The Leadership Exchange

In this episode of the Leadership Exchange podcast, Tracy Lee chats with Michael Kovacs, former co-founder of Open Channel (acquired by Stripe), about the realities of startup sales, the importance of saying no to the wrong customers, and the evolving role of AI in SaaS. Michael shares how sales is really about helping people make progress, the lessons he learned from “painful yeses,” and why quality of revenue matters more than just closing deals. They also explore how AI could enable hyper-customized software experiences, reducing the need for manual integrations. Key points from this episode:- Sales is Helping, Not Just Selling – The best sales approach is guiding people toward the right solution, even if that means saying no.- Not All Revenue is Good Revenue – Taking on the wrong customers can hurt a business; prioritizing quality of revenue leads to better long-term success.- AI Will Enable Hyper-Customized SaaS – Future SaaS products could be tailored instantly for each user’s unique needs, eliminating one-size-fits-all software.- Most People Can Start a Business – The biggest barrier to entrepreneurship is mindset, not capability—just start.Chapters:00:00 AI: A Solution Looking for a Problem? 00:47 Welcome to The Leadership Exchange Podcast 02:03 From Startup to Acquisition: Michael’s Journey 05:23 The Reality of Selling in Startups 12:50 Saying No to the Wrong Customers 17:50 Customization at Scale: The Future of AI in SaaS 21:55 AI’s Potential in Different Industries 26:01 Advice for Founders: Just Start 27:40 Where to Find Michael KovacFollow Michael Kovacs on Social MediaLinkedin: https://www.linkedin.com/in/michaeljkovacsSponsored by This Dot: thisdot.co

AI is revolutionizing industries, but are businesses truly prepared for the risks that come with it? In this episode of Leadership Exchange, Tracy Lee sits down with Bart Layton, founder of AI Guardian, to discuss the often-overlooked challenges of AI governance, compliance, and security.Bart shares real-world stories of AI gone wrong, including fraud detection models that lost companies millions of dollars and regulatory blind spots that could result in serious legal consequences. They explore the fast-changing landscape of AI regulations, highlighting why so many organizations struggle to keep up. As AI tools evolve at a rapid pace, many businesses are unknowingly exposing themselves to risks by failing to implement proper governance structures.Throughout the conversation, Tracy and Bart dive into the biggest compliance mistakes companies are making and discuss why shadow AI use—employees using AI tools without official approval—is skyrocketing. Bart also emphasizes the critical role of diverse governance teams in preventing AI bias and ensuring responsible AI implementation. With regulations like the EU AI Act and new state-level laws in the U.S. emerging, understanding how to navigate compliance is becoming more urgent than ever.Keypoints from this episode:- AI compliance is becoming critical as regulations like the EU AI Act and new state-level laws in the U.S. emerge. Many businesses are unprepared for the complexity of AI governance and the potential legal and financial risks.- AI failures can be costly, with real-world examples of fraud detection models making millions of dollars in mistakes. Without proper oversight, these errors can lead to significant business and customer impacts.- Shadow AI is a growing concern, with over 58 percent of employees using AI tools without their company’s knowledge. Organizations need clear AI policies to manage security and compliance risks.- Diverse AI governance teams help reduce risk. Companies that include a range of perspectives across demographics, expertise, and experience are better equipped to detect AI biases and prevent costly mistakes.Follow Bart Layton on Linkedin: https://www.linkedin.com/in/bart-layton/Sponsored by This Dot: thisdot.coFollow This Dot Labs on Social MediaThis Dot Media X: https://x.com/ThisDotMediaThis Dot Labs X: https://x.com/ThisDotLabsThis Dot Labs Linkedin: https://www.linkedin.com/company/thisdotlabs/This Dot Labs BlueSky: https://bsky.app/profile/thisdotlabs.bsky.social

