Alex Kudelka

I am a hands-on go-to-market leader who helps growth-stage companies turn
partially structured sales teams into disciplined, scalable revenue engines. I
specialize in leading companies from ±$1M ARR through $45M+ ARR,
building the systems, teams, and performance culture required for predictable
growth.

I have done this multiple times in SaaS and technology-driven businesses. I've
led sales organizations of up to 45 people, partnered directly with CEOs, and
boards, and built playbooks that allow teams to scale across regions without
losing quality or accountability.

My strength is operating in the middle of growth: when the company has
momentum, but the sales motion is inconsistent, the data is noisy, and leadership
needs clarity, control, and results.

Co-Founder & CRO

Glassfy's SDK and Tools enable you to easily build and manage in-app purchases, create paywalls, and trigger monetization events from user behaviors maximizing revenue from apps.

4x Founder - 1 Exit | Business Coach & Technology Executive | Deep in AI & Web 3 | Digital Transformation

I partner with Seed and Series-funded founders to bridge the gap between 'scrappy startup' and 'scalable enterprise.' I am the person you call when the business outgrows its early operating system, growth plateaus, or the team needs to professionalize without losing its speed.My work blends founder experience, corporate scale, and hard-earned judgment from 20+ years operating in high-stakes environments. I move businesses forward with clear thinking and honest conversations—no theatre, no templates.The Track Record• Global Founder: Built 4 companies across HK, Switzerland, Spain, and the UK.• Rapid Scale: Raised $2.2M pre-product, led a hard pivot to AI, and grew to $1M ARR within the first year with backing from the Asian Development Bank ($150B AUM).• Strategic Turnarounds: Led 5 successful turnarounds in the last 12 months, including one from near-collapse to profitability in just 4 months.• Enterprise Experience: Negotiated hundreds of millions in deals, managed 120-person teams, and advised on $200M–$400M infrastructure investments.• Global Coaching: Guided 200+ founders across 25 countries and 15+ industries—from SaaS and Marketplaces to AI and Web3.How I Help FoundersI help you tighten your operating rhythm and navigate the high-pressure moments of the scale-up journey:• GTM Resets &amp; Pivots: Navigating product-market fit shifts and investor pressure.• Operational Scale: Moving from 5 to 30+ people (as seen at Streamr following their $32M raise).• M&amp;A &amp; Fundraising: Preparation for early exit conversations and high-stakes rounds.• Expertise Across: AI, FinTech, HealthTech, ConTech, GovTech, Sustainability, and Infrastructure.Speaking &amp; Thought LeadershipI speak at Google HQ, the United Nations, and the World Economic Forum on AI, innovation, and systems change.If you’re scaling something ambitious and want steadier leadership and sharper decisions—let’s talk.

Ben Sheppard

Even Jeff Bezos found the beginning "the hardest thing I’ve ever done." 

In 1994, it took 60 meetings for Bezos to raise seed capital for an unproven online bookstore. Why? Because at the pre-seed stage, you often have conviction but zero proof.

Most founders today are told to just "build a prototype" with no-code tools, but those often result in a "visual shell" that lacks the technical substance investors and customers actually need to see (there are exceptions, I know, but I am speaking more generally).

That’s where the Apex Lab and AWS partnership comes in. They provide up to $25,000 in grant funding to help you move past "sketches" and into a well-architected AI prototype. It’s about turning skepticism into engagement through real engineering.

Stop building in isolation and start proving your execution capability.

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What are some of the ways you have overcome being frozen? 

Top Mentor (                                            5.0 / 5.0)

I work directly with founders and startup teams to raise capital, close customers, and make smarter decisions—faster. My practice blends deep operational experience with high-trust coaching and strategic advisory, tailored to the chaos and complexity of early-stage growth.

I’ve supported individuals, early-stage teams, SMEs, and global enterprises—helping them navigate fundraising, growth, and strategic inflection points. Clients span infrastructure, Web3, F&B, gaming, real estate, telco, and sustainability.

Support includes:
	•	1:1 coaching and advisory 
	•	Business planning, pivoting, and go-to-market strategies
	•	Fundraising guidance (equity, debt, token, grants), pitch refinement, investor readiness
	•	Sales strategy, partnerships and GTM execution
	•	Scaling hiring and team design
	•	Conflict resolution, leadership development, and high-trust decision support

I’ve built toolkits and frameworks to help founders navigate growth, raise capital, validate markets, and get investor-ready—used by accelerators, platforms, and top-ranked mentoring networks like MentorCruise.

