Pen & Paper STILL BEATS Tech In Construction - Overcoming Adoption Barriers & Driving Change In Construction
"Pen and paper is still one of the largest competitors that construction tech has."That's what Kalyn Lengieza, owner of Grindstone Consultants, told us during our latest conversation. And honestly, it hit different.In today's episode of Bricks & Bytes, we had Kalyn and we got to learn about why authenticity beats fancy tech features, how relationships still drive deals in our industry, and the real secrets behind successful construction tech marketing... and many more!Tune in to find out about: ✅ Why deals still get done on golf courses and job site trailers ✅ The time, talent, treasure framework for resource allocation ✅ How to use AI and tools like Gong to understand your customers better ✅ Why most construction tech companies are positioning themselves wrongThis episode is packed with actionable insights for founders, marketers, and anyone trying to crack the construction tech code.Listen now on Spotify and let us know what resonates with you in the comments.---------------# Podcast Timestamps00:00 Intro01:56 Introduction and Unique Connections05:10 The Importance of Authenticity in Construction Tech Marketing07:46 Kalyn's Role and Daily Involvement in Grindstone10:55 Building Relationships and Customer Acquisition Costs14:00 Leveraging AI and Tools for Marketing Efficiency16:41 Time, Talent, and Treasure Framework for Startups19:53 Prioritizing Marketing and Sales Initiatives22:47 Testing and Iterating Marketing Strategies26:03 Maintaining Customer Touchpoints and Nurturing Relationships28:54 Final Thoughts on Marketing in Construction Tech32:50 Creating a Cohesive Marketing Strategy34:58 Winning at Product Marketing36:07 Understanding Your Customers37:48 Common Positioning Mistakes41:08 Effective Messaging Frameworks42:57 Tailoring Messaging for Different Personas47:59 Key Metrics for Success52:33 Generating Qualified Leads55:53 The Best Channels for Customer Engagement59:17 Radical Changes in Go-to-Market Strategies
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Most Construction Sales Reps Are Fake Consultants - Real Sales Strategy from Ediphi's Director
You may price a job for two years just to get the chance to build it."That's the brutal reality Trey Darnell shared about construction sales today.In today's episode of Bricks & Bytes, we had Trey Darnell, Director of Sales at Ediphi, and we got to learn about why construction tech sales is completely broken, how most salespeople get it wrong, and why the industry desperately needs a new approach... and many more!Trey went from writing user guides on construction sites to becoming a sales leader at one of the hottest pre-construction tech companies. His journey reveals hard truths about our industry.Tune in to find out about:✅ Why 90% of construction salespeople fail at their job ✅ The hidden cost of pricing jobs for years without winning them ✅ Why platforms are becoming "jack of all trades, master of none" ✅ How to sell construction tech without being another annoying vendorThis episode will change how you think about buying and selling construction technology.Listen now on Spotify and let us know what you think in the comments.---------------Chapters
# Chapters00:00 Intro00:03:00 Introduction and Background of Trey Darnell00:06:02 Challenges in Construction and BIM Advocacy00:08:50 Transition to Construction Tech and PlanGrid Experience00:12:10 Sales as a Consulting Approach00:15:14 Joining Edify and the Evolution of Pre-Construction Solutions00:20:58 Go-to-Market Strategy for Edify00:27:01 Building Relationships and Understanding Client Needs00:33:07 Understanding Time to Value in Construction Tech00:37:01 Successful Go-to-Market Strategies00:41:10 Sales Cycle Dynamics and Compression Strategies00:46:38 Navigating Small vs. Large Accounts00:52:02 Pricing Strategies and Negotiation00:54:29 Traits of Successful Salespeople in Construction Tech00:57:36 Gaining Experience in the Construction Industry00:59:13 Advice for Newcomers in Construction Tech Sales01:00:41 When to Hire a Sales Leader
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Most Founders Hire CROs Too Early - Revenue Leadership Mistakes & Smart Framework from Unicorn Builders
"Bringing in a CRO too early is the death of any business. It's like bringing in Lewis Hamilton and saying drive my Fiat in a school zone."In today's episode of the Bricks & Bytes, we had Ricky from Deep Space and we got to learn about why most founders hire the wrong sales leadership at the wrong time, how to scale from zero to unicorn status, and the brutal reality of go-to-market in construction tech... and many more!Ricky took simPro from $10M to over $1B valuation as their first CRO. Now he's doing it again with Deep Space while running his own venture fund.Tune in to find out about:✅ The exact revenue stage when you should hire a CRO (hint: it's not when you think)✅ Why construction sales still requires picking up the phone in 2025✅ How to build repeatable sales processes that actually work in AEC✅ The real difference between good and bad revenue leadersListen now on Spotify and learn from someone who's actually built the playbook.
