The First Customer

Jay Aigner
  • 5.0 (109)
  • ENTREPRENEURSHIP
  • UPDATED WEEKLY

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 - Why Authentic Relationships Beat Spam Sales with CTO Ryan Johnson

    APR 15

    The First Customer - Why Authentic Relationships Beat Spam Sales with CTO Ryan Johnson

    In this episode, I was lucky enough to interview Ryan Johnson, the CTO and VP of Engineering at Seek. Growing up on a farm in Central California, Ryan learned early lessons about hard work, authenticity, and service—values that later guided him through the fast-moving world of startups and engineering leadership. From working on the early product team at Livescribe to launching a web development agency by literally walking door-to-door along Newbury Street, Ryan reflects on how genuine relationships—not aggressive sales tactics—were the foundation of landing his very first customers. Ryan also dives into the evolution of his career, from building agencies and consulting with major financial institutions to co-founding companies in the fintech and analytics space. Now serving as CTO of Seek, he discusses how engineering culture, curiosity, and collaboration shape better products—and why empowering engineers to ask “invasive” questions often leads to stronger outcomes. Ryan shares insights on partnerships, scaling engineering teams responsibly, and why serving customers and colleagues with authenticity remains the most powerful strategy in business. Learn how Ryan Johnson blends engineering culture, leadership, and real human connection in this episode of The First Customer! Guest Info: Seek https://seekinsights.com/ Ryan Johnson's LinkedIn https://www.linkedin.com/in/ryancharlesjohnson/ 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
  2. The First Customer - How To Spot Winning Founders with Bo Motlagh and Frank Shultz

    APR 8

    The First Customer - How To Spot Winning Founders with Bo Motlagh and Frank Shultz

    In this episode, I was lucky enough to interview Bo Motlagh and Frank Shultz, co-founders of United Effects Ventures. Bo shares how his upbringing in a family of business owners instilled an early work ethic, while Frank reflects on lessons learned from growing up with an entrepreneurial father and bootstrapping his own companies. Together, they discuss the origins of United Effects Ventures, the pivots that shaped their business model, and how a simple question about purpose led them to co-found a venture studio designed to create startups for other startups. Bo and Frank also dive into the challenges and opportunities of building B2B and enterprise software businesses in Philadelphia. They explore the gaps in venture funding, the unique dynamics of the local tech ecosystem, and the importance of aligning founders with the right investors and support systems. They also reveal how United Effects Ventures operates as a for-profit entity that invests capital, provides services, and builds deep relationships with founders, all while nurturing a thriving startup community in a city that has often struggled to support technically focused ventures. Tune in for a masterclass on building relationships, business ecosystems, and impactful ventures with Bo and Frank in this episode of The First Customer! Guest Info: United Effects Ventures https://ue.ventures/ Bo Motlagh's LinkedIn https://www.linkedin.com/in/bmotlagh/ Frank Shultz' LinkedIn https://www.linkedin.com/in/frankshultz/ 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/

    31 min
  3. The First Customer - Protecting Clients in a Rapidly Changing Cyber World with Mike, Brian & Mike

    APR 1

    The First Customer - Protecting Clients in a Rapidly Changing Cyber World with Mike, Brian & Mike

    In this episode, I was lucky enough to interview the leadership team behind Appalachia Technologies—partners Mike Romano and Brian Stone, along with president Mike Williams. Mike Romano talked about how the company first came together more than two decades ago, starting with his entrepreneurial push to build something of his own after years of experience in the military and the cybersecurity world. He and Brian took the leap from a startup environment and began building a business in central Pennsylvania, landing early consulting clients and gradually turning those first relationships into the foundation of a growing IT and cybersecurity firm. The magnificent trio also dug into how the company evolved as Mike Williams joined the team to bring operational structure and scale to the business. They discussed what it took to move from a small consulting operation to a trusted partner for mid-market organizations that need cybersecurity expertise without expanding internal teams. Along the way, they talked about leadership lessons, the realities of managing risk in cybersecurity, and how the rapid rise of AI is accelerating the number of cyber incidents companies are facing today. Step inside the story of Mike Romano, Brian Stone, and Mike Williams as they build a company, protect clients, and stay ahead in an industry that never stops changing in this episode of The First Customer! Guest Info: Appalachia Technologies, LLC http://www.appalachiatech.com Brian Stone's LinkedIn https://www.linkedin.com/in/brian-stone-299059136/ Mike Romano's LinkedIn https://www.linkedin.com/in/mike-romano-b470902/ Mike Williams' LinkedIn https://www.linkedin.com/in/mike-williams-8092842/ 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/

    33 min
  4. The First Customer - The Fast Lane of Small Business Lending with Founder Ryan Rosett

    MAR 25

    The First Customer - The Fast Lane of Small Business Lending with Founder Ryan Rosett

    In this episode, I was lucky enough to interview Ryan Rosett, Co-CEO and founder of Credibly. Ryan shares how growing up in a family of entrepreneurs in Detroit influenced his understanding of the ebbs and flows of small businesses and taught him the value of surrounding himself with specialists rather than doing everything himself. From running coffee shops to real estate development and bridge lending, Ryan reflects on the lessons learned from both successes and failures that paved the way for Credibly’s inception. Ryan dives into the genesis of Credibly, explaining how he and his partner identified a critical gap in the market: banks often overlook smaller loans due to their overhead and slow processes. Leveraging alternative data, machine learning, and real-time automation, Credibly provides fast, tailored financing for small businesses—offering approvals in hours and funding the same day. Ryan also highlights how the company navigates risk, adapts to seasonal and industry-specific fluctuations, and continues to refine its approach to serving over 300 types of businesses.  Cruise through the Motor City with Ryan Rosett and learn what keeps Credibly’s lending engine running strong in this episode of The First Customer! Guest Info: CREDIBLY https://www.credibly.com/ Ryan Rosett's LinkedIn https://www.linkedin.com/in/ryan-rosett-262b642/ 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 Mission That Outlasts the Win with CEO and Co-Founder Eric Gremminger

    MAR 18

    The First Customer - The Mission That Outlasts the Win with CEO and Co-Founder Eric Gremminger

    In this episode, I was lucky enough to interview Eric Gremminger, CEO and Co-founder of ERP Health. Eric reflects on his early life in Pennsylvania, the creative influence of his upbringing, and his first entrepreneurial venture blending fitness and psychology. What began as a passion project—helping people recondition their mindset through physical training—laid the groundwork for a deeper mission rooted in behavioral health. Eric also shares his unconventional path back to college in his mid-30s after overcoming addiction, highlighting how self-awareness, discipline, and a commitment to growth became the foundation for everything that followed. From knocking on treatment center doors with pen-and-paper assessments to building a nationwide healthcare technology platform, Eric walks through the evolution of ERP Health and its impact on addiction and mental health treatment. He recounts landing his first customer during the uncertainty of the pandemic and how that moment validated years of persistence. More importantly, Eric reveals what truly drives him today—not big wins or contracts, but the steady impact of changing lives through better care.  Be inspired by Eric Gremminger’s journey of rebuilding, purpose-driven work, and creating real impact in this episode of The First Customer! Guest Info: ERPHealth https://erphealth.com/ Eric Gremminger's LinkedIn https://www.linkedin.com/in/eric-gremminger/ 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/

    26 min
  6. The First Customer - The Quiet Revolution in Industrial Automation with Co-Founder Carl Gould

    MAR 11

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

    FEB 25

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

    FEB 11

    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
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5
out of 5
109 Ratings

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
    242
  • Rating
    Explicit
  • Copyright
    © 2026 The First Customer
  • Show Website
    The First Customer