The CTO Show with Mehmet Gonullu

In this episode, Kingsley Maunder breaks down one of the most overlooked aspects of startup building: proper validation. With over two decades in the startup ecosystem, building products used by Disney, EA Sports, Snap, and more, Kingsley shares the hard-won lessons behind his framework, The SALT Test.We explore how founders can turn raw ideas into validated products, avoid the assumption trap, distinguish noise from real traction, and leverage AI to accelerate product discovery. This conversation is a masterclass in thinking clearly, testing quickly, and building what people actually want.⸻About the Guest — Kingsley MaunderKingsley is a veteran product builder, former startup operator, and the author of The SALT Test: How to Take an Innovative Product from Idea to Scale. Over the past 20 years, he has built and scaled products for some of the world’s biggest brands, taken two startups to exit, and helped another raise over $180M. Today, he teaches founders how to validate ideas, avoid costly assumptions, and build products that truly solve user problems.⸻Key Takeaways • Why assumptions are the biggest hidden risk in early-stage innovation • The story behind the SALT Test and how Thomas Edison inspired it • How to validate ideas in the right order • The difference between noise traction and real traction • Why customer discovery often leads founders astray • How AI can compress weeks of product validation into hours • Why you must test the problem before you test the solution • When to pivot lightly vs when to pivot hard • The importance of building something significantly better, not just slightly better • How to distinguish between the user and the buyer in B2B products⸻What You Will Learn • A practical, repeatable process for validating any product idea • How to talk to customers without falling into the polite feedback trap • How to stress-test your assumptions before writing a single line of code • How to set success and failure metrics before experimentation • How to avoid “innovator bias” and ego-driven decision making • How to use AI tools to accelerate discovery, research, and early validation • How to map your idea through the Growth Map to find blind spots⸻Episode Highlights 00:00 — Introduction02:00 — Why the SALT Test?04:00 — The Assumption Trap06:00 — How to Stress-Test an Idea08:00 — Noise Traction vs Real Traction10:00 — The Right and Wrong Way to Do Customer Discovery13:00 — Competing with Excel, WhatsApp, and the real world15:00 — Behavior Change and “Significantly Better”18:00 — Solution Selling for Founders22:00 — How AI Compresses Validation Cycles25:00 — B2B vs B2C Validation27:00 — Pivoting: Light vs Hard33:00 — Ego, fear, and founder psychology36:00 — Lessons from Amazon and Successful Innovators40:00 — Where Builders Should Focus Next42:00 — Final Advice⸻Resources Mentioned • The SALT Test by Kingsley Maunder: https://www.kingsleymaunder.com/the-salt-test • GrowthMap.org • Kingsley’s LinkedIn profile: https://www.linkedin.com/in/kingsleymaunder/

In this conversation, Colin opens the curtain on how Sheets & Giggles became a breakout DTC success by doing things differently: selling before building, leaning into humor, making bold brand decisions, and prioritizing community and impact over hype.This episode is packed with practical lessons for founders navigating uncertainty, fundraising, pricing strategy, brand identity, and the deeper personal journey behind entrepreneurship.About the GuestColin McIntosh is the founder of Sheets & Giggles, one of the most beloved modern consumer brands known for its sustainable eucalyptus bedding and its unmistakably humorous voice. Colin bootstrapped the company from a simple idea into a high-growth startup that hit one million dollars in monthly revenue within two years. His journey blends sharp execution, authentic branding, creative fundraising, and a grounded philosophy about building companies with purpose.Colin has appeared on Good Morning America and multiple national outlets, has built a loyal customer community, and is now also a mentor at Techstars, where his 2019 pitch is used globally as an example for new founders.Connect with Colin: https://www.linkedin.com/in/colindmcintosh/⸻In This Episode You’ll Learn1. How Sheets & Giggles Started Without InventoryColin reveals why he chose to validate demand first through pre-orders, and how a successful Indiegogo campaign became early seed capital and proof of market need.2. The Inflection Points That Unlocked Serious ScaleFrom a bold COVID donation that unexpectedly reached the governor’s office to a national Good Morning America feature and a high-impact podcast sponsorship, Colin breaks down the moments that changed the company’s trajectory.3. Humor as a Business StrategyWhy Colin embraced the “jester” brand archetype and how