The Growth Focus Podcast

Gary Lafferty
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The Growth Focus Podcast Channel is your premier destination for insights into Tech business, with a special emphasis on Business Growth and Scalability. Each episode we dive deep into conversations with industry leaders to uncover the strategies, challenges, and innovations propelling tech companies forward. Whether you're a seasoned executive, founder or an up-and-coming entrepreneur, The Growth Focus Podcast offers actionable insights to help you navigate the complex world of tech business growth and partnerships.

  1. Why Founders Sabotage Their Own Growth | Monica Swanson | Growth Focus Podcast

    2D AGO

    Why Founders Sabotage Their Own Growth | Monica Swanson | Growth Focus Podcast

    Is your technology slowing your business down - and you don't even know it yet? If your CEO or CFO is still "owning" the IT decisions and the wheels are starting to come off, this episode is for you. In this episode What happens when your business outgrows the person running its technology? For most mid-sized companies, the answer is chaos - misaligned tools, wasted money, manual processes eating up hours every week, and leaders too deep in the weeds to see the real problem. In this episode, Gary Lafferty sits down with Monica Swanson, Founder of Monroe Business Solutions, who brings Fortune 500-level technology leadership to companies of 25–250 employees as a Fractional CTO/Tech Leader. Monica breaks down what fractional technology leadership actually means, why so many growing businesses are unknowingly sabotaging their own growth with the wrong IT decisions, and how she walks into "messy" situations and turns tech chaos into strategic clarity - fast. Whether you're a founder still wearing the IT hat, a CEO frustrated with vendors that never deliver, or a leader wondering if AI is actually right for your business - this conversation will change how you think about technology in your company. CONNECT WITH OUR GUEST & HOST Monica Swanson - Founder, Monroe Business Solutions LinkedIn: https://www.linkedin.com/in/monicaroeswanson/ Website: Monroe Business Solutions Gary Lafferty -  Host LinkedIn: https://www.linkedin.com/in/growthfocus/ Website https://www.growthfocus.io ⏱️ CHAPTERS Timestamp | Chapters | 00:00 | Introduction — Who is Monica Swanson?  | 01:17 | The Moment It All Clicked — From Corporate to Fractional  | 03:41 | Fractional vs. "Just Between Jobs" — How to Tell the Difference  | 05:17 | The Ideal Client Profile & The Problems That Show Up First  | 08:26 | The First Thing Monica Looks For When She Walks In  | 09:59 | The Quickest Win — Choosing the Right Vendor  | 11:09 | Real Client Story — Payroll, Manual Processes & the Hidden Cost  | 13:50 | Telltale Signs You Have a Technology Problem  | 15:22 | AI in the Real World — What's Hype and What's Actually Useful  | 17:38 | What to Bring to a First Conversation with Monica  | 19:46 | One Piece of Advice for Every Founder & Leader  | 21:27 | Where to Find Monica  KEY TAKEAWAYS You don't need to know the problem to ask for help. Most leaders can't fully articulate their tech pain — Monica's job is to ask the right questions and peel back the layers. Fractional tech leadership isn't a gap-filler — it's a strategy. A real fractional professional has a company, a brand, and a long-term commitment to the model. Ask directly. The real cost of manual processes is hiding in plain sight. If your HR team spends two days every pay period just running payroll, you're already paying for a better system — you just haven't bought it yet. Don't solve today's problem without knowing where you're going. Before fixing the CRM, ask: what are we trying to accomplish in the next two years? The answer changes everything. AI isn't magic — it's an accelerator. Good data and documented processes come first. As Gary puts it: “It's like going from a bicycle to an electric bike. If you can't ride the bike, you'll just crash faster.” Leaders are often the biggest blocker to their own growth. The hardest but most important question: Are you the one holding your company back? If this episode resonated with you, subscribe so you never... Chapters (00:00:00) - Growth Focus: The Technology Lead(00:02:02) - The Search for a Full-Time Consultant(00:05:33) - The Type of Companies That Work Best for You(00:10:07) - The Right Vendor Product for Your Business(00:11:09) - WSJD Live: What broke the HR department?(00:15:24) - How Is AI Integining Into Your Work?(00:17:29) - What is the First Conversation You Should Have With Your Doctor?(00:19:01) - Monica Swanson on How to Grow Your Business(00:21:42) - Veronica on the Oprah Interview

    22 min
  2. You Don’t Have a Lead Problem, You Have a Positioning Problem | Alan Gold | The Growth Focus Podcast

    FEB 23

    You Don’t Have a Lead Problem, You Have a Positioning Problem | Alan Gold | The Growth Focus Podcast

