Rethinking Revenue

Ep 7. | Pivoting with Purpose | Andy Shaffer, Executive Producer and Former President of Shaffer Entertainment

Join us as we follow Andy Shaffer's journey through the highs and lows of the entertainment industry. From fighting against a city-wide ban to navigating the challenges of technological advancements, Andy's resilience and adaptability will leave you on the edge of your seat, wondering how he'll overcome the next obstacle. Tune in to discover the twists and turns of Andy's business evolution and prepare to be left wanting more.

Andy is a seasoned entrepreneur sharing a captivating journey that traces back to his family's business roots from 1929. His great-grandfather's bold transition from running a pharmacy to venturing into the music business, coinciding with the rise of jukeboxes, set the stage for a remarkable legacy. Over the years, Andy has been instrumental in leading Shaffer Entertainment, which represents a diverse range of entertainment equipment across the United States. His pivotal role in navigating through industry-shifting events, such as the impactful 2008 smoking ban campaign, eloquently named "Can the Ban", offers invaluable insights into adaptability and resilience in business operations. Andy's experiences and entrepreneurial spirit bring a wealth of wisdom and innovative strategies for business leaders seeking to evolve and thrive in dynamic landscapes.

If you ever let your sponge harden up, then I think you're in trouble. You got to be a sponge, and you got to be willing to listen to everyone else. That's the only way we're going to grow, and that's how you're going to evolve. - Andy Shaffer

Cultivate Strong Customer Relationships
Building strong customer relationships is at the core of maintaining a successful business. Andy Shaffer's dedication to understanding his client's challenges and his devotion to their satisfaction enabled him to foster deep connections within the industry. It's imperative to prioritize customer needs and create impactful experiences, an approach that not only elevates your brand reputation but also improves customer loyalty and retention in the long run.

Resources in this episode:

• Find Andy on LinkedIn.
• Check out VIP Hard Seltzer, Andy's recent investment and advisory company.
• Triangle Park, Andy's debut as Executive Producer, tells the story of the first NFL game ever played in Dayton, Ohio.

Ep. 6 | From Flops to Exits | Callan Harrington, Founder & CEO of Flashgrowth

If you're feeling frustrated because you've hired sales leaders who just can't seem to drive the results you need, you’re not alone! You may have tried hiring based on impressive resumes and experience, only to find that they don't quite fit the stage of your company's growth. Instead of seeing improved sales team performance and company growth, you may be experiencing turnover, missed targets, and a lack of cohesion within your sales team. It's time to re-evaluate your approach to hiring sales leaders and consider the stage fit for your company's growth.

Meet Callan Harrington, the founder of Flashgrowth, whose journey from the corporate world to the startup realm has been nothing short of impactful. With three successful exits and three invaluable flops under his belt, Callan's wealth of experience in sales, coaching, and advising proves instrumental in propelling companies from $0 to $1 million, $1 million to $10 million, and $10 million and beyond. His keen eye for identifying stage fit, particularly in hiring sales leaders, equips entrepreneurs and revenue leaders with the insights needed to navigate pivotal sales leadership hires. Callan's passion for optimizing sales processes and driving revenue growth ensures that his expertise contributes significantly to improved sales team performance and overall company success.

If you're so passionate about that idea that you want to do it anyway, take the swing. Everything that's good that's been created, somebody's had to come up with something so ridiculous to get them through all the hurdles just to get the business going. - Callan Harrington

In this episode, you will be able to:

• Overcome entrepreneurship challenges with proven strategies and insights.
• Discover the key to finding product-market fit and scaling with efficiency.
• Hire sales leaders perfectly aligned with your company's growth stage.
• Uncover the importance of understanding your Ideal Customer Profile for sales success.
• Leverage teamwork and individual strengths for unstoppable sales performance.

About Callan Harrington

Callan Harrington is the founder of Flashgrowth. He has 10+ years of experience leading revenue teams, including three exits of high-growth companies. He is passionate about breaking down problems and creating processes to achieve rapid career and business growth.

About Flashgrowth

Flashgrowth is a revenue consulting and RevOps company that helps start-ups and scale-ups achieve sustainable growth from seed to exit. Our mission is to help companies avoid costly mistakes, achieve predictable growth, and create a platform for full-time sales hires to be successful. 

Resources in this episode:

• Find Callan on LinkedIn
• Flashgrowth
• That Worked Podcast

Ep 5. | People Are Your Competitive Difference | Patrick Nora, President at Boon Edam USA

Have you heard the myths about leadership that might be holding your organization back?

Myth 1: Leaders are born, not made.

Myth 2: A strong leader must always be in control.

Myth 3: Leadership is a solo act.

Our guest, Patrick Nora, will share the truth about leadership in shaping organizational success.