authenticity, relatability, and personality helped Sheets & Giggles stand out in a boring category.4. Pricing Psychology Explained SimplyMost founders underprice — Colin explains why, and how he tested price elasticity, optimized margins, and used real data to guide pricing decisions.5. How to Talk to Investors the Right WayColin breaks down investor psychology, why FOMO matters, why you must know your numbers by heart, and how honesty builds long-term trust.6. Bootstrapping vs. VC in Today’s MarketAn honest look at why this era might be the best time to build slowly, stay disciplined, and focus on profitability instead of chasing rounds.7. Purpose, Happiness, and the Reality of Being a FounderColin dives deep into fulfillment, ego, expectations, and why internal peace matters far more than revenue milestones.8. Techstars and a Full Circle MomentFrom joining Techstars Boulder as an early team member to returning years later as a founder, and later as a mentor and pitch coach — Colin shares what the program taught him and why founders should consider it.⸻Chapters00:00 Intro01:00 Colin’s journey and background03:00 Starting Sheets & Giggles through pre-orders06:00 Early traction and unexpected breakthroughs10:00 The donation that changed everything12:00 Building a humorous and authentic brand identity16:00 Pricing psychology and finding your true value20:00 Fundraising and managing investor expectations27:00 The truth about growth and scale33:00 Bootstrapping vs raising capital40:00 Purpose, fulfillment, and founder mindset46:00 Techstars experience and mentorship52:00 Final reflectionsWhy This Episode MattersIf you’re building a startup today, this conversation will give you both tactical clarity and emotional grounding. Colin brings a rare mix of sharp execution and thoughtful humility. From pre-selling products to scaling with humor, from raising millions to staying true to purpose, his journey offers a realistic playbook for building something meaningful.

Mark Donnigan has spent decades helping deep tech and video technology startups translate complex products into commercial traction. In this conversation, we cover why early stage companies must stay lean, how to diagnose GTM confusion, and what AI first marketing looks like in practice.We also dig into the new buyer journey in B2B, why content is a serious competitive advantage, and why founder led marketing is becoming non negotiable for technical startups.⸻👤 About Mark DonniganMark Donnigan is a virtual CMO who specializes in helping early stage technology companies design and execute GTM systems for scale. He blends a technical background with marketing strategy, and has worked closely with deep tech, infrastructure, and video technology companies across the US and beyond. Mark also hosts his own podcast where he covers the intersection of engineering, GTM, and startup growth.⸻💡 Key Takeaways • Small teams outperform large teams because they adapt faster and avoid siloed decision making • Most early marketing hires fail because they come from companies with fully established ICPs and playbooks • The new B2B buyer journey is committee based and nonlinear • Founders must articulate pain, value, and narrative before marketing can be effective • AI tools create leverage but still require human curation • Content is not optional; it is a revenue accelerant • The best marketing starts with mapping actual buying behavior, not assumptions • Technical founders can outperform junior marketers with AI workflows⸻🎓 What You Will Learn • How to avoid the early stage marketing trap • Why small GTM teams win in dynamic markets • How to map buying journeys in modern B2B • How to use AI to generate content, frameworks, and GTM assets • The difference between buyers, influencers, and blockers • How to build trust and shorten sales cycles through content • Why founder storytelling is more important than ever⸻⏱️ Episode Highlights and Timestamps00:00 Welcome and intro02:00 Mark’s background as both technologist and creative06:00 Why great technology fails without great marketing07:30 The trap of hiring big company marketers too early10:45 Why small teams win in early GTM14:00 The missing skill in most marketing hires17:00 How to know if the market actually needs your product20:00 Understanding the real buyer versus the visible buyer23:00 Buying committees, decision blockers, and internal politics27:00 Why founders misread senior titles in enterprise sales30:00 Mapping the buyer journey with precision32:00 The underrated power of content and use case clarity36:00 Where founders should start if they have no content38:00 The role of documentation in technical sales40:00 What AI first marketing looks like in action43:00 Founders using PRDs to generate full GTM assets47:00 What should always stay human in AI powered marketing51:00 Human tone, emotions, and authenticity versus perfect AI output55:00 Why social algorithms reward provocation, not perfection58:00 Features vs benefits in modern marketing01:02:00 Final insights and where to follow Mark⸻🔗 Resources Mentioned • Mark Donnigan website: https://GrowthStage.Marketing • Mark Donnigan on LinkedIn: https://www.linkedin.com/in/markdonnigan/ • Tools referenced: Gemini, ChatGPT 5.1, Claude, Perplexity Pro

