Forged For Growth

StrategiqHQ.com

Every business has a story behind it—and this show is all about getting it straight from the source. We interview business owners and leaders to talk through what they’ve learned, what they’ve built, and what they’d do differently if they had to do it all again. Expect real conversations, real experience, and takeaways you can actually use.

  1. 1d ago

    Translating Cybersecurity for Business Leaders with Michael Faas

    Episode SummaryHow Echo Cyber helps growing companies connect business goals with practical cybersecurity leadership. Brian talks with Michael Faas about his path from studying computer programming, pivoting away from computer science after calculus, and turning a part-time IT job into a 25-year cybersecurity career. Michael explains why his work often centers on translating between technical teams and executives, how businesses can balance security with convenience, and why even small companies are big enough to be targeted. They also discuss SOC 2, cyber insurance, project prioritization, vulnerability risk, AI security concerns, and why founder-led companies often need CTO-level thinking before they need a full-time CTO. Key TakeawaysCybersecurity leadership often depends on translation: helping executives and technical teams understand each other and align security work with business goals. Security and convenience exist in tension, and the goal is to reduce risk without preventing the business from operating. Small and mid-sized companies are still targets because attackers often use automated tools to find easy opportunities rather than hand-selecting every victim. Vulnerability prioritization should consider both severity and likelihood, not just the scariest score on a scanner report. Many companies reach out for help when customers ask for SOC 2 compliance, cyber insurance costs rise, or leadership realizes they need security guidance but does not know where to start. A fractional CTO or cybersecurity advisor can help founder-led companies prioritize projects, unclog stalled initiatives, and decide what to start, pause, or kill. AI can be powerful, but companies need to understand what AI systems can access, how they are governed, and whether the output actually improves the business process. TimelineEarly00:00:00 Michael’s introduction, name pronunciation, and early path into IT00:01:00 Starting in computer programming, switching to sports management, and turning IT into a career00:02:00 College, career paths, and why practical ability matters as much as formal education00:03:00 Calculus as a roadblock and the difference between theoretical and practical learning00:05:00 Michael’s 25-year career in IT, enterprise security, and translating between technical teams and executives Middle00:07:00 Bridging the gap between IT teams, leadership, and day-to-day business needs00:08:00 Balancing security with convenience so the business can still operate00:09:00 How excessive controls can push people to work around security00:10:00 Why small businesses are still big enough to be hacked00:11:00 Moving companies away from being the lowest-hanging fruit00:12:00 Prioritizing vulnerabilities by likelihood as well as severity Late00:14:00 Why companies usually call Michael: SOC 2, cyber insurance, and unclear security needs00:15:00 Finding stalled projects and prioritizing the work that reduces the most risk00:17:00 Providing CTO-level guidance without requiring a full-time CTO hire00:18:00 When AI projects should be delayed, refined, or stopped00:19:00 AI access, data governance, secure permissions, and prompt injection risks00:22:00 Learning from failed AI experiments and evaluating whether automation is worth it00:23:00 Michael’s sweet spot with founder-led companies from roughly $10 million to $50 million in revenue00:24:00 Helping companies decide when they actually need a full-time CTO00:25:00 Where listeners can connect with Michael and take the Echo Cyber assessment Links and Resources LinkedIn: https://www.linkedin.com/in/mfaas Company: https://echocyber.io