    If you are a tech founder saying we need more leads, this episode cuts straight through the noise and shows what is usually hiding underneath that sentence: weak positioning, fuzzy ICP, and a pipeline you cannot see clearly enough to manage. Alan Gold, Partner at TechCXO, lays out a practical way to diagnose stalled growth, sharpen your story, and stop wasting money on activity that looks busy but does not move revenue. In this episode Gary and Alan break down what Alan looks for first when he walks into a growth company, why most early sales efforts fail without air support, and how to spot weak positioning fast by looking at lead mismatch. They get into founder-led sales and the point where it stops scaling, plus the hard conversation leaders avoid: your offer may be ordinary in the market even if it feels special internally. They close on AI with a clean rule of thumb: use it as leverage for research and execution, not as a shiny feature that distracts from customer value. LinkedIn Alan Gold: https://www.linkedin.com/in/alanegold Gary Lafferty: https://www.linkedin.com/in/growthfocus Chapters 00:00 Intro: who Alan is and what TechCXO does 01:47 The first growth diagnostic: strategy before tactics 06:10 We need more leads: the three problems underneath it 08:14 What strong positioning sounds like in plain English 10:53 Founder-led sales: where it breaks and how to transition 15:42 The hardest conversation: your baby may be ordinary 18:31 AI in growth companies: leverage vs distraction 22:01 How to reach Alan Chapters (00:00:00) - Alan Gold on Growing Tech Companies(00:01:34) - What is the Growth Strategy for a Startup?(00:05:34) - As a Founder Says We Need More Leads,(00:07:20) - What Does Strong Positioning Mean for Tech Companies?(00:09:41) - Where do you see most founders and leaders get stuck?(00:14:05) - What is the Hard Talk You Have With Your Leadership Team?(00:16:32) - What Smart Leaders Are Doing in the World of AI

    21 min
  3. AI Agents Are Changing Markets Faster Than You Think | Nishantha Ruwan | Growth Focus Podcast

    FEB 13

    AI Agents Are Changing Markets Faster Than You Think | Nishantha Ruwan | Growth Focus Podcast

    You do not often hear a tech founder talk about AI like an economist, a builder, and a realist all at once. Nishantha went from economics and law to self-taught coding, then built an early AI platform in maritime and learned the hard lesson most founders dodge: the market does not care how smart your product is. This conversation gets into what actually creates growth in tech right now, why deep client relationships are still a competitive advantage, and how AI agents could reshape buying behavior faster than most companies are prepared for. If you want more conversations like this on how tech leaders grow real companies, subscribe on YouTube and follow the show for weekly episodes on sales, positioning, and scale. In this episode Nishantha shares how he moved from non-tech into building real products, why listening to the market matters more than personal conviction, and what he has seen work best in scaling a tech company over time. We dig into how tech firms can stand out when everyone sounds the same, what failure teaches when you are actually paying attention, and why AI agents may change the structure of markets, not just workflows. We also cover how founders can stay ahead of the curve by thinking clearly, staying specific, and keeping the human side of leadership intact as AI accelerates. Connect on LinkedIn Nishantha: https://www.linkedin.com/in/nishantha-ruwan-15b301b2/ Gary Lafferty: https://www.linkedin.com/in/growthfocus Chapters 00:00 Welcome to the Growth Focus Podcast 00:27 Nishantha’s story: from economics and law to building in tech 02:22 What Nishantha’s company does and why it matters 03:21 Economics + technology: why both lenses matter right now 05:50 What has driven growth in his company 07:55 How to stand out when tech companies all sound the same 10:13 What has not worked: failure, rejection, and learning fast 14:12 AI agents: what changes when agents can transact and coordinate 17:48 How founders stay ahead of the AI curve 19:55 The next 12 to 24 months: what Nishantha is preparing for 21:38 One piece of advice: remain human 23:38 Best way to reach Nishantha Chapters (00:00:00) - Growth Focus: Gary Knows(00:02:29) - In the Elevator With Intuit CEO(00:03:19) - How economics and technology are affecting society(00:05:27) - MR Nish on Accelerating Growth(00:07:06) - What Makes Your Tech Company Different From Others?(00:09:29) - What's It That You've Learned From Your Failure?(00:13:21) - The Power of AI Agents in Running a Business(00:18:06) - Top Tech Companies' Future Plans(00:19:37) - Deepak On The Need to Remain Human(00:21:38) - Growing Focus: Learning From Giants

    22 min

  4. FEB 6

    Authenticity vs. AI: The Content Challenge | Margee Moore BigOrange Marketing | Growth Focus Podcast

