What To Do Next

About What To Do Next

Successful founders share the decisions that can make or break your business, so you can anticipate what's coming and build your own competitive advantage.

Publisher

Highbeam

Category

business

Language

en

Explicit

No

First episode

19 Feb 2026

Latest episode

21 Jul 2026

Latest episodes

12 episodes in the feed.

1. 

   21 Jul 2026

   How HigherDose Built A Luxury Brand In A Commodity Market | Katie Kaps

   HigherDOSE began as a single infrared sauna spa. Today, it's a multi-channel wellness brand with products sold online and through high-end retailers. In this episode of What to Do Next, Katie Kaps, co-founder of HigherDOSE, joins host David Segal to discuss how that transformation happened. They explore the decisions that shaped the company's growth, from launching the sauna blanket and positioning a premium brand to choosing debt over additional venture capital, expanding into retail, managing inventory, and navigating the challenges of entrepreneurship. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) — Where to find Katie Kaps: • Instagram: https://www.instagram.com/ktkaps (https://www.instagram.com/ktkaps) • LinkedIn: https://www.linkedin.com/in/katiekaps (https://www.linkedin.com/in/katiekaps) • Website: https://katiekaps.com (https://katiekaps.com) Where to find David Segal: • Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) • YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (01:02) HigherDOSE overview (02:13) Launching HigherDOSE (03:32) Retail partnerships (04:25) First location business model (05:50) The sauna blanket (08:02) Why products won (10:32) Pandemic product shift (13:07) Debt vs. equity (15:18) Raising prices (19:04) Brand over design (23:50) Saying yes (26:18) Landing in Sephora (29:03) Cash flow vs. inventory (31:42) Choosing products (35:37) Measuring product success (36:48) Why physical locations mattered (37:50) What's next (39:00) Entrepreneurship (42:48) Lightning round — Referenced: • HigherDOSE: https://higherdose.com (https://higherdose.com) • Sephora: https://www.sephora.com (https://www.sephora.com) • Bluemercury: https://bluemercury.com (https://bluemercury.com) • Nordstrom: https://www.nordstrom.com (https://www.nordstrom.com) • Amazon: https://www.amazon.com (https://www.amazon.com) • abc carpet & home: https://abchome.com (https://abchome.com) • 11 Howard: https://www.11howard.com (https://www.11howard.com) • Equinox: https://www.equinox.com (https://www.equinox.com) • Clearlight: https://infraredsauna.com (https://infraredsauna.com) • BIOHACK-HERS: https://www.youtube.com/playlist?list=PLtt3Vc8Sfqz2rWmxlkgDdcqUJp4fkWY1v (https://www.youtube.com/playlist?list=PLtt3Vc8Sfqz2rWmxlkgDdcqUJp4fkWY1v) • TD: https://www.tdsecurities.com (https://www.tdsecurities.com) • QVC: https://www.qvc.com (https://www.qvc.com) • Ben Greenfield’s website: https://bengreenfieldlife.com (https://bengreenfieldlife.com) • Tough Mudder: https://toughmudder.com (https://toughmudder.com) • Will Dean on Instagram: https://www.instagram.com/foundingmudder (https://www.instagram.com/foundingmudder) • The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses: https://www.amazon.com/dp/0307887898 (https://www.amazon.com/dp/0307887898)

2. 

   7 Jul 2026

   Bala's Max Kislevitz: How We Sold 3.5 Million Bangles After Almost Going Broke

   Max Kislevitz is the co-founder of Bala, the fitness brand that reimagined workout equipment through thoughtful design. Before launching Bala with his wife, Natalie, Max spent more than a decade in advertising, working with global brands, and applied those lessons to his own business. In this episode of What to Do Next, host David Segal speaks with Max about building Bala from a side project into a category-defining fitness brand. They discuss the company's early days selling weighted bangles, the momentum that followed its Shark Tank appearance, its expansion beyond its first product, and the lessons learned about branding, inventory, retail partnerships, and sustainable growth. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) — Where to find Max Kislevitz: • LinkedIn: https://www.linkedin.com/in/maximilian-kislevitz-12b147b (https://www.linkedin.com/in/maximilian-kislevitz-12b147b) • Instagram: https://www.instagram.com/mkislevitz (https://www.instagram.com/mkislevitz) • Website: https://shopbala.com (https://shopbala.com) Where to find David Segal: • Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) • YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (01:04) An overview of Bala (03:42) Bootstrapping Bala as a side project (11:24) Being proactive vs. being reactive (13:27) Dealing with knockoffs (16:44) The limits of design patents (18:29) Finding Bala's early customers (21:22) Knowing who your customer isn’t (23:55) Why they were comfortable with slow growth (24:52) How Shark Tank and COVID accelerated Bala (28:20) Working with Maria Sharapova and Mark Cuban (31:58) Bala's biggest early inventory mistake (35:09) Managing inventory and retailer relationships (37:49) Running a business with your spouse (40:23) From Bala Bangles to Bala (42:15) Knowing when to go full-time (45:22) Lightning round — Referenced: • Bala: https://shopbala.com (https://shopbala.com) • 72andSunny: https://www.72andsunny.com (https://www.72andsunny.com) • Kickstarter: https://www.kickstarter.com (https://www.kickstarter.com) • Shopify: https://www.shopify.com (https://www.shopify.com) • Murphy’s law: https://en.wikipedia.org/wiki/Murphy%27s_law (https://en.wikipedia.org/wiki/Murphy%27s_law) • Goop: https://goop.com (https://goop.com) • Free People: https://www.freepeople.com (https://www.freepeople.com) • Anthropologie: https://www.anthropologie.com (https://www.anthropologie.com) • Hermes: https://www.hermes.com (https://www.hermes.com) • Shark Tank: https://abc.com/show/535e2b07-18a9-4d94-9803-9ed8257b9d23 (https://abc.com/show/535e2b07-18a9-4d94-9803-9ed8257b9d23) • Mark Cuban on LinkedIn: https://www.linkedin.com/in/mark-cuban-06a0755b (https://www.linkedin.com/in/mark-cuban-06a0755b) • Maria Sharapova on LinkedIn: https://www.linkedin.com/in/maria-sharapova (https://www.linkedin.com/in/maria-sharapova) • Seth Godin’s website: https://www.sethgodin.com (https://www.sethgodin.com)

