In this episode of The Value Creation Mindset, host A.J. Singh sits down with Pieter van Schalkwyk, CEO of XMPro, to explore how real value is created in complex, technology-driven businesses.

With a background spanning mechanical engineering, industrial IoT, and enterprise software, Pieter shares hard-earned lessons on leadership, first principles, and decision-making under real-world constraints. The conversation dives into why many software and AI initiatives fail, how poor strategic focus can destroy millions in value, and why staying rational matters more than ever in an era of hype-driven innovation.

This episode is essential listening for CEOs, CTOs, product leaders, and engineers who want practical insight into building scalable, profitable, and durable technology products while avoiding the costly mistakes that derail growth.

Episode Highlights and Timestamps

• 00:05:16 – First principles and staying rational
  How Pieter’s engineering background shaped his approach to leadership and decision-making.
• 00:07:30 – Why design must come before code
  The dangers of jumping from the whiteboard straight to the keyboard.
• 00:09:17 – Building software close to the physical world
  How real-world consequences force better discipline in engineering teams.
• 00:14:16 – The cost of avoiding hard truths
  A candid story about uncovering millions in wasted investment and what happened next.
• 00:21:05 – The four buckets every decision must fit into
  Revenue retention, new revenue, lifetime value, and cost reduction as a universal framework.
• 00:26:00 – What makes software a real product
  Why stability, scalability, profitability, and serviceability all matter.
• 00:29:28 – AI without structure creates noise, not value
  Why most of the work in AI happens outside the model itself.
• 00:47:40 – Human judgment in AI-driven systems
  Why automation should reduce noise, not replace decision-makers.
• 01:03:33 – Legacy, leadership, and lifting others
  A closing reflection on purpose and long-term value creation.