Episodes
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Company StatsRevenue: $240 million in cases in 2024Cases Settled: Over $2 billion in settlements and verdicts since inceptionEmployees: 230+, including 50+ lawyersFounded: 1995
Episode Highlights✅ Scaling a law firm requires running it like a business, with a focus on numbers, processes, and mentorship.
✅ Pre-planning for growth, including hiring and training before the influx of cases, leads to sustainable success.
✅ Coaches provide accountability, strategy, and structure to help law firms and businesses achieve exponential growth.
Episode SummaryIn this episode, Mike Morse, president of Michigan's largest personal injury law firm, shares how he scaled his firm from a single attorney to a team managing over $240 million in annual cases. By treating the firm as a business from the outset, Mike leveraged data, processes, and mentorship to achieve consistent growth. His early adoption of personality-based hiring and an open mindset propelled the firm to become a leader in its field.
Mike also discusses his book Fireproof, a guide for law firm owners and business leaders to implement processes, develop visionary leadership, and plan strategically for growth. He emphasizes the importance of coaching and accountability in transforming law firms into efficient, well-oiled machines. With real-world analogies and actionable insights, Mike encourages business owners to slow down, strategize, and focus on building scalable systems.
Notable Questions We AskedQ: What inspired you to write Fireproof?
A: In 2019, my firm was running smoothly, and I wanted to share the methods that helped us grow. The book has since transformed countless law firms.
Q: How do you scale a law firm effectively?
A: Treat it like a business by focusing on data, processes, hiring the right talent, and finding great mentors or coaches.
Q: Why is coaching crucial for law firms and businesses?
A: Coaches provide accountability, strategies, and tools to systematize operations and ensure leadership focuses on growth.
Q: What is the biggest mistake law firms make when scaling?
A: Hiring reactively instead of pre-planning and training ahead of growth. This reactive approach often leads to inefficiencies and stress.
Q: How do processes like onboarding and case management improve a firm’s efficiency?
A: Written processes ensure consistency and predictability, making it easier to train teams and deliver high-quality results consistently.
Chapters00:00 Intro
00:20 Company Stats
03:16 Pre-Planning for Growth
04:04 Writing 'Fireproof'
05:18 Core Topics in 'Fireproof'
08:24 Importance of Coaching
11:05 Connect with Mike Morse Law Firm
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Company StatsCapital Raised: $200 million+Employees: 230+Founded: 2012
Episode Highlights✅ Fundraising requires full focus—treat it as a full-time job for maximum efficiency.
✅ A well-defined cultural playbook aligns team behavior and values with company goals.
✅ Transparent communication and constant iteration improve company culture over time.
Episode SummaryIn this episode, Alex Frommeyer, founder of BEAM Benefits, discusses the journey of raising over $200 million in funding and the role of company culture in scaling a business. Alex highlights the importance of a focused fundraising approach, sharing how he dedicated weeks solely to fundraising while delegating daily operations to his team. By prioritizing clarity and dedication, BEAM Benefits successfully secured funding rounds that fueled its growth.
A significant contributor to BEAM’s success is its cultural playbook, which Alex created after observing behaviors inconsistent with the company’s values. Modeled after Netflix's culture deck, this living document outlines company values, expectations, and key practices like hiring, promotions, and remote work. Alex emphasizes the CEO’s role in shaping and reinforcing culture through onboarding sessions, regular all-hands meetings, and ongoing iterations based on team feedback. This approach has helped BEAM align its growing team with its mission and values, ensuring a consistent experience for employees and clients alike.
Notable Questions We AskedQ: How did you approach raising over $200 million in funding?
A: By dedicating full focus to fundraising, treating it as a full-time job, and temporarily stepping away from day-to-day operations.
Q: What inspired the creation of BEAM’s cultural playbook?
A: Observing behaviors inconsistent with company values and the need to clearly define and reinforce those values across a growing team.
Q: How does the cultural playbook help during hiring and onboarding?
A: It aligns potential employees with company values during the interview process and sets expectations through onboarding sessions with the CEO.
Q: Why is transparency important in shaping company culture?
A: Transparency fosters trust and ensures employees are aligned with company goals, but it requires constant iteration to meet team expectations.
Q: How does BEAM Benefits ensure its culture evolves with the company?
A: Through regular feedback, ongoing adjustments to the cultural playbook, and leadership’s commitment to embodying company values.
Chapters00:00 Intro
00:14 Company Stats
00:37 Raising $200 Million: The Journey
02:38 The Importance of a Cultural Playbook
04:52 Implementing and Reinforcing Company Culture
06:50 The CEO's Role in Shaping Culture
08:45 Connect with Beam Benefits
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Company StatsRevenue: $430 millionEmployees: 800Founded: 2019
Episode Highlights✅ U.S. healthcare needs value-based care to improve outcomes and reduce costs.
✅ Preventative care and patient education are crucial for long-term health improvement.
✅ Financial incentives align provider goals with quality care, leading to better patient experiences.
Episode SummaryIn this episode, Amish Purohit, President of Arkos Health, delves into the complexities of the U.S. healthcare system and the need for a shift toward value-based care. Arkos Health, with an annual revenue of $430 million and a team of 800, formed through a merger in 2020 and has grown rapidly with a tech-enabled approach to population health management. Dr. Purohit explains that traditional volume-based care, which focuses on the number of patients seen, often leads to poor health outcomes and high costs. In contrast, value-based care aligns financial incentives with quality, focusing on preventative measures, improved patient-provider interactions, and outcomes.
Dr. Purohit also introduces the concept of the quintuple aim in healthcare, highlighting goals such as reducing per capita costs, enhancing patient experience, and ensuring health equity. Arkos Health partners with payers and providers to implement value-based contracts, aiming to provide better healthcare access in underserved regions and enhance the overall quality of care.
Notable Questions We AskedQ: What is value-based healthcare, and why is it important?
A: Value-based healthcare aligns financial incentives with quality care, encouraging preventative measures and better patient outcomes while reducing overall costs.