3. 

   23 Jun 2026

   The Community Flywheel Behind Spikeball’s Massive Growth | Chris Ruder

   Chris Ruder didn't invent Spikeball. He resurrected it. After discovering that the game had disappeared from store shelves, Chris and a group of friends set out to bring it back as a side project. Eighteen years later, Spikeball has grown into a global brand, a thriving community, and a sport played everywhere from college campuses to ESPN tournaments. In this episode of What to Do Next, host David Segal talks with Chris about the decision to bootstrap the company, the challenges of navigating Spikeball's post-COVID inventory crisis, and what he's learned from nearly two decades of building the business. They discuss the psychology of entrepreneurship, what Shark Tank was really like behind the scenes, why community matters more than competition, and why Chris ultimately chose to separate the sport of roundnet from the Spikeball brand. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) — Where to find Chris Ruder: • X: https://x.com/spikeballchris (https://x.com/spikeballchris) • LinkedIn: https://www.linkedin.com/in/chrisruder (https://www.linkedin.com/in/chrisruder) • Website: https://www.spikeball.com (https://www.spikeball.com) Where to find David Segal: • Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) • YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (01:13) How Chris resurrected Spikeball after it disappeared for 17 years (04:07) Why Chris chose slow, bootstrapped growth over outside capital (05:56) From record growth to excess inventory: Spikeball's post-COVID reckoning (11:20) Why Spikeball rewards community builders instead of winners (14:07) Why casual players are critical to growing the sport (15:46) From side hustle to going all in on Spikeball (20:03) Managing the highs and lows of entrepreneurship (25:29) Spikeball on Shark Tank (29:58) Lessons from managing inventory (32:40) The debate over discounting and brand value (35:38) How to build community by facilitating, not controlling it (43:48) Why Chris separated the sport from the Spikeball brand (49:57) Lightning round — Referenced: • Spikeball: https://www.spikeball.com (https://www.spikeball.com) • Warren Buffett on X: https://x.com/WarrenBuffett (https://x.com/WarrenBuffett) • Live Nation: https://www.livenation.com (https://www.livenation.com) • Graham Weaver’s website: https://www.grahamweaver.com (https://www.grahamweaver.com) • Shark Tank: https://abc.com/show/535e2b07-18a9-4d94-9803-9ed8257b9d23 (https://abc.com/show/535e2b07-18a9-4d94-9803-9ed8257b9d23) • Mark Cuban on LinkedIn: linkedin.com/in/mark-cuban-06a0755b (http://linkedin.com/in/mark-cuban-06a0755b) • Daymond John on LinkedIn: https://www.linkedin.com/in/daymondjohn (https://www.linkedin.com/in/daymondjohn) • Shark Tank Season 6 Finale: Spikeball, Shark Wheel & More: https://www.sharktankblog.com/shark-tank/shark-tank-episodes/shark-tank-season-6-episodes/episode-623-season-6-finale (https://www.sharktankblog.com/shark-tank/shark-tank-episodes/shark-tank-season-6-episodes/episode-623-season-6-finale) • NYC Roundnet on Instagram: https://www.instagram.com/nycroundnet (https://www.instagram.com/nycroundnet) • SD Roundnet: https://sandiegosocialleagues.org/spikeball (https://sandiegosocialleagues.org/spikeball) • Titan set: https://www.spikeball.com/products/titan-set (https://www.spikeball.com/products/titan-set) • Paris Saint-Germain: https://www.psg.fr (https://www.psg.fr) • CrossFit: https://www.crossfit.com (https://www.crossfit.com) • Rollerblade: https://www.rollerblade.com (https://www.rollerblade.com) • Mary Horwath’s website: https://www.maryhorwath.com (https://www.maryhorwath.com) • James Naismith: https://en.wikipedia.org/wiki/James_Naismith (https://en.wikipedia.org/wiki/James_Naismith) • Yeti: https://www.yeti.com (https://www.yeti.com)

4. 

