Podcasts about Total addressable market

Robert Brill, CEO of Brill Media, explains how businesses can implant a complete growth engine that attracts ideal customers, converts more leads, and scales sustainable growth through a proven marketing framework. Under his leadership, Brill Media has been recognized 11 times by the Inc. 5000 and the Financial Times 500 for helping businesses grow through precision advertising, strategic messaging, and performance marketing. In this conversation, Robert introduces The Growth Engine Framework—Setup, Awareness, Conversion, Closing, and KPIs. He explains why businesses must first define their Super Consumer, build a compelling proprietary system, and deliver messaging that differentiates them in crowded markets. Robert also shares how overcoming the “81% Gap” through nurture marketing, leveraging AI-powered tools, and documenting repeatable systems enable organizations to scale more efficiently while helping founders transition from operator to owner. — Implant a Complete Growth Engine with Robert Brill  Steve Preda here with the Management Blueprint, and my guest is Robert Brill, the CEO of Brill Media, a leading media buying agency specializing in precision advertising for business growth. Under his leadership, Brill Media has been recognized 11 times by the Inc. 5000 and the Financial Times 500. Robert, welcome back to the show.  Steve, thanks for having me. It’s great to be back. Good to see you again.  Yeah, good to see you after two and a half years. Lots of things happened. So we’re going to dive into all of those things, but let’s start with your personal ‘Why’ and how you’re manifesting it in your business, Brill Media?  I mean, my personal 'Why' is I'm focusing on becoming an owner, not an operator. Spend more time with family, less stress, more happiness.Share on X Because if I think about the last five years, the most cherished times that I think about are the times that I’ve spent on vacation, going to Disneyland, or going to baseball games with my family—all the fun stuff. And it’s not about the fun stuff necessarily. It’s about the fun stuff with family. So, more of that.  Yeah, you’re absolutely right. Those times with the kids don’t come back. The business is going to be around for a while longer, much, much longer. So prioritizing this is a really good idea. So tell me what happened over the last two and a half years since we talked together. What has changed in your business?  You know, we’ve really focused on evolving our solutions. For many years, we’ve been focused on agencies, and we continue to be focused on agencies. If you search for white-label media buying on Google, we’re one of the top one or two results. That’s because we’ve carved out a really strong position helping agencies do media buying, earn revenue, create stickier client relationships as a result of the work we do, and complement their work.  What we've learned over the years is that no amount of good media buying can overcome the wrong messaging.Share on X Even if you look at search engine optimization or social media, at the end of the day, it’s just an amplification of an existing message. If you’re spending lots of time, energy, and, notably, money delivering the wrong message, worst-case scenario, you’re confusing the marketplace. Best-case scenario, you’re only losing money. But obviously, neither of those is the desired outcome.  So before we help clients buy advertising space, post on social media, do SEO, or Generative Engine Optimization (GEO), we really want to dial in the types of messages that are most interesting to them. The next part is this: even if you have the right message and you have the best media buying in the world through Brill Media, none of that matters if you have a leaky bucket. The leaky bucket is when you pay a lot of money to run a Google Search ad, someone clicks, and then they never hear from you again.  At the end of the day, it takes more than one touch—or even a few touches—to get someone to buy from you. So our responsibility has evolved into building this growth engine of understanding the motivation behind why people buy from your company, then delivering the message, then getting people to convert, overcoming what we’re calling the 81% Gap—we can talk about that—and then getting people to see you everywhere so that you become the inevitable choice. The fifth step is understanding the KPIs—the success metrics—for every step of the process. So it’s not just media buying anymore.  Yeah. No, I definitely noticed that it’s not just media buying. It’s not just precision advertising. It sounds like you help them strategize what the right message should be and then convert those leads into customers. So essentially, it’s the whole growth engine that you’re building for companies. Is that right? That is exactly right. It’s the growth engine.  So what is the framework? Because, remember, this is a framework podcast. So describe to me. You actually mentioned step four and step five. I don’t know what the first three steps are. So can you go through the five steps and share with the listeners what that looks like?  So, step one: Setup. Who are you talking to? What’s unique about your audience? What’s unique about your business, and how do you help them achieve transformation? When we talk about setup, there are a few subsections. There’s the Super Consumer. We talk about the Super Consumer as someone who will evangelize for your company. They will pay you what you’re asking, and, in my opinion, most importantly, you like working with them.  So basically, you want to find the Super Consumer, you want to articulate who the Super Consumer is, and then target your growth engine to the Super Consumer?  The first step of the Growth Engine is simply defining who your Super Consumer actually is. So step one is Setup. Inside Setup, there is your Super Consumer, your Unique Advantage Point, and your Proprietary System. The reason we talk about the Super Consumer is that a lot of companies, especially big corporations, talk about the Total Addressable Market—everyone who can possibly buy from you. It’s too broad.  They also talk about small and mid-sized businesses, and commonly people talk about the Ideal Customer Profile, which is anyone who can extract value from your company. In our opinion, that’s too broad as well because if you dial in to the Super Consumer—if you understand the people you want to work with, who will evangelize for you, and who will pay you what you’re asking—you have a subset of people.  When you define them, there's a clear, describable transformation that you can provide that helps you become the inevitable solution for that group of people.Share on X When you know what those people want, what their desires are, what keeps them up at night, what they’re experiencing on a day-to-day basis, what they’re saying to themselves, what they’re saying to other people, and what they’re searching for—when you understand the psychology behind the person—you can actually carve out a position that is highly valuable.  The key part for us is that this is about commoditization and decommoditization. When you talk about lawyers, doctors, dentists, accounting firms, or any retail location, most of these businesses are commoditized. What commoditization means for us is that if you’re an accountant or CPA, your website says something that every other CPA in the area says. If you’re a dentist doing Invisalign, you’re saying something that every other dentist in the area says. That means you can swap out the logo and swap out the photos of the people, and it’s exactly the same.  The consumer can’t tell the difference between one dentist and another, or one accountant and another, because they’re all saying the same things. So the way you decommoditize is by talking about your Super Consumer—who you actually want to serve—and then carving out a unique position for those people.Share on X An example would be an accounting firm we spoke with that really focuses on the trucking industry because they happen to have a large degree of experience in that space. So don’t say you’re a generic accountant who does bookkeeping, taxes, and everything else. Say, “We’re the number one accounting firm for truckers in America.”  Love it.  That’s unique.  Yeah. Love it. Okay, so step one is Setup. Who you’re serving, who your Super Consumer is, what your Unique Advantage is, your Proprietary System, and decommoditization. What’s step two?  Step two is Awareness—driving awareness with your message. Our idea is that now you know exactly who you’re talking to and how they can achieve transformation with you. When you have the ability to really define how they’ll engage with you and what they’ll get from you that’s different from anyone else in the area or the country, that’s when you deliver the message. That’s when you run ads, post on social media, and say things that are going to attract people.  There’s a whole subset of activity behind that related to levels of awareness. The number one mistake businesses make on social media is posting content that’s irrelevant to the audience. That irrelevance comes from how aware the audience is. When people are unaware they have a problem, it doesn’t mean they don’t have a problem. It just means they don’t realize they have one. Your responsibility, when speaking to people who are unaware, is simply to help them understand that they have a problem.  You’re not trying to get them to start now, book a call, or get your free diagnostic. You want to trigger something in their head so they say, “Oh, I’m dealing with this type of experience. I’m a trucking company, and I really don’t have good accounting. I didn’t realize I had a problem.” The success of your marketing is simply when that person says, “Oh, I actually have a problem now.” You’re not going to see that in HubSpot.  You’re not going to see that in any meaningful metric. But when you consistently post content on social media that highlights the problem you solve, three, four, or six months from now, you’ll start to see that wave of marketing activity result in activity inside your HubSpot or CRM. So step two is Awareness—simply delivering the message. Okay.  Step three is Conversion. Conversion is simply, “Hey, click on this ad or see my post and download the guide, take the diagnostic, take the interactive quiz, watch a video,” whatever it is, in exchange for an email address, name, phone number—that type of thing. Now, here’s a key insight. People are not ready to buy after they submit their contact information. That’s another meaningful point that businesses overlook.  They think, “Whoa, a lead just came into HubSpot. Well, clearly they’re ready to spend $50,000 with me.” But think about the experience. Maybe I spend two and a half seconds on an ad. I spend 20 seconds on a landing page. No one’s going to spend any meaningful amount of money after 22 and a half seconds of engagement.  Yeah.  All they’re saying is, “Hey, for a moment in time, what you said to me was relevant.” And that’s it. This is where a lot of companies stop. They say, “Well, I’m getting bad leads. They’re not converting into business.” Or they say, “I got a click, and they visited my website.” It’s not turning into business because you’re not warming people up. And then the solution to that is you’ve got to overcome this 81% Gap, right?  So after someone converts—and for e-commerce it’s slightly different. People maybe visit your site, or they add something to the cart and they don’t purchase yet. But going back to B2B and professional services, you’ve got to overcome this 81% Gap. There’s a study by 6sense, the account-based marketing firm, that says 81% of buyers will only talk to a vendor after they’ve decided to work with the vendor. The implication of that is staggering. The number is going to increase by 2030 to, like, 95% or 98%.  What that means is companies are not going to get a chance to sell people anything. There’s no sales conversation. There’s no credibility. There’s no case studies. There’s no testimonials. There’s no, “Hey, here’s why you should work with us.” Which means all the information that would’ve been supplied by the salesperson now needs to be supplied by marketing. All the case studies, the testimonials, the credibility markers, you’re a member of the Chamber of Commerce—all of that needs to be delivered in marketing. It’s no longer going to be delivered in a sales conversation.  Interesting. Yeah.  So step four is Close.  After conversion, don’t we have a nurture step?  Well, we’re calling Close the nurture. Close is effectively the nurture step.  Okay. Got it.  So it’s the activity to achieve the close, which is the nurture. What we’re saying is: retargeting ads. Again, here’s another common mistake businesses make. Many businesses will pummel people with the same ads that got them into the funnel. That’s worthless because you’ve already delivered that message.  The user’s beyond that. What the user needs to see are the case studies, the testimonials, the credibility markers—all the reasons why your company should be the company they choose. The user needs to see the email marketing—up to 45 emails over the course of 100 days, somewhere around there.  Forty-five emails?  Yeah. Twenty-five to 45, but we recommend 45. The reason is, first of all, the user’s not going to read all of them. Secondly, the user’s only going to pay attention to the things they’re actually interested in. So: retargeting ads, email marketing, and professional services. The last component is LinkedIn Social Preheating. LinkedIn Social Preheating is the simplest thing that anyone listening to this can take action on this today.  Go to Sales Navigator. Create a list of all the people who are in your CRM. Find them on LinkedIn. When they post something, like their post. That’s it. Spend 20 minutes a day in the morning liking posts from people who’ve expressed interest in your business. Or, alternatively, do the same thing for people you want to work with who don’t know you yet. The reason that’s valuable is because, number one, they get notifications and sometimes emails saying, “Steve Preda liked your post.” Steve Preda. Steve Preda. Steve Preda. Over the course of two weeks: “I’ve got to pay attention to Steve Preda. That name sounds familiar.”  Yeah.  Oh, and here’s the ad from Steve Preda, and here’s the email about the transformation he provides. So by the time you or your people call them: “Steve Preda… I’ve been meaning to talk to you.” Or they call you and say, “Steve, I see you everywhere.” The LinkedIn activity, combined with the email marketing and the retargeting ads, makes you the inevitable choice. To a small group of people.  Because you’re not trying to get millions of customers unless you’re in retail or e-commerce. You’re trying to get 20 customers who are going to pay you $10,000 to $50,000. To those 20 people—and the hundred people who maybe don’t convert—you’re everywhere. You’re the inevitable choice. The fifth step in this process is setting KPIs at the beginning. How many sales-qualified calls do you need? How much revenue per month do you need? There are clients who are members of ProVisors.  I’m a member of ProVisors. How does your marketing impact your ProVisors relationships? The core idea is that we see a lot of companies going into the marketplace with point solutions. “Hey, I’m going to try Facebook ads.” “Ah, it didn’t work.” “I’m going to try Google Ads.” “Ah.” “I’m posting on LinkedIn.” “Ah.” They try all these different things and wonder, “They should work. Why don’t they work for my business?” The answer is because you don’t have a unifying strategy. They all serve different roles in the marketing process.  When you know the difference between an unaware consumer and what they need to hear versus a solution-aware consumer who’s on Google, you know you need different metrics and KPIs. We want to prevent companies from going from one point solution to another for years, spending lots of money and getting very frustrated. Instead, have one unifying strategy and then deploy activities that are actually going to benefit the growth…Share on X  Love it. So the five-step framework is: Setup—Super Consumer, Unique Advantage, Proprietary System. Number two, Awareness—ads and social. Then Conversion, which is basically email capture, a diagnostic, a video, a white paper, whatever. Then Close, which is the nurture: retargeting, email sequence, LinkedIn Social Preheating. Interesting. And then KPIs. How do you measure? What are your targets? And how do you get there? That’s  Yeah. That’s the Growth Engine.  So one thing that you mentioned: Proprietary System. What do you mean by that?  The only truly unique things that exist in the world are technological innovations. The iPhone—when Apple created the iPhone—that was unique. When Ozempic came out, that was unique. I’m not talking about that. What I’m talking about is this. I’ll give you an example. If you’re a lawyer, a dentist, or an accountant— If you’re a lawyer, you cannot deviate. You’re literally dealing with the law.  What you have to do as a lawyer has been dictated in legal documents for a long time, depending on the field of law that you study. You cannot deviate from that. You have a process that you have to follow. But what is unique is the way you think about it, the processes inside your organization that ensure you’re successful, and the way you steward clients. Look at marketing. We’re a highly commoditized industry. There are a million people on Upwork who do some sort of marketing work.  There are 40,000 or 50,000 agencies in the United States that all do some type of marketing work. If I go to the marketplace and say, “Hey, I do Facebook ads,” guess what? There are 10,000 people who also do Facebook ads. That’s not unique. What is unique is the systems and processes we’ve developed around how we do Facebook ads and how we think about marketing. The first step we take with our clients is developing a Proprietary System—the thing that's unique about the way they approach the world.Share on X  I was just doing some thinking about roofing. I have some notes here. The Roof Guard Lifetime Protection System. What is that? I don’t know. But you know what? A roofing company needs to have something called the Seven-Point Storm Shield Inspection or the Precision Roof Blueprint. The idea is that you have something no one else has, such as this Precision Roof Blueprint, that you can point to and say, “Look, you can get roofing from anyone, but only we have the Roof Guard Lifetime Protection System.”  Yeah. Yeah, got it. So it’s not a marketing system. It’s more about productizing and branding your services.  Exactly. You need a three-, five-, or seven-step system that you can point to. When we have sales conversations, we have a visual for the Growth Engine. The reason that’s important is because you need to be able to hook into the buyer’s mind. One of the ways you hook into the buyer’s mind is by the buyer saying, “Look, they have this thing called the Roof Guard Lifetime Protection System. I don’t know—that sounds real.  Here are the seven things you get when you get the Roof Guard Lifetime Protection System.” It’s a way for people to not just get excited about your business, because that lasts a very short period of time. They need to go to their husband or wife, or they need to remember a very pithy, short summary of what the conversation was about. “Oh yeah, they have the Roof Guard Lifetime Protection System. Here’s what it is. Here’s a visual of it.”  Okay. That makes sense. So, switching gears here a little bit. Things are changing very fast in this business, and you want to make sure you put your family first. What is one thing that you’re actively trying to figure out in this business going forward?  I mean, the most fascinating and exciting thing I’m doing right now is something I’ve always wanted to do but never had the skills for—and now I suddenly do—which is building actual software that’s valuable for us and our clients. For example, we have a framework for LinkedIn. In very simple terms, you like the posts of the people you want to sell to. From the perspective of the LinkedIn algorithm, that’s very low value.  It’s good from a sales perspective, but from the algorithm’s perspective, it’s not that interesting. You post content on LinkedIn that has to have a unique perspective—an opinion. A lot of people can write with AI. You don’t write with AI. You say something that’s unique to your perspective. Maybe AI helps you write it more eloquently in little bits and pieces. But even that by itself, it’s hard to get traction. The way you get traction on LinkedIn right now is through comments. I’ll get 80 to 100 views on a post.  I’ll get 400 to 800 views on a comment. The comment is the engine behind more visibility on LinkedIn. This goes back to the question you asked. The key point on LinkedIn is you’re not just saying, “Hey, great job.” “I like that.” “I totally agree with you.” Or posting the raised-hands emoji and saying, “This is amazing.” That’s not the kind of comment I’m talking about because that’s low value. It’s also not AI-written content because that’s low value. It’ll deprioritize your content.  When you comment on LinkedIn, you have three sections: Compliment. Expand. Ask. Compliment: “You’re right. Marketing is highly commoditized. I fully agree with you there.” Expand: “When we work with clients, especially highly commoditized businesses like doctors, lawyers, and accountants, the first thing we do is help them decommoditize their business.” That’s the second section. That’s Expand. The third section is Ask. “What’s the first step you choose when you come across a highly commoditized business?” Compliment. Expand. Ask. Now guess what? We built an app that I’m using. All you need is five to eight posts a day. It’s AI-powered. I put in a link for Opus 4.8. It gives me a perspective on what I could say. I get three options. I copy one, write my own commentary around it so it’s not fully AI-written—because I want it customized to me—and then I post it. After that, I go back to the app and put the content I wrote back into the app.  A few things are happening. Number one, any of our clients can now use this app to write highly engaging commentary on LinkedIn. It starts to learn your voice and how you write so that the AI becomes better at writing in your style. I don’t know what it’s called—a micro app, a business app. This isn’t something I’m going to take to the marketplace and say, “Here, spend $10 a month to buy this service.” It’s simply an added value for our clients.  Love it.  Those types of apps are super powerful. I get on sales conversations. I understand the business problems that businesses have.Share on X I build apps. Like right now, I’m in the process of building a media planning app that actually becomes a replacement for how we develop proposals. One component of that app is going to have a diagnostic section, which means you give me some information, and it’ll spit out information about what you should do for your marketing that, number one, follows our framework, the Growth Engine, and, number two, is based on the historical knowledge we have across all of our clients—but generalized by industry, not specific client names.  It takes the best of what we do and makes it so easy that someone who doesn’t have a great deal of knowledge in digital advertising can get a highly pertinent proposal and diagnostic ready for them with the click of a button after talking to someone for 15 minutes.  Very impressive. So you’re building these apps, and essentially you’re empowering your business with these apps so some of the things you’ve done in the past can be automated. So, Robert, if you had a magic wand and you could fix one thing in your business in the next 12 months, what would that be?  I mean, look, just to be completely honest, I understand the difference between an owner and an operator. The short answer to that question is I want to be an owner, not an operator. I’m looking at an operator as someone who’s in the day-to-day. They’re the practitioner. I mean, I’m 23 years into the advertising business. I’m 13 years into my business. I love this business. You’re not going to see me become a real estate agent, and I’m not going to be hawking…  I think I probably said this last time. I’m not going to be hawking crypto or whatever the case is. This is my life, and this is my passion. For so many years of my life, I’ve dedicated my interests, my hobbies, and my professional time to becoming a better practitioner. My goal now is to become an owner, which means the business operates without me. I get to focus on the projects that I want to focus on, which I’m already doing to a degree.  I have a phenomenal Director of Accounts. Her name is Linda Flores. She is k*ller. She scares me sometimes. We’re on calls, and I’m like, “Holy cow, if I was not the owner of the business, I’d be scared. In fact, you’re scaring me, Linda.” You’re getting things going. People should be scared of you. That’s what a good Director of Accounts—an operations person—does. She’s phenomenal. But at the end of the day, if I choose to be on an island for six months out of the year, the business operates fine. We’re not there yet. That’s what I’m focusing on.  So what’s missing? You said you’re already spending some of your time developing these apps—the stuff you love. What would you have to let go of in the next 12 months to get there?  I recently read the book The E-Myth about a year, year and a half ago. One of the most insightful perspectives I got from The E-Myth is this—and people are going to hate this. People who are not entrepreneurs will look at me like I’m the devil. Okay? But this is not my idea. This is from The E-Myth. The idea is that processes, systems, and standard operating procedures are effectively the safety net for the success of a company.  Which means instead of hiring incredibly expensive people inside your business, you can hire, for many roles, people with the minimum level of qualification. The standard operating procedure becomes the safety net that helps them succeed. I was like, “Holy cow, that’s fascinating.” Because as a business owner, I’m looking at myself. I’m hiring highly qualified, very expensive people to do the work. The sign of a good business, in my opinion—or at least from what I understand—is a business that has such phenomenal standard operating procedures that it can hire people with the minimum level of qualification, and they can still be effective.  Frankly, I think we have good standard operating procedures, but we need better ones. And frankly, the AI tools that I'm building help us get there.Share on X The media planning tool that I’m building means I could hire someone with two, three, or five years of experience in marketing and advertising. Through the AI system, they get the benefit of all of our clients’ knowledge and insights that we’ve talked about over the years. They get the benefit of what I know about marketing.  They get the benefit of all the data that’s flowed through the pipelines of our business. All of that information becomes the baseline from which someone with two, three, or four years of experience in marketing develops a phenomenal strategy. Because they’re not relying on two, three, four, or five years of experience. They’re relying on my 23 years of experience delivered through an AI pipeline.  So essentially, what you’ve accumulated over the years—institutional knowledge—maybe it’s in your head, but you can download it. You’ve written things. You’ve produced a bunch of videos. You can put that into an AI database or knowledge base, and that can power some of the systems you’re developing. Other people can come in, run it, and follow your process.  Yeah. And it’s not just ours. I mean, look, it’s any system that I believe is valuable that should be piped into that AI knowledge base. But the value there is me as the curator. That’s when you get to the point where the business is still an authentic reflection or extension of the owner. One of the most important things, especially for professional services businesses, is that the business will be successful if it’s an authentic representation—or extension—of the owner, and you like the people you’re working with.  Love that.  Which goes back to the Super Consumer. The most important part of our whole process is: Who are the people you love working with? Just as an aside, what’s funny is there are two paths. There’s the path of people you love working with who don’t pay you as much, but it really fills your soul. You like them. You’re helping them. They’re very grateful for it.  Then there are the people you like working with less, and they pay you a ton of money. You need both. I think every professional services client we have who starts paying attention to this discovers that same dichotomy of clients.  Well, if you can have them be the same people, that’s the ultimate, isn’t it? That’s the ultimate.  Yeah. By the way, I really love this E-Myth reference. I had Michael Gerber on this podcast about 10 months ago, and he might actually like to hear how you’re refining his system in The E-Myth. So it’s pretty cool. Robert, if people are hearing this and they want this Growth Engine to be developed in their business, and they want access to the other software components you’re developing that could amplify their business—maybe the LinkedIn warm-up system and things like that—where should they go, and how can they learn more and connect with you?  Yeah. So the site that’s most relevant right now is: strategy.brillmedia.co. Again, that’s strategy.brillmedia.co. That breaks down what we do for businesses and what we do for agencies. You have pricing on there. To get a blueprint for your business—the diagnostic and strategy—we spend an hour on the phone interviewing the business owner. What are the economics? What’s been working? Why is now the time?  Tell me about your best clients and your worst clients. Just tell me stories about your business. It’s $497, and you get a complete blueprint—a complete marketing strategy synthesized through our systems and processes—so you can get off the marketing treadmill. You’re not spending months, years, and lots of money grasping at straws: Facebook. Google. LinkedIn. “Why doesn’t any of it work?” We’ll solve  All right. Definitely check out strategy.brillmedia.co. See for yourself what you can get there and how you can get started with Robert and his team. Definitely connect with Robert on LinkedIn. And if you enjoyed this episode, st81% ay tuned because every week we bring you one or two exciting entrepreneurs who share their frameworks with you. Thanks for coming, Robert, and sharing your experience. And thanks for listening. Important Links: Robert's LinkedIn Robert's  website