    In this podcast epidsode, Gary Lafferty and Margee Moore discuss the challenges and strategies for competing with AI in storytelling and content creation. They emphasize the importance of personal engagement and practical tactics for creating meaningful content that resonates with audiences. Takeaways Competing with AI requires a unique personal touch in storytelling. Recording short videos can effectively engage your audience. Identify common questions from sales calls to create content. AI can generate content, but personal stories are irreplaceable. Utilizing simple tools like an iPhone can enhance content creation. Consistency in content creation is key to building an audience. Engagement through video can differentiate you from AI. Understanding your audience's needs is crucial for effective messaging. AI noise can be overwhelming, focus on authenticity. Small, actionable tactics can lead to significant results. Titles Navigating AI in Storytelling Authenticity vs. AI: The Content Challenge Sound bites "How can I compete against AI?" "There is a lot of AI noise out there." "Start recording short little videos." Chapters 00:00 Intro and what this episode is about 01:36 Margee’s background and why she started Big Orange Marketing 03:39 What’s changed in visibility because of AI search 05:20 AI search vs Google search and what that means for buyers 07:29 What the data is showing on AI driven traffic and lead quality 08:18 How to make your site more AI searchable (long tail, proof, differentiation) 11:47 Why results often take 6 to 9 months and what to do in the meantime 15:59 StoryBrand and the biggest messaging mistakes in tech and MSPs 18:29 The real leak: follow up, conversion, and asking for the sale 21:06 What’s working now: outbound plus nurture and intent signals Chapters (00:00:00) - Growing Your Company(00:01:04) - Meet Margie Morse(00:02:24) - How to Gain More Insight in the AI Era(00:05:13) - Marcus On Becoming Solution Provider Aware(00:06:04) - What is AI Search and How It Affects Your Marketing?(00:08:06) - How to Make Your Website More AI Searchable(00:09:48) - What Do MSPs and Industrial Businesses Understand Most About Modern(00:10:35) - MSP Marketing: Consistency and the Modern Marketing(00:11:40) - SEO 101: Giving it Time to Get It(00:13:31) - Should an MSP Search Nationwide or Only in Ohio?(00:14:52) - What is Storybrand and How to Tell Your Story?(00:17:05) - What is the biggest leak in your company's sales and SEO(00:17:38) - The Biggest Leak in Companies Funnels(00:19:25) - Outbound, Outbound Sales: New for 2020(00:22:44) - In the Elevator With Steve Jobs(00:23:15) - How to Tell Authentic Stories in an AI World(00:25:56) - Growth Focus: New Year, New Direction

    29 min
  5. Navigating the Challenges of Startup Scaling | Nadav Schnall | Growth Focus Podcast

    FEB 3

    Navigating the Challenges of Startup Scaling | Nadav Schnall | Growth Focus Podcast

    In this episode of the Growth Focus Podcast, host Gary Lafferty speaks with Nadav Schnall, CEO and co-founder of ProSentry, about founder-led growth and the integration of AI in building management. They discuss Nadav's background in real estate, the challenges of scaling a tech startup, and the importance of educating clients about technology adoption. Nadav shares insights on effective growth channels, the role of regulation, and the future vision for ProSentry as they expand their offerings and reach. Takeaways Founder-led growth requires identifying and solving real problems. ProSentry offers a risk mitigation platform for building management. Regulatory changes can create significant growth opportunities. Educating clients is crucial for technology adoption. Understanding client pain points leads to better solutions. Building relationships through educational events enhances engagement. Adaptability is key in scaling a startup. Technology adoption in building management faces resistance. AI can enhance predictive maintenance and analytics. Confidence and persistence are essential for entrepreneurial success. Titles Unlocking Founder-Led Growth Strategies Navigating the Challenges of Startup Scaling Sound bites "We set out to solve a problem." "We try to educate our clients." "Helping clients save money is key." Chapters 00:00 Introduction to Founder-Led Growth 01:18 Nadav Schnall's Background and Journey 03:15 Identifying Pain Points in the Industry 05:05 ProSentry: Solutions for Risk Mitigation 06:02 Effective Growth Channels for ProSentry 07:55 Establishing Authority Through Education 09:59 The Importance of Educating Clients 12:11 Challenges in Scaling the Company 13:58 Overcoming Technological Hesitance 16:57 Integrating AI into ProSentry's Solutions 19:14 Future Vision and Expansion Plans 21:44 Advice for Young Entrepreneurs 23:56 Growth Focus YouTube Video Intro (1).mp4 Chapters (00:00:00) - Growing Focus: Founder-Led Growth(00:01:03) - Meet Pro Sentry's Founder and CEO Nadav Schnall(00:03:15) - Pro Sentry: The Problem of Water Leaks(00:04:58) - What is Pro Sentry and Who Is Their Ideal Client?(00:06:03) - What's Been the Most Effective Growth Channel for Your Company?(00:07:43) - Exploring the future of insurance with technology(00:08:40) - The Value of Compliance in Your Business(00:10:29) - Exploring the gray areas of insurance and AI(00:12:05) - What's Been Harder Than Expecting in Scaling Your Company(00:13:35) - Why Is Property Management So hesitant to Adopt Tech?(00:16:53) - What Does AI Do In Your System?(00:19:07) - Pro Sentry CEO on the Future(00:19:35) - What's the Challenge of Expanding Your Reach?(00:21:23) - Grow For Focused: Advice To Young Nirav

