In part one of this series, we introduced two of NextCorps newest Entrepreneurs in Residence (EIRs) supporting startups in our incubator. Meet two more new EIRs—experts in sales, operations, and product development—who are here to help our founders build smarter and grow faster.
Pat Shreckengast: Storytelling strategist, sales coach, and early-stage builder
Pat Shreckengast is co-founder of AceUp, an AI-powered talent management platform, and consults with CultureHQ, a software company helping organizations showcase their culture through employee stories. He brings deep expertise in go-to-market planning and team development, and his passion lies in helping founders create collaborative sales experiences—ones grounded in buyer-centered messaging that connects.
Pat was first introduced to NextCorps through a member of the incubator who invited him to join a founders’ roundtable. He quickly began making regular trips from his home in Watkins Glen to be around the community of entrepreneurs.
“It was always worth the drive to get out of the house and work in a beautiful space around the energy of people building things,” Pat said. “Even before becoming an EIR, I loved hearing about people’s problems and offering suggestions where I could.”
Now as a mentor, Pat focuses on helping founders clarify early sales strategies and design testable go-to-market plans.
“A lot of people start out wanting to boil the ocean with their sales. But at first, you’re just trying to make a significant dent,” he said. “I help them think through, who are your buyers? How much outreach do you need to do? And what are the KPIs around all of that so you can hold yourself accountable?”
Pat recognizes the appeal of AI for founders working to gain traction. When fielding questions about using AI for sales, he encourages balance.
“Lots of people are using AI to generate outreach at scale, but losing all the relatability in the process. If your goal is to build something that can touch 10,000 people tomorrow, you’re probably skipping a couple steps,” Pat shared. “I help founders figure out where to automate and where to stay human.”
Pat also takes pride in bringing a creative mindset to building outreach programs, and bucking trends when it’s just contributing to the noise.
“Recognize that the world is full of annoyances, and people are tired of being sold to. Cold calls don’t work. Generic LinkedIn messages and email scripts don’t work,” Pat shared. “What does work is taking the time to truly, fully understand your client and building a collaborative sales experience—something that reflects what your buyer is thinking, coaches them through decisions, and makes them look good.”
For founders who are still refining their idea or testing first assumptions, Pat is all in.
“I love the ideation phase. Helping someone figure out who they’re building for, what they want to learn, and how to go out there and test it in the real world. That’s the best part—you get to build the thing while you’re flying it.”
His advice for early-stage entrepreneurs? Lean in and empathize with your users and buyers.
“The more you understand them, the more excited you’ll be about solving the problem—and I think that’s where you find success.”
Joel Benzel: SaaS veteran and champion of customer-centric innovation
Joel Benzel knows how to take a company from ideation to acquisition. As CEO of TouchStream Solutions, he led the business from early concept through growth and its eventual sale to PointClickCare, the market-leader for SaaS solutions in long-term care. Today, he brings that experience to founders at NextCorps—helping them focus their product strategy, validate market fit, and avoid common early-stage missteps.
“A lot of founders are eager to build, build, build,” Joel said. “Often, they are solving a problem that is personal to them, and they assume that other people have the same experience or interest in the solution. So, they skip doing any meaningful market validation. This results in founders wasting time and resources by going down a path that isn’t sustainable and can lead to a costly pivot or even the failure of the company.”
Joel’s approach centers on helping startups define the real problem, understand the market, and develop a strategy that’s grounded in feedback.
“A product is just one solution to a problem. If you focus only on the solution and not the problem, you often make assumptions that favor your solution at the risk of not understanding the broader needs of your target customers. It’s a classic case of not seeing the forest for the trees. That’s where I can help—refocusing the founder’s lens from the product they’re building to the problem they are trying to solve. Then coaching them through discovery calls with prospective customers to validate their assumptions and ensure they are focused on the highest value parts of the problem. What they learn informs their product direction, go-to-market strategy, pricing, and other necessary elements to build a true business.”
Joel has known NextCorps since it was called High Tech Rochester. More than a decade ago, he joined the incubator to get support while building TouchStream Solutions and meet other like-minded entrepreneurs. Today, he sees his EIR role as both a way to give back and a way to stay immersed in the local startup scene.
“I really love to learn. What’s fascinating about the startups at NextCorps is that they run a wide spectrum,” Joel said. “I might be talking to someone about photonics in the morning, nanotubes over lunch, and software in the afternoon. I might not understand everything about their technology, but the fundamentals don’t change. No matter the industry, you still need to manage the business, define your market, and build something people truly need and see enough value to pay you for.”
For founders thinking about raising outside capital, Joel offers a clear-eyed focus on what matters.
“Make sure you’ve talked to your target customers (buyers) and validated your critical assumptions before you start spending significant dollars, and especially before you take other people’s money. The meter starts ticking the second you do, and your credibility is on the line.”
Whether you’re building your solution, looking to land first customers, planning your next big milestone, or working to turn your idea into reality, NextCorps is the place for you. Our EIRs are here to help you move faster and smarter. Apply to join our incubator and get expert guidance, community support, and the resources you need to grow.