Steve Dennis and Michael LeBlanc open episode 308 with a check on Steve's number one prediction for 2026 — uncertainty reigns supreme — and it's holding up. The flat 10% global tariff is gone, replaced by a 10–12.5% range on nearly all U.S. imports, with steeper rates for Canada and Brazil. The new forced-labor justification behind the increases strikes Steve and Michael as ridiculous and unlikely to survive a court challenge. The retail numbers look better than the tariff logic. June retail sales rose 5.7% year over year, led by sporting goods (a World Cup bump) and electronics. Grocery managed just 1%. Steve walks through why: dollars flat, units falling, prices 33% above pre-COVID levels, food bank use climbing on both sides of the border. Albertsons is the clearest case — sales nearly flat, guidance cut, stock down 20% in a day. Then, recorded live in the pop-up studio at the CommerceNext Growth Show in New York, Ulta Beauty Chief Retail Officer Amiee Bayer-Thomas argues stores are queen. Thirty years into a career she calls a lattice rather than a ladder — seven roles at Ulta alone, including chief supply chain officer through 2020 — she now owns everything from site selection and store design to services, asset protection, eventing, and the omni guest journey. Stores, she says, are experiential hubs delivering "beautytainment" through 60,000 associates across 1,500 locations. The numbers: 47 million loyalty members, 95% of whom shopped in-store last year. A NielsenIQ study of Gen Alpha found the most AI-engaged shoppers still pick stores over apps, 57% versus 36%. Amiee's take on AI: it's an "and," not an "or." Technology can flag a replenishment; only an associate reads the confusion on a guest's face in the skincare aisle. Omni guests visit and spend three times more. She previews a Times Square flagship alongside outlet and small-format stores, plus an eventing calendar headed toward 140,000 events this year. In the news, Wayfair is expanding its store footprint. Shein is heading toward a Hong Kong listing at roughly half its 2022 valuation. Also on the radar: fuel costs rising again as back-to-school and holiday approach, and U.S. population growth of 0.25% turning retail into a fight over share. About UsSteve Dennis is a strategic advisor and keynote speaker focused on growth and innovation, who has also been named one of the world's top retail influencers. He is the bestselling author of two books: Leaders Leap: Transforming Your Company at the Speed of Disruption and Remarkable Retail: How To Win & Keep Customers in the Age of Disruption. Steve regularly shares his insights in his role as a Forbes senior retail contributor and on social media.Michael LeBlanc is a senior retail advisor, keynote speaker and media entrepreneur. Michael has delivered keynotes, hosted fire-side discussions hosted senior retail executive on-stage in 1:1 interviews worldwide. Michael produces and hosts a network of leading retail trade podcasts, including The Remarkable Retail Podcast, The Voice of Retail, The Food Professor, The FEED powered by Loblaw and the Global eCommerce Leaders podcast. He has been recognized by the NRF as a global Top Retail Voice for 2025 and 2026 and continues to be a ReThink Retail Top Retail Expert for the fifth year in a row.