   9 Jun 2026

   Fired for Being "Too Disruptive"—Then Built America's Fastest-Selling Backpack | Marcus Harvey

   Marcus Harvey got fired from his first job out of college for being too disruptive. Instead of looking for another job, he decided to build something of his own. Before launching Portland Gear, Marcus bought the @Portland Instagram account and began building a community around the city he loved. What started as an Instagram page eventually became one of the Pacific Northwest's most recognizable lifestyle brands, growing from apparel and pop-ups into retail stores, travel gear, and a devoted customer base. In this episode of What to Do Next, host David Segal talks with Marcus about building a community before building a business, bootstrapping one step at a time, buying out his first investor, and expanding beyond Portland without losing the brand's identity. They also discuss Marcus's approach to evaluating opportunities, why he embraces disruption, why he has no regrets about the mistakes he's made, and the financial discipline that has helped Portland Gear grow on its own terms. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) — Where to find Marcus Harvey: • X: https://x.com/marcusharvey (https://x.com/marcusharvey) • LinkedIn: https://www.linkedin.com/in/marcusharveypdx (https://www.linkedin.com/in/marcusharveypdx) • Book: Product of the People: How Portland Gear Harnessed the Pride of Rose City: https://www.amazon.com/Product-People-Portland-Harnessed-Pride/dp/1544536119 (https://www.amazon.com/Product-People-Portland-Harnessed-Pride/dp/1544536119) Where to find David Segal: • Website: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) • YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠⁠⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (01:06) Portland Gear’s origin story (04:51) Why Marcus started with an audience before a product (08:31) Why Marcus paid for the @Portland Instagram account (10:38) Turning @Portland into a business (13:01) Buying out his first investor and rethinking fundraising (16:36) Finding support as a founder (20:16) Why Marcus plays the long game (21:46) Why Marcus embraces disruption (23:08) Why Marcus chose to open a retail store (25:50) Why Portland Gear doesn’t manufacture in Portland (27:20) Growing beyond Portland while staying true to the brand (29:22) How Portland Gear approaches growth opportunities (31:32) The pros and cons of working with a close friend (33:04) Why he has no regrets (34:48) Minimizing losses from flawed inventory (38:33) Marcus's approach to financial discipline (42:17) Lightning round — Referenced: • Portland Gear: https://portlandgear.com (https://portlandgear.com) • Nike: https://www.nike.com (https://www.nike.com) • Wieden + Kennedy: https://www.wk.com (https://www.wk.com) • Columbia: https://www.columbia.com (https://www.columbia.com) • Shark Tank: https://abc.com/show/535e2b07-18a9-4d94-9803-9ed8257b9d23 (https://abc.com/show/535e2b07-18a9-4d94-9803-9ed8257b9d23) • WeWork: https://www.wework.com (https://www.wework.com) • Vistage: https://www.vistage.com (https://www.vistage.com) • YPO: https://www.ypo.org (https://www.ypo.org) • Shoe Dog: A Memoir by the Creator of Nike: https://www.amazon.com/Shoe-Dog-Memoir-Creator-Nike/dp/1501135910 (https://www.amazon.com/Shoe-Dog-Memoir-Creator-Nike/dp/1501135910) • How Cuts Clothing Hit $400M by Mastering the One Thing Most Founders Ignore: https://www.youtube.com/watch?v=v97Y_0lcMLk (https://www.youtube.com/watch?v=v97Y_0lcMLk)

5. 

   26 May 2026

   The Playbook Behind Original Grain’s 8-Figure Growth: Kickstarter, Facebook Ads, and Brand Storytelling | Ryan Beltran

