The Hidden Hustle Podcast

From £500,000 Spent to Zero Customers… to International Expansion

In this episode of The Hidden Hustle Podcast, Jonathan Larbey, Founder & CEO of T-Pro, shares the hard lessons learned while scaling a healthcare technology business internationally.

After achieving early success in Ireland, T-Pro attempted to replicate the same strategy in the UK. The result?

 Nearly £500,000 spent over two years
 Not a single customer acquired

Jonathan explains the pivotal changes that transformed their fortunes and set the company on a path to international growth.

 Why T-Pro partnered with private equity firm Livingbridge and the role they played in accelerating growth

 The reality of entering new markets organically – and why it can be slow, expensive, and incredibly challenging

 Why T-Pro chose Australia and New Zealand as key expansion markets

 The strategy behind acquiring two businesses in Australia and one in New Zealand

 The challenges of integrating teams across multiple countries, time zones, and cultures

 The integration framework T-Pro follows to maximise the success of every acquisition

 Why they didn’t target the US market first

 How they funded an acquisition when traditional bank financing couldn’t move fast enough

 Why Jonathan has no interest in minority investments

 How M&A will play a crucial role in T-Pro’s ambition to achieve Unicorn status

This conversation is packed with practical lessons for founders, operators, and anyone interested in scaling businesses through acquisition and international expansion.

The $180 million Irish tech company you may never have heardof but one that helped revolutionise mobile phone billing worldwide from Park West in Dublin 12.
In this episode, we sit down with Joe Hogan, founder of Openet, to hear the incredible 22-year rollercoaster journey of building one of Ireland’s biggest tech success stories before Openet sold the company to NASDAQ-listed Amdocs for $180 million in 2021.
Joe explains how Openet solved the complex challenge of mobile data billing, winning major global contracts with companies like AT&T and Vodafone. At its peak, Openet grew to $110 million in revenue with 86 customers worldwide, competing against some of the biggest telecom giants through elite engineering talent and relentless innovation.
We discuss:
Building Openet from startup to global telecom leader.
Winning massive contracts with AT&T and Vodafone.
Why Joe never became CEO and stayed focused on product.
Scaling a company relied on by hundreds of millions daily.
A 7-year gruelling legal battle with NASDAQ listed Amdocs, before eventually selling to them a few years after the legal battle was settled.
Nearly floating on NASDAQ before Facebook disrupted the market.
Nearly selling Openet for $360 million in 2014… twice the valuation it eventual sold for!
The difficult decision to lay off 110 staff.
Joe’s investments in Irish startups across space tech, food, and automotive sectors.
His role as an EY Entrepreneur of the Year judge and what he’s learned from Ireland’s top founders.

Links & resources:
Openet: https://www.linkedin.com/company/openet/?originalSubdomain=ie
Follow Joe on Linkedln: ⁠https://www.linkedin.com/in/joehogansocial/
Our Sponsors:
Tap Design Consultancy: https://wearetap.ie/linkedin.com/company/tapdesignconsultancy

Description
We had a brilliant conversation on the podcast with Connor McCandless from Energystore a company transforming construction through innovative insulation products that help homes stay warmer, more energy efficient and quicker to build.

Connor shared the incredible journey of scaling the familybusiness from £4M turnover to £50M, expanding into the US market, completing 5 acquisitions, and navigating the challenges that come with rapid growth while still protecting the culture that made the business successful in the first place.
 
What stood out most was the balance between ambition andhumility. From supplying products used in major projects like Battersea Power Station, Fulham FC Stadium and Everton Stadium, to helping tackle the housing crisis with innovative R&D-led products that allow homes to be built moreefficiently. The growth story is remarkable.
 
We also discussed:
Running a business through a global pandemic and two global wars
His first big sale that he made but never got paid for!
Why becoming a parent made Connor more efficient as a leader
The challenge of professionalising a family businesswithout becoming a “big corporate”
How luck both good and bad has played a huge role inEnergystore’s journey
A fascinating conversation about leadership, resilience,innovation and building a business that still feels personal, even at scale.
 
Show Notes
Energystore designs and manufactures insulation systems for floors, walls and roofs to improve energy efficiency in buildings 
Connor helped scale the business from £4M turnover to £50M
The company expanded operations into the United States and his plans for the US.
Energystore products have been used in projects including Battersea Power Station, Fulham FC Stadium and Everton Stadium.
Their R&D team is developing products that helphousebuilders deliver homes faster and more efficiently.
The business has completed 5 acquisitions under Connor’s leadership.
Connor discussed the reality of integrating acquisitionswhile maintaining company culture.
Energystore successfully navigated the challenges ofCOVID, supply chain disruption and geopolitical instability.
Becoming a father helped Connor become more focused and efficient with his time.
Despite major growth, Connor is determined toprofessionalise the business without losing the family-business feel that made it successful in the first place.
Links & resources:
Energystore: https://www.energystoreltd.com/
Follow Connorr on Linkedln: https://www.linkedin.com/in/connor-mccandless-03918322/
Our Sponsors:
Tap Design Consultancy: https://wearetap.ie/linkedin.com/company/tapdesignconsultancy

Imagine not listening to your customers. That’s exactly whatmost companies are doing online.