In this episode of the Leadership Exchange Podcast, host Tracy Lee sits down with pediatric urologist and medical device innovation consultant, Dr. Emily Blum. They explore the complex world of medical device development—from identifying real clinical needs to navigating FDA regulations, market fit, and reimbursement challenges. Emily shares insights on why 90% of medical devices fail, the importance of customer discovery, and the surprising role of culture change in healthcare innovation. They also discuss the rise of continuous glucose monitors, the evolution of wearable health tech, and what startups need to consider before bringing a product to market.Key Takeaways from This Episode:- Why Most Medical Devices Fail – Around 90% of medical devices never make it to market, often because startups don’t conduct enough customer discovery. Many innovators build solutions for problems that don’t truly exist or fail to consider how real-world workflows impact adoption.- Regulatory and Reimbursement Challenges – Getting FDA approval is just one hurdle; securing reimbursement from insurers (especially CMS) is often even harder. Many devices fail commercially despite regulatory clearance because they lack a viable payment pathway.- Technology Isn’t Always the Answer – Not all healthcare problems require a new device or software solution. Sometimes, the real issue is a cultural or workflow challenge within hospitals. Understanding the root problem is crucial before jumping to a tech-based solution.- Wearable Health Tech and FDA Oversight – Devices like the Owlet baby monitor and Apple Watch illustrate how regulatory classification impacts product design and claims. Whether a device is considered a “wellness” product or a regulated medical device depends on the claims it makes, influencing its market potential and legal requirements.Chapters0:00 Intro & The Challenge of Customer Discovery 0:27 Guest Introduction: Emily, Pediatric Urologist & Innovator 1:00 Medical Device Innovation & Market Success 2:22 The High Failure Rate of Medical Devices 3:49 Why Customer Discovery is Critical 4:11 A Urology Startup’s Misguided Innovation Story 5:07 Expanding Your Network for Better Insights 7:02 The Role of Epic in Healthcare Innovation 9:00 Technology vs. Culture Change in Healthcare 12:22 What Counts as a Medical Device? 15:02 FDA Regulations & Wellness Devices 16:59 Medical Device Development: Five Key Pillars 19:28 The Importance of Reimbursement Strategy 21:19 Continuous Glucose Monitors & Adoption Challenges 22:24 The Rise of CGMs in Consumer Health 23:25 Blood Sugar, Stress, and Behavioral Insights 24:02 Where to Find Emily & Closing RemarksFollow Dr. Emily Blum on Linkedin: https://www.linkedin.com/in/emilyblummd/Sponsored by This Dot: thisdot.co

In this episode of The Leadership Exchange, host Rob Ocel, VP of Innovation at This Dot Labs, sits down with Jason Williams, Chief Product and Technology Officer at HealthJoy, to explore what makes a great product leader. They discuss the critical difference between product management and project management, the importance of balancing innovation with sustainability, and why too many companies reward launching new features over refining existing ones. Jason shares insights on how strong leadership can provide teams with both autonomy and direction, ensuring motivation isn’t just about big visions but also about clear signposts along the way.Key Points from this Episode: Product Leadership vs. Project Management – Great product managers focus on solving real problems and measuring impact, not just delivering features. Too often, companies reward execution over outcomes, leading to a culture of launching and abandoning features without learning from them. Motivation Comes from Ownership, Not Just Vision – Tech professionals want to be builders, not order takers. Motivation isn't just about the big-picture vision; it's about providing clear domains of ownership and signposts along the way so teams feel empowered to make decisions. Feature Bloat and Learning from Experiments – Experimentation is essential, but companies often fail to eliminate what doesn't work, leading to bloated, unfocused products. Good product teams prioritize learning—both before and after releases—to refine and improve rather than just add more. The Power of Stories in Leadership – Leaders should connect teams to the real impact of their work, whether through direct user interactions or storytelling. Seeing how a product affects one person can be more motivating than hearing about its success at scale.Connect with Jason Williams on Social MediaLinkedin: https://www.linkedin.com/in/jwilliams2004/ Sponsored by This Dot Labs: thisdot.co