   Ryan Beltran moved to China to learn how products get made, immersing himself in the manufacturing world long before he had a clear business idea. That experience became the foundation for Original Grain, the watch brand he co-founded that went on to become one of Kickstarter’s largest fashion campaigns at the time. In this episode of What to Do Next, host David Segal talks with Ryan Beltran about his decision to move to China and learn manufacturing from the ground up, the moment he discovered the idea that became Original Grain, and the lessons he’s learned building the business. They discuss early pricing and marketing decisions, what Ryan would do differently if he were starting today, how he approaches supplier and licensing relationships, and how he is thinking about testing new categories and influencer partnerships. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) — Where to find Ryan Beltran: • X: https://x.com/ryanbeltran (https://x.com/ryanbeltran) • LinkedIn: https://www.linkedin.com/in/ryan-beltran (https://www.linkedin.com/in/ryan-beltran) • Website: https://www.originalgrain.com (https://www.originalgrain.com) Where to find David Segal: • Website: ⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) • YouTube: ⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (00:52) An overview of Original Grain (01:55) Why Ryan moved to China to learn manufacturing (05:47) Meeting “China Mike” and building connections in China (08:18) Ryan’s early ideation process (10:58) Discovering the sample that sparked Original Grain (13:12) Selling at the Canton Fair and launching on Kickstarter (16:55) Why Original Grain initially sold product bundles (18:38) Early pricing and marketing strategies (20:36) What Ryan would do differently today, and what held him back early on (24:46) Building relationships with suppliers (26:20) Original Grain’s brand partnerships and how licensing works (32:02) How Original Grain got into reclaimed materials (35:20) The challenges of licensing the Golden State Warriors (37:50) How licensing deals work (38:53) An early mistake with leather watch bands (40:11) Balancing expansion into new categories with doubling down on the core business (42:00) The typical sales cycle of a generational watch brand (43:42) Ryan’s new approach to influencer partnerships using Trybe (46:25) Lightning round — Referenced: • Original Grain: https://www.originalgrain.com (https://www.originalgrain.com) • The Portland Trail Blazers: https://www.nba.com/blazers (https://www.nba.com/blazers) • The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich: https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357 (https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357) • Alibaba: https://www.alibaba.com (https://www.alibaba.com) • Canton Fair: https://www.cantonfair.org.cn (https://www.cantonfair.org.cn) • CES: https://www.ces.tech (https://www.ces.tech) • Kickstarter: https://www.kickstarter.com (https://www.kickstarter.com) • Andrew Beltran on LinkedIn: https://www.linkedin.com/in/andrew-beltran-15344597 (https://www.linkedin.com/in/andrew-beltran-15344597) • Original Grain Kickstarter Video: https://www.youtube.com/watch?v=FA-qOuU40dc (https://www.youtube.com/watch?v=FA-qOuU40dc) • Fossil: https://www.fossil.com (https://www.fossil.com) • Seiko: https://www.seikowatches.com (https://www.seikowatches.com) • Casio: https://www.casio.com (https://www.casio.com) • Timex: https://timex.com (https://timex.com) • Swatch: https://www.swatch.com (https://www.swatch.com) • Shopify: https://www.shopify.com (https://www.shopify.com) • Jelly Roll’s website: https://jellyroll615.com (https://jellyroll615.com) • Jelly Roll joins OG: https://www.tiktok.com/@original_grain/video/7484373355844652334 (https://www.tiktok.com/@original_grain/video/7484373355844652334) • Bob Marley Exodus watch: https://www.originalgrain.com/products/bob-marley-exodus (https://www.originalgrain.com/products/bob-marley-exodus) • Rolex on Acquired: https://www.acquired.fm/episodes/rolex (https://www.acquired.fm/episodes/rolex) • Trybe: https://jointrybe.com (https://jointrybe.com) • Lukas Pakter on LinkedIn: https://www.linkedin.com/in/lukas-pakter-402117204 (https://www.linkedin.com/in/lukas-pakter-402117204) • Ridge Wallet: https://ridge.com (https://ridge.com) • Real Tree: https://realtree.com (https://realtree.com) • Seth Godin’s website: https://www.sethgodin.com (https://www.sethgodin.com)

6. 

   12 May 2026

   I Quit a $500K Salary to Sell Supplements — Here's What No One Tells You About Starting Over

   Novisa Petrusich, CFO and co-founder of Graymatter, left a high-paying career in finance to help build Graymatter, a plant-based cognitive supplement company offering a natural alternative to traditional stimulants for improved focus and mental clarity. In this episode of What to Do Next, Novisa joins host David Segal to talk about the operational realities of building a modern consumer brand. He shares how Graymatter navigated a manufacturer's bankruptcy shortly after the founders went all in on the business, how the company approaches forecasting and inventory risk, and why customer segmentation became central to its growth strategy. Novisa also reflects on applying his finance background to the realities of operating a consumer business, what he has learned while scaling Graymatter, and how the company thinks about brand, positioning, and long-term growth. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) — Where to find Novisa Petrusich: • Instagram: https://www.instagram.com/novi_p (https://www.instagram.com/novi_p) • LinkedIn: https://www.linkedin.com/in/novisa-m-petrusich-ba5358118 (https://www.linkedin.com/in/novisa-m-petrusich-ba5358118) Where to find David Segal: • Website: ⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠ (https://www.highbeam.com/) • YouTube: ⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (01:15) An overview of Graymatter (02:25) Novisa’s background (03:30) How Novisa met Jim and cofounded Graymatter (07:58) Quitting their jobs to go all in on Graymatter (14:38) Saving their manufacturer after a bankruptcy crisis (18:54) Graymatter’s contingency plans (20:47) How Graymatter’s forecasting limits inventory risk (23:20) Maintaining safety stock with the supplier (25:20) How Novisa and Jim complement each other across product, finance, and go-to-market (27:15) How Graymatter identified its three ICPs (34:49) Turning customer data into insights (35:38) How Novisa learned to think like a CFO (39:24) The value of a beginner’s mindset (41:19) What’s next for Graymatter (43:00) Graymatter’s backup plans if channels fail (45:02) Leveraging AI to scale (47:04) Novisa’s strengths, and what he’s still learning (50:56) Lightning round — Referenced: • Graymatter: https://trygraymatter.com (https://trygraymatter.com) • PwC: https://www.pwc.com (https://www.pwc.com) • Shopify: https://www.shopify.com (https://www.shopify.com) • Klaviyo: https://www.klaviyo.com (https://www.klaviyo.com) • Jim Phillips on LinkedIn: https://www.linkedin.com/in/jim-phillips-5978827 (https://www.linkedin.com/in/jim-phillips-5978827) • Charm: https://info.charm.io (https://info.charm.io) • Jimmy Hugill on LinkedIn: https://www.linkedin.com/in/james-hugill (https://www.linkedin.com/in/james-hugill) • Driver: https://www.driver.ai (https://www.driver.ai) • The Way: https://www.thewayapp.com (https://www.thewayapp.com) • Athletic Greens: https://drinkag1.com (https://drinkag1.com) • Nik Sharma’s website: https://www.nik.co (https://www.nik.co)

7. 