Chapters00:00 Intro01:50 Introduction and Guest Background05:48 Ricky's Journey in Tech and Venture Capital09:56 The Role of a Chief Revenue Officer (CRO)13:56 Sales Strategies and Market Adaptation17:51 Building Trust and Value in Sales21:46 Hiring Sales Reps and Team Dynamics25:38 Identifying the Right CRO for Your Business29:49 Metrics for Evaluating a CRO33:55 Advice for Early-Stage Founders36:01 Marketing and Content Strategy in AEC Tech37:54 Navigating Domain Expertise in Marketing41:15 Understanding the Sales Cycle Touchpoints43:49 Essential Tools for Early-Stage Businesses45:51 Deep Space: The Future of Construction Management Software52:52 Transparent Pricing in Software Solutions53:46 The Evolution of Product Management55:50 Balancing AI Adoption with Business Strategy57:52 Analyzing Ricky's LinkedIn Insights
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Inside AtkinsRealis' Digital Transformation - How AtkinsRealis Drives Digital ROI
"Genius is 99% perspiration and only 1% innovation."In today's episode of Bricks & Bytes, we have Darren Martin, Chief Digital Officer at Atkins Realis, sharing powerful insights about technology implementation in a global engineering firm with 40,000 employees.Tune in to find out about: ✅ How they evaluate technology investments (looking for at least 4X ROI within 12-18 months) ✅ The challenges of integrating startup technologies into enterprise environments ✅ Their approach to AI implementation across the organization ✅ Why future construction will combine "hyper personalization and hyper modularization"Listen now on Spotify to hear Darren's perspectives on innovation at scale in the AEC industry!
2026 Construction Industry, $3 Billion Construction Tech Exits, Canvas Robotics Acquired, Pre-Con Debates & LinkedIn Content Crisis
Is $3 Billion the New Normal for Construction Tech Exits?In this episode of Bricks, Bucks & Bytes, Owen, Patric, Martin, and Dustin kick off 2026 with hot takes, bold predictions, and a no-holds-barred discussion on what's really happening in construction tech.What we cover:The 2026 construction industry trends everyone's talking about (data centers, manufacturing plateaus, and the office market reality)Why LinkedIn has become a wasteland of AI-generated garbage and what actually works nowPatric's spicy prediction: "$3 billion exits in construction tech in 2026"The great pre-construction debate: Can you really reduce years of work to minutes?Why most tech companies are marketing to VCs instead of actual customers (and how to spot the BS)Canvas Robotics gets acquired by JLG - what this means for the robotics waveSteve Dellorto from ConCntric joins to talk about his 26 years at Clark Construction and why pre-con is brokenThe most ridiculous products from CES 2026 (AI-powered hair clippers, anyone?)A heated debate on socialism, taxes, and why New York's mayor might be the worst businessman in AmericaKey quote: "It was never easier to start a business, but it was also never more difficult to build a great business." - PatricOur Sponsor:Aphex is the multiplayer planning platform where construction teams plan together, stay aligned, and deliver projects faster – check out aphex.coArchdesk - “The #1 Construction Management Software for Growing Companies - Manage your projects from Tender to Handover” check archdesk.comBuildVision - streamlining the construction supply chain with a unified platform - www.buildvision.ioChapters00:00:00 Intro00:01:09 Introduction to 2026 Construction Trends 00:04:09 CES Conference Highlights and Innovations 00:07:08 Shifts in Construction Project Types 00:10:21 The Impact of Social Media on Industry Trends 00:13:13 The Evolution of Content Creation and Marketing 00:16:09 The Future of Business Models in Tech 00:19:21 The Role of People in Business Success 00:22:09 Reflections on Quality in Content and Business 00:25:15 Closing Thoughts and Future Directions 00:28:26 Trends in Construction Mergers and Acquisitions 00:31:49 The Impact of Tariffs and Supply Chain Localization 00:35:34 Global Economic Shifts and Their Effects on Construction 00:40:02 The Rise of Offsite Manufacturing in Construction 00:43:03 Advancements in Robotics and AI in Construction 00:48:03 Green Building Mandates and Energy Challenges 00:53:38 Innovations in Pre-Construction Technology 00:59:47 Transitioning from Construction to Tech 01:01:14 Building Effective Teams in Tech 01:02:49 Customer Engagement in Tech 01:04:24 Project-First Focus in Construction Tech 01:06:16 The Reality of Pre-Construction 01:07:36 Building for Builders 01:09:01 Ridiculous Innovations from CES 01:16:07 Best Recent Purchases