Patrick Nora, President of Boon Edam USA, brings over 25 years of experience in the security and infrastructure industry. His leadership has been pivotal in driving the company's 150-year legacy to new heights, positioning Boon Edam as a global leader in producing revolving doors, security turnstiles, and optical turnstiles. With a strong focus on customer needs, Patrick has led the company to serve diverse markets including manufacturing, banking, data centers, and government installations. His expertise in rethinking revenue strategies and addressing the complexities of different use cases has contributed to Boon Edam's success in delivering innovative solutions tailored to specific customer requirements. Patrick's insights into the evolving landscape of security and infrastructure provide valuable perspectives for business leaders and managers seeking to enhance organizational success through effective leadership.

I don't care what business you're in, an organization's only lasting competitive advantage is its people. If you want to be the best, your people have to do their job better than everyone else. - Patrick Nora

In this episode, you'll be able to:

• Elevate your understanding of the importance of exceptional service in business success.

• Overcome the challenges of selling service with strategic insights and proven techniques.

• Embrace the pivotal role of leadership in shaping organizational success and growth.

• Unlock the potential of investing in employee development for long-term business prosperity.

• Maximizing success through employee development investments.

About Patrick

Manufacturing executive passionate about building high-performance leadership and teams. Fulfillment comes from making a difference in people's lives and helping them grow and develop. The potential of any company is really about what the people within the company can achieve together.

About Boon Edam

Boon Edam is leading the field when it comes to supplying top quality revolving doors, high security doors and speed gates to customers across the world. They are a third generation, Dutch family business who prides themselves on their knowledge and dedication to this specialized market.

Resources in this episode:

• Boon Edam

• Find Patrick on LinkedIn

Ep. 4 | Kaizen and Metrics | Jeff Tobin, Partner at Millpond Equity Partners

Does it sound familiar to constantly seek new growth opportunities but struggle to achieve sustainable results? You may have been told to focus solely on increasing sales without considering the underlying factors that drive sustained growth. This approach can lead to short-term gains but ultimately results in a lack of consistent, long-term success, leaving you feeling frustrated and unable to achieve your business goals.

Meet Jeff Tobin, a seasoned partner at Millpond Equity Partners, renowned for his adeptness in fostering sustainable growth through robust partnerships and metrics. Boasting a diverse portfolio encompassing marketing services, media services, and education technology and service companies, Jeff's approach transcends conventional investment, prioritizing collaborative strategies and hands-on guidance to streamline operations and fuel expansion. His pragmatic insights and emphasis on strategic alliances make him an invaluable resource for CEOs and business owners seeking continuous improvement and enduring success.

Kaizen is the power in your engine. It's the fuel, it's the gasoline in your engine. But that engine has to be built in an open-minded, agile manner. - Jeff Tobin

Rethink Revenue and Drive Continuous Improvement
Embracing the philosophy of Kaizen or continuous improvement is vital for business growth. As Jeff highlights, businesses need to constantly adapt and refine their processes, staying ready to navigate unexpected factors. Lean Six Sigma principles can guide this ongoing refinement, helping businesses to better manage and understand process variations while staying connected with customer needs.

Hear Jeff speak about the successes of one of his portfolio companies, TouchMath. He points to the time of their acquisition when growth was prioritized and some of the things that had to change to profitably grow and scale the company. This included product improvements, staff augmentation, redefining their buyer personas, and arming the sales team to have conversations with higher-level buyers inside the buying committee.

About Millpond Equity Partners

Millpond Equity Partners brings a combined 90+ years of experience in private equity, operating and industry experience seeking to achieve the best possible outcome for its management partners, investors, and lenders. Our area of focus is the lower middle market in sectors including, education and training, marketing, media and healthcare services, and other business services companies.

About Jeff Tobin

Jeff has nearly thirty years of experience as a private equity investor and operating executive in middle-market businesses. He currently serves as Chairman of Paxton/Patterson, TouchMath and Science Interactive Group and as a Member of the Board of Directors at Financial Aid Services and Futuri Media.

Resources in this episode:

• Millpond Equity Partners

• TouchMath

• Find Jeff on LinkedIn and shoot him an email, jtobin@millpondequity.com.

Ep. 3 | The Formula for Accelerated Growth | Patrick Baynes, CEO at PeopleLinx

Does this sound familiar? You're working hard to generate leads and boost sales, but you're not seeing the results you want. You may have been told to simply increase your marketing efforts without truly understanding your audience. This ineffective action can lead to wasted resources, missed opportunities, and frustration as you struggle to see the growth you desire.

 

In this episode, you will hear more about:

• PeopleLinx technology and services provided as well as the customers they serve.

• Adapting the business to buyer needs.

• Knowing your ideal customer profile before creating your messaging.

• Surviving the pandemic and shifting ideal customer profiles.

• Leverage networking, partnerships, and referrals for business growth.

• Creating customer stories to support your ideal customer profiles.

Don't just tell people that it's new and that they're the first customer. Step on the field like you've done it a thousand times. Be IBM. Show up in that way. - Patrick Baynes

Build trust and authority to close more deals.
Trust and credibility form the bedrock of successful sales as underscored by Patrick. Highlighting past successes through case studies, featuring logos of notable clients, and leveraging personal networks, referrals, and partnerships can exponentially elevate a company's credibility. These measures, coupled with a confident and professional demeanor, play an instrumental role in expediting the sales process and securing more deals.

