How Story-Driven Discovery in Software Projects Leads to Better Results
Develpreneur: Become a Better Developer and Entrepreneur
Release Date: 12/09/2025
Tiered Pricing in the AI Era: What Actually Works (with Dan Balcauski)
Develpreneur: Become a Better Developer and Entrepreneur
Tiered pricing is becoming the simplest way to sell AI-powered SaaS without turning your pricing page into a technical explanation. In my interview with Dan Balcauski, founder and Chief Pricing Officer at Product Tranquility, we talked about why AI is forcing new pricing decisions earlier than ever—and why “good, better, best” packaging often works because it keeps buying decisions clear while helping companies manage real AI costs. The AI era is making pricing margin-aware again. Tiered pricing helps you protect margins without forcing buyers to learn your cost...
info_outline
Minimal Viable Pricing: How to Stop Guessing and Start Learning (with Dan Balcauski)
Develpreneur: Become a Better Developer and Entrepreneur
Minimal viable pricing is the fastest way to stop debating what your product should cost and start learning what customers will actually pay for. In my interview with Dan Balcauski, founder and Chief Pricing Officer at Product Tranquility, we talked about how early-stage teams can set pricing that’s “good enough” to sell, validate value, and iterate—without getting stuck chasing the perfect number. Pricing can feel risky because it shapes perception, positioning, and revenue. But Dan’s message is practical: you don’t need perfect pricing to move forward—you need minimal viable...
info_outline
Workflow Efficiency Metrics: ROI Without Micromanaging (Michael Toguchi)
Develpreneur: Become a Better Developer and Entrepreneur
If you want real improvement—not just more dashboards—workflow efficiency metrics have to start with something most teams avoid: visibility. In Part 2 of our interview with Michael Toguchi, we move from “big ideas” into the operational reality leaders face every day: shadow tools, duplicate systems, fuzzy ROI, and the pricing pressure that shows up when AI makes work faster. This conversation is a reality check for ops leaders, engineering leaders, and consultants trying to scale without drowning in tool sprawl—or measuring productivity in ways that break trust. Workflow...
info_outline
Process Before Tools: How to Scale Without Burnout (Michael Toguchi)
Develpreneur: Become a Better Developer and Entrepreneur
If you’ve ever felt like your team is running on duct tape and good intentions, you’re not alone. In this Building Better Developers interview, Michael Toguchi (Chief Strategy Officer at eResources) makes a simple point that changes how you approach growth: process before tools. Before you buy another platform, automate another workflow, or roll out a new system, you need clarity on how the work actually gets done—and who it’s meant to serve. You can’t tool your way out of chaos. The real fix starts upstream—before the migration, before the CRM, before the next sprint. It starts...
info_outline
Conversion Rate Optimization: Find Funnel Bottlenecks and Improve What Matters
Develpreneur: Become a Better Developer and Entrepreneur
You validated the idea. You built the page. Maybe you’re even getting traffic. And yet… the conversions don’t match the effort. In Part 2 of our interview with Samir ElKamouny, we shift from “prove the concept” to conversion rate optimization—the discipline of diagnosing what’s actually limiting growth and improving the parts of your funnel that matter most. This isn’t about chasing shiny marketing tactics. It’s about execution: the kind that turns a funnel from “pretty good” into “predictable.” About Samir ElKamouny Samir ElKamouny is an entrepreneur...
info_outline
Market Validation Strategy: Stop Building in the Dark—Validate Your Idea First
Develpreneur: Become a Better Developer and Entrepreneur
If you’re a developer or founder, you already know how to build. The hard part is building the right thing, for the right people, at the right time. In Part 1 of our interview with Samir ElKamouny, we dig into a practical market validation strategy that helps you avoid the most expensive mistake in software: investing months of effort into something the market didn’t ask for. Samir’s message is refreshingly grounded: big ideas are great, but execution is everything. And execution doesn’t start with code—it starts with clarity, research, and small tests that tell you whether...
info_outline
New Year, New Momentum: What Developers Can Look Forward to in 2026
Develpreneur: Become a Better Developer and Entrepreneur
New Year’s Day hits different when you’re recording with a live studio audience, passing the mic around, and starting the year with a mix of laughs, honest reflection, and big goals. In this Building Better Developers special episode, Rob Broadhead and Michael Meloche kick off 2026 by sharing a “good thing / bad thing” recap from a recent Christmas party—then opening the floor to the team to talk about the New Year developer goals. It’s casual, it’s real, and it’s a reminder that growth (personal and professional) usually starts with clarity. Michael’s 2026 New...
info_outline
2025 Year-End Reflection for Developers: AI Hype, Layoffs, and What’s Next
Develpreneur: Become a Better Developer and Entrepreneur
It’s New Year’s Eve-Eve, and instead of recording from our usual virtual setups, we did something we’ve talked about for years: we hit record in the same room. If you’re watching on YouTube, you can actually see us together. If you’re listening on audio, you’ll just have to trust us—this one was in-person. In this special episode of Building Better Developers (our Building Better Foundations season), we keep it simple: a Year-End Reflection for Developers. What are we ready to leave behind from this year? What do we want to carry into the next one? And what’s the reality...
