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

In this episode of Think Like an Owner, host Alex Bridgeman sits down with John Peterson for a wide-ranging conversation on entrepreneurship, adaptability, and building a service business from the ground up. John traces his path from professional golf—where he saw firsthand the parallels between sports and entrepreneurship—to flipping houses during COVID and ultimately founding Westoplex Garage, a garage door and epoxy floor company based in Fort Worth, Texas. With honest pricing and a service-first mentality, John shares how he grew the business from a two-man team in his garage to a multi-division operation poised for expansion into new markets.

We discuss:

• How John’s early golf career shaped his entrepreneurial mindset and approach to financial risk

• Why a $2,200 garage door quote sparked the idea for a new business

• The importance of interpersonal skills over technical experience in hiring technicians

• Lessons learned from starting a service company from scratch versus acquiring an existing one

• The strategic decision to expand into Baton Rouge and the advantages of using private aviation for business

A must-listen for operators and builders interested in the intersection of blue-collar service and entrepreneurial scale.

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:

John on X

Alex on X

Westoplex Garage

Topics:

(00:00:00) - Intro
(00:01:10) - John’s career as a pro golfer
(00:14:53) - Pivoting into the garage door business
(00:23:48) - Epoxy vs. concrete floors
(00:25:36) - Latest tech innovations in garages
(00:27:53) - The self-storage market
(00:33:05) - Building a new customer funnel
(00:36:48) - Training new technicians
(00:37:55) - Recruiting talent
(00:40:31) - What to look for in hires
(00:43:38) - Why people leave the industry
(00:48:02) - Opening a Baton Rouge office
(00:52:35) - Growing pains
(00:55:17) - What are you most excited about in the next year?

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?

In this episode of Think Like an Owner, I sit down with Delray Dobbins, Director of Sales at Engine Assurance Program (EAP), to dive into one of the most overlooked yet essential components of business aviation: jet engine maintenance programs. With a career spanning Rolls-Royce, Pratt & Whitney, and now EAP, Delray brings a deep and practical perspective on the engine lifecycle—and what operators need to understand to avoid million-dollar surprises.

We talk about how engine programs work, why post-COVID supply chain issues have changed the economics of self-insuring, and what’s driving renewed demand for programs that cover scheduled and unscheduled events. Delray explains why AOG support is more critical than ever, how rental engine shortages are reshaping customer expectations, and the importance of proactive planning in a world where a blank check no longer guarantees a quick solution.

We also cover:

* Key drivers behind the rising costs of engine overhauls and rental coverage

* How EAP’s trust-based model compares to OEM programs

* Why older aircraft owners are underserved and how EAP fills that gap

* The business case for engine programs, including appraisal and resale value

* What to look for in life-limited parts and how they impact long-term ownership costs

* The growing technician shortage and efforts to build the next pipeline of A\&P talent

This episode offers a masterclass in aviation maintenance economics, with practical insights for owners, operators, and investors navigating the complexities of business jet ownership.

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:

Engine Assurance Program - https://www.eap.aero/

Delray on LinkedIn - https://www.linkedin.com/in/delray-dobbins-ssbb/

Sponsor - Inzo Technologies - https://inzotechnologies.com/

Topics:

(00:00:00) - Intro

(00:01:22) - Sponsor - Inzo Technologies

(00:03:50) - Delray’s early career & and pivoting into engine assurance

(00:09:17) - What is an engine program?

(00:11:53) - How does the engine program save the customer money?

(00:14:04) - Where does a customer’s money go in an EAP?

(00:17:48) - How do you price an EAP?

(00:19:01) - How does an EAP make money?

(00:20:25) - The Customer Journey

(00:23:54) - Engine evaluations

(00:25:20) - Risk pricing

(00:27:03) - Tracking inventory

00:35:15) - Parts consistency

(00:36:22) - Who is doing engine overhauls?

(00:40:27) - Platform consolidations

(00:41:34) - Customer mixes

(00:43:23) - The industry technician shortage

(00:55:06) - What are you excited about over the next decade?

(00:56:48) - Electric Aircraft

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

In this episode of Think Like an Owner, I sit down with Dave Whorton, founder of Tugboat Institute and author of Another Way, to explore a different path for entrepreneurs—one built on permanence, purpose, and long-term thinking. After an early career in venture capital and tech startups, Dave walked away from the high-growth, high-exit model to focus on what he calls “Evergreen companies.”

We talk about the origins of Tugboat Institute and the principles behind Evergreen businesses: profitable growth, deeply held purpose, people-first cultures, and a commitment to staying private. Dave shares stories from multi-generational companies that are thriving by building slowly, investing intentionally, and rejecting the pressure to sell.

We also cover:

• Why Dave left venture capital after working on companies like Amazon and Google

• The seven core values that define Evergreen companies

• How to create long-term alignment between family, founders, and leadership

• The role of independent boards in creating accountability without outside capital

• Why purpose-driven companies often outperform over the long haul

• How to resist short-term thinking in a culture obsessed with exits

This episode is a must-listen for entrepreneurs who want to build something enduring—not just successful. Dave’s framework offers a powerful counterpoint to the dominant startup narrative, with practical takeaways for anyone playing the long game.

Dave’s new book, Another Way, is available now.

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:

Another Way by Dave Whorton and Bo Burlingham - https://www.tugboatinstitute.com/anotherway/

Dave on LinkedIn - https://www.linkedin.com/in/davewhorton/

Tugboat Institute - https://www.tugboatinstitute.com/

Topics:

(00:00:00) - Intro

(00:00:44) - Sponsor - Inzo Technologies

(00:03:02) - The Tugboat Institute and Evergreen Companies

(00:03:50) - Dave's Journey in Technology and Venture Capital

(00:08:46) - The Value of Long-Term Family Businesses

(00:29:15) - Governance and Family Harmony in Business

(00:33:13) - Lessons from Multi-Generational CEOs

(00:33:52) - Estate Planning for Founders

(00:35:29) - Curiosity About G3 and G4 Leaders

(00:37:36) - Industry Selection in Evergreen Companies

(00:40:09) - Challenges of Transitioning to a Family Business

(00:43:08) - Alternative Paths to Business Growth

(00:49:36) - Innovative Practices in Evergreen Companies

(00:59:13) - Northgate Markets: A Success Story

(01:02:59) - Concluding Thoughts on Evergreen Companies

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

From Episode 265 with Erika Armstrong. Watch the full video on YouTube here: https://youtu.be/Nc2vgTLhbYA