"When we launched PlanGrid, it was the only enterprise product on the iPad. Even Facebook refused to make an iPad app because Zuckerberg didn't believe in it."

In today's episode of Bricks, Bucks & Bytes, we had Ralph Gootee and we got to learn about how PlanGrid became the first enterprise app on iPad, the brutal year-long acquisition process, and why pricing decisions can make or break your startup... and many more!

Tune in to find out about:

✅ Why iPad was crucial to PlanGrid's success when even Facebook refused to build an iPad app

✅ The $17,000 marketing hack that involved giving away free iPads to customers

✅ How having 5 co-founders worked despite conventional wisdom saying otherwise

✅ Why AI augments engineers but won't replace them anytime soon

Listen now on Spotify to hear the full story behind one of construction tech's biggest exits and what Ralph is building next with TigerEye.

# Chapters

00:00 Intro

01:45 The Journey of PlanGrid: From Startup to Acquisition

11:37 Product Development and Market Fit: Lessons Learned

21:44 Navigating the Acquisition Landscape: Strategies and Insights

31:41 The Role of AI in Construction: Opportunities and Challenges

41:49 Building for Success: Founder's Mindset and Company Culture

29:49 From Idea to Prototype: The Birth of a Startup

31:18 Y Combinator: The Turning Point for PlanGrid

33:39 Building a Team: The Importance of Co-Founders

39:45 Solo Founders vs. Co-Founders: A Comparative Insight

42:40 User Acquisition: The Power of Viral Growth in Construction

46:44 Pricing Strategies: Lessons Learned from PlanGrid

53:54 Hiring the Best: Building a Legacy at PlanGrid

54:28 The Legacy of Plangrid and Its Impact on the Industry

54:58 Challenges in Recruiting and Building a Team

56:26 The Importance of Hiring the Right People

58:54 Scaling Challenges and the Need for Fast Decisions

01:02:13 Emerging Companies in Construction Tech

01:03:18 Lessons Learned from Building Plangrid

01:07:12 The Role of AI in Software Development

01:13:08 Introducing TigerEye: A New Venture

01:20:59 Evaluating ROI in Construction Tech

"Elite sales leaders don't just hire sellers - they hire 'pirates and romantics' who can thrive in chaos when everything's broken."

In today's episode of Bricks & Bytes, we had Scotland Foss, who helped build PlanGrid before its $1B acquisition by Autodesk. Scotland shared his proven playbook for construction tech go-to-market success from his journey across multiple ventures.

Tune in to find out about:

✅ Why product-market fit must come before hiring salespeople

✅ The power of "mutual action plans" in closing complex deals

✅ How PlanGrid's freemium strategy created viral adoption on job sites

✅ Why unlimited user pricing models work better than per-seat in construction

✅ How a 90-second video convinced a CEO to take a 2-hour meeting

Listen now on Spotify to hear Scotland's insights on building successful construction tech sales organizations in challenging market conditions.

"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