The First Customer

In this episode, I was very lucky enough to interview The Ronnen Harary!! He is the co-founder of Spin Master and the mind behind some of the toys and entertainment franchises that have shaped childhoods around the world, including PAW Patrol, Air Hogs, Bakugan, and Earth Buddies. Ronnen takes us back to his early days as a young business owner, from selling advertising on college posters with his best friend to turning a quirky grass-growing novelty into a million-dollar product business. He shares how curiosity, speed to market, and a willingness to tackle problems without knowing every obstacle helped him build Spin Master into a global toy and entertainment company. He also reveals the story behind PAW Patrol, why three failed shows came before the hit, and how the right creative partnerships helped turn an idea into a lasting franchise.Ronnen also opens up about the power of building relationships long before they lead to business, the importance of showing up in person, and why he believes doubt can get in the way of the opportunities we create for ourselves. Jay and Ronnen dive into the changing role of AI in creativity, why hands-on play and human imagination still matter, and how emerging technology could help people turn their expertise and passions into ideas that once seemed impossible. Drawing from his book, *No Experience Necessary*, Ronnen offers practical advice for aspiring founders: start where you are, take things in manageable steps, embrace what sparks your creativity, and keep moving even when the bigger picture feels uncertain. Join Ronnen Harary’s patrol and discover how he turned big ideas into a world of four-legged heroes in this episode of The First Customer!Guest Info:Spin Masterhttp://www.spinmaster.comNo Experience Necessary by: Ronnen Hararyhttps://www.penguinrandomhouse.com/books/789812/no-experience-necessary-by-ronnen-harary/Ronnen Harary's LinkedInhttps://www.linkedin.com/in/ronnen-harary-99b13370/Connect with Jay on LinkedInhttps://www.linkedin.com/in/jayaigner/The First Customer Youtube Channelhttps://www.youtube.com/@thefirstcustomerpodcastThe First Customer podcast websitehttps://www.firstcustomerpodcast.comFollow The First Customer on LinkedInhttp://www.linkedin.com/company/the-first-customer-podcast/

In this episode, I was lucky enough to interview Luca Iovine, owner of Gianni’s Pizza.  Growing up in Langhorne and spending summers in Italy, Luca developed a strong connection to his Italian heritage while being surrounded by the food business through his parents. He shares how his father’s career in the pizza industry eventually led him back into the family business, and how taking over a struggling location became a crash course in persistence, responsibility, and learning what it really takes to keep a business alive.Luca delves into his approach to hospitality, customer relationships, and becoming the face of Gianni’s Pizza within the local community. He reflects on the importance of remembering customers’ names, being accessible when something goes wrong, personally reaching out to nearby businesses, and understanding that a great product is only one part of running a successful restaurant. Luca also discusses working alongside his father, the challenges of running a family business, the realities of catering and managing limited capacity, and his goal of building a stronger team that can help him grow the business while gradually transitioning his father out of the day-to-day operation. Step inside Luca Iovine’s world of pizza, family, hospitality, and community, and hear what it really takes to keep a neighborhood business alive on this episode of The First Customer!Guest Info:Gianni's Pizza842 Bustleton Pike, Richboro, PA 18954, United StatesLuca [email protected] with Jay on LinkedInhttps://www.linkedin.com/in/jayaigner/The First Customer Youtube Channelhttps://www.youtube.com/@thefirstcustomerpodcastThe First Customer podcast websitehttps://www.firstcustomerpodcast.comFollow The First Customer on LinkedInhttp://www.linkedin.com/company/the-first-customer-podcast/

