"I remember bringing Tracy Young to my job site when PlanGrid was just an MVP. She offered us the software for free - we just needed to provide the iPads. My PM and PX didn't get it. They told me, 'Don't waste my time like that again.'"

In today's episode of Bricks & Bytes, we had Tom Feliz share his journey from construction sites to tech leadership at Data Grid. Tom unpacks the secrets behind effective Go-To-Market strategies in construction tech, drawing from his experiences at OpenSpace, Autodesk, and more.

Tune in to find out about:

✅ Why solving real industry pain points is the foundation of any successful ConTech product

✅ How to identify your Ideal Customer Profile across the construction value chain

✅ Why the construction volume pricing model needs to change

✅ The emergence of the "Go-To-Market Engineer" and how AI is transforming sales

Listen to the full episode on Spotify to learn how Tom closed 5 enterprise deals in one week and why he believes agentic AI is the future of construction.

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Chapters

00:00 Intro

02:30 Introduction to the Conversation

07:30 Tom Feliz's Journey in Construction Tech

12:37 Key Components of a Successful Go-To-Market Strategy

17:42 Understanding the Construction Industry's Unique Challenges

22:21 Identifying Ideal Customer Profiles (ICPs) in Construction Tech

27:36 Navigating the Buying Process Across Different Company Sizes

31:26 The Importance of Social Proof in Construction Tech

32:23 Targeting the Mid-Market: A Strategic Approach

35:18 Navigating Enterprise Sales in Construction

37:19 Freemium Models and Proof of Value

38:47 Rethinking Pricing Models in Construction Tech

41:50 The Role of FOMO in Sales Conversations

45:37 Key Metrics for Construction Tech Success

49:47 The Personal Connection to Construction

51:38 The Impact of Our Actions

52:32 Tools for Go-To-Market Success

54:24 The Rise of Agentic AI in Sales

58:33 The Importance of Discovery in Sales

01:04:35 Resource Allocation in Sales Strategy

01:06:37 Traits of a Great Salesperson

01:09:36 When to Hire a Head of Sales