In this episode, we discuss A rigorous framework anchored in asset-based finance helps define the actual scale and scope of the opportunity.The discussion and content provided within this podcast is intended for informational purposes only and may not be appropriate for all investors. Reliance upon information provided in a podcast is at the sole responsibility of the listener. The information included herein is not based on any particularized financial situation, or need, and is not intended to be, and should not be construed as, a forecast, research, investment advice or a recommendation for any specific PIMCO or other security, strategy, product or service. Past performance is not a guarantee of future results. All investments contain risk and may lose value. Investors should speak to their financial advisors regarding the investment mix that may be right for them based on their financial situation and investment objective. Podcasts may involve discussions with non-PIMCO personnel and such content contain the current opinions of the speaker but not necessarily those of PIMCO. Other podcasts may consist of audio recording of an existing PIMCO article and such material contains the current opinions of the manager. The opinions expressed in all podcasts are subject to change without notice. Information contained herein has been obtained from sources believed to be reliable, but not guaranteed. PIMCO as a general matter provides services to qualified institutions, financial intermediaries and institutional investors. This is not an offer to any person in any jurisdiction where unlawful or unauthorized. For additional important information go to www.pimco.com/gbl/en/general/legal-pages/podcast-disclosures CMR2026-0521-5513952-T

Stage 2 Capital General Partner Liz Christo joins the show to discuss the disconnect between venture expectations and reality in the software market. The conversation covers the hidden costs of the new build versus buy debate, the structural changes happening within modern sales organizations, and whether traditional B2B SaaS go-to-market strategies and moats still matter when AI coding tools make software replication cheaper than ever. Key Takeaways: -The shift toward building internal AI tools instead of buying SaaS products overlooks long-term technical debt, as Liz Christo points out that "there's like a huge amount of cost buried behind the scenes that we're not really talking about today because it's still like sexy and fun." -Founders are artificially inflating their Total Addressable Market to meet new venture capital baseline expectations, with Liz Christo noting that "pitch decks read like really ridiculous right now where everybody wants to tell the story of like a $10 billion outcome because that's the new milestone that got set." -Revenue Operations is becoming the most direct path to the Chief Revenue Officer seat in AI-first organizations, which Sam Jacobs explains is "because as we use fewer humans and more agents, the sort of the half technical, the semi-technical capabilities of most RevOps people will translate into orchestrating armies of agents." -Delegating analysis and writing to AI risks destroying strategic judgment across go-to-market teams, a trend Liz Christo summarizes by stating, "I think we are producing an incredible amount of content that's not getting consumed... I just think we're like losing the ability to think and we're not teaching junior employees how to do it." Connect with the Hosts & Guests: Host: Sam Jacobs - https://www.linkedin.com/in/samfjacobs/  Host: AJ Bruno - https://www.linkedin.com/in/ajbruno3/  Host: Asad Zaman - https://www.linkedin.com/in/azaman1/  Guest: Liz Christo - https://www.linkedin.com/in/lizchristo/   Topline is more than a YouTube Channel: Subscribe to Topline Newsletter: https://toplinemedia.substack.com/ Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack   Chapters:  00:00 Intro and Cold Open 02:41 The New Build vs Buy Debate 06:10 Engineers in Every Department 10:48 Pitch Decks and 10B Dollar TAMs 17:53 Venture Capital Funding Quiz 23:43 AI Memos and Critical Thinking 42:41 Software Moats and Switching Costs 47:46 Bulls vs Bears Segment 48:23 RevOps as a Path to CRO 51:25 The Future of SDR Managers 55:14 Is Clay Actually Undervalued 59:12 Odds of Hitting 50M ARR  

Most B2B companies are still trying to grow revenue using a model that no longer fits how senior buyers behave. They count pipeline stages, measure campaign activity, and add more Martech, while the real problem sits somewhere else entirely: visibility, repeated exposure, trust, and buyer readiness.In this episode, Nigel Maine explains why modern B2B growth is structurally misaligned. He challenges the assumptions behind much of today's GTM thinking and makes the case that CEOs and revenue leaders need to stop relying on fragmented tactics and start thinking more like broadcasters, operators, and system designers.This episode covers: why many B2B growth models are built on the wrong assumptions  why buyer anonymity matters more than most GTM teams admit  why repeated visibility across a total addressable market matters more than internal activity metrics  why generic SEO and keyword-led content are losing ground to useful expertise  why sales has always been a numbers game, but B2B has been measuring the wrong numbers  how a more structured operating model can support visibility, engagement, and buyer readiness If your business is questioning whether the standard B2B growth model is still fit for purpose, this episode will give you a clearer view of what may need to change.Watch the full video version on our website - hereIf this episode resonates, start with the three papers below. They explain the strategic thinking behind the salesXchange approach and are the best first step for any CEO or GTM leader reviewing how their business develops pipeline, trust and revenue.➡︎ Revenue ResetWhy many modern GTM engines are structurally misaligned.➡︎ GTM LandscapeA map of how modern B2B revenue systems are evolving.➡︎ GTM Architecture AuditA practical framework to assess whether your current revenue engine is structurally aligned.For organisations considering change, if your business is reviewing how modern B2B buying really works, the salesXchange Academy is the strategic starting point.The Academy is the training and adoption layer for the salesXchange Operating System. It is designed to help CEOs and GTM teams replace outdated assumptions, align around a modern operating model, and prepare for wider change.The programme includes:• 20 modules• 170 bite-sized lessons• 30+ hours of training• playbooks, templates and GTM frameworks• quizzes and practical exercises• CPD certificationExplore the Academy - here.If you want to discuss your current GTM architecture, revenue model or readiness for change, you can request a private strategy discussion he

Many B2B companies have a Total Addressable Market of thousands of organisations, yet their entire pipeline strategy relies on a small number of SDRs making cold calls.But when you actually run the numbers, the mathematics collapses.In this episode Nigel Maine explains:• Why outbound prospecting saturates quickly• The hidden maths behind BDR productivity• Why Martech often made the problem worse• How broadcast visibility changes the economics of pipeline generationWe also look at why companies like OpenAI, Salesforce and HubSpot are investing in media platforms, and what that means for the future of B2B growth.==============================If this episode resonates, start with the three papers below. They explain the strategic thinking behind the salesXchange approach and are the best first step for any CEO or GTM leader reviewing how their business develops pipeline, trust and revenue.➡︎ Revenue ResetWhy many modern GTM engines are structurally misaligned.➡︎ GTM LandscapeA map of how modern B2B revenue systems are evolving.➡︎ GTM Architecture AuditA practical framework to assess whether your current revenue engine is structurally aligned.For organisations considering change, if your business is reviewing how modern B2B buying really works, the salesXchange Academy is the strategic starting point.The Academy is the training and adoption layer for the salesXchange Operating System. It is designed to help CEOs and GTM teams replace outdated assumptions, align around a modern operating model, and prepare for wider change.The programme includes:• 20 modules• 170 bite-sized lessons• 30+ hours of training• playbooks, templates and GTM frameworks• quizzes and practical exercises• CPD certificationExplore the Academy - here.If you want to discuss your current GTM architecture, revenue model or readiness for change, you can request a private strategy discussion here:

Shop ALPHAGVRD: https://alphagvrd.com?aff=34The Rise of ALPHAGVRD: From $0 to 100K Customers with Jett He**In this episode of the Axel Axe Show, we sit down with Jett He, the visionary founder of ALPHAGVRD, the world's leading brand for premium camera skins and protection gear.Jett reveals the "unfiltered" truth behind building a multi-seven-figure e-commerce empire. From flying to Taiwan to secure a business partnership to the extreme psychological tactics he used to stay motivated—including a "public humiliation" bet that fueled his success—this conversation is a masterclass in entrepreneurship, brand building, and the future of creative gear.We dive deep into:The Power of Shame:Why Jett bet his reputation on a Facebook Live slap to ensure his business didn't fail.Attention vs. Content:How to stand out in a world saturated by AI "slop" and why authenticity still wins.Manufacturing in America:Why ALPHAGVRD is moving toward in-house 3D printing and CNC machining in response to global tariffs.The "TAM" Strategy:How Jett turned "stickers for cameras" into a massive niche success by focusing on the Total Addressable Market.Materialism & Success:Jett's honest take on Rolexes, Porsches, and finding gratitude beyond the "temporary high" of luxury goods.Whether you're a creative looking to launch your first product or an entrepreneur trying to scale in 2026, Jett's insights on hiring talent, navigating "imposter syndrome," and following market trends are essential viewing.Connect with Jett & ALPHAGVRD:Website: alphagvrd.comInstagram: @alphagvrdEpisode Chapters0:00 The Reality of Starting at Zero0:50 Exclusive Merch Reveal & In-House Production2:05 Jett's Business Philosophy: Detail & Generosity3:23 How Axel and Jett First Met4:02 The Origin of ALPHAGVRD: Personal Customization5:09 Partnering in Taiwan: From Lifeguard to ALPHAGVRD6:48 The Battle for Attention on Instagram8:25 The Formula for Viral Camera Content8:57 The "Public Humiliation" Bet: Using Shame as a Driver10:48 The Problem with "Get Rich Quick" Schemes in America12:26 Overcoming Imposter Syndrome with Gratitude13:30 Dressing 100,000+ Cameras: The Scaling Journey14:49 Moving Offices 4 Times in 4 Years15:13 The Secret to Fast-Growing E-Commerce: Hiring Talent16:40 Fostering Creativity in the Workplace18:23 The Addiction to Gear vs. Business Revenue20:04 AI vs. Authentic Camera Gear: What's the Future?21:35 Advice for Creators in the Age of AI25:52 Materialism, Money, and Lessons for 21-Year-Olds27:44 The Power of Your Close Circle & Networking28:28 How to Say "No" to the Wrong Projects31:54 The 80/20 Rule: When Products Fail to Gain Interest32:53 Calculating TAM: Turning "Stickers" into Millions35:05 The New Frontier: 3D Printing & CNC Manufacturing36:13 Why Manufacturing in America is the Future37:43 Starting an E-Commerce Brand in 2026: The Brutal Truth40:12 Building a Brand vs. Building a Product41:55 Is There a Formula for Virality?42:21 Fire Session: Canon vs. Sony, Porsche vs. Tesla45:54 Why Men are Obsessed with High-End Cars48:26 Mechanical Excellence: Watches, Cars, and AI51:00 Growing Up Poor: The Drive to Become a Millionaire51:53 Investing in Assets that Don't Depreciate52:50 The Value of Time and Mutual InspirationFollow Axel Axe:https://www.instagram.com/axelaxeofficialhttps://twitter.com/AxelAxeOfficialhttps://www.facebook.com/heyaxelarzola/https://www.tiktok.com/@axelaxeofficialhttps://www.imdb.com/name/nm5399415/#ALPHAGVRD #Entrepreneurship #CameraGear #FounderStory #ECommerce #AxelAxeShow #Photography #BusinessGrowth #ai