  2. Aug 7

    Cleaning Up Salesforce Architecture and Storage with Sean Fielding

    Episode SummaryHow Sproket Logic helps companies improve Salesforce architecture, performance, data storage, and long-term usability. Brian talks with Sean Fielding about his path from joining a Salesforce practice in 2010 as employee number two, helping grow it to more than 100 employees, building products, exiting in 2022, and then launching Sproket Logic in earnest. Sean explains why Salesforce is “easy until it’s hard,” how implementations drift over time, and why architecture, adoption, and guardrails matter before systems become messy. They also discuss Email Scrubber, the cost of unused Salesforce storage, why user adoption has to start early, and how consultants can offer honest recommendations without shaming internal teams. Key TakeawaysSalesforce implementations often start simple, but without architecture, guardrails, and periodic audits, they can drift as companies grow and change. Sproket Logic focuses heavily on Salesforce consulting, including architecture, audits, performance improvement, development, and product work. Email Scrubber helps companies identify Salesforce data storage issues and reclaim storage that may otherwise become expensive over time. Adoption problems often begin before launch when end users are not included in the planning and implementation process. Bad data can come from well-intentioned forms, defaults, shortcuts, and workflows that do not match how people actually work. Consultants are most effective when they present risks and options clearly instead of attacking prior decisions or embarrassing internal teams. Long-term Salesforce work depends on trust, relationships, and understanding why a system became the way it is before recommending changes. TimelineEarly00:00:00 Sean’s background and introduction to Salesforce around 201000:01:00 Growing a Salesforce practice to 100-plus employees and exiting in 202200:02:00 Starting Sproket Logic after realizing a larger company environment was not the right fit00:03:00 How sales and client needs shifted before, during, and after the pandemic00:04:00 Sproket Logic’s consulting focus and Salesforce product development Middle00:05:00 Why Salesforce can become messy when implementations lack architecture and guardrails00:06:00 How software systems drift as businesses grow, change, and add users00:07:00 Why companies should invest in structure after spending heavily on software00:08:00 The importance of involving actual users before implementation decisions are finalized00:09:00 Why adoption has to begin early instead of being forced after launch00:10:00 Finding hidden user workflows that leadership may not know exist00:12:00 How small process decisions can turn into unreliable data Late00:15:00 What Sean typically finds during Salesforce audits and architecture reviews00:16:00 Salesforce data storage limits and why storage overages can become expensive00:17:00 Cleaning up outdated records, old emails, unused files, and unnecessary clutter00:18:00 How Salesforce storage costs can add up and why runway matters00:20:00 Breaking through business apathy around systems that are expensive but tolerated00:21:00 Presenting recommendations without damaging pride or internal relationships00:23:00 Why context matters before judging old systems or prior implementation decisions00:25:00 Where listeners can connect with Sean and learn more about Sproket Logic Links and Resources LinkedIn: https://www.linkedin.com/in/sean-fielding-500818b/ Company: https://sproketlogic.com/

  3. Jul 30

    Building Reliable Print Software Through Perseverance with Gil Newsom

    Episode SummaryHow RocketPrint Software grew from a business failure into a long-running storefront and quoting platform for the commercial printing industry. Brian talks with Gil Newsom about launching the company in the early days of online selling, building software around real customer needs, and staying focused on ease of use for printers who need practical tools rather than programmer-oriented complexity. Gil explains how RocketPrint evolved through customer requests, why not every feature idea should be accepted, and how strong support and reliability have helped the company retain customers for years. They also discuss entrepreneurship, perseverance, AI-driven competition, making software sticky, and why building a product is only half the challenge. Key TakeawaysA past business failure can become the stepping stone to a stronger opportunity when entrepreneurs stay open to what comes next. RocketPrint Software grew by listening to printers, adding useful features, and keeping the product simple enough for non-programmers to use. Customer feature requests can reveal valuable market needs, but software companies still need discipline to avoid bloating the product. Long-term success in software depends on more than building a good tool; it also requires support, reliability, relationships, and perseverance. AI may make it easier for people to build new software quickly, but selling, supporting, and maintaining that software is still a major challenge. Making software sticky means helping customers use it to grow their own businesses and deepen their dependence on the platform. TimelineEarly00:00:00 Gil’s background in software for commercial printing and multi-location print collateral management00:01:00 How a previous business failure led to the opportunity that became RocketPrint Software00:02:00 Launching the software, gaining early customers, and growing through real printer needs00:03:00 Gil’s role as the idea person and entrepreneur behind the product00:04:00 Why ideas are easy, but implementation and perseverance create real value Middle00:05:00 Moving from failure into a new opportunity with the printing industry00:06:00 Avoiding software bloat while still adding features customers need00:08:00 Using a strategy to implement new features without overwhelming users00:09:00 How to say no to bad feature ideas while still encouraging useful feedback00:11:00 Thinking beyond your own assumptions and learning from competitors without copying everything00:13:00 Rocket Quotes, quoting complex print jobs, and building flexible plug-and-play functionality Late00:14:00 Growing in the early internet era through calls, email outreach, and website traffic00:15:00 Knowing early that the software had traction because it helped generate real revenue00:16:00 Maintaining growth as competitors phase out or stop supporting customers well00:17:00 Why support, reliability, and direct customer access still matter00:18:00 AI, new software competition, and why building the tool is only part of the challenge00:20:00 Making software sticky by helping printers expand customer storefronts00:21:00 Gil’s future education-focused project in North Carolina00:22:00 Where listeners can connect with Gil and learn more about RocketPrint Software Links and Resources LinkedIn: https://www.linkedin.com/in/gilnewsom/Company: https://www.linkedin.com/company/rocketprint-software/