I write about the highs, lows, and hard calls of startup life—from building companies to backing founders. Read more at bensheppardxyz.substack.com.

Strategic Advisor, Business Coach & Fractional Operator

Chief Product Officer (Fractional)

Silta AI is a vertical AI platform purpose-built for the infrastructure sector. It turns the mountains of documents, data, and complex processes that slow projects down into clear, actionable intelligence — across the entire lifecycle, from early feasibility to financing, construction, operations, and handback.

Unlike generic AI tools, Silta is designed for regulated, high-stakes environments. It applies sector-specific logic, verified frameworks, and precedent benchmarking to produce transparent, audit-ready outputs that decision-makers can trust. Every recommendation is linked to its source, with gaps flagged and compliance standards applied.

Governments, development banks, engineering firms, and investors use Silta to:
	•	Accelerate pre-feasibility and due-diligence reviews from months to days
	•	Streamline tender evaluations with explainable scoring and compliance checks
	•	Monitor construction and operations with real-time insights
	•	Manage project handback through automated gap analysis

Silta never trains on client data, offers white-label and on-premise deployments to meet sovereignty requirements, and integrates seamlessly with existing workflows. By enhancing — not replacing — human expertise, it extends the reach, speed, and rigour of infrastructure teams, unlocking billions in potential value and helping close the global infrastructure gap.

Co-Founder

Providing start-up mentoring to students participating in the GBSB Accelerator

Startup Mentor

Polakdot is a community-driven initiative advancing the adoption of real-world assets (RWA) within the Polkadot ecosystem. We build strategy, content, and partnerships to help the Polkadot community better understand and execute on RWA opportunities.
	•	Leading ecosystem-wide strategy for RWA narrative and use case development
	•	Supporting parachain teams in shaping RWA positioning and outreach
	•	Developing business development materials tailored to enterprises and institutions
	•	Facilitating cross-chain conversations and collaboration around supply chain, carbon, infrastructure, and DePIN use cases
	•	Acting as a bridge between Web3 builders and real-world operators

Business Development Consultant

I founded TX Technology Exploration Oy, the consulting arm of Tomorrow Explored (TX), and transformed it into a global B2B Web3 strategy and software company.

We worked across sectors—banking, NGOs, automotive, pharma, infrastructure, and ocean sustainability—helping enterprises explore the real-world applications of Web3 and tokenization.

Highlights:
	•	Closed major projects with UnionBank of the Philippines, Atos, World Wildlife Fund, and others
	•	Secured two major EU Horizon 2020 grants (Kraken: €450K, Atarca: €850K)
	•	Led high-performing consulting teams across Asia and Europe
	•	Designed token models and digital strategies for startups and global enterprises
	•	Launched a content-driven lead generation engine averaging 2+ inbound leads/week
	•	Created and hosted the TX Tomorrow Explored podcast, which hit the Apple Top 10 in Finland and featured leaders from both Web3 and TradFi sectors

Managing Director

At Streamr, I held multiple leadership roles during a critical period of growth following the company’s €32M raise. As Head of Streamr Labs, I led a small team of developers and designers focused on building innovative applications atop Streamr’s decentralised, tokenised data infrastructure. We explored practical use cases for real-time data exchange, helping shape the early application layer of the platform.

As Director of the Streamr Marketplace, I oversaw both the technical maintenance of the decentralised data marketplace and its commercial growth—onboarding new data providers and developing monetisation strategies to unlock value from real-time data flows.

In parallel, as Head of Partnerships, I led enterprise adoption efforts across sectors including mobility, infrastructure, smart cities, health, and supply chain—building successful relationships with Fortune 500s and multinationals such as OSISoft, HPE, Nokia, and DXC. I also served as a strategic advisor to the leadership team, designing the organisation’s operating model and supporting its transformation from a five-person startup into a 30+ person international company.

Head Of Partnerships, Marketplace Director, Head of Streamr Labs

Founded Bold Native Advisors to deliver technical and management consultancy for infrastructure projects in Southeast Asia, focused on major public-private partnership (PPP) schemes.

