Pitch, Build, Scale - Startup Founder Stories in the Age of AI

What happens when your AI product isn't the real product?

Todd Smith, CEO of TAHO (Formerly Opnbook), shares how a year into building a business intelligence tool for AI usage tracking, his team stumbled into something bigger - a game-changing infrastructure optimization layer that boosts high-performance computing across AI, gaming, crypto, and more.

In this episode, Todd walks us through:

- The original idea behind Opnbook and why they shelved it

- How pivoting to their infrastructure layer (TAHO) opened a massive market opportunity

- Why AI-era startups can run leaner, faster, and cheaper than ever before

- What most VCs get wrong about true innovation

- Why the next generation of enterprise wins will be powered by software efficiency

From pre-IPO tours at Facebook, Snapchat, and Docker to rolling the dice on his own venture, Todd brings decades of hard-earned infrastructure insight and startup humility to the table.

🧠 If you’re building in AI, high-performance compute, or B2B SaaS — this one’s essential listening.

⛓️ Resources

Learn more about TAHO: https://www.taho.is/

Grow your revenue with Big North Marketing: https://bignorthmarketing.com

🕒 Chapters (Timestamps)

00:00 – Todd’s path from DJ gear to Silicon Valley IT

03:40 – What big tech teaches you about scale

07:15 – Founding Opnbook and the first AI productivity tool

13:20 – Pivoting into infrastructure: the TAHO origin story

17:45 – What Nvidia’s backlog says about the real market gap

23:10 – How Opnbook’s tech slashes compute time and energy use

29:45 – Fundraising frustrations in a risk-averse VC climate

35:20 – Why most VCs can’t spot game-changing tech

43:00 – The next 12 months: landing a flagship enterprise customer

47:30 – The real bottlenecks: admin drag and scaling operations

Forecasting isn’t just about predicting revenue—it’s about changing the future.

In this episode of Pitch, Build, Scale, we sit down with Daren Lauda, CEO of Outset, to break down how most SaaS companies are investing in go-to-market growth with zero clarity on when returns will land.

Daren brings decades of enterprise GTM experience (Salesforce, PTC, Fortiv) and is now on a mission to fix revenue forecasting with interpretable AI. We talk about:

- The flaw in traditional pipeline models

- How to map campaign ROI to month-specific returns

- Why generative AI won’t replace human insight—but should enhance it

- The real reason your sales and marketing spend is under fire

If you're a SaaS founder or GTM leader navigating tighter budgets, complex buying cycles, and pipeline anxiety—this one’s for you.

🎧 Subscribe for more insights on scaling tech businesses in a world of intelligent automation.

⏱ Chapters

00:00 Intro & Daren’s Path from Infantry to CEO

03:45 Forecasting the when of ROI

06:10 Why near-bound referrals still win

08:42 Ideal customer profile for Outset

11:20 Predictive analytics vs. AI hype

14:25 Common forecasting mistakes

16:50 Managing sales & marketing like a P&L

20:10 Product roadmap & customer feedback

23:38 Outbound messaging that actually works

27:30 The magic wand: fixing customer acquisition

📚 Resources

🔗 Outset: https://www.outsetops.com

🔗 Connect with Daren: https://www.linkedin.com/in/darenlauda

🔗 Big North Marketing: https://www.bignorthmarketing.com

In this episode of Pitch, Build, Scale, we sit down with Peter Vasilion, CEO and IT Division Lead at Facet Interactive. Peter shares his journey from tinkering with Pentium 2s in his parents’ warehouse to leading a systems-first consultancy that helps organizations multiply their team’s effectiveness through automation, AI, and enterprise-grade web apps.

We dive into:

- Why Peter treats AI like an employee—and what that means for practical implementations.

- The generational shift changing how clients view marketing and IT partners.

- How Peter built scalable processes across ventures like FlightFX (a first-party Microsoft Flight Simulator partner).

- Why aligning AI with human oversight is critical for successful outcomes.

- Lessons on balancing business development, delivery, and relationship-building in a volatile economy.

Whether you’re a SaaS founder or run a dev agency, this conversation will reshape how you think about building systems that scale.

Resources:

Transform your business technology with Facet Interactive: https://facetinteractive.com

Get new aircraft for flight simulator at FlightFX: https://flightfx.io

Grow your revenue with Big North Marketing: https://bignorthmarketing.com

Chapters

00:00 Introduction to Facet Interactive and Peter Vasilion

05:53 The Impact of Technology on Business

10:29 Evolving Client Expectations in the Tech Landscape

13:37 Leveraging AI in Business Operations

16:45 Balancing AI and Human Interaction

21:26 Client Expectations and AI Limitations

25:57 Real-World AI Implementation Challenges

28:35 Understanding Typical Clients and Relationships

32:42 Customer Acquisition Strategies

36:03 Navigating Diverse Industries and Custom Solutions

39:18 Scaling Challenges in a Changing Economy

43:17 Building Authentic Relationships Post-Pandemic

How do you scale follow-up without scaling headcount?

