Episode

“The best salespeople don’t need to talk about their successes – they focus on what went wrong and how to improve. At Joist AI, we don’t want to hear about past wins, only lessons learned.” In today’s episode of Bricks and Bytes, We had Anton Marinovich from Joist AI and he shared his construction tech go-to-market journey from my father’s masonry business to leading sales at Contentful, HoloBuilder, and now Joist AI. Tune in to find out about: ✅ Why matching your product to workflows is crucial in construction tech ✅ How simplicity in sales compensation drives the right behaviors ✅ Why grit and consistency separate average salespeople from top performers ✅ The importance of transparency in building trust with construction clients Listen now on Spotify to hear insights on building effective go-to-market strategies in construction tech! ——– Chapters 00:00 Intro 00:04 Introduction and Background 07:01 Journey into Construction Tech 10:00 Sales Strategies and Lessons Learned 13:10 Revenue Operations and CRM Importance 15:59 Building a Successful Go-To-Market Strategy 18:53 Understanding Customer Segmentation 22:02 Sales Process and Buyer Behavior 24:58 Defining Sales and Building Processes 27:59 Ideal Customer Profile and Messaging 38:14 Leveraging LinkedIn for Networking 39:06 The Power of Video in Sales 41:27 Professional Persistence in Sales 43:55 Common Mistakes in Go-to-Market Strategies 45:09 The Impact of AI on Sales 48:12 Customer Acquisition vs. Expansion 53:31 Sales Compensation Strategies 01:00:20 Effective Pricing Strategies 01:03:07 Future Trends in Construction Tech Sales

“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 CRO Whether 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 ARR Martin 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. ——— Timestamps 00:00 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 priorities Vivin 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. —– Chapters 00:00 Founding Koniq: A New Era in AEC Software 03:03 The Future of AEC Software: Insights and Innovations 05:58 Challenges in the AEC Industry: Software Limitations 08:55 Interoperability and Collaboration: Bridging the Gaps 12:00 Koniq’s Unique Approach: Transforming Design and Construction 14:46 The Role of Koniq in the AEC Landscape 17:59 Market Positioning: Koniq’s Strategy and Vision 20:59 The Future of AEC Tools: Collaboration vs. Monopolization 24:01 Koniq’s Value Proposition: Cost Efficiency and Innovation 27:04 The Impact of AI on AEC Software 29:57 Looking Ahead: The Future of Koniq and AEC Software 39:00 The Role of AI in Architecture 45:02 Modern Architect Needs and Software Solutions 52:01 Understanding the Customer Base 55:55 Innovative Pricing Models and ROI 01:02:02 Bootstrapping and Go-to-Market Strategies