other solutions. He also touches on the importance of customizing EveryKey’s platform to meet the unique needs of each business client, ensuring that the onboarding process is smooth and tailored to each company's specific infrastructure.

Looking ahead, Chris shares his excitement for the future of multi-factor authentication and how EveryKey is positioned to lead in this space. He highlights industry trends, including the move towards passwordless security solutions, and discusses the growing importance of AI in business and cybersecurity. As the world increasingly moves online, Chris is focused on making security not just a necessity but a seamless part of everyday life.

Listeners interested in learning more about EveryKey or connecting with Chris can reach him directly at chris.wentz@everykey.com or www.linkedin.com/in/chris-wentz/. For marketing and AI support, visit https://nextgengrowth.com.

In this episode, we sit down with Whitney Goldstein, a marketing leader with nearly a decade of experience in B2B marketing, to discuss the evolving landscape of business growth and customer acquisition. Whitney shares her journey from working in direct-to-consumer marketing to becoming a driving force in B2B strategy, including her role in navigating rebranding challenges and implementing innovative marketing approaches.

The conversation kicks off with a candid exploration of the realities of navigating layoffs and rebuilding teams, particularly in today’s competitive market. Whitney highlights the importance of adapting to change, staying customer-focused, and embracing opportunities for growth, even during challenging times.

Whitney dives into her role in leading a major rebranding effort, shifting her company’s focus from a legacy product to a more robust and modernized solution. She explains how these changes aligned with market needs and customer feedback, emphasizing the value of customer-first innovation and deepening relationships with existing clients.

Throughout the discussion, Whitney provides actionable insights on leveraging account-based marketing, optimizing content strategies, and navigating the complexities of the modern buyer's journey. She underscores the significance of collaboration between marketing and sales teams and shares her approach to aligning these functions for better customer outcomes.

Listeners will also gain valuable perspectives on measuring marketing impact, handling attribution challenges, and balancing data-driven decisions with creativity. Whitney’s take on how to harness the “dark funnel” of marketing and the role of personalization in sales outreach offers practical strategies for businesses looking to improve their customer acquisition and retention efforts.

As the conversation concludes, Whitney reflects on her goals for the future, including refining messaging and scaling thoughtfully. Her advice for marketers and business leaders focuses on embracing change, diversifying skill sets, and leaning into the power of technology to drive impactful results.

For more insights, connect with Whitney on LinkedIn at www.linkedin.com/in/whitneygoldsteinmba/. For more on our marketing and AI solutions, visit nextgengrowth.com.

In this episode, we sit down with Brian Liebel, Director of Sales Development at Ambition, to explore his unique approach to coaching sales teams and how it aligns with his extensive experience in sales strategy. From his early days in retail to his current role, Brian shares insights into the transformative power of coaching and how understanding individual needs drives success.

We begin by discussing Brian's journey, including how coaching youth sports laid the foundation for his sales leadership style. He explains the parallels between coaching athletes and sales representatives, emphasizing the importance of adapting to each individual's learning style to achieve optimal performance.

The conversation shifts to the innovative tools and strategies Brian has developed to support sales managers. He breaks down how Ambition's AI-driven solutions help managers focus on coaching rather than data analysis, enabling them to identify key behaviors that lead to success. Brian explains how metrics like call data and conversion rates serve as indicators for targeted coaching, streamlining the process for both managers and their teams.

We also touch on the broader challenges sales teams face, including the disconnect between sales and marketing. Brian highlights the importance of alignment across departments and how his team fosters transparency and collaboration. He outlines the impact of regular feedback loops and data-driven insights in bridging gaps and driving results.

As the conversation wraps up, Brian shares advice for those navigating challenges in sales. He emphasizes the value of seeking help, embracing change, and maintaining a proactive mindset. For anyone looking to improve their sales strategies or support their teams more effectively, this episode offers practical tips and thought-provoking perspectives.

To connect with Brian, find him on LinkedIn at www.linkedin.com/in/brian-liebel-b6a079b1/. For more information about our podcast and to get in touch with us, visit www.nextgengrowth.com.

In this episode of the Next Gen Case Study Series, we are joined by Scott, the Vice President of Business Development at SaskTel International. With over 20 years of experience in the telecommunications industry and more than 30 years in IT, Scott shares his insights on customer service and digital transformation strategies.
Scott begins by providing an overview of SaskTel International, explaining how their extensive history and strong market presence have allowed them to create robust partnerships and seize opportunities within the telecom industry. He highlights the significance of leveraging the company's reputation and history to attract inbound traffic, while also maintaining a proactive approach in researching potential clients to expand their reach.
The conversation then shifts to the current focus areas for SaskTel International, emphasizing their efforts in 5G deployment and the exploration of AI applications. Scott elaborates on how 5G technology is a major area of interest, especially in regions like the Caribbean, South America, and Africa, where they are leading the charge in network development. He also discusses the potential of AI in improving telecom operations, noting that while AI adoption is still in its early stages, there is a growing interest in its ability to enhance efficiency and reduce operational costs.
Scott addresses common apprehensions about AI, particularly concerns about job displacement. He reassures that AI is more likely to augment human capabilities rather than replace jobs, enabling employees to focus on more strategic tasks. He provides examples from SaskTel International, where AI tools are used to assist developers and improve productivity without reducing the workforce.
The discussion also covers client retention strategies, highlighting the importance of delivering exceptional customer experiences. Scott explains that reducing friction points during service changes and installations is crucial for retaining clients. He emphasizes the role of both skilled personnel and advanced tools in ensuring a seamless customer experience.
Towards the end of the episode, Scott shares insights into SaskTel International's approach to selecting and integrating new technologies. He discusses the importance of cultural alignment and technical compatibility when forming partnerships with other companies. He also touches on the process of evaluating new solutions and ensuring they add value to multiple clients.
Scott concludes with advice for businesses looking to implement new technologies: be open to innovation but cautious about adopting new tools. Ensure that any new technology supports and enhances existing processes rather than defining them.
To get in touch with Scott, you can reach out to him on LinkedIn: https://www.linkedin.com/in/scott-argue-5058b749/
Tune in to gain valuable insights into the world of digital transformation in telecommunications and learn how industry leaders like Scott navigate this ever-evolving landscape.

In this episode of the NextGen Case Study series, we welcome Brian Perks, founder and Chief Strategy Officer of Five By Five. Brian shares his expertise in creating an industry-agnostic approach to data solutions, redefining how companies access and utilize data to enhance their marketing, sales, and decision-making strategies. He explains how Five By Five operates as a membership-based data cooperative, which moves away from traditional brokerage models by offering utility-style data assets without the constraints of revenue shares or royalties. Through this model, members pay a fractional cost to ingest, transform, and redistribute data, which leads to cost-effective and verified data access.

Brian delves into the issues that have long plagued traditional data brokerage and highlights how Five By Five is bringing real innovation by focusing on validating data consumption rather than simply selling data in bulk. He explains the shift away from typical B2B data sales towards a model that enables platforms and publishers to have direct access to accurate, actionable data. The conversation explores the technical challenges and privacy concerns surrounding data ecosystems and how businesses can adopt new standards to thrive.

As Brian elaborates, he introduces a new publishing alliance within Five By Five that seeks to empower publishers with first-party audience enrichment and data monetization capabilities. He also addresses the challenges of data transparency and consumer privacy in the face of growing regulation. Brian’s mission is clear: to eliminate inefficiencies in data management and redefine its value as a strategic utility.

The episode also covers strategies to build genuine relationships through thoughtful marketing outreach and leveraging AI responsibly. Brian discusses his vision of using data-driven insights to personalize engagements in sales, marketing, and ABM. His insights are practical and show how businesses can align their efforts with market demands, ensuring both ethical data use and operational efficiency.

Brian also shares actionable advice for entrepreneurs and business leaders, encouraging them to explore innovative approaches to data-driven strategies and maximize the potential of their projects.

For those interested in learning more or connecting with Brian, he invites listeners to reach out via Linkedin www.linkedin.com/in/briangperks/. To explore more about NextGen’s marketing services, visit nextgengrowth.com.

In this episode, we are joined by Gary Melling, the President and CEO of Acquired Insights Inc., a company specializing in AI, big data solutions, and digital transformation strategies. Gary brings over 40 years of experience in management consulting and systems integration across various industries, including military, research and development, and Silicon Valley startups. He discusses his journey from attending DeVry University to leading Acquired Insights, emphasizing the importance of curiosity and collaboration in solving complex problems.

Gary shares how his background has shaped his approach to leadership and business strategy. He highlights the critical role of AI and big data in today's rapidly evolving technological landscape, discussing their applications in customer experience, efficiency improvements, and strategic decision-making. He also addresses the challenges of maintaining authenticity in AI-driven solutions and the ethical considerations involved.

Throughout the conversation, Gary explains how Acquired Insights helps clients navigate the complexities of digital transformation, offering tailored solutions that integrate seamlessly into existing workflows. He outlines the company's approach to staying ahead of the curve in a fast-paced industry, emphasizing the need for continuous learning and adaptation.

Gary's insights into the future of AI and big data include potential developments in automation, machine learning, and the broader impact on society and business. He advises those looking to innovate in this space to be both curious and action-oriented, balancing exploration with practical implementation.

To connect with Gary Melling reach out via LinkedIn here: https://www.linkedin.com/in/gamelling/

For more information about what we can do as your Growth Partner visit www.nextgengrowth.com

In this episode, we sit down with Rock Lambros, CEO and founder of RockCyber, a cybersecurity consulting firm that specializes in risk management and advisory services. With over two decades of experience, Rock shares his journey from a database administrator to becoming a thought leader in cybersecurity, focusing on aligning security with business strategy. Rock describes how his career pivot after 2001 led him to start RockCyber, a company that helps organizations of all sizes navigate the complexities of cybersecurity in a landscape that is constantly evolving.

Throughout the conversation, Rock emphasizes the importance of bridging the gap between technical cybersecurity measures and business outcomes. He talks about the frustrations many cybersecurity professionals experience when business leaders don't fully grasp the urgency of cybersecurity threats. To address this, Rock pursued an MBA, which allowed him to effectively communicate the business value of security measures to executives. He discusses his co-authored book, The CISO Evolution, which aims to help security leaders align their strategies with business needs without needing an MBA.

Rock also dives into his company's focus on bespoke cybersecurity solutions, sharing how RockCyber tailors its services to meet the unique needs of each client, whether it's a two-person startup or a global manufacturing company. Unlike large consulting firms that apply one-size-fits-all approaches, RockCyber delivers customized strategies based on the specific challenges and scale of each business.

We also explore the evolution of RockCyber's business model. Rock explains how most of their business comes from referrals and word of mouth, making relationship-building a key part of their growth strategy. He also touches on how the firm is adapting to market shifts, particularly in light of rising interest rates that have led some clients to defer projects. To balance the peaks and valleys of consulting revenue, RockCyber is pivoting towards offering more services on a subscription basis to ensure smoother cash flow.

A significant portion of the discussion is dedicated to AI and its role in cybersecurity. Rock shares how AI has improved his productivity tenfold, particularly in risk assessment and report generation. However, he cautions against automating bad processes, highlighting the need for careful governance when implementing AI. As cybersecurity becomes increasingly data-driven, Rock emphasizes that AI can streamline many tasks, but human oversight remains crucial. He also discusses the growing demand for AI governance services, as organizations struggle to define AI strategies and assess the potential risks associated with its use. RockCyber has developed a governance framework based on major standards like the NIST AI Risk Management Framework, the EU AI Act, and Colorado's state-level AI regulations.

For anyone interested in cybersecurity, AI, or the intersection of technology and business strategy, this episode is packed with insights from someone who has been in the trenches for over 25 years. Rock offers valuable advice for security professionals and business leaders alike, stressing the importance of continuous learning and building strong relationships within the industry.

To reach Rock Lambros, email info@rockcyber.com or connect with him on LinkedIn at www.linkedin.com/in/rocklambros/. For marketing inquiries or to get in touch with Devon and his team, visit nextgengrowth.com.

In this episode, we sit down with Stuart Watson to explore his career in sales, leadership, and operations. Stuart shares insights from his early days at an e-commerce startup, followed by a successful tenure at Glassdoor, where he was part of the team that helped scale the company from 100 to 900 employees. He also touches on his experience working abroad as a player-coach and how these roles helped shape his transition into more technical sales positions at companies like New Relic.

Stuart reflects on a pivotal moment in his career when he realized he was at the top of a small, localized field as a Global VP of Sales Development. With a title held by only 42 other professionals in the English-speaking world, he took a step back to reassess his career trajectory. His observations on how traditional marketing tactics, like the Gartner Waterfall method, began to break down in the years leading up to 2020, are particularly relevant for today's listeners. He discusses how sales automation and the oversaturation of marketing emails made it difficult for businesses to stand out, compounded by the impact of COVID-19. Stuart shares how these realizations led him to transition into a new career path focused on operations.

We dive deep into the disconnect between sales and marketing functions within companies, a common issue Stuart has encountered throughout his career. He provides actionable advice on how businesses can bridge this gap, emphasizing the importance of direct customer interaction—picking up the phone, meeting clients in person, and actively listening to their needs. Stuart's approach combines both high-level strategic thinking and on-the-ground customer engagement, making his insights valuable for sales leaders and marketers alike.

Stuart also highlights the importance of human connection in an era where AI and automation play a growing role in sales and marketing. He touches on the potential of AI to handle large datasets and recognize patterns, while also cautioning against the dangers of over-relying on it for customer communication. Trust, he believes, is the most critical currency in business, and the human element remains essential to building and maintaining that trust.

As the conversation wraps up, Stuart gives a glimpse into what’s next at Spot AI, sharing how the company is integrating AI to optimize their video intelligence systems for clients in industries like car washes and warehousing. He explains how this technology helps businesses improve efficiency and reduce risk, providing real-world examples of its applications.

Listeners interested in connecting with Stuart can reach him via LinkedIn at https://www.linkedin.com/in/stuartstu/. If you’re looking for marketing or AI services, visit https://nextgengrowth.com for more information.

In this episode, we sit down with Itai Karelic, Chief Revenue Officer at VHive, to explore his insights on scaling businesses, building lasting client relationships, and achieving sustainable revenue growth. With over two decades of experience in leadership roles at tech-driven companies, Itai offers valuable perspectives on navigating the complexities of enterprise sales and digital transformation.

The conversation begins with Itai’s journey from consulting to technology leadership and his early focus on clean tech and innovative startups. He highlights the importance of joining agile, fast-moving companies where technology plays a transformative role in solving customer challenges. As Itai explains, this interest in technology-driven solutions eventually led him to VHive, where he focuses on the digitization of traditional workflows and scaling revenue streams.

One key theme Itai emphasizes is adaptability, both in his career and within a company’s life cycle. He shares how his role transformed as VHive scaled from zero revenue to the $10 million mark and beyond. Itai discusses the crucial shift in responsibilities and mindset required when moving from startup to scale-up, noting that different skills are necessary at each stage of growth. He delves into the pivotal role of flexibility in the initial phases, where managing hands-on tasks and building client relationships go hand-in-hand with a more entrepreneurial approach.

The discussion also explores the concept of relationship-based sales versus transactional sales. Itai explains why he thrives in large-scale, relationship-based sales environments and the significance of working with major enterprise clients such as Verizon and Deutsche Telekom. He emphasizes the need to develop genuine trust with clients at all levels, from senior leadership to field personnel, and how this trust can drive long-term business growth.

Itai shares his experience in pivoting during the COVID-19 pandemic, when the digitization of workflows became a necessity. VHive’s digital twin solutions enabled telecom clients to optimize their operations remotely, highlighting the importance of demonstrating value during times of crisis. This shift accelerated VHive’s business and deepened their client relationships, reinforcing the company’s strategic approach to digital transformation.

Towards the end, Itai touches on strategies for managing complex enterprise sales processes. He discusses how to create effective outreach plans, refine team collaboration, and maintain accountability through clear milestones and open communication. For Itai, understanding every layer of the sales cycle—from developing the product to scaling customer experience—is essential for achieving long-term success.

If you’re looking for insights on building a strong sales foundation, navigating scaling challenges, or leading transformative digital initiatives, this episode with Itai Karelic is a must-listen.

To connect with Itai, reach out via his LinkedIn profile at linkedin.com/in/itaikarelic. For more information on our services and AI-driven growth solutions, visit nextgengrowth.com.

In this episode of the Next Gen AI Case Study Series, we welcome Bobby Mickelson, a business development executive at M3 Insurance. Bobby joined M3 in November 2022, bringing extensive experience in insurance and business development. He holds a bachelor's degree in communication studies from the University of Wisconsin-Eau Claire and is a licensed life, health, property, and casualty agent in Wisconsin.

Bobby starts by sharing his journey from working in rural insurance to leading his own brokerage and finally joining M3. He talks about his passion for helping businesses navigate the complexities of insurance, risk management, employee benefits, and retirement planning.

The conversation moves to the challenges and opportunities Bobby faced when transitioning to his current role. He discusses the importance of relationship-building, patience, and transparency in his work. Bobby shares insights on the value of being honest with clients about fees and services, even when it may initially shock them.

Bobby also highlights the integration of AI and automation in their processes, which has significantly improved efficiency. He explains how tools like ZoomInfo and XYwav help in prospecting and managing client relationships. Moreover, he discusses M3's unique in-house AI tool designed to streamline policy reviews and renewals.

We explore current trends in the insurance industry, particularly the hardening property and auto markets, and the issues with healthcare providers in Wisconsin. Bobby shares his thoughts on how direct primary care clinics are helping to alleviate some of these challenges by offering more affordable options.

In the latter part of the episode, Bobby emphasizes the importance of community involvement and giving back. He talks about his passion for diversity and his work with organizations like Big Brothers Big Sisters and the Boys and Girls Club. He believes in making a positive impact beyond just the business aspect.

As we conclude, Bobby offers actionable advice for those exploring new insurance models like self-funding. He advises finding a trustworthy broker and taking the time to understand the complexities of these models.

To connect with Bobby Mickelson, you can reach him via email at Bobby.Mickelson@m3ins.com or call him at (715) 559-7544. For more about our work, visit https://nextgengrowth.com.

Tune in to gain practical insights and explore innovative insurance solutions with Bobby Mickelson.

In this episode of the Next Gen Growth Case Study Series, we sit down with Mario Dio, the General Manager of Network at Nova Labs. Mario brings a wealth of experience in wireless technology and network development, contributing significantly to the transformative power of decentralized networks through Nova Labs initiatives.

Mario begins by sharing his professional journey and how he became the GM of Networks at Nova Labs. He discusses his experiences across different countries, emphasizing the cultural differences and challenges in implementing technological solutions globally. Mario also highlights the rapid evolution of technology and how it has influenced the way Nova Labs serves its customers.

The conversation then delves into the impact of the pandemic on technology innovation and the necessity for rapid adaptation. Mario shares notable events that have dramatically shifted business practices, focusing on how different generations communicate and the increased reliance on technological advancements.

Mario discusses the importance of building a community around the business, addressing the shift in perception among younger generations towards large corporations. He explains how Nova Labs fosters strong customer relationships and emphasizes the human element in their customer acquisition process. Mario shares insights into effective strategies that attract people to their business, highlighting the balance between personalization and systematic approaches.

As the discussion progresses, Mario touches on the challenges of navigating customer relationships in a transparent and human-centric manner. He addresses the role of AI and automation in their operations, explaining how they balance these technologies with personal interactions to maintain a high level of customer satisfaction.

Looking towards the future, Mario shares his optimistic perspective on the advancements in technology and the exciting developments at Nova Labs. He outlines what is in store for the company in the coming months and years, emphasizing their commitment to innovation and serving a better future.

In closing, Mario offers valuable advice for others in similar positions, encouraging them to embrace transparency, focus on community building, and remain adaptable in the face of change.

To connect with Mario Dio and learn more about Nova Labs, visit https://nova.xyz/

For further inquiries, you can reach out to him directly on LinkedIn: https://www.linkedin.com/in/mariodidio/

For more information about our podcast and to get in touch with us, visit www.nextgengrowth.com.

Tune in for an insightful discussion on the future of network development, practical strategies for business growth, and actionable advice for navigating the ever-evolving tech landscape.

In this episode, we explore the art of gifting as a strategic tool for building and maintaining relationships with customers. Braydan Young shares his journey from being a salesperson struggling to get meetings to co-founding a successful company that revolutionizes how businesses use gifts to connect with prospects and clients. The conversation begins with Braydan recounting how a simple $5 Starbucks gift card transformed into a side project called Copy Sender, which quickly gained traction and evolved into a comprehensive gifting platform.

Braydan discusses the importance of standing out in sales and how sending personalized gifts, tracked and automated through various integrations, can significantly enhance customer interactions. He emphasizes the power of handwritten notes, even after losing a deal, as a means to potentially win back clients by showing genuine appreciation and thoughtfulness.

The discussion then moves to the challenges and innovations brought by COVID-19, which spurred a rapid growth in demand for remote gifting solutions. Braydan highlights the role of automation and AI in making gifting more efficient and effective, ensuring that gifts are sent at the right time and tailored to the recipient's preferences.

We also delve into the practical aspects of managing logistics, from warehousing to international shipping, and the importance of seamless integrations with CRM systems like Salesforce. Braydan shares insights on how gifting can foster stronger relationships, improve retention, and drive business growth by creating memorable experiences for clients.

Towards the end of the episode, Braydan provides actionable advice for those looking to incorporate gifting into their sales strategy, suggesting simple yet impactful gestures like sending a book or a digital gift card before a phone call to build rapport. He underscores the value of tracking and automating these efforts to maximize their impact.

Listeners can connect with Braydan on LinkedIn at https://www.linkedin.com/in/braydan-young-95125525a/ for further insights and to continue the conversation.

To reach the Next Gen Growth Team visit www.NextGenGrowth.com

In this episode of the NextGen Case Study series, we welcome Ziad Mohy, Manager of Revenue Operations at Clarity, a company known for its advanced communication and collaboration software. Ziad brings extensive experience in optimizing revenue processes, implementing data-driven strategies, and improving efficiency across sales, marketing, and customer success teams. His role involves strategic planning, managing revenue growth, and leveraging technology to streamline operations and drive business outcomes.

