In The Thick of It

In this episode of In the Thick of It, Scott speaks with Jeremy Potoka, founder of Presales Leader, a unique subscription service that provides pre-sales support to software companies. Jeremy shares his origin story, from growing up in a working-class family to starting his career as a Spanish teacher and making the jump to tech.

After finding his niche in ERP software pre-sales, Jeremy saw an opportunity to help smaller software firms improve their pre-sales capabilities on an outsourced basis. He took the leap in 2021, quickly landing initial customers and hiring his first employee within months.

Jeremy reflects on lessons learned while rapidly scaling Presales Leader to 18 team members in just two years, like hiring and training less experienced employees, managing remote vs. in-office staff, and dealing with the administrative complexities of high growth. He also discusses his approach to relationships-based business and focusing on customer success rather than marketing.His story offers inspiration to take the plunge with a new business model focused on talent development and serving others.

About Jeremy & Presales Leader:
Jeremy founded a company that helps software resellers and publishers drive SaaS revenue growth. His educational formation and 5 years of experience teaching Spanish provided a unique background for his career in technology. Drawing from interpersonal and communication skills learned early on, Jeremy has built a company focusing on presales, product marketing and post sales solution architecture called Presales Leader LLC.

To learn more, visit presalesleader.com.

In this episode of In the Thick of It, Scott interviews Hector Perez, founder and CEO of Quantum FBI, an outsourced finance and accounting firm with offices in New York and Colombia. Hector shares his journey from working in his father's print shop at a young age, to a 15-year career at PwC, and eventually starting his own company.

He discusses the inspiration behind launching Quantum FBI, the challenges of hiring talent and setting up international operations, and lessons learned from acquiring his first clients and seeing the business grow. Throughout, Hector also reflects on the satisfaction of building strong client relationships and a company culture where employees feel invested in the mission.

About Hector:
Hector V. Perez, CEO and Founder of Quantum Finance and Business Intelligence, is an accomplished CPA and global business leader with three decades of financial expertise dedicated to strategic value creation. Hector spent 15 years at PwC and served as a Senior Director at TIAA as the Head of Group Financial Planning and Analysis. Hector has served several industries and specializes in banking and capital markets, asset management, professional services, and technology. He has held various business and community leadership roles including, Treasurer and Chair of the Finance Committee of the Association of Corporate Growth’s New York Chapter and National Chair of the Board of the Association of Latin Professionals for America.

About Quantum FBI:
At Quantum FBI, we are on a mission to transform finance in a big way, through technology and business intelligence services. We transform what finance and accounting teams deliver, and how it is delivered. The result is a finance function that provides powerful business insights leading to better business decisions. Quantum FBI enables CFOs to make this shift and transform the finance operation while meeting current demands and solving immediate challenges. Whether you are looking for a short-term, project-based option or a long-term finance partner, Quantum offers model options to fit your needs.

To learn more, visit quantumfbi.com.

In this episode of In the Thick of It, Scott interviews Joe Higgins, a serial entrepreneur with experience launching and growing a number of different businesses over the years. Learn about Joe's upbringing spent on a farm in Wisconsin to the ventures he pursued as an adult, including a cell phone dealership, a haircut franchise, a trash collection company, real estate development, and now charter schools and educational publishing. 

Throughout the episode, Scott explores Joe's motivations, challenges faced, factors behind his successes and failures, working with partners, and advice for other entrepreneurs.

About Joe:
Joe is a serial entrepreneur, change agent, radio personality, candidate for office, developer, and CEO in the medical and charter school arenas. He has identified, started, grown, and stabilized several businesses in southern Arizona, New Mexico, and Colorado. Joe is married to Christine and they are the parents of Hailey and Jack. Joe is a father, community leader, business owner, and supporter of local charities.

About Ethos Logos Publishing:
Ethos Logos delivers homeschool and charter school curriculum programs built on the foundations of Classical Education. The Ethos Logos Classical Curriculum platform was developed by experienced classroom teachers, home school teachers, and experts from private Christian Classical schools. We are the first group to build a full  K-12 classical curriculum for use and adaptation in the private, public, and homeschool arena. Millions of families are opting to teach their children in an environment that is safe and matches their family values. When we first embarked on open our Classical Education schools, we found that there were no roadmaps or step-by-step plans on how to successfully build our program. Ethos Logos set out to change that.

