Bricks And Bytes

"Elite sales leaders don't just hire sellers - they hire 'pirates and romantics' who can thrive in chaos when everything's broken."In today's episode of Bricks & Bytes, we had Scotland Foss, who helped build PlanGrid before its $1B acquisition by Autodesk. Scotland shared his proven playbook for construction tech go-to-market success from his journey across multiple ventures.Tune in to find out about: ✅ Why product-market fit must come before hiring salespeople ✅ The power of "mutual action plans" in closing complex deals ✅ How PlanGrid's freemium strategy created viral adoption on job sites ✅ Why unlimited user pricing models work better than per-seat in construction ✅ How a 90-second video convinced a CEO to take a 2-hour meetingListen now on Spotify to hear Scotland's insights on building successful construction tech sales organizations in challenging market conditions.

"I remember bringing Tracy Young to my job site when PlanGrid was just an MVP. She offered us the software for free - we just needed to provide the iPads. My PM and PX didn't get it. They told me, 'Don't waste my time like that again.'"In today's episode of Bricks & Bytes, we had Tom Feliz share his journey from construction sites to tech leadership at Data Grid. Tom unpacks the secrets behind effective Go-To-Market strategies in construction tech, drawing from his experiences at OpenSpace, Autodesk, and more.Tune in to find out about:✅ Why solving real industry pain points is the foundation of any successful ConTech product✅ How to identify your Ideal Customer Profile across the construction value chain✅ Why the construction volume pricing model needs to change✅ The emergence of the "Go-To-Market Engineer" and how AI is transforming salesListen to the full episode on Spotify to learn how Tom closed 5 enterprise deals in one week and why he believes agentic AI is the future of construction.------------Chapters00:00 Intro02:30 Introduction to the Conversation07:30 Tom Feliz's Journey in Construction Tech12:37 Key Components of a Successful Go-To-Market Strategy17:42 Understanding the Construction Industry's Unique Challenges22:21 Identifying Ideal Customer Profiles (ICPs) in Construction Tech27:36 Navigating the Buying Process Across Different Company Sizes31:26 The Importance of Social Proof in Construction Tech32:23 Targeting the Mid-Market: A Strategic Approach35:18 Navigating Enterprise Sales in Construction37:19 Freemium Models and Proof of Value38:47 Rethinking Pricing Models in Construction Tech41:50 The Role of FOMO in Sales Conversations45:37 Key Metrics for Construction Tech Success49:47 The Personal Connection to Construction51:38 The Impact of Our Actions52:32 Tools for Go-To-Market Success54:24 The Rise of Agentic AI in Sales58:33 The Importance of Discovery in Sales01:04:35 Resource Allocation in Sales Strategy01:06:37 Traits of a Great Salesperson01:09:36 When to Hire a Head of Sales

"53% of the construction workforce is expected to retire by 2036. And that number is going up, not down."In today's episode of Bricks & Bytes, we had Kris from Procore and we got to learn about their just-released Future State of Construction 2025 report, which reveals how technology will transform productivity, design, decision-making, and the workforce crisis.Tune in to find out about:✅ Why contractors, not architects, will own more of the design process in the future✅ How construction teams lose 18% of project time just searching for information✅ The shift from "gut feeling" decisions to data-driven insights using AI✅ Why Procore is building "Agent Studio" to create company-specific AI you can actually trustListen now on Spotify and discover how construction's digital transformation is finally solving its biggest challenges.-----------------Chapters00:00 Intro02:50 Introduction and Industry Growth03:49 Leadership Changes at Procore04:51 The Future State of Construction Report06:47 Future of Productivity in Construction13:59 Addressing Data Search Challenges17:49 Rework and Its Causes19:46 Future of Design and Automation22:54 Case Studies in Construction Technology26:59 Future of Workforce and Talent Retention 38:25 The Intersection of Opportunity and Wealth in Construction39:00 Cultural Drivers in the Construction Industry42:21 Data-Driven Decision Making in Construction46:48 Building Trust in AI and Automation54:55 The Future of Design in Construction01:06:09 Inspiring Transformation in the Construction Industry

Anton Marinovich, sales leader at Joist AI with roots in construction, shares valuable insights on go-to-market strategies for construction tech. He emphasizes learning from failures over celebrating successes and the importance of aligning products with workflows. Discover why consistency and grit are essential for standout salespeople, the value of transparent client relations, and the role of AI in transforming sales processes. Marinovich also discusses the significance of simple compensation structures and effective communication in enhancing customer engagement.

"The best renewal is no renewal. So closing a three-year agreement, right?"In today's episode of our Go To Market Series from the Bricks & Bytes Podcast, we have Kevin Halter (CRO of OpenSpace) share his journey from scaling PlanGrid from $5M to $100M+ ARR and building high-performing sales teams in construction tech.Tune in to find out about:✅ Why construction tech requires a unique go-to-market approach focused on project-level ROI✅ How to transition from project-level sales to enterprise agreements (the key to breaking the $10M ARR ceiling)✅ What to look for when hiring sales talent ("fire in the belly")✅ When founders should hire their first VP of Sales vs CROWhether you're a founder struggling with the 5-10M ARR plateau or a sales leader in construction tech, this episode delivers practical insights on building scalable go-to-market motions in an industry where "it's easy to start a pilot, but hard to scale."06:30 Introduction to Construction Tech Journey09:30 Scaling from 5M to 100M ARR12:31 Understanding Project-Level Value15:22 Building Trust and Transparency in Construction18:28 Transitioning to Enterprise-Level Sales21:28 The Importance of Customer Success Management24:28 Hiring the Right Sales Team27:29 Effective Communication with Executives30:24 Building Long-Term Partnerships33:31 Creating a Scalable Sales Model44:47 Building Long-Term Partnerships (appears to be repeated)48:30 Lessons from Biotech for Construction Tech53:17 Hiring and Scaling Sales Team57:57 Developing Talent and Leadership1:07:31 Choosing the Right Company to Join1:14:53 When to Hire a Chief Revenue Officer