Ziad starts by sharing his journey from economic consulting to revenue operations. He highlights the importance of understanding both data and the underlying reasons for data collection, emphasizing that successful RevOps requires a balance between proactive and reactive approaches. Drawing from his consulting background, Ziad explains how he applies problem-solving skills to optimize revenue processes and enhance business development efforts.

A significant part of the conversation revolves around the practical applications of data in revenue operations. Ziad discusses the importance of organizing and interpreting data to provide actionable insights, helping companies improve their sales cycles and overall efficiency. He shares examples of how he uses data to understand customer lifecycles, identify areas for improvement, and streamline operations.

Ziad also delves into the customer experience at Clarity, explaining how the company uses data from the earliest stages of customer interaction to optimize the sales process. He emphasizes the importance of documenting the customer journey in CRM systems to provide a comprehensive understanding of customer interactions and outcomes. This approach not only helps in current operations but also promotes scalability for future growth.

The conversation touches on the evolving landscape of tools and technologies in RevOps. Ziad expresses excitement about the increasing simplicity and effectiveness of new tools, which allow for greater creativity and efficiency in managing revenue operations. He discusses the potential of automation and AI-driven tools to reduce manual work and enhance data accuracy, ultimately driving better business outcomes.

Ziad offers valuable advice to those in similar roles, encouraging them to invest time in understanding the philosophical side of their work and to explore creative ways to leverage data. He highlights the importance of continuous learning and adaptation in a rapidly evolving field.

To connect with Ziad Mohy, visit his LinkedIn profile at linkedin.com/in/ziad-mohy. For more information on our marketing services, visit nextgengrowth.com.

In this insightful episode of Next Gen AI Case Studies, Devon Jones sits down with Patrick Evans, CEO of Silva Cybersecurity, who brings over three decades of expertise in the cybersecurity field. Patrick shares his journey from South Africa to becoming a prominent leader in the cybersecurity landscape, discussing his experiences and challenges along the way.

The conversation kicks off with Patrick recounting his early days in South Africa, including mandatory military service and training as a computer programmer, which laid the foundation for his career. He then details the evolution of his professional life, including the launch of a real-time computer bureau, pioneering IT service management, and the establishment of his first cybersecurity venture that ultimately led to an acquisition by Symantec.

Patrick offers a deep dive into the cybersecurity industry's past and present, emphasizing the importance of transitioning from compliance-driven security measures to a comprehensive understanding of business risks. He explains how Silva Cybersecurity was born during the COVID-19 pandemic, with a focus on addressing these evolving risks and providing robust security solutions across sectors like banking, healthcare, and government.

A significant part of the discussion centers around Patrick's passion for working with startups, particularly in the cybersecurity space. He shares his approach to identifying promising early-stage companies and helping them scale, including his work with firms like Zscaler and his involvement in the startup ecosystem in South Africa and the United States. Patrick also delves into the challenges small and medium-sized businesses face in managing cybersecurity, highlighting the critical role of MSPs and MSSPs in the current market.

Towards the end of the episode, Patrick provides practical advice for businesses on leveraging AI and cybersecurity measures to enhance their operations. He underscores the necessity of embracing AI as a tool for efficiency and innovation, sharing personal anecdotes about how AI has transformed his work processes. The episode wraps up with Patrick offering his contact information for those interested in learning more about his work and Silva Cybersecurity's offerings.

Contact Patrick Evans on LinkedIn here: https://www.linkedin.com/in/llewellynpatrickevans/

For more information about what Next Gen AI can do for you, visit www.nextgenerategrowth.com

In this episode of the NextGen Case Study series, we welcome Garret Grajek, CEO and co-founder of YouAttest, a company specializing in cloud-based identity, auditing, and management solutions. With nearly 30 years of experience in information security, Garret is recognized as a security visionary, holding 13 patents in technologies like X.509, mobile, SSO, federation, and multi-factor authentication. His extensive work includes significant security projects for both commercial clients and public sector organizations, such as the US Navy and the EPA.

Garret begins by sharing his journey from a programmer to a leading figure in identity and security. His early experiences with companies like Security Dynamics and NetEgrity shaped his approach to building security solutions that are not only effective but also user-friendly. He emphasizes the importance of believing in oneself and the value of taking bold steps, like his move from Chicago to Texas, which he credits as a pivotal moment in his career.

At YouAttest, Garret focuses on simplifying the complex process of identity attestation, which involves verifying user access to sensitive data. He explains how traditional methods rely on manual processes like emails and spreadsheets, which are prone to errors and inefficiencies. To address this, uAttest digitizes and automates the entire process, providing a cloud-based solution that streamlines user access reviews and compliance.

Garret highlights the regulatory pressures driving the need for better identity management solutions. Regulations like HIPAA, Sarbanes-Oxley, and GDPR mandate that organizations regularly review and attest to user access rights. He discusses how YouAttest helps organizations meet these compliance requirements efficiently, reducing the risk of over privileged users and potential security breaches.

One of the key challenges Garret addresses is communicating the importance of identity management to potential clients. He emphasizes the need for education and informative outreach, often starting with webinars and product demos. By showcasing the benefits of their solution and providing hands-on trials, YouAttest can demonstrate its value in real-world scenarios.

Garret also touches on the importance of empowering his team through constant communication and regular training. He shares an anecdote about biking across Ireland, which taught him the value of incremental progress and the importance of trusting in his team's abilities. He believes in setting achievable tasks that challenge his team to grow and develop their skills.

Looking ahead, Garret is excited about integrating AI and predictive analytics into YouAttest's solutions. By developing identity trust scores, YouAttest aims to provide a comprehensive measure of user trustworthiness, helping organizations better manage access and security. He sees great potential in expanding these capabilities to the supply chain, enhancing overall cybersecurity across interconnected systems.

To connect with Garret Grajek, you can find him on LinkedIn by searching for Garret Grajek. For more information on our marketing services, visit nextgengrowth.com.

Welcome to another episode of the Next Gen AI podcast. Today, we are delighted to have Stephen Cassell, Director of Integrations at Prairie Mobile Communications, join us. With over 27 years of experience in the wireless communications industry, Stephen shares his journey, insights, and actionable advice on navigating change and integrating innovation.

Introduction and Background Stephen begins by introducing Prairie Mobile Communications, a nationwide leader in wireless communications based in Winnipeg. With a rich history spanning 56 years, the company offers a wide range of solutions from large-scale system planning to simple vehicle installations. Stephen's journey in the industry started as an electronics technologist, quickly progressing to leadership roles and eventually founding his own company, which he successfully grew and sold.

Current Role and Responsibilities Stephen discusses his dual role at Prairie Mobile: General Manager of a branch and Director of Integrations. He elaborates on the challenges of starting a branch from scratch and the complexities of integrating newly acquired companies into the larger corporate structure. His experience in acquisitions and integrations plays a crucial role in easing the transition for acquired businesses and maintaining their cultural integrity.

The Importance of Life Coaching A passionate advocate for life coaching, Stephen explains how his coaching background helps him lead with empathy and compassion. He emphasizes the significance of supporting frontline staff and fostering a positive work culture. This approach, rooted in heartfelt leadership, has proven successful in enhancing company morale and productivity.

Industry Trends and Challenges Stephen shares his observations on the evolving trends in the wireless communications industry. He notes the impact of COVID-19 on work-life balance and the increased focus on personal well-being. He also discusses the challenges of finding and retaining talent in a post-COVID world, highlighting the importance of creating a supportive and motivating work environment.

Future Technologies and Innovations Looking ahead, Stephen is excited about new technologies such as PoC (Push-to-Talk over Cellular) radios and Wi-Fi radios, which offer coast-to-coast coverage without the need for expensive private networks. He also mentions the growing significance of video surveillance and analytics, body-worn cameras, and other advancements that are reshaping the industry.

Actionable Advice for Professionals In closing, Stephen offers practical advice for professionals facing similar challenges. He underscores the importance of being present, maintaining a positive outlook, and continuously supporting and motivating team members. His insights are aimed at helping leaders navigate the complexities of their roles while fostering a culture of integrity and respect.

LinkedIn: You can connect with Stephen Cassell on LinkedIn​ (Prairie Mobile)​.

Company Website: Visit the Prairie Mobile Communications website for more information and contact options​ (Prairie Mobile)​.

Join us for this enlightening episode as Stephen Cassell shares his wealth of knowledge and experience, providing valuable lessons on leadership, innovation, and the human element in business.

In this episode, DJ Lee, founder of Authentiface, shares his journey from academia to entrepreneurship, developing cutting-edge biometric authentication technology. With a background in AI and facial recognition, DJ discusses how his research led to the creation of Authentiface, a company focused on enhancing security through facial motion technology. He explains how adding motion to facial recognition increases security, offering insights into the growing need for more secure authentication methods in both B2B and B2C markets.

DJ also reflects on his transition from professor to CEO, highlighting the challenges and rewards of leading a startup. He delves into the complexities of commercializing academic research and shares how he navigated the process of acquiring his technology from Brigham Young University. Throughout the conversation, DJ offers valuable lessons on building a strong team, the importance of flexibility in early-stage startups, and the role of partnerships in expanding access to technology in areas like access management and multi-factor authentication.

Listeners will also hear DJ's thoughts on digital marketing strategies for startups, as well as his experiences presenting Authentiface's solutions at major industry events, such as the Global Security Exchange in Orlando. DJ shares his insights into the broader applications of AI, including its role in security surveillance and beyond, emphasizing how AI can improve productivity and quality without replacing human input.

To reach DJ, you can contact him via LinkedIn, //www.linkedin.com/in/dj-lee-44a969/. For more insights and services, visit nextgengrowth.com.

In this episode, we talk with Shawn Jaques, Head of Product Marketing at Feedly, where he leads the company's efforts in developing AI-driven market and security intelligence tools. With over 30 years of experience in product marketing, business development, and strategy at companies like IBM, GitHub, and Tricentis, Shawn has a unique perspective on the evolution of technology and the challenges of scaling businesses in competitive industries.

Shawn explains how Feedly has transformed from a widely-used news aggregation app to a sophisticated AI-powered platform that helps businesses make sense of complex data streams. Whether it’s tracking market trends, competitive analysis, or providing advanced threat intelligence, Feedly's AI capabilities filter and surface only the most relevant data from a vast array of open-source information. Shawn provides insight into how the platform's customizable AI models help companies gain valuable intelligence, giving them a competitive edge in their industry.

We also explore the critical role AI plays in modern business decision-making. Shawn shares how Feedly integrates machine learning to help clients cut through the noise of endless data, whether for market analysis or security threat monitoring. He dives into the importance of customer feedback and how Feedly collaborates with users during the beta stages to ensure product-market fit, optimizing tools before launching them to the broader market. This constant feedback loop allows Feedly to maintain a customer-centric approach while staying agile in an ever-evolving tech landscape.

In this conversation, Shawn discusses the challenges of differentiating AI products in a crowded market. As AI technology advances at a rapid pace, keeping up with innovation while delivering unique, reliable solutions remains a key focus for Feedly. He also shares some personal concerns about the future of open-source data and its potential implications for smaller companies as AI continues to evolve.

As the episode wraps up, Shawn shares his advice for entrepreneurs and businesses navigating growth challenges. His approach focuses on embracing challenges head-on, breaking down problems into manageable parts, and pushing past fear to achieve success.

To connect with Shawn, you can find him on LinkedIn at https://www.linkedin.com/in/shawnjaques/ or email him at shawn@feedly.com. For marketing and AI services, visit https://nextgengrowth.com.

In this episode, we sit down with Eric Cramer, President and CEO of River Street Networks, to discuss the strategic insights and challenges involved in expanding high-speed internet access to underserved and unserved rural areas. With nearly three decades of experience in the communications industry, Eric brings a wealth of knowledge and a deep understanding of the complexities of infrastructure development and customer acquisition in rural communities.

Eric starts by sharing his journey, emphasizing the importance of understanding your strengths, having the right team, and maintaining a clear vision. He delves into the early days of his company, focusing on mergers and acquisitions to jumpstart the business and navigate through turbulent times with government grants and funding.

As the conversation progresses, Eric highlights the significant undertaking of building infrastructure across entire counties and how this investment translates into effective customer acquisition and service. He discusses the multi-tiered approach to marketing and customer engagement, including traditional methods like TV and radio ads, as well as grassroots strategies like door-to-door outreach and community involvement.

A key part of Eric's strategy involves creating unique, memorable experiences for customers, akin to Disney's "magical moments," to foster word-of-mouth promotion. He stresses the importance of giving people reasons to talk about your service, thereby enhancing brand loyalty and community trust.

Eric also touches on the technological tools and software his team uses to manage the extensive data and feedback loops essential for maintaining high service standards. He addresses the potential role of AI in optimizing data management and enhancing customer relationships, while weighing the benefits of developing in-house solutions versus partnering with external providers.

Looking ahead, Eric shares his excitement for future trends in the market, particularly the advancements in technology that can further improve connectivity for rural areas. He underscores the rewarding nature of this challenging work and its critical role in the advancement of collective communities.

For those interested in reaching out to Eric, he can be contacted at https://www.linkedin.com/in/eric-cramer-8b736214/. Eric's thoughtful and actionable advice provides valuable lessons for anyone looking to build businesses and serve their communities effectively.

To reach our team you can visit www.NextGenGrowth.com

In this episode, we sit down with Sagiv Ofek, the founder and CEO of LibLab, a company revolutionizing how businesses develop and maintain software development kits (SDKs) for APIs. With a background that includes leadership roles at Amazon and Facebook, as well as service in the Israeli special forces, Sagiv brings a unique perspective on leadership, growth, and building tech companies from the ground up.

Sagiv shares his journey of founding LibLab in 2022 and dives deep into the lessons he’s learned from wearing multiple hats as a solo founder. He discusses the early challenges of juggling everything from technical development to sales and business strategy and the critical moments that shaped his leadership style. One of the key insights Sagiv offers is how he systemized and automated crucial processes like sales and marketing, enabling the company to scale without burning through resources too early.

The conversation covers several stages of company growth, including the importance of achieving product-market fit before ramping up marketing efforts, as well as how founders can balance customer acquisition through both bottom-up product-led growth (PLG) and traditional sales-led approaches. Sagiv emphasizes the value of direct customer interaction, sharing how customer feedback has shaped LibLab’s strategy and product evolution. He offers practical advice for early-stage founders, stressing the importance of staying resilient through the ups and downs of entrepreneurship and continuously testing ideas.

Sagiv also touches on the future of LibLab, including their work on leveraging AI to simplify interactions with APIs. By using AI to create a layer of abstraction over SDKs, the company aims to make it easier for businesses to connect with various services using natural language. This forward-thinking approach could significantly reduce the barriers for non-developers, allowing them to integrate API services more efficiently.

Towards the end of the episode, Sagiv offers advice to fellow entrepreneurs, encouraging them to choose a problem they are truly passionate about, as it will provide the grit needed to overcome the inevitable challenges of running a startup. He underscores the importance of in-house sales teams, noting that sales are a core function that shouldn’t be outsourced too early in a company’s development.

For anyone looking to connect with Sagiv, he can be reached via Twitter at x.com/sagivo or on LinkedIn at www.linkedin.com/in/sagivo/. You can also learn more about LibLab by visiting liblab.com. If you’d like to reach out to our team for marketing support, head to nextgengrowth.com. Enjoy the episode and stay tuned for more insights from top leaders in the tech world!

In this episode, Jimmy Cannon shares his extensive journey in sales and management, providing invaluable lessons on building trust and maintaining strong customer relationships. Starting right out of the military in 1990, Jimmy's career path took him from running a small shop in Clarksdale, Mississippi, to managing a larger operation in North Little Rock, Arkansas. He discusses the importance of honesty and reliability in sales, emphasizing that you should never promise what you can't deliver and always strive to keep customers happy.

Jimmy recounts his transition from sales to a managerial role, detailing the challenges and responsibilities that come with overseeing an entire office. His approach to maintaining high morale among employees is a key highlight, as he believes that a happy team is more efficient and productive. By empowering his team members and recognizing their potential, he has successfully enhanced their performance and job satisfaction.

The conversation delves into Jimmy's strategies for handling customer complaints and ensuring timely service delivery. He talks about the significance of staying technically skilled and engaged with on-ground activities, which helps in understanding and addressing customer needs better. His hands-on approach and willingness to bend over backwards for clients have earned him a reputation for exceptional customer service.

Jimmy also touches on the logistical challenges posed by supply chain issues, especially during the pandemic. He shares his methods for managing these hurdles, such as investing in inventory to mitigate delays and maintaining transparent communication with customers about expected delivery times.

Towards the end of the episode, Jimmy offers practical advice for aspiring salespeople, stressing the importance of patience and persistence. Building a strong customer base requires time and consistent effort, but the rewards are worth it. He highlights the need for ongoing follow-up and maintaining contact with clients to nurture trust and loyalty.

Listeners can connect with Jimmy on LinkedIn https://www.linkedin.com/in/jimmy-cannon-172128152/ for further insights and to continue the conversation. His thoughtful and direct approach to sales and management provides actionable advice for anyone looking to improve their customer engagement and business operations.

For more from us visit www.NextGenGrowth.com

In this episode of the Next Gen Case Study series, we sit down with Sam Ostrom, Head of Business Development at Audify. Sam shares his journey, starting from medical device sales and independent programming to joining Audify, an AI-powered software testing platform. Sam's role evolved from customer success to managing the U.S. division’s business development initiatives, showcasing his adaptability and growth in a startup environment. We explore how Audify uses AI to streamline software testing, making complex processes more efficient while reducing manual effort for developers.

Sam provides valuable insights into the intersection of AI, business strategy, and the importance of wearing many hats in a startup. He discusses the unique challenges faced in business development, emphasizing the need to balance relationships with sales and product teams to align their efforts. Sam describes the disconnect often seen in large organizations and highlights his approach to creating synergy between internal teams and external stakeholders.

One key focus of the conversation is Audify’s new AI product designed to automate test scripts in collaboration with engineers. Sam explains how this innovation aims to enhance both speed and quality in software development. He also shares Audify’s strategy of using Discord to engage directly with early adopters, collect feedback, and foster an interactive learning environment, emphasizing the importance of meaningful content over mass production.

Sam offers advice to professionals looking to break into the AI space, stressing the value of curiosity and genuine relationship-building. He explains that although AI can be complex, its power lies in how it augments human efforts, rather than replacing them. The episode closes with a forward-looking discussion on the future of AI and the essential role it will play in various industries.

To reach out to Sam Ostrom, connect with him on LinkedIn at www.linkedin.com/in/samostrom/ or email him at samostrom@audify.com. For more information on the services discussed in this episode, visit NextGenGrowth.com.

In this insightful episode, we sit down with Nabeel Mahmood, co-founder and CEO of Nomad Futurist, to dive into the evolving landscape of technology, leadership, and the critical human capital challenges facing industries today. With over two decades of experience in global technology, Nabeel shares his journey from nearly becoming a professional athlete to becoming a key player in the world of data infrastructure and emerging technologies. Throughout the episode, Nabeel sheds light on the dynamic role of technology in shaping the future of work, from artificial intelligence and cloud computing to the importance of nurturing the next generation of tech leaders.

One of the key discussions revolves around the growing human capital deficit in the tech sector. Nabeel highlights the alarming gap between the current workforce and the needs of tomorrow’s technological landscape. He explains how technology’s rapid evolution has outpaced workforce development, creating millions of unfilled jobs globally. With a projected 2.5 million jobs in technology to be filled by 2026, Nabeel stresses the urgency of educating and empowering young talent to close this gap. He also discusses the aging workforce, with 75% of the industry set to retire in the next five years, and the need for a new wave of skilled professionals to step up.

Nabeel’s passion for solving these issues led to the creation of Nomad Futurist, a nonprofit organization dedicated to addressing these challenges. Through mentorship, education, and collaboration, Nomad Futurist aims to bridge the gap between the aging workforce and the next generation of tech innovators. Nabeel shares his personal experiences, including surviving three heart attacks, which have fueled his desire to make a meaningful impact in the world by providing opportunities for others.

The conversation also touches on the widespread misconceptions about AI. Nabeel emphasizes that AI is not about replacing jobs, but about creating new ones, improving quality of life, and providing opportunities for growth. He advocates for a more responsible and informed approach to AI, one that promotes human intelligence alongside technological innovation.

As the episode concludes, Nabeel talks about the exciting future plans for Nomad Futurist, including the launch of a free online academy, scholarship programs, internships, and a global job placement initiative. He also shares his vision of setting up an incubator to foster entrepreneurial talent in the tech space. Nabeel’s closing advice to those looking to make a difference is simple: believe in yourself, embrace imperfection, and don’t be afraid to fail.

To connect with Nabeel Mahmood, follow him on LinkedIn https://www.linkedin.com/in/nabeelmahmood/. To learn more about our marketing services, visit nextgengrowth.com.

In this episode of the Next Gen AI Case Study series, we welcome Harry Croydon, co-founder and president of MC Global. Harry shares his journey from the early days of his career to leading MC Global, a company known for its innovative solutions in the Internet of Things (IoT) and technology integration.
Harry begins by discussing the foundational values that have guided his career: persistence, determination, and clear vision. These principles have been crucial in his role at MC Global, where he focuses on providing robust security and protection solutions for small business owners. The conversation explores how Harry’s background has shaped his approach to business and technology, emphasizing the importance of leaving the comfort zone and staying committed to goals.
The discussion shifts to the primary audience of MC Global—small business owners. Harry explains the delicate balance of targeting businesses that are ready to invest in growth and security versus those still emerging and resource-constrained. He outlines the strategies MC Global employs to communicate effectively with their target market, including leveraging strategic partnerships with businesses that serve the same audience.
Harry also highlights the global reach of MC Global and the challenges of introducing advanced technology in less developed areas. He shares creative approaches to customer acquisition and the importance of maintaining strong community connections. This involves staying in touch with key players and building strategic partnerships that help deliver innovative solutions to various regions.
The episode delves into the impact of AI and new technologies on the insurance industry, an area where MC Global is making significant strides. Harry discusses the integration of AI in customer service and risk assessment, balancing the human element with technological advancements. He offers practical advice on adopting new technologies, emphasizing the need for caution and thorough testing to avoid potential pitfalls.
Towards the end, Harry shares insights on the future goals of MC Global, focusing on expanding their offerings and overcoming challenges in technology rollout. He addresses common misconceptions about the insurance industry, emphasizing the company’s commitment to improving customer trust and transparency.
For more insights and to connect with Harry Croydon, you can reach him on linkedin (https://www.linkedin.com/in/harrycroydon) or via email at harry.croydon@micglobal.com Alternatively you can visit the company’s website at: https://www.micglobal.com/ For additional resources and information from the Next Gen Growth team, visit http://www.nextgengrowth.com.