In this episode, I was lucky enough to interview Dusty Gulleson, CEO and founder of Tectonic. Dusty shares how growing up in Indonesia as the son of missionary parents shaped his resourcefulness, entrepreneurial instincts, and perspective on business. He delves through Tectonic’s evolution from a one-person web infrastructure company into a vertically integrated technology business spanning managed services, software, workflow solutions, accessibility, and offshore teams. Along the way, Dusty explains why he believes generalists can thrive, how acquisitions helped accelerate Tectonic’s growth, and why the people inside an acquisition can matter more than the contracts that come with it.Dusty gets personal as he opens up about discipline, ADHD, consistency, difficult leadership lessons, and the importance of learning to listen beyond the bullet points. He explains why he stopped trying to be a “thought leader” and instead encourages business owners to tell their stories by becoming part of their customers’ stories and making their lives better. Dusty explores why relationships cannot be automated, how embracing difficult experiences can build empathy, and the formative lessons he learned from his father and Dale Carnegie’s How to Win Friends and Influence People. Step inside Dusty Gulleson’s unconventional path from Indonesia to scaling Tectonic through people, patience, and purpose in this episode of The First Customer!Guest Info:Tectonichttps://www.teamtectonic.com/Dusty Gulleson's LinkedInhttps://www.linkedin.com/in/dustygulleson/Connect with Jay on LinkedInhttps://www.linkedin.com/in/jayaigner/The First Customer Youtube Channelhttps://www.youtube.com/@thefirstcustomerpodcastThe First Customer podcast websitehttps://www.firstcustomerpodcast.comFollow The First Customer on LinkedInhttp://www.linkedin.com/company/the-first-customer-podcast/

In this episode, I was lucky enough to interview Michael Gadsby, founder and co-founder of O3 World and Chief Innovation Officer of O3XO.Michael talks about his unconventional path into business, from discovering web design at the dawn of the internet to freelancing, building an agency, and eventually partnering with Keith Scandone to grow O3 World. Michael shares how relationships helped them land their first customer, Philadelphia Style Magazine, and why having a co-founder with a different perspective can make all the difference when navigating difficult decisions and big opportunities.Michael then turns to AI and how companies can actually put it to work without trying to transform everything overnight. Michael explains why O3XO takes a “start small and scale” approach, helping organizations identify everyday friction points, prioritize practical AI use cases, and create solutions that give teams more capacity to do meaningful work. He also discusses staying ahead of rapid technological change, building custom solutions with increasingly accessible tools, and the importance of real conversations over AI-generated “slop”.Get a fresh perspective from Michael Gadsby on making sense of AI, finding opportunity in uncertainty, and building alongside the right people in this episode of The First Customer!Guest Info:O3XOhttps://www.o3xo.ai/Michael Gadsby's LinkedInhttps://www.linkedin.com/in/michaelgadsby/Connect with Jay on LinkedInhttps://www.linkedin.com/in/jayaigner/The First Customer Youtube Channelhttps://www.youtube.com/@thefirstcustomerpodcastThe First Customer podcast websitehttps://www.firstcustomerpodcast.comFollow The First Customer on LinkedInhttp://www.linkedin.com/company/the-first-customer-podcast/

In this episode, I was lucky enough to interview Connor Snyder, CEO and co-founder of Storyy.Connor shares how growing up around entrepreneurs shaped his outlook on business and why learning marketing—not chasing entrepreneurship—ultimately led him to build a company focused on personal branding at scale. Connor walks through his journey from experimenting with Facebook ads in college to helping hundreds of mortgage professionals establish authority through authentic content, before transforming that manual process into Storyy, a platform that helps businesses and creators produce impactful video content more efficiently.Connor also dives into one of today's biggest marketing conversations: where AI belongs in the creative process. Rather than replacing people, Connor explains why human creativity, taste, and validation remain essential for producing content that actually captures attention. Connor discusses building businesses with an eventual exit in mind, staying curious about emerging technology and the power of authentic storytelling.Explore Connor Snyder's fresh perspective on personal branding, creative strategy, and building for the future in this episode of The First Customer!Guest Info:Storyyhttps://storyy.com/Connor Snyder's LinkedInhttps://www.linkedin.com/in/connorsnyder/Connect with Jay on LinkedInhttps://www.linkedin.com/in/jayaigner/The First Customer Youtube Channelhttps://www.youtube.com/@thefirstcustomerpodcastThe First Customer podcast websitehttps://www.firstcustomerpodcast.comFollow The First Customer on LinkedInhttp://www.linkedin.com/company/the-first-customer-podcast/