Q: What is the quintuple aim in healthcare?
A: The quintuple aim includes reducing per capita costs, improving patient experience, enhancing population health, ensuring provider satisfaction, and promoting health equity.
Q: How does Arkos Health support value-based care?
A: Arkos Health enables value-based contracts by providing resources and support to payers, providers, and patients, especially in underserved regions.
Q: Why does the U.S. healthcare system struggle with poor health outcomes despite high spending?
A: Traditional volume-based care focuses on quantity, not quality, leading to high costs without improving outcomes; value-based care aims to address this issue.
Q: What are the barriers to implementing value-based care across the U.S.?
A: A major barrier is the lack of knowledge and infrastructure in many states; Arkos Health aims to bridge this gap through partnerships and support.
Chapters00:00 Intro
00:18 Company Stats
00:49 The Formation and Growth of Arkos Health
03:03 Understanding Value-Based Healthcare
06:26 The Quintuple Aim Framework
12:13 Challenges and Barriers to Value-Based Care
13:19 Connect with Arkos Health
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Company StatsFounded: February 2023Raised: $3 million in pre-seed fundingDownloads: Over 15,000 in the last six months, averaging 1,000-2,000 dailyEmployees: 7
Episode Highlights✅ Generalist skills foster empathy and a well-rounded perspective in leadership roles.
✅ Belief in unique vision and early adoption can create significant long-term advantages.
✅ Choosing investors who align with your vision is essential for startup success.
Episode SummaryIn this episode, Brad Micklea, founder of Jozu, discusses the power of being a generalist in a startup environment and the importance of differentiating early. Jozu, a DevOps-focused platform for ML applications, pivots from the typical data scientist-centered approach, instead targeting DevOps teams responsible for production. With over 15,000 downloads and steady daily growth, Jozu is positioned as an innovator in the ML Ops landscape, with plans to scale as ML applications in production increase.
Brad emphasizes that his generalist background allows him to understand various roles within his team, making hiring and managing specialists more effective. His previous startup, Code Envy, taught him that sometimes taking a unique approach — despite skepticism — can yield outsized returns. This experience fuels Jozu’s strategy to get ahead of the curve, with early backing from AlleyCorp. Brad also underscores the importance of working with aligned investors who support his long-term vision, helping avoid internal conflict and enabling a smoother path to growth.
Notable Questions We AskedQ: How has being a generalist benefited you in leading Jozu?
A: Being a generalist gives me empathy for other roles, enables better hiring, and allows me to understand what excellence looks like across functions, enhancing decision-making.
Q: What’s the biggest lesson you brought from Code Envy to Jozu?
A: Differentiation is key. At Code Envy, we took a unique approach to cloud IDEs, which gave us a massive head start when containers became mainstream, and I apply the same strategy at Jozu.
Q: Why focus on DevOps teams rather than data scientists in ML Ops?
A: We see a need for production-focused tools. As ML applications grow in production, DevOps will be responsible, so we're positioning Jozu to meet that future demand.
Q: How do you choose the right investors for an early-stage venture?
A: It’s critical to have investors who fully believe in your mission. This alignment is worth more than perfect terms and creates a supportive environment, crucial in the startup phase.
Q: How do you handle skepticism when pursuing a unique business approach?
A: Belief in our vision helps us push through, even when faced with doubters. Having an aligned team and investors makes it easier to navigate external skepticism.
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Company StatsFounded: 2011Revenue: $100 millionEmployees: 200+
Episode Highlights✅ Test ideas fast with lean startup principles to get real-time feedback from the market.
✅ Distribution is critical in the alcohol industry; success depends on relationships and industry veterans.
✅ Clarity in storytelling is key when raising capital; high net worth investors often offer patient capital.
Episode SummaryIn this episode, Justin Fenchel, CEO of Beatbox Beverages, shares the journey of building a $100 million beverage company with a lean startup mindset and strategic distribution partnerships. Launched in 2011, Beatbox Beverages began as an idea for a party punch in a box, tested at local events to gather market insights. Over time, Beatbox cracked the code for distribution in the highly competitive alcohol industry, leveraging relationships with distributors and hiring industry veterans to manage retail partnerships effectively.
After a successful pitch on Shark Tank in 2014, where they secured $1 million from Mark Cuban, Beatbox scaled rapidly, but lessons in managing distribution and growth slowed them down to refine their model. Today, Beatbox continues to expand by building a network of high net worth investors, avoiding traditional VC routes for a more patient approach to capital. Justin highlights the importance of clear storytelling and relationship-building, whether for funding or distribution, to sustain and grow in a challenging market.
Notable Questions We AskedQ: How did you first test your product idea for Beatbox Beverages?
A: We tested it with a lean startup approach by making makeshift boxes and taking them to parties and events, gathering real feedback from attendees.
Q: What are the biggest challenges with distribution in the alcohol industry?
A: Distribution is everything; success requires understanding what motivates distributors and hiring people with strong industry connections.
Q: How did Shark Tank impact the growth of Beatbox Beverages?
A: It helped us gain visibility and attract distributors, but it also pushed us to expand too quickly, which taught us valuable lessons in managing growth.
Q: Why did you choose high net worth investors over traditional venture capital?
A: High net worth investors provide more patient capital with a longer-term view, unlike VCs who expect rapid growth and returns.
Q: What’s the key to successfully raising capital for a startup?
A: Be clear and compelling in telling your story. As Rob Dyrdek says, “Money loves clarity,” so articulate your vision and milestones clearly to investors.
Chapters00:00 Intro
00:21 Company Stats
00:51 Founding the Business and Early Challenges
01:21 Product Development and Market Testing
05:24 Mastering Distributor Relationships
06:18 Shark Tank Success Story
08:03 Raising Capital: Insights and Strategies
10:24 Connect with Beatbox Beverages
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Company StatsFounded: 1955Revenue: $105 millionEmployees: 230
Episode Highlights✅ Align team strengths with specific tasks to maximize efficiency and performance.