This week, we sat down with Stephen O’Leary, Founder and CEO of Olytico—a company that has spent the past 17 years helping brands truly understand what’s being said about them online.
Stephen is also an ex-President of the Dublin Chamber ofCommerce and sits on Advisory Boards and Committees for Munster Rugby and the GAA.
After this conversation, you won’t look at your social mediastrategy the same way again.
For nearly two decades, Olytico has helped companiesworldwide refine their strategies by listening to, monitoring, analysing, and reporting on online conversations—insights that most brands completely overlook.
Here’s the reality: if you’re only paying attention to whatcustomers say in response to your posts, you’re missing up to 90% of the conversation.
In today’s digital landscape, understanding your audiencemeans going far beyond likes and comments. In this episode, Stephen breaks down how social media listening unlocks real business value—sharing practical insights and real-world examples from companies like Monzo, WHOOP, and Dovethat are using it to gain a competitive edge.
The good news? With the help of Olytico companies of all sizes can take advantage of these insights.
Social media listening isn’t just about tracking mentions—it’s about understanding conversations, identifying opportunities, and ensuring your customers feel heard. Done right, it allows brands to connect with people who are actively looking for what they offer—even if they do not know they exist yet.
If social media is part of your company’s strategy, this is not an episode you can afford to miss.
Show Notes
• Overcoming early challenges.
• The importance of Dublin Chamber of Commerce in the early years.
• How hiring a coach changed the trajectory of both the company and Stephen personally.
• The value of the Irish Entrepreneurs community.
• Effective social media strategies.
• Listening to customer needs online to drive innovation.
• How Monzo, WHOOP, and Dove use social listening to stay ahead.
• The positive side of social media.
• A year as President of Dublin Chamber of Commerce.
• The evolution of social media beyond the “old guard” .
• The untapped opportunity in platforms like Reddit.
• Stephen’s vision for Olytico over the next five years.

Links & resources:
Olytico: https://olytico.com/
Follow Stephen on Linkedln: ⁠ https://www.linkedin.com/in/stephenoleary/ 
 
Our Sponsors:
Tap Design Consultancy: https://wearetap.ie/linkedin.com/company/tapdesignconsultancy

What does it really take to build a billion-dollar business from the ground up?Description
We recently sat down with Phillip McGlade, whose journey from one clinic to building Thérapie Clinics into Europe’s largest aesthetic provider is packed with lessons for anyone looking to grow a business, lead a team, or think bigger.

Phillip shares his ambition to create a billion-dollar global business, with plans to open 200 more locations in the coming years while proudly flying the Irish flag internationally.

But this conversation is about far more than growth numbers. It’s about spotting opportunities when others hesitate, scaling during difficult times, learning from mistakes, building loyal teams, and knowing when the right time is to expand. Some of Thérapie’s biggest moves came during recessions, with 25 clinics opened during COVID and 24 more the year after.

If you’re an entrepreneur, business owner, leader, or someone with big ambitions, this episode will give you real insight into what it takes to grow successfully in uncertain times.

One reminder from Phillip that everyone needs to hear: every business starts small.

Tune in for a conversation full of practical lessons, honest advice, and big-picture thinking.

Show notes
How Thérapie became the largest aestheticprovider in Europe
Current footprint: 85 clinics worldwide acrossIreland, the UK, and the US
Why some of the biggest growth happened duringthe recession and after COVID
Opening 25 clinics during COVID and 24 moreimmediately after
The importance of spotting opportunities whenmarkets are uncertain
Lessons and mistakes from expanding at speed
Why businesses should dominate their home marketbefore going international
Rising demand for treatments like Botox and theshift in consumer trends
Thérapie’s impact beyond aesthetics as Ireland’slargest fertility provider, helping create thousands of families
Growth of Optilase in laser eye and cataractsurgery
Leadership stories of team members who joined in2008 and now lead major operations
Why every entrepreneur should remember: everybusiness starts small.
Links & resources:
Thérapie Clinic: ⁠https://careers.therapieclinic.com/⁠
Follow Philip on Linkedln: https://www.linkedin.com/in/phillip-mcglade-03699840/
Our Sponsors:
Tap Design Consultancy: https://wearetap.ie/
linkedin.com/company/tapdesignconsultancy