On the record.

Selling software to an industry that won’t change.

Around $320 billion a year moves through Australian commercial construction, and a great deal of it still moves on spreadsheets and re-keyed purchase orders. That figure opens the episode, and it is the problem ClaimStack was built for.

Mitchell spent twelve years as a contract administrator before writing a line of this product — on John Holland’s $250M shopping-centre rebuild, and on Facebook’s £150M London headquarters with Kier. The pattern was the same on both: capable, well-paid people spending their days copying data that already existed somewhere else.

Recorded at Cremorne Digital Hub for the Melbourne edition, the conversation goes at the genuinely hard part — not the software, but selling it into an industry that has been sold to badly before and has learned to say no.