The First Customer

Jay Aigner
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Ever wondered how to use your experience to start or grow a business? The First Customer intimately dissects successful entrepreneurs journeys to their first customer. Learn from practical real-life examples of regular people transforming into superheroes by starting their own business. Buckle up … the rocket is taking off! 

  1. The First Customer - The Quiet Revolution in Industrial Automation with Co-Founder Carl Gould

    2 DAYS AGO

    The First Customer - The Quiet Revolution in Industrial Automation with Co-Founder Carl Gould

    In this episode, I was lucky enough to interview Carl Gould, co-founder and CTO of Inductive Automation. Growing up in California’s Bay Area during the rise of the modern internet, Carl developed an early fascination with computers that eventually led him to study computer science at UC Davis. What began as a summer project connecting industrial machine data to SQL databases soon evolved into a full software platform used by engineers around the world to build applications that monitor and control factories, water systems, and other industrial operations. Carl shares the story behind Inductive Automation’s earliest days, including how mentorship from industry veteran Steve Heckman helped shape their understanding of the market and how their first independent customer—a project at Sierra Nevada Brewing Company—validated the idea that their solution solved a widespread industry gap. Along the way, Carl reflects on building a company from the ground up, the value of staying close to users, and why solving a real problem matters far more than chasing technology trends. More than two decades later, he remains energized by seeing what engineers create with Ignition and by staying connected to the people whose work the software powers every day. Explore how Carl Gould helped modernize industrial software by focusing on real problems engineers face in this episode of The First Customer! Guest Info: Inductive Automation http://www.inductiveautomation.com Carl Gould's LinkedIn https://www.linkedin.com/in/carl-gould/ Connect with Jay on LinkedIn https://www.linkedin.com/in/jayaigner/ The First Customer Youtube Channel https://www.youtube.com/@thefirstcustomerpodcast The First Customer podcast website https://www.firstcustomerpodcast.com Follow The First Customer on LinkedIn http://www.linkedin.com/company/the-first-customer-podcast/

    35 min
  2. The First Customer - Owning the Backend Instead of Renting It with Founder Matt Cullerton

    25 FEB

    The First Customer - Owning the Backend Instead of Renting It with Founder Matt Cullerton

    In this episode, I was lucky enough to interview Matt Cullerton, founder of Mavric Tech and creator of Apso.  Matt reflects on growing up in Reston, Virginia, early lessons from working in restaurants, and his first venture — an independent music label launched while working at Northrop Grumman. From navigating the volatility of the music industry — including brushes with artists like Diplo — Matt shares how those formative experiences shaped his resilience and people-first mindset. Matt also discusses his philosophy of fairness in leadership, particularly within development teams, and how core values serve as operational anchors in a client-services environment. He opens up about the discomfort of cultivating a personal brand as an engineer, the challenge of separating identity from business, and his long-term vision for scalability. Finally, Matt takes a deep dive into Apso — a platform born from real-world agency needs — and shares his perspective on balancing product development with a thriving services business, all while staying grounded in authenticity. Discover how Matt Cullerton blends engineering discipline with human-centered leadership in this  episode of The First Customer! Guest Info: Mavric Technology http://mavrictech.com Matt Cullerton's LinkedIn https://www.linkedin.com/in/mattcullerton/ Connect with Jay on LinkedIn https://www.linkedin.com/in/jayaigner/ The First Customer Youtube Channel https://www.youtube.com/@thefirstcustomerpodcast The First Customer podcast website https://www.firstcustomerpodcast.com Follow The First Customer on LinkedIn http://www.linkedin.com/company/the-first-customer-podcast/

    34 min
  3. The First Customer - Building Companies Without Losing the Plot with Co-Founder Dan Goldsmith

    11 FEB

    The First Customer - Building Companies Without Losing the Plot with Co-Founder Dan Goldsmith

    In this episode, I was lucky enough to interview with Dan Goldsmith, co-founder and chairman of Tendo and co-founder of Proofpoint Capital.  Dan shares stories from his Philadelphia roots, the early formation of his grit, and the mindset that has guided his career — from running a mobile DJ business in high school to building and scaling multiple technology companies. He offers a thoughtful perspective on perseverance, explaining how deep obsession with a problem can fuel success, while also highlighting the risks of letting conviction turn into blind spots. Dan delves into Tendo’s mission to modernize healthcare by putting patients at the center, improving access, affordability, and quality recognition for providers. He provides a candid take on the economic realities of healthcare, the evolving influence of AI, and why meaningful industry change may be driven more by employers than regulators. Dan also discusses his newest venture, Proofpoint Capital — an operator-led fund built to help early-stage companies scale through pattern recognition and decades of hands-on operating experience. Discover how grit, focus, and pattern recognition shaped Dan Goldsmith’s journey in this episode of The First Customer! Guest Info: Tendo http://tendo.com Proofpoint Capital https://www.proofpointcapital.com/ Dan Goldsmith's LinkedIn https://www.linkedin.com/in/danielgoldsmith/ Connect with Jay on LinkedIn https://www.linkedin.com/in/jayaigner/ The First Customer Youtube Channel https://www.youtube.com/@thefirstcustomerpodcast The First Customer podcast website https://www.firstcustomerpodcast.com Follow The First Customer on LinkedIn http://www.linkedin.com/company/the-first-customer-podcast/