The company grew to 8 full-time employees and secured engagements with USAID, World Bank, Maybank, HSBC, MPIC, Rebel Group, and government entities in the Philippines and Malaysia.

Key achievements:
	•	Advised on high-profile PPP projects, including:
	•	Cebu Cordova Bridge ($600M USD project value)
	•	Cavite–Laguna Expressway ($656M USD project value)
	•	Supported transaction advisory and strategic planning for ministries and multilateral donors
	•	Reached $900K in annual turnover with 45% net margin in its strongest year

Due to political instability and shifts in ministerial direction in both the Philippines and Malaysia—our key markets—the business became unsustainable and was formally closed in 2019.

Founder & Chief Executive Officer

Co-founded a law and infrastructure advisory startup focused on public-private partnerships (PPPs) in Asia. Built the company from scratch to 16 professionals, including lawyers and technical consultants specializing in infrastructure development.

Key achievements:
	•	Secured high-profile clients including Bloomberg Philanthropies, Rockefeller Foundation, and the Asian Development Bank
	•	Led and won competitive bids for infrastructure advisory across Southeast Asia
	•	Designed the first-ever fishing port PPP for a Southeast Asian government
	•	Reached $1.2M in turnover in year one with above-industry profit margins
	•	Successfully exited the company just 18 months after launch

Founder, Chief Financial and Operations Officer

Held dual regional leadership roles across Europe and Southeast Asia, managing business development, delivery, and strategy for highway and bridge projects.

Key responsibilities & achievements:
	•	Oversaw a $5M regional P&L and directly managed ~35 staff across multiple countries
	•	Led winning bids for infrastructure consulting contracts worth up to $18M
	•	Managed project teams of up to 120 professionals across Asia and Europe
	•	Delivered major road and bridge projects for clients such as:
	•	UK Highways Agency
	•	Rijkswaterstaat (NL)
	•	World Bank
	•	Macquarie Bank
	•	Asian Development Bank

In the final year, was tasked by CH2M with managing the wind-down and strategic closure of the highway and bridge business unit in Southeast Asia.

Regional Director for South East Asia Highways and Bridges Market / European Market Manager

4x Founder - 1 Exit | Business Coach & Technology Executive | Deep in AI & Web 3 | Digital Transformation 

This is a bonus article in addition to my usual newsletter. At a New York DealBook Summit in 2024, Jeff Bezos offered a stark reminder of how difficul

The Hardest Stage of a Startup Is the One Before You Have Anything

Apex Lab

4x Founder (1 Exit) | 12 yrs Board Director | Fractional Operator & Coach: Seed to Exit | Scaling & Turnarounds | Specializing in AI, SaaS, Fintech & Web3

We often treat progress as a willpower issue. But what if sustainable momentum doesn't come from intensity, but from better design? 

I’ve just published the latest edition of my newsletter, Where Progress Comes From, and it is a deep dive into the systems that actually drive results across startups, enterprise negotiations, and personal performance.

If you're tired of relying on sheer force to move things forward, we cover a lot of ground in this one:

🛑 Enterprise Deals: Why value alone rarely closes a deal, and how to navigate the hidden "micro-agendas" (like career risk and budget control) that actually stall your pilots. 
🧠 Internal Workflows: How to use the discipline of the STAR framework to stop misdiagnosing team problems and start designing solutions based on behavioral reality. 
🚀 The Proof Gap: A practical, funded pathway (via AWS & Apex Lab) for pre-seed founders to move from "vibe coding" a visual shell to building engineered evidence. 
🌊 Environmental Performance: Why the "chained to your desk" culture kills original thought, and how to identify the specific environments that trigger your peak professional state. 
🏃‍♂️ Personal Note: How I stopped my cycle of self-sabotaging injuries in my Hyrox training by dropping the "bull at a gate" mindset and dialing back the pace.

At every stage and under every pressure, the underlying pattern remains the same: stop negotiating personalities and start negotiating incentives.

Let me know in the comments: Where in your own work are you currently relying on intensity when you should be relying on design?

Across startups, scale-ups, negotiations and personal performance, this edition looks at what actually drives sustainable momentum . Not intensity - d

Where Progress Comes From

I entered a paella competition last weekend.
An Englishman vs a Spaniard.

