The Hidden Hustle Podcast

Paul McCarthy has recently stepped back from the day-to-day operations at Snapfix, so what better time to look back on what was key to getting his journey up and running.

In this short but powerful episode, we unpack the journey from a simple kitchen-table idea to a global software company used by teams across more than 60 countries.

Paul shares a practical masterclass in startup execution, explaining how he validated the market before building the product, why customer feedback mattered more than investor feedback in the early days, and how a relentless focus on simplicity became Snapfix’s biggest competitive advantage.

From bootstrapping while still working to raising investment three years later, this episode is packed with actionable lessons for founders, entrepreneurs, and anyone looking to turn an idea into a scalable business. Snapfix has grown from a prototype with just 20–30 users to a global maintenance and operations platform serving customers across hospitality, facilities management, education, manufacturing, and property sectors worldwide.

10 Key Takeaways from the Episode

Start with the problem, not the product. Paul spent significant time validating the market before investing heavily in development.
Build a prototype early. Even if it’s “horrible” compared to the finished product, getting something in front of customers is invaluable.
Show customers before investors. Customer feedback shaped the real product and provided proof of demand.
Ruthlessly eliminate unnecessary features. Simplicity became Snapfix’s biggest differentiator.
Find a co-founder who complements your skills and shares your long-term vision.
Don’t rush to raise money. Paul waited three years before seeking investment, focusing first on product-market fit.
Customer feedback is everything. Paul believes founders should be willing to talk to customers at any time. Some of Snapfix’s best ideas came directly from these conversations.
Focus on difficult niches first. Solving complex problems can create stronger barriers to entry and deeper expertise.
Study great founders. Lessons from entrepreneurs such as Steve Jobs and Jeff Bezos heavily influenced Snapfix’s approach to product design, growth, and simplicity.
Keep improving by simplifying. Snapfix continually reviews its product, removing features that customers don’t use and doubling down on what they do.

This episode is a blueprint for anyone trying to build a startup from scratch, validate an idea, and scale globally without losing sight of what customers actually want.

SummaryWhat does it take to build a No.1 Best Selling Product on Amazon in the US while competing at the highest level of sport?This week on the podcast, Alan sat down with Swifter founders James Madden and Nadia Power to hear how they’ve gone from launching a single running vest on Amazon to becoming a No.1 Amazon bestseller across Ireland and the US, selling in Amazon markets in Australia and the UK, while also breaking into major retailers including Brown Thomas and Lifestyle Sports.In 2023 the pair saw an opportunity with the massive social running boom that had taken place during covid to design a practical, comfortable and affordable running vest.What stood out most was how they went about selling their first product - on Amazon before setting up a brand, website or social media pages. They tested demand for the product first while also letting amazon deal with all the logistics. Their sporting backgrounds have become their competitive advantage. Rather than guessing what runners want, they’ve lived the problems themselves and built products to solve them. Nadia competed in the 2020 Japan Olympics 800 Meter and James plays Hurling for Dublin. Today, Swifter has sold more than 120,000 running vests, expanded internationally, and continues to grow at an incredible pace, with revenue reaching an impressive 7 figures and expected to double this year!But beyond the business success, this conversation is packed with lessons on resilience, personal branding, continuous learning and what it really takes to perform at a high level.A brilliant conversation with two founders who are building something special.Key Topics we discussed:Spotting the social running boom early and the need for a practical and affordable running vest.Nadia shared the reality of dealing with injuries after reaching the highest level of athletics as an Olympian. Swifter launched its first product on Amazon before building a large brand or audience.Their competitive advantage comes from being athletes who deeply understand the problems their customers face. Why they choose Amazon as their first point of sale.Swifter expanded from Ireland into international markets, including Australia, through Amazon.The company has sold more than 120,000 running vests and earned Amazon bestseller status across multiple markets.Personal branding is becoming an increasingly important growth lever for modern founders.As the company scales, the focus is shifting from hustle to systems, processes and building a team.Some nightmare stories that showed true resilience to pull through from. Links & resources: Swifter: https://swifterstore.com/Follow Nadia and James on Linkedln: https://www.linkedin.com/in/nadiapower/https://www.linkedin.com/in/james-j-madden/Our Sponsors: Tap Design Consultancy: https://wearetap.ie/ linkedin.com/company/tapdesignconsultancy

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