From Excel Sheet to 13,000 Customers: How Sean Tepper Built Tykr

Eric Ries wrote The Lean Startup. Sold 2 million copies. Helped hundreds of people build companies from nothing. Now he's back with a harder question: why do so many of those companies eventually go bad?

In this episode, Matt Watson sits down with Eric to talk about his new book Incorruptible—a deep dive into the invisible forces that corrupt organizations, why profit-maximization becomes pathological, and what it actually takes to build a company that stays great.

They get into why the stage-gate development model keeps failing founders, the story of Saul Price and how Costco was born from a betrayal, and what a real fiduciary duty to your customer looks like in practice. Plus, how to structure your company so your values outlast you.

Listen to the full episode on Startup Hustle. And if Incorruptible sounds like your next read, pre-order it at incorruptible.co [http://incorruptible.co/] before May 26th.

⏱️ Episode Breakdown

00:37 Introduction to Eric Ries and The Lean Startup

06:57 The Journey to Incorruptible: A New Perspective

12:38 The Challenge of Short-Term Thinking in Business

16:14 Understanding Corruption in Business Practices

22:51 Building Trustworthy Organizations

31:03 Who Should Read Incorruptible?

Links & Resources

Connect with Eric Ries on LinkedIn [https://www.linkedin.com/in/eries/]

What Smart CTOs Are Doing Differently With Offshore Teams in 2025 [https://hirefullscale.com/offshore-hiring-guide?utm_source=PDpod]

Subscribe to the Global Talent Sprint [https://hirefullscale.com/sprint?utm_source=PDpod]

Full Scale – Build your dev team quickly and affordably

If you’re trying to get your team out of the basement and into real product ownership, this episode is your playbook. Stop being a ticket factory. Build teams that think, create, and lead.

Follow the show, rate it, and send this to someone who’s still trying to do “real Scrum.” They need it more than you do.

Eric Ries: Why Good Companies Go Bad

Most founders get the order wrong. They build for two years, then ask a marketer how to sell it.



Connie Lund flipped the script.



She started Zaboom with no dev team, no code background, and no VC funding. What she had was 50+ years of combined marketing and product experience, a GoHighLevel account, and a willingness to break things at 2 a.m. on a Sunday.



In this episode, Connie walks Matt through how she built a working voice AI product for insurance agencies—using N8N, GoHighLevel, and Claude as her "CTO." Then landed paying customers in under 90 days. She also gets honest about what AI can't do for you: use good judgment, know when to stop, and figure out if what you're building actually matters to anyone.



They cover the difference between outputs and outcomes, why talking to customers beats building in isolation every time, and how the traditional "raise VC, hire devs, ship product" playbook is getting replaced by something scrappier and faster.



If you're a founder who's been waiting until the product is perfect to talk to people, this episode will make you uncomfortable. Good.



Listen to this Startup Hustle episode now.

⏱️ Episode Breakdown

00:49 Introduction to Connie Lunn and Zaboom

02:33 The Journey of Building Zaboom

05:41 Tech Stack and Tools Used

11:58 Prototype vs. Final Product

16:16 Marketing and Customer Engagement

21:09 Coaching and Helping Others

25:31 Democratizing Technology and Skills

32:08 Final Thoughts and Advice

Links & Resources

Connect with Connie Lund on LinkedIn [https://www.linkedin.com/in/bensenc/?isSelfProfile=false]

What Smart CTOs Are Doing Differently With Offshore Teams in 2025 [https://hirefullscale.com/offshore-hiring-guide?utm_source=PDpod]

Subscribe to the Global Talent Sprint [https://hirefullscale.com/sprint?utm_source=PDpod]

Full Scale – Build your dev team quickly and affordably

If you’re trying to get your team out of the basement and into real product ownership, this episode is your playbook. Stop being a ticket factory. Build teams that think, create, and lead.

Follow the show, rate it, and send this to someone who’s still trying to do “real Scrum.” They need it more than you do.

The Non-Technical Founder Who Beat the Developers

Most product managers are just project managers with a fancier title. They make zero real decisions, answer to everyone, and wonder why nothing ships on time.



Willis Jackson has been building product teams for over a decade. He's blacklisted entire companies from his hiring pool. And he moved to the Bay Area to measure himself against the best—only to find out nobody there really knows how to do product either.