You can probably guess how that ended.
His paella was incredible.
Mine was… respectable.

Let’s just say I won’t be pivoting into Spanish cuisine anytime soon.

But standing outside the pub cooking with friends reminded me of something that applies just as much to startups as it does to paella:
Mastery takes time.
You learn faster when you’re around people who know what they’re doing.

This week’s newsletter shares a few things from the startup world that caught my attention recently:
• Founder insights from the trenches
• A spotlight on Apex Lab  and their AI accelerator
• A startup to watch: FlowLinker  
• Plus a small personal update on Hyrox training and a hiking challenge

If that sounds interesting, you can read it here.

Practical founder insights, AI startup spotlights, and real lessons from the trenches — so you can build faster, avoid costly mistakes, and scale with

Open article: Building Smarter Startups by Ben Sheppard • 10 min read

If you can "vibe code" it in an afternoon, so can your competitor. Speed is not a moat. 

We’re seeing a massive influx of "thin" LLM wrappers and rapid prototypes. But speed of creation is not the same as depth of product. True differentiation isn't found in how fast you can prompt a prototype—it’s in the architectural thinking, technical debt management, and scalability that AI can’t "vibe" its way through.

If you spend enough time watching technology cycles, you start to recognize the rhythm. A new capability emerges, it accelerates at breakneck speed, a

Open article: Zoom Out: We’ve Seen This Before by Ben Sheppard • 5 min read

Are you sitting on a strong concept but limited technical resources? This animation shows the transition from "idea" to a fully orchestrated AI system—the exact journey Apex Lab helps founders navigate.

Through their partnership with AWS, you can access:

Funded Execution: Up to $25,000 in grant funding for AI prototypes.
Technical Rigor: Moving beyond simple chatbots to multi-agent orchestration and RAG pipelines.
Speed: A finished, credible build delivered in approximately 4–6 weeks.

Investors don't just invest in ideas; they invest in evidence. Let’s build yours.

Scaling isn't about the armor. It's about the backbone.

Growth is exciting, but it changes the physics of your business. What worked with five people rarely works with twenty-five.

I see many founders (myself included!) reaching for "Robocop" solutions—AI, automation, and high-tech overhauls—to solve the friction of scaling. The temptation is to accelerate before the foundations are ready.

But here’s the reality:
- Growth magnifies everything. If your foundations are clear, it accelerates momentum. If they aren’t, it simply exposes the cracks.

- Automation follows diagnosis. If you automate a fragile, unstructured process, you don't get intelligence. You get "amplified disorder".

- The "Founder Bottleneck" is real. When a company scales, it's rarely the product that breaks first—it's the operating model.

In this month’s newsletter, I dive deep into how to move from "osmosis" to a real operating system. We look at why AI should follow a proper diagnosis of how work actually flows, not just a superficial workshop.

Let's build systems that allow growth to compound rather than destabilize

Growth is exciting. New customers. Expanding teams. Bigger opportunities. More complexity. At its best, scaling is a sign that something is working. B

Scaling the Backbone

The best part of my working day. Waking the coast, being creative and solving problems.

Sometimes enterprise negotiations fail because we negotiate the deal, not the system surrounding the client.

To move a stalled deal, you have to stop guessing and start analyzing. Before I apply any tactics, I perform "open-heart surgery" on the deal to build a factual foundation of every signal, objection, and prior conversation.

Here is the 4-part toolkit I use to turn a reactive exchange into a controlled process:

1. Stakeholder Mapping & Micro-Agendas Go beyond the org chart. Identify who is driving, who is resisting, and who is quietly watching.

The Key: Identify the "Micro-Agendas"—the personal drivers like career risk, budget ownership, or fear of future blame. These explain delays far more reliably than formal objections.

2. Outcome Modelling Don’t just optimize for your preferred result. Explicitly model the full range: Win-Win, Win-Lose, Lose-Win, and Lose-Lose.

The Key: Momentum often only appears once stakeholders understand what failure looks like and who absorbs the cost if the deal collapses.

3. Message Control Under Pressure Enterprise deals stretch over months, and fatigue degrades judgment.

The Key: Use "calibrated language"—neutral tones and questions designed to slow the conversation down rather than escalate it. Use tactical empathy and mirroring to keep communication firm and non-combative.