Ever feel like you're working harder than ever but not actually getting closer to freedom? Most entrepreneurs chase revenue, not realizing they're building a business that traps them instead of freeing them. So, how do you create a business that gives you freedom, fortune, and fulfillment without burning out? The answer lies in building a business moat.In this solo episode of The Happy Hustle Podcast, I dive into a game-changing framework I learned from Cody Sanchez, a New York Times bestselling author, CEO of Contrarian Thinking, and serial entrepreneur who's on a mission to help one million people achieve financial freedom through business ownership. Cody is known for buying “boring” businesses—laundromats, car washes, service companies and turning them into cash-flowing machines. Her secret? The M.O.A.T. Strategy, a simple yet powerful system to protect your business, your time, and your peace.Here's the gist: M.O.A.T. stands for Margin, Operations, Advantage, and Total Addressable Market. It's all about creating a competitive barrier around your business so that competitors stay out, cash keeps flowing in, and you build a fortress of freedom. Let's unpack a few powerful takeaways that you can apply right now.Margin matters most.If your business isn't profitable, it's fragile. Cody's rule of thumb is to buy or build businesses that cash flow on day one. So, audit your margins—are you charging enough for your time and talent? Sometimes the simplest solution is raising your prices.Systematize or suffer.Your business should run without you. That's the true test of freedom. Start documenting tasks you've done more than three times, then delegate them. Freedom lives in frameworks, my friend—if it's repeatable, automate or outsource it.Identify your unfair advantage.Your edge might be your brand, your relationships, your humor, or your community. Double down on what makes you you. Competitors can copy your strategy, but they can't replicate your soul.Know your market size.If you're playing too small, you're capping your growth. Expand your total addressable market—how many people can your product or service actually help? Think bigger.Do a quarterly M.O.A.T. audit.Rate yourself 1–10 in each of the four areas: Margin, Operations, Advantage, and Market. Find your lowest score and make that your next focus. It's a simple way to plug holes before your business springs a leak.This episode is all about working happier and smarter, not harder. Whether you're running a $100K business or a $100M empire, the MOAT strategy helps you protect your profits, your peace, and your purpose.If you're ready to build your own fortress of freedom, tune in to the full episode and start happy hustlin' your way toward that life of balance, passion, and positive impact.Connect with Cary!https://www.instagram.com/caryjack/https://www.facebook.com/SirCaryJackhttps://www.linkedin.com/in/cary-jack-kendzior/https://twitter.com/thehappyhustlehttps://www.youtube.com/channel/UCFDNsD59tLxv2JfEuSsNMOQ/featured Get a free copy of his new book, The Happy Hustle, 10 Alignments to Avoid Burnout & Achieve Blissful Balance https://www.thehappyhustle.com/bookSign up for The Journey: 10 Days To Become a Happy Hustler Online Coursehttps://thehappyhustle.com/thejourney/Apply to the Montana Mastermind Epic Camping Adventurehttps://thehappyhustle.com/mastermind/“It's time to Happy Hustle, a blissfully balanced life you love, full of passion, purpose, and positive impact!”Episode Sponsors:If you're feeling stressed, not sleeping great, or your energy's been kinda meh lately—let me put you on to something that's been a total game-changer for me: Magnesium Breakthrough by BiOptimizers. This ain't your average magnesium—it's got all 7 essential forms that your body actually needs to chill out, sleep deeper, and feel more balanced. I take it every night and legit notice the difference the next day. No more waking up groggy or tossing and turning all nightIf you're ready to sleep like a baby, calm your nervous system, and optimize your recovery, go grab yours now at bioptimizers.com/happy and use code HAPPY10 for 10% OFF.99 Designs- Need a killer logo, stunning website, or next-level brand design?Stop DIY-ing and start delegating like a boss with 99designs by Vista! Neurable- If you're looking to level up your focus, productivity, and mental well-being all at once, do yourself a favor and check out Neurable. You get a special hookup—just use the code HAPPY at checkout and get $100 off.

In today's fast-moving VUCA world (Volatile, Uncertain, Complex, and Ambiguous) businesses can no longer afford to confuse motion with progress. In this high-impact episode, we sit down with Ron Brumbarger, American entrepreneur and founder of Struinova, an “innovation-as-a-service” firm helping organisations unlock new products, services, and processes that genuinely delight customers. Ron delivers a candid exploration of why companies stall, the dangers of systemic blind spots, and what it really takes to build a sustainable culture of innovation. With decades of experience and sharp, real-world insights, he challenges leaders to confront the uncomfortable truths holding them back, and offers tools to navigate the complexity with clarity, confidence, and creativity. Whether you're a founder, executive, or innovator inside a large organisation, this conversation is your blueprint for staying relevant in an increasingly unforgiving market. What You'll Learn: Confronting Organisational Blind Spots Why waiting for permission kills innovation, and how to lead with urgency of agency How inattentional blindness sabotages even high-performing teams Where middle-management friction stalls progress, and how to refocus on issues, not egos The myth of "guaranteed revenue" and why G-A-R-R is a dangerous illusion Building a Strategic Innovation Portfolio A practical definition of innovation: net new or enhanced value that delights customers How to assess the real value of your innovation portfolio, and why most leaders don't TAM vs. SOM: Why chasing Total Addressable Market is a distraction How to create your own "Purple Cow" in a Blue Ocean" and avoid the commodity trap Why innovation lives in the estuary between your team and your customers Leading Change with Core Disciplines Why humility is a superpower in the innovation game The role of trust, not just with clients, but within your team Practicing empathetic curiosity to unlock customer insights Plus: Marcus Cauchi's powerful insight “Think as your customer, not about them.”

The total addressable market. TAM.We sometimes think the bigger the better, right? Hey, it means I can go to potential investors with a more impressive number.But too large a total addressable market can hinder success. As this episode's guest says, “serving everyone serves no one.”To hear the story behind that lesson, and many more lesson-filled stories, I talked to Itai Sadan, CEO & co-founder, Duda [https://www.duda.co/]. Duda has raised $100 million, including most recently $50 million in Series D growth funding. Sadan manages a team of 180 people at Duda.Lessons from the things he madeNo one needs to give you a mandate (even in a big company), just find your customer's problem and solve it for themCrank through itEvolve your product over time to land on the right ideaSpeed in decision making is very importantIf you are feeling the pressure, it means that you are not applying enough pressureSolve the right problems for the right customers…serving everyone serves no oneTurn your knowledge assets into a new revenue streamMarketingSherpa has teamed up with parent company MeclabsAI to produce a research study. We are granting 10 AI engineering vouchers worth $7,500 each to eligible companies. Apply for your $7,500 AI Engineering Voucher [https://meclabs.com/research/ai-engineering-voucher].Discussed in this episodeOpen-Source Start-up Marketing Strategy: Sometimes you need to poke the snake (podcast episode #147) [https://marketingsherpa.com/article/interview/open-source]Time To Value: 3 speed-to-value marketing case studies featuring A/B testing, value focusing, and niche ad targeting [https://marketingsherpa.com/article/case-study/time-to-value]Entrepreneurial Resilience: Many of the day-to-day annoyances that inspired him to sell, he actually missed after he sold (podcast episode #78) [https://marketingsherpa.com/article/interview/entrepreneurial]B2B SaaS Marketing: No progress after Series A without product marketing (podcast episode #148) [https://marketingsherpa.com/article/interview/B2B-SaaS]Get more episodesSubscribe to the MarketingSherpa email newsletter [https://www.marketingsherpa.com/newsletters] to get more insights from your fellow marketers. Sign up for free if you'd like to get more episodes like this one.For more insights, check out...This podcast is not about marketing – it is about the marketer. It draws its inspiration from the Flint McGlaughlin quote, “The key to transformative marketing is a transformed marketer” from the Become a Marketer-Philosopher: Create and optimize high-converting webpages [https://meclabs.com/course/] free digital marketing course.Apply to be a guestIf you would like to apply to be a guest on How I Made It In Marketing, here is the podcast guest application – https://www.marketingsherpa.com/page/podcast-guest-application

Here is the republish of my chat with Rob Walling, author of the SaaS Playbook. We delved into product pricing, focusing on value alignment rather than greed, and discussed strategic price increases to reduce churn and bolster marketing. Rob also shared when to start paid ads and how to create impactful content. He offered advice on assembling a team within budgetary limits and revealed that smart business structuring can lead to profit with less work. Our conversation ended on the importance of joy in entrepreneurship, emphasizing freedom, purpose, and relationships.These shownotes were created with PodsqueezeLinks and MentionsSAS Playbook: 01:31:58Startups for the Rest of Us Podcast: 01:31:58MicroConf YouTube Channel: 01:31:58The Zen Founder Guide to Founder Retreats: 01:30:39Twitter Thread for Book Recommendations: 01:32:37TimetsampsRob Walling's Book (00:01:16)Writing the Book (00:02:13)Pricing Strategies (00:06:36)OpenAI's Pricing Strategy (00:11:54)Competitive Pricing Strategy (00:13:50)Greed and Motivation (00:16:40)Reasons for Raising Prices (00:17:50)Impact of Pricing on Marketing (00:19:24)Paid Advertising Considerations (00:20:59)Using Ads for SEO Strategy (00:24:57)Marketing Approaches for SaaS (00:29:50)Creating Compelling Content for Reddit (00:32:38)Navigating Reddit and Other Forums (00:34:17)Understanding Marketing and Content Strategies (00:35:20)Challenges of Early-Stage Product Development (00:38:03)Defining Product-Market Fit (00:44:48)Size of the Market (00:48:24)Total Reachable Market (00:49:01)Reaching 100% of the Paying Market (00:50:42)Total Addressable Market (00:51:00)Escape Velocity (00:54:20)Business Plateau (00:55:39)Hiring and Team Growth (00:57:24)Managing People (01:03:09)Owner and Founder Level Thinkers (01:04:35)Challenges of Hiring and Paying Employees (01:05:33)Remote Work and Cost-Effective Hiring (01:07:18)Working On vs. In the Business (01:10:33)Achieving Work-Life Balance and Financial Success (01:14:51)Earning Wealth and the Challenges of Autopilot Income (01:19:44)Investing and Selling Assets (01:20:21)Tax Treatment and Selling SaaS Companies (01:21:14)Wealth and Freedom (01:22:09)Finding Happiness as an Entrepreneur (01:23:04)Retreats and Self-Reflection (01:30:10)Recommendations and Conclusion (01:31:58)