To learn more, visit ethoslogos.org.

In this episode of In the Thick of It, Scott learns about what led Jennifer Devine to leave corporate life behind to start Devine Consulting, an outsourced accounting firm based in Houston. One of the unique things about Jennifer’s story is that she bought an existing book of business and grew it from a one-woman show to a 10-person company today. 

She is transparent about the struggles and surprises faced in the early days, from working out of her home to office plumbing fiascoes, along with keys to eventually building a positive culture focused on relationships. Jennifer also discusses pivoting her offerings over time, including a failed attempt at becoming a software reseller, before finding her niche in bookkeeping and controller services. Aspiring founders will relate to the evolution of hiring and managing staff, including early mis-hires, bringing on her sister as employee #1, and now adding offshore team members. Jennifer reflects on important lessons learned about investing in the right people, establishing systems and processes, and building a brand, culminating in her biggest honor to date - making the Aggie 100 list.

About Jennifer & Devine Consulting LLC:
Jennifer has in excess of 15 years of experience, which includes serving as the Controller for an internationally respected commercial real estate investment, management and brokerage firm. She was responsible for all aspects of accounting for the operational divisions, which included internet services, real estate development, property management, brokerage services, and club activities. Since it was an international company there was the need to report in both domestic and international currencies. Jennifer specifically utilized the cross currency functionality of software to report multi-currencies out of one system (versus dual entry), ultimately saving the company hundreds of thousands in manpower.

The idea of running her own business and doing exactly what she loves has always been Jennifer’s dream. In 2011, Jennifer had the opportunity to purchase Accounting & Technology Solutions from the previous owner. Accounting & Technology Solutions is a certified reseller of the software Microsoft Dynamics SL (formerly known as Solomon). She then merged Accounting & Technology Solutions into Devine Consulting to encompass her accounting professional expertise with the software side of the business. Jennifer strives to provide her clients with personalized customer service.

To learn more, visit devineconsultingllc.com. 

In this episode, Scott interviews Mike DeRosa, founder of DeRosa Mangold Consulting, a value-added reseller of Sage Intacct based outside of Waco, Texas. Hear how he went from a small-town Texas native hauling hay as a teen to leading his own successful tech consulting firm. Mike shares wisdom from his varied career in public accounting, software sales, and over 20 years running his own business. Tune in for Mike's full inspiring story and insights any founder can apply from childhood entrepreneurship to leading a multi-million dollar firm.

About Mike:

Mike DeRosa is the founder of DeRosa Mangold Consulting, a value-added reseller of Sage Intacct based in Waco, Texas. Mike has over 20 years experience as a business owner, following careers in public accounting and software sales. Since starting his firm in 1999, Mike has weathered economic downturns, the pandemic, and various industry shifts while keeping focused on his vision. Mike prides himself on providing personalized service and being a trusted advisor to his long-time customers across Texas and beyond. He shares lessons from childhood entrepreneurship through leading a successful bootstrapped firm.

About DeRosa Managold Consulting:

DeRosa Mangold Consulting is a SaaS solutions provider centered around Sage Intacct’s best-in-class financial management software. Our team consists of controllers, accountants, business owners, and practiced team leaders committed to helping your business meet its needs as you continue to grow and face new challenges.

Since our founding in 1999, we’ve focused on providing world-class accounting solutions that help our clients run leaner, faster, and more profitably with the use of Sage Intacct. Over the years, we have not only seen it all, but we’ve done it all. Mounds of spreadsheets, outdated software, systems that no longer work together, lengthy closes, and more. We don’t judge you. We understand! We know what it’s like to work twice as hard to get results. We can prevent you from that experience with scalable, seamless, and flexible software which will change your ability to run your business more efficiently.

To learn more, visit desrosamangold.com. 

About this episode:

In this episode of In the Thick of It, Robert Ritzenthaler shares his journey from young entrepreneur to president and CEO of REM Capital. He discusses the ups and downs of starting a hedge fund during the dot-com bubble and lessons learned from that experience. Robert also shares how he transitioned into real estate and his role as an asset manager, highlighting the importance of transparency, taking personal responsibility, and being willing to learn and adapt.