In this episode of Next Gen Case Studies, Devon Jones interviews Pete Canavan, the owner of PJC Services, LLC. With over 25 years of experience, Pete specializes in both digital and physical security solutions. He offers a unique perspective on integrating IT services with self-defense training for a comprehensive approach to safety.

The conversation starts with Pete sharing his entrepreneurial journey, detailing how he transitioned from an IT professional to running his own business focused on security. He emphasizes the importance of discipline and passion in building a successful business, highlighting how his commitment to helping people protect themselves has been a driving force in his career.

Pete discusses the day-to-day operations at PJC Services, explaining how they provide tailored security solutions for both commercial and residential clients. He delves into their client acquisition process, underscoring the role of honesty and transparency in building a loyal customer base. Pete also talks about the importance of word-of-mouth referrals and how they supplement his marketing efforts, including his podcast which serves as both a branding tool and an educational platform.

The episode explores the challenges of balancing technology and human interaction in business growth. Pete shares his thoughts on the importance of personal touch versus automation in client relations, explaining how his business prioritizes direct engagement to build trust. He stresses the critical role of social skills in the tech industry, arguing that the ability to interact effectively with people is just as crucial as technical expertise.

As the conversation turns to the future, Pete discusses his goals for PJC Services, including expanding their offerings and enhancing their service quality. He shares his insights on the evolving landscape of security threats and the importance of staying ahead of the curve. Pete also offers advice for aspiring entrepreneurs in the security field, emphasizing resilience and adaptability as key traits for success.

To contact Pete Canavan, visit www.pjcservices.com.

For more information about the Next Gen Case Studies, visit nextgenerategrowth.com.

In this episode, we talk with Dave Bour, founder and principal of The IT Plan, a company that provides IT development and information security compliance for early-stage companies. With over 15 years of experience, Dave has worked with startups and nonprofits, helping them navigate the complexities of IT infrastructure and compliance. He shares how his background in nonprofits equipped him with the skills needed to work within tight budgets and multiple roles, making him a valuable resource for startups looking to establish robust IT systems.

Dave discusses the importance of addressing tech debt and establishing efficient systems early on. He explains how The IT Plan assists clients with SOC 2 Type 2 certifications and other compliance needs, emphasizing a humanistic approach to technology. This method focuses on aligning IT solutions with the company's workflow and culture rather than imposing rigid systems. Dave also highlights the significance of SaaS management, device management, and single sign-on implementations as foundational elements for any growing company.

The conversation covers how Dave measures success through cost savings and improved operational efficiency, as well as the evolving role of AI in IT. He shares his cautious but optimistic view on the integration of AI tools, particularly for automating repetitive tasks and streamlining processes. Dave is excited about new technologies like Chrome's premium browser and the potential for further automating IT operations.

Listeners can reach Dave via email at dave@theitplan.com or visit his website theitplan.com for more information. For more details about the host's team, visit nextgengrowth.com.

In this episode, we sit down with Reginald Weiser, founder and CEO of Positron, a company that has been a trailblazer in the telecommunications and power industries since 1970. With over 50 years of leadership and innovation, Reg shares his journey from starting Positron to pioneering advancements in fiber optics and 911 emergency systems. We dive deep into his engineering background and how he saw unmet needs in telecommunications that sparked his passion for solving large-scale problems. Reg explains how Positron revolutionized high-speed internet access, bringing gigabit speeds to underserved buildings across the U.S., and why 88% of multi-dwelling units still lack proper fiber wiring.

Reg’s commitment to finding innovative solutions is at the heart of the conversation, as he walks us through his process of building the 911 systems used across the U.S. and the company’s new venture into delivering high bandwidth internet over existing infrastructure. He also highlights how Positron’s technology solves costly rewiring problems in metropolitan areas and offers carriers an efficient solution to provide high-speed services. Reg’s insights into the challenges of innovation, convincing major carriers to adopt new technologies, and scaling a business globally offer invaluable lessons for entrepreneurs and leaders alike.

As the conversation unfolds, we learn about the partnerships Positron has built with Wi-Fi vendors, internet service providers, and fiber companies to expand their technology, and how their approach is transforming buildings into smart homes and smart offices. Finally, Reg shares his vision for the future, including developing 10-gigabit symmetrical speeds and empowering smart building technology. If you're interested in the future of telecommunications, innovation, or leadership, this is an episode you won’t want to miss.

To connect with Reginald Weiser, you can email him at regweiser@positronaccess.com. To get in touch with Devon and the team for your marketing needs, visit NextGenGrowth.com.

In this episode, we sit down with Jon Poteet, a marketing and communications leader with over two decades of experience, currently serving as Vice President of Marketing and Communications at Black Swan Cybersecurity. Jon shares insights on the evolving landscape of marketing and cybersecurity, reflecting on how his diverse background in tech has shaped his approach to business development, customer acquisition, and risk management.

We kick things off by diving into Jon's journey, from his beginnings in West Texas and the Marine Corps to his career in marketing for tech companies. Jon discusses his early experiences working for large public companies and how they prepared him to navigate the complexities of cybersecurity marketing. He also opens up about his transition into the startup space, specifically at Black Swan Cybersecurity, where he has helped the company grow by focusing on creating technical, actionable content that builds trust with clients.

Throughout the episode, Jon emphasizes the importance of real, organic content in marketing and the shift away from traditional keyword-loading tactics that no longer provide sustainable results. He explains how Black Swan's in-house Security Operations Center (SOC) differentiates the company in a crowded market, especially in serving underserved sectors like public education and critical infrastructure.

We also discuss the long sales cycles in cybersecurity, with Jon noting how technical content like threat reports fosters trust and builds a reputation as a trusted advisor. Jon shares how Black Swan has navigated the challenge of working with various technologies while remaining vendor-agnostic, and he reflects on the importance of flexibility in a rapidly changing industry.

As we approach the conclusion of our conversation, Jon highlights some of the key marketing pain points he faces, including the need for more efficient social media management and the complexities of web development. He also shares his goals for the future, including expanding the company's outreach efforts and positioning Black Swan’s CEO, Dr. Saylor, as a thought leader in cybersecurity.

This episode is packed with practical advice for anyone in marketing or cybersecurity. Whether you're a marketing professional looking to refine your strategies or a business leader navigating the challenges of a startup, Jon's insights provide valuable takeaways.

If you'd like to connect with Jon, you can reach him via LinkedIn https://www.linkedin.com/in/jdpoteet/. For more marketing insights or to connect with our team, visit nextgengrowth.com.

In this episode, we sit down with Greg Kefer, Chief Marketing Officer at Raft, an AI-powered logistics platform that is transforming supply chain management. With over two decades of experience in marketing, technology, and logistics, Greg has held leadership roles at companies like GT Nexus and Slink, helping to guide digital transformation in complex industries. He brings a wealth of experience in business development, customer acquisition, and marketing strategy to this conversation, sharing valuable insights on the role of AI in streamlining supply chain operations.

Greg takes us through his career journey, which began in consumer advertising before transitioning into enterprise technology. He describes how the early days of working at GT Nexus—where he was part of a team that scaled a startup to a $675 million acquisition—shaped his approach to B2B marketing and the power of narrative in brand building. He emphasizes the importance of creating a clear, compelling message, especially in industries where complexity is high and the stakes are even higher. Greg also shares lessons learned from working in industries that traditionally rely on email-based processes and manual workflows, like global freight forwarding.

Throughout the conversation, Greg highlights how Raft is addressing the inefficiencies of legacy logistics systems by integrating AI into various supply chain processes. He explains how Raft’s platform helps companies improve data accuracy, automate workflows, and make smarter decisions, all while reducing manual labor. He discusses the challenges and opportunities in marketing AI solutions in a B2B space, where long sales cycles, complex decision-making, and skepticism about AI’s capabilities are common. By educating the market and positioning AI as an essential tool, Raft is pushing the industry toward digital transformation.

Greg also touches on the importance of brand reputation and trust in business, particularly when targeting large enterprises. He explains how his team at Raft uses educational content, customer success stories, and strategic storytelling to engage prospective clients and foster long-term relationships. He stresses that success in B2B marketing requires patience, consistency, and a focus on delivering real value, rather than just chasing quick wins.

Listeners interested in learning more about Greg and Raft can connect with him on LinkedIn at www.linkedin.com/in/gregkefer/ or visit raft.ai. For marketing and AI support, visit nextgengrowth.com.

In this insightful episode, we sit down with Jiri Fiala to discuss the cutting-edge world of data protection and encryption. Jiri is a leader in the cybersecurity space, where his work focuses on advancing the adoption of zero-knowledge proofs (ZKP) and fully homomorphic encryption (FHE) for protecting sensitive information. We explore how these technologies are reshaping the landscape of data security and helping organizations comply with strict regulations such as GDPR and HIPAA.

Jiri shares the journey that led him from being a headhunter in IT to becoming the CEO of Privid, a company specializing in advanced cryptographic technologies. He recounts how he noticed a growing problem in the privacy and data protection space, leading him to dive into older technologies like ZKP and FHE, which were impractical due to previous limitations in computing power. Now, with modern advancements, Jiri has been able to bring these technologies to life, ensuring that data remains encrypted even while it's being used.

The conversation dives into the challenges Privid faced during its growth, particularly the struggles with finding clients and navigating the competitive cybersecurity market. Jiri discusses the impact of regulations such as GDPR, the growing importance of data security, and the company’s strategic focus on Europe due to more stringent data protection laws. We also explore how Privid operates as a fully remote company with teams spread across multiple continents, allowing them to remain flexible and innovative in a rapidly changing landscape.

Jiri offers candid insights into the struggles of scaling a small tech company, including the effects of COVID-19 on business and the sacrifices made by his team to keep the company afloat. Through sheer perseverance and a belief in their product, they’ve managed to secure multi-million dollar contracts and establish strong partnerships across Europe. The discussion wraps up with Jiri’s reflections on the importance of resilience, innovation, and the lessons he’s learned as an entrepreneur in the cybersecurity space.

For more information, you can reach Jiri on Linkedin www.linkedin.com/in/jiri-fiala-privid/. To connect with us for marketing solutions, visit nextgengrowth.com.

In this episode, we sit down with Derek Rodriguez, founder and CEO of Gridlock, a company dedicated to secure cryptocurrency storage. Derek shares his journey from being one of the first Bitcoin miners in 2009 to founding Gridlock in 2020. He discusses the common issues faced by crypto users, such as security risks and asset loss, and how Gridlock's innovative solutions aim to address these challenges. Derek emphasizes the importance of eliminating single points of failure in crypto storage, using a distributed storage network to keep assets safe.

We delve into the broader implications of cryptocurrency and blockchain technology, including their potential to decentralize and democratize financial systems. Derek offers insights into how crypto can empower both the unbanked and those disillusioned with traditional financial institutions. He also talks about the organic growth of Gridlock, the importance of building trust in the crypto space, and his vision for the future of decentralized finance.

As the conversation unfolds, Derek shares his thoughts on the challenges and opportunities in the crypto industry, the importance of user acquisition, and how Gridlock plans to scale and continue innovating. He provides practical advice for those interested in starting businesses in this dynamic field, emphasizing the need to move cautiously and stay informed.

To connect with Derek Rodriguez and learn more about Gridlock, https://www.linkedin.com/in/derek-rodriguez/

For further information about the host and their work, visit nextgengrowth.com.

In this episode, we sit down with Bipin Noble, the Vice President of Business Development at Tecore Networks, to discuss his extensive experience and insights in the telecom industry. Bipin shares his journey from starting in telecom at Comtec to his current role at Tecore Networks, where he focuses on customer partnerships and marketing efforts.

He delves into the evolution of wireless network infrastructure, emphasizing the importance of adapting to new technologies while maintaining core principles.Bipin explains the significance of Tecore's offerings, including managed access solutions for correctional facilities, and how these innovations cater to both government and commercial sectors.

He discusses the challenges of building and maintaining robust customer relationships, highlighting the importance of understanding customer needs and the role of partnerships in delivering comprehensive solutions. As the conversation progresses, Bipin explores the integration of AI and automation in telecom, discussing its potential to enhance efficiency and customer service.

He shares his perspective on the future of technology in the industry, emphasizing the need for companies to embrace AI to stay competitive. Bipin also offers valuable advice for professionals in similar roles, underscoring the importance of listening to customers and staying abreast of technological advancements.

Listeners can reach out to Bipin via email at bipin.noble@gmail.com.

For more information from our team, visit nextgengrowth.com.

In this episode, Sara Beech, Director of Sales for Trainual, joins us to share her insights on sales leadership, client acquisition, and adapting to the latest AI-driven tools in business. With a career that started in an unexpected field, Sara walks us through her journey from her early days in service and logistics to her current role in shaping impactful sales strategies. She shares how each position helped hone her ability to connect with clients, build strong relationships, and bring transformative results to her team.

We begin by exploring Sara’s move from outbound to inbound sales, where she initially had to pivot from cold calls and high-volume outreach to a system where clients now come directly to her team. This shift, she explains, brought unique challenges and opportunities. We dive into the nuances of these approaches, including how in outbound sales, in-depth research and personalization play a crucial role in client interactions. Sara emphasizes how this foundation prepared her for inbound sales, where showing up prepared to answer client needs still requires meticulous preparation.

Sara also shares a detailed framework on how to use key insights, such as geographic location and industry trends, to tailor each client interaction. The conversation turns to the challenges and benefits of integrating artificial intelligence into sales, from automating training materials to providing detailed client insights, allowing her team to maintain efficiency even as they scale rapidly. She describes how AI tools, like ChatGPT, assist in creating targeted training documents and accelerating the onboarding process, which is crucial for keeping up with a fast-paced business environment.

One standout aspect of Sara’s approach is her focus on developing long-term customer relationships and scaling those relationships. She discusses how understanding clients' evolving needs and providing additional solutions can often be more effective than constantly pursuing new leads. This client-centered approach, coupled with a supportive, responsive sales team, has allowed Sara and her team to drive sustainable growth.

Finally, Sara discusses the future of sales and the big initiatives her team is focusing on for the upcoming year. Key performance indicators like conversion rates, revenue metrics, and a move toward more client-led, inbound-driven growth strategies help guide their team’s direction. Her team is also preparing for their annual event, which brings together clients, industry experts, and partners for a collaborative experience filled with learning and networking. This commitment to community and professional development reinforces her team’s emphasis on human connection and support in the sales process.

If you'd like to connect with Sara or learn more about her work, reach out to her on LinkedIn at www.linkedin.com/in/saramartlage/ or via email at sara@trainual.com. For more information on NextGen Growth’s services, visit NextGenGrowth.com.

In this episode of the Next-Gen Case Study Series, we are joined by Omri Weinberg, co-founder and chief revenue officer of Do Control, a cybersecurity company specializing in securing SaaS applications. Omri brings over 17 years of experience in sales, business development, marketing, and operations. He has an impressive track record, including growing Safe DCS' annual revenue from $5,000 to $2,000,000 in two years and leading to its acquisition by App Loving. He also earned the title of Employee of the Year at 888.com, one of the largest gambling outlets globally.

Omri starts by sharing his background, from growing up in Israel and moving to the United States to embark on a career in online marketing and sales. He highlights his journey through various roles, including founding his own company and leading sales operations at multiple firms. Omri discusses how his diverse experiences have shaped his approach to building and scaling businesses.

The conversation then shifts to Do Control's mission and the importance of securing data within SaaS applications. Omri explains the typical clients they serve, ranging from companies with 500 to 30,000 employees, and how Do Control helps them manage and secure their data across various cloud applications. He emphasizes the challenges of data exposure and the need for modern solutions to visualize and remediate access issues.

Omri delves into their marketing strategies, combining traditional networking with digital marketing tactics such as SEO, Google search, and LinkedIn ads. He stresses the importance of measuring ROI and ensuring every marketing dollar is well spent. The discussion also covers the role of AI and technology in enhancing their services. Omri shares how Do Control leverages AI for data classification, risk modeling, and customer support, highlighting the benefits of using third-party technologies to complement their proprietary solutions.

As the episode progresses, Omri reflects on the evolving landscape of cybersecurity and the constant need for innovation. He discusses the importance of focus and avoiding distractions by honing in on core competencies. Omri's philosophy is to excel in a few key areas rather than spreading resources thin across multiple initiatives.

In the final segment, Omri offers valuable advice for professionals looking to grow their businesses and integrate new technologies. He emphasizes the importance of hard work, perseverance, and staying focused on key goals. He advises against shortcuts and underscores the value of setting a strong example for the team.

For those interested in connecting with Omri, he is available on LinkedIn at https://www.linkedin.com/in/omriweinberg/

To reach out to our team, visit nextgengrowth.com. We hope you find this episode insightful and look forward to your feedback.

In this episode of the Next Gen AI Case Study Series, we are joined by Bob Turner, the CEO and co-founder of Cyber Hero VC. Bob brings over 22 years of cybersecurity experience to the table, with expertise in policy, risk management, security operations, vulnerability management, incident response, information assurance, and business continuity planning. This discussion delves deep into his journey and the strategies he employs to enhance cybersecurity using AI technologies.

We begin with Bob sharing his background, from his military leadership roles to his current position in the private sector. He outlines his day-to-day responsibilities as a CEO and how he integrates AI into his cybersecurity practices. Bob emphasizes the importance of combining AI with human creativity to achieve efficient and innovative results.

The conversation then shifts to the potential dangers and ethical concerns of AI, including issues like deepfakes and AI-driven scams. Bob provides insights on maintaining a balance between technological advancements and robust security measures to protect against malicious activities. He stresses the necessity of staying ahead of bad actors while promoting ethical AI use.

Next, we explore the intersection of human creativity and AI in cybersecurity. Bob discusses how automations and AI tools can support community engagement and the responsibility of using AI for the greater good. He believes in a collaborative approach to technology, aiming for outcomes that benefit everyone.

The discussion also touches on the current limitations of AI and the potential of emerging technologies like quantum computing. Bob shares his optimistic view on how these innovations could revolutionize cybersecurity, while also addressing the challenges that lie ahead.

As we near the end, Bob offers valuable advice for those exploring AI technologies in their professional journey. He encourages experimentation and embracing new technologies with an open mind, despite initial fears or uncertainties.

To connect with Bob Turner, visit his LinkedIn profile at https://www.linkedin.com/in/bobturner. For more about our work, visit https://nextgengrowth.com.

Tune in to gain actionable insights and explore the future of AI and cybersecurity with Bob Turner.

In this episode of the Next Gen Case Study series, we sit down with Jeff Borello, co-owner and CEO of Andromeda Technology. Jeff shares his journey from starting as a software engineer to leading a company that provides comprehensive IT solutions. His career began with a seventh-grade interest in programming, leading him to launch Andromeda nearly 30 years ago. Throughout the episode, Jeff discusses how the company evolved from humble beginnings—starting with a small project for their first customer in a trailer park—to becoming a significant player in the IT space.

Jeff explains how Andromeda bootstrapped its growth, focusing on customer acquisition, sales, and marketing. In the early days, they tackled all aspects of the business, from tech support to invoicing. Over time, Jeff and his team have refined their business model to focus on managed services and recurring revenue streams. He emphasizes the importance of finding the right customers who value technology investments and highlights the company's recent shift to serving the manufacturing industry exclusively.

Jeff also shares insights into how verticalization—focusing on a single industry—has helped the company thrive. By narrowing their focus, they’ve been able to develop specialized expertise, particularly in wireless networking, which is crucial for manufacturing clients. Jeff explains how they’ve built a solid partnership with Ruckus Networks to address complex wireless challenges in manufacturing environments.

The conversation delves into customer experience and onboarding. Jeff details Andromeda's rigorous process of vetting potential clients to ensure a good fit, followed by a seamless onboarding experience that reduces the client's workload. He notes that many businesses delay IT upgrades due to fear of change, even when their current systems are causing chaos. Andromeda alleviates this by managing the entire onboarding process and quickly stabilizing IT environments.

Jeff offers advice for other entrepreneurs: resilience and grit are essential. He discusses the balance between growth and maintaining a strong company culture, as well as how acquisitions played a role in expanding Andromeda's service offerings before narrowing their focus back to IT. The episode wraps up with Jeff looking toward the future, noting the potential of AI and automation but emphasizing the importance of maintaining a human touch in the business.

Listeners will gain valuable lessons about customer acquisition, verticalization, and leadership, along with insights into the future of IT services.

To get in touch with Jeff, you can email him at jeffb@wenetwork.com or visit the company website at www.andromeda-tech-solutions.com. To connect with us for marketing solutions, visit nextgengrowth.com.

In this episode, we feature Erin McFarlane, the Vice President of Operations at Fairmarket. With over 20 years of experience, Erin leads Fairmarket's efforts in optimizing procurement and supply chain technology.

She shares her journey from starting as a temp at CVS to becoming an expert in sourcing, contract negotiation, and spend analytics. Erin's work focuses on developing autonomous sourcing platforms that enhance how businesses make purchasing decisions. Erin explains how Fairmarket leverages machine learning and generative AI to create a more efficient and competitive market for procurement.