✅ Search funds enable acquisition and growth without traditional capital constraints.
✅ Talent optimization with data is essential for building high-performing, adaptable teams.
Episode SummaryIn this episode, Mike Zani, CEO of Predictive Index, discusses the journey of taking a long-established company and scaling it through innovative talent optimization strategies and effective team-building. Predictive Index, founded in 1955, was transformed under Mike's leadership after its acquisition in 2014, growing from $16 million to over $100 million in revenue. With expertise in search funds, Mike shares how he and his partner have successfully acquired and grown four companies, creating valuable returns for investors.
Mike’s passion for building “dream teams” led him to write The Science of Dream Teams, a guide for businesses on constructing teams that align with strategic goals. He highlights the importance of understanding what a team is good at and aligning that with the specific demands of the work. This approach, along with talent optimization software, allows Predictive Index to help companies achieve success through carefully assembled teams. Mike also shares his personal journey from competitive sailing to business leadership, demonstrating how his drive for excellence has guided his career.
Notable Questions We AskedQ: What is a search fund, and how does it help in acquiring businesses?
A: A search fund is a pooled investment from multiple investors to buy and manage a single company, allowing acquisition and growth without needing traditional capital.
Q: How does Predictive Index help businesses with team alignment?
A: PI’s talent optimization software uses data to ensure the right team composition, matching individuals' strengths to the tasks required for optimal performance.
Q: What inspired you to write The Science of Dream Teams?
A: My experience with multiple businesses taught me the importance of building the right team, and I wanted to share insights on creating high-performance teams with other business leaders.
Q: How do you determine if a team is the right fit for specific business objectives?
A: It's crucial to assess the type of work at hand and align team members with the skills best suited for those tasks, optimizing performance and efficiency.
Q: How did you transition from competitive sailing to business leadership?
A: After a successful sailing career, I wanted a stable path and shifted to business, where my passion for strategy and team dynamics found a new purpose.
Chapters00:00 Intro
00:16 Company Stats
00:41 The Journey of Predictive Index
01:23 Understanding Search Funds
03:34 The Science of Dream Teams
07:04 Personal Journey: From Sailing to Business
09:36 Connect with Predictive Index
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Company StatsFounded: 2001Revenue: $180 millionEmployees: 800
Episode Highlights✅ Growing a business requires shifting from working in the business to working on the business.
✅ Avoid bureaucracy and empower teams to maintain a "small company" feel, even as you scale.
✅ Private equity partnerships and acquisitions can accelerate growth and introduce exceptional talent.
Episode SummaryIn this episode, Matt Aston, President of GPRS, shares the journey of transforming a one-person company into a national leader in private utility locating and concrete scanning. Founded in 2001, GPRS has grown into a $180 million enterprise with nearly 800 employees across 54 U.S. cities. Aston attributes this growth to assembling a skilled team, expanding regionally, and keeping a focus on organic and strategic growth through acquisitions.
As GPRS evolved, it attracted private equity interest, ultimately leading to partnerships that further propelled growth. The firm completed its first acquisition in 2018 and has now made 10 acquisitions, building a robust team of professionals that enrich its leadership. Despite its size, GPRS is committed to operating with the agility of a small company by minimizing bureaucracy and encouraging autonomy within teams. Aston's story underscores the importance of scaling while staying true to core values and focusing on sustainable growth.
Notable Questions We AskedQ: What inspired the transition from a one-person operation to a national business?
A: Realizing that a strong team and geographic expansion were essential, Matt gradually hired skilled employees and opened new markets across the U.S.
Q: How has private equity impacted GPRS's growth strategy?
A: Private equity partners introduced GPRS to the benefits of acquisitions, which helped accelerate growth by acquiring valuable competitors and talent.
Q: How does GPRS maintain a "small company" feel despite its size?
A: Matt prioritizes common-sense policies and minimizes bureaucracy, allowing teams autonomy and ensuring that GPRS remains agile and employee-centered.
Q: What led to your first major business pivot?
A: Reading The E-Myth inspired Matt to shift from working in the business to focusing on scaling, hiring, and developing new markets.
Q: What role does culture play in GPRS's success?
A: A strong culture rooted in autonomy and teamwork has been key, attracting talented employees who are dedicated to GPRS’s vision and values.
Chapters00:00 Intro
00:19 Company Stats
00:45 The Journey from Zero to 800 Employees
01:47 Expanding Horizons: The GPRS Business Model
04:10 The Private Equity Transition and Acquisitions
07:16 Lessons from Failure: A Personal Story
08:38 Connect with GPRS
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Company StatsFounded: 2016 Annual Revenue: ~$20 millionFunding Raised: $35 million+Employees: 70
Episode Highlights✅ Leveraging location data helps companies bridge the gap between online and offline consumer behavior.
✅ Enterprises are increasingly focused on utilizing their own data assets while valuing privacy and secure data handling.
✅ Sticking to long-term vision over quick wins can better position a company for sustainable growth.
Episode SummaryIn this episode, Francesco Guglielmino, CEO of Cuebiq, shares the journey of his company in building a robust location data analytics platform. Founded in 2016, Cuebiq initially focused on serving the advertising tech industry by providing insights into consumer movements to bridge online and offline behaviors. However, when the COVID-19 pandemic disrupted store traffic, Cuebiq adapted by expanding into new sectors such as real estate, finance, and logistics, offering a platform-as-a-service model to leverage data in innovative ways.
Despite initial success, the departure of a key data provider in 2020 presented significant challenges, prompting Cuebiq to refocus on its core strengths. Francesco discusses the importance of adhering to long-term goals, noting how Cuebiq’s renewed direction emphasizes empowering enterprises to better understand their customers’ behaviors, both in-store and beyond. This focus aligns with current market needs for secure, privacy-conscious data solutions in a competitive landscape.
Notable Questions We AskedQ: How does Cuebiq use location data to enhance consumer insights?