In this episode, Rob Ocel talks with Jason Abdo, founder of Product Protégé and author of The Product Protégé Guide, about the challenges and evolution of product management. They discuss why PMs are the glue between business, customers, and tech, the importance of storytelling and strategy, and how organizations often set up product teams the wrong way. Jason shares insights on building strong PM habits, structuring teams around KPIs, and why product management is one of the most impactful careers in tech.Key Points from This Episode1. The Role of Product Managers – PMs act as the bridge between business objectives, customer needs, and technical feasibility, yet many organizations struggle to set them up for success.2. Storytelling & Strategy – The best product managers don’t just execute tasks; they craft compelling narratives that align stakeholders and drive meaningful decisions.3. KPI-Driven Teams – Successful product organizations structure teams around key performance indicators (KPIs) rather than just task lists, ensuring alignment and measurable impact.4. The Challenge of PM Growth – Despite its critical role, product management lacks structured training and a strong community, making self-learning and mentorship essential for career growth.Chapters0:00 – The High-Stakes Demands of Product Management1:05 – Welcome to The Leadership Exchange1:17 – Introducing the Product Protege Guide2:46 – The Unique Challenges of Product Management4:00 – Navigating Organizational Expectations8:44 – Mastering the Art of Storytelling10:00 – Driving Value Through KPIs25:05 – Leveraging Frameworks & Personas28:18 – Building Community in Product Management29:35 – Revisiting the Mental Demands of the Role35:26 – Episode Wrap-Up & Sponsor AcknowledgementFollow Jason Abdo on Social MediaLinkedin: https://www.linkedin.com/in/jason-abdo/Sponsored by This Dot: thisdot.co

In this episode of The Leadership Exchange, host Rob Ocel hosts Bill Floyd, Chief Information Officer and Product Development Officer at Maxxsure. With over 35 years in the industry, Bill shares his insights on the cycles of tech innovation, the realities of AI hype, and the challenges of balancing remote and in-office work in today’s workplace. They explore how AI’s democratization is reshaping the industry, both for better and worse, and reflect on the lessons leaders can learn from past tech booms and busts. Bill also offers his perspective on the ongoing debate around remote and in-office work, emphasizing the importance of fostering engagement in hybrid teams. He explains why companies need a clear purpose when mandating office returns and the potential consequences of failing to communicate that effectively.Keypoints- AI has been around for decades, but its recent democratization has led to overhyped expectations. While it offers tremendous potential, unrealistic projections can lead to inevitable downturns and market corrections.- Having lived through multiple industry cycles, Bill highlights how technology trends often follow predictable patterns of excitement, overvaluation, and eventual stabilization. Understanding these patterns helps leaders make better long-term decisions.- While remote work has proven effective, companies pushing for a return to the office must clearly communicate the why. Without a compelling reason, employees may disengage or leave, leading to unintended attrition.- Culture doesn’t happen on its own; it must be fostered. Leaders play a crucial role in setting expectations, encouraging collaboration, and ensuring remote employees stay engaged and connected to their teams.Chapters:0:00 Introduction and the importance of culture in leadership0:33 Introducing Bill Floyd and his leadership journey3:02 Learning from past tech cycles and the AI hype9:03 Challenges of keeping teams engaged in hybrid work12:06 How leaders can foster culture remotely16:06 Measuring productivity vs. surveillance concerns22:24 Why companies struggle with return-to-office policies27:06 Unexpected consequences of forcing office work31:02 The real reasons behind return-to-office mandates33:49 Closing thoughts and where to connect with BillFollow Bill Floyd on Linkedin:https://www.linkedin.com/in/williamfloyd/Sponsored by This Dot:thisdot.co

