EE437 - The €100M E-Commerce Blueprint: Fran Quilty on the Data Every Brand Needs

In this episode of The Entrepreneur Experiment, Gary Fox sits down with Fran Quilty, co-founder and CEO of Conjura, the analytics platform powering the world’s fastest-growing e-commerce brands. From spinning out Wayflyer to building one of Ireland’s most exciting SaaS companies, Fran shares the unfiltered reality of transitioning from a services business to a scalable product, raising venture capital, and staying ahead in a rapidly evolving e-commerce landscape. Fran breaks down how AI is fundamentally changing the way brands operate, why marketplaces like Amazon, TikTok, and Walmart are driving revenue shifts, and the lessons he learned building two companies simultaneously. If you want to understand where e-commerce is headed, and how data and automation will define the next decade - this is an episode you can’t miss. In this episode, we cover: 📈 How Fran and his co-founder spun Conjura out of consulting and discovered the e-commerce goldmine 🚀 The split that created Wayflyer—and how it became one of Ireland’s biggest startup success stories 🔄 Lessons from moving from services to SaaS: why focus beats feature creep 🛒 E-commerce in 2025: the rise of marketplaces, social selling, and channel fragmentation 🤖 The AI revolution in analytics—why agent-based AI will change how brands operate 💡 The 80/20 rule for e-commerce: why 20% of your products drive 90% of your profit 🇪🇺 Why Europe is the fastest-growing e-commerce market right now ⚡ Fran’s advice for founders building in fast-moving industries 💬 “AI won’t just give you insights—it will execute for you. That’s the future.” – Fran Quilty Links & Resources: Follow Fran Quilty on LinkedIn Conjura: https://www.conjura.com ----- Subscribe to our newsletter for weekly inspiration on Business, Brain and Body, as well as exclusive events, courses and more, straight to your inbox. It's free! https://www.mrgaryfox.com/subscribe-1  --- Visit my partners Enterprise Ireland: https://bit.ly/EIreland Azure Communications: https://bit.ly/azureEE Nostra: https://bit.ly/3HHwSMo

Barry Napier didn’t follow the typical founder path. In this bite-sized Mentor Moment, he shares how trading phones around the world laid the foundation for building Cubic Telecom - the company he’d go on to sell 51% of for €473 million. From street smarts to striking deals with Tesla, it’s a story of grit, vision, and relentless execution. To listen to the full episode with Barry, go to episode 355. —- Subscribe to our newsletter for weekly inspiration on Business, Brain and Body, as well as exclusive events, courses and more, straight to your inbox. It's free! https://www.mrgaryfox.com/subscribe-1 --- Visit my partners: Enterprise Ireland: https://bit.ly/EIreland Azure Communications: https://bit.ly/azureEE Nostra: https://bit.ly/3HHwSMo .

In this episode of The Entrepreneur Experiment, Gary sits down with Kevin O’Loughlin, founder and CEO of Nostra, one of Ireland’s leading IT services and cybersecurity companies. From being €1 million in debt and living on pasta, to building a company helping 1,000+ businesses across Europe, Kevin shares the deeply personal story behind his mission to impact a million lives. This is not your typical tech founder story. Kevin reveals: - How a recession forced him into radical self-reflection. - Why personal discipline became the foundation of his professional comeback. - The systems, vision boards, and daily habits that guide him. - How he's using AI to empower teams and scale his company—without compromising values. If you're an entrepreneur grappling with uncertainty or looking for clarity on how to scale with purpose, this episode is a must-listen. Show Notes: In this episode, we cover: 🧨 How Kevin built Nostra out of a financial crisis and €1M in debt 🧭 Why his vision to “help a million people” fuels every decision 💻 The truth about modern cyberattacks - and why most companies aren’t prepared 🧠 Why daily meditation and visualisation are key to his success 📊 The practical ways Nostra uses AI to drive efficiency, reduce costs, and make better decisions 📈 Why consistent, boring growth beats big risky bets - and how he plans to build Ireland’s largest company 🔐 The single piece of IT advice he gives every business owner ⚡ The two internal mantras that guide company decisions: “What’s the right thing?” and “Would you sell it to your family?” Resources & Mentions: Nostra – Kevin’s company providing managed IT and cybersecurity services: https://nostra.ie/ Whoop – the health tracking device Kevin and Gary both swear by Simon Sinek’s “Start With Why” – the framework that shaped Kevin’s personal mission [ChatGPT / Copilot] – Kevin uses AI daily to summarise emails, research problems, and automate planning Enterprise Ireland – early supporter in Nostra’s hiring and UK expansion Datto – the company Kevin recommends for off-site immutable data backups —-- Subscribe to our newsletter for weekly inspiration on Business, Brain and Body, as well as exclusive events, courses and more, straight to your inbox. It's free! https://www.mrgaryfox.com/subscribe-1 --- Visit my partners Enterprise Ireland: https://bit.ly/EIreland Azure Communications: https://bit.ly/azureEE Nostra: https://bit.ly/3HHwSMo

