Jon sits down with Brian Wilson, Head of Knowledge and Automation for Sagan.

They cover the critical importance of developing middle managers, why founders can't afford to choose their strengths, the unique advantages of founder-led sales, and the underutilized sweet spot of building internal software tools that attack your company's constraint while avoiding the overhead of external SaaS products.

Your job as a leader isn't to do the work but to have the work done through you by your team. This philosophical shift separates founders who scale from founders who stay trapped in tactical execution.

Regarding internal software development, Jon argues there's a sweet spot between individual AI tools (Brian sorting his email better) and full SaaS products (which require customer acquisition, uptime guarantees, OAuth integration). Internal tools capture more impact than individual productivity hacks without the overhead of external customers.

This is why companies spend millions on ERPs without harvesting gains. They never updated the implicit policies designed around the old limitation.

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