   28 Apr 2026

   From Navy SEAL to $100M Founder: The Craziest Double Life in Business | Bear Handlon (Founder, Born Primitive)

   For eight years, Bear Handlon (https://www.linkedin.com/in/bear-handlon-699688152/) was running a fast-growing apparel company while serving as an active-duty Navy SEAL, taking supplier calls at 2 a.m. and wiring seven-figure payments between missions. In this episode of What to Do Next, I sit down with Bear, cofounder and CEO of Born Primitive (https://bornprimitive.com), to talk about what it actually took to build the business in those early years, from going six years without paying himself to nearly breaking the company with a single inventory mistake. We get into how he learned to hire and delegate after early missteps, why brand identity became a forcing function as the company scaled, and how Born Primitive expanded from a single product into multiple categories across fitness, tactical, and outdoor. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠ (https://www.highbeam.com/) — Where to find Bear Handlon: • Instagram: https://www.instagram.com/bearhandlon (https://www.instagram.com/bearhandlon) • LinkedIn: https://www.linkedin.com/in/bear-handlon-699688152 (https://www.linkedin.com/in/bear-handlon-699688152) • Website: https://bornprimitive.com (https://bornprimitive.com) Where to find David Segal: • Website: ⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠ (https://www.highbeam.com/) • YouTube: ⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (01:00) What Born Primitive is and how it started (02:53) How Bear balanced building a company with serving as an active duty Navy SEAL (09:13) Bear’s advice for aspiring entrepreneurs (11:53) Difficult points in the journey of Born Primitive (16:08) How they turned things around after a major inventory mistake (20:10) What Bear learned about hiring, delegating, and scaling (22:44) Born Primitive’s hiring philosophy: hire slow, fire fast (24:04) From sports bras to expanding into new categories (36:11) How Bear adjusted to civilian life (38:00) Brand identity and culture at Born Primitive (40:39) What Bear learned at Red Bull about building a brand identity (42:39) What Bear learned about sticking to an identity, even when it means losing customers (45:53) Born Primitive’s philanthropy (50:15) How Bear and Mallory’s personalities shaped Born Primitive’s brand (52:18) Applying principles of land warfare to business (56:37) Which SEAL habits Bear had to let go of (58:26) Lightning round — Referenced: • CrossFit: https://www.crossfit.com (https://www.crossfit.com) • Mallory Riley on LinkedIn: https://www.linkedin.com/in/mallory-riley-a02832105 (https://www.linkedin.com/in/mallory-riley-a02832105) • American Eagle: https://www.ae.com (https://www.ae.com) • Red Bull: https://www.redbull.com (https://www.redbull.com) • Thin Blue Line apparel: https://bornprimitive.com/collections/first-responder-blue (https://bornprimitive.com/collections/first-responder-blue) • Black Rifle Coffee Company: https://www.blackriflecoffee.com (https://www.blackriflecoffee.com) • Leadership and Decision-Making Under Pressure: https://www.masterclass.com/certificates/leadership-and-decision-making-under-pressure (https://www.masterclass.com/certificates/leadership-and-decision-making-under-pressure)

8. 

   14 Apr 2026

   30,000 Stores in 12 Months: The Playbook Behind Wip’s Explosive Growth

   Richard Mumby (https://www.linkedin.com/in/rpmumby/) is the CEO of Wip (https://wip.com/) and a longtime operator in consumer brands and growth strategy. Before founding the company, he worked across investing and consulting, helping businesses scale and build durable demand. In this episode of What to Do Next, Richard joins host David Segal to share how Wip is approaching category creation in a market dominated by incumbents. Rather than launching broadly, the company started with a tightly controlled pilot, using early signals to validate demand before scaling. As Wip has grown, that discipline has shaped how the company operates. Richard explains why product performance is non-negotiable, how short planning cycles help maintain tight focus, and why they deliberately hold off on certain opportunities. He also shares how Wip thinks about distribution, retail partnerships, and cash management. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠ (https://www.highbeam.com/) — Where to find Richard Mumby: • Instagram: https://www.instagram.com/rpmumby (https://www.instagram.com/rpmumby) • LinkedIn: https://www.linkedin.com/in/rpmumby (https://www.linkedin.com/in/rpmumby) Where to find David Segal: • Website: ⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠ (https://www.highbeam.com/) • YouTube: ⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (01:28) What Wip is and how it started (03:14) The LFGO pilot and early product-market fit (04:50) Betting on a new category in a $190B market (07:31) Why early patterns gave them confidence (10:24) Why product performance matters most (17:58) How Wip uses short planning cycles for tight focus (19:40) The beach test that proved the product (21:05) Why consumers trust Wip’s product (23:01) Hiring challenges (24:22) Lessons from past companies (28:06) A better way to interview (31:16) How Richard thinks about career growth (34:39) Opportunities Wip is not pursuing yet (35:50) What people get wrong about wholesale distribution (37:38) How Wip partners with retailers (40:55) How Wip thinks about branding (44:15) Lightning round — Referenced: • Wip: https://wip.com (https://wip.com) • Bain & Company: https://www.bain.com (https://www.bain.com) • Bonobos: https://bonobos.com (https://bonobos.com) • JUUL: https://www.juul.com (https://www.juul.com) • Gilt: https://www.gilt.com (https://www.gilt.com) • Tania Goulart on LinkedIn: https://www.linkedin.com/in/taniagoulart (https://www.linkedin.com/in/taniagoulart) • Zyn: https://www.zyn.com (https://www.zyn.com) • Slack: https://slack.com (https://slack.com/)

9. 