In this weekend's Mentor Moment, Conor Sheridan, founder of Nory, shares the mindset shift that helped him go from startup operator to scaling a global restaurant tech company. From embracing boldness in a culture that often discourages it, to mastering the underrated power of “the next logical step,” Conor breaks down the thinking that led to raising $26 million and building a 10-year roadmap. This is a must-listen for any founder struggling with imposter syndrome, over-planning, or self-promotion. It’s also a reminder that telling your story with conviction isn’t arrogance - it’s your biggest marketing opportunity. Want more? Listen to the full episode [Ep. 389]. —- Subscribe to our newsletter for weekly inspiration on Business, Brain and Body, as well as exclusive events, courses and more, straight to your inbox. It's free! https://www.mrgaryfox.com/subscribe-1 --- Visit my partners Enterprise Ireland: https://bit.ly/EIreland Azure Communications: https://bit.ly/azureEE Nostra: https://bit.ly/3HHwSMo

In this episode of The Entrepreneur Experiment, Gary Fox is joined by Ross and David, the powerhouse duo behind Outmin, a game-changing AI bookkeeping platform. What starts as a conversation about longevity, biohacking, and raw vegetable breakfasts quickly evolves into a masterclass in building a deep-tech startup from scratch. From rejecting vanity metrics and confronting brutal truths in fundraising, to rebuilding the accounting infrastructure and quietly revolutionising an unsexy space, Ross and David reveal how Outmin went from an idea to a VC-backed company with 350+ customers across Ireland and the UK. With €4 million in fresh funding and a bold roadmap for the future, they’re not just talking about AI - they’re redefining what it actually takes to automate one of the most painful parts of running a business. This is a must-listen for founders, operators, and anyone curious about what building a truly differentiated startup looks like in the age of AI. Show Notes In this episode, we cover: 🧠 Ross’s “Cheat Death” document: longevity, raw vegetables & bioavailable supplements 💥 Why Outmin rebuilt the general ledger from scratch 🧮 Automating the “toothbrush task” of bookkeeping 🔍 How their dataset became their competitive advantage 📊 Why the AI wave is really a “plumbing” revolution 📈 Fundraising lessons from €0 to €4M 🧪 The importance of testing over storytelling in early-stage startups 💡 How they used public data to book 100+ customer discovery calls 📉 Why tech startups are harder to automate than hospitality 👥 The underrated power of building for 100 people who love you 💬 “If I could inject how I feel every day into someone else—they’d never go back.” – Ross Links & Resources Outmin: https://outmin.io Enterprise Ireland HPSU Program: https://www.enterprise-ireland.com/en/innovative-hpsu-fund The Data Collective VC analysis: https://dcvc.com Singularity University: https://su.org —-- Subscribe to our newsletter for weekly inspiration on Business, Brain and Body, as well as exclusive events, courses and more, straight to your inbox. It's free! https://www.mrgaryfox.com/subscribe-1 --- Visit my partners Enterprise Ireland: https://bit.ly/EIreland Azure Communications: https://bit.ly/azureEE Nostra: https://bit.ly/3HHwSMo

In this Mentor Moment from Episode 372, David O’Meara, CEO of Greenman Group, unpacks the surprising reality of post-COVID retail: traditional supermarkets aren’t just surviving—they’re evolving. While many predicted the death of brick-and-mortar retail with the rise of e-commerce, David explains why food retail continues to thrive, especially in Germany where shopping habits, cost-conscious consumers, and smart infrastructure keep people coming back in person. He also touches on the bigger picture: how sustainability is shaping the future of retail real estate. From carbon capture tech to smarter building design, Greenman is betting on supermarkets not just as shops, but as future-proof community assets. This clip is a must-listen for anyone in retail, property, or future-focused business strategy. —- Subscribe to our newsletter for weekly inspiration on Business, Brain and Body, as well as exclusive events, courses and more, straight to your inbox. It's free! https://www.mrgaryfox.com/subscribe-1 --- Visit my partners Enterprise Ireland: https://bit.ly/EIreland Azure Communications: https://bit.ly/azureEE Nostra: https://bit.ly/3HHwSMo

