How does a pharmacist with zero business experience end up founding a software company that gets acquired by Time Inc.? On this episode of the Capital Connect podcast, brought to you by GTM Payroll & HR, host Kito Delgado sits down with Matt Scarchilli, Franchise Owner of Sandler Training in Albany.

Matt shares the incredible 15-year story behind Sports Sign Up, a company born out of a desperate need to modernize a cumbersome paper registration process for the Latham Soccer Club. What started as a volunteer passion project turned into a massive leap of faith, requiring Matt to walk away from a stable career and rely on the unwavering support of his wife to build a tech business from the ground up.

Matt opens up about the realities of bootstrapping a startup, the critical self-awareness required to eventually hand over the reins to an outside CEO, and the surreal experience of negotiating a major acquisition. Today, Matt draws on his hard-earned entrepreneurial experience to coach Capital Region sales teams through the Sandler Selling System, emphasizing why a structured, disciplined approach is the key to long-term success.

• The ROI of Giving Back: How volunteering and following a lifelong passion for soccer unexpectedly uncovered a scalable business opportunity.
• The Power of Naivety: Why overthinking can lead to paralysis, and how sometimes taking a leap of faith is exactly what you need to seize an opportunity.
• Knowing When to Let Go: Why founders must detach from their "baby" and recognize when it’s time to bring in external leadership to push past revenue plateaus.
• Mastering the Pivot: Navigating the transition from tech founder to the corporate world, and eventually stepping into franchise ownership and sales coaching.

• Connect with Matt Scarchilli: LinkedIn
• Get Connected with GTM and Learn More About our Services

Welcome back to the Capital Connect Podcast, brought to you by GTM Payroll & HR!

In this episode, we sit down with Dr. Erin Napoleone, Doctor of Physical Therapy and Co-Founder of Choice PT.

While her husband and fellow Co-Founder, Dr. Joe Napoleone, couldn't make it to the mic for this recording session, Erin provides an incredible behind-the-scenes look into the journey they’ve shared building a premier physical therapy practice right here in the New York Capital Region.

In this episode, we explore:

• The Origins of Choice PT: The shared vision that led Erin and Joe to launch their own practice and redefine patient care.
• Building a Business: The unique challenges and immense rewards of managing a growing healthcare clinic as a husband-and-wife team.
• Community Wellness: How Choice PT is making a tangible impact on the health and mobility of the Capital Region.
• Entrepreneurial Insights: Actionable advice for other local business owners navigating growth, staffing, and community engagement.

Whether you're a fellow entrepreneur seeking inspiration, a healthcare professional, or simply a Capital Region local interested in the businesses shaping our community, this conversation is packed with valuable takeaways.

Connect & Learn More:

• Choice Physical Therapy
• GTM Payroll & HR

If you enjoyed this episode, please subscribe, rate, and leave us a review!

In this episode of Capital Connect, a GTM Podcast, host Kito Delgado sits down with David Dussalt of P1 Industries. In our signature value-first format, Kito and David dive straight into what it takes to build, operate, and scale a thriving business right here in the Albany area. They explore the unique challenges of the modern industrial landscape, strategies for developing a highly skilled local workforce, and why the Capital Region remains a prime hub for economic growth.

What you’ll learn in this episode:

• Local Leadership: How P1 Industries is innovating and adapting within the Capital Region's business ecosystem.
• Workforce Development: Actionable strategies for attracting, training, and retaining top-tier talent in competitive markets.
• Scaling Up: Real-world lessons learned from driving sustainable business growth in Upstate New York.

Whether you're a local entrepreneur, an established business leader, or just passionate about the economic engine of the Capital Region, this packed conversation delivers actionable insights you can apply directly to your own organization.

Host: Kito Delgado, Business Sales Manager

Powered by: GTM HR & Payroll

🎧 Subscribe to Capital Connect so you never miss an episode featuring Upstate New York’s top business leaders! 👉 Learn more about how GTM can support your growing team

👉 Connect with David Dussalt and P1 Industries