5 - Build Less, Validate More: The Startup Power of Customer Discovery
Scaling Smarter with Todd Gagne: How AI and Automation Help Founders Build Sustainable Startups
In this episode of the Scaling Smarter: Concept to Cash Flow Podcast, host David Hirschfeld, Founder and CEO of Tekyz, speaks with Todd Gagne, CEO and Co-Founder of Wildfire Labs. Todd’s entrepreneurial journey spans from early startup failures to helping grow Concur Technologies into a multi-billion-dollar company, and now mentoring founders in South Dakota. His insights highlight how startups can use AI and disciplined processes to stay focused, validate ideas, and achieve sustainable growth.
Building Startups with Discipline, Focus, and AI
Todd shares how Wildfire Labs evaluates startups based on founders—not just ideas. Ideas may evolve, but a founder’s adaptability, domain expertise, and ability to execute are what drive success. At Wildfire Labs, customer discovery is non-negotiable. Founders are required to run structured interviews to validate pain points before building products. This process helps avoid wasted time and resources, while building businesses on a foundation of real customer needs.
AI and workflow automation play a major role in streamlining this journey. At Wildfire Labs, AI tools are used to analyze founder applications, monitor customer discovery progress, and automate accountability systems. For founders, this means fewer distractions and more time spent on high-value activities like engaging with customers and iterating on real problems. By pairing technology with structured mentorship, Wildfire Labs ensures entrepreneurs focus on sustainable business practices rather than chasing vanity metrics or “unicorn” myths.
Todd also emphasizes the value of control and ownership. Many startups get caught up in the allure of venture funding, but Wildfire Labs encourages founders to build revenue-driven businesses first. By prioritizing sustainability and customer traction, entrepreneurs can avoid the pressures of hyper-growth and maintain long-term control over their companies. His philosophy is clear: founders succeed when they balance innovation with discipline, leverage AI for efficiency, and stay rooted in solving problems that truly matter.
About Todd Gagne
Todd Gagne is the CEO and Co-Founder of Wildfire Labs. With a background in scaling Concur Technologies into a global leader and mentoring founders across industries, Todd is passionate about helping entrepreneurs validate ideas, leverage AI, and build sustainable companies outside of traditional startup hubs.
About Wildfire Labs
Wildfire Labs is a startup incubator that focuses on building sustainable, revenue-driven companies. By emphasizing customer discovery, problem validation, and AI-enabled processes, Wildfire Labs helps founders create products that solve real problems while maintaining focus and discipline in execution.
Links Mentioned in This Episode
Key Episode Highlights
Why Wildfire Labs invests in founders over ideas—and the traits that matter most.
How structured customer discovery frameworks prevent wasted time and money.
Practical ways AI and workflow automation accelerate the startup journey.
Why sustainable, revenue-driven growth often outperforms chasing venture funding.
Lessons from real-world case studies that show the power of discipline and domain expertise.
Conclusion
This episode with Todd Gagne is packed with hard-earned lessons for founders and startup mentors. By combining rigorous customer discovery, AI-driven efficiency, and a focus on sustainable growth, entrepreneurs can build businesses that last. For anyone launching or scaling a startup, Todd’s advice is a timely reminder that discipline, not hype, is what drives long-term success.
If you’re ready to explore how smarter scaling can transform your software business, start by visiting Tekyz.com to learn more. And if you’re a founder, CEO, or software leader with a story worth sharing, apply here to be a guest on the Scaling Smarter: Concept to Cash Flow Podcast.