She discusses the challenges of working with large supplier databases and the complexities of ensuring continuity and security in the supply chain. Erin also highlights the importance of education and thought leadership in helping businesses recognize and solve procurement issues they may not be aware of.

The conversation covers how Fairmarket measures success through cost savings, lead time improvements, and supplier diversity. Erin's passion for her work is evident as she discusses the importance of understanding the bigger purpose behind procurement and supply chain functions.

She also shares insights into the company's latest innovations, including AI-driven tools that help businesses make better purchasing decisions. Listeners can connect with Erin on LinkedIn for more insights: https://www.linkedin.com/in/erinmcfarlane/

For further information about our team, visit nextgengrowth.com

In this episode of the Next Gen AI Case Study Series, we sit down with Ricky Martinez, the Assistant General Manager of Taylor Telecom. Ricky shares his extensive experience in the telecom industry and the technological advancements that have shaped its evolution.

Ricky begins by outlining his professional background and journey to becoming the Assistant General Manager at Taylor Telecom. He reflects on the significant changes in telecom, from the days of landline phones to the current landscape dominated by wireless communication and AI technologies.

The conversation transitions to the impact of new digital tools and AI on the industry. Ricky explains how Taylor Telecom is navigating these changes, focusing on both internal tools for operational efficiency and client-facing services that enhance customer experience. He emphasizes the importance of staying ahead of technological trends while being cautious in their implementation.

Ricky also discusses the challenges of communicating with and acquiring new customers in an era where digital presence is key. He highlights the shift towards more authentic, human-centered marketing approaches, using platforms like TikTok to engage with the community genuinely. This approach contrasts with the overproduced and sales-driven content often seen from larger corporations.

The discussion moves to community building and customer retention. Ricky shares Taylor Telecom's strategies for fostering strong customer relationships, emphasizing the importance of being relatable and responsive to customer needs. He explains how the company leverages both technology and personal interactions to provide exceptional service and retain customers.

Ricky addresses the internal culture at Taylor Telecom, focusing on how they empower their employees to take ownership and go above and beyond in serving the community. He believes in a goal-oriented management style that gives employees the authority to make decisions and take initiative, leading to a more dynamic and effective team.

Looking towards the future, Ricky outlines Taylor Telecom's growth strategies and their plans for integrating new technologies. He shares his excitement about the potential of AI and other innovations to further enhance their services and operational efficiency.

In closing, Ricky offers valuable advice for others in similar positions: embrace new technologies cautiously, ensuring they support and enhance your processes rather than defining them. Be open to innovation but remain grounded in your core values and mission.

To connect with Ricky Martinez and learn more about Taylor Telecom, visit https://online.taylortel.net/

For more information about our podcast and to get in touch with us, visit www.nextgencalls.com.

Tune in for an insightful discussion on the evolution of the telecom industry, practical strategies for community engagement, and actionable advice for navigating technological advancements.

In this episode of the Next Gen Case Studies, we welcome John Shelnutt, CEO of Fortress Solutions. John brings a wealth of experience from his previous roles at Cisco, Alcatel, and Blue Danube Systems, focusing on 5G and IoT technologies. His extensive background makes him a valuable voice in critical infrastructure management and support services.

We start the conversation with John sharing his journey from telecommunications to leading Fortress Solutions. He emphasizes the progression from data to wisdom, highlighting how each step is crucial in harnessing the full potential of AI tools. This foundational insight sets the tone for a deep dive into the technological advancements and industry shifts he has witnessed.

John reflects on significant events that have shaped the telecommunications landscape, providing a behind-the-scenes look at the evolution of connectivity. From the era of landlines to the current age of 5G and IoT, his perspective offers a unique understanding of the industry's trajectory and future directions.

The discussion then shifts to John's current role and responsibilities at Fortress Solutions. He outlines the challenges of customer acquisition in a niche market and the importance of building strong relationships. John explains how Fortress Solutions leverages brand and reputation to navigate a competitive landscape, ensuring they meet and exceed client expectations.

We explore the technologies Fortress Solutions employs, delving into the benefits and challenges of integrating new tools. John shares practical insights on the most useful technologies and the potential drawbacks, emphasizing the need for balance and thorough testing to ensure smooth implementation.

Looking ahead, John expresses excitement about future technological advancements and their practical applications. He envisions continued growth and innovation, driven by the relentless pursuit of better, more efficient solutions.

Towards the end of the episode, John offers valuable advice for those in similar positions. He stresses the importance of measuring success through meaningful metrics and maintaining strong client relationships. His insights are not only practical but also inspiring, providing a roadmap for navigating the complexities of the technology sector.

For more information or to connect with John Shelnutt, visit Fortress Solutions at https://www.fortsol.com/about-us/ or John’s LinkedIn Profile here: https://www.linkedin.com/in/johnshelnutt/

To reach out to the Next Gen Growth team, visit http://www.nextgengrowth.com.

In this episode of the NextGen Case Study series, we have the privilege of hosting Soundar Natarajan, the founder and CEO of Perma Technologies, a company specializing in data analytics, AI, and customer development services. Under Soundar's leadership, Perma Technologies has grown to provide innovative technology solutions to both private and public sectors, enhancing data-driven decision-making processes for their clients.

Soundar's journey began in India, where he completed his undergraduate in computer science and joined Wipro, a leading technology consulting company. His career path led him to New York in 2009, working for Sony Music, and eventually holding various roles in the IT industry, including his last position at Scholastic. The transition to becoming an entrepreneur wasn't smooth, as Soundar experienced multiple setbacks with earlier startups. However, his resilience and determination to create something meaningful drove him to establish Perma Technologies in 2021.

Soundar shares his initial challenges in transitioning from an employee to an employer, highlighting the importance of leveraging his network for early projects and the critical lessons learned from previous failures. He emphasizes the value of not seeing competitors solely as rivals but as potential partners, a perspective that helped shape his approach to business.

During the conversation, Soundar discusses the balance between wearing multiple hats in the early stages of the company and the strategies he employed for customer acquisition. He highlights the significance of client referrals and the success he found through LinkedIn and email marketing. Attending events and building personal relationships with potential clients have also been pivotal in targeting enterprise clients, which is a current focus for Perma Technologies.

Soundar's approach to business is technology-centric, focusing on providing solutions in custom app development, ERP systems, and AI. By concentrating on the technology rather than the specific verticals, Perma Technologies can offer versatile solutions across various industries. His recent efforts in social media presence, particularly on LinkedIn, demonstrate his commitment to adapting to industry trends and exploring new avenues for growth.

As Soundar looks to the future, he shares his ambitious goals for 2024: doubling the company's revenue and securing enterprise clients. His dedication to staying resilient, continually knocking on clients' doors, and building lasting relationships has been key to his success.

Soundar also reflects on his motivation to move to the United States and create something significant, driven by a desire to make a meaningful impact. He draws inspiration from his past involvement in a community organization in India, aiming to be in a position where he can help others, including fellow entrepreneurs.

For more insights from Soundar or to connect with him, reach out via email at soundar@thepermatech.com or find him on LinkedIn. To connect with Devon Jones and his team for marketing solutions, visit nextgengrowth.com.

In this episode of the NextGen Case Study series, we sit down with Thomas McClendon, president and founder of Citadel Networks, a leading technology solutions provider based in Portland, Oregon. Since founding Citadel Networks in 2015, Thomas has been dedicated to offering reliable and professional IT services, ensuring that businesses in Portland, Beaverton, and Hillsborough have robust network security and IT infrastructure solutions.

Thomas shares his journey, beginning with his fascination for technology that started over 25 years ago. From upgrading his first computer to venturing into IT, his path led him to establish Citadel Networks about eight years ago. Thomas discusses the evolution of his role from wearing all hats in the early stages of the company to focusing on business development, hiring the right talent, and creating a unique business culture.

He emphasizes the importance of empowering employees to make decisions, citing valuable lessons learned from a previous employer who sold his business for $6.5 billion. Thomas believes in always doing the right thing, even if it means absorbing costs for the company's mistakes, as demonstrated in a recent incident with CrowdStrike.

Thomas dives into the strategies he uses for customer acquisition and retention, highlighting the significance of education over fear-based selling. He aims to become a trusted advisor to his clients, building long-term partnerships rather than quick sales. He explains his focus on LinkedIn for B2B marketing, posting regularly and sharing relevant articles and videos to educate potential clients on cybersecurity and IT compliance.

Looking towards the future, Thomas expresses excitement about the rapid advancements in artificial intelligence (AI) and its transformative impact on business operations. He advises professionals to become subject matter experts in their fields to complement AI's capabilities. At Citadel Networks, AI is already playing a crucial role in protecting networks and identifying threats.

Thomas envisions Citadel Networks becoming the go-to cybersecurity company in the Pacific Northwest, expanding into areas like Seattle and Boise. He underscores the importance of having a local IT partner who understands and can meet the specific needs of small businesses.

As the episode wraps up, Thomas shares his key advice for fellow entrepreneurs: always make decisions to move your business forward and avoid getting stuck in analysis paralysis. He also offers insights into the importance of maintaining momentum and being adaptable in business strategies.

For more information or to get in touch with Thomas, connect with him on LinkedIn https://www.linkedin.com/in/cyberavenger/. To reach out to Devon Jones and his team for marketing solutions, visit nextgengrowth.com.

In this episode, we are joined by Itzik Alvas, the co-founder and CEO of Entro Security. With a background in cybersecurity from the Israeli Defense Force (IDF) and senior security positions at Microsoft, Itzik brings a wealth of experience to the table. He discusses the journey that led him to create Entro Security, a company specializing in securing digital secrets and managing non-human identities.

Itzik shares his experiences with security breaches at Microsoft and how these incidents inspired him to develop solutions to prevent such occurrences. He explains the importance of securing non-human identities—such as service accounts and API keys—which have become a major target for cyberattacks. Itzik details the challenges of educating the market about this relatively new threat and how Entro Security is pioneering solutions in this space.

The conversation also covers the strategies Entro uses to maintain strong customer relationships and the role of AI in enhancing their services. Itzik emphasizes the importance of customer feedback and how it drives the company's product development. He also touches on the collaborative approach of Entro, highlighting partnerships as a key component of their strategy.

Listeners can connect with Itzik on LinkedIn (https://www.linkedin.com/in/itzik-alvas/) or visit the Entro Security website at https://entro.security/about for more information.

In this episode, we sit down with Max Gibbard, the owner and president of TeamLogic IT in Kentwood, Michigan, to explore the evolving role of technology and cybersecurity in small business growth. With a career spanning business development, IT infrastructure, and cybersecurity, Max brings a wealth of knowledge in helping businesses leverage technology to drive operational efficiency and protect their data.

Max shares his journey into business ownership, which began with a diverse career in business development, marketing, and management roles across industries. He discusses how he transitioned from corporate roles at companies like Steelcase into owning a managed IT services franchise with TeamLogic IT. Max explains how his unique background has shaped his approach to IT services, focusing on long-term relationships, advising clients, and helping small to mid-sized businesses implement strategic technology solutions.

One key theme of the conversation is how Max has shifted from providing one-off IT services to becoming more of a trusted advisor and coach to his clients. He explains the value of working closely with businesses to understand their technology needs and challenges, rather than simply selling products or services. This approach has helped him build strong, lasting relationships with clients and focus on providing continuous value through managed IT services.

Max also delves into his passion for cybersecurity and the importance of vigilance in today’s digital world. He talks about the growing need for businesses to be aware of cybersecurity threats, and how his company provides proactive solutions to prevent data breaches and secure sensitive information. He touches on trends such as the integration of AI into IT systems and the increasing reliance on cloud-based solutions, sharing how these technologies are reshaping the way businesses operate and stay secure.

Max’s long-term vision includes helping businesses navigate digital transformation by staying ahead of cybersecurity risks and leveraging cutting-edge tools. He highlights his initiative, The Phishing Report (phishingreport.net), a resource dedicated to raising awareness about phishing scams and providing educational content on cybersecurity best practices. Max offers valuable advice for business owners on how to align their technology strategy with their overall business goals and remain competitive in a fast-changing digital landscape.

Listeners can reach Max directly at max@teamlogicit.com or connect with him on LinkedIn www.linkedin.com/in/maxgibbard/. For marketing and AI support, visit https://nextgengrowth.com.

In this episode, we sit down with Marat Asadurian, co-founder and CEO of SafeDigit, to explore how AI-assisted workflow automation is transforming the way businesses operate. Marat shares his journey from a background in data engineering, including his work with industry leaders like Amazon and Trulio, to founding SafeDigit in 2020.

We begin by diving into the origins of SafeDigit, initially focused on logistics, and how it evolved into a more versatile AI-driven workflow automation platform. Marat explains how the platform connects various systems—such as e-commerce platforms and ERP systems—seamlessly for businesses in industries ranging from logistics to manufacturing. This evolution reflects the broader shift from basic data integration to full business process automation, empowering companies to streamline their operations without needing extensive technical knowledge.

Throughout the conversation, Marat highlights the challenges he observed early on, particularly the disconnect between business owners and technical teams. This gap is often caused by differences in jargon and understanding, leading to inefficiencies. With SafeDigit, Marat is focused on enabling business owners to implement and manage workflows themselves, without needing to depend on developers to translate their needs into code.

We also talk about the importance of creating a product that genuinely provides value. Marat's emphasis on building software that people need rather than just what they want reflects his approach to long-term customer satisfaction. He shares insights into the company's go-to-market strategy, focusing initially on logistics companies and how he learned from early setbacks in the data security space.

Looking forward, Marat is excited about the role AI will play in shaping the future of business operations. From automating repetitive tasks to enabling smarter workflows, AI-assisted platforms like SafeDigit will increasingly empower companies to optimize their processes with minimal effort.

For those interested in developing their own platforms or improving their existing business processes, Marat offers straightforward advice: focus on creating value, iterate on feedback, and ensure that what you’re building solves real-world problems.

To learn more about SafeDigit or to connect with Marat, you can reach him at marat@safedigit.io or connect with him on LinkedIn www.linkedin.com/in/marat-asadurian/. For more information about our marketing and AI services, visit https://nextgengrowth.com.

In this episode, we sit down with Shihan Fernando, Senior Vice President of Global Sales, who brings nearly two decades of experience in sales leadership and strategy across diverse industries, including tech, financial services, and government. Shihan shares his insights on implementing AI in sales and operations, aiming to help businesses leverage cutting-edge tools to enhance productivity and reduce manual tasks. With an infectious enthusiasm for transformative tech, Shihan explores how AI can act as both a personal assistant and a coach, adapting to users' needs while helping them improve their own skills over time.

Shihan delves into the journey of developing Copilot for DevOps, a project he leads in partnership with Microsoft, designed to streamline Azure DevOps with AI-driven, non-prompt-based interactions. This approach removes common barriers to AI adoption, such as the steep learning curve of prompt engineering, which typically hinders productivity. Instead, the tool is accessible to anyone regardless of technical expertise, democratizing the power of AI across diverse user levels. Shihan also discusses the core strategy of "generated and human-edited" AI solutions, which combines AI's efficiency with human expertise to create robust, accurate outcomes for DevOps teams.

Throughout the conversation, Shihan reflects on the importance of aligning with products that inspire and motivate, particularly in sales roles where passion can make all the difference. He provides a look into the development roadmap, where the team has released four major updates this year alone, constantly iterating to keep up with client needs and AI advancements. Shihan touches on the tool’s impact within the public sector, a major adopter due to its budget constraints and need for efficient solutions. By embedding AI solutions like Copilot for DevOps, these organizations can significantly boost productivity without increasing costs, allowing them to achieve more with fewer resources.

As the discussion unfolds, Shihan shares his broader vision: using AI to eliminate tedious tasks, empower team members, and drive innovation. His personal story also reveals his dedication to continuous improvement, both in his career and in mentoring others. He emphasizes the value of curiosity, persistence, and openness to new ideas as essential qualities for success.

For those interested in learning more about Shihan’s work or connecting with him, you can reach him on LinkedIn at https://www.linkedin.com/in/shihan-fernando/ or by email at shihan.fernando@modernrequirements.com. For more information on NextGen Growth’s services, visit NextGenGrowth.com.

In this episode of the NextGen Case Study series, we sit down with Pallabi Saboo, Executive Chair and Founder of Harmonia Holdings Group, LLC. Pallabi shares her journey from being a student from India to leading a company with over 400 employees and annual revenues exceeding $100 million. Harmonia started with small business grants and has since evolved into a key player in the federal and commercial sectors.

Pallabi reflects on her early career, starting as a marketing director before finding her sweet spot in the tech world. Through personal resilience and a clear vision, she took a significant ownership role in Harmonia, helping it grow exponentially without external funding. She also reveals the importance of aligning her personal values, especially as a mother, with her entrepreneurial aspirations, striving to be a positive role model for her daughter.

Throughout the conversation, Pallabi discusses how the company grew through government-backed initiatives like the Small Business Innovative Research grants and by adopting an ecosystem approach to federal contracting. She emphasizes the value of cultivating relationships, being flexible, and continually adapting to challenges. Pallabi also credits her leadership team, made up of complementary experts, for shaping Harmonia into the successful organization it is today.

As the conversation shifts toward the future, Pallabi outlines her billion-dollar vision for Harmonia, emphasizing the importance of external investors, structured growth strategies, and maintaining a cohesive company culture. She also touches on emerging industry trends, particularly AI, which she sees as a pivotal area of growth. Pallabi's story is one of resilience, leadership, and bold goals, offering valuable insights for entrepreneurs aiming to scale their businesses.

If you're curious about what it takes to lead a company from a small business to a $100 million powerhouse and how to navigate the challenges of scaling further, this episode is packed with actionable insights.

You can find more about Pallabi Saboo on LinkedIn www.linkedin.com/in/pallabisaboo. For business inquiries or marketing solutions, visit www.nextgengrowth.com.

In this engaging episode, we sit down with Evan Huff, CEO and co-founder of Vested Networks, to explore his journey from a small town in North Texas to leading a company that provides customized voice over IP solutions. Evan shares his background, including his early career experiences at Starbucks and Apple, where he honed his skills in technology and customer service. These experiences shaped his approach to business, focusing on integrity, transparency, and exceptional customer care.

Evan discusses the challenges of scaling a business, particularly when many processes are manual and not streamlined. He emphasizes the importance of simplifying complex processes to improve efficiency and customer satisfaction. Evan shares insights into how Vested Networks addresses these challenges, including their approach to providing an all-in-one service model that includes equipment, support, and clear, straightforward billing. This model ensures that customers are not burdened with hidden costs and receive reliable, high-quality service.

The conversation also covers Vested Networks' strategic partnerships with IT companies, which have been crucial in providing seamless, comprehensive solutions to their clients. Evan explains how these partnerships help the company offer tailored services that meet specific customer needs, from small businesses to critical government facilities and hospitals.

Looking ahead, Evan outlines his ambitious plans for Vested Networks, including becoming an official telecom carrier and developing proprietary systems to further streamline operations. These advancements aim to enhance customer service and potentially benefit other providers in the industry. Evan's vision includes building a better telecommunications system that prioritizes the needs of the customer, ensuring that their communication systems are always reliable and effective.

Throughout the episode, Evan provides practical advice for other business leaders, emphasizing the importance of paying attention to details, maintaining integrity, and putting the customer first. He also shares his thoughts on the future of the telecommunications industry and how businesses can adapt to the changing landscape.

To connect with Evan Huff and learn more about his work, visit his LinkedIn profile at linkedin.com/in/evanhuff.

In this episode of the Next Gen Growth Case Study podcast, we sit down with Josh Lee, co-founder and CEO of SWIT. SWIT is a groundbreaking platform that merges functionalities from tools like Slack and Trello into one unified system for team communication and task management. Josh began his career as an English teacher in Korea, where he developed a web-based app for custom teaching materials, leading him to co-found SWIT.
Josh shares his journey from K-12 education technology to creating a versatile platform for large organizations needing scalable and interoperable solutions. He moved to the Bay Area over a decade ago to tap into the evolving U.S. market, identifying a shift from learning-focused tools to doing-focused collaboration platforms.
The discussion delves into the day-to-day responsibilities Josh handles, from building the architecture of SWIT to expanding its market presence and hiring top talent. Josh highlights the significant industry shifts, particularly the rise of AI and digital transformation. With AI tools like OpenAI's GPT, the approach to integrating AI into collaboration platforms has fundamentally changed.
Josh explains how SWIT navigates the intersection of SaaS and AI, emphasizing the differences between traditional app interfaces and AI-driven methods. He discusses the challenges of onboarding and change management, especially in non-tech-savvy verticals like manufacturing and retail. SWIT aims to streamline workflows and simplify complex systems into user-friendly interfaces.
The conversation touches on the importance of personalized interfaces and the seamless integration of AI to enhance productivity. Josh also addresses the difficulty of communicating these advanced concepts to clients, focusing on teaching and supporting their transition to new tools.
Josh shares insights into the company's retention rate, boasting a 99% retention due to their comprehensive approach to solving collaboration challenges. He reflects on the future of AI in the workplace, stressing the need for new methodologies that accommodate AI's pervasive influence.
For those looking to adapt and thrive in the AI era, Josh advises focusing on smaller markets initially and being bold in vision. He emphasizes the importance of securing good investors or starting with bootstrap strategies to bring innovative ideas to life.
To connect with Josh Lee, reach out to him via LinkedIn or email at josh@SWIT.com. For more resources, visit http://www.nextgengrowth.com.

In this episode of Next Gen Case Studies, host Devon Jones sits down with Sage Wohns, CEO and founder of Jericho Security. Sage shares his journey from founding his first business in the Seattle tech scene to his current work in cybersecurity, where Jericho Security uses artificial intelligence to combat phishing attacks powered by generative AI. Sage’s insights into using technology to accelerate business growth and stay ahead of cyber threats make this a fascinating conversation for anyone interested in tech-driven solutions.

The episode kicks off with Sage's background, growing up in Seattle and how he began his journey in computer science and entrepreneurship. From building websites for local businesses as a teen to founding Jericho Security, Sage walks us through his evolution in the tech world. His early experiences at companies like Rakuten and Agolo helped form the foundation for his focus on machine learning and natural language processing, technologies he now leverages in cybersecurity.