   31 Mar 2026

   From Joke to Category Killer: Pit Viper’s Playbook for Product-Market Fit | Chris Garcin

   Chris Garcin is the co-founder and CEO of Pit Viper, a brand that didn’t start with a traditional plan. It began as a joke, a $500 experiment built on military surplus sunglasses, irreverent graphics, and a willingness to try things most companies wouldn’t. What followed was less a straight path and more a series of bets, mistakes, and adjustments. In this episode of What to Do Next, Chris joins host David Segal to share how Pit Viper found its footing and grew into a durable business. Early on, the team identified a gap in the market for quality sunglasses at a mid-range price, but product alone wasn’t the advantage. They built a brand infused with their personalities and point of view, and over time, Chris came to see it as a living system shaped as much by customers as by the company itself. As Pit Viper expanded, that perspective shaped how they approached new categories, distribution, and unexpected challenges. Chris shares why rigidity can become a liability, how the company navigated a high-profile PR crisis, and what changed as they moved beyond direct-to-consumer into retail and Amazon. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠https://www.highbeam.com/⁠⁠⁠ (https://www.highbeam.com/) — Where to find Chris Garcin: • X: https://x.com/nocigarcin (https://x.com/nocigarcin) • LinkedIn: https://www.linkedin.com/in/garcin (https://www.linkedin.com/in/garcin) • Website: https://chrisgarcin.com (https://chrisgarcin.com) Where to find David Segal: • Website: ⁠⁠⁠https://www.highbeam.com/⁠⁠⁠ (https://www.highbeam.com/) • YouTube: ⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (01:07) How Pit Viper got started (03:09) What product-market fit actually looks like (10:05) The naivety of early founders (13:17) How Pit Viper approaches branding (17:30) Lessons from category expansion (22:26) Adapting from scrappy startup to mature brand (26:17) Direct-to-consumer vs. retail (28:36) Why Pit Viper initially avoided Amazon (31:11) Why DTC is a logical starting point (32:16) Why getting customers shouldn’t be so hard (34:01) The insurrection PR crisis (40:11) Bootstrapping Pit Viper (42:40) Pit Viper’s biggest buying mistake (47:29) Lightning round — Referenced: • Pit Viper: https://www.pitviper.com (https://www.pitviper.com) • Chuck Mumford on LinkedIn: https://www.linkedin.com/in/charles-mumford-5299713b (https://www.linkedin.com/in/charles-mumford-5299713b) • EssilorLuxottica: https://www.essilorluxottica.com (https://www.essilorluxottica.com) • Rob Gronkowski on X: https://x.com/RobGronkowski (https://x.com/RobGronkowski) • Travis Pastrana on X: https://x.com/TravisPastrana (https://x.com/TravisPastrana) • Shopify: https://www.shopify.com (https://www.shopify.com) • DavidsTea: https://davidstea.com (https://davidstea.com) • Kilby Court: https://www.kilbycourt.com (https://www.kilbycourt.com) • The Cinnamon Toast Crunch Original 2.0: https://www.pitviper.com/products/the-cinnamon-toast-crunch-original?variant=41727200624734 (https://www.pitviper.com/products/the-cinnamon-toast-crunch-original?variant=41727200624734) • Pit Viper’s response to white supremacists on X: https://x.com/PitViperShades/status/1791232320122630500 (https://x.com/PitViperShades/status/1791232320122630500)

10. 