In this episode of Pitch, Build, Scale, I talk with Jay Johnson, CEO of Click Loop Digital and creator of Alara, about the critical gap in modern lead generation: follow-up that actually converts.

We dig into:

- Why AI-powered voice systems like Alara are changing the game for real estate, legal, healthcare, and recruiting

- The shift from traditional SEO to GEO (Generative Engine Optimization) and what it means for your website

- How to build content that shows up in AI search (LLMO) across ChatGPT, Claude, Perplexity, and Google SGE

- Why lead gen isn't enough—and what happens when thousands of leads hit a wall without systems to handle them

Jay’s cross-industry background in media, real estate, and enterprise digital transformation gives him a unique lens on what it takes to move people - not just pixels.

🔔 Like and subscribe for more episodes every week.

📚 Resources

Click Loop Digital: https://clickloopdigital.com

Alara: https://www.alaravox.com

Big North Marketing: https://bignorthmarketing.com

⏱ Chapters

00:00 From Media to AI: Jay Johnson’s Journey

05:45 Why Lead Gen Fails Without Follow-Up

08:30 Barriers to AI Adoption in Healthcare & Legal

13:20 Building Alara: AI Voice That Sounds Human

18:45 What Is GEO (Generative Engine Optimization)?

23:00 LLMO, Content Strategy & the New AI Search

26:00 Is SEO Dead?

29:15 Scaling Tech + Services Without Losing Agility

33:10 Jay’s “Magic Wand” for AI Adoption

What happens when a corporate finance veteran gets tired of error-prone spreadsheets and decides to reimagine how finance teams collaborate?

In this episode of Pitch, Build, Scale, we sit down with Sebastian Perez Lawrence, Co-Founder of Rockhopper, to explore how they’re building “GitHub for spreadsheets” - empowering finance teams to streamline reviews, reduce risk, and prepare for the future of AI-assisted workflows.

We discuss:

- Why spreadsheet chaos is still the norm in billion-dollar enterprises

- The power of white-glove onboarding for early enterprise clients

- Balancing hype and reality in AI adoption for sensitive financial data

- Building trust with CFOs by focusing on ROI and real numbers

- Rockhopper’s vision to become the auditing layer that keeps data quality high in AI-driven finance

Whether you lead a SaaS company, run a dev shop, or manage a finance function, this conversation will change how you think about data integrity in an AI-powered world.

Resources:

Level-up your financial spreadsheets with Rockhopper: https://rockhopper.co

Connect with Sebastian on LinkedIn: https://linkedin.com/in/sebastian-perez-lawrence

Grow your revenue with Big North Marketing: https://bignorthmarketing.com

Chapters

00:00 Introduction to Rockhopper and Its Mission

03:44 Sebastian's Journey into Tech and Founding Rockhopper

06:03 Identifying the Problem: The Need for Spreadsheet Solutions

11:03 Challenges of Implementing AI in Finance

17:10 Understanding CFOs' Perspectives on AI Adoption

20:59 Future Vision: Integrating AI and Quality Assurance

22:56 Goals for Growth and Expansion

26:46 Fundraising and Building Relationships

29:39 Call to Action: Join the Advisor Network

What if you could increase B2B conversions by 50%—without driving a single extra visitor?In this episode of Pitch, Build, Scale, we speak with Geoff Rego, the founder of Hushly and a true pioneer in MarTech. Geoff previously founded Market2Lead (acquired by Oracle) and is now redefining how modern buyers engage with B2B websites.Geoff shares how Hushly leverages zero-party data, AI-powered content personalization, and a completely customer-funded growth model to win against billion-dollar competitors. We explore:- How Geoff flipped his product messaging to unlock growth- The power of buyer-led, real-time personalization- Why venture capital often distorts product priorities- What it means to scale without investor pressureIf you're a SaaS founder or agency leader thinking about AI, buyer experience, or how to scale on your own terms—this episode will challenge how you think.Chapters00:00 The Spark Behind Hushly03:18 Lessons from Market2Lead and Early Cloud Adoption07:40 Why Geoff Chose Customer-Funded Growth10:34 B2B Personalization: From Forms to AI Agents14:40 Real-Time Content Summarization with Generative AI17:26 Surviving the Cookiepocalypse20:16 Scaling Personalized Experiences Without Dev Headcount22:29 Why Hushly Doesn’t Chase Revenue Growth25:01 Competing with Giants—Resourcefulness Over Headcount📚 ResourcesHushly: https://www.hushly.comConnect with Geoff: http://www.linkedin.com/in/geoffregoBig North Marketing: https://www.bignorthmarketing.com

What if your company could automate RFP responses without changing your workflow—and finally put an end to the RFP bottleneck draining weeks from your team?

In this episode of Pitch, Build, Scale, we sit down with Ben Lewis, CEO of Ensis and a seasoned tech entrepreneur whose past ventures include Tapjoy and Karma (acquired by Facebook). Ben shares how Ensis is revolutionizing enterprise proposal writing with AI that deeply understands each company's unique knowledge base—enabling faster, more accurate, and more consistent RFP responses inside Microsoft Word and Excel.

