Scale Room with Olya Grovel

Hosted by Olya Grovel

Business EntrepreneurshipInterviews guests

Website RSS feed

Episodes

Latest episode

Jul 2026

Language

About the show

What if you could sit in on a high-stakes scaling consultation — for free? Every week on The Scale Room, a product founder brings a live challenge to Olya Grovel (ex-PayPal, angel investor, SLS Labs founder) & they work through it together on the mic. No preparation. No hindsight polish. You hear the real-time diagnosis: what's actually broken, what to fix first, and why the obvious answer is usually wrong. It's pattern recognition you can steal, decision-making you can study, and the closest thing to having a Scale SWAT operator in your corner. For founders scaling past their first million $.

Listen to episodes

48 recent

July 10, 2026Episode 4737 min

[S4] #47 Closing 1 in 3 Calls — and Still Starving at Top of Funnel with Bailey Darling

Bailey Darling built GIA to be the ultimate Go-To-Market co-pilot for consultancies and boutique agencies, boasting an incredible 1-in-3 closing rate once an ideal prospect gets on a sales call. The conversion strategy works. So why does Olya tell him his top-of-funnel is hitting a ceiling? In this live Scale Room session , she breaks down why trying to sell a complex, multi-feature platform upfront destroys your cold outbound response rates—and why you need to lead with a single, high-impact "wedge" feature instead. From there, the discussion dives into the unique buying psychology of B2B service firms. How do agencies actually shop for tools compared to traditional tech startups? How do you turn unpredictable word-of-mouth wins into an automated, trigger-based referral engine? How do you transition a tool from a solo founder's workflow to a scalable team account expansion? This episode explores agency growth mechanics, B2B marketing channel realities, experiment hygiene and overcoming the common founder habit of over-delivering for free. Key Takeaways: Leading with a high-value "wedge" feature vs. positioning an all-in-one platform play The trust-based buying psychology of agency owners and boutique consultancies Ditching high-churn solopreneurs to focus on sticky 2–25 person target accounts Engineering trigger-based referral programs around customer "wow moments" Video channel calibration: Why B2B leaders consume comedy on TikTok but education on LinkedIn Overcoming imposter syndrome and the founder trap of giving away upsells for free Tactical expansion frameworks to seamlessly upsell seats to client account managers Experiment hygiene: Setting rigid "kill cliffs" to protect your cash runway from bleeding out Timestamps: 00:00 Intro & GIA's 1-in-3 Closing Rate 00:49 Understanding GIA & The Agency Growth Ceiling 02:13 The Core Value: Turning Client Calls Into LinkedIn IP 04:40 Challenging the ICP: Founders vs. Professional Service Firms 06:58 Defining the Sweet Spot & Trimming Churn Potential 09:12 High-Touch Customer Discovery & Onboarding Tactics 11:05 The Positioning Mistake: Avoiding the "Chinese Buffet" Approach 13:32 Auditing Acquisition Channels: Outbound vs. Invisible Word-of-Mouth 15:05 Systematizing Referrals Post-User "Wow Moments" 16:30 Co-Marketing, Watermarks, and Credibility Distribution 19:27 TikTok & Instagram Realities for B2B Audiences 21:49 Balancing Immediate MRR Needs with Long-Term Growth Engines 24:22 Getting Closer to Your Customer's Wallet 27:16 The Free Feature Trap: Overcoming Founder Coaching Blindspots 30:53 Seat Expansion Mechanics for In-House Teams 33:02 Experiment Hygiene: Implementing Hard Timelines & Kill Cliffs 34:36 Advice to My Younger Self: Relentless Work & Controlling the Controllables 36:17 Closing Thoughts & Where to Find GIA Live If this episode challenged the way you think about growth, share it with another founder, operator or investor who needs to hear it. Follow Scale Room with Olya Grovel for weekly live sessions where founders bring their biggest business challenges to the table and leave with actionable strategies they can implement immediately. ⭐ If you enjoyed this conversation, leave a rating and review on Spotify. It helps more ambitious founders discover the show and allows us to keep bringing on world-class guests. See you in the next episode.