In this episode of The Leadership Exchange, Rob Ocel talks with Andrew Norris, co-founder and CEO of DevCycle, to explore the challenges of adapting software to mee shifting market expectations. They discuss why feature flagging became a more compelling opportunity than standalone A/B testing, and how the team navigated a complete product transformation Andrew shares insights on making data-driven business decisions, the risks and rewards of rebuilding from the ground up, and how DevCycle is redefining software release strategies for modern development teams.Key Points from This Episode- The Shift from A/B Testing to Feature Flagging – DevCycle recognized that feature flagging was becoming a more essential tool for engineering teams, allowing for safer, more iterative software releases compared to standalone A/B testing.- Data-Driven Decision to Pivot – By analyzing usage trends, the team saw that engineers, not marketers, were the primary users of their product. This insight led to a strategic shift toward developer-first feature management.- Building DevCycle from the Ground Up – Instead of modifying their existing platform, the team took a bold approach—building an entirely new system optimized for scalability, speed, and developer workflows.- The Future of Software Deployment – Feature flagging enables continuous delivery, reduces risk, and allows teams to experiment efficiently. DevCycle’s pivot positions it as a leader in modern software release strategies.Chapters:0:00 Introduction and the importance of software deployment0:53 Introducing Andrew Norris and the DevCycle journey1:29 The origins of DevCycle and transitioning from Taplytics3:09 Early mobile development and the shift beyond A/B testing6:16 Challenges in scaling experimentation across platforms7:34 Recognizing market shifts and changing user needs10:31 The transition from A/B testing to feature flagging12:10 Weighing options: improving, rebranding, or rebuilding16:05 Going all-in on a new platform and DevCycle’s sprint17:14 Managing team motivation during a major pivot20:00 Experimenting with dual product lines before full migration22:42 Early signs that DevCycle was the right move26:05 Lessons on risk-taking and identifying high-value opportunities29:21 Merging feature flagging and A/B testing into a single workflow30:53 The success of DevCycle and its future direction31:59 Where to learn more about DevCycle and connect with Andrew32:19 Closing thoughts and sponsor messageFollow Andrew Norris on Social MediaTwitter:https://x.com/AndrewNorrisLinkedin: https://www.linkedin.com/in/andrewsnorris/🔗 Learn more about DevCycle:devcycle.comSponsored by This Dot:thisdot.co

In this episode of Leadership Exchange, Rob Ocel speaks with Alex Yarotsky, CTO of Hubstaff, about the challenges and strategies of building and scaling high-performing engineering teams. Alex shares insights from his journey leading teams through rapid growth, emphasizing that great teams are built on chemistry, trust, and accountability. They discuss the importance of experience in shaping strong teams, the role of direct and constructive feedback, and how managers can cultivate a culture of mutual respect and mission-driven performance. Alex also breaks down the balance between competitiveness and collaboration, highlighting why a team’s chemistry matters just as much as technical skill. Keypoints from this episode: - Chemistry is the foundation of high-performing teams – Building a great team isn’t just about technical skills; it’s about fostering mutual respect, trust, and open communication. Teams with strong chemistry challenge and support each other, making collaboration more effective. - Feedback is a skill that can be taught – Regular, structured feedback is essential for team growth. Alex emphasizes the importance of both contextual feedback (given in the moment) and structured one-on-ones to build trust and alignment without creating friction. - A-players come in different forms – High-performing teams aren’t made up of just superstars; they consist of people with complementary strengths. Some team members may be ambitious leaders, while others excel through reliability and consistency. A great manager assembles a team like a well-fitting puzzle. - Mission alignment drives long-term success – A winning team isn’t just skilled—it’s aligned around a shared mission. Leaders must set clear expectations, establish a culture of accountability, and ensure every team member understands how their work contributes to the bigger picture. Chapters 0:00 - Introduction 1:05 - Guest Introduction 2:43 - The Challenge of Scaling Teams 4:39 - The Complexity of Managing Teams 5:47 - Can Managers Build Great Teams Without Experiencing One? 7:55 - The Exercise of Defining a Great Team 9:04 - Learning from Peers and Avoiding Management Pitfalls 11:10 - The Key to Building Strong Teams: Chemistry 12:44 - What Does Team Chemistry Really Mean? 14:36 - Chemistry vs. Diversity in Teams 16:03 - The “Inappropriate Joke” Test for Chemistry 17:03 - Sponsor Break: This Dot Labs 17:50 - Building Trust Within Teams 19:00 - The Role of Feedback in Team Growth 21:42 - Why One-on-Ones Should Never Be Status Updates 24:53 - The Challenge of Giving Effective Feedback 27:03 - How to Deliver Constructive Feedback Effectively 30:18 - Mission Focus and High-Performance Teams 32:13 - Hiring and Developing A-Players 33:43 - Competitive vs. Clout-Chasing Team Members 35:40 - The Importance of Team Fit Over Individual Talent 36:28 - Where to Find Alex Yarotsky Online 36:54 - Closing and Sponsor Reminder Follow Alex on Social Media Linkedin: https://www.linkedin.com/in/ayarotsky/ Sponsored by This Dot: thisdot.co

