Dave Sinkinson (left) and his brother Chris co-founded AppArmor.
Bootstrapping a business isn’t easy. Dave Sinkinson knows this firsthand.
As co-founder of AppArmor, he grew a small idea into a trusted campus safety solution used across North America. The company’s journey ended with a multi-million-dollar acquisition.
In a recent episode of The Unsure Entrepreneur Podcast, Dave shares his story and offers practical advice for anyone thinking about starting or growing a business.
Start with market validation
AppArmor began with a simple idea: improve campus safety. Dave, working as part of a university’s campus safety committee, noticed a problem with outdated blue-light poles used for emergencies. His solution? A mobile app that could connect students directly to campus security.
Instead of spending months building the app, Dave pitched the idea to stakeholders first. “Validation in the market, not from investors, is what truly matters,” he says. Once the university committed to the concept, he and his brother Chris got to work, tailoring the app to meet their client’s needs.
Their approach paid off. By customizing their product for each institution, they saw adoption rates soar . This focus on validation over funding became a cornerstone of their success.
Lessons we learn in the podcast
Chris covers a lot of ground in the interview and shares a ton of business wisdom for anyone looking to start a business, grow it, and exit successfully.
Sell your idea before you build it. A paying customer is your best proof of concept.
Listen to feedback and make improvements as you go.
Success takes time. Most businesses need years to grow significantly.
Leadership and persistence matter
Dave emphasizes the importance of leadership in building a sustainable business. “Empathetic leaders create stronger teams,” he said. Instead of ruling by fear, good leaders listen, collaborate, and foster trust. This approach helped AppArmor maintain low customer churn and high team morale.
Bootstrapping came with challenges. Long sales cycles, compliance requirements, and limited resources forced the team to stay lean. It took years for AppArmor to achieve exponential growth. But persistence made the difference, as the company was sold for an eight-figure payday. "Entrepreneurship is a marathon, not a sprint,” host Roger Pierce reminds listeners.
Buy the book Startup Different by Dave & Chris Sinkinson on Amazon
Dave’s advice is clear: focus on what matters. Don’t get distracted by venture capital or the pressure to scale too quickly. Instead, validate your idea, listen to your customers, and stay committed to improving your product. “Get out there,” he urged. “You’ve got very little to lose except for your time.”
Dave and his brother are now devoting their energies to giving back what they've learned and helping other entrepreneurs to succeed, through their excellent book and podcast called Startup Different. Be sure to check out both.
Final thoughts
If you’re starting a business or thinking about it, Dave’s story shows what’s possible with focus and resilience. AppArmor’s success didn’t happen overnight, but it’s proof that a small idea, executed well, can lead to big results.
Listen to Dave’s full interview on The Unsure Entrepreneur Podcast for more insights and practical tips. You’ll learn what it takes to succeed—and why sticking with it is worth it.
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