225: Selling for 10x by Building What Customers Have to Buy with Will Caldwell
Release Date: 04/23/2026
240: How to Build a Business That Runs Without You with Jeremy Shapiro
Beyond A Million
A lot of founders hit seven figures and assume they’ve built a business. But if sales slow down, decisions stall, or customers feel the difference whenever they step away, they may still be self-employed. Jeremy Shapiro has built companies across SaaS, ecommerce, technology, and services. He’s seen the same pattern repeatedly: The hustle that creates momentum early on eventually becomes the thing holding the business back. We talk about why founders stay trapped in low-value work, how technology can quietly create more complexity, and why growth often stalls when you keep relying on the...
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239: How to Escape City Taxes and Real Estate Regulations with Julie Drenner
Beyond A Million
I bought a lake house in Austin and discovered I was paying city taxes even though the city wasn’t providing water, sewer, trash collection, or electricity. Julie Drenner helped me legally remove the property from Austin’s tax rolls. But that uncovered another problem: the city could still regulate what I build, how I remodel, and how I use the property through its extraterritorial jurisdiction, or ETJ. If you own, develop, or invest in real estate, these overlooked jurisdictional rules can quietly affect your taxes, construction timelines, rental income, and resale value. Julie explains...
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238: He Built an 8-Figure Software Company AI Still Can’t Replace with Dean Guida
Beyond A Million
Dean Guida started Infragistics at 23 to build UX/UI tools for professional software developers. Thirty-seven years later, the company operates across six countries, its software is used by more than two million developers, and its customers span the entire S&P 500—including Fidelity, Morgan Stanley, Exxon, Intuit, and Bank of America. But AI can now generate functional software in minutes. So what prevents a company like Infragistics from becoming obsolete? I wanted to understand which parts of software AI will commoditize, where lasting competitive moats will still exist, and why Dean...
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237: How to Build Category-Defining Brands in Any Industry with Jim Donnelly
Beyond A Million
Today I’m talking to Jim Donnelly, a founder who has built and scaled businesses across travel, real estate, wellness, and longevity medicine. He built an online travel community with 300,000+ members that later rolled into Travelocity. He developed luxury real estate that still holds Charlotte’s record for price per square foot. He co-founded Restore Hyper Wellness and helped scale it to 225+ locations. Now, he’s building Humanaut Health, a longevity medicine company with $10M-per-clinic potential. But the interesting part isn’t just what Jim has built. It’s how he keeps moving into...
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236: Geoff Woods on Why Most Founders Are Using AI All Wrong
Beyond A Million
Today I’m talking with Geoff Woods, author of The AI-Driven Leader and founder of AI Leadership, about why so many founders are using AI on the wrong problems. Geoff helped drive Jindal Steel & Power’s market cap from $750M to $12B in four years, and one of his points really stuck with me: you don’t get beyond a million because you write great emails. But that’s exactly how a lot of entrepreneurs are using AI right now. Writing emails, cleaning up inboxes, building random agents, and mistaking activity for leverage. That’s the trap. AI can make you feel productive while you point...
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235: Bootstrapping a $100M Supplement Brand with Matt Gallant
Beyond A Million
Today I’m talking to Matt Gallant, co-founder of BioOptimizers, a supplement company generating $10M a month with a larger mission to help people live healthier for longer. Matt started with a simple realization: if he could get great at marketing, he could build a business in almost any category. That belief eventually led him into health, supplements, and BioOptimizers—but not without some hard-earned lessons along the way. We talk about the moment the business nearly fell apart, how Matt thinks about creating maximum customer value, timeless marketing principles, and the question he...
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234: Cameron Herold Shares the Hiring Mistakes Costing Founders Millions
Beyond A Million
Today, Cameron Herold (Founder of COO Alliance) is back on the podcast to talk about one of the biggest reasons companies stop scaling: bad hiring. We get into why impressive resumes can be misleading, how to tell if someone has actually done the work, and the hiring mistakes that quietly cost companies years of progress. Cameron also breaks down why most entrepreneurs are never properly trained to interview, how he thinks about screening for culture, and what founders miss when they rely too heavily on resumes, references, and gut feel. We also talk about the side of entrepreneurship people...
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233: From a 9-Figure Exit to a $10 Billion Data Center with Jason Van Gaal
Beyond A Million
AI isn’t just creating a software boom, it’s creating an infrastructure crisis. As demand for AI explodes, the real bottleneck isn’t chips or models anymore. It’s power, cooling, permitting, and the ability to build data centers fast enough to keep up. Jason Van Gaal has spent more than a decade solving exactly that problem. After building and exiting multiple data center companies — including one of the largest Canadian tech exits of 2019 — Jason is now taking on his biggest project yet: building a $10 billion AI data center campus in Alberta powered by its own energy...
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232: AI, Acquisitions, and the Cost of Scaling a $1B Company with Bill Tyndall
Beyond A Million
Today I’m talking to Bill Tyndall, who helped build Electric AI from an idea into a company approaching a billion-dollar valuation, raised $211M across eight funding rounds, and now serves as CEO of Techvera. Bill has spent his career building companies around automation, IT, cybersecurity, and digital transformation. But his biggest lesson isn’t just about AI. It’s about capacity. We get into why AI is a capacity multiplier—not a magic fix—how companies create artificial bottlenecks inside their own operations, and why clean data, better routing, strong documentation, and faster...
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231: The New Rules of Building a $100M Company with Roger Neel
Beyond A Million
Roger Neel sold his SaaS company at $100M+ ARR, took three hours off, and dove straight into a health tech startup backed by Google Ventures and Dexcom. In this conversation, Roger breaks down the full arc — from founding Mavenlink in the teeth of the 2008 financial crash, to grinding through 13 years of customer base churn, fundraising rounds, and eventually selling to PE. He also shares what he'd do completely differently if he were starting today with AI tools at his disposal to build a 9-figure business. We get into his framework for evaluating whether a business is actually defensible...
info_outlineYou don’t need to create demand if demand is mandated.
That’s the insight Will Caldwell used to build and sell his company.
Will discovered that inside the mortgage industry, banks are legally required to buy flood certificates on every loan. So, he started Snap — a platform that makes it faster and cheaper for banks to do exactly that.
Then he partnered with Intercontinental Exchange, the $95 billion company that owns the New York Stock Exchange, plugged into their existing infrastructure, scaled quickly, and eventually sold 51% of the company for 10x.
In this episode, we break down how to build within regulated industries, tap into existing demand, and scale without chasing customers.
Key Takeaways
(00:00) Small Teams Beat Large Companies
(01:52) Why “Fat Cats Don’t Hunt”
(03:13) Starting His First Tech Company
(06:09) Knowing When to Shut Down a Business
(06:51) Turning a $100 Compliance Headache Into a Startup
(09:03) Finding Opportunity in Regulated Industries
(16:58) AI Underwriting
(21:09) Scaling via Strategic Partnerships
(24:00) Selling 45 Banks in One Month
(30:56) Selling to Intercontinental Exchange for 10x
(32:31) Why He Sold Only 51% of the Company
(36:10) Don’t Build the Tech Until You Have THIS
(37:44) What Post-Exit Life is Like
(38:41) What Will is Investing In Right Now
(40:00) Advice for Entrepreneurs Starting Today
(40:27) Books That Have Shaped His Thinking
Watch on YouTube: https://youtu.be/UmihuBdZByU
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