"The best salespeople don't need to talk about their successes - they focus on what went wrong and how to improve. At Joist AI, we don't want to hear about past wins, only lessons learned."

In today's episode of Bricks and Bytes, We had Anton Marinovich from Joist AI and he shared his construction tech go-to-market journey from my father's masonry business to leading sales at Contentful, HoloBuilder, and now Joist AI.

Tune in to find out about:

✅ Why matching your product to workflows is crucial in construction tech

✅ How simplicity in sales compensation drives the right behaviors

✅ Why grit and consistency separate average salespeople from top performers

✅ The importance of transparency in building trust with construction clients

Listen now on Spotify to hear insights on building effective go-to-market strategies in construction tech!

"The best renewal is no renewal. So closing a three-year agreement, right?"

In today's episode of our Go To Market Series from the Bricks & Bytes Podcast, we have Kevin Halter (CRO of OpenSpace) share his journey from scaling PlanGrid from $5M to $100M+ ARR and building high-performing sales teams in construction tech.

Tune in to find out about:

✅ Why construction tech requires a unique go-to-market approach focused on project-level ROI

✅ How to transition from project-level sales to enterprise agreements (the key to breaking the $10M ARR ceiling)

✅ What to look for when hiring sales talent ("fire in the belly")

✅ When founders should hire their first VP of Sales vs CRO

Whether you're a founder struggling with the 5-10M ARR plateau or a sales leader in construction tech, this episode delivers practical insights on building scalable go-to-market motions in an industry where "it's easy to start a pilot, but hard to scale."

06:30 Introduction to Construction Tech Journey09:30 Scaling from 5M to 100M ARR12:31 Understanding Project-Level Value15:22 Building Trust and Transparency in Construction18:28 Transitioning to Enterprise-Level Sales21:28 The Importance of Customer Success Management24:28 Hiring the Right Sales Team27:29 Effective Communication with Executives30:24 Building Long-Term Partnerships33:31 Creating a Scalable Sales Model44:47 Building Long-Term Partnerships (appears to be repeated)48:30 Lessons from Biotech for Construction Tech53:17 Hiring and Scaling Sales Team57:57 Developing Talent and Leadership1:07:31 Choosing the Right Company to Join1:14:53 When to Hire a Chief Revenue Officer

"Genius is 99% perspiration and only 1% innovation."

In today's episode of Bricks & Bytes, we have Darren Martin, Chief Digital Officer at Atkins Realis, sharing powerful insights about technology implementation in a global engineering firm with 40,000 employees.

Tune in to find out about:

✅ How they evaluate technology investments (looking for at least 4X ROI within 12-18 months)

✅ The challenges of integrating startup technologies into enterprise environments

✅ Their approach to AI implementation across the organization

✅ Why future construction will combine "hyper personalization and hyper modularization"

Listen now on Spotify to hear Darren's perspectives on innovation at scale in the AEC industry!