    17 Mar 2026

    How Cuts Clothing Hit $400M by Mastering the One Thing Most Founders Ignore

    Steven Borrelli launched Cuts Clothing with $50,000, no full-time employees, and a lot of confidence about what it would take to build a brand. In the early days, the team was spread across four different cities, and Borelli even paid himself in credit card points. What he didn’t have yet was a deep understanding of how to run a business. In this episode of What to Do Next, Steven joins host David Segal to reflect on the lessons that came from learning those skills the hard way. As Cuts grew from a simple t-shirt brand into an 8-figure apparel company, Borelli ran into the kinds of mistakes many founders make early on, from product decisions that didn’t work to inventory bets that tied up cash. Over time, those experiences reshaped how he thinks about growth. Instead of chasing expansion at all costs, Steven now focuses on protecting cash, managing risk, and building a business that can grow sustainably. Along the way, he shares how Cuts approaches marketing, the signals that suggest a business may be heading into trouble, and why slower, more disciplined growth is often the smarter path. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠https://www.highbeam.com/⁠⁠ (https://www.highbeam.com/) — Where to find Steven Borrelli: • X: https://x.com/stevenborrelli (https://x.com/stevenborrelli) • LinkedIn: https://www.linkedin.com/in/borrellisteven (https://www.linkedin.com/in/borrellisteven) • Website: https://www.cutsclothing.com (https://www.cutsclothing.com) Where to find David Segal: • Website: ⁠⁠https://www.highbeam.com/⁠⁠ (https://www.highbeam.com/) • YouTube: ⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (01:23) Cuts Clothing’s scrappy early days (03:11) Lessons from expanding beyond t-shirts (13:21) Bootstrapping Cuts (15:50) Learning growth strategy and cash discipline the hard way (19:53) Warning signs a business is in trouble and the case for slower growth (24:29) De-risking inventory (29:58) The biggest buying mistake Cuts made (35:40) Cuts’ marketing strategy and how influencers fit in (43:24) Lightning round — Referenced: • Patrick Mahomes: https://www.chiefs.com/team/players-roster/patrick-mahomes (https://www.chiefs.com/team/players-roster/patrick-mahomes) • Winners Wear Cuts with Jeremy Piven: https://www.facebook.com/jeremypivenpage/videos/1491281635538429/ (https://www.facebook.com/jeremypivenpage/videos/1491281635538429/) • How To Build a Luxury Brand with No Outside Funding: https://www.youtube.com/watch?v=LiSRBYp4wa4 (https://www.youtube.com/watch?v=LiSRBYp4wa4) • Steve Kaplan: https://en.wikipedia.org/wiki/Steven_Kaplan_(investor) (https://en.wikipedia.org/wiki/Steven_Kaplan_(investor)) • Steven’s open letter to President Trump: https://x.com/stevenborrelli/status/1912177179552809119 (https://x.com/stevenborrelli/status/1912177179552809119) • TJX: https://www.tjx.com (https://www.tjx.com) • Lululemon: https://shop.lululemon.com (https://shop.lululemon.com) • Vuori: https://vuoriclothing.com (https://vuoriclothing.com) • Kickstarter: https://www.kickstarter.com (https://www.kickstarter.com) • Wayne Gretzky’s quote: https://www.brainyquote.com/quotes/wayne_gretzky_383282 (https://www.brainyquote.com/quotes/wayne_gretzky_383282)

11. 

    5 Mar 2026

    How To Build A Supply Chain So Good It Changes An Industry Forever

    Sana Javeri Kadri decided early that Diaspora Spice Co. would never compromise on spice quality or what it pays farmers. The rest of the business had to adapt around those two constraints. In this episode of What to Do Next, I sit down with Sana Javeri Kadri, Founder and CEO of Diaspora Spice Co., to discuss what it takes to build a profitable company within limits like that. Diaspora pays farm partners many times the commodity price and supports processing at the farm, so more value stays with farmers. That model improves livelihoods, but it also ties up cash, complicates forecasting, and slows the company's growth. Sana shares the tradeoffs she made to protect those priorities, and what she learned from partners and investors about growth, capital, and leadership. We talk about what scaling looks like in a supply chain business, and why impact depends on building a durable company first. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠https://www.highbeam.com/⁠ (https://www.highbeam.com/) — Where to find Sana Javeri Kadri: • X: https://x.com/SanaJaveriKadri (https://x.com/SanaJaveriKadri) • LinkedIn: https://www.linkedin.com/in/sana-javeri-kadri-b8307058 (https://www.linkedin.com/in/sana-javeri-kadri-b8307058) • Instagram: https://www.instagram.com/sanajaverikadri (https://www.instagram.com/sanajaverikadri) • Substack: https://sanajaverikadri.substack.com (https://sanajaverikadri.substack.com) Where to find David Segal: • Website: ⁠https://www.highbeam.com/⁠ (https://www.highbeam.com/) • YouTube: ⁠https://www.youtube.com/@wtdn.podcast⁠ (https://www.youtube.com/@wtdn.podcast) • LinkedIn: ⁠https://www.linkedin.com/in/david-segal-80b6079⁠ (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (01:04) From idea to industry disruptor (03:17) Rebuilding a broken spice supply chain (06:07) The dark history behind your spice rack (08:54) The brutal math of inventory forecasting (11:28) The day she dumped thousands in the ocean (14:27) Turning a costly mistake into a comeback (15:41) Paying farmers 6x more — and still winning (20:27) Why they pay farmers to do more than grow (24:50) The preorder strategy that saved farmers during COVID (30:13) When mission collides with margins (36:56) Choosing investors without selling your soul (41:50) Selling a vision that wasn’t built to explode (43:48) Bringing a friend into the chaos (47:54) Hard goodbyes and rebuilding the team (50:28) Learning to make the HR call no one wants to make (53:38) Boundaries, burnout, and leading with conviction (56:03) Owning mistakes and rebuilding trust (57:41) Lightning round — Referenced: • Diaspora Spice Co: https://www.diasporaco.com (https://www.diasporaco.com) • Bi Rite: https://biritemarket.com (https://biritemarket.com) • Oaktown Spice Shop: https://oaktownspiceshop.com (https://oaktownspiceshop.com) • Wynne McAuley on LinkedIn: https://www.linkedin.com/in/wynne-mcauley-b86a6514 (https://www.linkedin.com/in/wynne-mcauley-b86a6514)• How to Find Gifts That Actually Give Back (and a Few That We Like): https://www.nytimes.com/wirecutter/gifts/gifts-that-do-good/ (https://www.nytimes.com/wirecutter/gifts/gifts-that-do-good/) • Impact report page: https://www.diasporaco.com/pages/impact-report-page (https://www.diasporaco.com/pages/impact-report-page) • Tyler Malek on LinkedIn: https://www.linkedin.com/in/tyler-malek-0a590828 (https://www.linkedin.com/in/tyler-malek-0a590828) • Salt and Straw: https://saltandstraw.com (https://saltandstraw.com/) • Shelley Kleyn Armistead on LinkedIn: https://www.linkedin.com/in/shelley-kleyn-armistead-270945126 (https://www.linkedin.com/in/shelley-kleyn-armistead-270945126) • Gjelina: https://www.gjelina.com (https://www.gjelina.com) • Meridian Cacao Co: https://meridiancacao.com (https://meridiancacao.com) • Ishtiyaque Ali Sayed on LinkedIn: https://www.linkedin.com/in/ishtiyaque-ali-sayed-69814361 (https://www.linkedin.com/in/ishtiyaque-ali-sayed-69814361) • Woven HR: https://www.wovenhr.com (https://www.wovenhr.com) • Marisa Robisch on LinkedIn: https://www.linkedin.com/in/marisarobisch (https://www.linkedin.com/in/marisarobisch) • Chez Panisse: https://www.chezpanisse.com (https://www.chezpanisse.com)

