Think Like an Owner

In this episode, Alex Bridgeman talks with Janelle Heuton about her decade-long journey helping transform a small GIS company into a scaled software business serving local governments nationwide. Janelle shares how she joined GIS Workshop by chance, quickly rose to COO, and partnered with CEO Joe Heieck to drive strategic change, including shifting from custom development to SaaS products, completing nine acquisitions, and leading a move to the cloud. She reflects on the phases of her role, from client success to chief product officer, and the lessons learned through scaling, private equity investment, and building strong company culture. Now as co-founder of Heiton Partners, she is applying that experience to acquiring and growing enduring, founder-led businesses. They discuss: How shifting away from custom development opened the door for SaaS growth The dynamics of the COO–CEO relationship and executing on a shared vision Lessons from integrating products, teams, and clients through nine acquisitions Transitioning from execution to strategic leadership with Heiton Partners Identifying and developing high-potential future leaders within a company This episode offers valuable insights for entrepreneurs, executives, and investors navigating growth, acquisitions, and leadership transitions. Listen and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/ Links: Janelle on LinkedIn - https://www.linkedin.com/in/janelle-heuton-aa238927/ Heiton Partners - https://www.heiton.com/ Topics: (00:00:00) - Intro (00:01:43) - Janelle's career journey (00:02:29) - Transition to GIS Workshop (00:03:59) - Role evolution and responsibilities (00:08:06) - Challenges and strategic decisions (00:11:55) - Growth and acquisitions (00:28:43) - Private equity and beyond (00:36:30) - Advice for aspiring leaders (00:39:18) - Conclusion and farewell

Alex (@Aebridgeman) is joined by Richard Emery (@Richardemery2). In this episode, my guest is Richard Emery, who has held various notable positions in business aviation sales at brands like Canadair, Bombardier, Gulfstream, and Hawker Beechcraft. Richard shares his experiences in different sales cultures, managing high-performing teams, and participating in brand turnarounds. The discussion covers his leadership style, team management, and the skills relevant to CEOs. Additionally, the episode includes entertaining stories about selling aircraft to unique clients, making it an engaging listen for anyone interested in business aviation and sales. Links: Richard on LinkedIn Topics: (00:00:00) - Intro (00:01:31) - Richard's career and background (00:04:41) - How do you organize a high-performing sales team? (00:14:00) - Identifying ideal customer profiles (00:23:49) - Developing a customer outreach team (00:27:44) - Having discipline and focus on a sales team (00:38:28) - Leadership philosophies (00:50:08) - What can CEOs do to make their sales teams more effective?

Watch the full episode with Dave Whorton here - https://youtu.be/KPcgK3lm-mw

My guest today is Henry Schuck, founder and CEO at ZoomInfo, one of the most successful data businesses in recent times with a market cap today around $12B. I've been looking forward to this podcast for a long time because Henry has proven to be an effective founder, acquirer, and public CEO capital allocator, which is a rare combination of skills to find in a single CEO. He's thought very deeply about building high performing organizations, sales functions, and how his own role needs to evolve as the company grows. We talk through lessons learned building vs acquiring capabilities, M&A and integration lessons learned, fixing problems with a process vs culture approach, and how data businesses will succeed in the future Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/ I want to tell you about the audience survey we are currently running. These surveys help us create the best content for listeners and better understand your needs and interests. Thank you in advance for sharing your feedback, we greatly appreciate it. Take the survey here: https://bit.ly/3QLBB1N Links: Zoominfo Henry on X Topics: (00:00:00) - Intro (00:03:49) - What would you focus on if you were running Boeing? (00:07:26) - How have you seen other CEOs solve culture vs. process problems? (00:12:47) - How do you approach hiring? (00:20:28) - How can you incentivize employees to buy into company values? (00:23:11) - What have you learned working with investors and other CEOs to be a great founder and M&A executive? (00:26:52) - How do you incorporate new tools or partners into Zoominfo? (00:33:53) - What have you learned about integrating acquired companies? (00:36:24) - How do you get a conviction when doing due diligence on a potential acquisition? (00:38:49) - What skills around M&A are you looking to improve? (00:41:19) - How will data companies in the future succeed? This episode was originally released on April 9th, 2024