In this conversation, Mehmet is joined by Gerald Beuchelt and Subu Rao, two cybersecurity leaders from Acronis, to unpack the evolving threat landscape, the rise of AI in both offense and defense, and why cyber resilience has become a board-level priority.They break down what CISOs need to know, how MSPs can create new value, and what frameworks actually work in the real world. If you want a clear and practical blueprint for building resilience, this episode is for you.👤 About the GuestsGerald BeucheltChief Information Security Officer at Acronis, with more than 14 years of experience securing global environments across multiple industries. Gerald leads cybersecurity, IT infrastructure, and corporate security strategy, with deep knowledge in AI-driven defense, risk management, and enterprise resilience.https://www.linkedin.com/in/beuchelt/Subu RaoSenior Manager of Cybersecurity Solutions Strategy at Acronis, focused on cyber resilience for MSPs and mid-market organizations. Subu brings over 15 years of experience in identity security, cloud security, and resilience engineering across global security vendors.https://www.linkedin.com/in/raos/https://www.acronis.com/en/💡 Key Takeaways • Cyber resilience and cybersecurity are not the same. One focuses on protection, the other on recovery and adaptation. • AI is already used by attackers and defenders. Ignoring it increases risk. • MSPs have a major opportunity to monetize resilience, not just protection. • Most breaches still start with basic failures like weak passwords and unpatched systems. • Boards do not want CVE numbers. They want business risk in plain language. • The right balance between risk appetite and risk tolerance shapes the entire security program. • Backups alone are not enough. Tested, measurable recovery plans are essential. • Availability is often the forgotten piece of the CIA triad.⸻🎧 What Listeners Will Learn • The current global threat landscape • How AI is changing cyber offense and defense • The difference between cybersecurity and cyber resilience • What MSPs should do today to serve customers better • How CISOs can communicate risk to non-technical boards • Practical frameworks for resilience and business continuity • Why regional exposure influences risk strategy • The most common mistakes companies still make in 2025⸻⏱️ Episode Highlights & Timestamps00:00 Introduction and welcome01:00 Meet Gerald and Subu04:00 The real state of cyber threats today05:30 Why basic hygiene failures still cause most breaches08:30 How attackers are using AI10:00 The future of automated SOCs12:00 Are threat patterns different by geography15:00 Why every company is a target16:00 Cybersecurity vs cyber resilience explained in simple terms18:00 How to build resilience without enterprise budgets21:00 MSPs and the opportunity to lead resilience consulting24:30 Understanding crown jewels and business impact26:00 How Acronis-style failover models change the game29:00 Where boards should start with security frameworks32:00 Risk appetite vs risk tolerance36:00 Why security cannot decide in isolation40:00 Compliance, mandates, and real world frameworks45:00 How MSPs can craft resilience offerings48:00 Final advice for CISOs and MSPs51:00 Closing thoughts and wrap up

In this episode, Mehmet sits down with Radhika Dutt, author of Radical Product Thinking, to explore why OKRs and traditional performance frameworks often collapse under the realities of modern work. Radhika introduces OLA, a new approach built on puzzle-solving, continuous learning, and adaptability — designed for today’s fast-moving product, engineering, and startup environments.Together, they break down the hidden “product diseases,” the dangers of vanity metrics, the myth of extrinsic motivation, and why teams need clarity instead of big, fluffy vision statements. This conversation is a mindset reset for anyone leading teams, building products, or trying to scale sustainably.