The conversation dives into how AI is revolutionizing product creation, speeding up processes that once took years, and enabling faster, more adaptive business models. Sage discusses how Jericho Security is using AI to identify and counter novel phishing attacks and other cyber threats. He emphasizes how generative AI has allowed his team to achieve rapid growth, from building their product to market engagement.

Sage also talks about the importance of customer relationships in business development. He explains how listening closely to clients, particularly Chief Information Security Officers (CISOs), has allowed Jericho to build solutions that address real-world security concerns. By working closely with industry experts and creating collaborative environments for sharing knowledge, Sage ensures Jericho remains at the forefront of cybersecurity innovation.

Devon and Sage explore the role of AI in sales and marketing, touching on how automation has transformed client engagement, messaging, and sales processes. Sage shares valuable insights for entrepreneurs on the transition from founder-led sales to professional sales teams, highlighting the challenges and milestones along the way. He also explains the importance of building a strong team around you—people who share your vision and are experts in their fields.

Finally, Sage offers advice for aspiring founders and entrepreneurs, encouraging them to seek out in-person interactions and expert advice as they build their businesses. His focus on collaboration, adaptability, and leveraging technology offers a roadmap for those looking to scale their companies quickly in today’s rapidly evolving landscape.

If you'd like to learn more or reach out to Sage, you can contact him directly at sage@jerichosecurity.com or on LinkedIn www.linkedin.com/in/sagew/. For more on how Devon and his team can assist with your marketing or AI needs, visit nextgengrowth.com.

In this episode, we sit down with Greg Tull, Marketing Director at Classy Llama, to explore his unique approach to business growth, combining storytelling with data-driven insights. Greg, with a background in film direction and a six-year tenure in the Coast Guard, brings a distinct perspective to marketing leadership. He explains how his journey from film to marketing is rooted in the art of storytelling and how these skills are transferable to customer acquisition strategies.

Greg discusses the importance of building marketing foundations, sharing how his team has laid the groundwork for tracking sales pipelines, attributing leads, and using Salesforce effectively to capture multi-touchpoint journeys. By leveraging accurate data, his team is set to achieve a 25% increase in closed deals, with a goal of reaching a 50-100% growth in revenue over the next couple of years.

One of the major themes in this conversation is Greg’s focus on making the client the hero of their story, a strategy he likens to the classic hero’s journey. By positioning his company as the mentor rather than the hero, Greg creates a narrative that resonates more with clients, helping them solve their problems while Classy Llama supports them. This storytelling approach has helped shift marketing efforts from self-promotion to genuine client engagement.

Greg also explores the intersection of data and storytelling, emphasizing the value of tracking marketing content performance and nurturing leads over long periods—sometimes more than a year. He reflects on the balance between producing high-quality content and ensuring that content ultimately generates revenue. His insights offer a fresh take on using AI tools like ChatGPT to optimize lead generation processes and improve operational efficiency without significant costs.

The conversation dives into broader marketing trends, such as how to maintain a balance between digital and in-person interactions, how to interpret data effectively to avoid misjudging content performance, and how AI is reshaping the marketing landscape. If you’re interested in learning how to combine creativity with data for business growth, this episode is packed with actionable insights.

To reach out to Greg, visit his LinkedIn at www.linkedin.com/in/greg-tull-94039985/. To get in touch with Devon and his team, visit nextgengrowth.com

In this episode of the Next Gen Case Study series, we sit down with Tony Coker, Director of Channel Sales, to explore how channel partnerships and cybersecurity solutions can drive growth in the IT industry. Tony shares his journey, starting from a background in psychology and philosophy to landing leadership roles in sales and channel management. He highlights how his expertise in human behavior influences his approach to building strong relationships with partners and clients.

Tony walks us through his role at Netgate, where he leads partner recruitment and management, helping Managed Service Providers (MSPs) deliver affordable and high-quality firewall solutions to their clients. Tony emphasizes the importance of focusing on specific verticals like healthcare, manufacturing, and government to provide targeted security solutions. He explains how he works closely with partners to develop successful marketing and sales campaigns, emphasizing the need for collaborative, human-centered approaches.

During the conversation, Tony also shares valuable lessons on avoiding common pitfalls, such as chasing deals that may seem too good to be true. He stresses the importance of qualifying opportunities properly and advises partners to stick to what they excel at to find the greatest success.

Tony's insights into the future of the industry include the role of automation, new product developments, and the fine balance between embracing technology and maintaining human interaction. He discusses Netgate’s upcoming launch of a multi-instance management tool and its potential to revolutionize the way partners manage their network security infrastructure, with significant implications for both small businesses and large enterprises.

As a thought leader in IT security, Tony gives his take on artificial intelligence and automation, explaining how automation is essential for handling repetitive tasks while advocating for a more cautious approach to AI in client interactions.

For anyone interested in enhancing their channel sales strategy or curious about emerging trends in network security, Tony provides a wealth of practical advice.

To contact Tony directly, you can connect on linkedin, www.linkedin.com/in/tonycoker/. For more marketing insights or to connect with our team, visit nextgengrowth.com.

In this insightful episode, Barada Sahu joins us to share his unique approach to scaling e-commerce businesses through trust-building and strategic personalization. With over 20 years of experience in technology and e-commerce, Barada has worked with both enterprise clients and small to medium-sized businesses, bringing a dual perspective on the challenges and opportunities that each type of business faces. As the CEO and co-founder of Mason, an AI-driven platform for e-commerce personalization, Barada’s journey has spanned from creating enterprise software solutions to developing accessible, AI-powered tools that empower smaller brands to compete at a high level.

The discussion kicks off with Barada explaining his transition from large-scale enterprise tech to founding Mason, with insights into how he leveraged his background to design a product that meets the needs of e-commerce brands of all sizes. He explains the challenges small brands face in connecting with customers and how personalization is essential for conversions in today’s market. Barada delves into the importance of understanding customer journeys in e-commerce and describes how brands can use tailored recommendations, strategic offers, and a personalized shopping experience to increase engagement and loyalty.

Barada also breaks down the critical differences between small businesses and enterprise clients when it comes to sales and marketing strategies. He explains that while smaller businesses often need a simplified, direct approach and lean on partnerships, enterprise clients require a multi-layered process due to complex decision-making structures. Building trust and aligning goals across large teams is essential to success, and Barada shares practical advice on how to do this effectively.

Content and media strategy is another focal point of the conversation. Barada believes every brand in e-commerce must operate as a media company, producing authentic content to build trust and reach new audiences. He shares how Mason uses educational content to help brands understand their customers and improve their marketing strategies, even before they implement software solutions. This approach has helped Mason build a strong reputation and a community of loyal users who benefit from the brand’s ecosystem of tools and knowledge-sharing.

Looking forward, Barada is excited about how AI is enabling smaller brands to operate at scale, leveling the playing field with larger enterprises. He discusses how this technology is empowering small teams to accomplish big goals, and his vision for AI’s role in e-commerce over the coming years.

Finally, Barada shares his advice for entrepreneurs: embrace the journey, lean into the highs and lows, and take advantage of the support available within the ecosystem.

To connect with Barada or learn more about Mason, reach out to him on LinkedIn https://www.linkedin.com/in/baradas/, or visit getmason.io. For more information on NextGen Growth’s services, visit NextGenGrowth.com.

In this episode, we dive deep with Neel Singh, a seasoned marketing strategist and fractional Chief Marketing Officer at IDM Works, to uncover insights on effective marketing, branding, and business growth. With over 20 years of experience in marketing and business strategy, Neel shares his journey from scaling startups to advising organizations on creating impactful marketing strategies.

Neel begins by discussing the core differences between branding, marketing, and advertising, explaining how each plays a unique role in building a company’s reputation and customer connections. He highlights the importance of defining value in marketing and how to integrate brand strategy with advertising for a cohesive and effective outreach.

For those navigating the balance between marketing and sales, Neel provides actionable advice on creating seamless collaborations between these functions. He outlines the complexities of managing leads, the importance of defining marketing-qualified leads, and how marketing can drive revenue by aligning with sales goals.

Neel also dives into the challenges of scaling businesses during rapid growth phases, sharing lessons from his experience scaling a media tech startup. He emphasizes the importance of prioritization, focusing on product integrity, and retaining customers during times of hypergrowth. This discussion is packed with tips for leaders managing rapid organizational changes while striving to maintain quality and sustainability.

Content creation as a pillar of marketing strategy is another key focus of the conversation. Neel offers insights into how businesses can leverage white papers, case studies, and thought leadership content to build trust and authority within their industries. He explains why experimentation and continuous testing are vital to refining campaigns and achieving sustainable growth.

As the discussion wraps up, Neel reflects on the future of marketing in technology-driven fields, including AI and emerging technologies. He shares his enthusiasm for working with innovative companies pushing industry boundaries and provides advice for aspiring entrepreneurs. His message centers on staying true to your purpose, embracing challenges, and using passion as fuel to overcome obstacles.

To connect with Neel Singh, find him on LinkedIn at www.linkedin.com/in/singhneel/. For marketing and AI solutions, reach out to Devon at nextgengrowth.com.

In this episode, Jack Marshall, CEO of Bolster AI, shares insights on the evolution of phishing detection and the power of AI in the cybersecurity landscape. Jack opens up about his career journey, from his early days in Silicon Valley as an electrical engineer to becoming a leader in multiple cybersecurity startups. He explains the technological and operational challenges companies face in protecting their brands and customers from online threats.

Jack recounts how Bolster AI developed their phishing detection platform, leveraging a massive data set of over 6.5 billion tested URLs. He discusses the company’s success in using AI to protect banks, consumer brands, and individuals from phishing attacks and scams. Jack emphasizes the importance of taking down fraudulent sites and malicious content swiftly and efficiently, noting how Bolster’s advanced AI-driven system has made this process faster and more effective. He also shares how working with international law enforcement agencies and takedown specialists helps ensure that scammers face swift action.

Jack dives into the business development challenges and the ongoing evolution of their marketing strategies. As Bolster pivots from brand protection to a broader cybersecurity positioning, he talks about the importance of delivering AI-driven security solutions in an overfunded and crowded cybersecurity market. He highlights how Bolster is evolving to keep up with increasingly sophisticated cyberattacks, such as phishing kits and geofencing techniques.

Listeners will also learn about Bolster’s move into email security, tackling external abuse mailboxes by using advanced AI to differentiate between legitimate emails and phishing attempts. Jack details how Bolster’s OCR technology and ability to interpret complex email formats, such as QR codes and screenshots, is pushing them to the forefront of phishing detection.

In closing, Jack offers valuable advice to entrepreneurs about executing strategy, measuring tactics, and staying agile in today’s fast-paced business environment. He underscores the need for metrics-driven decision-making and the importance of adjusting course quickly when necessary.

To connect with Jack, send an email to jack.marshall@bolster.ai or via Linkedin www.linkedin.com/in/jack-marshall-2b31a35/. For marketing inquiries or to get in touch with Devon and his team, visit nextgengrowth.com.

In this episode of the Next Gen AI Case Study series, we are joined by Ethan Dukes, the Director of Business Development at Convoke Systems. With a rich background in sales and business development, Ethan brings valuable insights from his career journey and his role at Convoke, where he has been a key player since 2019.

Ethan’s career began with his experiences in college football at Hamilton College, where he learned the importance of accountability and continuous improvement, values that have guided him in his professional life. Before joining Convoke, he held various positions at companies like Spot Like, Octopus Interactive, and Track Maven, where he honed his skills in sales and business strategies.

We delve into Ethan's role at Convoke Systems, discussing his approach to business development and the unique skills that have contributed to his success. Ethan shares how his ability to handle stress and pressure has been instrumental in his career, particularly in defining and evolving his role within the company.

A significant portion of the conversation focuses on the technological shifts and advancements in the industry. Ethan emphasizes the importance of staying ahead of the curve and adapting to new technologies to ensure continued growth and success. He shares his perspective on the current tech stack at Convoke, highlighting the tools and technologies that enhance their marketing and sales processes.

Ethan provides actionable advice for entrepreneurs and business leaders, stressing the importance of watching film on oneself, a practice he adopted from his football days. This metaphor underscores the need for self-awareness and continuous improvement in business.

The episode concludes with Ethan offering practical tips for leveraging technology and personalizing customer interactions. He advocates for a strategic approach to marketing, avoiding generic outreach and instead focusing on tailored, impactful communication.

To connect with Ethan Dukes and learn more about his work at Convoke Systems (https://www.convokesystems.com/) you can reach him through his LinkedIn profile (https://www.linkedin.com/in/ethan-dukes-5095626a/) or email at ethan.dukes@convokesystems.com

For more insights and resources from the Next Gen Growth team, visit http://www.nextgengrowth.com.

In this episode of the NextGen Case Study series, we welcome Ziad Mohy, Manager of Revenue Operations at Clarity, a company known for its advanced communication and collaboration software. Ziad brings extensive experience in optimizing revenue processes, implementing data-driven strategies, and improving efficiency across sales, marketing, and customer success teams. His role involves strategic planning, managing revenue growth, and leveraging technology to streamline operations and drive business outcomes.

Ziad starts by sharing his journey from economic consulting to revenue operations. He highlights the importance of understanding both data and the underlying reasons for data collection, emphasizing that successful RevOps requires a balance between proactive and reactive approaches. Drawing from his consulting background, Ziad explains how he applies problem-solving skills to optimize revenue processes and enhance business development efforts.

A significant part of the conversation revolves around the practical applications of data in revenue operations. Ziad discusses the importance of organizing and interpreting data to provide actionable insights, helping companies improve their sales cycles and overall efficiency. He shares examples of how he uses data to understand customer lifecycles, identify areas for improvement, and streamline operations.

Ziad also delves into the customer experience at Clarity, explaining how the company uses data from the earliest stages of customer interaction to optimize the sales process. He emphasizes the importance of documenting the customer journey in CRM systems to provide a comprehensive understanding of customer interactions and outcomes. This approach not only helps in current operations but also promotes scalability for future growth.

The conversation touches on the evolving landscape of tools and technologies in RevOps. Ziad expresses excitement about the increasing simplicity and effectiveness of new tools, which allow for greater creativity and efficiency in managing revenue operations. He discusses the potential of automation and AI-driven tools to reduce manual work and enhance data accuracy, ultimately driving better business outcomes.

Ziad offers valuable advice to those in similar roles, encouraging them to invest time in understanding the philosophical side of their work and to explore creative ways to leverage data. He highlights the importance of continuous learning and adaptation in a rapidly evolving field.

To connect with Ziad Mohy, visit his LinkedIn profile at linkedin.com/in/ziad-mohy. For more information on our marketing services, visit nextgengrowth.com.

In this episode of the NextGen Case Study series, we have the pleasure of hosting Marci DeVries, the CEO of FraudSniffr, a company specializing in social media investigation solutions for insurance and legal defense professionals. With a robust background in marketing and venture funding, Marci leads FraudSniffr in utilizing AI and advanced software to enhance investigation accuracy and efficiency.

Marci's journey began long before the advent of Google, where she worked on search engine optimization and natural language algorithms. Her expertise in these areas led her to build and sell several companies. The idea for FraudSniffr emerged when her partner highlighted the challenges faced by the insurance industry, particularly dealing with exaggerated injury claims. This prompted Marci to develop a solution that not only locates relevant content but also stores it in a meaningful way, ensuring its usability and legal admissibility.

Marci shares how the traditional methods of insurance investigation often relied solely on phone conversations with claimants, lacking comprehensive background information. FraudSniffr bridges this gap by providing a detailed, legally compliant digital footprint of claimants, significantly improving the investigation process.

Throughout the conversation, Marci discusses the evolution of her role at FraudSniffr. From developing search methodologies and building software tools to now focusing on streamlining processes with AI, her journey has been one of constant innovation. Recently, FraudSniffr deployed an AI tool that reads and summarizes hundreds of posts per claimant, saving valuable hours per file.

Finding and communicating with claims adjusters and legal professionals, who are often inundated with vendor propositions, presents its challenges. Marci's strategy involves extensive blogging to solidify messaging, leveraging LinkedIn for targeted outreach, and participating in trade associations and referral networks to build credibility and trust.

Marci emphasizes the importance of providing a "white glove" customer experience, ensuring high-quality, concierge-level service from the initial inquiry to ongoing operations. This commitment to excellence not only enhances customer satisfaction but also drives referrals, which are crucial in the insurance and legal industries.

The conversation also touches on the significance of company culture at FraudSniffr. Marci believes that a happy and well-supported team is key to delivering exceptional customer service. FraudSniffr has embraced a remote work model for over 13 years, allowing employees, especially new mothers, to balance work and family life effectively.

Looking ahead, Marci shares her excitement and cautious optimism about the future of technology, particularly AI. While acknowledging the efficiency AI brings, she stresses the importance of human oversight to ensure thoughtful and ethical application of these tools.

As the episode concludes, Marci offers valuable advice for fellow entrepreneurs: stay humble, foster a team-oriented approach, and avoid the pitfalls of arrogance in leadership. Her belief in servant leadership aligns with her commitment to creating a supportive and collaborative work environment.

For more insights from Marci or to connect with her, reach out on LinkedIn https://www.linkedin.com/in/marcidevries/ or visit www.fraudsniffr.com. To connect with Devon Jones and our team, visit www.nextgengrowth.com.

In this engaging episode, we have the pleasure of speaking with Rick Rausch, the Sales Director and Engineer at Westell, who has been with the company since August 2019. With extensive experience in wireless technology, Rick provides a deep dive into the unique challenges and opportunities within the industry.
He shares insights from his journey, including his previous role as Regional Sales Director at Communication Technology Services, and discusses the critical role of in-building wireless solutions and distributed antenna systems.
Rick explains the day-to-day responsibilities of his current role, focusing on how his team reaches out to potential clients and maintains relationships with existing ones. A significant part of the conversation revolves around the importance of educating clients about the products and services available, particularly in ensuring the safety of building occupants and first responders through effective communication systems. Rick outlines the steps his team takes to manage and organize vast amounts of data, and the strategies they use to overcome challenges in the sales process.
The discussion also touches on the evolving role of technology, including the potential application of AI in enhancing service offerings. Rick provides his perspective on how emerging technologies could revolutionize the industry and shares his thoughts on the current limitations and future possibilities.
As the episode concludes, Rick reflects on the goals and aspirations of Westell, highlighting their commitment to innovation and client satisfaction. He offers valuable advice to others in similar roles, emphasizing the importance of perseverance and passion in overcoming industry hurdles.
For those interested in connecting with Rick or learning more about Westell, visit https://www.linkedin.com/in/rick-rausch-9059392/. Join us for this insightful conversation and explore the intricate world of wireless technology and sales.
For further inquiries or to connect with our team, please visit nextgengrowth.com.

In this episode, we dive into a dynamic conversation with Ian Hill, Director of Business Development at Blackthorn. Ian shares insights drawn from a decade in business development, shedding light on how creativity, adaptability, and a deep understanding of human behavior drive success in sales. We explore his journey from the restaurant and music industries to tech sales, where he now leads with a philosophy centered around solutions rather than problems. Ian emphasizes the importance of understanding the psychology of buyers, crafting tailored solutions, and thinking critically to excel in sales roles.

Throughout the discussion, Ian explains how foundational skills like active listening, asking better questions, and prescribing thoughtful solutions create impactful customer experiences. He also discusses the nuances of motivating sales teams, encouraging autonomy, and celebrating failures as part of growth. Ian shares how he approaches building and managing a high-performing BDR team, offering a roadmap for transitioning from chaos to structure while retaining agility.

Looking ahead, Ian reveals the tools, processes, and strategies his team is implementing to scale their operations. He shares actionable advice for professionals in business development, encouraging creativity, rule-breaking, and standing out from the crowd to differentiate themselves in a competitive landscape. As the conversation wraps, Ian invites listeners to connect with him for guidance and collaboration.

For more about Ian Hill, visit his LinkedIn profile: linkedin.com/in/%F0%9F%8D%80ian-hill-12b95bb9/. For information about Devon Jones and his team, visit nextgengrowth.com.

In this episode, we dive into the entrepreneurial journey of Adam Sandman, founder and CEO of Inflectra, a global provider of software test management and project management tools. Adam shares how he started programming at age 10 in rainy Wales, which sparked his passion for technology. After working as a Director at Sapient Government Services, Adam saw a gap in the market for affordable and user-friendly test management solutions, prompting him to launch Inflectra in 2006.

Adam walks us through the early days of building his business from the ground up, wearing every hat from programming to sales. He talks about the challenges of bootstrapping a company in a competitive landscape dominated by tech giants like Microsoft and IBM. Adam explains how Inflectra carved out a niche by being a low-cost alternative and eventually pivoting to a more differentiated, premium offering to stay ahead of competitors.

We discuss the evolution of sales strategies as Inflectra scaled—from a self-service model with no demos to a professional sales team spanning multiple regions. Adam highlights the complexities of transitioning from founder-led sales to hiring the right people, avoiding costly mistakes, and balancing customer expectations. He also shares insights on managing the customer journey, maintaining high-quality support, and the importance of intentional onboarding to ensure a seamless user experience.

Adam reveals Inflectra's growth goals, including the integration of AI technologies similar to Copilot for software testers, expanding partnerships with large platforms like AWS, and exploring new outbound sales motions. He emphasizes the value of experimentation, measuring success, and not being afraid to pivot when strategies don’t yield the expected results.

Join us as Adam Sandman offers valuable lessons on navigating the ups and downs of bootstrapping, staying competitive, and scaling a tech company against industry giants. If you’re an aspiring entrepreneur or business leader, you won’t want to miss the practical advice shared in this conversation.

To reach out to Adam, you can email him at adam.sandman@inflectra.com or connect with him on LinkedIn at linkedin.com/in/adamsandman. For more on our marketing services, visit NextGenGrowth.com.

In this episode, we sit down with Sheetal Jaitly, founder and CEO of Tribal Scale, to explore how he has built a career on fostering trust, delivering value, and driving business growth through strong relationships. With over two decades in the tech industry, Sheetal shares how his early experiences shaped his approach to digital transformation and customer acquisition.