In this episode of The Leadership Exchange, Rob Ocel, VP of Innovation at This Dot Labs, speaks with Josh Tenenbaum, VP of Engineering at First Advantage, about improving release velocity. Josh shares practical strategies for achieving faster, smaller, and more frequent releases, emphasizing automation, intentionality, and robust testing. They discuss overcoming challenges like resistance to change, balancing speed with quality, and fostering happier, more efficient teams. Key Points from this Episode: - Josh Tenenbaum emphasizes the value of smaller, more frequent releases to reduce the risk of failure, improve rollback capabilities, and maintain a steady release cadence that fosters developer confidence and efficiency. - Automation is critical for improving release velocity. Josh describes how his team built automated pipelines for development, QA, and production, enabling smoother and faster deployments while minimizing manual effort. - Frequent releases provide developers with immediate feedback on their work, enhancing satisfaction and productivity. Teams benefit from seeing their impact quickly and iterating efficiently, fostering a sense of accomplishment. - To ensure quality without sacrificing speed, Josh's team prioritizes automation in testing and emphasizes robust code reviews. This approach minimizes bugs, improves collaboration, and builds confidence in the release process, creating a sustainable velocity. Chapters 0:00 - The Misconception About Faster Releases 0:50 - Introduction: Rob Ocel & Josh Tenenbaum 1:34 - Why Release Velocity Matters 2:16 - Team Structure & Scope of Work 3:06 - Migrating a Legacy Platform to the Cloud 4:04 - The Goal: Releasing Twice a Day 5:22 - Making Releases as Simple as Getting a Glass of Water 6:18 - Key Metrics for Measuring Release Efficiency 7:36 - Breaking Down the Release Process into Four Steps 9:10 - Understanding Release Size vs. Velocity 11:09 - The Importance of the Second Release 12:17 - Avoiding the Pitfalls of Chasing Faster Releases 16:35 - Sponsor Break: This Dot Labs 17:19 - How to Improve Release Velocity Sustainably 19:25 - Automating Everything, But Knowing What’s Worth It 21:32 - The Danger of Overcorrecting for Quality Issues 24:16 - Should Teams Test in Production? 27:38 - The Power of Frequent Releases in Reducing Risk 28:43 - Addressing Developer Concerns About Crunch 30:43 - The Role of Code Reviews in Release Quality 32:38 - The Impact of Release Efficiency on Developer Satisfaction 36:14 - The Importance of Intentionality in Engineering Processes 38:00 - Where to Connect with Josh Tenenbaum Follow Josh Tenenbaum on Linkedin: https://www.linkedin.com/in/joshtenenbaum/ Sponsored by This Dot: thisdot.co

Malte Ubl, CTO of Vercel and former Google engineer, shares insights on accelerating software shipping. He emphasizes the importance of iteration velocity and discusses how tools like Vercel’s feature flags streamline workflows. Malte explains Vercel's innovative v0 tool, allowing non-developers to prototype independently, enhancing collaboration across teams. He highlights the impact of AI on software development, reshaping decision-making and reinforcing a data-driven approach to tackle obstacles in rapid product shipping. Exciting future developments are also previewed!