  4. Jul 21

    Agile Coaching, Scrum Mastery, and Better Delivery with Liza Gonzalez

    Episode SummaryHow Vantage Point Collective helps teams improve delivery, reduce process drift, and use agile tools with more intention. Brian talks with Liza Gonzalez about her career path from radio sales administration to graphic design, internal communications, Scrum mastery, agile coaching, and becoming a certified ProKanban trainer. Liza explains what Scrum Masters actually do, why the role matters even for high-performing teams, and how agile coaches can help organizations identify blockers, protect focus, and improve collaboration. They also discuss why leaders can unintentionally disrupt delivery, how to gather input from the people doing the work, and how Kanban flow metrics can make timelines more predictable. Key TakeawaysScrum Masters serve as facilitators, protectors, and information radiators for teams, helping them stay focused on goals and remove blockers. Agile frameworks work best when supported by guardrails, coaching, and consistent reinforcement; without that, old habits can creep back in. Combining a Scrum Master role with coding, product ownership, or other responsibilities can reduce focus and weaken the return on investment. Effective agile coaching starts by listening to leadership, product owners, and the people doing the work so the full picture is understood. Leaders may support agile in theory but still disrupt the process when urgent new priorities are inserted without considering the impact. Product owners need support and empowerment to balance stakeholder requests against what the product and end users actually need. Kanban flow metrics such as cycle time, throughput, work in progress, and aging work in progress can help teams forecast delivery using real historical data. TimelineEarly00:00:00 Liza’s background and early career in radio sales administration00:01:00 Moving into graphic design, marketing, and internal communications at Nielsen00:02:00 Working with technology teams and entering agile transformation00:03:00 Discovering Scrum mastery and the servant-leader mindset00:05:00 Starting Vantage Point Collective to train, coach, guide, and mentor teams Middle00:06:00 What Scrum is and how it fits under the broader agile mindset00:07:00 How Scrum Masters facilitate teams, remove blockers, and communicate with stakeholders00:08:00 Why Scrum Masters remain valuable even for mature or high-performing teams00:09:00 Comparing agile support to business operating systems and process guardrails00:11:00 Why assigning Scrum Masters too many technical or product responsibilities can backfire00:12:00 Supporting clients through Scrum mastery, training, coaching, and Jira workflow design Late00:13:00 Liza’s process for assessing teams without immediately overturning everything00:15:00 Helping leaders understand how their involvement can affect team focus and delivery00:17:00 Building buy-in by listening to the people closest to the work00:18:00 Improving failed production releases through team input and end-to-end testing conversations00:20:00 Empowering product owners to evaluate stakeholder requests and protect the product00:22:00 Using Kanban flow metrics and Monte Carlo forecasting to make timelines less ambiguous00:24:00 What Liza is excited about next and where listeners can connect with her Links and Resources LinkedIn: https://www.linkedin.com/in/liza-gonzalez-708b706b Company: https://www.linkedin.com/company/vantage-point-collective/about/