In this episode of The Entrepreneur Experiment, Gary Fox sits down with Cait and Cillian, the powerhouse duo behind Luxury Exchange - the Irish-born fashion resale platform that’s redefining pre-loved luxury. From humble beginnings selling designer pieces on Instagram between her shifts at Brown Thomas, Cat grew her side project into a business projected to do over €4 million in turnover this year. Joined by her fiancé and co-founder Cillian, the pair share a raw and inspiring look at what it really takes to scale a customer-first business - from running daily Instagram Lives to bootstrapping every aspect of growth with zero external funding. They open up about the early mistakes (hello, 10% commission), pivotal turning points like their first €6k live sale from a holiday home in Waterville, and the relentless work ethic that powers their mission today. If you're an aspiring entrepreneur or operator wondering how to build a cult brand through trust, taste, and total obsession with your customer, this one’s for you. ----- Subscribe to our newsletter for weekly inspiration on Business, Brain and Body, as well as exclusive events, courses and more, straight to your inbox. It's free! https://www.mrgaryfox.com/subscribe-1 --- Visit my partners Enterprise Ireland: https://bit.ly/EIreland Azure Communications: https://bit.ly/azureEE Nostra: https://bit.ly/3HHwSMo

In this episode of The Entrepreneur Experiment, Gary Fox sits down with Cait and Cillian, the powerhouse duo behind Luxury Exchange - the Irish-born fashion resale platform that’s redefining pre-loved luxury. From humble beginnings selling designer pieces on Instagram between her shifts at Brown Thomas, Cat grew her side project into a business projected to do over €4 million in turnover this year. Joined by her fiancé and co-founder Cillian, the pair share a raw and inspiring look at what it really takes to scale a customer-first business - from running daily Instagram Lives to bootstrapping every aspect of growth with zero external funding. They open up about the early mistakes (hello, 10% commission), pivotal turning points like their first €6k live sale from a holiday home in Waterville, and the relentless work ethic that powers their mission today. If you're an aspiring entrepreneur or operator wondering how to build a cult brand through trust, taste, and total obsession with your customer, this one’s for you. ----- Subscribe to our newsletter for weekly inspiration on Business, Brain and Body, as well as exclusive events, courses and more, straight to your inbox. It's free! https://www.mrgaryfox.com/subscribe-1 --- Visit my partners Enterprise Ireland: https://bit.ly/EIreland Azure Communications: https://bit.ly/azureEE Nostra: https://bit.ly/3HHwSMo

In this Mentor Moment from The Entrepreneur Experiment Episode 378, Luke Joyce shares how he’s transformed the traditional window cleaning business using technology, subscriptions, and automation. Luke reveals his vision to scale nationwide, break into the UK, and ultimately build systems that could apply to any home service — all while solving pain points and staying miles ahead of the competition. ----- Subscribe to our newsletter for weekly inspiration on Business, Brain and Body, as well as exclusive events, courses and more, straight to your inbox. It's free! https://www.mrgaryfox.com/subscribe-1 --- Visit my partners Enterprise Ireland: https://bit.ly/EIreland Azure Communications: https://bit.ly/azureEE Nostra: https://bit.ly/3HHwSMo

In this episode of The Entrepreneur Experiment, Gary Fox sits down with Timo Boldt, the visionary founder and CEO of Gousto, the UK’s leading homegrown meal-kit company. From humble beginnings hand-delivering recipe boxes and knocking on doors, to building a data-powered food business that serves millions of dinners annually, Timo shares his 13-year journey of grit, resilience, and customer obsession. He opens up about the early grind, raising capital without a single VC contact, harnessing AI to scale operations, and his mission to make healthy eating effortless. Whether you’re a startup founder, food enthusiast, or curious about building a complex, capital-intensive company, this episode is packed with real-world lessons on leadership, discipline, and creating meaningful impact. Show Notes In this episode, we cover: 🔥 How Timo went from cooking in his tiny flat to delivering millions of dinners annually 🚀 The scrappy early days—handing out flyers, door-to-door sales, hand-packing boxes 💡 Why customer obsession and continuous improvement power Gousto’s growth flywheel 📈 How Gousto uses AI in everything from logistics to recipe creation and personalisation 💰 The realities of scaling a capital-intensive food business (hundreds of millions raised) 🌱 Timo’s vision of Gousto as a future preventative healthcare platform ⚡ The underrated power of personal discipline: mindset, gratefulness, and fitness 💬 “The grass is greenest where you water it. Take care of yourself, obsess about the customer, build the best team you can—and great things will happen.” — Timo Boldt Links & Resources Gousto (now in Ireland)— Try the UK’s leading homegrown meal-kit service: https://www.gousto.co.uk/  Timo Boldt on LinkedIn — Follow Timo’s journey: https://www.linkedin.com/in/timo-boldt/  Book: Die With Zero by Bill Perkins ----- Subscribe to our newsletter for weekly inspiration on Business, Brain and Body, as well as exclusive events, courses and more, straight to your inbox. It's free! https://www.mrgaryfox.com/subscribe-1  --- Visit my partners Enterprise Ireland: https://bit.ly/EIreland  Azure Communications: https://bit.ly/azureEE  Nostra: https://bit.ly/3HHwSMo