⸻👤 About Radhika DuttRadhika Dutt is the author of Radical Product Thinking, an engineer by training, and a two-time founder. She built her first startup out of her MIT dorm room and has since become a leading voice on vision-driven product development. Radhika works with organizations around the world to help them escape the trap of short-term targets and build meaningful, world-changing products.Find more about Radhika’s work here:https://rdutt.com/https://www.linkedin.com/in/radhika-dutt/⸻✨ Key Takeaways • Why OKRs work in theory but fail in most modern organizations • How goal-driven cultures create “performance theater” instead of real progress • The difference between extrinsic and intrinsic motivation • Why fluffy vision statements confuse teams instead of inspiring them • How to define real problems before jumping into solutions • The OLA framework: objectives, hypotheses, learnings, adaptations • How OLA drives alignment, clarity, and honest learning • Why founders should stop copying big-company playbooks • How to communicate results to investors without vanity metrics • Why adaptation speed is the true competitive advantage⸻🎧 What You’ll Learn • How to replace rigid goal-setting with dynamic puzzle-solving • How to build a product culture that values curiosity and experimentation • How to avoid the biggest traps that kill innovation • How AI hype influences bad decision-making and how to course-correct • How leaders can create clarity without micromanaging • How to apply OLA even if your company still uses OKRs⸻⏱️ Episode Highlights & Timestamps00:00 — Welcome and intro01:00 — Radhika’s early story and the mistakes that inspired Radical Product Thinking06:00 — Why motivation systems today actually kill motivation08:00 — The problem with fluffy, generic vision statements11:00 — Why OKRs create the wrong incentives14:00 — How OKRs evolved from 1940s manufacturing18:00 — Why modern work requires a different approach23:00 — Introduction to OLA and how puzzle-setting works26:00 — How to apply OLA in sales, product, and engineering34:00 — Using OLA to bring clarity and innovation39:00 — Speed, experimentation, and continuous learning44:00 — How to communicate progress to boards and investors49:00 — Why founders must drop ego and embrace honesty54:00 — Final advice and how to connect with Radhika⸻📚 Resources Mentioned • Radical Product Thinking — Radhika’s book • Free toolkits https://www.radicalproduct.com/ • OLA Toolkit (formerly OHL)

In this conversation, Jonathan breaks down the real state of AI adoption in GTM, why most revenue teams are still “stuck in the basics,” and how leaders can shift from dashboards to intelligence. He explains why CRM data hygiene is dead, how operational AI works behind the scenes, and what it truly means to run an AI native revenue team.From first principles thinking to reinvented GTM playbooks, this is a roadmap for founders, CROs, RevOps leaders, and anyone building modern revenue organizations.⸻👤 About Jonathan KvarfordtJonathan Kvarfordt is the VP of GTM Strategy & Marketing at Momentum.io. Known as “Coach” across the industry, he is the creator of GTM AI Academy with more than 10,000 participants, a university instructor, a strategic advisor, and a practitioner at the intersection of GTM, AI, and automation.He works hands-on with leaders to operationalize AI, eliminate friction in revenue processes, and build next generation GTM systems.https://www.linkedin.com/in/jmkmba/⸻💡 Key Takeaways • AI adoption is overstatedDespite hype, only about 7 percent of companies operate with real “operational AI.” • CRM data entry is the most underrated automationAI driven CRM automation unlocks insights for reps, managers, and executives. • The new GTM OS lives in tools like SlackRevenue teams are moving away from 20 tabs into one unified operating layer. • First principles thinking matters more than toolsStart with initiatives and gaps, not buying random AI tools. • Human skills become more important, not lessThe future seller is a strategist, negotiator, and relationship builder. • Small teams have the biggest advantageFewer processes mean faster reinvention and cleaner AI powered workflows. • AI native pipeline reviews are strategicNot data entry sessions. Think signals, intelligence, and deal momentum.⸻🎧 What You Will Learn • Why GTM fundamentals are still broken despite AI hype • How AI changes forecasting, deal reviews, and revenue leadership • The difference between “time saving AI” and “amplification AI” • How to build AI native workflows inside your GTM stack • Why founders should start automating earlier than they think • Which sales skills matter most in the AI era • Why CRM systems might look completely different in the future⸻⏱ Episode Highlights (Timestamps)00:00 – Welcome and intro01:00 – Jonathan’s journey and new VP role03:00 – The truth about AI adoption in GTM05:00 – Where companies struggle most with AI07:00 – From dashboards to intelligence10:00 – Why AI tools fail without clear initiatives12:00 – Slack as the new operating system for GTM15:00 – Why RevOps teams over engineer tech stacks17:00 – CRM hygiene vs operational AI19:00 – Time as the highest leverage automation area21:00 – How AI shifts GTM playbooks24:00 – The rise of AI powered buyer research26:00 – The new pipeline review29:00 – The most underrated automation in GTM31:00 – Real win/loss data and bias removal33:00 – What skills sellers need in the AI era36:00 – “Let us go sell” culture and eliminating busywork37:00 – When founders should start automating39:00 – Reinvent vs optimize vs amplify41:00 – The idea behind Jonathan’s book Ignite44:00 – Will CRM even exist in the future?48:00 – Which parts of sales AI might fully replace50:00 – First principles thinking and GTM52:00 – Final advice and where to find Jonathan⸻📚 Resources Mentioned • Momentum.io • GTM AI Academy • The book Ignite your GTM With AI: https://www.amazon.com/dp/B0FRXGSDSN