A: Cuebiq's platform collects device location data (with consent) to help companies understand consumer movements, bridging online and offline behaviors for deeper insights.
Q: How did losing a major data provider impact Cuebiq’s business model?
A: It forced us to refocus on our core strengths in ad tech, leading us to refine our platform to empower companies with insights using their own data.
Q: Why is location data valuable for enterprises aiming to understand customer behavior?
A: Location data offers a unique perspective on consumer actions outside stores, helping enterprises enhance customer knowledge and maintain a competitive edge.
Q: What role does data privacy play in Cuebiq’s approach?
A: Data privacy is essential; we ensure all data is collected with consent and that companies using our insights do so responsibly, preserving user trust.
Chapters00:00 Intro
00:23 Company Stats
01:33 The Birth and Evolution of Cuebiq
03:21 Navigating Challenges During COVID-19
06:15 Refocusing on Core Strengths
07:45 Looking Ahead: Future Growth and Opportunities
08:26 Connect with Cuebiq
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Company StatsFounded: May 2007Total Investments: 700+ investments across commercial real estateCapital Deployed: $10 Billion+Employees: 3,260
Episode Highlights✅ Higher interest rates are recalibrating commercial real estate values, creating new investment opportunities.
✅ Hotels face a unique position with reduced new supply and growing demand, offering potential resilience in economic downturns.
✅ Peachtree Group leverages both credit and equity investments, taking advantage of distressed loan opportunities to continue growing its portfolio.
Episode SummaryIn this episode, Greg Friedman, CEO of Peachtree Group, delves into the commercial real estate market, highlighting how rising interest rates and reduced supply are reshaping the landscape. With over $10 billion in capital deployed and 700 investments made, Peachtree Group is a significant player in both the equity and credit sides of real estate, particularly in the hospitality sector.
Greg discusses the challenges of navigating the current market, marked by sluggish transactions, but also reveals how Peachtree is capitalizing on distressed loans and creating opportunities in a higher interest rate environment. He emphasizes the unique position of the hotel industry, where limited new supply and growing demand could mitigate potential economic downturns. His insights offer valuable takeaways for investors and entrepreneurs in real estate.
Notable Questions We AskedQ: How has the current interest rate environment affected commercial real estate values?
A: Interest rates have risen, and we're seeing a recalibration of commercial real estate values, particularly as the 10-year treasury yields impact cap rates.
Q: What makes hotels a unique investment opportunity in today’s market?
A: Hotels are experiencing reduced new supply, making them well-positioned for recovery, even in the event of an economic downturn, due to growing demand and limited competition.
Q: How does Peachtree Group approach distressed loan opportunities?
A: We focus on purchasing loans from banks that are looking to offload them due to balance sheet stress, especially as interest rates have risen and refinancing becomes difficult.
Q: How has Peachtree been able to deploy $10 billion in capital since its inception?
A: By being opportunistic, we’ve been able to deploy capital across different asset types and capitalize on inefficiencies in both the equity and credit markets.
Q: What strategies does Peachtree use to manage its portfolio in a sluggish market?
A: We focus on finding opportunities in the credit space while also leveraging our vertically integrated model to develop and manage assets for long-term growth.
Chapters00:00 Intro
00:22 Company Stats
00:43 Peachtree Group's Investment Strategy
03:12 Navigating Market Challenges and Opportunities
05:21 The Impact of Interest Rates on Real Estate
11:32 The Unique Position of Hotels in the Market
13:45 Conneact with Peachtree Group
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Company StatsFounded: 1999Employees: 160+Customer Base: 6 million+ students across the United States
Episode Highlights✅ Bootstrapping a business fosters creativity and innovation in the face of constraints.
✅ Growing an evergreen business prioritizes purpose and long-term impact over short-term profit.
✅ Compounding growth over time can often provide more wealth and fulfillment than selling for an early exit.
Episode SummaryIn this episode, Jeff Patterson, founder and CEO of Gaggle, shares his philosophy on building a purpose-driven, evergreen business. Gaggle provides digital safety tools for students by monitoring online activities and preventing bullying, self-harm, and other dangers. Jeff discusses how bootstrapping, despite the challenges, pushed him to be creative and resilient in the early stages of his business. He explains the decision to avoid selling the company, even with high offers, because he believes in long-term value and making a difference.
Jeff is a member of the Tugboat Institute, a group of evergreen CEOs who focus on building companies that prioritize purpose and growth over time, with no immediate exit plan. He speaks about the importance of maintaining freedom, the lessons learned from pivoting in tough times, and his vision for growing Gaggle over the next 20 years. His evergreen philosophy and dedication to protecting students create a strong foundation for the company’s mission.
Notable Questions We AskedQ: What motivated you to turn down offers to sell Gaggle?
A: I believe that purpose is more important than money, and I want to grow the business over time, making a bigger impact and ensuring long-term success.
Q: How does Gaggle protect students?
A: We monitor students' online accounts for signs of bullying, self-harm, and other dangers, alerting schools when a threat is detected. Last year, we made over 20,000 emergency calls.
Q: What is your experience with bootstrapping Gaggle?
A: Bootstrapping forces creativity. Without external funding, we had to work within constraints, which pushed us to innovate and build a sustainable business.
Q: What is the Tugboat Institute, and why are you a member?
A: It’s a group of evergreen CEOs focused on building businesses that aren’t for sale. We think long-term, making decisions that prioritize growth and sustainability over immediate exit strategies.
Q: What’s your long-term vision for Gaggle?
A: I have a 20-year plan. My goal is to continue growing the company, investing profits back into the business, and making a positive difference in the world.
Chapters00:00 Intro
00:17 Company Stats
01:16 Gaggle's Mission and Impact
03:45 The Evergreen Philosophy
05:38 Bootstrapping Success
07:17 Future Plans and Final Thoughts
08:44 Connect with Gaggle
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Company StatsTotal Revenue: $1 Billion+Employees: 100+Founded: 2010
Episode Highlights✅ Building a business on strong values and delivering exceptional customer experience sets companies apart.