A $100,000+ Christmas party, strip clubs as corporate bonding, and a secret betting ring—this is how construction tech really celebrates.In this episode of Bricks, Bucks & Bytes, hosts Owen, Martin, and Dustin close out 2024 with Santa hats, sick days, and the unfiltered truth about the AEC industry's wildest traditions.In this festive year-end special, you'll hear about:The two-week closed beta of their AEC prediction market experiment and why it's harder to execute than anyone expectedDustin's legendary Building Connected Christmas party where they blew over $100K knowing they were about to get acquired (casino night, no budget limits, zero regrets)Why construction industry Christmas parties always end with at least one fight and HR scrambling the next dayEquipment Share's IPO filing and why 2026 could see three major AEC tech companies go publicThe leaderboard drama where Dustin bet big on himself for "best looking host" and actually won"I don't know if that time will ever come again because money was treated very differently." – Dustin DeVan on Silicon Valley's glory daysThe crew signs off until January 8th with holiday cheer, confession-booth honesty, and predictions for an even wilder 2026.Our Sponsor:Aphex is the multiplayer planning platform where construction teams plan together, stay aligned, and deliver projects faster – check out aphex.coArchdesk - “The #1 Construction Management Software for Growing Companies - Manage your projects from Tender to Handover” check archdesk.comBuildVision - streamlining the construction supply chain with a unified platform - www.buildvision.ioChapters01:06 Holiday Cheer and Predictions 03:52 Exploring Prediction Markets06:50 Reflections on Christmas Parties 09:45 Media Influence and Public Sentiment 12:37 Personal and Company Growth in 2025 18:01 Looking Ahead to 2026 in Construction Tech 25:16 The Software Selection Dilemma 27:07 The AI Landscape in Construction 28:34 Anticipating Acquisitions in 2026 31:20 The Great Debate: Cloud vs. Desktop Solutions 38:58 Innovative Marketing in Construction Tech 50:36 The Risk of Bold Marketing in AEC 52:50 Building Effective Marketing Teams for Startups 55:05 Navigating Marketing Strategies for Startups 56:34 Insights on Rebranding Strategies 57:52 The Future of Marketing in AEC 01:00:23 Debate Recap: AI in Construction Estimating 01:07:12 Christmas Traditions and Predictions for 2026
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OpenAI Turner Mega Deal, OpenSpace Buys Disperse, Government Shutdown Impact on Construction & Startup Valuation Truth Bombs
In this episode of Bricks, Bucks & Bytes, Owen, Martin, Patrick, and Dustin break down what happens when a fully remote startup brings everyone together IRL—plus two major construction tech deals that have everyone talking.Dustin opens up about Ediphi's first all-hands offsite (spoiler: his team didn't win the escape room), before the crew dives into the chaos of government shutdowns and what they actually mean for construction.Then things get spicy with the OpenAI x Turner deal that's got LinkedIn in a frenzy, and Jeevan from OpenSpace and Oli from Disperse join to talk about their recently announced acquisition.Topics covered:Why company offsites are worth every penny for remote teamsThe real cost of government shutdowns on construction projectsTurner's $30M OpenAI deal and what it means for GCsInside the OpenSpace + Disperse acquisitionThe uncomfortable truth about startup valuations and M&A"You're not worth that much money when you raise at 30 million or 50 million. You're not truly worth that. It's buying a future." - Dustin DeVanPlus: Owen