Electrifying Growth

In this episode, Chris Sugden, Managing Partner at Edison Partners, is joined by Jim Dicso, Founder and Managing Partner at Shoreline SAAS Advisory, and Patrick O’Keefe, Founder at Moher Advisory, to share their wisdom on transforming sales into a structured and scalable process. Together, they share their wisdom on how founders and early sales teams can build scalable go-to-market strategies without losing sight of relationships and creativity. Jim and Patrick have a similar thread in their journeys: they have turned their businesses from a founder-driven model to an engineered machine. They agree there are three foundational boxes a leader should check when trying to scale their organization: Strong sales culture Effective process development Tools like playbooks and frameworks such as MEDIC (to create predictability and efficiency in go-to-market strategies) In this episode, you’ll learn: Why early-stage sales teams often mirror the founder’s personality, and how to evolve this dynamic for scale How to balance the art of relationship-building with the science of process-driven sales How mapping the customer journey impacts growth and retention Practical ways to align pipeline hygiene with company goals and avoid misallocating resources Why a focus on relationship-building and active listening is more vital than ever in the era of technology-first communication Jump into the conversation: (00:00) Intro (02:00) Unexpected career paths into sales leadership (06:00) Evolving from a founder-led sales model (13:00) The role of CRM and stage-gating in pipeline management (24:00) Building scalable playbooks for consistent wins (36:00) The importance of prioritizing customer success  

Booms, busts, and the “messy middle” - Chris has seen it all. In this solo episode, host Chris Sugden, Managing Partner at Edison Partners, shares his journey of over 25 years from auditor to operator to investor. His operator-first approach and hands-on perspective have helped countless businesses scale effectively, bridging the gap between financial acumen and the human dynamics of entrepreneurship. This episode is an exploration of the realities of scaling a business. Chris opens up about the nuances of building sustainable growth models, the importance of cautious optimism, and the value of pattern recognition in investments.  He also shares practical advice for entrepreneurs, such as understanding key performance indicators and knowing when to bring in a growth equity partner. With a final thought that poses the question (and reflection of), “what do you want your exit press release to say about your company?” In this episode, you’ll learn: The importance of cautious optimism and healthy paranoia in scaling businesses effectively. Why understanding key performance indicators early can transform your company’s growth trajectory. How growth equity partnerships can provide more than capital (and what to look for when finding the right one)  Jump into the conversation: (00:00) Intro (01:30) Lessons from moving from auditor to operator to investor (04:00) Why operational experience matters for investors (06:30) Surviving the dot-com boom and bust (08:00) What makes the “messy middle” so challenging (12:30) Spotting patterns for sustainable growth (15:00) Where growth equity fits in the funding lifecycle (18:00) Write your exit pressure (21:29) Investing in undeserved markets  

How can limited partners play a more strategic role beyond capital? Michelle McKinnon, a senior portfolio manager in alternative investments at Loews Corporation, sits down with Chris Sugden to share how to think about the role investors can play in helping companies grow.  Together, Chris and Michelle dive into the nuances of being an effective limited partner. From their conversation, you’ll understand how to think about selecting fund managers, how CEOs are evaluated, and what it means to navigate long-term investments. If you’re curious to foster better relationships between capital providers and operators, then this is one you’ll want to save. In this episode, you’ll learn: How limited partners (LPs) like Michelle McKinnon evaluate investment opportunities Why the relationship between LPs and general partners (GPs) is key to successful growth investments, How diverse industry experience—across tech, media, and corporate pensions—gives LPs a unique perspective for helping companies scale  Jump into the conversation: (00:00) Meet Michelle McKinnon, senior portfolio manager at Loews   (01:00) Understanding the role of limited partners (LPs)   (02:00) Key types of LPs: pensions, endowments, and insurance firms   (04:30) How different LPs approach investments   (06:30) Michelle’s career path: banking, SiriusXM, Loews   (09:00) Lessons from SiriusXM on company culture   (12:00) Why strong management is essential to investment success   (15:00) Building a “gut” for evaluating people and deals   (17:30) What “value creation” truly means for LPs   (20:00) How LPs choose the right fund managers