In this episode of Think Like an Owner, I sit down with Erika Armstrong, a pilot, author, and aviation expert whose career has taken her from corporate jets to major airlines to the university classroom. Erika shares stories from her early days in aviation, from sleeping on crash pads with seven other pilots to flying charter flights into some of the most challenging airports in the country. We dive into what it was really like working in aviation in the 1980s and 90s, how pilot training has evolved, and the importance of standard operating procedures and safety culture in modern aviation. Erika offers insight into how pilot mindsets are shaped by training environments, and how she's working to help the next generation of pilots think beyond rote memorization and develop real-world decision-making skills. We also cover: Why aviation today is exponentially safer than in past decades How teaching methods are adapting to generational differences in students The impact of technology on flying, navigation, and safety training Why aviation needs to do a better job inspiring future pilots How simple changes, like more open houses at airports, could reignite excitement about aviation Erika's passion for aviation is infectious, and her practical experience offers an inside look at the challenges and opportunities facing the next generation of pilots and aviation leaders. This conversation is packed with lessons on leadership, training, and the importance of building strong, resilient safety cultures. Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/ Links: Erika on LinkedIn - https://www.linkedin.com/in/achickinthecockpitb727/ Advanced Aircrew Academy - https://www.aircrewacademy.com/ Support our Sponsor: Inzo Technologies - https://inzotechnologies.com/ Topics: (00:00:00) - Intro (00:04:00) - Erika's career on the road (00:05:42) - Tips for packing lean (00:07:34) - Erika's favorite places she has flown (00:11:05) - What made the 727 fun to fly (00:15:02) - Erika's transition from flying to teaching (00:20:29) - The process of training pilots (00:26:39) - Why aircrafts shake during a stall (00:28:00) - How training regimens have changed (00:30:56) - Safety cultures (00:39:15) - Advice for aviation leaders (00:41:07) - Common phrases from safety-focused CEOs (00:43:18) - The pilot shortage (00:55:07) - Electric planes

In this episode of Think Like an Owner, I sit down with Kathryn Poehling Seymour, President and CEO of First Supply, a fifth-generation, family-owned distribution business with over 700 employees and 53 locations across the Midwest. We cover everything from leading a 128-year-old company through generational transition to building one of the largest distribution centers in company history. Kathryn shares what it was like taking over as CEO during COVID, the insights she gained from touring every branch in the company, and how she's leading First Supply through a major operational shift—from a regional hub model to a centralized distribution center strategy. We also talk about how customer expectations have evolved, especially around e-commerce and data transparency, and the company's efforts to meet those demands while maintaining deep local relationships. We dive into: The long-term thinking behind First Supply's massive investment in infrastructure How family governance and values guide decision-making across generations Using AI and data tools to improve pricing, inventory, and customer experience The importance of culture fit in acquisitions and why they're not chasing growth at all costs Kathryn's leadership style, influenced by her background in law, accounting, and family business This conversation is a masterclass in thoughtful leadership, multigenerational stewardship, and building for the long haul—without losing sight of what matters most: people, relationships, and values. Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. Watch this episode on YouTube: https://youtu.be/GTxWeRXap9Q Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/ Links: Kathryn on LinkedIn - https://www.linkedin.com/in/kathryn-poehling-seymour/ First Supply - https://www.firstsupply.com/ Support our Sponsor: Inzo Technologies - https://inzotechnologies.com/ Topics: (00:00:00) - Intro (00:04:00) - Becoming CEO and taking an in-person tour of all facilities to get a sense of the situation on the ground (00:07:25) - Customer feedback (00:09:56) - How larger distribution locations affect the direction of the business (00:15:22) - What are the keys to a good location for a massive distribution center? (00:17:33) - How does e-commerce sales impact data? (00:19:53) - AI breakthroughs (00:25:47) - Customer service evolutions (00:31:19) - Acquisitions (00:34:09) - Debt utilization (00:37:58) - Katie's career before First Supply (00:41:52) - How do you describe your style as a CEO? (00:44:42) - Constructing a board (00:46:30) - Succession planning (00:49:33) - Lessons learned from other family-run businesses (00:52:43) - The next generation of the business

In this episode of Think Like an Owner, I sit down with Hill Hamrick, Co-CEO of Central Storage & Warehouse, to explore how he and his team run a complex, high-volume cold storage business that ships hundreds of millions of frozen food products across North America every year. We dive into how Hill and his co-CEO, Sam, transitioned from first-time owners into strategic leaders of a 24/6, labor-intensive operation. Hill shares how they learned the business from the ground up, why building trust with frontline employees was critical in the early days, and how his experience in the Marine Corps continues to shape his leadership approach. We also get into: How EOS helps align a 200+ person team across multiple locations Why data is the backbone of operational decision-making Lessons in pushing ownership and problem-solving to the front lines The difference between wartime and peacetime CEO mindsets Strategies for scaling culture and priorities while still in motion Hill also opens up about the challenges of system migrations, prioritizing as a CEO, and the discipline required to avoid shiny-object distractions when building long-term value. This episode is a masterclass in leading through complexity and creating alignment in fast-moving, blue-collar businesses. Links: Hill on LinkedIn - https://www.linkedin.com/in/hill-hamrick-094807a0/ Central Storage and Warehouse Co. - https://www.csw-wi.com/ Pacific Lake Partners - https://www.pacificlake.com/ Trilogy Search Partners - https://trilogy-search.com/ Topics: (00:00:00) - Intro (00:06:55) - Introducing CSW and Hill (00:08:45) - Priorities Frameworks (00:12:23) - Most Effective Ways to Build Trust with a Team (00:18:52) - Challenges in Creating a Synchronous Team (00:22:37) - Making System and Software Migrations (00:27:04) - Moving Decision-Making Down the Org-Chart (00:33:48) - Matching CEO Mindsets with Organizational Needs (00:44:23) - Board Member Advice (00:47:42) - Prioritization Evolutions (01:02:10) - Lessons from the Military