Join Dan Englander and Jared Gibson, co-founder of Outworks, as they dive into the future of B2B marketing and explain why personal branding is the most powerful growth engine for CEOs and founders.Discover why cold outreach is no longer enough, how authentic LinkedIn content can drive long-term trust and authority, and how busy executives can make content creation part of their routine. Jared also shares hands-on tactics for leveraging video and interviews, working smarter with teams, and setting realistic goals for lead generation through personal brands.Timestamps00:00 – Intro & welcoming Jared 01:51 – Jared's background & launching Outworks 06:43 – Why traditional outbound no longer works 12:46 – How content & algorithms have changed on LinkedIn 18:51 – The importance of knowing your Total Addressable Market 23:35 – Making content creation a lifestyle 29:49 – What ROI looks like on LinkedIn 33:50 – Getting clients comfortable on video 35:21 – Using client interviews for content 37:21 – Jared's partner program and new service launchTagsLinks & Resources:Visit: https://salesschema.com

EigenLayer is back with a major announcement: EigenCloud. Sreeram Kannan and JT Rose unveil the first crypto-native cloud platform—a verifiable, programmable environment for building applications beyond the limits of traditional blockchains. We explore how EigenCloud packages modules like EigenDA, EigenVerify, and EigenCompute into a developer-friendly product that brings cloud-scale computation and crypto-grade trust guarantees together. From meme coins and AI agents to fully sovereign applications, we dig into what makes this launch a pivotal step for crypto infrastructure and why it might just reignite Ethereum's original ambitions. ------

The global market for obesity drugs is expanding. Our U.S. Pharma and Biotech Analyst Terrence Flynn discusses what's driving the next stage of global growth for GLP-1 medicines.Read more insights from Morgan Stanley.----- Transcript -----Terrence Flynn: Welcome to Thoughts on the Market. I'm Terrence Flynn, Morgan Stanley's U.S. Pharma and Biotech Analyst. The market for obesity medicines is at an inflection point, and today I'll focus on what's driving the next stage of global growth.It's Thursday, June 5th at 2pm in New York.GLP-1 medicines have been viewed by many stakeholders as one of the most transformative medications in the market today. They've exploded in popularity over the last few years and become game changers for many people who take them. These drugs have large cap biopharma companies racing to innovate. They've had ripple effects on food, fitness, and fashion. They truly are a major market force. And now we're on the cusp of a significant broadening of use of these medicines.Currently the U.S. is the largest consumer in the world of GLP-1s. But new versions of these medicines suggest that this market will extend beyond the U.S. to significantly larger numbers of patients globally. On our estimate, the Total Addressable Market or TAM for obesity medications should reach $150 billion globally by 2035, with approximately [$]80 billion from the U.S. and [$]70 billion from international markets.Now this marks a meaningful increase from our 2024 forecast of [$]105 billion and reflects a greater appreciation of opportunities outside of the U.S. We think obesity drug adoption will likely accelerate as patients and providers become more familiar with the new products and as manufacturers address hurdles in production, distribution, and access.Current adoption rates of GLP-1 treatments within the eligible obesity population are about 2 to 3 percent. This is in the U.S., and roughly 1 percent in the rest of the world. Now, when we look out further, we anticipate these figures to surge to 20 percent and 10 percent respectively, really driven by five things.First, after a period of shortages, supply constraints have improved, and the drug makers are investing aggressively to increase production. Second new data show that obesity drugs have broader clinical applications. They can be used to treat coronary heart disease, stroke, hypertension, kidney disease, or even sleep apnea. They could also potentially fight Alzheimer's disease, neuropsychiatric conditions, and even cancer.Third, we think coverage will expand as obesity drugs are approved to treat diseases beyond obesity. Public healthcare coverage through Medicare should also broaden based on these expected approvals. Fourth, some drug makers are successfully developing obesity drugs, in pill form instead of injectables. Pills are of course easier to administer and can reach global scale quickly. And finally, drug makers are also developing next gen medications with even higher efficacy, new mechanisms of action, and more convenient, less frequent dosing.All in all, we think that over the next decade, broader GLP-1 adoption will extend well beyond biopharma. We expect significant impacts on medical technology, healthcare services, and consumer sectors like food, beverages, and fashion, where changes in patient diets could reshape market dynamics.Thanks so much for listening. If you enjoy the show, please leave us a review wherever you listen. And share Thoughts on the Market with a friend or colleague today.

In this episode, we sit down with Matthias Knaur—operator, investor, and seasoned voice in the European search fund and ETA community—to explore the real levers behind scaling small companies. From a billion-dollar transformation at listed company Solera, to hands-on leadership in niche B2B services.  Matthias Knaur—who's led his own acquisitions to over £100M in revenue and invested across Europe's search fund landscape—shares his deep experience on identifying, expanding, and leveraging total addressable markets. We dive into lessons from his billion-dollar corporate roles, personal acquisitions, and current investments, discussing adjacent TAMs, recurring revenue models, roll-ups, and why execution matters more than spreadsheets. Whether you're a searcher plotting your first acquisition or an investor scanning for red flags, this conversation is packed with candid insights and war stories on what it really takes to build enduring businesses.

Your ideal customer profile (ICP) is the north star for your entire company: it determines who you're building for and selling to. Though most growth-stage founders think they know who their ICP is, very few know how to update and refine it to keep the company focused as they grow—which can lead to a lot of headaches down the road.In this debut episode of a16z Growth's new company scaling podcast, the a16z Guide to Growth, a16z's Joe Morrissey (General Partner, a16z Growth), Michael King (Partner, Go-to-Market Network), and Mark Regan (Partner, a16z Growth) break down why ICP misalignment is often the hidden cause of common problems across the entire company, from pipeline gaps and bloated marketing spend to stalled product roadmaps—and dive deep on how to fix it.They offer tactical advice for defining (and refining!) your ICP as you scale, explain why getting it right requires company-wide alignment, and how to navigate the “precision paradox” when implementing it. Plus, why ICPs matter even more in the AI era, and how a well-executed ICP shows up across the business when it's working. Resources: Read more on sales and go-to-market on our Growth Content CompendiumFind Joe on LinkedIn: https://www.linkedin.com/in/morrisseyjoe/Find Mark on LinkedIn: https://www.linkedin.com/in/mregan178/Find Michael on LinkedIn: https://www.linkedin.com/in/michael-king-62258/Find Emma on LinkedIn: https://www.linkedin.com/in/emmajanaskie/ Stay Updated: Let us know what you think: https://ratethispodcast.com/a16zFind a16z on Twitter: https://twitter.com/a16zFind a16z on LinkedIn: https://www.linkedin.com/company/a16zSubscribe on your favorite podcast app: https://a16z.simplecast.com/Follow our host: https://twitter.com/stephsmithioPlease note that the content here is for informational purposes only; should NOT be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security; and is not directed at any investors or potential investors in any a16z fund. a16z and its affiliates may maintain investments in the companies discussed. For more details please see a16z.com/disclosures.

Kevin Cotch, Sr. SEO Strategy Director at Terakeet, delves into taking an audience-first approach to SEO. In the realm of SEO strategy, the total addressable market (TAM) plays a critical role. By incorporating TAM into SEO strategy, businesses can understand the breadth of opportunities available and pinpoint where the most value lies, laying a solid foundation for informed decision-making and effective execution. Today, Kevin discusses how the total addressable market creates business value.Connect With: Kevin Cotch: Website // LinkedInThe Voices of Search Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Topline is excited to introduce our newest segment – Topline Spotlight. In this series, our hosts sit down with top B2B tech leaders to explore the biggest challenges they've faced and how they conquered them.   In this episode of Topline Spotlight, our hosts sit down with Tom McCarty, CEO of Org Chart, to discuss a pivotal challenge he faced: narrowing the total addressable market (TAM) to drive better growth. As a first-time CEO of a private equity-backed company, Tom shares his strategic approach to refining market focus, which led to more effective growth strategies. He also provides insights for aspiring CEOs, highlighting the value of selecting the right partners and viewing challenges as avenues for personal and professional development.   Want more from Topline?   Subscribe to Topline Newsletter written and edited by Asad Zaman.   Join the free public Topline Slack channel to engage with hosts, guests, and other listeners.   Listen to The Revenue Leadership Podcast with Kyle Norton every Wednesday.  

Kevin Tighe is the Founder & CEO of San Diego based Beachly Brands (acquired) which is the leading subscription retailer of beach apparel and accessories. Under Kevin's leadership, Beachly has been twice selected to the INC 500 – INC Magazine's annual list of the fastest growing private companies in America. Kevin recently joined Retention Brands where he serves as COO of the portfolio which includes Birchbox, Beachly and Alltrue. Kevin is a passionate entrepreneur, startup mentor and non-profit volunteer. Born in Washington DC, Kevin migrated to the West Coast to attend the University of Southern California. While at USC, he started his first business and has been a serial entrepreneur ever since. He has over 20 years of experience in digital marketing, eCommerce, subscription commerce, and entrepreneurship. Kevin is among the select few who qualify as both a visionary and integrator. This quality gives him the unique ability to dream big and then distill his vision into an actionable and achievable plan.Kevin serves on the Board of Directors of Sustainable Surf, a non-profit focused on promoting and restoring ocean ecosystems. He also serves on the Board of Directors of San Diego Sports Innovators. During his free time, you will likely find Kevin at the beach with his family or in the ocean; surfing, paddle boarding or racing outrigger canoes.In This Conversation We Discuss:[00:42] Intro[01:35] Building on past ventures and learning[02:16] Finding business inspiration back from the ocean[03:44] Testing concepts with real-world validation[04:52] Assessing margins for sustainable ventures[06:00] The allure of recurring revenue in business[08:31] Leveraging Facebook ads to grow audience[10:28] Pivoting to women's market after strong demand[11:57] Referrals from women's online engagement[13:10] Episode sponsors: StoreTester and Intelligems[16:23] testing market feedback before acquisition[18:09] Stepping into a new role post-acquisition[19:47] Handling distressed acquisitions[21:35] Building repeatable processes across brands[22:45] Focusing on key growth channels for maximum impact[24:25] Embracing the itch to constantly build and innovate[26:07] Learning and growing in new market opportunities[27:04]  BUBS Naturals for supplements and wellnessResources:Subscribe to Honest Ecommerce on YoutubeBeach lifestyle subscription boxes beachly.com/A customizable box of premium beauty products birchbox.com/Curated collection of ethical and eco-friendly products alltrue.com/A capital partner that understands your business retentionbrands.com/Supplements for overall wellness bubsnaturals.com/Follow Kevin Tighe linkedin.com/in/kevinptighe/Book a demo today at intelligems.io/Done-for-you conversion rate optimization service storetester.com/If you're enjoying the show, we'd love it if you left Honest Ecommerce a review on Apple Podcasts. It makes a huge impact on the success of the podcast, and we love reading every one of your reviews!

In this episode, CJ interviews Chuck Fisher, CFO of Turo, the world's largest peer-to-peer car rental marketplace, doing more than $800 million in revenue per year. Chuck breaks down the company's business model, what separates it from traditional car rental companies, and how it differs from marketplaces like Airbnb and Uber. He explains how Turo helps people build micro businesses and sheds light on the company's total addressable market and why it shouldn't be compared to its offline analog. He also talks about the company's take rate, what substantiates it, and the benefits you may reap from keeping the take rate as low as possible, including the story about Turo's own success in 2021. Chuck describes Turo's Risk Score system, the data used in this, and how they use this information to market back to the best prospective customer. He also shares his firsthand account of the fall of Lehman Brothers and what he took away from it.If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.—SPONSORS:Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages.