  5. Jul 10

    AI Offensive Security and Making Cybersecurity Less Scary with Mark Whitehead

    Episode SummaryHow NDAY Security is using AI to transform offensive security, automate testing, and make cybersecurity more accessible to businesses outside the industry echo chamber. Brian talks with Mark Whitehead about his path from video game cybersecurity to government contracting, Big Four consulting, offensive security leadership, and eventually founding NDAY Security. Mark explains how AI has changed what is possible for small teams, why offensive security is moving toward faster and more scalable testing, and how startups can now build powerful products without the same headcount or capital requirements as before. They also discuss why cybersecurity companies need to simplify their messaging, how MSPs and MSSPs can deliver enterprise-grade results through partners, and why relationships still matter in a crowded technical market. Key TakeawaysAI is changing offensive security by making testing faster, more scalable, and more efficient than traditional manual-only approaches. Many cybersecurity incidents are opportunistic, with bots scanning thousands of websites and systems for known weaknesses. Small teams can now build and operate with far more leverage because AI can automate back-office work, coding support, marketing workflows, and testing processes. Experience still matters when using AI well because subject matter expertise helps users guide the tools, spot issues, and push past weak answers. Cybersecurity messaging often stays trapped inside an industry echo chamber, even though hospitals, dental offices, small businesses, and other mainstream organizations need the protection. NDAY Security is built around partners and resellers, aiming to help MSPs and MSSPs deliver enterprise-grade offensive security at a more accessible price point. In a crowded market, buyers may not understand the technical differences between vendors, so trust, relationships, and clear communication become major differentiators. TimelineEarly00:00:00 Mark’s background in Miami, cybersecurity, and getting started in video game security00:01:00 Moving through government contracting, Big Four consulting, offensive security, and venture-backed companies00:02:00 Founding NDAY Security and focusing on AI-driven offensive security00:03:00 Why many attacks are opportunistic and driven by bots scanning for known vulnerabilities00:04:00 How AI agents are changing what is possible in offensive security Middle00:05:00 Using AI effectively, avoiding hallucinations, and automating startup operations00:06:00 Why experienced entrepreneurs can use AI to reduce back-office workload00:07:00 How technical experience helps users get better results from AI tools00:08:00 Why technology is no longer the biggest barrier for many startups00:10:00 Using AI to improve marketing lists, campaigns, and cost efficiency00:11:00 Lowering cost per click and using AI to compete against larger organizations00:13:00 Replacing bloated platforms with tailored AI-enabled workflows Late00:15:00 Making cybersecurity less scary and more relatable for mainstream businesses00:16:00 Why the cybersecurity industry often markets to itself instead of real buyers00:18:00 Helping businesses understand their risk before something goes wrong00:19:00 Building NDAY Security for partners, resellers, MSPs, and MSSPs00:21:00 Why relationship, trust, and founder access still matter in technical sales00:23:00 Choosing not to follow the traditional VC path and scaling with a lean team00:24:00 What Mark is excited about as AI reshapes offensive security00:26:00 Where listeners can connect with Mark and learn more about NDAY Security Links and Resources LinkedIn: https://www.linkedin.com/in/mark-whitehead-9997171/Company: https://ndaysecurity.com/