    29 min
  4. The First Customer - Turning a Professional Low Point into Opportunity with Co-Founder Joel Reed

    4 FEB

    The First Customer - Turning a Professional Low Point into Opportunity with Co-Founder Joel Reed

    In this episode,  I was lucky enough to interview Joel Reed, CEO and founder of Open Arc. Joel starts to unpack the long, nonlinear journey of building a software consulting company that’s lasted more than 20 years. Joel shares how a career plateau, the 2008 financial crisis, and a humbling professional low point ultimately pushed him to start Open Arc. From working four 10-hour days to fund the business on the side, to landing their very first customer through trusted relationships, Joel reflects on how resilience, timing, and people-first decision-making shaped the company’s foundation. Joel dives into how Open Arc evolved from “doing everything for everyone” to deliberately narrowing its focus, saying no, and specializing in markets where they can truly differentiate. He discusses the post-pandemic shift in lead generation, the growing importance of vertical expertise, and how Open Arc is refining its positioning by listening closely to customer pain points. Joel also shares candid advice on starting a services business today, the realities of project-based work, the role of AI in modern software development, and why building a strong team with shared values remains the most important first step—no matter the era. Learn how Joel Reed built trust, focus, and longevity in a constantly changing software market in this episode of The First Customer! Guest Info: Open Arc, LLC http://www.openarc.net Joel Reed's LinkedIn https://www.linkedin.com/in/joel-reed-oa/ Connect with Jay on LinkedIn https://www.linkedin.com/in/jayaigner/ The First Customer Youtube Channel https://www.youtube.com/@thefirstcustomerpodcast The First Customer podcast website https://www.firstcustomerpodcast.com Follow The First Customer on LinkedIn http://www.linkedin.com/company/the-first-customer-podcast/

    24 min
  5. The First Customer - The Role of Genuine Connection in Tech Leadership with Calvin Hendryx-Parker

    28 JAN

    The First Customer - The Role of Genuine Connection in Tech Leadership with Calvin Hendryx-Parker

    In this episode, I was lucky enough to interview Calvin Hendryx-Parker, CTO and co-founder of Six Feet Up. Calvin shares the origin story behind Six Feet Up’s unforgettable name—drawn from his family’s mortuary business—and how servant leadership, community involvement, and trust became foundational principles for building a durable software consultancy. From hosting websites on a literal coffee-table server in a San Francisco apartment to becoming an AWS Hero and Tech Executive of the Year, Calvin’s story is anything but conventional. Calvin delves into community-driven growth, long-tail relationship sales, and why he believes genuine connection beats aggressive pipelines every time. He explains how building and nurturing developer communities like Indie Py shaped both his leadership style and Six Feet Up’s talent strategy, why introspection and self-awareness matter more than hustle culture, and how staying agenda-free has led to consistent, sustainable growth. Calvin also shares his outlook on leadership, optimism, global empathy, and why helping people come together may be the most powerful business strategy of all. Join us in the Hoosier State to explore Calvin Hendryx-Parker’s approach to leadership, learning, and creating momentum without forcing it in this episode of The First Customer! Guest Info: Six Feet Up, Inc. http://www.sixfeetup.com Calvin Hendryx-Parker's LinkedIn https://www.linkedin.com/in/calvinhp/ Connect with Jay on LinkedIn https://www.linkedin.com/in/jayaigner/ The First Customer Youtube Channel https://www.youtube.com/@thefirstcustomerpodcast The First Customer podcast website https://www.firstcustomerpodcast.com Follow The First Customer on LinkedIn http://www.linkedin.com/company/the-first-customer-podcast/

    36 min
  6. The First Customer - Understanding Player Development Through Motion Data with Founder Bill Near

    21 JAN

    The First Customer - Understanding Player Development Through Motion Data with Founder Bill Near