In this episode, Mehmet sits down with Dr. Nico Augustin, Head of Research and Expeditions at OceanQuest, to uncover the mysteries of the deep ocean. From unexpected discoveries in the Atlantic to cutting edge underwater robotics, Dr. Nico reveals how little we know about the world beneath us and why the deep sea remains one of Earth’s last unexplored frontiers.The conversation covers the science, technology, and leadership lessons behind modern ocean exploration, along with how emerging tech like AI and digital twins are reshaping the future of the field.⸻About the GuestDr. Nico Augustin is a marine geologist, expedition leader, and the Head of Research and Expeditions at OceanQuest, a pioneering non profit foundation advancing deep ocean discovery, innovation, and capacity building. With more than 20 years of research experience across the Atlantic, Arctic, and the Red Sea, he has led large scale mapping missions, discovered new hydrothermal systems, and mentored hundreds of young scientists.Connect on LinkedInhttps://www.linkedin.com/in/nico-augustin-971a93308/⸻Key Takeaways • The deep ocean is still one of Earth’s least explored environments. • Modern expeditions rely on mapping, robotics, data, and multidisciplinary teams. • AI will play a major role in making underwater vehicles more autonomous and safer. • The deep ocean is far more active and diverse than older textbooks suggest. • Leadership at sea is a masterclass in clarity, calmness, and adaptability. • Exploration and storytelling are essential to inspire the next generation of ocean researchers.⸻What Listeners Will Learn • How deep sea expeditions are planned and executed • Why the Red Sea and Atlantic hold surprising geological mysteries • The role of AI, digital twins, and robotics in underwater exploration • How OceanQuest is training young scientists across Africa • Leadership lessons from managing complex expeditions • Why public awareness matters in ocean science⸻Episode Highlights00:00 Introducing Dr. Nico Augustin02:00 Childhood curiosity and the path to marine geology04:00 Early expeditions and transformational moments07:00 Mapping the unknown through interdisciplinary teams08:30 Surprising discoveries from the Atlantic to the Red Sea11:00 The first visual hydrothermal systems found in the Red Sea14:00 How deep sea expeditions are designed and executed17:00 AI, robotics, and digital twins shaping future exploration22:00 OceanQuest’s Around Africa Expedition and its impact28:00 Leadership lessons from uncertainty and high stakes operations36:00 Collaboration between science and the private sector39:00 What the deep ocean still hides from us45:00 How to inspire public excitement for ocean discovery50:00 Final thoughts and how to connect with Dr. Nico⸻Resources Mentioned • OceanQuest: oqfoundation.org • OceanQuest on Instagram, LinkedIn, and X

In this episode, Mehmet sits down with Harish Chandramowli, Head of AI at Good Day Software, to explore how AI is reshaping the future of fashion, retail, and e-commerce operations.Harish shares his journey from cybersecurity engineering at Bloomberg and cloud security at MongoDB to building fashion-specific AI tools that solve real operational pain points around data chaos, messy workflows, and inventory waste.This is a deep dive into verticalized AI, workflow automation, agentic systems, and the emerging category of Retail OS.If you’re a founder, investor, or tech leader curious about applied AI or the future of retail automation, this episode is full of insight.