Success Story with Scott D. Clary

Episode: Lessons – How to Build Two Billion Dollar Unicorns | Terry Jones (Founder of Travelocity & Kayak)
Date: October 18, 2025

Overview

In this episode, Scott D. Clary sits down with Terry Jones, legendary founder behind two billion-dollar "unicorn" startups—Travelocity and Kayak. The discussion explores how modern technologies like AI, IoT, and 3D printing are revolutionizing industries, redefining the future of work, and enabling entirely new business models. Terry shares concrete examples, tactical strategies, and foresight for both corporate leaders and entrepreneurs on harnessing technological change for disruptive innovation.

Key Discussion Points & Insights

1. The Transformative Power of Converging Technologies

(00:00–02:49)

• AI & IoT Integration:

  • Manufacturing is moving towards "Industry 4.0" with AI-powered predictive maintenance and automation.

  • 3D printing, once slow, is speeding up production cycles—now faster than traditional shipping from Asia.

  • Example: GE approved the first 3D-printed engine part, streamlining what was once a complex, multi-party process.

    "People say, well, 3D printing is slow, it only has to be faster than the ship from Asia. Right? And it is."
    —Terry Jones, (01:25)

• Cloud-Connected Products:

  • New paradigm: Cloud-connected devices enable companies to act like web-based businesses—constantly learning from real-time data.

  • Example: John Deere's IoT tractors provide continuous data flows, leading to proactive updates and direct customer engagement.

    "Now John Deere has an Internet-connected tractor...they know [what farmers are doing] every minute and they can go out and update that tractor and delight the customer. Just like my Tesla."
    —Terry Jones, (02:14)

2. The Evolving Future of Work

(02:49–05:35)

• Workplace Flexibility Trends:

  • Push-and-pull between leaders wanting employees onsite and workers preferring hybrid models.

  • Trend: Workers likely to win due to labor demand and CFOs favoring reduced real estate costs.

    "Most leaders want everyone back in the office, but most workers want a flexible schedule... I think there's going to be a collision here, and I think the workers are going to win..."
    —Terry Jones, (03:14)

• Changing Nature of Jobs:

  • Repetitive tasks are rapidly being automated through robotic process automation and AI.

  • New roles emerging, such as video salespeople and data analysts, are in high demand.

  • Insight: Most companies struggle with disorganized data ("data swamps"), and demand for analytics is surging.

    "A great video salesperson is in terrific demand right now... Data analytics is screaming off the chart."
    —Terry Jones, (04:12, 04:26)

• Shift in Business Models:

  • Asset-light companies and “as-a-service” models are disrupting industry giants.

  • Examples:

    • Kayak: Digital platform, minimal assets, massive valuation.
    • Philips: Selling "lighting as a service" at Schiphol Airport (long-term contract, operational responsibility).
    • Subscriptions: From meal kits to razors and even mattresses—delivering new levels of convenience and recurring revenue.

    "Philips... said, we're not going to sell you light bulbs anymore. We want to sell you light... So what did they do? They put in bulbs that last 75% longer... They put the same bulbs, use half the power because Philips is paying for the power and they even recycle the bulbs."
    —Terry Jones, (05:37)

3. Disruptors, Startups, and New Use Cases

(07:32–10:48)

• Startups with Global Impact:

  • Zipline: Drones delivering essential medical supplies in Africa, now in the U.S for COVID and remote medicine.

  • Regulatory cunning: Chose Africa due to looser drone regulations, then expanded globally.

    "Zipline... started doing drone deliveries of blood in Africa. And they said we started in Africa because they don't have any drone rules."
    —Terry Jones, (08:06)

  • 3D Printing in Automotive:

    • Ford’s reengineered seat bracket: “Twice as strong and it weighs 30% less”—potentially game-changing for vehicle efficiency.

    "Ford did recently, they reengineered a seat bracket... It's twice as strong and it weighs 30% less. Well, think about all the parts in your car that might weigh 30% less. What would that do to mileage?"
    —Terry Jones, (09:44)

• Guidebooks for Innovation:

  • Terry’s book outlines not just the upcoming technologies but practical strategies: "increase risk, test more, kill projects, not people."

    "The first part of the book is to scare the hell out of you. And the second part... is to say yeah, what can I do? Like increase risk, test more, kill projects, not people."
    —Terry Jones, (10:25)

4. Adoption by Legacy and Large Organizations

(10:48–12:22)

• Legacy Firms Embracing Technology:

  • Examples: Mack Truck deploying IoT fleet-wide; large truck stops adopting smart sensors for predictive maintenance.

  • Big manufacturers like GE are using IoT and 5G for smarter factories, while startups partner with them to overcome organizational inertia.

    "Mack Truck is deploying IoT in all their trucks... So the connection of big brands who are automating, they need people to help them wherever they are. That's what GE is doing with their jet engines."
    —Terry Jones, (11:14, 11:34)

• Smaller Firms as Innovation Partners:

  • Smaller companies are agile and can help giants implement and realize the benefits of disruptive tech.

    "Smaller companies are looking [at] these technologies and partnering up with large companies to help them do things that the large lumbering giant just can't get done quickly enough."
    —Terry Jones, (12:07)

Notable Quotes & Memorable Moments

• "3D printing is slow; it only has to be faster than the ship from Asia. And it is." —Terry Jones (01:25)
• "By being cloud connected, you're a faster learner and you're faster to change to market needs and customer needs." —Terry Jones (02:35)
• "Most leaders want everyone back in the office, but most workers want a flexible schedule...I think the workers are going to win." —Terry Jones (03:14)
• "A great video salesperson is in terrific demand right now." —Terry Jones (04:12)
• "Who would have thought you'd buy a mattress online and get 100 days to try it?" —Terry Jones (06:29)
• "Zipline...started doing drone deliveries of blood in Africa...now they're flying Covid tests and drugs and blood to remote hospitals [in the U.S.]." —Terry Jones (08:06)
• "Increase risk, test more, kill projects, not people." —Terry Jones (10:25)

Timestamps for Important Segments

• 00:00–02:49: How AI, IoT, and 3D printing are converging to upend traditional manufacturing and enable real-time business models.
• 02:49–05:35: The future of work—where, how, and the changing nature of roles (automation, analytics, new business models).
• 05:35–07:32: Lighting and other industries shifting to “as a service” and subscription models. Transforming the customer experience.
• 07:32–10:48: Startups and real-world use cases of disruption: drones, 3D printing, and why these areas are innovation goldmines.
• 10:48–12:22: How both legacy and startup companies are embracing and deploying these new technologies through partnerships.

Conclusion

Throughout the episode, Terry Jones provides a masterclass in leveraging emerging technology, changing work paradigms, and inventing new models for competitive advantage. His insights apply not just to entrepreneurs but to large, established companies seeking to avoid disruption and stay ahead of the curve. The mix of stories, tactical advice, and real-world examples make this episode an essential listen for anyone interested in the future of business and innovation.