  6. Jul 10

    Handling Sales Disruptors and Winning Better Deals with Paul Chapman

    Episode Summary How technical sales teams can handle difficult personalities, protect their time, and improve win rates. Brian talks with Paul Chapman about his background in IT, pre-sales leadership, and building 4Disruptors around the four personalities that derail sales conversations: the techie, the distractor, the saboteur, and the inquisitor. Paul explains the role of pre-sales as the translator between technical teams and buyers, why selling at all costs damages long-term relationships, and how better qualification helps teams avoid bad-fit deals. They also discuss how to regain control of a room, when to walk away from an opportunity, why practice matters, and how preparation helps sales teams respond when a meeting does not go according to plan. Key Takeaways Pre-sales professionals help translate complex technical capabilities into buyer-focused business value. Selling at all costs can hurt both the customer and the company, especially when the solution is not a true fit. The four disruptors Paul focuses on are the techie, the distractor, the saboteur, and the inquisitor. Difficult personalities in sales meetings are often barriers to communication, not proof that the product is wrong. Strong qualification helps teams avoid wasting time on opportunities that are unlikely to close or unlikely to become healthy customers. Sales teams need to be prepared to reset the room, redirect the conversation, and sometimes walk away. Practice, role play, and shared expectations between account executives and solution consultants create stronger sales execution. Timeline Early 00:00:00 Paul’s background in IT, helping people use technology, and moving into pre-sales 00:01:00 The Chapman family connection to selling and Paul’s path into technical sales 00:02:00 What pre-sales means and how solution consultants support the sales process 00:03:00 Translating technical complexity for buyers and validating true product fit 00:05:00 Why forcing a sale damages trust and long-term customer relationships Middle 00:06:00 Launching 4Disruptors and identifying patterns in lost and won sales 00:07:00 The four disruptors: techie, distractor, saboteur, and inquisitor 00:09:00 Why sales teams need tools for handling difficult meeting dynamics 00:10:00 Managing the techie and avoiding “stump the chump” derailments 00:13:00 Knowing when an opportunity is not worth chasing 00:14:00 Avoiding overpromising and resisting bad-fit customer requests 00:17:00 Handling the distractor, whether intentional or unintentional Late 00:21:00 Recognizing the saboteur and knowing when an RFP may already be wired 00:23:00 Reading the room, identifying the real buyer, and engaging the right stakeholders 00:25:00 Managing the inquisitor and using silence to reset the conversation 00:28:00 Avoiding unnecessary enemies while still regaining control of the meeting 00:30:00 Why the right fit matters more than price, even when competing against free 00:32:00 Training teams through experience, mistakes, and better deal qualification 00:35:00 Why sales teams need deliberate practice before high-stakes customer meetings 00:36:00 Where listeners can connect with Paul and learn more about 4Disruptors Links and Resources LinkedIn: https://www.linkedin.com/in/paulechapman/ Company: https://4disruptors.com/

  7. Jul 3

    Ethical Hacking, Penetration Testing, and Building Trust with Matthew Miles

    Episode Summary How Cybermat Technologies helps companies find security gaps before attackers do. Brian talks with Matthew Miles about his path from radiology and IT into ethical hacking, why he started his own cybersecurity business after a major life change, and what penetration testing actually involves. Matt explains the difference between automated vulnerability scans and hands-on penetration testing, where AI fits into security testing, and why human judgment still matters. They also discuss real-world security mistakes, balancing usability with protection, using YouTube and conferences for growth, and why trust is everything when someone is asking for access to your network. Key Takeaways Ethical hacking is legal, permission-based security testing that helps organizations find and fix weaknesses before attackers exploit them. Penetration testing goes beyond automated vulnerability scans by manually validating and exploiting vulnerabilities to show real business risk. AI can support cybersecurity testing, but it still needs human oversight to confirm findings, avoid false positives, and think creatively. Many security issues come from forgotten systems, outdated devices, weak passwords, exposed cameras, unsecured VPNs, and convenience-driven decisions. Security and usability are often in tension, and leaders have to decide how much friction they are willing to accept to reduce risk. For cybersecurity providers, trust is critical because clients need to know exactly who they are letting into their systems. Partnerships, referrals, in-person networking, conferences, and educational content can be more effective growth channels than paid ads in a trust-heavy B2B field. Timeline Early 00:00:00 Matt’s background in radiology, PACS administration, IT, and ethical hacking 00:01:00 Losing his father, rethinking work-life priorities, and starting Cybermat Technologies 00:02:00 Who Cybermat Technologies serves and why companies need security testing 00:03:00 Vulnerability scans versus full penetration testing Middle 00:04:00 How AI is being used to support security testing, and where it still falls short 00:05:00 Website design, WordPress, and other services Matt provides 00:07:00 Why some companies underestimate security risks or prioritize convenience 00:08:00 A real example of exposed cameras leading to sensitive personal information 00:09:00 Common security gaps like weak passwords, forgotten assets, exposed VPNs, and default credentials Late 00:10:00 Balancing security controls with real-world usability 00:12:00 Contracts, confidentiality, and the trust required in cybersecurity work 00:13:00 Growing through LinkedIn, hacker conferences, BSides Nashville, and YouTube 00:14:00 Using conferences, speaking, and authority-building to create business opportunities 00:17:00 Building partner relationships with IT firms and third-party testing opportunities 00:19:00 Why B2B growth still depends on people, trust, and face-to-face relationships 00:21:00 Where listeners can connect with Matt Links and Resources LinkedIn: https://www.linkedin.com/in/matthew-miles-563824246/Company: https://cybermatt.tech