✅ Strategic partnerships can enhance operational capacity while preserving company culture.
✅ Managing costs through in-house marketing and lean organizational structures ensures quality without sacrificing value.
Episode SummaryIn this episode, Evan Dash, CEO of StoreBound, discusses his journey from working in department stores to building a billion-dollar kitchen appliance company. StoreBound’s flagship brand, Dash Kitchen Appliances, is known for its fresh, fashionable designs geared toward younger consumers. Evan shares how his experience in retail and product development helped launch the business, with an emphasis on strong values, customer satisfaction, and delivering quality products.
Evan also highlights how in-house content creation, lean management, and a customer-first approach allowed StoreBound to maintain affordability without sacrificing quality. In 2020, StoreBound became part of Group SEB, a strategic partnership that allowed Evan to continue running the business while leveraging the resources of a larger corporation. Evan also discusses his recently published book, “A Dash of Good,” which focuses on building a values-driven business.
Notable Questions We AskedQ: How did you build a billion-dollar brand while maintaining product quality?
A: We focused on in-house content creation, a lean management structure, and a customer-first approach, which allowed us to maintain affordability and high standards.
Q: What role did values play in StoreBound’s growth?
A: Our values have always guided us, from ensuring great customer experiences to building an amazing work environment for employees. These values are the foundation of our success.
Q: How has partnering with Group SEB impacted your business?
A: The partnership gave us access to more resources, financial capital, and manufacturing capabilities while allowing us to maintain our culture and operational independence.
Q: What inspired you to write your book, "A Dash of Good"?
A: I wanted to share practical lessons from my entrepreneurial journey and connect with younger consumers. The book is a way to share how embracing failure can lead to success.
Q: How did your background in retail help in launching StoreBound?
A: My experience at Macy’s and my wife’s work at Bed Bath & Beyond gave us deep knowledge of product development, which we leveraged to build our own brand and create unique products.
Chapters00:00 Intro
01:59 Building a Business on Strong Values
03:34 Ensuring Quality and Customer Experience
04:52 Marketing Strategies and Cost Management
06:55 Partnership with Group SEB
09:53 Connect with StoreBound
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Company StatsRanked: The Success Story Podcast is a top 10 ranked business podcast.Downloads: Between 700,000 to 1 million monthly downloads across YouTube and audio platforms.Partnerships: Long-term advertiser partnerships with brands like HubSpot, LinkedIn, and Athletic Greens.
Episode Highlights✅ Building a personal brand creates long-term opportunities beyond a business exit.
✅ Focus on creating value and trust with an audience before monetizing content.
✅ A successful podcast requires long-term commitment and strategic growth.
Episode SummaryIn this episode, Scott Clary, founder of the Success Story Podcast, shares his journey from launching his podcast as a side project to becoming one of the top 10 business podcasts worldwide. Scott discusses the importance of focusing on building a personal brand that transcends the lifespan of a single business, ensuring long-term success and recognition.
He emphasizes the need to provide value to an audience before even considering monetization. Scott’s slow and steady approach to growth paid off, allowing him to partner with notable brands like HubSpot and LinkedIn. Additionally, Scott highlights the power of sustained effort, noting that success comes from consistently providing quality content over time, whether through a podcast or any other entrepreneurial endeavor.
Notable Questions We AskedQ: What is your long-term strategy for monetizing the Success Story Podcast?
A: My focus has always been on building a community and delivering value to my audience. Monetization came later, through trusted advertisers that align with my audience.
Q: How did you transition your podcast from a sales and marketing focus to covering broader topics?
A: The podcast evolved with my own interests. As I grew in my career and life, I started exploring more topics like personal development and entrepreneurship, which naturally expanded the show's scope.
Q: How long did it take before you started attracting larger advertisers?
A: It took about two and a half to three years before I started landing year-long partnerships with major brands like HubSpot and LinkedIn.
Q: What advice would you give someone starting a podcast today?
A: Commit to your podcast for at least 10 years. It's about sustainability, understanding your resources, and not burning out too early by trying to do too much too fast.
Q: How do you balance creating a podcast that stands alone versus one that serves your business?
A: You should aim to make your podcast great on its own merits, even if it serves a business function. Like the Michelin Guide, build something that can stand independently, and the business benefits will follow.
Chapters00:00 Intro
00:39 Monetizing the Podcast
01:57 Evolution of the Podcast
03:41 Sustaining Long-Term Success
07:35 Challenges and Lessons Learned
16:56 The Michelin Star Story
22:28 Connect with Success Story Podcast
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Company StatsCapital Raised: $25 million+Employees: 500+Customers: 2,000+, including 25 of the Fortune 100 companiesFounded: 2015
Episode Highlights✅ Embracing content marketing early on helped Responsive secure Fortune 100 clients.
✅ AI and machine learning have been integral to Responsive's product since day one, evolving alongside technological advancements.
✅ Validating product-market fit through beta testing was key to Responsive's success.
Episode SummaryIn this episode, Ganesh Shankar, CEO of Responsive, discusses how his company became the leading AI-enabled platform for strategic response management, specializing in RFPs and security questionnaires. Ganesh shares how Responsive leveraged content marketing to attract major clients, including 25 Fortune 100 companies, and how AI played a significant role in their technological advancements from the start.
Ganesh also explains how the company validated its product through extensive beta testing, ensuring their solution was tailored to meet market needs. He emphasizes the importance of customer-first strategies, stating that understanding the problem from the customer’s perspective helped shape the product into what it is today.
Notable Questions We AskedQ: How did you secure Fortune 100 clients early on?
A: We focused on content marketing to educate the market and generate inbound interest, which attracted many of our initial large clients.
Q: What role has AI played in Responsive's platform development?
A: From the beginning, AI and machine learning have been critical, starting with pattern matching and evolving into more advanced generative AI technologies.
Q: What challenges did you face in the early days of product development?
A: One of the biggest challenges was not assuming that our problems were universal. We validated the product with beta customers before launching commercially.