⸻👤 About Harish ChandramowliHarish is the Head of AI at Good Day Software, a fast-growing platform redefining how fashion and retail brands manage operations. With experience at Bloomberg and MongoDB, he brings a unique blend of security engineering, data modeling, and real-world problem solving into the retail tech world.He previously founded FLA, a fashion operations startup, and now focuses on building AI-powered workflows and agents for e-commerce brands.Harish’s LinkedIn : https://www.linkedin.com/in/scharish/⸻✨ Key Takeaways • Why retail back-office operations are still broken and dominated by spreadsheets • The rise of Retail OS and why ERP is becoming outdated • Real examples of AI reducing hours of manual work • Why agentic workflows matter more than chatbots • The biggest unseen cost in e-commerce: data integrity failures • The hidden value of vertical AI models • How founders should think about AI “moats” • Red flags Harish sees in AI startup pitches • How non-technical founders can communicate with technical teams more effectively • Why everyone is on a level playing field in this phase of AI⸻🎧 What You’ll Learn • How to build AI systems for operational workflows • Why fashion and retail create perfect environments for data-driven AI • How to spot real vs fake AI innovation • How AI can automate back-office processes like purchase orders, packing lists, and inventory reconciliation • Why agent-based AI is the future • How AI changes new-market entry strategies • How founders can pitch AI in a credible, non-hyped way⸻⏱️ Episode Highlights (Timestamps)(For YouTube + Spotify chapters)00:00 — Welcome and introduction01:00 — Harish’s journey: cybersecurity, Bloomberg, MongoDB03:00 — Why retail operations are still broken04:30 — Discovering the back-office pain points in fashion06:30 — The spreadsheet problem killing profitability08:30 — Why e-commerce is a brutal margin business10:00 — Workflow chaos and data fragmentation12:00 — Retail OS vs ERP and what the future looks like14:00 — How AI powers Good Day Software15:00 — Chatbots vs real AI vs agentic workflows16:00 — Automating packing lists, PO ingestion, and email workflows17:30 — Agents detecting inventory discrepancies18:30 — Using localized data for new market expansion20:00 — Verticalized AI and the rise of industry-specific LLMs22:00 — Accounting differences across regions24:00 — What founders need to know about AI moats26:00 — Why real-world data is a superpower28:00 — Changing consumer funnels: search, ads, and GPT shopping30:00 — From engineer to business thinker: Harish’s mindset shift32:00 — ChatGPT as a tool for business communication34:00 — The biggest red flags in AI startup pitches36:00 — Why automating everything is dangerous38:00 — Final thoughts on curiosity, experimentation, and the AI era39:00 — Where to reach Harish⸻📚 Resources Mentioned • Good Day Software https://www.gooddaysoftware.com/ • MongoDB • Shopify and e-commerce back-office operations • Vertical AI applications • Agentic workflows and email-based automation

In this episode, Mehmet sits down with VC and author Ben Wiener to unpack one of the most practical, founder-friendly pitching frameworks in the startup world today. Ben is the creator of the HEART Framework and the author of the bestselling business fable Fever Pitch. He breaks down why most pitches fail, how investors actually think, and how founders can use storytelling to turn curiosity into conviction.This episode goes deep into the psychology of pitching, investor behavior, AI startup hype, and the traps founders unintentionally fall into when telling their story.If you’re a founder raising capital, a builder crafting a strong narrative, or an operator helping startups pitch with clarity, this episode is a masterclass.⸻About the Guest: Ben WienerBen Wiener is a professional venture capitalist, founder of a 12-year-old early stage VC fund, and the bestselling author of Fever Pitch. His HEART Framework has become a go-to model for founders seeking a structured, effective, and persuasive way to pitch investors. Ben is known for blending storytelling, psychology, and practical experience from thousands of pitch interactions to help founders succeed.https://www.linkedin.com/in/benwiener/⸻What Listeners Will Learn • How to structure a pitch that mirrors the investor brain. • How to craft a belief statement that captures attention. • How to avoid the fatal traps of overexplaining the tech. • How to use interruptions, objections, and tough questions to your advantage. • How to turn your pitch into a narrative investors want to follow. • How to pitch at any stage, including pre-product and day zero. • How founders can build trust even without traction. • How AI founders can differentiate in a crowded landscape.⸻Episode Highlights (Timestamps)00:00 — Mehmet opens the episode and introduces VC and author Ben Wiener.01:00 — Ben on being a “professional VC and unprofessional author” and how Fever Pitch came to life.03:00 — Why Ben chose to teach pitching through a business fable instead of a traditional book.06:00 — How Guy Kawasaki ended up writing the foreword after a bold cold email.08:00 — Teaching business through fiction and why it works.09:00 — Introducing Mark, the protagonist of Fever Pitch, and why his struggle mirrors most founders.11:00 — Why founders assume investors will understand their brilliance without proper structure.14:00 — Deep dive into the HEART Framework and why order matters.20:00 — Why team traits come last and not first.22:00 — Why founders struggle to articulate