About Robert:

Robert Ritzenthaler is the president and CEO of REM Capital, a real estate investment and management company he founded in 2011. With over 20 years of experience in finance, real estate, and entrepreneurship, Robert has a track record of building successful companies from the ground up. He takes a relationship-based, long-term approach to business and believes in leading with transparency and personal accountability. Robert enjoys mentoring aspiring entrepreneurs and sharing the knowledge he's gained from his diverse career journey. When he's not working, you can find him spending time with his wife and five children.

About REM Capital:

With more than 100 years combined experience,, REM Capital focuses on acquiring and managing multifamily housing communities across the Southeastern United States. The company takes a conservative, long-term approach to real estate investing and places a strong emphasis on building trusting relationships with its investors, partners, and residents. Since its founding, REM Capital has experienced tremendous growth, now managing over $300 million in assets. Despite tremendous growth,, the company remains committed to its original vision of transparency, accountability, and creating win-win partnerships.

To learn more, visit remcapital.com.

About the episode:
In this episode of In the Thick of It, Scott has a heartfelt conversation with Jennifer Salzman, founder and executive director of The Heights of Ellis County, a nonprofit providing critical services for victims of domestic violence, sexual assault and child abuse.

Jennifer shares the powerful story behind starting this organization in 2018 at the encouragement of her father, despite having no prior nonprofit experience. She candidly opens up about overcoming self-doubt and evolving into her leadership role, as well as the lessons she’s learned about surrounding herself with wise counsel, embracing collaboration, and creating hope.

Scott and Jennifer discuss the weight of this mission balanced with the motivation to empower survivors, break generational cycles, and expand the impact of this model. Jennifer also provides perspective on the challenges faced by nonprofits, from funding limitations to being on call 24/7 as the founder. Throughout the conversation, Jennifer’s humility, empathy and passion shine through. This is a must-listen episode for any founder or nonprofit leader.

About Jennifer: 

Jennifer Salzman is the founder and executive director of The Heights of Ellis County, a nonprofit she started in 2018 to support victims of domestic violence, sexual assault and child abuse. Despite having no prior experience running a nonprofit, Jennifer stepped up to turn her vision into reality after encouragement from her father. She now leads a growing organization that runs a family justice center and provides wraparound services focused on breaking cycles of violence. Jennifer earned her bachelor's degree in marketing from Texas Christian University. Though the path has involved overcoming self-doubt, she feels humbled and passionate about creating hope and helping families in need.

About The Heights:

The Heights of Ellis County is a 501(c)(3) nonprofit organization founded in 2018 and based in Waxahachie, Texas. It operates a family justice center that brings together community partners to provide wraparound services for victims of domestic violence, sexual assault, and child abuse. The Heights serves all of Ellis County through free and confidential services including counseling, legal aid, medical exams, shelter placement, and more. By streamlining access to these vital resources, The Heights aims to create hope, empower survivors, and break generational cycles of violence. With community support it continues to expand its services and impact.

To learn more, visit theheightselliscounty.org.

About this episode:
In this episode of In the Thick of It, host Scott Hollrah interviews Dr. John Morgan, founder and president of People Prosper International, a nonprofit organization dedicated to teaching biblical economic empowerment and leadership around the world. After years in ministry, Dr. Morgan had an "Aha!" moment realizing biblical principles align with solving poverty. He founded his nonprofit in 2016 to train national leaders who then empower others locally. He shares the story of a man in Kenya who went from renting to launching multiple businesses after Dr. Morgan's training. They discuss similarities between nonprofits and businesses, including needing competent teams. Dr. Morgan emphasizes living your calling, creating value and constant learning. He advises entrepreneurs to take action because the real education comes from doing.

About John: 

Dr. Morgan is the founder of People Prosper International, a nonprofit that works in the global poverty space to solve poverty through economic empowerment. He is also a Member and Director of Strategy and Org. Design for Sypnios Growth Capital, a firm that scales companies through world-class consulting and capital investment. John has a Ph.D. in Organizational Leadership, and his research focus was in the areas of Human Capability, Leadership Levels, and Organizational Design.

