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EARLY RELEASE
Breaking The $10M ARR Barrier

In this episode, we sit down with Kevin Halter, the go-to-market mastermind behind some of construction tech's biggest success stories.

Kevin takes us through his remarkable journey – from founding his own construction tech startup to leading PlanGrid's explosive growth from $5M to over $100M in annual recurring revenue.

In this episode, you’ll:

• Learn Kevin's proven approach for scaling construction tech companies past the point where most hit a growth plateau

• Discover how to transform $20K pilots into $500K+ enterprise deals by connecting job site ROI to executive priorities

• Get Kevin's framework for identifying "hungry, humble, smart" people who consistently outperform traditional enterprise sellers

• Understand why boots on the ground in local markets beats digital-only selling in the construction industry

• Learn exactly when founders should hire sales leadership and how to structure your team at each revenue stage

• See how relationship-focused selling creates multi-year customer loyalty and significantly higher revenue per account

Chapters

• 00:00-04:30 - From Biotech to Building the Future
  Kevin shares his journey from biotech strategic sales to founding his own construction tech marketplace, discovering the power of mobile technology on job sites.

• 04:31-15:00 - The PlanGrid Scaling Formula

  The inside story of how Kevin helped scale PlanGrid from $5M to $100M ARR in just 3 years—revealing the critical strategies most construction tech companies miss.

• 15:01-23:45 - Breaking the $10M ARR Ceiling

  Why most construction tech companies stall at $10M ARR and Kevin's proven framework for pushing through this barrier to reach $100M+ territory.

• 23:46-29:30 - The Land & Expand Playbook

  How to transform small project pilots into multi-million dollar enterprise agreements by connecting project-level ROI to C-suite business priorities.

• 29:31-39:45 - Building Elite Sales Teams

  Kevin's contrarian approach to hiring and structuring sales teams—focusing on fewer accounts and deeper relationships instead of traditional high-volume tactics.

• 39:46-54:20 - The "Hungry, Humble, Smart" Hiring Formula

  Inside Kevin's talent identification system that's produced dozens of future VPs and sales leaders across the construction tech ecosystem.

• 54:21-1:05:10 - Beyond Sales: Partnership Philosophy

  Why Kevin rejects traditional sales tactics for a long-term partnership approach—and how this builds relationships that span decades in the industry.

• 1:05:11-1:08:15 - The OpenSpace Decision

  Why Kevin chose OpenSpace after the Autodesk years and what their technology signals about the future of construction productivity.

• 1:08:16-1:19:00 - CEO to CRO: When to Make the Hire

  Critical advice for founders on exactly when to bring in sales leadership, how to structure the transition, and why founder-led sales is essential in the early years.

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