Starting from his first job in tech during the late 90s, Sheetal discusses how he learned to navigate industry shifts, including the dot-com boom and bust. His passion for building high-performing teams led to the founding of Tribal Scale, where he applies a SEAL Team 6 mentality to digital product development. He explains why businesses don’t need massive teams to create impact—they need the right mix of skills, process, and focus.

We break down his unique approach to business development, which prioritizes relationships over transactions. Sheetal emphasizes the power of trust, thought leadership, and delivering real value long before a sale is ever made. He also shares why he encourages his team to immerse themselves in specific industries, obsess over their problems, and become true experts. This method ensures that every interaction with potential clients is insightful, collaborative, and impactful.

Sheetal also shares how he systemizes networking and relationship-building without losing the human touch. He highlights the importance of continuous learning, staying curious, and positioning himself as a valuable resource to industry leaders. His strategy involves leveraging insights from multiple boardrooms to help companies identify blind spots and make better decisions.

As we wrap up, Sheetal discusses the future of AI and its role in reshaping digital experiences. He shares his perspective on how AI is not just enhancing software development but also transforming the way businesses interact with technology. He challenges leaders to rethink how they build software from the ground up, keeping AI-driven user experiences in mind.

For those looking to level up their business development approach or better understand digital transformation, this conversation is packed with actionable insights. Connect with Sheetal on LinkedIn at linkedin.com/in/sheetaljaitly/. Visit www.nextgengrowth.com to connect with Devon and his team for marketing and AI support.

In this episode of our podcast, we sit down with Vasudeva Akula, co-founder and Chief Data Scientist at VOZIQ, to dive deep into the world of AI-driven customer retention strategies for subscription-based businesses. With over 25 years of experience in machine learning, speech, and text analytics, Vasudeva shares his journey from developing one of the earliest neural networks for recognizing alphabets to founding a company that transforms customer data into actionable insights.

Vasudeva discusses the critical importance of integrating multiple data sources to gain a comprehensive understanding of customer behavior. He explains how traditional analytics often fall short by focusing on isolated data points like FICO scores or basic demographic information. By contrast, Vasudeva’s approach combines diverse data—from geographic and transactional data to customer engagement metrics—to predict customer behavior more accurately and enhance customer lifetime value.

Throughout the conversation, Vasudeva emphasizes the value of explainability in AI models. He argues that it’s not enough for AI to make predictions; businesses must also understand the rationale behind those predictions to make informed decisions. He shares how VOZIQ has helped subscription-based businesses, such as home services and retail electricity providers, achieve significant gains by focusing on data integration and predictive modeling. These AI-powered solutions identify at-risk customers and drive proactive retention strategies, which have proven to generate multi-million-dollar returns for clients.

Vasudeva also sheds light on the challenges of building a bootstrapped company. He describes the disciplined approach his team takes in prioritizing projects and allocating resources effectively, ensuring every initiative aligns with their core mission of maximizing customer retention. He reflects on the lessons learned from trying various data sources, including the realization that not all data is valuable. Instead, a targeted focus on the most relevant data points often yields the best results.

For businesses looking to implement AI, Vasudeva advises starting small with a specific use case. He encourages leaders to test AI models within a single channel, such as a call center or a marketing campaign, to see the value firsthand before scaling up. This strategy allows companies to build confidence in AI's capabilities and expand their use of technology incrementally.

Join us for this insightful discussion as Vasudeva Akula shares his expertise on leveraging AI for customer retention, the importance of data integration, and the future of AI in subscription-based businesses.

If you want to connect with Vasudeva, you can find him on LinkedIn www.linkedin.com/in/vakula/. For more information on our marketing services, check out nextgengrowth.com.

In this episode, we sit down with Manjusha Gangadharan, Head of Sales and Partnerships at MinIO, to explore her journey and insights in leadership, sales, and team building. Starting with an architectural background, Manjusha's career took a turn into IT, spending over two decades at Wipro where she held various roles, from engineering to strategy. She discusses her transition to MinIO, a leader in object storage solutions, where she has been instrumental in building the partner ecosystem and now leads sales as well.

Manjusha shares her experience in cultivating a collaborative, mission-driven culture at MinIO. As a small but dynamic team, she explains how every member is aligned with the company's vision, driven by a deep focus on simplicity and delighting customers. She emphasizes the importance of trust, transparency, and empowerment in leadership, lessons she carries from her previous roles at Wipro and Seagate. Her advice to leaders is to over-communicate and focus on simplifying processes to keep the team aligned and successful.

We dive into how MinIO’s approach to customer experience has led to a powerful inbound engine, drawing in enterprise clients through their open-source model and content-rich marketing. Manjusha walks us through their shift from offering identical open-source and enterprise versions to differentiating with a more feature-rich enterprise product while maintaining strong community support for the open-source version.

The conversation covers the evolution of MinIO’s sales strategy, moving from primarily inbound inquiries to building a small but effective sales team to actively engage enterprise clients. Manjusha discusses key milestones such as establishing a partner framework, contributing significantly to annual recurring revenue (ARR), and focusing on expanding the pipeline through partnerships. She reflects on how marketing and technical expertise have helped MinIO stand out in the object storage space, especially with their S3 compatibility and superior benchmarks.

As the episode wraps up, Manjusha shares her philosophy of "making things simple," both in business processes and leadership. She offers advice for leaders to focus on alignment and communication, ensuring the entire team is focused on the organization's mission.

To connect with Manjusha, reach out to her on LinkedIn at https://www.linkedin.com/in/manjusha/. For more about our work, visit https://nextgengrowth.com.

In this insightful episode, we sit down with Sherri Schwartz, a seasoned marketing leader with over 15 years of experience across various sectors including fintech, healthcare, and sports tech. Currently serving as the Head of Marketing at Ovation CXM, Sherri shares her journey from her early days in sales to her current role, where she focuses on crafting marketing strategies that bridge creativity and data to deliver lasting impact.

Sherri takes us through her career transitions, discussing her early experiences selling to the military and navigating different industries. She highlights the complexity of financial services and fintech, emphasizing the need for marketers to balance patience with a long-term vision, especially in environments with extended sales cycles and high stakes.

We explore Sherri’s philosophy of brand awareness as the cornerstone of long-term growth, and how she executed a full-scale rebrand in just three months after joining Ovation CXM. From rebuilding messaging and launching a new website to running focused awareness campaigns, Sherri explains her strategic approach to making a small marketing team agile and impactful. She underscores the importance of brand-led initiatives and avoiding overreliance on short-term revenue boosts.

Delving into her rebranding efforts, Sherri discusses the nuanced challenges of repositioning a company while staying aligned with market trends. She shares valuable insights into crafting content around common industry misconceptions and leveraging PR and investor networks to gain traction. She also outlines strategies like small-scale events and intimate gatherings to engage prospects, showcasing how authentic connections can outshine large, expensive conferences in generating leads and building trust.

Sherri reflects on navigating the evolving demands of B2B marketing in economically turbulent times. She emphasizes the importance of remaining adaptable, especially when leading a small marketing team. The discussion includes a deep dive into balancing short-term wins with long-term goals by focusing on comprehensive content strategies. Sherri’s approach involves addressing different stages of buyer awareness and methodically nurturing leads through tailored content that answers key market questions.

Towards the end of the episode, Sherri shares her plans for the future, including a strong focus on use case-driven storytelling and video content, a strategy that has proven to generate lasting results. She explains the importance of going back to the fundamentals of marketing while remaining open to innovation and iterating strategies based on what resonates most with customers.

If you’d like to connect with Sherri, reach out via LinkedIn or email her directly at sherri.schwartz@ovationcxm.com. For more insights or to reach Devon and the team, visit nextgengrowth.com.

In this episode of the Next Gen Case Study series, we sit down with Jason See, a seasoned expert in strategic partnerships and business growth, with nearly 20 years of experience in the technology industry. Jason’s journey from his educational roots in Michigan to his impactful work in South Carolina offers invaluable insights into leadership, generosity, and the art of nurturing meaningful professional relationships.

Jason explains how he prioritizes building trust and genuine connections over transactional exchanges in business. He shares his philosophy of giving more than receiving, emphasizing the importance of intentional generosity and its long-term impact on creating sustainable growth. Through his unique approach, he has helped foster a culture of purpose, collaboration, and success.

The conversation dives into the challenges of navigating uncertain economic times, including the pandemic and ongoing global shifts, and how businesses can thrive despite adversity. Jason highlights the significance of creating systems that support both company goals and employee well-being, ensuring generational wealth and a culture of care.

We also discuss practical strategies for initiating and maintaining strategic partnerships. Jason shares tips on managing time effectively, staying authentic, and fostering real human connections, providing actionable takeaways for leaders and professionals.

Whether you’re a business leader, entrepreneur, or aspiring changemaker, this episode is packed with insights on relationship-building, innovative strategies for growth, and the values that underpin long-lasting success.

Connect with Jason See on LinkedIn at linkedin.com/in/seejason/. For more information about our podcast and to get in touch with us, visit www.nextgengrowth.com.

In this insightful episode, we sit down with Hannah Johansson, co-founder and CEO of Synaptech Services, to explore her unique journey in entrepreneurship and leadership. With a rich career background that spans finance, sales, and marketing, Hannah brings a wealth of knowledge to the discussion about building relationships, harnessing AI, and leading with integrity.

Hannah shares how her early experiences in finance led her to start a sales and marketing consulting firm, helping companies balance their budgets and reinvest in growth. Her passion for challenging herself pushed her to explore new roles in technology, eventually landing a position that allowed her to bridge the gap between business operations and IT strategies. It was through this journey that Hannah realized the need for innovative, AI-driven solutions, which inspired her to co-found Synaptech Services.

In this episode, Hannah emphasizes the importance of maintaining strong relationships, not only within a team but also with external partners. She discusses the significance of aligning with partners who may seem like competitors at first glance and how mutual collaboration can lead to better outcomes for everyone involved. The conversation also delves into how AI, though often misunderstood, can be a powerful tool when used responsibly. Hannah outlines the importance of automating processes to stay competitive, while keeping a human touch to maintain trust and credibility with clients.

Throughout the discussion, Hannah reveals her approach to overcoming business challenges and bottlenecks. She stresses the value of documenting processes, maintaining transparent communication, and trusting your team to handle responsibilities. Hannah’s approach to leadership is grounded in ethical practices, focusing on making the right decisions for long-term success rather than just short-term gains.

Towards the end of the episode, Hannah touches on some of her biggest goals for the future, including scaling her business to new heights by partnering with the right people. She also shares her thoughts on the role of AI and automation in business, underscoring the importance of adapting to new technologies while preserving the human element.

Whether you're an entrepreneur looking for practical tips on scaling a business, a leader seeking inspiration on fostering strong relationships, or simply someone interested in the future of AI in business, this episode has something for you.

Connect with Hannah on LinkedIn or through her website to learn more about her work and how she’s helping businesses thrive in the age of AI. Find more at:

LinkedIn: https://www.linkedin.com

Website: https://www.Synaptechservices.com

To learn more about us and our services, visit nextgengrowth.com.

In this episode, we welcome Gavin Grounds, CEO and co-founder of Mercury Risk and Compliance, to share his expertise in risk management, innovation, and business strategy. Gavin's journey spans multiple continents and industries, from technology and cybersecurity to executive roles at Meta, Verizon, DXC, and HP. He explains how his diverse experiences shaped his approach to managing risk and navigating rapid change in the digital age.

We start by discussing Gavin's unique perspective on balancing passion with practicality. He reveals how his love for music has complemented his business endeavors and how embracing both creativity and logic has driven his success. He shares insights on the parallels between music and business, where both art and science meet to create meaningful outcomes.

Gavin delves into the challenges of risk management, emphasizing the importance of resilience, curiosity, and adaptability. He discusses how risk should not always be reduced but managed for optimal returns, comparing this to risk management in other areas like credit and technology. His thoughts on risk versus reward challenge conventional approaches to cybersecurity, suggesting that finding the right balance can lead to innovation and growth.

We also explore the role of metrics in shaping behavior within teams and organizations. Gavin critiques the traditional models of performance management and highlights how they often incentivize mediocrity instead of innovation. He offers alternative strategies for leaders to foster environments where calculated risk-taking is encouraged, and failure is seen as an opportunity for learning and growth.

In the second half, we dive into the future of technology and AI in business. Gavin talks about the current landscape of AI, its potential to transform industries, and the fear surrounding its adoption. He argues for a more pragmatic approach, emphasizing the need to embrace AI while maintaining ethical standards and privacy considerations.

Finally, Gavin shares actionable advice for leaders and entrepreneurs on building effective teams, setting clear expectations, and managing risk to achieve business goals. He stresses the importance of communication in managing expectations and ensuring alignment within teams.

To reach Gavin Grounds, connect with him on LinkedIn at linkedin.com/in/gavingrounds. For marketing needs, visit nextgengrowth.com.

In this episode, Fabrice Vanegas joins us to discuss the intersection of technology, business development, and authentic relationship-building. Fabrice shares his unique journey from teaching in Southeast Asia to founding CloudLion, a business technology consulting firm that helps organizations optimize workflows and implement cutting-edge solutions. Drawing from his background in education, Fabrice explains how he applied his skills to simplify complex systems and foster a people-first approach in business.

We explore Fabrice’s philosophy on going deep rather than wide with clients, emphasizing meaningful connections over transactional relationships. Fabrice breaks down how his company balances human interaction with automation to deliver high-impact results. He offers insights into managing change, implementing new technologies like AI, and addressing the challenges of scaling a business while maintaining a personal touch.

Fabrice also dives into the importance of aligning company culture with evolving technologies, explaining how embracing innovation can empower teams and clients alike. We discuss the role of empathy in business and the importance of transparency in client interactions. He highlights the need to prioritize systems that reduce inefficiencies, free up creative energy, and ultimately create value for both businesses and their customers.

Finally, Fabrice offers advice for founders navigating the challenges of entrepreneurship. He stresses the importance of trusting your instincts, surrounding yourself with complementary talent, and maintaining authenticity in all aspects of business. Fabrice leaves us with a powerful reminder: technology is a tool to serve people, not replace them.

To connect with Fabrice, visit cloudlion.org or reach out on LinkedIn linkedin.com/in/fabrice-vanegas/. For more on marketing and AI solutions, visit nextgengrowth.com.

In this episode, we sit down with Daniel Lefebvre, Director of Business Development for North America at SideTrade, to explore his fascinating journey from a national biathlon coach and Olympic trainer to leading business development teams in the tech industry. Daniel shares how his military background and years of experience in sports coaching have shaped his unique approach to scaling businesses, developing teams, and implementing AI-powered solutions in the financial sector. We dive deep into his role at SideTrade, focusing on how his expertise in leadership and team-building has contributed to their success in the competitive order-to-cash space.

Daniel outlines the importance of perseverance, adaptability, and resilience in leadership. He discusses how skills honed in high-stakes environments like the military and professional sports are applicable to managing business teams facing the challenges of growth and scaling. One of the highlights of the conversation is Daniel’s perspective on lead generation and prospecting in a world where making personal connections can be more difficult than ever, especially in the post-COVID landscape. He emphasizes the need to build meaningful relationships with clients and to thoroughly understand their pain points before presenting solutions.

We also touch on the practical side of business growth, exploring tools and technologies SideTrade employs to streamline their operations. Daniel provides insight into how AI is revolutionizing the accounts receivable process, reducing manual tasks, and increasing efficiency for businesses across industries. He offers valuable advice for entrepreneurs and business leaders on building teams that thrive under pressure and embrace challenges.

Finally, Daniel reflects on the journey ahead for SideTrade, sharing his excitement about the future of AI and the company's bold vision to lead the order-to-cash space globally. His advice for leaders and startups includes staying committed to your vision, surrounding yourself with a strong team, and empowering others to take ownership of their roles within the organization.

If you'd like to connect with Daniel Lefebvre, reach out to him on LinkedIn www.linkedin.com/in/daniel-j-lefebvre/ . To learn more about us and our services, visit nextgengrowth.com.

In this episode, we sit down with Steve Benson, the founder and CEO of Badger Maps Inc, to explore his insights on building and scaling a business through a focus on sales efficiency and cutting-edge technology. Steve's journey started with his work in mapping technology at Google, which eventually led him to create a solution for field sales teams. He saw a significant gap in the market for tools that could help salespeople optimize their routes and manage their territories more effectively.

Steve shares how his background in field sales, combined with his technical expertise from roles at IBM, Autonomy, and Google, laid the foundation for Badger Maps. He also explains the challenges of launching a company in 2012 when mobile platforms were still evolving. Early on, Badger Maps only worked on iPads because smartphones didn't have the necessary power to run the app. Over time, as technology improved, the platform expanded, enabling Steve to grow the company to over 5,000 customers and 92 employees.

One of the key themes in the episode is the importance of being adaptable and forward-thinking in a rapidly changing world. Steve reflects on how companies must continuously anticipate what the future will bring in terms of technological advancements and customer needs. He emphasizes the value of staying connected to your customers' pain points and using that feedback to guide product development and improvements.

Steve also discusses how the sales landscape has shifted, particularly with the rise of AI and other automation tools. However, he reminds us that while technology can improve efficiency, success still largely depends on understanding customer problems deeply and providing real value. Whether it's through improving sales routes or making smarter use of a CRM, Steve argues that solving these core issues can have a huge impact on a company’s bottom line.

Listeners will appreciate Steve’s straightforward advice for entrepreneurs: focus on solving real problems that save time or generate revenue for customers. He talks about the lessons he's learned over the past 12 years, including the importance of hiring the right team early on and scaling efficiently.

If you're looking to learn more about scaling a business through innovative technology, customer-first strategies, and efficient sales tactics, this episode is full of valuable insights.

To reach out to Steve Benson, find him on LinkedIn www.linkedin.com/in/stevenbenson/. To connect with us for marketing solutions, visit nextgengrowth.com.

In this episode of the Next Gen AI Case Study Series, we have Carlton Johnson, founder and owner of Spectrums, a company dedicated to alternative medicine and metaphysical science. Carlton's journey began in corporate America and evolved through his studies in metaphysical science, NLP, hypnosis, and Reiki. He now uses his diverse expertise to help people overcome challenges and improve their well-being.

Carlton starts by sharing his background and how he transitioned from the corporate world to the metaphysical space. He explains his motivation to create solutions that help individuals deal with day-to-day life challenges, particularly those stemming from limiting beliefs. Carlton emphasizes the importance of understanding and addressing these internal barriers to achieve success.

The conversation then shifts to the various mind-body solutions offered at Spectrums. Carlton discusses techniques like energy healing, NLP, and CBT, and how these tools provide clients with a comprehensive toolkit to overcome personal obstacles. He highlights the use of technology, including AI tools like ChatGPT, to enhance the therapeutic process by offering a sounding board and generating insights.

Carlton addresses the misconceptions surrounding metaphysical practices, often labeled as "woo woo." He stresses the importance of educating clients and ensuring they understand the scientific basis of the therapies. Spectrums provides a 30-minute consultation to gauge client needs and tailor the experience to ensure comfort and efficacy. Their approach is encapsulated in the tagline, "We believe the science, we know our experience."

He also explores the integration of AI in their operations, particularly in scheduling and client communication. While they are not yet using AI for therapy administration, the potential for future applications is promising. Carlton shares how AI tools help create realistic client interactions and personalized therapy experiences.

Reiki is one of the most common therapies at Spectrums, known for its profound relaxation benefits. Carlton describes the typical client experience and the importance of allowing clients to reconnect with their surroundings post-session. This mindful approach ensures clients leave with a clear plan and renewed energy.

Carlton speaks about the importance of creating a circle of care, where medical practitioners and metaphysical practitioners collaborate to provide holistic care. This integrated approach enhances treatment efficacy by addressing both physical and non-tangible aspects of health.

He concludes by offering advice to fellow entrepreneurs and business owners: be patient with technology adoption, listen to your clients, and communicate with vendors to tailor solutions to your needs. For those interested in exploring metaphysical therapies or working with Carlton, he is available via email at Carlton.Johnson@spectrums.online or by phone at (704) 320-1984.

For more information, visit https://nextgengrowth.com.

In this episode, we talk with Christina Palendrano, Managing Director of Client Delivery and Operations, who brings over 30 years of expertise in business technology, project management, and operations. Christina’s career journey is fascinating, starting as a developer and evolving into leadership roles at organizations like Bank of New York Mellon and Ernst & Young. Her approach to solving complex business problems through innovative technology has been a hallmark of her success.

We explore the intersection of technology and business growth, focusing on the importance of leveraging technology to drive operational efficiency and deliver better client outcomes. Christina delves into her hands-on experience with product development and explains why designing with security and usability in mind is vital for long-term success. We also discuss the human side of technology, emphasizing the need for collaboration between technology teams and business leaders.

A major theme in this conversation is data security in the age of AI. Christina shares how her team addresses privacy concerns, ensures regulatory compliance, and builds secure products for industries like financial services, education, and property technology. From securing client data in cloud environments to performing rigorous testing, Christina provides actionable insights into creating safe and effective technology solutions.

We also talk about the evolving landscape of customer acquisition and relationship-building. Christina highlights the importance of authenticity and trust in developing lasting partnerships, explaining how her organization balances leveraging existing relationships with exploring new lead-generation strategies. The episode closes with Christina's advice for overcoming challenges, emphasizing the importance of listening deeply and staying true to your core values.

Connect with Christina via Linkedin.com/in/christina-palendrano021/. To learn more about our services, visit nextgengrowth.com.

In this episode, we sit down with Colin Constable, co-founder and CTO of AtSign, to explore his journey and insights into creating a more secure and privacy-oriented internet. With over 40 years of experience, Colin discusses his early career at British Telecom and how it set the stage for his work in network technologies at Credit Suisse and Juniper Networks. He explains how a long-standing friendship with Kevin Nichols sparked the idea behind AtSign over a decade ago when they identified fundamental issues with online data sharing and privacy. The conversation covers the creation of the AtSign protocol, which addresses these problems by ensuring secure communications between people, devices, and entities without relying on traditional systems like DNS or blockchain.