In this episode, Willis and I get into why product thinking is now the most valuable skill in tech, why AI didn't solve the bottleneck problem (it exposed it), and what happens when engineers can build 10x faster but nobody knows what to build.



We also get into his company Middle Mile—basically the Airbnb of e-commerce fulfillment—and why stay-at-home parents running micro-warehouses out of spare rooms might be the future of how your next Amazon package gets delivered.



Fair warning: if you're a product manager who hasn't talked to a customer for two weeks, this episode is going to be uncomfortable.



Hit follow so you never miss an episode of Startup Hustle.

⏱️ Episode Breakdown

00:35 Reconnecting and Early Influences

03:27 The Challenges of Product Management

06:34 The Role of AI in Product Development

09:32 Understanding Risks in AI and Software Development

12:34 Bottlenecks in Product Teams

15:25 The Importance of People in Business

18:17 Innovative Fulfillment Solutions

21:39 The Journey of Building a Business

Links & Resources

Connect with Willis Jackson III on LinkedIn [https://www.linkedin.com/in/wfjackson3/]

What Smart CTOs Are Doing Differently With Offshore Teams in 2025 [https://hirefullscale.com/offshore-hiring-guide?utm_source=PDpod]

Subscribe to the Global Talent Sprint [https://hirefullscale.com/sprint?utm_source=PDpod]

Full Scale – Build your dev team quickly and affordably

If you’re trying to get your team out of the basement and into real product ownership, this episode is your playbook. Stop being a ticket factory. Build teams that think, create, and lead.

Follow the show, rate it, and send this to someone who’s still trying to do “real Scrum.” They need it more than you do.

Stop Hiding Behind Process (You Should Own the Product Instead)

Most founders think investors bet on ideas. They don't.

Dave Lambert has funded over 2,000 companies through RightSide Capital, and he's seen this pattern play out thousands of times. Great product. No revenue traction. Wrong ask, wrong timing. Automatic no.

In this episode of Startup Hustle, Matt sits down with Dave to break down how RightSide Capital evaluates startups differently than traditional VCs. No subjective analysis. No months of diligence. Just data, profiles, and a decision in about a week.

They get into how AI is changing the startup game, not just for building products faster, but for every operational aspect of running an early-stage company. And why sales is still the one thing that isn't getting easier anytime soon.

Plus, the real talk on founder-market fit, why being slightly delusional might actually help, and what it takes to walk away with a check from an investor who's seen everything.

If you're a technical founder who knows how to build but has no idea how to sell, this episode is for you.

⏱️ Episode Breakdown

00:26 Introduction to Venture Capital and Startups

03:36 The Importance of Sales and Marketing in Startups

06:24 Data-Driven Investment Strategies

09:23 The Impact of AI on Startup Opportunities

12:23 Operational Efficiency and Cost Reduction through AI

15:28 Sales and Marketing Challenges for Startups

18:31 Support and Resources for Portfolio Companies

21:25 Evaluating Founders and Market Fit

24:28 The Role of Delusion in Entrepreneurship

Links & Resources

Connect with Dave Lambert on LinkedIn [https://www.linkedin.com/in/davidlambert55/]

What Smart CTOs Are Doing Differently With Offshore Teams in 2025 [https://hirefullscale.com/offshore-hiring-guide?utm_source=PDpod]

Subscribe to the Global Talent Sprint [https://hirefullscale.com/sprint?utm_source=PDpod]

Full Scale – Build your dev team quickly and affordably

If you’re trying to get your team out of the basement and into real product ownership, this episode is your playbook. Stop being a ticket factory. Build teams that think, create, and lead.

Follow the show, rate it, and send this to someone who’s still trying to do “real Scrum.” They need it more than you do.

Right Side Capital Management - https://www.rightsidecapital.com/

The Secret to Winning Venture Capital: What 2,000 Startup Investments Taught Dave Lambert

Matt Watson sits down with Mohan Reddy, serial entrepreneur and Chief Scientist at Cornerstone AI Labs, to explore how AI is fundamentally reshaping the way we think about work, skills, and human potential. Mohan shares the origin story of Skyhive—a workforce intelligence platform built to reskill and upskill people at a global scale—and how its acquisition by Cornerstone brought that mission to a larger stage.

The conversation digs into why AI doesn't eliminate skills but transforms them, the distinction between tasks that can be automated versus those that require human judgment, and why "vibe coding" is both a breakthrough and a danger. Mohan also makes the case for reverse engineering as the most critical skill in an AI-driven world, and why sandbox environments will be essential for building trust in AI-assisted workflows.