June 27, 2026Episode 4643 min

[S4] #46 The Influencer Growth Trap: Why Your Best Channel Dies in 12 Months with Adrian Søbyskogen

Adrian runs Akka , a platform opening access to private market investing through influencer-led distribution. The strategy works. So why does Olya tell him it's a trap? In this live Scale Room session, she breaks down why creator marketing isn't a sustainable acquisition channel—it's a launch event with a built-in lifespan. From there, the discussion dives into one of the hardest problems in European expansion: trust. Who actually influences financial decisions in each country? Why do GTM strategies fail when copied across borders? How do you build growth systems that last after the influencer momentum fades? This episode explores international expansion, fintech distribution, trust dynamics and building scalable acquisition channels beyond social media. Key Takeaways Why influencer-led growth eventually plateaus The 9–12 month lifecycle of creator acquisition channels Attention vs trust in customer acquisition Country-specific GTM strategies across Europe Identifying local market champions Sustainable growth beyond influencers Scaling fintech through trust instead of reach Founder lessons on category creation Timestamps 00:00 Intro & Akka's Growth Strategy 02:12 Building Through Influencers 05:08 Why It Worked 08:14 Challenging the Model 11:05 The Influencer Expiration Problem 14:18 Attention vs Trust 17:42 Scaling GTM Across Countries 21:03 Local Trust Systems Explained 24:26 France vs Nordic Markets 27:31 Finding Market Champions 30:18 Sustainable Distribution Systems 33:06 Beyond Influencer Marketing 36:01 Long-Term Growth Frameworks 39:12 Future of Retail Investing 41:18 Founder Lessons 42:15 Closing Thoughts If this episode challenged the way you think about growth, share it with another founder, operator or investor who needs to hear it. Follow Scale Room with Olya Grovel for weekly live sessions where founders bring their biggest business challenges to the table and leave with actionable strategies they can implement immediately. ⭐ If you enjoyed this conversation, leave a rating and review on Spotify. It helps more ambitious founders discover the show and allows us to keep bringing on world-class guests. See you in the next episode.

June 18, 2026Episode 4539 min

[S4] #45 He Built a €0-Marketing Brand. The Problem Is Getting People to Return with Hector Hughes

Hector Hughes thought he was building his dream career. Instead, he found himself overwhelmed, disconnected, and increasingly dissatisfied with the life he had created. Everything changed after a 10-day silent retreat in the Himalayas where his phone was taken away and he spent ten days alone with his thoughts. One week later, he quit his job. Soon after, he launched Unplugged, a startup helping people disconnect from technology through off-grid cabins designed specifically for digital detox experiences. In this episode, Hector joins Olya Grovel to explore: • Why modern life is making us more distracted, anxious, and burned out • The founder mindset traps that drive overwork and unhappiness • How dopamine addiction impacts performance and decision-making • Why Unplugged grew rapidly during and after COVID • The surprising reason couples became their strongest customer segment • How to build a company around long-term impact rather than short-term exits • What it really takes to create a movement instead of just another product This conversation is part startup strategy, part psychology deep dive, and part wake-up call for anyone feeling trapped in the always-on culture. Timestamps 00:00 Hector Hughes' Origin Story 01:02 The Silent Retreat That Changed His Life 01:50 Quitting His Job to Start Unplugged 02:07 Launching a Startup Right Before COVID 03:10 Why COVID Became a Massive Tailwind 04:05 The Influencer Post That Changed Everything 05:00 Who Uses Unplugged Today? 06:15 Expanding Into Spain Without Losing Focus 08:05 Why Most Startups Think Too Short-Term 09:15 Building a Company for 30 Years, Not 5 10:20 The Dark Side of Founder Ambition 12:00 Why Entrepreneurs Struggle to Feel "Enough" 13:45 Overperformance, Burnout & Hustle Culture 15:10 Creating Demand for Digital Detox 16:35 Why Most People Can't Put Their Phones Down 17:20 The Psychology Behind Unplugged's Experience 18:40 How Guests Actually Disconnect for 3 Days 20:00 Turning Unplugged Into a Habit 21:10 Why Couples Became Their Biggest Customer Segment 22:20 Burnout, Executives & Corporate Retreats 23:20 The Hidden Cost of Constant Connectivity 24:30 Dopamine Addiction Explained 26:00 Why Unplugged Requires a Minimum 3-Day Stay 26:50 Hector's Biggest Growth Challenge Today 27:30 How to Increase Customer Retention 29:00 Nervous System Regulation & Mental Fitness 30:30 Creating a Movement Around Unplugging 32:00 Building the "Nike of Digital Wellbeing" 33:20 The Future Vision for Unplugged 35:00 Simplicity vs Overengineering the Experience 36:00 Hector's Most Important Lesson 36:40 "Nobody Cares As Much As You Think" 37:10 Final Thoughts & Where to Find Hector If this episode resonated with you, follow Scale Room on Spotify and share it with someone who needs a reminder to unplug.