"Genius is 99% perspiration and only 1% innovation."In today's episode of Bricks & Bytes, we have Darren Martin, Chief Digital Officer at Atkins Realis, sharing powerful insights about technology implementation in a global engineering firm with 40,000 employees.Tune in to find out about: ✅ How they evaluate technology investments (looking for at least 4X ROI within 12-18 months) ✅ The challenges of integrating startup technologies into enterprise environments ✅ Their approach to AI implementation across the organization ✅ Why future construction will combine "hyper personalization and hyper modularization"Listen now on Spotify to hear Darren's perspectives on innovation at scale in the AEC industry!

"We got to a million dollars in ARR by taking meetings any way we could - sending chunky mail, handwritten cards, even just picking up the phone. It's simple."In today's episode of Bricks, Bucks and Bytes, we had Martin Roth sharing his journey as Levelset's go-to-market leader and the real-world tactics that helped scale the business to a successful exit.Tune in to find out about: ✅ Why the first million in revenue requires founders to do the selling themselves ✅ The five key traits Martin looks for when hiring salespeople (grit, resourcefulness, enthusiasm, curiosity, ambition) ✅ How selling to construction differs from typical B2B SaaS ✅ Why you should never hire a sales director before hitting $1M in ARRMartin reveals how Levelset went from $1.5M to $10M ARR in six years, then doubled to $20M in just 18 months once they figured out their go-to-market strategy. A must-listen for construction tech founders looking to scale sales operations.---------Timestamps00:00 Intro05:06 Introduction to the Journey09:10 Early Days at Levelset17:14 Go-to-Market Strategy Evolution23:59 Sales Techniques and Lessons Learned26:04 Differences in Construction Tech vs. B2B SaaS29:42 Understanding the Construction Industry's Landscape35:23 Navigating Messaging Challenges in a Diverse Market42:58 Sales Strategies for SMB vs. Enterprise Markets53:27 Handling Long Sales Cycles in Construction56:06 Navigating Enterprise Sales Challenges58:57 The Role of Champions in Sales1:01:54 Understanding the Cost of Adoption1:05:12 Effective Communication in Sales1:06:54 Key Traits of Successful Salespeople1:14:11 Building a Sales Team and Leadership Dynamics

"AI in construction isn't just hype - we're in construction, so we know nobody will deploy solutions based on hype alone."In today's episode of Brick and Bytes, we had Vivin Hegde from Zakua Ventures sharing insights on construction tech investments and market trends.Tune in to find out about:✅ Why robotics is becoming essential in construction (labor shortage is only getting worse)✅ The three-tier approach to AI adoption in construction tech✅ Why FlexNode's modular data centers could grow faster than any construction tech startup in 15 years✅ How geopolitical uncertainty is reshaping construction tech investment prioritiesVivin also shared fascinating details about their recent investments in excavator automation, real estate platforms, and next-gen robotics. If you're interested in where construction tech is heading, this episode is packed with valuable insights!Listen now on Spotify:

"Loading 19 files, each over a gigabyte, into a web browser and manipulating them like butter was the moment I knew I had to join Qonic." - Aaron Perry, former digital design lead at one of UK's largest architecture firms.In today's episode of Bricks and Bytes, we sat down with Mark and Aaron from Qonic to explore how they're revolutionizing AEC software with cloud-native technology that overcomes the limitations of decades-old industry tools.Tune in to find out about: ✅ Why existing AEC software built in the 90s is holding the industry back ✅ How Qonic handles complex construction models that traditional tools can't process ✅ Their innovative "per project size" pricing model instead of per-user licensing ✅ Why contractors adopt new tech faster than architects (hint: it's not about the colors)Listen to the full conversation on Spotify to discover how Qonic is enabling true collaboration across the entire building lifecycle.-----Chapters00:00 Founding Koniq: A New Era in AEC Software03:03 The Future of AEC Software: Insights and Innovations05:58 Challenges in the AEC Industry: Software Limitations08:55 Interoperability and Collaboration: Bridging the Gaps12:00 Koniq's Unique Approach: Transforming Design and Construction14:46 The Role of Koniq in the AEC Landscape17:59 Market Positioning: Koniq's Strategy and Vision20:59 The Future of AEC Tools: Collaboration vs. Monopolization24:01 Koniq's Value Proposition: Cost Efficiency and Innovation27:04 The Impact of AI on AEC Software29:57 Looking Ahead: The Future of Koniq and AEC Software39:00 The Role of AI in Architecture45:02 Modern Architect Needs and Software Solutions52:01 Understanding the Customer Base55:55 Innovative Pricing Models and ROI01:02:02 Bootstrapping and Go-to-Market Strategies

"I love my iPhone, but you don't hear people say, I love my consultant."In today's episode of Bricks & Bytes, we welcomed Angelos Nicolaou from Sektor AI who shared fascinating insights about construction tech adoption, the "anti-consultant" movement, and why technology must equal profitability.Tune in to find out about: ✅ How Sektor helps companies avoid wasting billions on unused technology ✅ Why large companies with tiny innovation teams need external firepower ✅ The race to adopt AI and how smaller companies can now compete with giants ✅ Why the consulting model is ripe for disruption through automationThe construction industry often treats each project like "a new startup" with new teams and processes built from scratch. Sektor is changing that through tech adoption that delivers measurable results.Listen to the full episode on Spotify!