Whether you're a founder, engineer, or business leader trying to navigate the AI transition, this episode offers a grounded, optimistic perspective from someone who has spent decades at the intersection of human potential and machine intelligence.

If you enjoyed today's episode, subscribe to the Starter Hustle podcast and leave us a review!

⏱️ Episode Breakdown

00:30 The Journey of Mohan Reddy and Skyhive

03:34 Transition to Cornerstone AI Labs

06:22 AI's Impact on Skills and Workforce

09:33 The Evolution of Software Engineering

12:29 The Future of Coding and AI Collaboration

15:33 Upskilling in the Age of AI

18:30 Curiosity and Learning in Tech

21:34 Final Thoughts and Advice

Links & Resources

Connect with Mohan Reddy on LinkedIn [https://www.linkedin.com/in/mohankreddy/]

What Smart CTOs Are Doing Differently With Offshore Teams in 2025 [https://hirefullscale.com/offshore-hiring-guide?utm_source=PDpod]

Subscribe to the Global Talent Sprint [https://hirefullscale.com/sprint?utm_source=PDpod]

Full Scale – Build your dev team quickly and affordably

If you’re trying to get your team out of the basement and into real product ownership, this episode is your playbook. Stop being a ticket factory. Build teams that think, create, and lead.

Follow the show, rate it, and send this to someone who’s still trying to do “real Scrum.” They need it more than you do.

Are Software Engineers Really at Risk? Mohan Reddy Weighs In

AI is changing how kids learn. But are schools ready?

Katie Boody Adorno is the founder and CEO of LeanLab Education. She's spent 13 years trying to close the opportunity gap in public education. In this episode, she and Matt break down how COVID widened learning disparities, why high-dosage tutoring works but doesn't scale, and how AI is now lowering that cost. They also get into what it takes to prepare kids for a world where AI handles most of the knowledge work.

Listen to the full episode now! Subscribe to Startup Hustle wherever you get your podcasts.

⏱️ Episode Breakdown

00:00 The Genesis of Lean Lab Education

05:25 Innovative Approaches to Educational Challenges

09:08 The Impact of the Pandemic on Education

11:32 Funding and Sustainability in Education

12:58 The Role of Technology in Learning

18:12 The Importance of Human Connection in Education

20:12 Rethinking the Purpose of Education

25:30 The Future of Higher Education and AI

Links & Resources

Connect with Katie Boody Adorno on LinkedIn [https://www.linkedin.com/in/katie-boody-adorno-465a8a37/]

What Smart CTOs Are Doing Differently With Offshore Teams in 2025 [https://hirefullscale.com/offshore-hiring-guide?utm_source=PDpod]

Subscribe to the Global Talent Sprint [https://hirefullscale.com/sprint?utm_source=PDpod]

Full Scale – Build your dev team quickly and affordably

Lean Lab Education - https://leanlabeducation.org

How AI Is Disrupting Education with Katie Boody Adorno of LeanLab Education

Zach Klempf is back! He joined Matt Watson on one of the early episodes of the show. Now, Zach is president of AutoManager, a private equity group with five automotive software companies under its umbrella.

In this episode, Zach and Matt get into how AI is making senior engineers more productive. They talk about why offshore teams tend to adopt it more slowly, and where vibe coding breaks down when you're running production software with real integrations. They also get into why simple SaaS products are getting harder to defend. And why leads and sales have always been the harder problem anyway.

Listen to the full episode now! Subscribe to Startup Hustle wherever you get your podcasts.

⏱️ Episode Breakdown

00:00 Introduction to Zach Klempf and AutoManager

03:09 The Journey of Selle Automotive

05:48 Outsourcing and Global Talent Strategy

08:59 Experiences in Jamaica and the Philippines

12:01 Transition to AutoManager and AI Integration

15:13 AI Adoption and Team Dynamics

18:02 The Future of Software Development and AI

21:02 Challenges in AI Implementation

24:10 Market Dynamics and Competitive Landscape

26:53 Final Thoughts and Reflections



Links & Resources

Connect with Zach Klempf on LinkedIn [https://www.linkedin.com/in/zach-klempf-69802334/]

https://www.automanager.com/ [https://www.automanager.com]

What Smart CTOs Are Doing Differently With Offshore Teams in 2025 [https://hirefullscale.com/offshore-hiring-guide?utm_source=PDpod]

Subscribe to the Global Talent Sprint [https://hirefullscale.com/sprint?utm_source=PDpod]

Full Scale – Build your dev team quickly and affordably

If you’re trying to get your team out of the basement and into real product ownership, this episode is your playbook. Stop being a ticket factory. Build teams that think, create, and lead.