Check out this episode where Eric Siu revisits his conversation with Mark Moss, packed with insights on YouTube retention, lead gen, business growth, and Mark's forecasted inflationary crash.  Watch the full interview here: https://youtu.be/Eqo-V_vMuKA  TIME-STAMPED SHOW NOTES: (00:00) The Future of Marketing: Earning and Buying Attention (03:29) The Rise of Personal Brands and Personal Interactions (06:20) The Power of Long-Form Content for Building Trust (26:02) The Value of High-Quality Views and Engagement (28:13) Short-Form vs. Long-Form Content: Depth and Context (57:29) The Consequences of Excessive Money Printing and Inflation (57:59) The Role of the Federal Reserve and Government Spending (58:56) Bond Auctions and the Downgrading of US Credit (59:49) Preparing for an Inflationary Crash (01:02:11) Learning Strategies for Continuous Growth (01:03:35) Investing in Scarce Assets to Protect Against Inflation (01:19:23) Understanding the Total Addressable Market for Bitcoin Don't forget to help us grow by subscribing and liking on YouTube! https://www.youtube.com/channel/UC3owDdLk7HL1dyQnkoBuRew  — What should I talk about next? Who should I interview? Please let me know on X or in the comments below. Did you enjoy this episode? If so, please leave a short review here Subscribe to Leveling Up on iTunes Get the non-iTunes RSS Feed   Connect with Eric Siu:    Growth Everywhere Single Grain Leveling Up Eric Siu on X Eric Siu on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

Here is my chat with Rob Walling, author of the SaaS Playbook. We delved into product pricing, focusing on value alignment rather than greed, and discussed strategic price increases to reduce churn and bolster marketing. Rob also shared when to start paid ads and how to create impactful content. He offered advice on assembling a team within budgetary limits and revealed that smart business structuring can lead to profit with less work. Our conversation ended on the importance of joy in entrepreneurship, emphasizing freedom, purpose, and relationships.These shownotes were created with PodsqueezeLinks and MentionsSAS Playbook: 01:31:58Startups for the Rest of Us Podcast: 01:31:58MicroConf YouTube Channel: 01:31:58The Zen Founder Guide to Founder Retreats: 01:30:39Twitter Thread for Book Recommendations: 01:32:37TimetsampsRob Walling's Book (00:01:16)Writing the Book (00:02:13)Pricing Strategies (00:06:36)OpenAI's Pricing Strategy (00:11:54)Competitive Pricing Strategy (00:13:50)Greed and Motivation (00:16:40)Reasons for Raising Prices (00:17:50)Impact of Pricing on Marketing (00:19:24)Paid Advertising Considerations (00:20:59)Using Ads for SEO Strategy (00:24:57)Marketing Approaches for SaaS (00:29:50)Creating Compelling Content for Reddit (00:32:38)Navigating Reddit and Other Forums (00:34:17)Understanding Marketing and Content Strategies (00:35:20)Challenges of Early-Stage Product Development (00:38:03)Defining Product-Market Fit (00:44:48)Size of the Market (00:48:24)Total Reachable Market (00:49:01)Reaching 100% of the Paying Market (00:50:42)Total Addressable Market (00:51:00)Escape Velocity (00:54:20)Business Plateau (00:55:39)Hiring and Team Growth (00:57:24)Managing People (01:03:09)Owner and Founder Level Thinkers (01:04:35)Challenges of Hiring and Paying Employees (01:05:33)Remote Work and Cost-Effective Hiring (01:07:18)Working On vs. In the Business (01:10:33)Achieving Work-Life Balance and Financial Success (01:14:51)Earning Wealth and the Challenges of Autopilot Income (01:19:44)Investing and Selling Assets (01:20:21)Tax Treatment and Selling SaaS Companies (01:21:14)Wealth and Freedom (01:22:09)Finding Happiness as an Entrepreneur (01:23:04)Retreats and Self-Reflection (01:30:10)Recommendations and Conclusion (01:31:58)

Dalton Caldwell is Managing Director and Group Partner at Y Combinator. Prior to YC, he was the co-founder and CEO of imeem (acquired by MySpace in 2009) and the co-founder and CEO of App.net. During his time at YC, he's advised more than 35 YC unicorns, including DoorDash, Amplitude, Webflow, and Retool, and has worked across 21 different YC batches. He's also racked up more than 6,500 office hours with founders. In our conversation, we discuss:• Why founders need to adopt the mindset “Just don't die”• The most common reason startups fail• When to pivot, and characteristics of a good pivot• The concept of “tar pit ideas” and examples of bad startup ideas• Why investors say no to startups• The importance of market size in investment decisions• The pitfalls of founders over-delegating• Effective ways to talk to customers• 20 ideas Dalton is looking to fund—Brought to you by:• Eppo—Run reliable, impactful experiments• Vanta—Automate compliance. Simplify security• Coda—The all-in-one collaborative workspace—Find the transcript at: https://www.lennysnewsletter.com/p/lessons-from-1000-yc-startups—Where to find Dalton Caldwell:• X: https://twitter.com/daltonc• LinkedIn: https://www.linkedin.com/in/daltoncaldwell/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Dalton's background(04:41) The value of simple advice(07:04) Dalton's advice: “Just don't die”(08:39) Knowing when to stop(11:45) Deciding to pivot(14:26) Characteristics of a good pivot(17:53) Knowing when to pivot(19:03) Zip's journey and finding a market(21:22) Why Dalton says to “Move towards the mountains and the desert”(23:45) Tar pit ideas(26:49) Understanding why investors say no(29:14) The importance of market size(32:16) Avoiding over-delegation and hiring senior people too early(36:43) Why startups fail(40:30) Effectively talking to customers(45:17) Examples of startups hustling to talk to customers(48:01) Patterns of successful startups(52:05) YC's Request for Startups(55:37) Early days of Silicon Valley(01:05:33) Contrarian corner: growth hacking for early startups(01:09:28) Failure corner(01:11:15) Closing thoughts(01:12:22) Lightning round—Referenced:• Y Combinator: https://www.ycombinator.com/• Tiger Woods's website: https://tigerwoods.com/• Co-Founder Mistakes That Kill Companies & How to Avoid Them: https://www.youtube.com/watch?v=dlfjs_eEEzs• Daniel Alberson's LinkedIn post about Y Combinator: https://www.linkedin.com/posts/alberson_i-left-my-dream-job-as-a-product-manager-activity-7089677882431533056-jJ9H• Companies in Y Combinator W17 Batch: https://www.ycdb.co/batch/w17• Brex: https://www.brex.com/• Retool: https://retool.com/• Segment: https://segment.com/• Mixpanel: https://mixpanel.com/• Whatnot: https://www.whatnot.com/• Andreessen Horowitz: https://a16z.com/• Airbnb's CEO says a $40 cereal box changed the course of the multibillion-dollar company: https://fortune.com/2023/04/19/airbnb-ceo-cereal-box-investors-changed-everything-billion-dollar-company/• Rujul Zaparde on LinkedIn: https://www.linkedin.com/in/rujulz/• Zip: https://ziphq.com/• Lu Cheng on LinkedIn: https://www.linkedin.com/in/lu-cheng-973b7830/• Avoid these tempting startup tar pit ideas: https://www.ycombinator.com/library/Ij-avoid-these-tempting-startup-tarpit-ideas• Airbnb acquires Localmind to create crowdsourced advice about neighborhoods: https://skift.com/2012/12/13/airbnb-acquires-localmind-to-create-crowdsourced-advice-about-neighborhoods/• Foursquare: https://foursquare.com/• Razorpay: https://razorpay.com/• Total Addressable Market: https://www.productplan.com/glossary/total-addressable-market/• Lenny Bogdonoff on LinkedIn: https://www.linkedin.com/in/rememberlenny/• Milk Video: https://milkvideo.com/• Lessons from working with 600+ YC startups | Gustaf Alströmer (Y Combinator, Airbnb): https://www.lennyspodcast.com/lessons-from-working-with-600-yc-startups-gustaf-alstromer-y-combinator-airbnb/• How the most successful B2B startups came up with their original idea: https://www.lennysnewsletter.com/p/how-the-most-successful-b2b-startups• Collison installation: https://news.ycombinator.com/item?id=18400504• Stripe: https://stripe.com/• Patrick Collison on LinkedIn: https://www.linkedin.com/in/patrickcollison/• John Collison on LinkedIn: https://www.linkedin.com/in/johnbcollison/• Tony Xu on LinkedIn: https://www.linkedin.com/in/xutony/• Grant LaFontaine on LinkedIn: https://www.linkedin.com/in/grantlafontaine/• Ryan Petersen on LinkedIn: https://www.linkedin.com/in/rpetersen/• Lessons on building product sense, navigating AI, optimizing the first mile, and making it through the messy middle | Scott Belsky (Adobe, Behance): https://www.lennyspodcast.com/lessons-on-building-product-sense-navigating-ai-optimizing-the-first-mile-and-making-it-through-t/• YC's latest Request for Startups: https://www.ycombinator.com/blog/ycs-latest-request-for-startups• ERPs: https://www.ycombinator.com/rfs#new-enterprise-resource-planning-software• Commercial open source companies: https://www.ycombinator.com/rfs#commercial-open-source-companies• New space companies: https://www.ycombinator.com/rfs#new-space-companies• A way to end cancer: https://www.ycombinator.com/rfs#a-way-to-end-cancer• Spatial computing: https://www.ycombinator.com/rfs#spatial-computing• New defense technology: https://www.ycombinator.com/rfs#new-defense-technology• Bringing manufacturing back to America: https://www.ycombinator.com/rfs#bring-manufacturing-back-to-america• Better enterprise glue: https://www.ycombinator.com/rfs#better-enterprise-glue• Small fine-tuned models, as an alternative to giant generic ones: https://www.ycombinator.com/rfs#small-finetuned-models-as-an-alternative-to-giant-generic-ones• Reid Hoffman on LinkedIn: https://www.linkedin.com/in/reidhoffman/• Sam Altman on X: https://twitter.com/sama• Sean Parker on LinkedIn: https://www.linkedin.com/in/parkersean/• Owen Van Natta on LinkedIn: https://www.linkedin.com/in/owen-van-natta-444a7/• iMeme: https://apps.apple.com/us/app/imeme-generator/id1560021364• Marc Andreessen on X: https://twitter.com/pmarca• Picplz 1, Instagram 0 as VC firm Andreessen Horowitz chooses photo app rival: https://www.reuters.com/article/idUS2587232395/• Gustaf Alstromer—How to Get Users and Grow: https://www.youtube.com/watch?v=T9ikpoF2GH0• Getting to Yes: Negotiating Agreement Without Giving In: https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Without/dp/0143118757• Founding Sales: The Early Stage Go-to-Market Handbook: https://www.amazon.com/Founding-Sales-Go-Market-Handbook-ebook/dp/B08PMK17Z1• Founder-led sales | Pete Kazanjy (Founding Sales, Atrium): https://www.lennyspodcast.com/founder-led-sales-pete-kazanjy-founding-sales-atrium/• The Sopranos on HBO: https://www.hbo.com/the-sopranos• The Wire on HBO: https://www.hbo.com/the-wire• Columbo on Prime Video: https://www.amazon.com/Columbo-Season-1/dp/B008SA89HA• Oura ring: https://ouraring.com/• Apple watch: https://www.apple.com/watch/• SiPhox: https://siphoxhealth.com/• Dalton & Michael on YouTube: https://www.youtube.com/playlist?list=PLQ-uHSnFig5Nd98Sc9I-kkc0ZWe8peRMC• How Future Billionaires Get Sh*t Done: https://www.youtube.com/watch?v=ephzgxgOjR0• The Student's Guide to Becoming a Successful Startup Founder: https://www.youtube.com/watch?v=O5KCB2p6SB8—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Kevin Cotch, Sr. SEO Strategy Director at Terakeet, delves into taking an audience-first approach to SEO. In the realm of SEO strategy, the total addressable market (TAM) plays a critical role. By incorporating TAM into SEO strategy, businesses can understand the breadth of opportunities available and pinpoint where the most value lies, laying a solid foundation for informed decision-making and effective execution. Today, Kevin discusses how the total addressable market creates business value.Connect With: Kevin Cotch: Website // LinkedInThe Voices of Search Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

heavy-duty⭐ My guest today is Tim Boeltken, Founder and Managing Director of INERATEC. INERATEC is an e-Fuel company based in Germany that recently raised $129M to transform 1 GW of renewable energy into 125 million gallons of sustainable e-Fuel by 2030. Tim brings a PhD in chemical engineering and nine years of dedication to building INERATEC. Hope you enjoy it! ---

Our guest today is Paul Ganev, Vice President of Strategy, Business Development & Analytics at Surfline.On the podcast we talk with Paul about the strategic pitfalls in modeling Total Addressable Market, how freemium should work, and why Surfline's current success was actually 38 years in the making.Top Takeaways:

Sebastian Duesterhoeft, partner at Lightspeed Ventures, joins CJ to talk about anything and everything start-up operators need to know about your Total Addressable Market (TAM). If you're looking for an ERP platform, check out our sponsor, NetSuite: https://netsuite.com/metrics  --- SPONSORS: NetSuite provides financial software for all your business needs. More than thirty-six thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and defer payments of a FULL NetSuite implementation for six months. Tropic is the next-generation Procurement Platform that's helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on.