In this episode, I was lucky enough to interview Brad Gardner, Founder and CTO of Seven Hills Technology. Growing up in the Cincinnati area, Brad developed an early appreciation for practicality, hard work, and solving problems with the resources available to him—an outlook that helped shape his entrepreneurial mindset later in life. Brad shares how a practical decision to turn two former clients into paying customers led to the launch of Seven Hills Technology, and how the company evolved from a one-person consulting operation into a growing firm focused on helping businesses streamline operations through custom software and strategic technology solutions.Brad delves into the future of software development, the impact of AI on consulting and pricing models, and why he remains committed to being a generalist in a world obsessed with specialization. He also reflects on lessons learned over a decade of growth, including the importance of investing in sales and relationship-building, and shares a deeply personal motivation behind his entrepreneurial drive: creating opportunities and long-term stability for his children. Learn why Brad Gardner believes solving real business problems will always matter more than chasing the latest trend in this episode of The First Customer!Guest Info:Seven Hills Technologyhttps://sevenhillstechnology.comBrad Gardner's LinkedInhttps://www.linkedin.com/in/brad-gardner-sh/Connect with Jay on LinkedInhttps://www.linkedin.com/in/jayaigner/The First Customer Youtube Channelhttps://www.youtube.com/@thefirstcustomerpodcastThe First Customer podcast websitehttps://www.firstcustomerpodcast.comFollow The First Customer on LinkedInhttp://www.linkedin.com/company/the-first-customer-podcast/

In this episode, I was lucky enough to interview Drew Sechrist, CEO and co-founder of Connect The Dots.Drew shares how a small-town upbringing in Pennsylvania, lessons from his entrepreneur father, and an early seat at the table as employee #36 at shaped his approach to business and relationships. Drew reflects on the culture of Silicon Valley, the power of aligned incentives, and how seeing firsthand the impact of equity ownership transformed the way he thought about teamwork, growth, and building companies.Drew dives into the origin story behind Connect The Dots and explains how a sales tactic he developed at Salesforce—leveraging introductions from trusted connections to open doors at major accounts—eventually evolved into a relationship intelligence platform. He also discusses fundraising, landing the company's first paying customer, the shift away from automated outreach toward authentic human connections, and his vision for building a global network that helps people sell, recruit, and collaborate more effectively.Find out why authentic connections may be the ultimate antidote to an increasingly automated world with Drew Sechrist on The First Customer!Guest Info:Connect The Dotshttp://www.ctd.aiDrew Sechrist's LinkedInhttps://www.linkedin.com/in/drewsechrist/Connect with Jay on LinkedInhttps://www.linkedin.com/in/jayaigner/The First Customer Youtube Channelhttps://www.youtube.com/@thefirstcustomerpodcastThe First Customer podcast websitehttps://www.firstcustomerpodcast.comFollow The First Customer on LinkedInhttp://www.linkedin.com/company/the-first-customer-podcast/

In this episode, I was lucky enough to interview Ryan Rusnak, CTO and co-founder of Airspace. Ryan shares how, as a psychology graduate with a passion for technology, he found his way into solving one of the most critical logistics challenges in the world. Ryan reflects on his journey from building websites and software applications to studying human-computer interaction where he learned that great software isn't about writing code—it's about deeply understanding what users actually need. That philosophy became the foundation for Airspace, a company focused on ensuring time-critical shipments—from transplant organs and medical materials to aircraft parts and other high-priority cargo—arrive on time when every minute counts.Ryan also dives into the evolution of AI from practical business tools to today's generative AI revolution, explaining how Airspace has leveraged machine learning and neural networks for years to improve routing decisions and operational efficiency. He shares the unforgettable story of landing Airspace's first customer, discusses building a mission-driven culture that attracts exceptional talent, and offers insights into balancing automation, quality assurance, and user experience in a high-stakes environment. See why Ryan Rusnak measures success by impact rather than attention in this episode of The First Customer!Guest Info:Airspacehttps://www.airspace.com/Ryan Rusnak's [email protected] with Jay on LinkedInhttps://www.linkedin.com/in/jayaigner/The First Customer Youtube Channelhttps://www.youtube.com/@thefirstcustomerpodcastThe First Customer podcast websitehttps://www.firstcustomerpodcast.comFollow The First Customer on LinkedInhttp://www.linkedin.com/company/the-first-customer-podcast/