April 28, 2026Episode 4441 min

[S4] #44 Your SaaS Is Shrinking and You're Avoiding the Money with Foti Panagiotakopoulos

The Scale Room Ep. 2 — Foti Panagiotakopoulos on AI, Mentorship, Burnout & Building Human-Centered Companies In this deeply personal and unexpectedly emotional episode of The Scale Room , Olya sits down with Foti Panagiotakopoulos, founder of GrowthMentor for a raw conversation about entrepreneurship, AI disruption, mentorship, founder psychology, burnout, and the human need for connection. What starts as a story about postpartum depression, isolation, and one life-changing mentorship call evolves into a wide-ranging exploration of what scaling actually feels like in 2026. Foti opens up about: Why GrowthMentor is shrinking in the AI era What AI can never replace Founder loneliness and “sanity-check” conversations The emotional side of decision-making Why most entrepreneurs are solving the wrong problems His struggle with enterprise sales and self-worth Building side quests like ParentMentor & Growth Adventures Burnout, ambition, and redefining success This episode is part founder therapy, part strategy session, and part existential reflection on what it means to build companies in a world where AI can do almost everything except be human. If you’ve ever questioned your direction, your ambition, or yourself… this one will hit hard.

March 27, 2026Episode 4350 min

[S4] #43 Your Competitors Own ChatGPT Search. Now What? with Frank Sondors

Frank Sondors scaled Salesforge to €3M ARR in year one and now he's making a bet most founders haven't even considered: generative engine optimization. He comes to The Scale Room with a question that's about to matter for every B2B company — how do you win when your buyers stop Googling and start asking ChatGPT instead? Olya digs into his GEO playbook, his Wikipedia hack, why mentions are the new backlinks, and the channel-kill decisions that got him here. If you're still treating SEO as your only organic strategy, this one's going to sting.

January 30, 2026Episode 4258 min

[S3] #42 Micro-Decisions That Shape Your Life: Mindset, Money & Leadership - with Maria Reid

Most decisions that change our lives don’t look dramatic from the outside. They happen quietly in our thoughts, our beliefs, and the stories we tell ourselves. In this episode of Decision Factory , Maria shares the most pivotal decision she ever made and it had nothing to do with her career, business, or external success. It was the moment she chose to change her perspective. We talk about: Feeling like life is “happening to you” instead of for you The identity crisis that often follows motherhood and major life transitions Why money decisions are emotional, not logical How women unconsciously play it safe with pricing and ambition The power of micro-decisions and how they quietly shape your future Why the state you create from determines what you create more of This conversation is for anyone who feels stuck in the messy middle, not who they used to be, not yet who they’re becoming and is ready to stop operating on autopilot. Because the most important decisions aren’t always the loud ones. They’re the ones you make internally, every single day.

January 27, 2026Episode 4148 min

[S3] #41 He Turned Down a $30M Valuation and Built a Profitable Startup Anyway - with Adam Fard

Everyone tells founders the same story: Raise money. Move fast. Figure it out later. Adam Fard chose a different path. In this episode of Decision Factory , Olya Grovel sits down with Adam Fard , founder of UX Pilot , to unpack why he turned down a VC term sheet at a $30M valuation and how bootstrapping gave him something far more valuable than capital: clarity and control . Adam shares how UX Pilot grew from an internal agency tool into a profitable AI product, how he filters real signal from noisy feedback, and why metrics like NPS and usage often matter more than early revenue . They dive into decision-making under uncertainty, avoiding confirmation bias, removing features instead of adding them, and how AI is reshaping UX design without replacing human judgment. This episode is a masterclass in calm, disciplined decision-making for founders who want to build something real, not just something fundable. 🎧 Listen if you’re questioning whether raising money is actually the right move.