Follow the show, rate it, and send this to someone who’s still trying to do “real Scrum.” They need it more than you do.

AI Isn't Killing Software Jobs: It's Changing Who Builds What

In this episode, entrepreneur Chris Jones shares his journey from personal tragedy to building MatchRite Care, a healthcare data integration platform. He discusses product-market fit, scaling strategies, and the importance of community and continuous learning in entrepreneurship.

⏱️ Episode Breakdown

00:00 The Entrepreneurial Journey Begins

02:54 The Birth of MatchRite Care

06:07 Navigating Product Fit and Market Strategy

09:04 The Importance of Data Sharing in Healthcare

12:01 Scaling vs. Selling: The Business Model Dilemma

15:08 Consulting and Mentorship in the Entrepreneurial Space

17:45 The Value of Lifelong Learning and Community Support

20:48 Reflections on the Entrepreneurial Journey



Links & Resources

Connect with Chris Jones on LinkedIn [https://www.linkedin.com/in/chris-jones-fachdm-91734b26/]

What Smart CTOs Are Doing Differently With Offshore Teams in 2025 [https://hirefullscale.com/offshore-hiring-guide?utm_source=PDpod]

Subscribe to the Global Talent Sprint [https://hirefullscale.com/sprint?utm_source=PDpod]

Full Scale – Build your dev team quickly and affordably

If you’re trying to get your team out of the basement and into real product ownership, this episode is your playbook. Stop being a ticket factory. Build teams that think, create, and lead.

Follow the show, rate it, and send this to someone who’s still trying to do “real Scrum.” They need it more than you do.







From Personal Tragedy to Healthcare Innovation

In this episode of Startup Hustle, Matt Watson interviews Mark Roberge, a former HubSpot executive and current venture capitalist, about his journey from engineering to sales and the importance of scaling startups. Mark discusses the genesis of HubSpot, the significance of sales in startups, and the concept of product-market fit. He emphasizes the need for customer research, avoiding false positives in feedback, and identifying the ideal customer profile. Mark also shares insights on scaling strategies, key metrics for success, and the science behind scaling businesses effectively.

⏱️ Episode Breakdown



00:00 The Genesis of HubSpot

02:56 Transitioning from Engineering to Sales

06:06 The Science of Scaling

08:53 The Importance of Selling Early

12:12 Understanding Customer Needs

14:58 Avoiding False Positives in Feedback

15:39 Design Partner Dilemma

18:21 Target Audience Insights

19:56 Ideal Customer Profile Framework

23:00 The Science of Scaling

25:05 Understanding Growth Investment

30:55 Navigating Growth Challenges

35:25 Final Thoughts on Scaling Success



TAKEAWAYS



Sales is crucial for startup success.

Understanding product-market fit is essential before scaling.

Customer research should start at the ideation stage.

Avoid false positives by validating customer interest.

Identify your ideal customer profile to focus efforts.

Scaling should be approached methodically and strategically.

Establish leading indicators of customer retention.

Sales methodologies must evolve as the company grows.

Demand generation must align with growth aspirations.

The science of scaling involves data-driven decision making.



Links & Resources

Connect with Mark Roberge on LinkedIn [https://www.linkedin.com/in/markroberge/]

What Smart CTOs Are Doing Differently With Offshore Teams in 2025 [https://hirefullscale.com/offshore-hiring-guide?utm_source=PDpod]

Subscribe to the Global Talent Sprint [https://hirefullscale.com/sprint?utm_source=PDpod]

Full Scale – Build your dev team quickly and affordably

If you’re trying to get your team out of the basement and into real product ownership, this episode is your playbook. Stop being a ticket factory. Build teams that think, create, and lead.

Follow the show, rate it, and send this to someone who’s still trying to do “real Scrum.” They need it more than you do.







Matt & Mark Roberge

Startup Hustle is a podcast for entrepreneurs, by entrepreneurs.  With the mission of telling the real story of startups and entrepreneurs, topics range from funding to failure and beyond.  If you want to start, own, or build a business then you're in the right place.   