4. The DealLine™ Map the negotiation along a spectrum between the buyer's ideal outcome and the seller's ideal outcome.

The Key: This prevents "premature compromise". It allows you to anchor the conversation properly and pull extreme positions back toward a Fair Deal.

When negotiations are treated as systems rather than events, outcomes become far more predictable.

If you’re dealing with a stalled enterprise deal or a pilot that won’t convert, let’s pressure-test what’s really happening.

And the tools needed to navigate fragmented power and hidden incentives - This is a bonus article in addition to my usual newsletter- In the one my re

From Pilot to Deal: Why Enterprise Negotiations Break Down

The hardest part of building a company isn't scaling—it's proving you can build in the first place. Apex Lab has developed a structured pathway with AWS to help pre-seed founders do exactly that.


The 5-Step Process: 

Initial Assessment: Evaluate if your idea fits the AWS funding criteria.
Scope Development: Define a detailed, scalable scope of work.
Submission: Proposal is sent to AWS for approval.
Execution: Apex builds your prototype within 4–6 weeks.
Delivery: You receive the code and 100% of the IP.

Real-World Result: Look at CEE Travel AI—a multilingual agentic assistant with production-level traffic support, built through this exact program.

Ready to turn your conversation into a demonstration? DM to set up a chat

Founders often use free trial and pilot interchangeably.

They’re not the same thing — and confusing them quietly burns time, runway, and trust.

A free trial is product-led.
A pilot is delivery-led.

One is designed to let a user explore value quickly with minimal vendor involvement.
The other is a structured proof that your product works inside a customer’s real operating environment.

Where I see teams get stuck is offering “free pilots” without real commitment on either side. The effort is significant, the IP exposure is real, and the outcome is often unclear.

I’ve put together a short animation explaining the difference, when each makes sense, and why being explicit about this early saves a lot of pain later.

Free trials and pilots solve different problems.

A free trial helps a customer answer:
“Is this product useful?”

A pilot helps them answer:
“Does this work for us, in our context?”

Trials are typically short, standardised, and low-touch.
Pilots are scoped, time-bound, higher-touch, and often involve multiple stakeholders.

Personally, I rarely offer free pilots. Discounted pilots, yes — but a pilot should demonstrate reasonable commitment on both sides. Otherwise, you’re effectively spending startup runway while exposing IP, with no clear proof-of-value at the end.

This infographic lays out the differences side by side so teams can choose deliberately instead of defaulting.

📊 Infographic below

"Everyone is busy, but nothing is moving." 📉

Sound familiar? You might be hitting the Invisible Wall.

Startups sometimes fail because of Micro-Agendas—good people, with good intentions, optimizing for completely different goals.

When Marketing is chasing "Reach," Sales is chasing "Deals," and Product is chasing "Vision," you aren’t building a company. You’re running five different plays on the same field.

The Red Flags: 
🚩 Different departments have different definitions of "the customer." 
🚩 Marketing & Sales are both "winning" on paper, but revenue is flat. 
🚩 Product ships features no one asked for, then blames Marketing for the low adoption.

This is where I come in. As a business coach, I act as the "Agenda Whisperer." I help founders look beneath the surface of their org chart to: 
✅ Audit your setup: Identify where departmental silos are creating friction. 
✅ Uncover Micro-Agendas: Surface the hidden motivations slowing your speed to market. 
✅ Implement Systems: Build the cross-functional KPIs and tools that force alignment.

Don’t let "busy-ness" mask a lack of progress. Let’s get your team rowing in the same direction again.

Ready to tear down the invisible wall? DM me and let's talk about your current setup.

Thanks for the review, Omar — and for trusting the process.

This is the work I enjoy most. When a company is under pressure, it needs clarity and decisive action. I step in, identify the core issue quickly, and focus on solving the problem at its root.

In my early 30s, I was regularly deployed to stabilise troubled projects inside major corporations. My former boss used to describe me as an “all-terrain vehicle” — dropped into difficult environments to get things moving again.

As a founder, I’ve also had to fix my own mistakes. Every entrepreneur does. That experience shapes how I approach turnaround work today: practical, direct, and outcome-focused.

If your business has stumbled or feels stuck, reach out. I will assess it honestly and tell you what needs to happen next.