Can you drive growth without losing sight of the human side of business? Shane Kim, Founder, Baleon Capital and Fingercheck Board Member, says yes. With over 20 years in growth equity, he's built his investment approach around empathy and connection—putting people first. From his early days as an analyst to co-founding Baleon, Shane has focused on fintech and healthcare, navigating market cycles and building strong partnerships. Shane and host Chris Sugden dive into the realities of founding a private equity firm, from building resilient teams to handling high-stakes investments in unpredictable markets. In this episode, you’ll learn: Using empathy as an investment strategy to build trust and strong partnerships Adapting to market cycles, from the dot-com bubble to today’s AI-driven economy Creating long-term value by focusing on collaboration and the people around you Jump into the conversation: (00:00) Meet Shane Kim, co-founder of Baleon Capital   (01:00) Shane’s journey from analyst to managing partner   (02:00) Founding Baleon Capital and its early-stage growth focus   (03:00) Building investment philosophy and partnership approaches   (05:00) The challenges of starting a growth equity firm   (07:00) Navigating market cycles and economic challenges   (09:00) The importance of empathy in founder-investor relationships   (15:00) Making processes more professional for sustainable growth   (20:00) Balancing roles as an investor and board member

In this episode of Electrifying Growth, we explore how leadership transitions can amplify growth in founder-led companies. Joel Kohn, founder and Chief Strategy Officer of Fingercheck, shares his journey of bootstrapping his HR and payroll software company. Now, with CEO Dan Kazan on board, Fingercheck is ready to take on its next growth phase with fresh perspectives and a scalable vision. Joel and Dan share how their collaboration supports growth at Fingercheck, including the balance of product innovation and go-to-market expansion. Learn how founders can effectively hand over operational reins, enhancing company culture and strategic goals. This episode provides valuable insight into the practical and strategic considerations involved in leadership transitions. In this episode, you’ll learn: Strategic Leadership Transitions Drive Growth: How bringing in outside leaders can speed up growth while helping founder-led businesses turn their vision into a strategy that scales Addressing the Needs of the Underserved Market: Why niching down and finding your audience—especially the underserved portions—can fast-track your growth Commitment to Serving Your Clients Well is Key: How solving problems for both pieces of your audience—the buyer and their employees, in Fingercheck’s case—will lead to higher retention and satisfaction rates Jump into the conversation: (00:00) Meet Joel Kohn, Founder of Fingercheck, and CEO Dan Kazan (02:21) Fingercheck’s Mission (04:11) Joel’s Journey: Bootstrapping Fingercheck Without Outside Capital (06:43) Building an Attendance System for the SMB Market (09:14) Dan’s Experience Stepping into Founder-Led Companies (13:39) Real-Time Payroll and Employee Compensation (16:21) Why Deskless Workers Are Often Overlooked by Technology (19:08) Joel’s Decision to Seek Outside Leadership (24:17) Addressing the Unique Management Needs of SMBs (30:38) The Partnership Between Founders and CEOs in Growth-Focused Companies