In this episode, I was lucky enough to interview John Weidenhammer, founder and CEO of Weidenhammer, a company he started nearly five decades ago and grew into a global digital services organization. John shares how an unexpected opportunity with Baldwin Hardware and entrepreneur Severin Fayerman became the catalyst for launching his business with just $100 in the bank. He reflects on the early ERP project that helped establish the company’s reputation, the mentors and customers who shaped his journey, and the financial challenges that come with building something meant to last.John also takes us through the evolution of technology, from punch cards and vacuum-tube computers to AI-powered software development. We discuss Weidenhammer’s philosophy of embracing change through diversification, the importance of surrounding yourself with talented people, and the lessons he learned from years of delivering newspapers, leading teams, and navigating constant technological disruption. Learn why John Weidenhammer believes embracing change—not resisting it—is the key to staying relevant in this episode of The First Customer!Guest Info:Weidenhammerhttp://www.hammer.netJohn Weidenhammer's LinkedInhttps://www.linkedin.com/in/jjohnweidenhammer/Connect with Jay on LinkedInhttps://www.linkedin.com/in/jayaigner/The First Customer Youtube Channelhttps://www.youtube.com/@thefirstcustomerpodcastThe First Customer podcast websitehttps://www.firstcustomerpodcast.comFollow The First Customer on LinkedInhttp://www.linkedin.com/company/the-first-customer-podcast/

In this episode, I was lucky enough to interview the Proofpoint Capital founders Dan Goldsmith, Matt Wallach, and Jonathan Brassington. From Jonathan’s upbringing among traders in Guyana to Matt’s competitive lessons on the soccer field and Dan’s drive to tackle challenges others avoided, the trio shares how their unique backgrounds influenced their approach to building successful companies. They also reflect on the first customers that helped launch ventures like LiquidHub and Veeva, offering a candid look at the persistence, trust-building, and humility required in the earliest stages of growth.The Proofpoint Capital founders delve into their operator-led investment philosophy, their focus on AI-powered vertical software companies, and the lessons they’ve learned from decades of scaling businesses. Dan, Matt, and Jonathan explain how they evaluate founders, markets, and defensibility in an era where AI is rapidly changing the rules of business. Along the way, they discuss mentorship, venture risk, the importance of trusted relationships and proprietary data, and the responsibility of helping the next generation of founders avoid costly mistakes. Discover how Dan, Matt, and Jonathan are turning decades of operating experience into a blueprint for helping the next generation of builders succeed in this episode of The First Customer!Guest Info:Proofpoint Capitalhttps://www.proofpointcapital.com/Matt Wallach's LinkedInhttps://www.linkedin.com/in/mattwallach/Dan Goldsmith's LinkedInhttps://www.linkedin.com/in/danielgoldsmith/Jonathan Brassington's LinkedInhttps://www.linkedin.com/in/jonathanbrassington/Connect with Jay on LinkedInhttps://www.linkedin.com/in/jayaigner/The First Customer Youtube Channelhttps://www.youtube.com/@thefirstcustomerpodcastThe First Customer podcast websitehttps://www.firstcustomerpodcast.comFollow The First Customer on LinkedInhttp://www.linkedin.com/company/the-first-customer-podcast/