The $275M Sale: BuildingConnected's Sales Motion - Mike Pettinella - EARLY RELEASE

Author

Owen Drury
August 21, 2025

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EARLY RELEASE
The $275M Sale: BuildingConnected's Sales Motion

Mike Pettinella, CRO at OnSightIQ and former VP of Sales at BuildingConnected, breaks down the strategies that drove a zero-revenue startup to a $275M acquisition by Autodesk.

From navigating international expansion to cracking the notoriously difficult owner/developer market, Mike shares the hard-won insights that separate successful AEC tech companies from the rest.

In this episode, you’ll:

  • Discover the fundamental difference between a VP of Sales and a CRO and why it matters for your growth strategy

  • Learn how BuildingConnected went from zero revenue to a $275M exit through strategic sales execution

  • Understand why selling to owners/developers is harder but more scalable than targeting contractors

  • Get practical frameworks for managing complex enterprise sales cycles with multiple stakeholders

  • Master the art of international expansion without falling into common product-market fit traps

  • Uncover the relationship-building tactics that close mid-six figure deals in construction tech

Chapters

  • 00:00 - Introduction: CRO vs VP of Sales - What's the Real Difference?

  • 01:09 - Building Connected's Journey: Zero to $275M Exit Strategy

  • 05:04 - The Art of Monetization: Flipping the Switch Without Losing Users

  • 11:18 - From Consulting to SaaS: What Translates and What Doesn't

  • 16:40 - International Expansion: Why Most AEC Tech Companies Fail Globally

  • 22:16 - Cultural Sales Challenges: Selling to Brits vs Germans vs Americans

  • 26:17 - OnSiteIQ Strategy: Why Target Owners Instead of Contractors

  • 30:48 - The Founder DNA: What Makes Great AEC Tech CEOs

  • 36:28 - Reality Capture Market: Construction vs Owner Adoption

  • 46:39 - Sales Execution: Managing Complex Enterprise Sales Cycles

  • 56:16 - Closing Big Deals: The Anatomy of a $600K Sale

  • 59:41 - Mentoring Sales Teams: Building Trust and Relationships

  • 01:06:43 - Leadership Philosophy and Building Company Culture

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