John and his wife live in the DFW area and they have five children and four grandchildren. John’s hobbies are building things, saltwater fishing, and a good bourbon and cigar with friends.

About People Prosper International: 

Together, we are actually solving poverty, not through endless charity, but through the timeless principles and practices of empowerment. It is the only sustainable way that poverty ever has been solved. Then...we are funding a mission. Those rising out of poverty are funding their lives and their life-changing ministries, businesses, agencies and organizations. And... we do this through The Church around the world. It is organized, it is motivated, and it is the hands and feet of Christ to change the world.

To learn more, visit peopleprosper.org.

About this episode:

In this episode of In the Thick of It, Scott sits down with his old friend Steve Durman, founder and creative director of Four Man Furnace. Steve shares his journey from growing up as an artistic kid in New Jersey to starting his career as an in-house designer for a casino marketing department and making his way to the big advertising agency Rap Collins Worldwide.

Eventually, Steve left to start his own creative shop, Four Man Furnace (named after a Biblical story). Operating first as a one-man band working with contractors, Steve built the agency up to 8 full-time employees at its peak. He shares the lessons learned from weathering client losses during the pandemic and his vision for the future, including being more selective about client relationships. Throughout the conversation, Steve stresses the importance of having a mentor or partner when starting a business.

About Steve:

Steve Durman is the Founder and Creative Director of Four Man Furnace - a Dallas-based creative agency founded in 2008. Prior to starting 4MF, he was directing teams of creatives to execute interactive marketing initiatives on brands such as Sony Playstation, DirecTV, Toyota, Romano’s Macaroni Grill, Best Buy and Hyatt Hotels. His strategic thinking and creative design muscles were flexed on projects ranging from w online banner ad campaigns and loyalty program overhauls to full-scale website rebuilds such as Best Buy’s myrewardzone.com.

Do amazing work and be amazing to work with; those are the two core values that drive the daily activities for Steve and our creative team. It defines the client relationships he strives to cultivate.

Steve is supported by a full roster of talented and passionate creatives who have decades of experience across many industry verticals.

About Four Man Furnace:
We are an agency of designers and storytellers whose purpose is to create work that works.

We are independent and nimble, and passionate about creating solutions for clients who value high quality strategic thinking and creative execution. Our operation is structured around a tight-knit team of lead creatives who collaborate with our larger, diverse network of award-winning writers, cinematographers, animators, editors, and visual communicators.

To learn more, visit 4mf.co.

About this episode:

In this episode of In the Thick of It, Scott interviews Clayton Flurry, founder of Flurry’s Market + Provisions, a beloved local butcher shop and grocery store in Flower Mound, Texas. After spending nearly two decades in the oil and gas industry, Clayton decided in 2020 to leave his career and pursue his entrepreneurial passion. Despite having no prior experience running a retail business, he bootstrapped Flurry's Market from idea to launch in just 9 months. 

Opening amidst a pandemic came with plenty of challenges from supply chain disruptions to cash flow problems, but Clayton’s commitment to hiring knowledgeable staff, providing quality products, and serving the community with care has allowed the business to thrive. He's learned first-hand how perseverance, adaptability, and faith are key to overcoming the trials of entrepreneurship. Clayton shares his thoughts on surrounding yourself with the right people, treating employees well, and the importance of getting up every day to make a positive difference in people's lives.

About Clayton:

Clayton Flurry is the founder of Flurry’s Market, a beloved local butcher shop and grocery store in Flower Mound, Texas. Prior to launching Flurry’s Market in 2020, Clayton spent nearly two decades working in the oil and gas industry, first as a landman in the field and later taking on leadership roles for energy companies. His experience in the corporate world gave him the courage to leave his career to follow his entrepreneurial passion. Despite no prior retail experience, Clayton’s commitment to service and community has made Flurry’s Market a thriving local business.

About Flurry's Market + Provisions:

Voted best Meat Market in Denton County, Flurry's Market is a specialty meat market, bistro & butcher shop located in the heart of Flower Mound, TX.  Our Mission is centered around quality, service, and value.

To learn more, visit flurrysmarket.com.