  8. Jul 1

    Building local legends through dental marketing with Lex Orzalli

    Episode SummaryHow Vision Dental Partners uses brand, community, and content to help dentists stand out in competitive local markets. Brian talks with Lex Orzalli about her path from running a dental office to leading marketing for a fast-growing, multi-location dental group. Lex explains why dental marketing is about more than acquiring new patients, how retention and reactivation campaigns should speak the same language as new patient marketing, and why every practice needs a localized strategy. They also discuss making doctors and teams comfortable on camera, creating authentic social content, using community cues in marketing, and building a culture where location teams feel safe bringing ideas forward. Key TakeawaysDental marketing works best when it reflects the real patient experience and communicates why a practice feels different, not just what services it offers. For Vision Dental Partners, the goal is to make each dentist and team a “local legend” within their community by marketing who they are, not only what they do. Authentic video content often performs better than over-polished content because patients want to feel like the person on camera is speaking directly to them. Multi-location marketing requires local nuance; what resonates with older patients in coastal Florida may not work for families in rural Indiana. Retention marketing can be more personal, educational, and relationship-driven because existing patients already know and trust the practice. The best marketing ideas often come from the people closest to the patients, so Lex encourages teams to share ideas and then helps execute them at a higher level. TimelineEarly00:00:00 Lex’s path from food service into dental office operations and marketing00:01:00 Learning dental marketing through practice experience and mentorship00:02:00 Why patient experience, retention, and new patient acquisition need aligned messaging00:03:00 Vision Dental Partners’ growth, locations, and brand-first approach Middle00:05:00 Why dentists need to market personality, culture, and patient care00:06:00 Helping doctors and teams get comfortable creating video content00:08:00 Why authentic, conversational content can outperform over-polished social media00:10:00 Tailoring marketing to local communities across Indiana, South Carolina, and Florida Late00:12:00 Using recognizable community footage and local events in practice marketing00:15:00 Managing marketing across 12 locations through overlap, recycling, and constant refreshes00:17:00 Encouraging practice teams to bring ideas and building campaigns around them00:21:00 How retention campaigns differ from new patient marketing00:23:00 Building the marketing department and expanding the “local legend” vision00:24:00 Where listeners can connect with Lex Links and Resources LinkedIn: https://www.linkedin.com/in/lex-orzalli-a7a32b210/ Company: https://www.visiondentalpartners.com/

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About

Every business has a story behind it—and this show is all about getting it straight from the source. We interview business owners and leaders to talk through what they’ve learned, what they’ve built, and what they’d do differently if they had to do it all again. Expect real conversations, real experience, and takeaways you can actually use.

Information

  • Creator
    StrategiqHQ.com
  • Years Active
    2026
  • Episodes
    54
  • Rating
    Clean
  • Copyright
    © StrategiqHQ.com
  • Show Website
    Forged For Growth