Your 2024 real estate success will ultimately depend on the strategies you implement, the actions you take, and the habits you maintain. And for those, it's always best to turn to a coach.   One of my favorite ways to close out the year is by having my brother, coach Patrick Ferry on the podcast to share his action steps for success. On this episode, Patrick and I are talking about creating mental toughness, listing attraction at scale, discovering your Total Addressable Market, and just about everything else required for your 2024 real estate success.   There's a long waitlist to get on Patrick's schedule (the guy is in hot demand) but consider this a free coaching session with both of us. Watch or listen now and lock in your 2024 real estate success.  

Ryan introduces a formula for business scaling in 2024: Strategy * Skill * Scale = Production...Create your business to grow your revenue, scale your organization, and make an impact with help from Wealthy Business! Apply here https://wealthyway.co/50d---Are you living The Wealthy Way? Take the quiz and get FREE access to the “Wealth Builder Academy” where I go over all the fundamentals of building wealth. https://www.wealthyway.com/Want to be coached by me on real estate investing? Join our Wealthy Investor program today at https://wealthyinvestor.com/podcastWould you like my team to help build your personal brand? Apply to join Pineda Media at https://pinedamedia.com/podcastLooking to grow in your faith and business? Join Wealthy Kingdom today https://wealthyway.co/dyyWant to partner with me to supercharge your business? Apply at https://www.pinedapartners.com/You can invest in my real estate deals! Go to https://pinedacapital.com ---Ryan emphasizes the art of subsidizing personal endeavors through strategic sponsorship, diverting the burden from personal finances. He advocates creativity in funding and believes not all expenses must be personally covered.Ryan introduces a formula for business scaling in 2024: Strategy * Skill * Scale = Production. He notes that many beginners struggle due to weak strategy, inconsistent skill development, and limited scaling.For solopreneurs, the formula might be 5(strategy) * 5(skill) * 1(scale) = 25(production). While commendable, scaling remains at 1. Expert solopreneurs may have 10(strategy) * 10(skill) * 1(scale) = 100(production), but the limitation of solo efforts persists.A business owner's equation, 1(skill) * 1(strategy) * 3(scale) = 3(production), introduces scale. The goal is mastery in all three aspects for optimal results.To enhance strategy, Ryan advises selecting a focused industry, understanding its potential market size (Total Addressable Market), and adapting strategies to evolving trends.For skill improvement, seeking a mentor is crucial to avoid mistakes and expedite the learning process. Daily dedication to learning, practicing, and executing is vital, with the end goal of becoming proficient enough to teach others.Scaling involves mentorship in building operations, utilizing systems, processes, technology, and human capital. Establishing relationships and creating awareness are keys to scaling effectively to a broader audience. Ryan underscores the importance of mastering all three components for business success.

This week, we are bringing you another special bonus episode. This week, we are sharing a podcast that our host, Paul Barnhurst, recommends. The Run the Numbers podcast is hosted by CJ Gustafson. The podcast is designed to talk about things he wishes he knew during the early days of his career that no amount of Googling would answer. This week's Show Notes: Sebastian Duesterhoeft, partner at Lightspeed Ventures, joins CJ to talk about anything and everything start-up operators need to know about your Total Addressable Market. Request from you, the audience: We are constantly working to improve Financial Modeler's Corner, and this week, I would like to ask for your help completing the survey about the podcast. This will help us make future episodes better for you, the listener. The survey will only take a few minutes to complete, and your response is invaluable to the team at Financial Modeler's Corner. Link to survey: https://forms.office.com/r/K2fHfSUvFp TIMESTAMPS: (00:00) Episode Preview (00:55) SEGMENT: CJ's opening “Off the Books” monologue - the Billion Dollar outcome (02:59) Start of interview (04:38) Why is TAM so important to investors? (09:19) Is a $2B TAM not good enough? (12:06) How big is enough TAM? (13:23) Sponsor: NetSuite (14:44) Frameworks to calculate TAM (19:19) Second and third growth engines (25:18) On "maturity of the market" (28:36) On extensibility (32:27) Why your initial insertion point is crucial to your business (36:22) ServiceNow and Datadog: why these companies are shining examples of expanding their TAM (45:03) SEGMENT: Long-ass Lightning Round (48:43) SEGMENT: Rep Yo Stack - Sponsored by Tropic

Sebastian Duesterhoeft, partner at Lightspeed Ventures, joins CJ to talk about anything and everything start-up operators need to know about your Total Addressable Market (TAM). If you're looking for an ERP platform, check out our sponsor, NetSuite: https://netsuite.com/metrics  --- SPONSORS: NetSuite provides financial software for all your business needs. More than thirty-six thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: https://netsuite.com/metrics and defer payments of a FULL NetSuite implementation for six months. Tropic is the next-generation Procurement Platform that's helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on.

Head of marketing for T-Ads, the advertising solutions division of T-Mobile, Cherian Thomas describes the evolution of his rideshare entertainment platform, Octopus, to creating brand love across all digital out of home screens. In this upbeat but informative conversation with the high-energy "Doctor Thomas," Insider Interviews host E.B. Moss also gets the download on DOOH from DPAA CEO, Barry Frey, to offer listeners and viewers a complete picture of the state of screens today. QUOTES AND TIMESTAMPS 00:02:23 - "By the digitization of out-of-home, we mean a modern-day digital advertising business." 00:03:10 - "DOOH is becoming very powerful especially with its ability to target audiences, that heretofore was not available." 00:04:20 - " I've seen these crazy billboards where it almost looks like things are flying off of the screen. It's really amazing what can happen now with digital billboards." 00:11:49 - "While trying to market our app to consumers, we had to identify who is the ideal target audience. And then you look and you're like, wow, that's the Uber and Lyft rider!" 00:13:56 - "If we can delight riders in their Uber and Lyft journey, well, what's the next phase?" "The numbers don't lie: actual consumer spending is four times larger in store than it is online." 00:16:56 - "The numbers don't lie: actual consumer spending is four times larger in store than it is online." 00:18:52 - "Well, it turns out advertisers and brands also have similar pain points when it comes to them spending dollars and getting their brand out there or hitting performance metrics." Watch the full episode with Cherian Thomas, Head of Marketing for T-Ad on YouTube, too! [00:23:42] Enthusiasm, energy and skateboarding to work. 00:24:14 - "It starts from the top. So everything we do in my world is always ‘How is that good for our customers?' And I think that's something really important." T-Mobile Chief Creative Officer, Peter DeLuca with DPAA CEO, Barry Frey at Cannes 00:25:59 - "I think Peter DeLuca is a legend. And if you think about T-Mobile's brand, this is the best our brand has ever been. And you don't get there overnight. You have to be consistent. You have to be honest. You have to deliver. Like we say, dream big and deliver." 00:28:24 - "We leverage our brand to get our customers amazing deals and delight them." 00:33:45 - "My favorite product is the T-Mobile SyncUp Kids Watch, which is kind of a smart watch, but all you can do on it are basic things. As a parent, that was a pain point that T-Mobile had solved...This is kind of in our ethos: solving pain points I think is a common theme that's carried forward in everything that we do." 00:35:08 -  Brand purpose and trust. "One of our promises is “Nada, yada, yada.” Like, that's our actual Metro by T-Mobile brand campaign right now, because everyone else makes a bunch of promises and the fine print is like “yada, yada, yada, yada.” If that doesn't say we don't have any BS here and you can trust us....” 00:37:41 - "If you have a low cost of screen and you have connectivity, why can't there be a screen at the top of the Vail ski resort to show you information and speed times and fastest slope, the slope is closed, etc. So these are things I'm really excited about. [00:38:30] The growth of Digital Out-of-Home. 00:38:39 - As an industry, I'm excited because the TAM -- the Total Addressable Market -- for Digital Out-of-Home, is much larger. And that's always been the challenge with Digital Out-of-Home. ...You've got a $10 billion industry, but it's getting bigger and bigger as these macro trends continue." 00:40:11 - "What does the E.B. stand for?!” Don't miss the 10/10/23 DPAA Global Summit in New York City's Chelsea Piers, with speakers from McDonalds, Mastercard, Pepsi and more!  You can help sustain this podcast with a little donation to Insider Interviews at https://buymeacoffee.com/mossappeal

Here are the biggest TTRPG news stories from the past week. The future of D&D and TTRPGs estimated TAM from Chris Cox. D&D Beyond launches it's first 3rd party product, Baldur's Gate draws new interests into D&D and makes more money for Hasbro then their films. If you'd like to support the podcast head over to our Patreon - https://www.patreon.com/totalpartychill -------- For more actual plays, reviews, giveaways, and recommendations check out https://totalpartychill.com​​​​​ ​​​​​ Tweet us: https://twitter.com/ttlprtychll​​​​​ Buy TPC merch: https://totalpartychill.com/​

In this podcast, Michael Cardamone, founder of Forum Ventures, shares his valuable insights on the startup world and his journey in founding and running a leading seed-stage SaaS venture VC firm. He talks about the importance of building relationships and being transparent about your track record when raising funds. He also provides insights on investing in startups, moving upmarket into enterprise, and building channel partnerships. Additionally, he discusses the topic of diversity in venture capital and the future of the venture capital landscape, and much more!TimestampsHow Michael got into startups [00:00:22] Michael talks about his transition from working for a family business to getting into tech and venture startups.Partnerships and KPIs at Box [00:02:01] Michael discusses the partnership goals and KPIs at Box, including building credibility in certain industries and driving more sales.Founding Forum Ventures [00:04:59] Michael talks about founding Forum Ventures, including his idea for a differentiated accelerator and how he raised his first $1 million.Fundraising Challenges [00:08:15] Michael talks about the challenges of fundraising for his accelerator and seed funds, including finding early believers and building top of funnel.Founder Characteristics [00:11:23] Michael discusses the qualities and characteristics he looks for in founders and companies, including founder-market fit, ability to recruit, and obsession with the business.Investment Strategies [00:14:05] Michael explains the three different ways Forum Ventures engages with founders, including the accelerator, studio, and seed fund, and the ticket sizes and follow-up strategies for each.Investing in SaaS Startups [00:16:43] Michael talks about investing in a SaaS startup and the importance of building relationships with founders.Moving Upmarket into Enterprise [00:17:37] Michael discusses when it's the right time for a startup to move upmarket into enterprise and how to navigate the transition.Building Channel Partnerships [00:19:20] Michael shares his experience with building channel partnerships and advises startups to be thoughtful and build real relationships with partners.Analyzing Competition [00:25:17] Michael discusses the mistakes investors make when analyzing competition, including overindexing on competition and not considering market dynamics.Total Addressable Market [00:27:13] Michael talks about the mistakes founders make when presenting the total addressable market, including taking a generic approach instead of a nuanced, bottoms-up approach.Venture Capital Landscape [00:31:11] Michael discusses the changes he sees coming in the venture capital landscape in the next 5 to 10 years, including a decline in the number of small funds and a potential shift towards more emerging manager funds.Building a brand [00:34:43] Michael talks about how he underinvested in building a brand for Forum Ventures and how he focused on founder experience instead. He shares how he rebranded and invested more in building the brand over the last couple of years.Favorite online tools [00:35:49] Michael shares his favorite online tools, including Gmail, Slack, and a product from a company he invested in called Hyper. Key LinksForum Ventures - https://www.forumvc.com/LinkedIn – https://www.linkedin.com/in/michaelcardamone/ Twitter - https://twitter.com/MGCardamone