Colin walks us through the technical journey of developing encryption keys at the edge and building scalable in-memory databases. He emphasizes how AtSign aims to put the control of data ownership back into the hands of users, rather than companies. The discussion highlights the challenges of innovating a new protocol and finding investors who understand the complexities of this ambitious project. Colin also shares anecdotes about navigating the early stages of AtSign’s growth and establishing a network of entrepreneurs and developers who could benefit from their open-source technology.

As we dive deeper, Colin touches on the strategic shift AtSign made to target secure communications for the Internet of Things (IoT), embedding their solutions into connected devices. He shares stories of how LinkedIn posts about remote device access via Starlink led to unexpected business opportunities, reflecting on the importance of listening to customer feedback and discovering use cases that fuel the company’s growth. We explore how AtSign’s approach enables companies to securely control and monitor their products, enhancing customer trust and privacy.

Towards the end, Colin speaks candidly about the leadership challenges in maintaining focus amid numerous opportunities. He emphasizes the importance of running structured development sprints and delivering business value through "happy surprises" for customers. Colin closes with a glimpse into the future, noting that AtSign is now at a stage where the market is catching up to their vision of prioritizing privacy. He shares his excitement about working with the U.S. Supreme Court on privacy-related cases and offers advice to aspiring entrepreneurs: believe in your mission, surround yourself with passionate people, and trust your vision despite setbacks.

To connect with Colin or learn more about AtSign, reach out via email at colin@atsign.com or www.linkedin.com/in/colinconstable/. For more information about our services, visit nextgengrowth.com.

In this episode of the Next Gen AI Case Study Series, we are joined by Mike Relyea, a seasoned financial advisor with over 25 years of experience. Mike's journey from a wholesaler to running his own practice highlights his expertise and dedication to helping clients navigate the complexities of financial planning.
Mike begins by discussing his background and transition to managing his own financial advisory practice. He shares his passion for working with business owners and providing educational events that address topics like succession planning and buy-sell agreements. These in-depth sessions have been well-received and have fostered long-term client relationships.
The conversation then moves to Mike's focus on retirement planning, particularly for baby boomers. He explains the challenges and strategies involved in ensuring clients do not outlive their savings, including delaying Social Security benefits and employing bucketing strategies to manage risk.
Mike also touches on his personal interest in helping clients who have recently gone through a divorce. He describes the unique financial challenges they face and his approach to providing compassionate and effective financial planning during such transitions.
A key theme in the discussion is the importance of education in financial planning. Mike emphasizes the need to explain financial concepts in a digestible manner to ensure clients make informed decisions. He shares his approach to building trust and understanding through clear communication.
Mike highlights the role of technology in his practice, from using AI tools for efficient communication to exploring the potential of virtual client interactions. He acknowledges the generational differences in technology adoption but sees a growing acceptance of virtual meetings and digital tools, especially accelerated by the pandemic.
He discusses the challenges of proactive marketing in the financial advisory space, particularly when dealing with sensitive issues like divorce. Mike shares his reliance on word-of-mouth referrals and networking with professionals like estate and divorce attorneys to build trust and gain new clients.
The episode concludes with Mike offering advice to fellow financial advisors on embracing technology and being patient with the learning curve. He encourages open communication with clients and continuous adaptation to new tools and methods.
To connect with Mike Relyea, visit his LinkedIn profile or the Lake Shore Financial Group website at https://lsgwkyc.com. Mike is open to initial consultations at no charge to explore potential client-advisor fit.
For more about our work, visit https://nextgengrowth.com.

In this episode, we sit down with Maxwell MacCready, Director of Sales at Jellyvision, to discuss his unique approach to sales leadership, the integration of AI, and how behavioral science can transform customer engagement. Maxwell shares his journey from unlikely beginnings in sales to leading a successful team, drawing from his background and personal insights on teaching, leadership, and the art of solving complex challenges. He explores how Jellyvision uses AI to improve user experiences and streamline benefits decision-making while maintaining a strong human element to avoid common pitfalls.

Maxwell dives into the evolving landscape of sales and marketing, emphasizing the importance of collaboration between these traditionally siloed functions. He highlights the need for sales leaders to foster better relationships with marketing teams to enhance the overall buyer journey and optimize the sales process. He also addresses the impact of AI on both internal operations and customer-facing experiences, shedding light on how his team utilizes technology like machine learning and predictive analytics to solve real-world problems and support HR teams.

The conversation also covers Jellyvision's ongoing efforts to demystify Medicare through behavioral science, explaining how adapting voice and tone to resonate with an older audience can significantly influence engagement and decision-making. Maxwell discusses the company's future vision, emphasizing a customer-centric approach that meets the modern buyer where they are—be it through SEO, webinars, or partnerships.

We wrap up with actionable advice for sales leaders on evaluating tech stacks thoughtfully, avoiding hasty budget cuts, and integrating AI to maximize efficiency. Maxwell's insights on the intersection of sales, AI, and human psychology offer a fresh perspective on navigating today’s business challenges. If you’re looking to enhance your sales leadership skills and better understand the role of behavioral science in customer engagement, this episode is a must-listen.

To connect with Maxwell MacCready, reach out via LinkedIn at linkedin.com/in/maxwellmccready. For marketing insights and strategies, visit nextgengrowth.com.

In this episode of the Next Gen AI Case Study Series, we have the honor of speaking with Doug Kirkpatrick, the CEO and co-founder of Eridan, a company specializing in advanced wireless communication technologies. Doug's impressive background includes serving as the chief scientist at DARPA and vice president of research and development at Fusion Lighting. His expertise has made him a key figure in the field, with notable presentations at the Mobile World Congress in Barcelona and Stanford University.

Doug shares his journey, providing a concise overview of his career path and how he came to co-found Eridan. He discusses the significance of spectrum and frequency in wireless communications and how innovations in LED technology are opening new avenues for frequency bands.

The conversation delves into the applications of Eridan's technology, focusing on its relevance for both businesses and consumers. Doug explains the unique selling propositions of their products, emphasizing how they cater to localized communities and cities, enhancing communication networks in a cost-effective manner.

Doug highlights the marketing strategies employed by Eridan to build relationships and attract their target audience. He shares insights on navigating the competitive landscape and the common mistakes made in the industry, providing valuable lessons for anyone involved in tech innovation.

Looking to the future, Doug outlines the trajectory for Eridan, discussing upcoming products and their potential impact on remote and underserved areas. His vision includes making advanced wireless communication accessible to more people, transforming how we stay connected in various environments.

As the conversation winds down, Doug offers sound advice for leaders and innovators in the technology sector. He underscores the importance of staying ahead of trends, being adaptable, and continuously seeking improvement. His practical wisdom is a reminder that the best time to innovate is always now.

To connect with Doug Kirkpatrick and learn more about Eridan's cutting-edge technology, visit https://eridan.io/ . For further inquiries, you can reach out to him directly on LinkedIn: https://www.linkedin.com/in/doug-kirkpatrick-579332a/

For more information about our podcast and to get in touch with us, visit www.nextgengrowth.com.

Tune in for an enlightening discussion on the future of wireless communication, practical insights into tech innovation, and actionable advice for staying ahead in the ever-evolving tech landscape.

In this episode, we sit down with Marvin Wheeler, co-founder and CEO of Tier4 AI, to explore the innovative strategies he is deploying to solve critical challenges in cybersecurity. Marvin dives into the pressing issue of the shortage of cyber talent and how Tier4 AI is leveraging the latest in AI technology to support entry-level Security Operations Center (SOC) analysts. He discusses the role of AI in improving the efficiency of SOC teams, explaining that while many solutions on the market target large enterprises, his team is focusing on providing a cost-effective platform that supports small to mid-market companies, allowing them to compete effectively against rising cyber threats.

Marvin reflects on his journey through the tech industry, sharing insights from his time at companies like Terramark, where he helped build internet exchange points connecting data centers worldwide. He provides a candid account of the challenges of working with government contracts, like his experiences with DARPA, and how those challenges shaped his approach to cybersecurity innovation. The conversation touches on the rapid evolution of the cybersecurity landscape, the critical role of AI and machine learning in detecting threats, and the need for more inclusive and accessible cybersecurity solutions.

Marvin shares the practical steps he is taking to engage with Managed Security Service Providers (MSSPs) and develop partnerships that help amplify Tier4 AI’s reach to small and medium businesses. He emphasizes the importance of making these tools easy to deploy and use, highlighting plans for cloud marketplace listings and frictionless deployment models that can be accessed and tested by potential customers with minimal effort.

The episode also explores the importance of nurturing new talent in cybersecurity, with Marvin outlining his goals for collaboration with universities to encourage more young professionals to enter the field. He passionately discusses his vision for creating a more supportive environment for entry-level SOC analysts, making their roles less daunting and more appealing by providing tools that assist with sorting, prioritizing, and automating threat response. Marvin's ambition is to see a new generation of cybersecurity professionals who are equipped, confident, and ready to meet the challenges of today’s cyber landscape.

Listen to this engaging conversation with Marvin Wheeler and learn how a strategic focus on customer needs, innovative technology deployment, and strong partnerships can help fill critical gaps in cybersecurity.

Reach out to Marvin at marvinwheeler@tier4.ai or connect on LinkedIn www.linkedin.com/in/marvinwheeler  to continue the conversation. To reach out to Devon Jones and his team for marketing solutions, visit nextgengrowth.com.

In this episode of the Next Gen AI Case Studies series, we welcome Carlos Carrillo Jr, a seasoned business leader affiliated with Link Labs. With extensive experience in technology and SaaS, Carlos specializes in IoT and asset tracking solutions. His focus on sales growth and revenue generation has positioned him as an expert in leveraging technology for business expansion.

We start by delving into Carlos's journey to his current role at Link Labs. He shares insights on how he entered the IoT industry and his experiences in transforming traditional practices with innovative technology. Carlos discusses the significant shifts in the industry, highlighting moments that marked major technological advancements and changes in business strategies.

Carlos emphasizes the importance of strategic partnerships in navigating the IoT landscape. He shares the challenges and successes of introducing digital tracking technologies to a traditionally pen-and-paper industry. His approach to building long-term relationships with clients showcases the value of persistence and adaptability in business.

The conversation explores creative strategies used by Link Labs to acquire and retain customers. Carlos provides examples of innovative methods and the ongoing efforts to maintain strong client relationships. He also candidly discusses some initiatives that didn't pan out as expected, offering valuable lessons for others in the field.

We also touch on the importance of managing customer relationships effectively. Carlos shares how Link Labs handles the growing pains of expanding their customer base while maintaining quality service. He discusses the balance between being flexible and thoughtful in making business decisions.

Looking ahead, Carlos talks about the future of IoT and what excites him about the advancements in the industry. His vision for smaller, smarter, and faster technologies hints at the continuous evolution of IoT solutions.

To wrap up, Carlos offers actionable advice for professionals in similar positions. He underscores the value of networking and building connections as key elements of success. For those interested in reaching out to Carlos for further insights or collaboration, his contact details are provided in the show.

Connect with Carlos Carrillo Jr to learn more about IoT innovations at Link Labs on Linked In: https://www.linkedin.com/in/carlos-carrillo-jr-mba-2ab93353

For more information about the Next Gen AI team, visit nextgengrowth.com.

Join us in this enlightening episode to gain practical insights from an industry leader in IoT and asset tracking solutions.

In this episode, we dive into the evolving world of data-driven advertising with Dave Wisdom, Global Head of Sales Engineering, as he breaks down how leveraging first-party data is changing how companies approach growth and audience engagement. With more than two decades in the industry, Dave shares insights on everything from optimizing audience targeting without relying on third-party cookies to creating impactful customer data platforms. His expertise sheds light on why traditional tracking methods are becoming obsolete and how innovative solutions now enable advertisers to target consumers more effectively and securely without needing sensitive, consented data.

Starting with his career journey, Dave explains how his background in data, marketing automation, and ad tech shaped his perspective on the power of customer data. His experience with companies like Braze and Salesforce prepared him for today’s fast-paced ad tech environment, where ensuring privacy and relevance is critical. In an age where digital advertising is evolving quickly, Dave emphasizes the importance of securely connecting with target audiences and making valuable impressions without relying on outdated, intrusive tracking methods. He shares how leveraging user behavior and intent is now key to enabling publishers and advertisers to better serve high-value audiences through privacy-respecting data-driven strategies.

Throughout the conversation, Dave delves into the role of AI and machine learning in advancing ad targeting. He describes how AI can identify patterns in user data to create micro-cohorts, delivering tailored content and ads based on unique behavioural characteristics rather than broad demographic categories. He outlines how this hyper-targeted approach allows companies to optimize engagement and drive conversions without sacrificing user privacy. Dave also talks about the challenges of managing and making sense of the vast amounts of data generated in real time and how his team enables companies to gain actionable insights without requiring extensive technical expertise.

Dave offers practical advice on leveraging modern tools to identify relevant audience segments, drive engagement, and adapt marketing strategies to meet changing consumer preferences. For professionals looking to deepen their understanding of data usage in marketing, his insights into integrating data with CRM systems, AI-powered creative assets, and data-driven audience segmentation are invaluable. Dave highlights how a well-executed data strategy not only strengthens advertiser-publisher relationships but also allows brands to build more authentic, lasting connections with their audiences.

For those wanting to reach out or learn more from Dave, he’s available on LinkedIn at www.linkedin.com/in/davewisdom/. For more information on our services and AI-driven growth solutions, visit nextgengrowth.com.

In this episode, we sit down with Ken Fricklas, an expert in technology innovation, AI safety, and startup development, who shares valuable insights into the complex relationship between AI technology and effective business strategy. Ken’s career has spanned roles like co-founding PlaceWise and Radiance and serving as CTO and advisor for organizations tackling transformative challenges. Currently, as a board member at Safe Access, Ken focuses on helping companies navigate AI risk management and customer-centered innovation.

Ken opens with the importance of AI safety and governance, especially for companies entering AI-driven products. He describes his work at ML Commons, where he helps create benchmarks that guide AI safety and efficacy. This segment covers practical advice for leaders at any stage of the AI integration process, highlighting the differences between building core AI technologies and creating applications that leverage AI safely and ethically. Ken's insights shed light on balancing technological ambition with regulatory caution, particularly when dealing with customer trust and legal compliance.

As we dive into growth strategies for startups and established organizations alike, Ken shares a common theme: the value of understanding the stage of each project or business initiative. He explains why businesses should approach initiatives with the flexibility of a startup, applying agile principles to create rapid and effective customer solutions. He also shares his view on stakeholder management as a crucial skill for CEOs and boards, allowing teams to make the right decisions and effectively manage risks. Drawing from his experience, Ken discusses how to develop internal ecosystems or partner networks to achieve product differentiation in highly competitive fields.

Ken also delves into his work with Safe Access, explaining how the company pivoted from COVID-specific solutions to broader applications in compliance and access control for various industries. He highlights the importance of adaptability and understanding client needs to drive long-term growth, especially when initial market conditions change. His advice is grounded in real-world examples that many businesses can relate to, emphasizing how being clear about your technology's benefits can make a significant difference in customer retention and market positioning.

Finally, Ken encourages leaders to embrace AI as a tool for broader organizational transformation. He suggests that companies start by asking what they wish they could achieve for their customers, instead of merely asking how AI can fit into their current models.

For those interested in more insights or seeking Ken's advice, he invites listeners to reach out on LinkedIn at www.linkedin.com/in/kenfricklas/. For more information on NextGen Growth’s services, visit NextGenGrowth.com.

In this episode, Jenna Nightingale shares her journey from starting in B2B sales to becoming a leader in strategic partnerships within the renewable energy sector, focusing particularly on EV infrastructure. Jenna discusses the pivotal shift in her career when she moved from a sales-centric role to one emphasizing strategic alliances, changing her perspective and career trajectory. She elaborates on how leveraging tools like Salesforce and LinkedIn has enabled her to connect with diverse industries, facilitating unexpected partnerships such as those between major retail and tech companies.

Jenna highlights the importance of genuine engagement in business development, noting that success often comes from meaningful conversations and personalized messages. She explains that, while AI and automated tools can enhance outreach by increasing efficiency, personalization remains key to forming lasting connections. Jenna shares practical advice on using AI responsibly, emphasizing that while it can streamline market research and outreach, the human touch is irreplaceable in crafting messages that resonate.

As the conversation progresses, Jenna and the host delve into the future of AI in business development, pondering its potential to further streamline processes and the necessity of maintaining a personal touch in a rapidly automating world. They discuss the balance between efficiency and personalization, and how companies can stand out by offering unique, customized experiences to clients.

Jenna concludes by sharing insights on leveraging data and analytics for market research and strategic planning, emphasizing the importance of continual adaptation and learning in the face of technological advancements. She provides practical steps for professionals looking to enhance their business development strategies, including the use of AI tools to optimize scheduling and follow-ups.

Listeners interested in connecting with Jenna can reach her at https://www.linkedin.com/in/jenna-n-9b393a192/

This episode is packed with actionable insights for anyone involved in sales, business development, or strategic partnerships.

For more from our team visit www.NextGenGrowth.com

Welcome to the first episode of our series, "Case Studies with Next Gen AI." Today, we dive deep into the world of sales automation and business development with Hayk Ghon, the co-founder of HUI Consulting. Hayk brings a wealth of experience from various sales roles, including door-to-door, event-based, and medical device sales, before transitioning into software sales. His unique journey and insights into cost-effective revenue generation are at the heart of this engaging conversation.

Introduction and BackgroundHayk shares his journey from traditional sales roles to becoming a leader in software sales and automation. He discusses the inefficiencies he observed in the SDR (Sales Development Representative) role and how these could be mitigated with automation and outsourcing, leading to significant cost savings and enhanced scalability for companies.

Building HUI ConsultingThe episode delves into the origins of HUI Consulting, co-founded with partners from the software company Clean List. Hayk explains how their extensive database and innovative software solutions enable businesses to automate and optimize their sales processes, from generating leads to integrating with CRM systems like HubSpot and Salesforce.

Human Element in AutomationA critical discussion point is maintaining the human element in sales automation. Hayk emphasizes the importance of personalization and relationship-building, especially for industries like accounting, where trust and personal connections are paramount. He highlights the use of AI to personalize email outreach, significantly boosting open and response rates.

Client Success and IntegrationHayk shares success stories and examples of how HUI Consulting tailors its approach to different industries, from industrial clients to SaaS companies. He outlines their process of understanding client needs, defining sales-qualified leads, and seamlessly integrating with clients' existing systems to ensure smooth transitions and effective results.

Future of AI in SalesLooking ahead, Hayk discusses the potential and challenges of AI in sales, including the development of AI-driven SDRs. He expresses cautious optimism, recognizing the transformative potential while also acknowledging current technological limitations.

Practical Advice for BusinessesFor businesses exploring AI solutions, Hayk advises taking multiple demos, involving actual users in decision-making, and thoroughly understanding the tools before committing. His pragmatic approach ensures businesses make informed choices that align with their specific needs.

Contact and Final ThoughtsTo wrap up, Hayk provides insights into the importance of staying organized and taking detailed notes during the sales process. He invites listeners to reach out for a personalized consultation, emphasizing HUI Consulting's commitment to being a true business development partner.

• LinkedIn: Connect with Hayk Ghon on LinkedIn.
• Company Website: Visit the HUE Consulting website for more information and contact options.

Join us for this enlightening discussion and gain actionable insights into leveraging AI for sales and business development.

In this episode of the Next Gen Case Study series, we sit down with Dali Bentolila, owner of Telepath Corporation, a leading company in wireless communication systems. Dali shares his journey from starting as a consultancy to establishing a small telephone company in Canada that now specializes in VoIP, hosted voice, broadband, and wireless solutions.

We begin by exploring Dali's background and the evolution of Telepath Corporation. Initially focused on traditional telecom services like long-distance and local lines, the company pivoted to embrace VoIP technology, moving all services to the cloud by 2008. This transition mirrors the broader industry shift from twisted copper pairs to broadband and fiber connections, making telecom services more reliable and feature-rich.

Dali discusses the challenges and opportunities of serving small and medium-sized businesses, emphasizing the importance of offering advanced features like remote work capabilities and sophisticated communication systems. He highlights the differences in needs between residential and business customers, noting that businesses are more likely to push for faster, more reliable internet connections to enhance productivity.

The conversation shifts to Dali's unique customer acquisition strategy. Unlike many companies, Telepath Corporation grows primarily through referrals, ensuring high-quality service and strong customer relationships. Dali explains the reasoning behind this approach, including the importance of social contracts with customers and the risks associated with accepting unsolicited clients.

We also delve into the future of telecom, discussing the impact of 5G, AI, and IoT on the industry. Dali envisions a continued shift towards more sophisticated and reliable internet services, with VoIP and cloud-based solutions becoming even more prevalent. He emphasizes the importance of not trying to do everything yourself and leveraging specialized products and services to save time and money.

Towards the end of the episode, Dali offers actionable advice for entrepreneurs in the telecom space: focus on delivering excellent service, stay ahead of technological trends, and don't be afraid to outsource specialized tasks. His insights are invaluable for anyone looking to navigate the rapidly evolving telecom landscape.

For more information, you can reach Dali (https://www.linkedin.com/in/dali-bentolila-ba18718) at dali@telepathcorp.com or visit his website at https://www.telepathcorp.com/

To connect with the Next Gen Growth team, visit http://www.nextgengrowth.com.

In this insightful episode, we sit down with Ademola Amoo to explore his journey from professional soccer to a leadership role in the corporate world. Ademola shares his experiences growing up in Lagos, Nigeria, and his transition to Canada, highlighting the resilience and adaptability required to navigate such changes. He discusses how his background in soccer equipped him with valuable skills like teamwork and communication, which he now applies in his management role. Ademola emphasizes the importance of emotional intelligence and how he fosters it within his team through role-playing exercises and active listening.

