On the Road Again
Unflappable: A Lesson in Innovation
A child of the Silicon Valley model of creativity, innovation and collaboration, Boardwalktech Software Corp. CEO Andrew (Andy) Duncan did what many entrepreneurs in the Bay Area do—think differently in order to change the rules. An independent insurance agent, Andy noticed a huge need for automation and set out to create a novel software solution that turned out to be a winner.
Born and bred in the valley, he’s always been partial to the region’s embedded sense of free-spirited thinking and action, and that “really gets into your blood”. He’s drawn to making great products and getting it into the hands of those who can benefit the most – saying “money always follows unique innovation and products”
“That’s what this is all about,” he said over a Zoom call earlier this month. “It takes time but, we have developed something very unique and quite special that will change the technology landscape. Look, it took Larry Ellison a decade to get people to understand the importance of the relational database. Value creation doesn’t happen overnight.”
He dreamed of being a professional golfer when he was a kid which may explain his unique ability to focus solely on the shot at hand, seeing nothing but the task and the target, and the best possible path to get from A to B. After years in the insurance industry, first as a claims adjuster, then as a very successful independent agent, Andy found his calling in technology. The disruptive platform he developed for insurance policy management gave his firm a solid competitive advantage. As positive reviews spread about its capabilities, the valley’s model bore an ace for the young entrepreneur: start small, scale quickly, then sell it.
Change is Good
While he loved the insurance industry, and the lifestyle it provided, he felt passionate about the innovative tech culture flourishing in his backyard. With a ‘believe and achieve’ mindset, he successfully exited two more times before pivoting to Boardwalktech where currently he is CEO. At the time he met the founders, they were gaining some initial traction and, while they knew technology, they didn’t know how to raise money or scale an organization. That’s where the serial entrepreneur and self-described “hugger,” Andy stepped in.
A straight-shooter, Andy describes his management style as very inclusive. “While everyone has a different style, I am very-collaborative, a hands-on person that wants to support the initiatives of the team and provide as much guidance I can,” he said. “I certainly don’t have all the answers but, I can help walk through those issues and find a suitable solution.”
He’s seen lots of changes over the years, but the biggest one is how software is perceived today. “The models have changed dramatically over the last five years,” he said. “It’s been interesting to see how people buy software and how quickly today they discard it if it doesn’t meet their specs. Another change I find extraordinary, is how quickly we have all adapted to this new way of communicating and doing business online. We closed our largest deal in the history of the company and never once had an in-person meeting. It took 14-months and about 200 Zoom meetings. But it eventually happened.”
However, he finds tremendous value in face-to-face interactions, especially those with investors. “Being able to read a room and understand body language can help you communicate better and connect on a level that isn’t possible over Zoom. [In person] you build a trust level. Investors aren’t going to invest unless they can look the CEO in the eye and really understand who you are, where you’re going and why it’s so important.”
Andy approaches investor meetings with a deep respect of time, energy and insight. “I always try to see it from the investor’s viewpoint. Our story is so solid that I want them to hear about the successes of our product and really understand how we are changing the rules and delivering value one customer at a time. Once they do, they are usually impressed. This gives me a lot of confidence about the future of the business. It keeps me motivated every day. The sky is the limit for us.”