    24 min
  6. The Importance of Strategic Alliances in 2026 | Haiphie Hua | Cloud Code | Growth Focus Podcast

    JAN 30

    The Importance of Strategic Alliances in 2026 | Haiphie Hua | Cloud Code | Growth Focus Podcast

    In this episode of the Growth Focus Podcast, host Gary Lafferty speaks with Haiphie Hua, the Head of Strategic Partnerships at CodeCloud. They discuss the importance of storytelling in business, the role of strategic partnerships in growth, common mistakes in e-commerce setups, and the impact of AI on business operations. Haiphie shares insights from her journey in performance marketing and emphasizes the need for a comprehensive approach to e-commerce, highlighting that success requires more than just a good product. The conversation concludes with advice for young entrepreneurs to enjoy their journey and embrace the challenges ahead. Connect with Haiphie - https://www.linkedin.com/in/haiphiehua/ Connect with Gary - https://www.linkedin.com/in/growthfocus/ Key Takeaways Storytelling is essential for standing out in business. Understanding the 'why' behind a business is crucial. Building strong relationships leads to successful partnerships. E-commerce requires a complete infrastructure, not just a website. AI can enhance business operations but won't replace jobs. Success in e-commerce depends on knowing your target demographic. The future of e-commerce is bright and full of opportunities. Customer experience is key to retaining clients. Young entrepreneurs should enjoy the journey and not stress too much. A good product is just one part of a successful business. Sound Bites "There's a system and a process." "You just have to do it right." "E-commerce is not gonna go away." Chapters 00:00 Introduction to Growth Focus Podcast 01:12 Haiphie Hua's Journey and Background 02:57 The Importance of Storytelling in Business 04:04 Role of Strategic Partnerships in Growth 06:53 Common Mistakes in Forming Partnerships 08:35 Building a Complete Business Infrastructure 10:52 The Impact of AI on Business 12:13 Future of E-commerce 15:14 Advice for Young Entrepreneurs Chapters (00:00:00) - Growing a Company in Tech(00:00:57) - Meet Code Cloud's Guest Haifi Hua(00:01:26) - How Did I Get Started In What I Do?(00:02:33) - How to Tell a Story in a PowerPoint(00:03:46) - Head of Strategic Partnerships(00:04:49) - How To Grow Your Company Overseas(00:06:41) - What is the biggest mistake made by a business?(00:08:50) - How to Start and Grow a Business on Shopify(00:10:30) - Gorgeous on E-Commerce's Future With AI(00:12:52) - E-Commerce: Growth Prospects(00:14:32) - Enjoy The Journey

    17 min
  7. If You Build It, They Won’t Come: Adoption + Referrals | John LeRoy | The Growth Focus Podcast

    JAN 19

    If You Build It, They Won’t Come: Adoption + Referrals | John LeRoy | The Growth Focus Podcast