12. 

    19 Feb 2026

    How To Build a Luxury Brand with No Outside Funding

    Most people think bootstrapping means working harder or putting your own money into a business. That is part of it, but it misses the deeper question of financial sustainability and self-reliance. In the inaugural episode of What to Do Next, I sit down with Maurice Mosseri, co-founder of Still Here NYC, to talk about what bootstrapping really looks like without outside funding. Maurice and his wife used their wedding gifts to fund the first production run, only to lose everything when Barneys, their first major wholesale partner, went bankrupt. What they still had was proof that the product was selling. Maurice explains how that proof became leverage, from cold calling retailers to structuring the business around cash flow instead of optimism. We also talk about how the COVID pandemic disrupted the company just as it was gaining traction, with retailers canceling orders and plans forced to change, while quietly opening the door to unexpected opportunities. We also talk about some of the harder parts of scaling, including outgrowing suppliers and team members, why building a durable brand means not jumping on every opportunity, and what’s next for Still Here. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: https://www.highbeam.com/ (https://www.highbeam.com/) — Where to find Maurice Mosseri: • X: https://x.com/MauriceMosseri (https://x.com/MauriceMosseri) • LinkedIn: https://www.linkedin.com/in/mauricemosseri (https://www.linkedin.com/in/mauricemosseri) • Website: https://mauricemosseri.com (https://mauricemosseri.com) Where to find David Segal: • Website: https://www.highbeam.com/ (https://www.highbeam.com/) • YouTube: https://www.youtube.com/@wtdn.podcast (https://www.youtube.com/@wtdn.podcast) • LinkedIn: https://www.linkedin.com/in/david-segal-80b6079 (https://www.linkedin.com/in/david-segal-80b6079) — Timestamps: (00:00) Intro (02:44) Finding balance in life with a startup (04:17) The origins of Still Here (06:36) How the first production run was funded (08:23) What came next after losing everything in the Barneys bankruptcy (11:10) Why Still Here avoided a direct-to-consumer strategy (12:54) How Still Here funded the next production run with retailer deposits (16:55) Why Still Here chose bootstrapping (20:36) The challenge of outgrowing early suppliers (24:03) When loyal team members no longer scale with the business (29:04) Why Still Here can afford a longer ROI runway now (30:31) Why the retail stores became the key unlock (32:07) How COVID made early store openings cheaper (33:53) What pushed Still Here to open its own stores (37:47) The tradeoffs between direct-to-consumer and wholesale (40:03) Why Still Here pulled back from most retailers (44:16) What keeps Maurice up at night (45:10) Why Still Here is focused on sustainable growth — Referenced: • Still Here: https://www.stillhere.nyc (https://www.stillhere.nyc) • Sonia Mosseri on LinkedIn: https://www.linkedin.com/in/sonia-mosseri-608558b4 (https://www.linkedin.com/in/sonia-mosseri-608558b4) • Barneys: https://en.wikipedia.org/wiki/Barneys_New_York (https://en.wikipedia.org/wiki/Barneys_New_York) • Frame: https://frame-store.com (https://frame-store.com) • Agolde: https://agolde.com (https://agolde.com) • Re/Done: https://shopredone.com (https://shopredone.com) • Net-a-Porter: https://www.net-a-porter.com (https://www.net-a-porter.com) • Farfetch: https://www.farfetch.com (https://www.farfetch.com) • Revolve: https://www.revolve.com (https://www.revolve.com) • Bergdorf Goodman: https://www.bergdorfgoodman.com (https://www.bergdorfgoodman.com) • Neiman Marcus: https://www.neimanmarcus.com (https://www.neimanmarcus.com) • Browns: https://www.brownsfashion.com (https://www.brownsfashion.com) • Saks Fifth Avenue: https://www.saks.com (https://www.saks.com) • Harvey Nichols: https://www.harveynichols.com (https://www.harveynichols.com) • Fred Segal: https://www.fredsegal.com (https://www.fredsegal.com)

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