Are you wanting to grow, but wondering if your leadership team is aligned for success? This re-release of Electrifying Growth dives into the critical link between leadership and company performance, especially in high-growth environments. Our guest is Julie Moore, Director at YSC Consulting, part of Accenture’s leadership and culture group. With over a decade of experience in leadership strategy, Julie specializes in helping private equity firms and their portfolio companies align their leadership teams for growth. Her background in human capital consulting at Deloitte and HR roles at Warner Brothers provides her with a deep understanding of how effective leadership teams operate—and how they can be optimized. Julie gives us real life examples and helpful insight on how the right leadership team is essential to value creation, especially in a competitive market. Whether you're navigating a leadership challenge or aiming for the next phase of growth, this episode offers actionable takeaways for up-leveling your team’s potential.   In this episode, you’ll learn: How leadership and culture are vital levers for value creation in high-growth companies Why human dynamics and psychological safety are critical to team effectiveness Why both data-driven strategies and personal coaching are key to leadership and team effectiveness   Jump into the conversation: (00:00) Meet Julie Moore, Director at YSC Consulting (02:42) Julie’s Background in HR and Leadership Development (04:24) Julie’s Path to Becoming a Leadership Coach (07:53) The Growing Focus on Leadership and Culture in Private Equity (10:28) How Psychological Safety Drives Team Effectiveness (12:52) Handling Resistance in Executive Coaching (16:54) The Art and Science of Leadership Coaching (20:08) Why Data is Essential in Leadership Development (22:42) Building Trust and Transparency in Coaching Relationships (27:10) Key Advice for CEOs on Scaling and Leadership   Resources: Connect with Julie on LinkedIn: https://www.linkedin.com/in/julielindeenmoore/    More about YSC: https://www.ysc.com/

What if I told you the most effective growth equity partners prioritize relationships and empathy over everything?  Meet Barry Conlon, CEO and founder of Overhaul, a supply chain security and visibility solutions leader. With over three decades of experience, Barry brings a distinct blend of strategic thinking, hands-on leadership, and empathy to the conversation. His military service experience in Ireland and founding two successful companies in the U.S. has made him known for his focus on building strong, high-performing teams and companies.  In this episode, Barry shares insights on the importance of selecting the right equity partner, how company culture plays a crucial role in scaling businesses, and why a people-first approach is essential for long-term success. He also discusses lessons from bootstrapping a company and the challenges of navigating crises like the 2007 financial crisis and the COVID-19 pandemic. Whether you’re a business owner seeking capital or interested in leadership, you'll gain actionable insights on adding people-first practices into your company’s ethos. In this episode, you’ll learn: How Barry Conlon’s military background in special ops shaped his leadership style, emphasizing resilience, adaptability, and a people-first approach to building successful businesses. Why understanding the personal motivations of founders and leadership teams is critical when selecting the right growth equity partner. Insights on bootstrapping and scaling companies while balancing capital efficiency, risk-taking, and cultural alignment for sustainable growth. Jump into the conversation: (00:00) Meet Barry Conlon (02:44) Barry Conlon's Special Ops Military Background (08:06)Transitioning to Business & Founding FreightWatch (12:53) Lessons from FreightWatch and Building Overhaul (17:37) Overhaul's Mission and Differentiators (22:44) Integrity and Competition in Today’s Supply Chain Landscape (23:38) The CEO's Evolving Mindset (24:13) The Importance of a Strong Board (29:12) Navigating Crises and Black Swan Events (32:17) Hiring and Developing Young Talent (35:59) Reflections and Lessons Learned   Resources:   Connect with Barry Conlon: https://www.linkedin.com/in/barry-conlon-2158805 More About Overhaul: https://over-haul.com/

Yusuf Qasim, President of the Payments Optimization Business at Zelis, is an accomplished entrepreneur and business leader with over 20 years in healthcare. In their conversation, Chris Sugden, Managing Partner at Edison Partners, and Yusuf discuss his journey from starting his first business at 16 to co-founding and leading successful companies in the healthcare payments sector. In this episode, you’ll learn: The importance of coaching and how it fosters critical thinking on your teams  The value of 360 feedback sessions to improve company culture How the “Get Shit Done” ethos and a trusting team environment contribute to high performance  Jump into the conversation: (00:00) Getting to know our guest Yusuf Qasim, President of the Payments Optimization Business at Zelis (04:31) Yusuf’s journey into entrepreneurship at 16  (9:03)Why finding a mentor is critical to growth  (13:00) How the role of coaching helps in fostering critical thinking (17:21) Why feedback transforms teams for high revenue growth (24:20) How to create a culture of engagement with trust (30:01) What the role of AI means in transforming healthcare (33:10) How the ethos of “get shit done” has allowed Zelis to reach it’s goals  (41:00) Yusuf’s overall philosophy on business and life    Resources: Learn more about Yusuf: https://www.linkedin.com/in/yusufqasim/ More about Zelis: https://www.zelis.com/