Q: How do you balance product development with market validation?
A: We always prioritize customers first. Product development is important, but it must be validated by real customer needs to ensure its effectiveness.
Q: What advice do you have for startups seeking product-market fit?
A: Never assume that your internal team's problems are universal. Validate with a larger sample set before fully committing to product development.
Chapters00:00 Intro
00:35 Company Stats
01:15 Customer Base and Market Strategy
02:55 AI Integration and Technological Evolution
04:19 Founding Story and Initial Challenges
06:30 Product Development and Market Validation
09:01 Connect with Responsive
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Company StatsRevenue: $6 billion annually.Technology Reach: 95% of cars and 75% of smartphones use Hexagon's technology.Employees: Over 24,000 employees globally.
Episode Highlights✅ Start with the customer to create a successful go-to-market strategy.
✅ Personalized marketing strategies deliver better results when tailored to specific customer pain points.
✅ Failing forward can lead to unexpected success, as long as you realign with market needs and your own strengths.
Episode SummaryIn this episode, Mariana Cogan, CMO of Hexagon, shares her insights into leading the marketing for a $6 billion global company that touches nearly every car and smartphone in the world. Mariana emphasizes the importance of starting with the customer when developing go-to-market strategies, highlighting how understanding the unique pain points of each buyer is key to creating impactful marketing campaigns.
She delves into how Hexagon’s complex portfolio requires a matrixed approach, where customer needs and product value are carefully aligned to solve specific problems. Mariana also shares her personal journey of overcoming a significant career setback, which ultimately led her to embrace the fast-evolving world of digital marketing. Her experience demonstrates the power of adapting to industry trends and aligning personal strengths with market demands.
Notable Questions We AskedQ: How do you approach building personalized marketing strategies for Hexagon's diverse portfolio?
A: It starts with understanding the customer’s pain points and tailoring the go-to-market approach based on their needs. We solve specific problems for each client and adjust our strategy accordingly.
Q: What role does customer insight play in developing your marketing strategy?
A: Customer insight is everything. If you don’t understand the customer’s needs and problems, you can’t develop a successful marketing strategy. We spend a lot of time with customers and sellers to build the right approach.
Q: What is your advice for overcoming career setbacks?
A: Take time to reassess your strengths and where the market is moving. My setback led me to focus on digital marketing, which was a growing trend at the time, and that decision was pivotal for my career growth.
Q: How do you balance marketing across such a large portfolio of products?
A: We take a matrixed approach, looking at the buyer, the problem, and the value proposition for each segment. This helps us create marketing strategies that resonate with different customer groups.
Q: How important is personalization in your marketing efforts?
A: Personalization is key, especially in B2B marketing. We aim to be as personalized as possible by aligning the marketing strategy with the specific challenges and needs of each customer.
Chapters00:00 Intro
00:23 Company Stats
01:42 Handling a Complex Portfolio
03:50 Understanding Customer Profiles
05:51 Personalized Marketing Strategies
06:48 Mariana's Journey and Insights
10:00 Connect with Hexagon
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Company StatsRevenue: ~$100 MillionEmployees: 35+Founded: 2015
Episode Highlights✅ Hiring ahead of the curve accelerates business growth and prepares teams for future challenges.
✅ Clean, simple ingredients are critical for maintaining consumer trust and brand integrity.
✅ Listening to customer feedback and quickly pivoting is key to sustaining long-term success in the market.
Episode SummaryIn this episode, Jason Bronstad, CEO of Malk Organics, shares his insights on the rapid growth of the company and the importance of maintaining a clean ingredient label for their plant-based milk products. Jason discusses Malk's journey to nearly reaching nine-figure revenue, the strategic decision to hire talent ahead of time, and how this approach has allowed them to scale efficiently. He explains that planning for hires 18-24 months ahead is critical for long-term success in the fast-paced consumer packaged goods (CPG) industry.
Jason also recounts a critical moment in Malk’s evolution when the company faced backlash for introducing natural flavors into their products. He shares how the team swiftly responded to consumer feedback, reformulated their products, and reinforced their commitment to transparency and clean ingredients. This experience led to the "Turn It Around" campaign, encouraging consumers to be mindful of ingredient labels and choose healthy, simple products. Jason emphasizes that Malk’s mission is to create organic, clean products without sacrificing flavor, ensuring customers return for more.
Notable Questions We AskedQ: How far ahead do you plan your hires to ensure growth?
A: We look 24 months ahead to identify the key roles we’ll need to support future growth. Often, we bring people in 18 months ahead of schedule to ensure they're fully integrated by the time we need them.
Q: How did you handle the backlash over natural flavors in your product?
A: We went into crisis mode and quickly reformulated the product within days, switching to organic vanilla extract. Our response reaffirmed our commitment to clean ingredients and reinforced our connection with loyal customers.
Q: What is the importance of clean ingredients to Malk's brand?
A: Clean ingredients are everything to us. Transparency and simplicity are central to our values, and we ensure that every ingredient in our products is something our consumers can understand and trust.
Q: How do you leverage external expertise when growing your team?
A: We work closely with trusted recruiting firms to streamline the hiring process, ensuring we get top-tier talent without disrupting our internal team’s workflow.
Q: What’s the message behind your “Turn It Around” campaign?
A: "Turn It Around" encourages consumers to read ingredient labels and make informed decisions about what they put in their bodies. It’s about transparency, knowing what you’re consuming, and making healthier choices.
Chapters00:00 Intro
00:16 Company Stats
00:57 Company Growth and Hiring Strategies
03:58 Leveraging Experts and Recruiting Firms
06:34 Challenges and Success Stories
08:56 The Importance of Clean Ingredients
12:27 Connect with Malk Products
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✅ Economic pessimism is rising, yet history shows steady growth and prosperity for nearly 300 years.
✅ Small businesses drive the U.S. economy, accounting for half of the country's employment and contributing to job volatility.
