In this episode of Under The Surface, we unpack what’s really going wrong inside growing organizations when technology starts to feel like a bottleneck instead of a competitive advantage.

I’m joined by Monica Swanson, a seasoned technology and operations strategist, who breaks down why so many companies struggle with disconnected systems, siloed data, and reactive decision-making. We go beyond the surface to talk about how technology, process, and people must work together—and what happens when they don’t.

If your team is stuck in manual work, frustrated by systems, or unsure how to scale operations effectively, this episode is for you. We dig into real-world examples, practical frameworks, and the mindset shift leaders need to turn technology into a true business enabler.

Guest Introduction:

Monica Swanson is a technology and operations strategist with over 30 years of experience helping organizations align their systems with business goals. She specializes in bridging the gap between business and technology—translating complex systems into practical, scalable solutions. Monica works with growing companies to create strategic roadmaps that improve efficiency, eliminate silos, and enable long-term growth.

Key Takeaways:

• Technology issues are rarely just technology problems—they’re usually process and people problems underneath the surface.
• As companies grow, siloed systems and disconnected data become a major hidden cost.
• You don’t need more tools—you need alignment between technology, processes, and teams.
• Leaders must shift from reactive tech decisions to proactive strategy as complexity increases.
• Change management isn’t optional—it’s a continuous requirement for scaling organizations.
• The real ROI of better systems comes from time saved, reduced frustration, and improved performance.

Chapter Markers:

0:00 Intro

1:50 Guest Introduction

3:00 Why tech becomes a “second job” for leadership

6:00 The problem with siloed systems and data

10:30 Technology vs business solutions (people, process, tech)

14:30 Why change management is so hard

17:00 The importance of listening across teams

19:30 Fractional leadership and strategic alignment

22:00 Turning tech problems into business impact

24:30 Calculating the real cost of inefficiency

26:30 Seeing the bigger picture across departments

28:20 Final takeaway: tech as a growth enabler

Keywords:

Under The Surface podcast, Monica Swanson, business technology strategy, IT leadership, operational efficiency, digital transformation, process improvement, change management, fractional leadership, business systems alignment, scaling companies, data silos, ERP strategy, CRM challenges

In this episode of Under the Surface, Paul Zyla sits down with Amber Crowley, COO of Partners in Excellence, to unpack what real leadership looks like when public narratives move faster than the truth. Together, they explore operational integrity, transparency, emotional discipline, and staying grounded in facts and values during regulatory pressure and media scrutiny.

Amber shares how leaders can anchor their teams in reality, balance growth with stability, and guide organizations through uncertainty without creating fear. From healthcare operations to technology partnerships, this conversation is about clarity, accountability, and calm execution.

If you’re looking to lead with confidence, protect your culture, and stay focused when external noise gets loud, this episode is for you.

Guest Introduction:

Amber Crowley is the Chief Operating Officer at Partners in Excellence, an autism therapy organization serving families across Minnesota and Wisconsin. With nearly two decades of healthcare leadership experience, Amber is known for her steady, transparent, and values-driven approach. She has guided organizations through growth, regulatory change, and operational complexity while keeping people and purpose at the center.

Key Takeaways:

• Strong leadership requires anchoring decisions in facts, not reactions.
• Transparency works best when paired with clear boundaries and responsibility.
• Growth seasons and survival seasons require different leadership muscles.
• Calm, consistent communication reduces fear during uncertainty.
• Operational integrity means protecting people, systems, and values first.
• Great leaders know when to push forward and when to pause.

Chapter Markers:

0:00 Intro

1:45 Guest Introduction: Amber Crowley and Partners in Excellence

3:00 Mission, Growth, and Healthcare Leadership Journey

7:20 Operational Integrity vs. Public Narrative

12:00 Adapting Leadership in Times of Scrutiny

16:10 From Growth Mode to Survival Mode

21:30 Leading Teams Through Uncertainty

26:00 Confidence, Communication, and FAQs

31:15 Collaboration and “Friendly Competitors”

34:45 Technology and Strategic Partnerships

38:10 Leadership Values and Final Reflections

42:40 Rapid-Fire Leadership Questions

49:20 Closing Thoughts

Keywords:

Paul Zyla, Amber Crowley, Under the Surface podcast, healthcare leadership, operational integrity, leadership under pressure, healthcare operations, organizational transparency, crisis leadership, autism therapy leadership, compliance and regulation, leadership mindset, executive leadership, healthcare management

In this episode of Under the Surface, I’m joined by Tom Hoelderle for a grounded conversation about what actually drives sustainable growth — and why sales talent alone isn’t enough.

We dig into the realities many leaders face when growth depends too heavily on founders, tribal knowledge, or a handful of tenured salespeople. Tom breaks down why value proposition clarity is the foundation of strategy, how repeatable sales systems protect valuation, and what happens when organizations try to scale without process, discipline, or accountability.

We also explore the tension leaders face when introducing change into established sales teams, how KPIs and compensation shape behavior, and why sales infrastructure matters long before an exit is ever on the table.

If you’re a CEO, founder, or executive leader trying to scale revenue without burning yourself out — this episode is for you.

Guest Introduction:

Tom Hoelderle is a seasoned sales, marketing, and operations leader with deep experience helping organizations translate strategy into measurable results. He works closely with executive teams to build clear value propositions, repeatable sales systems, and KPIs leaders can trust — bringing discipline, alignment, and accountability to revenue engines that need to scale.

Key Takeaways:

A clear value proposition is the starting point for all strategy and sales execution.

Founder-led sales limit scale and can significantly impact long-term valuation.

Revenue growth depends on systems, frameworks, and repeatable processes — not heroics.

Sales process adoption improves when tools add value to the salesperson, not just leadership.

KPIs and compensation drive behavior and must align with growth goals.

Sustainable sales engines must operate independently of individual relationships.

Chapter Markers:

0:00 Intro – What Under the Surface Is Really About

0:45 Guest Introduction – Meet Tom Hoelderle

2:30 Why Value Proposition Is the Foundation of Strategy

5:30 The Trap of Founder-Led Sales

8:50 Sales Systems, Process, and Scalability

11:45 Change Management Inside Tenured Sales Teams

15:00 CRM, Tools, and Driving Adoption

19:30 When to Optimize vs Replace Sales Models

22:00 Growth, Cost Discipline, and Valuation

25:00 Sales KPIs, Compensation, and Accountability

29:00 Private Equity, Due Diligence, and Sales Readiness

34:00 The Role of Independent Advisors

39:00 Closing Thoughts

Keywords:

Paul Zyla, Tom Hoelderle, Under the Surface Podcast, sales leadership, revenue growth, scalable sales systems, founder-led sales, value proposition strategy, sales KPIs, sales process, B2B manufacturing sales, private equity readiness, organizational change management, executive leadership podcast