Jeff Burgess built a $20 million customer relationship from the ground up, thought about them day and night, inserted branded sterile wipes into their server shipments during COVID, and then handed them a $5 million deal by honestly recommending their software over the competition. Three months later, he found out they had cut him out entirely by accident when their support team sent a return request to BCD out of muscle memory on a server BCD never built.

In this episode, Jeff tells the full story of what happens when passion in a customer relationship becomes a one-way street. From the early days of building customized surveillance servers that outperformed anything else in the market, to a contract, a voluntary concession, and an eventual betrayal that wasn't even delivered with the decency of a heads-up conversation.

This isn't a  ...