their “why.”26:00 — How investors’ subconscious minds evaluate pitches and search for red flags.29:00 — Why pitch templates on the internet often mislead founders.33:00 — What investors actually look for vs what they say they want.35:00 — The danger of jumping straight into the tech.38:00 — Alternatives vs competition and why they are not the same.41:00 — Why interruptions during a pitch are a good sign.45:00 — Mehmet and Ben share personal experiences about tough investor reactions.48:00 — Pitching with no product and no traction: what founders can do.50:00 — Why warm introductions matter 100 times more than cold ones.54:00 — The 10–20–30 pitch rule and why less is more.58:00 — Why AI is a double-edged sword for founders raising today.01:02:00 — Mehmet’s reflection on using HEART as a compass for founders.01:04:00 — Ben’s closing remarks and where founders can access free tools.⸻Resources Mentioned • Fever Pitch by Ben Wiener : https://feverpitchbook.com/ • HEART Framework Tools and Free Pitch Deck Template: https://view.genially.com/682f26cc0eb98daa6299f431 • Guy Kawasaki’s work on pitching and “Start With Why” • The Venture Mindset (book reference)

In this powerful conversation, Wesley Eugene, SVP North America at HIT Global, joins Mehmet to explore a new framework for technology leadership. They go deep into human centered design, why digital transformations fail, how AI forces us to rethink what it means to work, and why empathy is now a competitive advantage.Wesley draws from years of experience in digital transformation, design thinking, and ITIL modernization. He shares the hidden gaps in traditional IT practices, the philosophical questions AI forces us to ask, and the skills leaders must build to stay relevant in the coming decade.This episode is a thoughtful, practical, and timely reminder that technology is at its best when it elevates people.👤 About Wesley EugeneWesley Eugene is the SVP North America at HIT Global, an organization focused on humanizing IT through integrated human centered design. Wesley has led major digital transformation programs, advised global enterprises, and worked alongside design pioneers including Ideal’s leadership team. He champions a future where technology is designed around people, not processes, and where AI augments human potential instead of replacing it.🔥 Key Takeaways • Most digital transformations fail because leaders lose sight of purpose and experience. • True transformation is a business transformation, not a tech project. • Technology without humanity becomes vanity and often leads to harm. • The experience layer is becoming the most important layer in the tech stack. • AI should serve as human augmentation rather than human replacement. • Leaders must invest in empathy, storytelling, creativity, and curiosity. • Regulation is not the enemy of innovation. It is the brake that lets innovation go fast safely. • The rise of AI forces society to rethink work, value, consciousness, and what it means to be human. • Creativity still happens when we disconnect. Nature remains the best CPU upgrade.🎧 What You Will Learn • Why human centered design is the missing link in IT and AI. • The root causes of failed digital transformations across industries. • How to build a purpose driven technology strategy that unites the whole company. • Why every tech leader must become a storyteller. • How to prepare your teams for the AI era. • The ethical, environmental, and human considerations AI leaders must prioritize. • Why curiosity is the most underrated leadership skill in tech today.⏱️ Episode Highlights (Timestamps)00:00 Welcome and intro01:00 The mission behind HIT Global and humanizing IT04:00 Lessons from IDEO, design thinking, and rapid prototyping07:00 Why technology needs to be humanized now10:00 The experience layer and the future of value creation13:00 Why digital transformations fail16:00 The story of buy in and the NASA janitor18:00 Chasing tech vs transforming the business21:00 Why IT is misunderstood and how to fix it27:00 TBM and the importance of storytelling in tech30:00 The promise of AI and the threat of losing the human33:00 The seatbelt metaphor for responsible innovation38:00 AI leaders, risk, and accountability45:00 What AI forces us to confront about humanity50:00 AI as human augmentation, not replacement56:00 The skills leaders need for the next decade59:00 Creativity, nature, and switching off screens01:03 Final advice and how to learn more from HIT Global📚 Resources Mentioned • HIT Global Services: https://www.hitglobal.services/ • Human Centered Design for IT Service Management by Katrina McDermott • IDEO and the history of the Apple Mouse • TBM Council (Technology Business Management Framework) • Humanizing AI Certification at HIT Global • LinkedIn profile of Wesley Eugene: https://www.linkedin.com/in/wesleyeugene/