In this conversation, Dan Shaw, CEO and co-founder of Bridgeline, shares insights into his journey in the construction tech industry, the challenges faced during product development, and the importance of understanding customer needs. He discusses the evolution of Bridgeline, its ideal customer profile, and strategies for customer acquisition. Dan also emphasizes the significance of building relationships in the construction industry while leveraging modern technology to enhance efficiency. The conversation concludes with reflections on the startup journey and advice for aspiring founders.   Takeaways The hardest part of product release is crossing the finish line. Construction is a fascinating and complex industry. B2B sales in construction differs significantly from tech sales. Understanding customer needs is crucial for product development. Building relationships is key in the construction industry. AI can transform how construction professionals work. Cold calling is essential for market validation. The ideal customer profile for Bridgeline includes smaller firms with overworked estimators. Learning from successful startups can provide valuable insights. Taking risks is part of the entrepreneurial journey. Chapters 00:00 Introduction and Background of Dan Shaw 02:10 Challenges in Product Development 04:33 Transitioning from Construction to Tech 07:06 Lessons Learned in Customer Discovery 09:38 Understanding Bridgeline's Value Proposition 12:12 Navigating Customer Acquisition in Construction 14:18 Insights from Successful Construction Tech Startups 16:38 Cold Calling Strategies for Startups 19:17 Reflections and Rapid Fire Questions