The conversation delves into the role of technology in the workplace, with Ademola explaining how tools like Hendrick and Telegram have streamlined operations and improved team efficiency. Despite these advancements, he stresses the irreplaceable value of human interaction and personalized experiences in building strong client relationships. Ademola advocates for a balanced approach where technology enhances but does not replace the human touch.

Ademola also touches on the ethical aspects of profit-making, urging businesses to act responsibly and give back to their communities. He believes in a profit model that benefits everyone without causing harm, promoting a sustainable and ethical approach to business success.

To connect with Ademola, visit his Instagram at instagram.com/IamonAudibleA or listen to his podcast, The Captain AI Bot, on Spotify at spotify.com/TheCaptainAIBot. Join us for this enriching conversation and gain actionable insights into leadership, emotional intelligence, and the integration of technology in the modern workplace.

In this episode, Stephanie Harris, Marketing Director at Headlight, shares her journey into marketing and her role in shaping strategies in the construction tech space. She discusses her background, starting from her early career as an intern and first marketing hire, to becoming a leader in marketing at Headlight. Throughout the conversation, Stephanie delves into the importance of customer focus, the role of data in modern marketing, and how testing and learning through campaigns help refine messaging to better serve clients.

Stephanie explains how the construction industry is often slower to adopt new technologies, but how the sector's stability has been an opportunity for growth and innovation. She talks about the company’s shift from photo-based inspection to becoming a full data platform, supporting the entire lifecycle of construction projects, from field inspections to materials testing and bridge maintenance. The conversation explores the impact of AI and generative technologies on marketing, and how these tools have changed the approach to customer engagement, sales, and operations.

We also get into the specifics of how Stephanie and her team manage relationships in a largely referral-based industry. She highlights the importance of relationship building in the construction sector and how her team leverages technology like Salesforce and Jira to track interactions and opportunities. Furthermore, Stephanie offers insights into the challenges of getting buy-in for new technologies in a traditionally cautious industry, and the value of patience and change management.

Toward the end of the conversation, Stephanie provides advice for marketing professionals looking to deepen their understanding of clients and refine their strategies. She emphasizes the need for empathy and getting close to the voice of the customer to drive success in both marketing and sales.

To connect with Stephanie Harris, find her on LinkedIn at www.linkedin.com/in/stephaniehartharris/. For more about Devon Jones and the work his team is doing, visit nextgengrowth.com.

In this episode of the Next Gen AI Case Study Series, we sit down with Jordan Wilia, the Business Development Manager at Teramind, a leading company in workforce productivity and security solutions. Jordan brings a wealth of experience and insights into how Teramind is revolutionizing the way businesses manage and secure their workforce.

Jordan begins by sharing his journey and how he came to join Teramind, highlighting the dynamic and multifaceted role he plays within the company. As a business development manager, Jordan wears many hats, dealing with various aspects of marketing, customer acquisition, and product development.

The conversation delves into the innovative marketing strategies Teramind employs to attract and engage clients. Jordan discusses the importance of creativity within compliance boundaries and shares examples of successful campaigns that have pushed the envelope while adhering to industry regulations.

A significant portion of the discussion focuses on the challenges and successes Teramind has experienced. Jordan attributes their success to a combination of a strong product line, effective customer relationship management, and the strategic use of their own software tools. He provides insights into the tools and methods they use for customer acquisition, nurturing, and retention, highlighting the role of both in-house and third-party solutions.

Jordan also touches on the continuous evolution of Teramind's user interface, emphasizing the importance of user feedback and iteration. He explains how they navigate the dynamic tech landscape, ensuring their solutions remain intuitive and user-friendly.

Looking ahead, Jordan discusses the trends in the workforce productivity and security space, particularly the growing role of AI. He explains Teramind's proactive approach to incorporating AI into their solutions and the rationale behind embracing emerging technologies despite potential risks.

As the conversation winds down, Jordan offers actionable advice for businesses hesitant to adopt new technologies. He advocates for a mindset of exploration and adaptability, encouraging leaders to fail fast, fail frequently, and fail forward as a path to innovation and improvement.

To connect with Jordan Wilia and learn more about Teramind, visit www.teramind.co. For further inquiries, you can reach out to him directly on LinkedIn: https://www.linkedin.com/in/jordanwilia/

For more information about our podcast and to get in touch with us, visit www.nextgencalls.com.

Tune in for an enlightening discussion on enhancing workforce productivity and security, practical insights into innovative marketing strategies, and actionable advice for staying ahead in the ever-evolving tech landscape.

In this episode, we sit down with Mark Froehlich, the CEO of Analytical AI, to explore his journey from corporate finance to leading a pioneering startup focused on AI-driven security solutions. Mark shares how his experience in risk management and corporate turnaround led him to join Analytical AI, a company developing advanced technologies for high-stakes industries like airport security and national defense. He provides insight into the challenges and opportunities faced when building a mission-driven company from the ground up.

Mark’s story offers valuable lessons for leaders navigating the transition from corporate roles to entrepreneurial ventures. He reflects on the risks and rewards of startup life, emphasizing the importance of a strong team and meaningful work. His decision to shift gears came from a desire to make a tangible difference in the world, which ultimately led him to transform a small AI-focused startup into a key player in U.S. security infrastructure.

During the conversation, Mark discusses the importance of timing in business, sharing how Analytical AI capitalized on a maturing market to secure contracts with major U.S. agencies. He reveals how the company prioritized reputation over revenue in its early years, a strategy that paid off when they secured six major contracts in their third year. He also talks about their innovative approach to solving problems for the TSA, including a body scanner that processes images in seconds, setting them apart from larger competitors.

Beyond government contracts, Mark shares the company’s plans to expand into the private sector. He highlights the challenges of finding the right market for their AI solutions and ensuring they continue to deliver value through sustainable, scalable business models.

If you're interested in how AI is shaping the future of security, or you're a business leader looking to glean insights on managing risk, navigating government contracts, or making strategic business moves, this episode is for you. Mark’s perspective on innovation, networking, and delivering solutions is both refreshing and practical.

For further inquiries, you can reach Mark on Linkedin www.linkedin.com/in/mark-froehlich-5ba57949/. For more information on our marketing services, check out nextgengrowth.com.

In this episode, we sit down with Jeremy Valverde, founder of Affinity Tech Solutions, to explore his journey from launching an IT business during the 2008 recession to building a thriving company specializing in managed services and cybersecurity. With over 15 years of experience in the tech space, Jeremy shares valuable insights into his evolution as a business owner, including the importance of delegation, networking, and constantly refining processes to sustain growth.

Jeremy explains how the early days of Affinity Tech were marked by juggling various roles—from pitching to clients and handling technical work, to building a reliable network of referrals through active participation in business groups and networking events. He discusses the lessons learned from this hands-on approach, the challenges of doubling his business in the first few years, and the experience of dealing with fluctuating workloads. Jeremy emphasizes the value of delegating tasks to the right people while learning to trust his team, which helped scale his business significantly. He reveals how hiring the right administrative staff and refining the sales approach helped him focus on business development and networking, ultimately leading to a more sustainable work-life balance.

The conversation also touches on the significance of financial stability and maintaining control over revenue streams. Jeremy shares how losing a major client forced him to rethink his strategy, focusing more on sustainable growth through diverse contracts and a solid financial foundation. He stresses the importance of creating contracts that protect the business and building systems that can adapt to rapid client growth without overstretching the company’s resources.

On the technical front, Jeremy shares how Affinity Tech is embracing cutting-edge AI solutions to improve client communication and workflow. He explains how implementing AI-driven call transcription, sentiment analysis, and ticket management has streamlined operations, freeing up time for technicians and enhancing customer experience. By focusing on cybersecurity and compliance for industries like healthcare and finance, Jeremy is positioning Affinity Tech to stay ahead in a rapidly evolving tech landscape.

Towards the end of the episode, Jeremy offers advice for business owners looking to balance working on their business versus working in it. He stresses the need to trust your team, avoid perfectionism, and focus on business development rather than getting bogged down by technical tasks. He also highlights the importance of communication and nurturing a team that is aligned with the business's long-term goals.

To get in touch with Jeremy, reach him at www.linkedin.com/in/jeremy-valverde-9444068/. To connect with us for marketing solutions, visit nextgengrowth.com.

In this episode, we sit down with Joshua Hunt, the founder and Chief Visionary Officer of Bolt Culture, a company focused on improving employee engagement and enhancing guest experiences. Joshua shares his personal journey, from his challenging upbringing and experiences with low engagement in school to founding Bolt Culture. His story highlights the importance of creating inclusive environments where individuals feel valued and can express themselves authentically.

Joshua explains how Bolt Culture initially started in recruiting but shifted focus to internal solutions for companies. He emphasizes the need for a holistic approach to improving company culture, which includes conducting comprehensive culture assessments and implementing solutions tailored to specific organizational challenges. Joshua discusses the role of AI and data analytics in measuring and enhancing engagement and performance, offering actionable insights that help organizations thrive.

The conversation also explores the challenges and opportunities in the hospitality industry, where Bolt Culture has found a niche. Joshua delves into the importance of relatability and shared understanding in building strong workplace cultures. He shares his unique perspective on diversity and inclusion, advocating for a unified approach that promotes engagement across all demographics.

Looking ahead, Joshua is excited about the potential of spatial computing and immersive technologies to revolutionize employee training and engagement, particularly in areas like human trafficking awareness. He discusses upcoming projects and his vision for the future, emphasizing the importance of adding value in every interaction.

Listeners can reach Joshua via email at jhunt@boltculture.com. For more information about the host's team, visit nextgengrowth.com.

In this episode of the Next Gen Case Study Series, we welcome Ariana Shannon, the brand marketing director at salesintel.io. Ariana has played a crucial role in shaping the marketing strategies at SalesIntel and brings her expertise in lead scoring, buyer intent data, and effective sales techniques. She discusses her day-to-day responsibilities and how she uses data to drive marketing success. Ariana explains the importance of collecting and analyzing the right data points and shares insights on how to make complex data manageable for business owners.

A significant portion of the conversation revolves around the challenges and solutions related to data collection and customer journey mapping. Ariana elaborates on how understanding the cost of acquiring and serving customers helps in assessing profitability. She also addresses the complexities of tracking customer interactions across different platforms, from social media outreach to YouTube advertising.

Ariana delves into the challenges of managing a high volume of leads and the importance of sorting them based on buying intent. She discusses the role of artificial intelligence in marketing, including its potential pitfalls and how to mitigate them. The conversation also covers the integration of AI tools like GoHighLevel and the issues related to automating customer interactions.

Looking ahead, Ariana shares her thoughts on the future of AI in marketing. She predicts advancements in generative AI technologies, voice interactions, and intelligent messaging systems. Despite the current limitations of AI, she emphasizes its value as a tool for enhancing human capabilities rather than replacing them.

As the episode concludes, Ariana offers actionable advice for professionals looking to integrate data verification and AI into their marketing strategies. She highlights the importance of respecting customer interactions and staying adaptable to technological changes.

For those interested in further discussions or collaboration with Ariana, she can be reached on LinkedIn at https://www.linkedin.com/in/ariana-shannon-a68b4a106/

To get in touch our team, visit nextgengrowth.com. We hope you find this episode insightful and look forward to your feedback.

In this episode, we sit down with Darren Gallop, CEO and co-founder of Carbide, to explore the key leadership and communication strategies that drive success in cybersecurity and business. Darren shares his journey from a music industry professional to the leader of a cybersecurity company, highlighting the transferable skills that helped him navigate both worlds.

Darren begins by walking us through his early career in the music industry, where he honed his leadership and problem-solving abilities while managing the unpredictable dynamics of running a band and producing records. He explains how those experiences laid the foundation for his transition into entrepreneurship and ultimately cybersecurity. Darren’s first major venture, a software company that served music festivals worldwide, gave him a firsthand look at the increasing importance of information security and privacy. It was during this time that he started to deeply understand the leadership challenges and the human side of cybersecurity.

Throughout the conversation, Darren emphasizes the importance of strong leadership and soft skills in guiding companies through cybersecurity transformations. He shares insights on why leadership buy-in is crucial for cybersecurity success, and how poor leadership can stall efforts to build robust security programs. Darren also touches on the human element of cybersecurity, explaining how human error is often at the heart of security breaches and how businesses can cultivate a culture of security from the top down.

We also dive into Darren’s approach to managing his team, with a focus on how to maintain high performance through habit formation, self-care, and ongoing education. He speaks to the importance of work-life balance, meditation, and physical health as crucial components to long-term success in both business and personal life. Darren candidly reflects on the lessons learned from his earlier ventures and how he applied those lessons to build a cohesive, efficient team at Carbide.

As we wrap up, Darren talks about his current focus at Carbide, including how his team is leveraging the latest technology, like artificial intelligence, to enhance cybersecurity solutions for their clients. He shares his excitement about the potential of AI and machine learning to transform the industry while acknowledging the risks that come with relying on these technologies. Lastly, Darren offers practical advice to entrepreneurs and business leaders on how to enjoy the journey, avoid burnout, and ensure they’re building a sustainable business.

If you’d like to connect with Darren, you can reach him on LinkedIn at www.linkedin.com/in/darrengallop/. For more information about our podcast and to get in touch with Devon, visit www.nextgengrowth.com.

In this episode, Paul Gozaloff, the founder and managing consultant of Veteran Cybersecurity Group, shares his extensive experience in federal cybersecurity. Paul leads a team of U.S. military veterans providing critical cybersecurity consulting and risk management services to federal agencies and government contracts. His work emphasizes implementing advanced cybersecurity frameworks like Zero Trust and the Cybersecurity Maturity Model Certification (CMMC), driving innovation and excellence in the cybersecurity landscape.

Paul begins by recounting his journey into the cybersecurity field, highlighting how his background in federal security led to the establishment of his company. He details the unique challenges and processes involved in securing government contracts, focusing on the importance of trust and reliability in the industry. Paul explains that their client acquisition strategy is heavily oriented towards government contracts, involving complex procurement processes that require a deep understanding of regulatory and compliance requirements.

The conversation delves into the technological advancements in cybersecurity, with Paul discussing the importance of staying ahead of the curve. He highlights how technologies like multi-factor authentication and Zero Trust architectures are becoming crucial in protecting sensitive information. Paul also touches on the role of AI in the cybersecurity sector, discussing its potential to augment existing security measures and streamline processes.

Paul shares insights into managing a team of cybersecurity experts, including the challenges of data management and personnel coordination. He emphasizes the importance of persistence and resilience, noting that the dynamic nature of cybersecurity demands constant learning and adaptation. The discussion also covers future goals for Veteran Cybersecurity Group, including expanding their service offerings and staying compliant with evolving cybersecurity standards.

As the episode concludes, Paul offers valuable advice to those in similar positions, stressing the importance of persistence and adaptability in growing a business. For listeners interested in connecting with Paul or learning more about Veteran Cybersecurity Group, he invites them to visit https://www.linkedin.com/in/paul-gozaloff-552a185/

For more from Next Gen visit nextgengrowth.com

In this episode, we sit down with Bill Kirk, CEO and founder of Weather Trends International, to explore the world of year-ahead weather forecasting and its impact on various industries. Bill shares his unique journey from his early days in Hawaii to his time in the U.S. Air Force, where a memorable encounter with General Schwarzkopf set him on the path to redefining weather forecasting. Learn how Weather Trends International has developed innovative methods to predict weather patterns up to a year in advance, providing valuable insights for businesses worldwide.

Bill dives into the technology behind his forecasts, highlighting the evolution of predictive weather models from manual processes to fully automated systems powered by Amazon Web Services. He discusses the importance of accurate long-term forecasting for large retailers, beverage companies, and financial institutions, emphasizing how weather data can influence everything from inventory planning to sales projections. Bill explains how companies like Walmart, Anheuser-Busch, and Johnson & Johnson rely on these forecasts to make critical business decisions months or even years in advance.

The conversation also touches on the challenges of scaling these insights to smaller businesses, such as farmers and microbreweries. Bill shares how his team developed affordable solutions like Farmcast and Brewcast to bring high-value weather intelligence to new markets. Discover how one-degree temperature changes can significantly impact sales, driving demand for products like cold beverages and seasonal goods.

Bill also addresses the complexities of acquiring new clients and maintaining relationships with major corporations. He recounts how credibility and accuracy play a crucial role in client acquisition, as well as how word-of-mouth and proven results have helped Weather Trends International grow its impressive roster of over 115 Fortune 1000 clients. He provides insights into the dynamics of business planning with long-term weather forecasts and the role of automation in making these forecasts accessible and reliable.

The discussion wraps up with Bill’s perspective on the future of weather forecasting and AI integration. He explores the potential of AI to revolutionize how forecasts are generated, reducing costs and increasing efficiency. Bill shares his vision of finding the right partner to help scale his company's technology further, hinting at the exciting possibilities that lie ahead.

If you want to learn more about how weather can shape business strategy and the latest innovations in long-range forecasting, this episode is packed with actionable insights and expert advice. To connect with Bill, visit https://www.linkedin.com/in/bkirk/ or email him at bkirt@wt360.com. For more on our marketing services, head over to nextgengrowth.com.

In this episode, we sit down with Dylan Ferguson, an investor and Senior Director of Sales at Fullcast, to dive deep into his career journey and the invaluable lessons he's learned along the way. Dylan shares his personal and professional experiences, from his humble beginnings in Idaho and his early ventures into sales to his leadership roles at top companies like Salesforce and Workday. His story is a masterclass in resilience, adaptability, and the importance of building meaningful relationships in business.

Dylan outlines his career trajectory, starting with a natural knack for sales that emerged early in life. He reflects on his experiences working with companies like Seagate, Salesforce, and Workday, highlighting how these roles shaped his approach to leadership, growth, and strategy. A standout moment in Dylan’s career was helping to scale a Salesforce implementation partner, Simplus, from a small team of 30 to 7,000 employees in just seven years. He explains the unique challenges and rewards of working in high-growth environments and why strong leadership and team dynamics are critical to success.

Throughout our conversation, Dylan emphasizes the importance of people in any organization. He delves into the distinction between dreamers, doers, and drivers, and why finding the rare individual who embodies all three traits can transform a company. We also discuss how culture often overrides strategy, and how leaders can foster an environment of trust, collaboration, and mutual growth.

Dylan’s insights into sales go beyond tactics and numbers. He shares how focusing on customer success and genuinely understanding their needs has driven his achievements. His approach is rooted in humility, transparency, and a commitment to resolving conflicts with empathy and accountability. This episode explores practical advice for navigating difficult conversations, maintaining trust in partnerships, and aligning team goals with long-term organizational objectives.

As the conversation shifts toward his current role at Fullcast, Dylan explains how the company is revolutionizing revenue operations with a comprehensive platform that centralizes planning, territory alignment, and lead routing. He discusses the challenges of educating the market about the value of RevOps and how Fullcast is building a community to empower professionals in this space.

This episode is packed with actionable takeaways for sales leaders, entrepreneurs, and anyone looking to build authentic, value-driven relationships in business. Whether you’re in sales, operations, or leadership, Dylan’s journey and insights will inspire you to think differently about growth, culture, and success.

To connect with Dylan, visit LinkedIn at linkedin.com/in/fergusondylan/. Mention this podcast if you reach out to help track its impact. To connect with Devon and the team, visit nextgengrowth.com.

In this episode, we are joined by Barry Zhang, the CEO and founder of Princetel Inc., a leader in manufacturing fiber optic rotary joints and slip rings. With a PhD in mechanical and aerospace engineering from Princeton University, Barry shares his journey from academia to entrepreneurship. He discusses the challenges and rewards of running a manufacturing business in the high-tech sector, highlighting the unique position of Princetel as the only U.S.-based manufacturer of its kind.

Barry delves into the complexities of managing a company that offers specialized products to a diverse range of industries, from wind farms to radar systems. He explains how Princetel navigates the challenges of innovation, customer education, and maintaining a skilled workforce. Barry emphasizes the importance of environmental sustainability and employee welfare, detailing Princetel's LEED Platinum-certified building and incentives for green commuting.

The conversation also explores the critical role of customer relationships and transparency in building a successful business. Barry shares insights into Princetel's practices, such as extending warranty periods and fostering a diverse and inclusive workplace culture. He also touches on the significance of planning for the future, advocating for strategic thinking to navigate the rapidly changing technological landscape.

Listeners can reach Barry on linkedIn here: https://www.linkedin.com/in/barry-zhang-9a447612

For more information about marketing solutions, visit www.nextgengrowth.com

In this engaging episode, Tom Raffio shares his journey and insights into customer service excellence and innovative leadership. With a background in English from Harvard and a career that began in insurance, Tom details his experience at John Hancock Insurance and Delta Dental, highlighting the evolution from traditional methods to innovative strategies. His emphasis on maintaining human customer service while embracing technology provides a balanced approach to modern business challenges.

Tom discusses the importance of empathy and long-term thinking in business, drawing from his experience with the National Baldrige Performance Excellence framework. He explains how understanding customer needs and integrating technology, like their acquisition of a software company to enhance dental care, has set them apart in the industry. This approach not only improves customer satisfaction but also ensures the company's retention rates remain high.

Throughout the conversation, Tom emphasizes the significance of customer feedback loops and the importance of adapting products and services based on this feedback. He provides practical examples of how listening to customers and responding to their needs can lead to innovative solutions, such as their expanded dental cleaning coverage based on scientific data rather than outdated practices.

A key part of the discussion is the integration of AI and technology in enhancing customer service. Tom acknowledges the potential and challenges of AI, especially in maintaining trust with customers and professionals. He shares his cautious yet forward-thinking approach to implementing AI solutions, ensuring that human oversight remains a priority.

Tom also highlights the importance of corporate culture and employee empowerment. By fostering a culture where employees are encouraged to take initiative and make decisions, the company can deliver exceptional customer service. This approach, combined with community engagement and ethical practices, contributes to their strong reputation and customer loyalty.

Listeners can connect with Tom directly at (603) 223-1300 or via email at traffio@nedelta.com for further insights and to continue the conversation. Tom's dedication to continuous improvement and his ability to balance tradition with innovation offer valuable lessons for anyone looking to enhance their business operations and customer relations.