✅ The rise of individual empowerment through technology allows more people to contribute to economic growth, increasing human potential globally.
Episode SummaryIn this episode, Bob Dewey, founder of the Exploring Prosperity Podcast, shares insights into economic optimism, despite the prevalent pessimism in modern discourse. Bob discusses how the last 300 years have seen unprecedented economic growth and questions whether current pessimism about the future is justified. He highlights how small businesses remain a key driver of employment and economic stability.
Bob delves into government debt, structural deficits, and their impact on public sentiment, explaining how these factors contribute to economic concerns. Drawing from his background in the stock market, Bob also reflects on the complex dynamics between market trends and global economies. He explores the transformative potential of technology, which has empowered individuals and businesses alike, enabling broader participation in global economic growth.
Bob’s passion for economic exploration and his ability to secure high-profile guests on his podcast are testament to his depth of knowledge and commitment to expanding public understanding of prosperity.
Notable Questions We AskedQ: What inspired you to launch the Exploring Prosperity Podcast?
A: I saw growing pessimism around economic prospects, especially for future generations. My podcast aims to explore this pessimism and present a more optimistic view based on historical trends of prosperity.
Q: How do you secure high-profile guests for your podcast?
A: I do my homework, reach out with a specific agenda, and focus on their areas of expertise. This tailored approach tends to resonate well with potential guests.
Q: What role do small businesses play in the U.S. economy?
A: Small businesses are critical, accounting for half of the country’s employment and often driving job growth and volatility, making them essential to economic stability.
Q: How does government debt influence public sentiment about the future?
A: Accumulating government debt and structural deficits contribute to a pessimistic outlook, as many people worry about how the economy will manage these challenges in the long term.
Q: What’s your perspective on the current state of the stock market?
A: While we've experienced an unusually long bull market, I expect corrections ahead. However, the high levels of liquidity and business activity creation suggest a stable near-term outlook.
Chapters00:00 Intro
00:47 The Theme of Pessimism and Economic Reality
02:25 Securing High-Profile Guests for the Podcast
03:08 Insights on Government Debt and Economic Management
04:16 Bob's Background in the Stock Market
10:18 Connect with Bob Deway
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Company StatsTop 5 national lenderEmployees: 4,000+ across 270 branch locations.Founded: 2010
Episode Highlights✅ Sales is still about building relationships, even in a digital-first world.
✅ Companies win by serving customers the way they want to be served, whether in-person or online.
✅ Owning technology infrastructure creates differentiation and better customer experiences.
Episode SummaryIn this episode, Alec Hanson, Chief Marketing Officer of Loan Depot, shares his insights on the evolution of sales in a digital age. Alec discusses how the mortgage industry has shifted from traditional, relationship-based selling to a more tech-driven approach. Despite these changes, Alec emphasizes that the core of successful sales remains building and maintaining strong relationships. He explains how Loan Depot meets customers where they are, whether in-person at one of their 270 branches or through a seamless digital platform.
Alec also highlights Loan Depot’s significant investment in building its own technology platform, which has provided a competitive edge by enabling a superior customer experience. He stresses the importance of companies adapting their sales and marketing strategies to the changing expectations of customers, who now demand both personalized service and efficient digital solutions. Alec's unique background in both sales and marketing gives him a unique perspective on how to bridge the gap between these two critical functions to drive growth and customer satisfaction.
Notable Questions We AskedQ: How has sales evolved in the digital age?
A: Sales has transformed with the rise of digital channels, but the core of building relationships remains the same. It’s about understanding the customer and creating personalized connections, whether online or in-person.
Q: What makes Loan Depot's customer experience unique?
A: Loan Depot offers both in-person and digital experiences, meeting customers where they are. Whether clients prefer face-to-face meetings or a fully digital mortgage process, Loan Depot can accommodate their needs seamlessly.
Q: Why did Loan Depot invest in building its own technology platform?
A: Owning the technology platform allows Loan Depot to offer a superior, customized customer experience and operational flexibility, differentiating them from competitors who rely on third-party technology.
Q: How do you build and maintain strong relationships in sales?
A: Building relationships requires time, intention, and consistency. It’s about truly understanding the customer’s needs and maintaining ongoing engagement to build trust.
Q: What advice do you have for integrating sales and marketing?
A: Successful integration requires understanding that sales and marketing are two sides of the same coin. Marketing should generate opportunities that align with sales goals, and sales teams should leverage marketing insights to deepen customer relationships.
Chapters00:00 Intro
00:17 Company Stats
00:51 The Evolution of Sales in the Digital Age
01:30 Building and Maintaining Relationships in Sales
03:57 Loan Depot's Customer-Centric Approach
06:02 The Role of Technology in Mortgage Services
08:57 Connect with loanDepot
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✅ Resilience in cybersecurity is about preparing for incidents and ensuring business continuity despite challenges.
✅ Effective incident response requires defined roles, responsibilities, and constant practice through simulations and tabletop exercises.
✅ Cybersecurity is evolving to focus on data integrity and availability, with resilience becoming a top priority for businesses.
Episode SummaryIn this episode, David Green, CTO of Cybersecurity at Hitachi, discusses his unconventional journey from aspiring neurosurgeon to cybersecurity expert. Initially inspired by Dr. Benjamin Carson, David transitioned into computer science after developing a passion for programming. His career took him through various roles in banking and consulting before he fully immersed himself in the world of cybersecurity.
David emphasizes the importance of resilience in cybersecurity, likening it to how communities prepare for and recover from natural disasters. He explains that organizations must not only protect against cyber threats but also ensure they can continue operating if an attack occurs. This involves building a culture of resilience, documenting incident response plans, and conducting regular drills to improve readiness.
As he transitions to a new role at Hitachi Vantara, David is excited to integrate cybersecurity into data storage solutions. His goal is to help organizations protect their data from threats like ransomware while maintaining its integrity and availability. He believes that while the sky is often seen as the limit, it is merely the starting point for his aspirations in both cybersecurity and beyond.