About PeopleLinx

We're pioneering the way companies identify, engage, and generate sales opportunities in the new digital selling world. We provide the full stack of solutions including multi-channel outreach automation, quality prospect data, AI-powered messaging, go-to-market strategy, lead scoring, and more. PeopleLinx simplifies lead generation and dramatically increases sales productivity, ultimately helping revenue teams gain more control to drive efficiency, predictability, and growth.

About Patrick Baynes

Working at LinkedIn started his career in technology and was the perfect launch pad into the internet and software space. He was once told that if you sliced him open to see what he was made of, it would mostly be LinkedIn DNA; He's ok with that. Following LinkedIn he co-founded PeopleLinx, the first employee-based social marketing solution for LinkedIn. The company was acquired in 2015 by Frontline. He purchased and resurrected the PeopleLinx brand in 2023.

Resources in this episode are:

• Peoplelinx - Learn how to Go-To-Market faster.

• Find Patrick on LinkedIn

Ep 2. | Pivotal Growth Strategies | Brian Gregory, Co-Founder and CEO at FMX

In the world of growing companies, there's always the potential for unexpected twists that can change the course of a business. Picture this: a young professional, facing budget constraints and technical challenges, experiences a pivotal moment that leads to a groundbreaking realization. The twist in his journey ignites a passion within him and lays the foundation for a revolutionary approach to facilities management software.

In this episode, you will hear about:

• Brian's entrance into facility management solutions by working on energy efficiency projects.

• How he realized growth by incorporating an outbound selling motion.

• How pivotal it was to hire the right sales leaders and realize high-impact growth.

• Relying on your team vs doing everything yourself.

• Niche-ing down to create focus and growth.

• Moving to a territory sales model.

• Founders and executive team have to own revenue achievement and growth.

No sacred cows. Sometimes what got you to the point you are, will not get you to where you're going. - Brian Gregory

About FMX

FMX is a leading provider of maintenance management solutions that help organizations accelerate operational excellence. FMX's easy-to-use facilities management software solution gives your team the power to manage your entire facility from a single interface. From maintenance management and facility scheduling to equipment maintenance and inventory management, FMX is your team's #1 solution to manage its operations. We serve various industries, but our main focus is K-12 districts, colleges and universities, and government-owned buildings and municipalities.

About Brian Gregory

What does he do?

Though he started his career as a mechanical engineer, he quickly realized he wanted to make a more strategic impact on the K-12 industry. For the past decade, he's led FMX with a simple goal in mind: create an effective, valuable facilities management solution that improves the lives of its customers. FMX has implemented over 1,000 districts across the country and has learned what makes a district operate at its peak.

Why does he do it?

Brian has twin 5-year-old boys, and as they start school, one of his biggest goals is to improve the educational environment they grow up in. He knows facilities management can support education, and that’s what FMX, and him personally, are ready to see through. That’s no easy feat, and he's here to learn, to spread bits of wisdom he's gleaned, and to support this community as they grow together.

Reach out if you’d like to chat!

The resources mentioned in this episode are:

• Visit FMX

• Find Brian on LinkedIn

• Podcast: Beyond Buildings: Exploring Facilities Management

Ep 1. | Top Down vs. Bottom Up Team Building | Ed Porter and James Rores

Join us as we discuss the journey of achieving sustainable growth, as Ed and James, your passionate hosts, lead the charge in implementing actionable strategies with realistic goals, all while navigating the irony of celebrating small wins in the pursuit of grand success. 

Growth is a journey. It's not overnight. It's not like 'follow these steps and suddenly you're successful'. It's about the small victories. - Ed

In this episode, you will be able to:

• Meet your hosts and learn about them.

• Evaluate top-down and bottom-up approaches when building teams.

• Brief discussion on the differences between "Growth" and "Scale"

• Learn to optimize resource allocation and leadership hierarchy for success.

It's not about big moves. It's about those tiny incremental shifts. Hopefully, we can bring some information that can help you guys make those small incremental shifts to get you where you want to be. - James

Evaluating top-down and bottom-up approaches
Evaluation of top-down and bottom-up approaches offers diverse pathways to business growth. The top-down approach entails hiring a leader to build a team, while the bottom-up approach suggests investing in contributors first, and then developing leadership as the company progresses. Understanding and discerning which approach best aligns with the company's growth structure and capabilities can lead to a strategic plan that optimally supports the company's expansion goals.

Check out what's in store for you from future episodes:

• Our guests will be founders, CEOs, VC and PE firm partners, technology providers, and service providers talking about how they are rethinking revenue.

• Each guest will talk about a specific milestone in their growth journey that forced them to think differently about their revenue growth strategy.

• Stay tuned for unscripted, free-flowing conversations on revenue growth, featuring real-life experiences and practical advice for navigating the challenges of growing a company.

• Join us in learning from smart people who have been there and done that, gaining valuable insights to make small incremental shifts that can lead to significant progress in your business.

• You'll hear from James and Ed periodically as they will discuss all sorts of revenue strategies and tactics and talk about the pros and cons of each.

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