I do not work for free or on success fees. If a company is worth saving, it is worth investing in properly.

mentorcruise.com

Visit Ben Sheppard on MentorCruise

Software consultancies aren't dying; they're becoming architects of leverage. 

The narrative says that "vibe coding" makes dev shops obsolete. The reality? We’re seeing the birth of a new specialist: the expert who can take a prototype beyond the platform’s constraints and into the world of complex, regulated client requirements. We’ve seen this cycle before—from the early web to SaaS. It’s not extinction; it’s market selection.

People coming from corporate have been trained to protect what they’ve got.

That makes sense in a big company.
It makes sense when you’ve got customers, revenue, and reputation to lose.

But early-stage startups don’t have those things.

What I see go wrong is founders bringing corporate instincts — or corporate people — in too early. Suddenly risk is avoided instead of managed. Decisions slow down. Everything feels “sensible”.

And the startup stops moving.

The founder thinks they’re protecting something.
They’re actually holding it back.

Read my full blog here

https://lnkd.in/d4VXWxRi

We had a 70% cost-saving product. The users were obsessed. The value was undisputed.

And the deal still died.

One of the most frustrating experiences for a founder or sales leader is when a "perfect" enterprise pilot fails to convert. Almost always, it's because we are negotiating the deal directly in front of us: the product, the pricing, and the terms.

We forget that we aren’t just selling to a person—we are selling into a system.

In major enterprises, power is fragmented and incentives are misaligned. Momentum is rarely killed by the product; it’s killed in the "seams" between departments:

IT holds implementation control.
Treasury holds the budget.
Legal is mandated to be risk-averse and sits several steps removed from operations.

Individually, none of these groups are wrong. Collectively, their micro-agendas kill the deal regardless of your product-market fit.

If you only engage with stated positions, you end up reacting to symptoms rather than controlling the negotiation.

The Bottom Line: Stop negotiating personalities. Start negotiating the system.

Tomorrow, I’ll share a video showing exactly how these "Micro-Agendas" create the friction that stalls your deals.

The most underestimated role of a business coach is not strategy.

It is not fundraising advice.
It is not introductions.

It is accountability at the exact moment fear starts quietly dictating behaviour.

Most founders are not short of ideas. They are not short of intelligence. What stalls progress is hesitation at the point of exposure — when the product is ready enough, when pilots are underway, when the next step is to go fully to market.

Because that step carries a different kind of risk.

If you charge properly.
If you put it in front of your own network.
If you test it openly.

You might discover it does not land the way you imagined.

So refinement continues. Preparation continues. Capital gets consumed. Momentum drains. The project does not fail dramatically. It slowly suffocates.

A coach earns their keep in that moment.

Not by endlessly validating feelings.
Not by being performatively aggressive.
But by naming avoidance clearly and calmly. By pointing out that staying hidden is often riskier than being tested.

I’ve summarised this dynamic in the infographic below.

If you are building something and feel yourself “almost ready” for too long, this may resonate.

No alternative text description for this image

Enterprise negotiations aren't a straight line—they’re a complex system.

If you’ve ever had a champion "drive" a deal only to have it "watched" by a silent blocker or "resisted" by a department you’ve never met, you’ve experienced the friction of fragmented power.

This video visualizes the invisible walls that stall enterprise deals.

When you stop looking at the contract and start looking at the Micro-Agendas—the personal incentives like career risk, budget ownership, and internal credibility—you finally gain control.

Watch how the "seams" between departments can either make or break your momentum.

You've probably noticed it without naming it. You think more clearly in certain rooms. You sleep better in certain places. You leave some meetings drained and others energised - and the agenda wasn't the difference, the room was.

Most high-performers have optimised everything: training, sleep, nutrition, mindset. The one thing that hasn't been touched is the space they do all of it in.

Envoqe changes that. At Envoqe we build a precise, individual picture of how your brain and body respond to your environments — your home, your office, your training space — and we tell you exactly what's working, what's costing you, and what to change.

The output is an Environmental Prescription: a specific plan for the conditions you need to perform and recover at your best.

Interested to learn more? DM me.

taplio

The Battle

Alex Kudelka

Ben Sheppard

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The Battle

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Ben Sheppard

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Engagements

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Ben Sheppard's LinkedIn Performance

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