Notable Questions We AskedQ: What led you to transition from medicine to a career in computer science and cybersecurity?
A: I initially pursued medicine but switched to computer science after discovering my passion for programming. This shift led me to a fulfilling career in cybersecurity.
Q: Why is resilience so crucial in cybersecurity, and how can businesses build it?
A: Resilience ensures businesses can continue operating even during a cyber attack. It involves defining critical operations, preparing incident response plans, and conducting regular practice drills.
Q: How do incident response plans help in managing cybersecurity threats effectively?
A: Incident response plans outline specific roles and actions during a cyber attack. Regular testing through simulations helps identify weaknesses and improve overall preparedness.
Q: What’s your perspective on integrating cybersecurity with data storage solutions?
A: With increasing ransomware threats, protecting data integrity and availability is vital. Integrating cybersecurity into data storage ensures that backups remain secure and recoverable.
Q: How do you see your career evolving in the cybersecurity space?
A: I view each role as a stepping stone. I’m excited to integrate cybersecurity into broader business strategies and aspire to take on higher leadership roles in the future.
Chapters00:00 Intro
00:48 From Medicine to Computer Science
02:56 The Importance of Resilience
05:33 Cybersecurity Strategies and Playbooks
06:45 Future Aspirations and Final Thoughts
09:52 Connect with David Green
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✅ Racing sponsorship is about more than just a logo; it’s about creating impactful partnerships that drive business value.
✅ Successful racing teams rely on diversity, creativity, and strategic business development to stand out and grow.
✅ Personal and professional setbacks are part of the journey; resilience and taking risks can turn failures into success.
Episode SummaryIn this episode, Lee Zohlman, CCO of Juncos Hollinger Racing, shares insights on the intricacies of securing sponsorships in the competitive world of motorsports. He explains that successful sponsorships go beyond placing a sticker on a car—they’re about forming strategic partnerships that leverage the team’s strengths, such as their diverse driver lineup and strong social media presence. Lee also discusses the importance of business development, especially in integrating B2B partnerships with their broader sponsorship goals.
Lee’s journey into racing stemmed from a lifelong love for cars, nurtured by his father. He shares how he transitioned from various sports sponsorship roles to leading commercial efforts in motorsports. Additionally, Lee opens up about his personal struggles during the summer of 2022 and how, despite hitting rock bottom, he turned his life around through resilience, goal-setting, and coaching. His story is a testament to the power of perseverance and believing in yourself, no matter the obstacles.
Notable Questions We AskedQ: What are the key factors in securing successful sponsorships for a racing team?
A: Successful sponsorships go beyond logos on cars; they involve creating strategic partnerships that align with the team’s strengths, such as driver diversity and social reach.
Q: How does team diversity impact the success of Juncos Hollinger Racing?
A: Diversity in the driver lineup allows the team to connect with a broader audience and create engaging campaigns, enhancing their value to sponsors.
Q: What motivated you to enter the motorsports industry?
A: A lifelong passion for cars and racing, fostered by my father, combined with a desire to apply my sports marketing expertise to motorsports.
Q: How did you overcome personal and professional setbacks in 2022?
A: I invested in executive coaching, leaned on my support network, and took calculated risks to rebuild my career and achieve my goals.
Q: What advice do you have on goal setting and finding the right coach?
A: Set clear short-term and long-term goals, and find an executive coach who aligns with your personal and professional growth needs.
Chapters00:00 Intro
00:41 Media Reach and Sponsorship in Racing
01:55 The Importance of Team Diversity and Social Media
03:05 Lee's Journey into Racing
05:40 Overcoming Personal and Professional Challenges
09:27 Connect with Lee Zohlman
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Company StatsRevenue: $220 millionEmployees: 1,400+Founded: 1996
Episode Highlights✅ Embracing a data-first approach is crucial for successful digital transformations and leveraging AI effectively.
✅ Cleaning and preparing data early prevents costly mistakes and ensures accurate outcomes in AI and digital projects.
✅ Building a data-driven culture involves continuous learning, curiosity, and teamwork to tackle complex challenges.
Episode SummaryIn this episode, Kevin Campbell, CEO of Syniti, delves into the importance of adopting a data-first strategy for successful digital transformations. He emphasizes that as companies evolve and leverage new technologies like generative AI, maintaining data quality and governance is more critical than ever. Kevin highlights the common pitfalls of data debt, where companies delay necessary data improvements, which can severely impact digital initiatives and AI outcomes.
Kevin discusses how Syniti fosters a data-centric culture through values like curiosity, teamwork, and a commitment to action. By prioritizing data integrity from the outset, Syniti helps clients avoid costly mistakes and achieve high success rates in complex data projects. Kevin also shares how the company’s strategic shift to a “data-first” approach has significantly boosted client satisfaction and business growth.
Notable Questions We AskedQ: Why is a data-first approach essential for digital transformations?
A: A data-first approach ensures that data quality and governance are in place before any digital transformation or AI project begins, preventing errors and maximizing impact.
Q: What challenges do companies face when dealing with AI and data?
A: Many companies struggle with poor data quality, which can lead to inaccurate AI outputs. Ensuring data accuracy from the start is crucial for effective AI applications.
Q: How do you promote a data-driven culture at Syniti?
A: We focus on values like curiosity and teamwork, encouraging continuous learning and collaboration to tackle the most complex data challenges for our clients.
Q: What is data debt and how does it impact businesses?
A: Data debt refers to postponed data management tasks that accumulate over time. It can severely hinder digital initiatives, making it essential to address early on.
Q: How has Syniti’s data-first strategy influenced client success?
A: By prioritizing data quality and governance, Syniti has helped clients achieve higher success rates in complex data projects, leading to improved business outcomes and growth.
Chapters00:00 Intro
00:19 Company Stats
00:57 The Importance of Data in Digital Transformation
02:46 Building a Data-First Culture
04:30 Challenges and Successes with AI and Data
07:10 The Data-First Approach: Real-World Examples
13:32 Connect with Syniti
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