    In this episode of the Growth Focus Podcast, host Gary Lafferty speaks with entrepreneur John LeRoy about his journey in building Realay, a referral application aimed at improving the real estate industry. They discuss the myth of 'if they build it, they will come,' the importance of advisory boards for bootstrap companies, and the challenges of user adoption in the real estate sector. John shares insights on creating a trustworthy referral system and emphasizes the human element in technology. He concludes with valuable advice for founders navigating the challenges of entrepreneurship. Connect with John on LinkedIn - https://www.linkedin.com/in/john-leroy-160562278/ Connect with Gary on LinkedIn - https://www.linkedin.com/in/growthfocus/ Takeaways The myth of 'if they build it, they will come' is prevalent. Advisory boards are crucial for startup success. User adoption is a significant challenge in tech. Referrals are essential for business growth. Building trust is key in referral processes. Technology should enhance human connections. Perseverance is vital for entrepreneurs. Success is defined by the entrepreneur's character. Creating a network of trusted professionals is important. Focus on user experience to drive success. Titles Breaking the Myth: Building for Success The Power of Advisory Boards in Startups Sound Bites "You can't do it alone." "User adoption is extremely difficult." "Perseverance is key for entrepreneurs." Chapters 00:00 Introduction to Growth Focus Podcast 01:05 Meet John LeRoy: Entrepreneurial Journey 02:08 The Drive to Build: Leaving Retirement Behind 05:10 Core Lessons from Past Exits 07:52 The Importance of Advisory Boards 11:33 User Adoption Challenges in Real Estate 14:20 The Referral System Gap in Real Estate 18:42 Building Trust Through Technology 22:18 Advice for Founders in the Messy Middle Chapters (00:00:00) - Growth Focus: If They Build It, They Will Come(00:01:34) - John Leroy(00:05:26) - John Walsh on Lessons Learned From His Past Exits(00:08:11) - Bootstrapping: The Importance of Advisory Boards(00:11:40) - John Feuerstein on Real Estate(00:14:05) - Real Estate: The Referral System(00:21:40) - Perseverance in the Business(00:24:41) - Growth Focus: Episode 40

    26 min
  8. MSP Marketing: Spent $100K on SEO? STOP! Fix Positioning First | Holly Mack | Growth Focus Podcast

    JAN 9

    MSP Marketing: Spent $100K on SEO? STOP! Fix Positioning First | Holly Mack | Growth Focus Podcast

    In this episode of the Growth Focus podcast, host Gary Lafferty interviews Holly Mack, a fractional CMO and marketing leader for tech companies. They discuss the common marketing mistakes made by tech founders, the importance of having a clear marketing strategy, and the foundational work needed for successful marketing. Holly shares insights on effective marketing strategies, the significance of founder-led marketing, and hard truths about the marketing landscape. The conversation emphasizes the need for clarity, focus, and consistent execution in marketing efforts. Takeaways Holly Mack is a fractional CMO with 10 years of experience in tech marketing. Many tech companies struggle with unclear messaging and differentiation. Founder-led chaos often leads to inconsistent marketing execution. Chasing shiny new marketing trends can dilute focus and effectiveness. SEO and referrals are key channels for generating leads. Foundational work is essential before launching marketing campaigns. Outsourcing marketing without internal accountability often leads to failure. Consistency in marketing efforts is crucial for success. Engaging on LinkedIn can significantly enhance visibility and networking. Focusing on one or two marketing channels can yield better results than spreading efforts too thin. Connect with Holly https://www.linkedin.com/in/hollymack/ Titles Unlocking Marketing Success in Tech The Common Pitfalls of Tech Marketing Sound Bites "SEO is our highest ROI channel." "Start with foundational work." "Post something on LinkedIn." Chapters 00:00 Introduction to Growth Focus Podcast 12:25 The Importance of Founder-Led Marketing 21:18 Growth Focus YouTube Video Intro (1).mp4 Connect with me on LinkedIn: https://www.linkedin.com/in/growthfocus/ You already invest time and money getting prospects to the table. The real leverage is in what happens once they are on Zoom with your team. If you would like a clear view of how well your sales conversations are working today, the next step is a Conversion Audit. It is a focused twenty minute session where we plug in your real numbers, stress test a few recent “good calls” and identify the one or two changes that could lift your win rate. If there is a strong case for working together, I will show you what that could look like. If not, you leave with more clarity than you have now. Book your Conversion Audit here: https://calendly.com/growth-focus/conversion-audit Explore the Podcast Channel and other episodes - https://www.youtube.com/@TheGrowthFocus Chapters (00:00:00) - Interview(00:00:56) - How to Get to Know Your CMO(00:01:52) - The Most Common Marketing Mistakes in Tech and MSPs(00:05:08) - Have Tech Founders Tried This?(00:07:02) - Why Marketing Isn't Working For MSPs(00:08:41) - What Works to Generate Leads?(00:11:16) - What Makes Your Business Different?(00:12:59) - How to Remove the Founder from Marketing?(00:14:58) - No Agency Will Save You From Marketing(00:15:48) - 5 tips for getting out of your Rut(00:17:38) - What Would You Do If You Were Active on LinkedIn?(00:18:55) - Growth Focus: One takeaway for business owners

    22 min
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The Growth Focus Podcast Channel is your premier destination for insights into Tech business, with a special emphasis on Business Growth and Scalability. Each episode we dive deep into conversations with industry leaders to uncover the strategies, challenges, and innovations propelling tech companies forward. Whether you're a seasoned executive, founder or an up-and-coming entrepreneur, The Growth Focus Podcast offers actionable insights to help you navigate the complex world of tech business growth and partnerships.

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