January 23, 2026Episode 4048 min

[S3] #40 Why AI Makes Smart People Worse at Decision-Making (And How to Think Clearly Again) - with Dan Sanchez

We don’t have an AI problem. We have a decision-making problem . In this episode of Decision Factory , Olya sits down with AI-driven marketer and podcaster Danchez to unpack what it actually takes to think clearly in a world flooded with tools, trends, and “one-click solutions.” Dan shares how he filters signal from noise when new AI products drop daily, why most tools are just well-disguised procrastination, and how confirmation bias quietly sabotages founders, marketers, and creators — especially when AI is involved. We talk about why the hardest problems in business are still wicked hard, why judgment beats automation, and how podcasts are becoming one of the most powerful trust engines in an age where everything looks polished but not everything delivers. This conversation explores learning in public, making decisions with incomplete data, and why calm, clarity, and lived experience matter more than ever as AI accelerates everything else. 🎙️ Listen if you’re overwhelmed by AI, building something meaningful, or trying to make better decisions without getting lost in the noise.

January 16, 2026Episode 3954 min

[S3] #39 The Founder Work Myth Nobody Wants to Question - with Kiran Mehta

We’ve been sold a lie about what it takes to build something meaningful. That working harder is always the answer. That extreme hustle is a badge of honor. That betting the house is courage — not laziness. In this episode, former VC turned operator Kiran Mehta dismantles some of the most dangerous myths in startup culture and replaces them with something far more uncomfortable: clear thinking . We talk about how founders quietly trap themselves through confirmation bias, why perceived risk is often far more terrifying than actual risk, and how businesses rarely fail from one bad decision — but from hundreds of small ones left unexamined. Kiran shares what he learned from years in venture capital, why he ultimately walked away, and how working closer to the action reshaped his understanding of leadership, calm, and responsibility. This is a conversation about making decisions when the data is incomplete, the pressure is high, and the consequences feel personal. About why the calmest person in the room often holds the most power. And why success without clarity eventually collapses under its own weight. 🎙️ Listen if you’re building a company, navigating uncertainty, or questioning whether the way you’re working is actually serving the life you want. Get in touch with Kiran: https://www.linkedin.com/in/kiranmehtakhm/

January 13, 2026Episode 3856 min

[S3] # 38 How Losing Control Made Me a Better Leader - with Gabs Hayes

After losing her son, nearly losing her daughter, and hitting rock bottom with her mental health, Gabs Hayes decided to stop chasing “success” and start chasing peace. In this powerful conversation, host Olya Grovel sits down with Gabs — an entrepreneurial mom, business strategist, and self-proclaimed “stay-at-home mom who runs a business” — to unpack what it really means to build a life that feels aligned. Gabs opens up about: The phone call that changed everything — when her boss asked about work while her daughter was in a coma Losing a child and finding a new definition of freedom through grief How she rebuilt her business (and herself) from the ground up The mindset shift from scarcity to abundance What she means by “mental freedom” and how to cultivate it Why she plans her weeks by priority — not to-do list The real cost of “playing it safe” and how to reclaim your peace How kindness, curiosity, and connection became her superpowers 💬 Quote of the Episode: “Life is chaotically beautiful — but it’s worth fucking loving.” 🎧 Whether you’re a founder, parent, or someone just trying to find joy in the chaos, this episode will remind you that the most successful life is the one you’re actually present for. Keywords: Gabs Hayes, Olya Grovel, Decision Factory Podcast, motherhood, entrepreneurship, burnout recovery, mental health, self-worth, mindset shift, abundance mindset, women in business, working moms, founder burnout, redefining success, personal growth, mindfulness, productivity, human design, manifestation, career change, self-awareness