    In this episode, I was lucky enough to interview Bill Near, Founder and CEO of Helios, a performance wearable helping hockey players and teams improve faster through motion-based data and video integration. Bill breaks down Helios’ first-principles approach to avoiding “tech fatigue” by delivering recurring, practical value—most notably through time-saving video workflows and emerging AI-driven coaching insights that turn raw data into actionable development guidance for players and parents alike. Bill also shares the personal and technical journey behind Helios, from growing up playing hockey in New Hampshire to studying engineering at MIT and recognizing a critical gap in player development technology. He explains how Helios was built as a zero-infrastructure solution using motion sensors rather than rink-based tracking, enabling scalable adoption across youth, collegiate, and professional levels. Be inspired by Bill Near’s clear-eyed take on data, coaching, and building technology athletes actually stick with on in this episode of The First Customer! Guest Info: Helios https://helioshockey.com/ Bill Near's LinkedIn https://www.linkedin.com/in/billnear/ Connect with Jay on LinkedIn https://www.linkedin.com/in/jayaigner/ The First Customer Youtube Channel https://www.youtube.com/@thefirstcustomerpodcast The First Customer podcast website https://www.firstcustomerpodcast.com Follow The First Customer on LinkedIn http://www.linkedin.com/company/the-first-customer-podcast/

    29 min
  7. The First Customer - From Open Source to Enterprise Dominance with Testkube Co-founder Ole Lensmar

    14 JAN

    The First Customer - From Open Source to Enterprise Dominance with Testkube Co-founder Ole Lensmar

    In this episode, I was lucky enough to interview Ole Lensmar, co-founder and CTO of Testkube. Ole shares his unique perspective growing up across Germany, the US, and Sweden, and how those experiences shaped his adaptability and approach to entrepreneurship. He reflects on the differences between launching tech startups in Europe versus the United States, and why he believes the US remains a more mature market for scaling innovation. From his first ventures in the mid-90s to the creation of SoapUI, Ole explains how his passion for coding and solving practical problems led him to build tools that filled gaps in the QA and software testing space. Ole dives into the origins of Testkube, explaining its mission to decouple testing from CI/CD pipelines and empower QA teams with a centralized, cloud-native platform. He discusses the open-source model, the challenges of enterprise sales, and the evolution of his ideal customer profile. Ole also shares insights on how Testkube differentiates itself from CI/CD tools and cloud execution vendors, enabling companies to run unlimited tests at scale without infrastructure limitations. Explore how Ole Lensmar turned coding challenges into software solutions and shaped modern QA practices in this episode of The First Customer! Guest Info: Testkube https://testkube.io/ Ole Lensmar's LinkedIn  https://www.linkedin.com/in/olensmar/ Connect with Jay on LinkedIn https://www.linkedin.com/in/jayaigner/ The First Customer Youtube Channel https://www.youtube.com/@thefirstcustomerpodcast The First Customer podcast website https://www.firstcustomerpodcast.com Follow The First Customer on LinkedIn http://www.linkedin.com/company/the-first-customer-podcast/

    25 min
  8. The First Customer - Lessons From a Career Too Big for a Business Card with Founder Det Ansinn

    7 JAN

    The First Customer - Lessons From a Career Too Big for a Business Card with Founder Det Ansinn

    In this episode, I was lucky enough to interview Det Ansinn, the founder of Brick Simple LLC, serial entrepreneur with four successful exits, and current CEO of MedTech company Neuralert.  Det shares his journey from pumping gas at the Doylestown Airport to building multiple innovative ventures, emphasizing the value of authentic connections, strong team culture, and pursuing projects that excite him over purely profit-driven motives. From creating Brick Simple’s first product to developing apps for Xbox Live and navigating the post-dot-com era, Det reflects on how his experiences shaped his approach to entrepreneurship and leadership. Det also delves into his current work at Neuralert, a breakthrough stroke detection company, where he stepped in as CEO following the previous leader’s unexpected passing. Det discusses the unique challenges of leading a company he didn’t found, the importance of building resilient teams, and his dedication to making a meaningful impact in healthcare. He also shares insights on the Bucks County startup ecosystem, balancing professional intensity with personal passions like motorcycling, and maintaining perspective through mental health practices.  Step inside Det Ansinn’s world and discover a career fueled by curiosity, innovation, and purposeful action in this insightful episode of The First Customer! Guest Info: BrickSimple LLC http://bricksimple.com Neuralert Technologies https://neuralert.co Det Ansinn's  LinkedIn https://www.linkedin.com/in/detansinn/ Connect with Jay on LinkedIn https://www.linkedin.com/in/jayaigner/ The First Customer Youtube Channel https://www.youtube.com/@thefirstcustomerpodcast The First Customer podcast website https://www.firstcustomerpodcast.com Follow The First Customer on LinkedIn http://www.linkedin.com/company/the-first-customer-podcast/

    30 min
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About

Ever wondered how to use your experience to start or grow a business? The First Customer intimately dissects successful entrepreneurs journeys to their first customer. Learn from practical real-life examples of regular people transforming into superheroes by starting their own business. Buckle up … the rocket is taking off! 

Information

  • Creator
    Jay Aigner
  • Years Active
    2022 - 2026
  • Episodes
    237
  • Rating
    Explicit
  • Copyright
    © 2026 The First Customer
  • Show Website
    The First Customer