info_outline
Year-End Reset for Developers: A Pre-Christmas Check-In to Finish Strong
Develpreneur: Become a Better Developer and Entrepreneur
The week before Christmas has a way of exposing how the year really went. Deadlines either slow down or pile up, calendars get messy, and the pressure to “wrap everything up” shows up at the same time you’re trying to enjoy the season. In this Pre-Christmas episode of Building Better Developers, and keep it practical: looking back on the year, calling out what worked (and what didn’t), and sharing why a year-end reset for developers is the best way to prepare for a better new year. Why a Year-End Reset for Developers Matters A year-end reset for developers isn’t just...
info_outline
Adapting Your Business to AI: Productivity Surges, New Models, and the Power of Data
Develpreneur: Become a Better Developer and Entrepreneur
In Part 2 of our Building Better Foundations interview with , founder and CEO of Barefoot Solutions and Barefoot Labs, we explore how companies can begin adapting their business to AI over the next one to three years. Rather than imagining futuristic scenarios, Hunter keeps the focus on what’s already happening—and what leaders must do now to stay ahead. About Hunter Jensen Hunter Jensen is the Founder and CEO of Barefoot Solutions, a digital agency specializing in artificial intelligence, data science, and digital transformation. With over 20 years of experience, Hunter has...
info_outlineIn this episode of the Building Better Developers Podcast, we sit down with Dusty Gulleson, CEO of eResources, to explore why story-driven discovery is the foundation of every successful software project. Dusty shares how understanding a customer’s journey, motivations, and real-world frustrations leads to better outcomes than any technical requirement alone. Instead of focusing on platforms and features first, he explains why great projects begin with people and the stories behind their needs.
About Dusty Gulleson
Dusty Gulleson is a founder who never set out to build a large company—he simply followed the work, served people well, and let loyalty drive the growth. After leaving a COO role that didn’t fit, he waited tables, picked up freelance web projects, and gradually built what is now eResources, a 100+ person organization spanning strategy, branding, IT services, cybersecurity, SaaS automation, and offshore teams. Born in Indonesia and now leading four thriving divisions, Dusty has grown the company without hype or outside funding, relying instead on relationships, trust, and consistent delivery. With five acquisitions under his belt and recurring revenue across industries like housing, higher education, and public health, his leadership philosophy centers on people, clarity, and service. Whether in a boardroom or a bourbon tasting room, Dusty approaches every conversation with the same question: “Where do you want to go, and how can we help?”
Why Story-Driven Discovery Matters More Than Requirements
Most clients initially express their needs in bullet points, task lists, or feature requests. But as Dusty explains, those surface-level items rarely reflect the full picture. Story-driven discovery goes deeper by uncovering the context behind the request: the business pressures, the users involved, and the real outcome the client is trying to achieve.
“We’re customer service people first — we just happen to do technology,” Dusty shared.
This mindset ensures teams build solutions that support real workflows rather than assumptions.
How Story-Driven Discovery Reveals Real Problems
As Dusty shifted from a bullet-point mindset to a more narrative-focused approach, he began asking open-ended questions such as:
- What does a successful day look like for you?
- What is frustrating about your current system?
- Which tasks slow you down the most?
- Who depends on the work you do?
Stories expose problems that requirements often hide.
Rob Broadhead offered a relatable example: someone saying “the printer isn’t working” may actually mean “I need this document before my meeting.” Story-driven discovery uncovers the urgency, not just the symptom.
Using Story-Driven Discovery Before Delivery Begins
Dusty breaks every project into two essential steps:
- Discovery — listening, asking questions, and gathering the story
- Delivery — building the solution aligned to that story
Skipping step one is where most projects fail. Without story-driven discovery, teams risk scope creep, mismatched expectations, unrealistic budgets, and frustration on both sides.
“If a company won’t invest in discovery, they’re not serious about solving the problem.”
A proper discovery process creates alignment long before development begins.
Avoiding AI RFP Pitfalls with Story-Driven Discovery
Dusty highlighted a growing issue: AI-generated RFPs that look polished but lack practical context. These documents often include:
- Conflicting requirements
- Unrealistic expectations
- Missing business outcomes
- Undefined user roles
- No connection to real workflows
They list features — but no story.
Story-driven discovery corrects this by grounding requirements in real organizational challenges and goals.
Prioritizing Needs with Story-Driven Discovery
During discovery, Dusty uses two powerful prioritization methods:
MoSCoW Method
- Must-Have
- Should-Have
- Could-Have
- Won’t-Have (for now)
The 80-15-5 Rule
- 80% → essential for launch
- 15% → valuable future enhancements
- 5% → avoid due to high cost or low ROI
These frameworks help keep projects realistic and focused on value.
How Story-Driven Discovery Builds Trust
At its core, story-driven discovery builds stronger relationships.
Clients feel heard. Developers gain clarity.
Executives stay aligned.
Teams avoid miscommunication.
When everyone understands the story, the success criteria become obvious — and so do the right solutions.
Conclusion
This episode makes one message clear: technology alone doesn’t create great software outcomes. Success begins with story-driven discovery — a human-centered approach that uncovers real needs and aligns teams before development ever starts. Dusty’s perspective reminds us that the best projects aren’t built on specs. They’re built on stories.
Stay Connected: Join the Developreneur Community
We invite you to join our community and share your coding journey with us. Whether you’re a seasoned developer or just starting, there’s always room to learn and grow together. Contact us at info@develpreneur.com with your questions, feedback, or suggestions for future episodes. Together, let’s continue exploring the exciting world of software development.