We unpack:

• Ben’s journey from coding websites in high school to building one of the world’s largest mobile ad networks.

• Why automating proposals with AI is mission-critical for scaling enterprise sales.

• The huge differentiator of using AI inside Office, not a clunky web app.

• Strategies for shortening complex enterprise sales cycles.

• What SaaS leaders should know about shifting from founder-led to repeatable sales.

Whether you run a SaaS company, dev shop, or agency selling into enterprise, this episode is packed with insights on how to grow faster by eliminating proposal friction.

⏰ Chapters

00:00 Intro & Ben’s Career Path03:00 Early Entrepreneurship Lessons10:00 Launching Tapjoy & Mobile Monetization15:45 Building Karma and Selling to Facebook18:30 Founding Ensys: Solving the RFP Problem25:00 Why AI in Word Beats Web-Based Tools30:00 Strategies for Faster Enterprise Sales34:00 Lessons on Scaling Startup Sales Teams38:00 How to Connect with Ben

🔗 Resources

AI adoption doesn't have to be confusing—or cold.In this episode of Pitch, Build, Scale, we sit down with Brandon Wong, Founder & CEO of Demystify AI, to unpack how his team is bridging the gap between cutting-edge automation and the very human challenges facing small service-based businesses.Brandon shares the journey from building a custom chatbot agency to launching their SaaS product, Demy.Chat—an AI agent platform designed for real businesses with real people at the center.We explore:- Why most AI tools fail to meet SMBs where they are- How to overcome skepticism and earn trust in a hype-filled market- What it takes to balance fast product dev with strategic go-to-market- The mindset shift every founder needs to scale with AIWhether you’re building AI tools or trying to adopt them, this episode will help you see what’s coming—and how to lead through it.🔗 ResourcesDemystify AI Website: https://www.demystifyai.org/Demy.Chat Platform: https://www.demy.chat/Big North Marketing: https://www.bignorthmarketing.com/Chapters00:00 Introduction to AI and Entrepreneurship02:56 Brandon Wong's Journey into AI06:42 Demystifying AI for Business Owners11:34 Understanding AI's Potential and Limitations15:42 The Future of AI Automation20:26 Challenges in Scaling and Funding24:05 Advice for Small Business Owners26:00 Conclusion and Resources

Explore the future of live video with Doug Petkanics, founder of Livepeer. In this episode of "Pitch, Build, Scale", Doug shares his journey from early startups to building Livepeer’s decentralized video infrastructure, which slashes streaming costs and empowers developers to escape cloud monopolies. We dig into Daydream, Livepeer’s real-time AI video tool that transforms livestreams on the fly with text prompts, and why decentralized compute is key to innovation.Doug reveals:- The economics of live video and how decentralization changes the game.- Why Daydream’s real-time AI transforms creative workflows.- How regulatory fears threaten AI progress—and how decentralization preserves open innovation.- The grand experiment of building a community-owned video infrastructure network.If you’re a SaaS founder or tech leader exploring AI, blockchain, or video streaming, don’t miss this.ResourcesExplore decentralized video streaming with Livepeer: https://livepeer.orgWitness live AI video modification at Daydream: https://daydream.liveGrow your revenue with Big North Marketing: https://BigNorthMarketing.comChapters00:00 Introduction to LivePeer and Doug Petkanics01:45 Doug's Journey into Technology and Entrepreneurship03:33 Founding LivePeer and the Vision for Open Video Infrastructure06:27 The Economics of Video Streaming and Decentralization09:03 Current State of LivePeer and User Base11:19 AI Integration and Real-Time Video Processing14:37 Decentralization's Role in AI and Innovation18:18 Challenges of Regulation and Innovation22:53 Future of AI and Decentralization24:45 Goals for LivePeer in the Next 12-18 Months28:17 Ethics and Concerns of AI Technology31:56 Final Thoughts and Where to Find LivePeer

Tony Chan turned a pain point into a profitable SaaS with CloudForecast, a tool helping engineering teams make sense of AWS costs and save big.

In this episode, Tony shares insights on bootstrapping, identifying ideal customers, cold outreach strategies that work, the evolution of cloud economics, and why sustainable growth beats hypergrowth for many startups.

We also dig into how economic cycles have made cloud cost awareness critical, why AWS’s own tools aren’t enough for mid-market and enterprise, and what a breakout year would look like for a bootstrapped SaaS.ResourcesOptimize your AWS costs with CloudForecast: https://www.cloudforecast.ioGrow your revenue with Big North Marketing: https://www.bignorthmarketing.comChapters00:00 Introduction01:31 Tony’s Journey: From Ad Tech to SaaS Founder05:49 Lessons from Early Startups10:07 Landing the First Big Customer12:23 How CloudForecast Operates Today14:08 Defining the Ideal Customer16:43 Marketing Challenges & Growth Channels17:05 Impact of AI and Automation20:45 Changes in Cloud Infrastructure Economics23:00 Forecasting & Sustainable Bootstrapped Growth25:01 Big Bets for the Next Year26:45 Mindset on Funding & Staying Independent29:17 Balancing SMBs and Enterprise Customers