debuts the new Bricks & Bytes merch, Dustin reveals his founder health transformation (no Ozempic involved), and the team debates whether construction tech is ripe for consolidation.Our Sponsor: Archdesk - “The #1 Construction Management Software for Growing Companies - Manage your projects from Tender to Handover” check archdesk.comBuildVision - streamlining the construction supply chain with a unified platform - www.buildvision.ioAphex is the multiplayer planning platform where construction teams plan together, stay aligned, and deliver projects faster – check out aphex.coChapters00:00 Intro01:43 Introduction to Company Offsites 07:46 The Importance of Company Offsites 11:42 Government Shutdown in the U.S. 21:00 Turner Construction's Deal with OpenAI 24:20 Exploring OpenAI's Impact on Construction 27:18 The Challenges of Implementing AI in Estimation 29:53 Creative Commercial Deals and Revenue Sharing 31:19 The Role of AI in Streamlining Workflows 34:38 Standardizing Processes for Effective AI Integration 38:58 The Future of Legal Services in the Age of AI 42:21 The Human Element in Legal and Engineering Services 49:34 The Acquisition Journey: From Partnership to Integration 53:03 Leadership Changes and Strategic Growth 57:09 Product Roadmap and Customer Experience 1:00:05 Navigating Competition in Construction Tech 1:01:55 Future of Acquisitions in Construction Tech
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Bricks, Buck$ And Bytes
PlanGrid Founders Return to Construction, 27% of GCs Using Personal Funds, $9.2M Nextlight Raise, AI Go-To-Market Race, with Will Mitchell from Rabbit
27% of contractors are using PERSONAL MONEY to keep their businesses alive—and it's worse than you think.In this episode of Bricks, Bucks & Bytes, Owen, Dustin, and Martin break down the biggest shakeups in construction tech, from the PlanGrid founders' surprise return to AI, to the shocking payment crisis threatening to sink contractors across the industry.We’re joined by Will Mitchell from Rabbit, David from Nextlight, and Vardhan Mehta from Aislab to unpack what's really happening in construction payments, energy efficiency, and materials management.Key Topics:Tiger Eye's big pivot: Why Tracy Young and Ralph Gootee are bringing AI back to construction after PlanGridThe AI arms race: Will there be one winner or will construction tech fragment like consumer markets?Rabbit's 2025 Construction Payments Report: 44% of firms are getting paid late and 20% hit negative cash flowThe personal finance nightmare: Why nearly 1 in 3 GCs are dipping into their own pockets to cover payrollNextlight's $9.2M Series A: How smart window coatings can slash building energy costs by 25%Aislab's $13.5M raise: The two-sided marketplace that's won over half the top 100 AEC firms"None of these companies are building their own foundational models. They're using other people's models. So I think it's going to be a go-to-market race." — Dustin DeVanSponsors:BuildVision - streamlining the construction supply chain with a unified platform - www.buildvision.ioArchdesk - “The #1 Construction Management Software for Growing Companies - Manage your projects from Tender to Handover” check archdesk.comAphex is the multiplayer planning platform where construction teams plan together, stay aligned, and deliver projects faster – check out aphex.coChapters 00:00 Intro01:30 Introduction to New AI Player in Construction 04:16 Trimble Dimensions: Key Takeaways 07:10 The Future of AI in Construction 10:11 Trimble's Innovations and Market Position 12:56 Challenges in Construction Payments 15:50 Insights from the 2025 Construction Payments Report 38:35 The Challenges of Payment Processes in Construction 41:46 Incentives for Faster Payments42:44 The Impact of Payment Delays on Project Costs 45:26 Innovations in Payment Solutions 48:26 Advancements in Energy Control Coatings 51:22 The Future of Coating Technologies 57:17 The Role of Patents in Tangible vs. Software Businesses 59:10 Building a Robust Materials Management System 01:09:06 Funding and Growth Strategies for Startups
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