Panos Adamopoulos, the Founder and CEO of Seismos Inc., is an experienced entrepreneur and CEO passionate about high-growth ventures. In today's conversation, we explore Panos's entrepreneurial journey, his service to his country, and the future of digitization in the infrastructure in the United States, especially something as important as the oil and gas industry. Host Chris Sugden, Managing Partner at Edison Partners, talks with Panos about his entrepreneurial journey, beginning with his military service in Greece, through his ventures in China, and culminating in his innovative work at Seismos in the U.S. The conversation covers the impact of his diverse background on his business acumen, the importance of learning from failures, and the significance of mentorship. Panos also discusses the unique challenges of introducing new technology to a traditional market and the pivotal role of real-time data in optimizing industry processes. Listen in to understand how Panos navigates the entrepreneurial landscape, his approach to creating genuine customer value, and the resilient mindset required to overcome setbacks.   In this episode, you’ll learn: Insights on overcoming setbacks and leveraging failures as stepping stones to success, underscoring the importance of a resilient mindset in the entrepreneurial journey. How Seismos is pioneering advanced acoustic technology to revolutionize the oil and gas industries, offering a glimpse of data-driven resource management and optimization. The evolving nature of mentorship and its critical role in fostering growth, especially within the challenging landscape of high-growth technology companies.   Jump into the conversation: (00:00) Introduction to the Electrifying Growth podcast with host Chris Sugden and special guest Panos Adamopoulos (03:01) Panos’s background and military service (04:52) His journey into entrepreneurship and founding 3 companies (12:10) The founding of Siesmos (17:17) Panos’s advice for smaller companies to be more local first (19:27) Smaller companies need to be agile all the time (21:18) How Seismos is utilizing new technologies (23:17) Find a mentor you trust (26:39) How Panos created and lives up to Seismos values (27:54) What Panos would have done differently if he could go back in time (31:39) Closing   Resources: Learn more about Panos: https://www.linkedin.com/in/panosadamopoulos/ More about Seismos, Inc.: https://www.seismos.com/

David F. Eisner is a Wall Street executive, high-growth CEO, and entrepreneur with a remarkable journey from lawyer to banker at Jefferies & Company, where he helped grow the firm's market cap from $100 million to $2 billion, to starting his own company with Idealab. David brings a wealth of experience that stretches from hands-on entrepreneurship to navigating roles at high levels of government. Join us as David shares his wisdom, honed over decades of diverse experiences, on this episode of Electrifying Growth. In this episode, host Chris Sugden, Managing Partner at Edison Partners, talks with David about his career path, from the inception and success of TheMarkets.com to his tenure at the U.S. Treasury Department. Their discussion taps into the intricacies of scaling businesses, the significance of team development, and the resilience required to succeed in both public and private sectors. Listen to learn from David’s unique narrative as well as strategies that could spark your own story.   In this episode, you’ll learn: Insights from David F. Eisner's transition from Wall Street banker to successful entrepreneur, highlighting the importance of adaptability and seizing opportunities. How the relentless focus on team development and mentorship at both Jefferies and TheMarkets.com contributed to significant market valuations and long-term success. Strategies for CEOs on preparing teams for scalable growth and leveraging dedicated coaching to drive company performance.   Jump into the conversation: [00:00] Introduction to the Electrifying Growth podcast with host Chris Sugden and special guest David F. Eisner [02:01] David’s background [06:31] David’s transition into entrepreneurship and founding two companies [12:29] Key steps for CEOs transitioning from startup to scale-up [18:32] The power of minding a mentor  [23:01] David’s experience in the U.S. Treasury Department [28:30] Encouragement for young people to seize opportunities [34:28] Closing   Resources: Learn more about David: https://www.linkedin.com/in/david-eisner-5b504442/ More about Edison Partners: https://www.edisonpartners.com/