How did Geoff Charles, VP of Product at Ramp, go from a background in consulting and finance to revolutionizing the world of product management in tech? In this fascinating conversation, we discuss the evolution of product roles, the importance of collaboration, and prioritizing value creation. We dive deep into Geoff's role at Ramp, the critical aspects of product management in tech startups, and his approach to making decisions that drive the company forward. Geoff also shares insights on building a successful company, including understanding the Total Addressable Market, tailoring the product playbook to the specific business, and designing a product that leverages top engineering talent. Finally, we explore the world of AI in product management, the importance of data privacy, and how technology can be used as a tool to empower people. Timestamps: Geoff Charles' Background and Transition to Product Management [00:02:45] The Role of Product Management [00:13:36] Prioritizing Relationships with Engineers [00:15:25] Challenging TAM [00:21:08] User Experience at Ramp [00:28:29] Ramp's Target Market and Differentiation [00:34:02] Biggest Mistake at Ramp [00:40:30] Fear Mongering and AI [00:46:42] Cultivating Happiness [00:49:37] Lightning Round [00:51:34]

Joe Burnett is joined by John of Encrypted Energy to discuss automated Bitcoin lightning nodes. Sign up for the marketplace here: https://marketplace.blockwaresolutions.com/ Encrypted Energy is a service for collecting, processing, storing, and routing data from your Lightning Node. It regularly polls your node and your peers, monitors for state changes, and emits events to outside services when changes occur. Email paul@encryptedenergy.com and mention us for personalized onboarding. Passport is the Bitcoin hardware wallet you already know how to use. With a gorgeous design and familiar interface, Passport makes it easier than ever to self-custody your Bitcoin. No more sitting at your computer or squinting at tiny screens. Passport seamlessly connects to your phone, empowering you to quickly view your balance and move Bitcoin in and out of cold storage. Get yours today at: https://foundationdevices.com/?mtm_campaign=Blockware Use code: BLOCKWARE for $10 off! Follow us on Twitter: Joe: https://twitter.com/IIICapital John: https://twitter.com/jmarbach Blockware: https://twitter.com/BlockwareTeam Timestamps: 00:00 John's Background 03:25 What is the Lightning Network? 07:47 Total Addressable Market for Lightning 14:21 Why should an individual or company run a Bitcoin Lightning node? 18:00 How to easily run a Lightning node 21:47 What is involved with operating a lightning node? 25:49 Encrypted Energy 27:53 Earning yield with Lightning 34:24 Bitcoin & Lightning in 20 years

How Outbound Can 22x Your Total Addressable Market>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Fast track your marketing efforts while avoiding common marketing mistakes in our new trainingEstate planning attorney? Stop guessing how to get results from online ads and grow your firm with our client-generating Seminar 3.0 Hosted on Acast. See acast.com/privacy for more information.

Total Addressable Market Hello, this is Hall T. Martin with the Startup Funding Espresso -- your daily shot of startup funding and investing. The total addressable market is the size of the market that represents the total potential revenue for a product.   This is the market that could ever buy the startup's product. In the startup world, there's truly no limit to how big a company can grow. Investors look for business opportunities with large upside potential. Startups focus on large markets as it provides the most potential and the best chances for success. Large markets provide many opportunities for entering the market and positioning within the market relative to competitors. The larger the market the better chance of the startup finding product/market fit. Within the total addressable market, there is the serviceable market which is the size of the market you can reach. This does not mean the startup must actually reach the full market to be successful but rather it shows the opportunity. Within the serviceable market, there is the beachhead market which is the first set of customers to pursue. This gives the startup an area to focus on in entering the market. The total addressable market is a mental model startups and investors use to assess business opportunities. In raising funding, it's important to know the size of the market and the segments before pursuing it.   Thank you for joining us for the Startup Funding Espresso where we help startups and investors connect for funding.Let's go startup something today. _______________________________________________________ For more episodes from Investor Connect, please visit the site at:   Check out our other podcasts here:   For Investors check out:   For Startups check out:   For eGuides check out:   For upcoming Events, check out    For Feedback please contact info@tencapital.group    Please , share, and leave a review. Music courtesy of .

This week Oliver interviews Horace about the talk he did at Micromobility America on the Total Addressable Market for micromobility, and the opportunity of the space. This should really be listened to in context of the 5 Billion Riders talk that Horace gave at the conference, which is now on Youtube. Here, we dig into Horace's thought pattern and the significance of mapping out addressable markets in informing the debate and opportunity for the space. Specifically, they dig into: The backstory for Total Addressable Markets and why these matter What has changed since Horace's early work in this space The potential impact of 5 billion riders Why this matters for companies raising In the meantime, if you haven't already, check out our latest effort, the Rider Choice Awards. It is our industry's version of the Oscars, the Baftas, the Top Gear Speed Week, and the Webby's all tied into one. You can select the best firms and vehicles in more than 30 categories and get them selected for consideration ahead of judging for Micromobility World, which is happening on January 19th online. We have many of the top brands in the world currently battling it out for top spot in the bike, scooter, pod, subscription business, shared operator, and more from around the world. We've been blown away by the level of excitement from the community and are super excited to share the preliminary results with you. The first round of cutoff is coming this month, and then again next month so get your votes in quickly! Catch us on Twitter @MicromobilityCo. Horace and Oliver are also active on their personal accounts and would love to hear from you. Our newsletter is completely free, and you can subscribe to have it in your inbox every Tuesday morning here! And for those who want more, we offer our Micromobility membership (mmm — “Triple M”) which includes exclusive content, swag, and conference discounts, as well as live calls with Horace and team! We're also on LinkedIn and Instagram.

Disclosure: Bueno is a sponsor of Overpriced JPEGs, but that is not why we had them on. We simply think they're a cool product doing cool work! ✨ SUBSCRIBE TO THE OVERPRICED JPEGS CHANNEL ✨ https://bankless.cc/jpegs  ------

This week we do a deep dive into the Total Addressable Market of Cloud and discuss the rise of Cloudflare. Plus, details an the SDT Meetup in Austin on August 27th (https://www.eventbrite.com/e/software-defined-talk-meetup-in-austin-tx-tickets-396650401027). Runner-up Titles “Have a good time at least once” is in my vacation OKRs The podcast of the Slack Analog Clocks Digital Clock Native Pretending to have a sidekick The First Business Case for the Metaverse I was a liberal arts major The TAM Episode Rundown Cloud Earnings Clouded Judgement 7.29.22 (https://cloudedjudgement.substack.com/p/clouded-judgement-72922?utm_source=substack&utm_medium=email) Amazon says cloud-computing revenue rose 33%, topping Wall Street estimates (https://www.cnbc.com/2022/07/28/aws-earnings-q2-2022.html) 60% of Amazon's net revenue growth YoY was AWS. (https://twitter.com/conorsen/status/1552749857500286976?s=21&t=4J4ob4S-4vxl-60DOSKkUw) AWS continues to show strength, but there are a few things to watch out for (https://seekingalpha.com/news/3863264-amazon-web-services-continues-to-show-strength-but-there-are-a-few-things-to-watch-out-for) Gartner Forecasts Worldwide IT Spending to Grow 3% in 2022 (https://www.gartner.com/en/newsroom/press-releases/2022-06-14-gartner-forecasts-worldwide-it-spending-to-grow-3-percent-in-2022) How Cloudflare emerged to take on AWS, Azure, and GCP (https://www.infoworld.com/article/3668197/how-cloudflare-emerged-to-take-on-aws-azure-and-gcp.html?utm_content=content&utm_source=twitter&utm_medium=social&utm_campaign=organic) Relevant to your Interests Apple beats on revenue and profit, expects growth to accelerate despite 'pockets of softness' (https://www.cnbc.com/2022/07/28/apple-aapl-earnings-q3-2022.html) Instagram walks back its changes (https://www.platformer.news/p/-instagram-walks-back-its-changes?utm_source=substack&utm_medium=email) Meta posts its first-ever quarterly revenue decline (https://www.axios.com/2022/07/27/meta-quarterly-revenue-decline-earnings?utm_source[%E2%80%A6]utm_medium=email&utm_campaign=newsletter_axioslogin&stream=tophttps://www.axios.com/2022/07/27/meta-quarterly-revenue-decline-earnings?utm_source[%E2%80%A6]utm_medium=email&utm_campaign=newsletter_axioslogin&stream=top) Why Kylie is mad at Instagram? (https://om.co/2022/07/26/why-kylie-is-mad-at-instagram-explained/) There is a path to replace TCP in the datacenter (https://www.theregister.com/2022/07/27/replace_tcp_datacenter/) CHIPS for America Act (https://twitter.com/SBIndyNews/status/1552445739736989697)e JetBlue agrees to buy Spirit for $3.8B. It would create the 5th largest U.S. airline (https://www.npr.org/2022/07/28/1114226031/jetblue-spirit-deal-merger) The pandemic impulse purchases we grew to hate (https://www.vox.com/the-goods/23279350/pandemic-consumer-buys-peloton-bike-games-dog-covid?utm_source=nextdraft&utm_medium=email) AMD and Nvidia leaks show we are drunk on power, and the hangover is going to be brutal (https://www.techradar.com/news/amd-and-nvidia-leaks-show-we-are-drunk-on-power-and-the-hangover-is-going-to-be-brutal) Intel To Wind Down Optane Memory Business - 3D XPoint Storage Tech Reaches Its (https://www.anandtech.com/show/17515/intel-to-wind-down-optane-memory-business) On the huge importance of non-tech roles in Open Source: Empirical study on NPM - Livable Software (https://livablesoftware.com/importance-of-non-tech-contributor-roles-open-source/) VMware Fusion beta joins Parallels in supporting Windows VMs on Apple Silicon (https://arstechnica.com/gadgets/2022/07/newest-vmware-fusion-beta-supports-windows-11-on-apple-silicon-macs/) Apple Arcade finally got the boost it needed (https://www.theverge.com/2021/4/7/22370217/apple-arcade-fantasian-nba2k-wonderbox-classics-netflix) Apple Nabs Key Lamborghini Executive to Work on Its Electric Car (https://www.bloomberg.com/news/articles/2022-07-27/apple-nabs-key-lamborghini-executive-to-work-on-its-electric-car?utm_campaign=etb&utm_medium=newsletter&utm_source=morning_brew) IBM board of directors investigates sales fraud claims (https://www.theregister.com/2022/08/01/exclusive_ibm_board_of_directors/) Apparently Linus Torvalds is using an M2 Mac? (https://softwaredefinedtalk.slack.com/archives/C5GPMBXQT/p1659428218962219) Oracle Cuts Workers in US Customer Experience Unit (https://www.bloomberg.com/news/articles/2022-08-01/oracle-cuts-workers-in-us-customer-analytics-division) Gmail gets a new look and tighter intergration to celebrate 18 years of service (https://www.xda-developers.com/gmail-new-look-tighter-intergration-18-years/) Uber reports positive cash flow for first time (https://www.ft.com/content/a454447f-c0b9-44fc-a24a-2781f1b7717e) Pinterest shares surge after Elliott discloses it is the largest shareholder (https://www.reuters.com/technology/elliott-says-it-is-largest-sharesholder-pinterest-2022-08-01/) How Kubernetes Reinvented Virtual Machines (in a good sense) (https://iximiuz.com/en/posts/kubernetes-vs-virtual-machines/) Former VMware Star Sanjay Poonen Becomes CEO Of Cohesity (https://twitter.com/datachick/status/1554482007438237698) Thoma Bravo picks up Ping Identity for $2.8B in an all-cash deal (https://techcrunch.com/2022/08/03/thoma-bravo-picks-up-ping-identity-for-2-8b-in-an-all-cash-deal/?guccounter=1&guce_referrer=aHR0cHM6Ly93d3cuZ29vZ2xlLmNvbS8&guce_referrer_sig=AQAAAJnqIsV7eSB4aeKNW7V9HidMxohTjY2dtNtainWRjHXiv7ApDViwdsq6K_9LBJIVnI3ylbHjASvuAqEijvmNUyuW8DaHp0rSZ7uten5Sz6_DUKqUxifms2H-6Yk6TW5i8i9UXqTNsT_vhnMMFzJUp7OTTzNaXAfmzM0PqPtmoFdH) Software Is No Longer Eating The World (https://webtwoboomer.com/software-is-no-longer-eating-the-world-109785eb9d4f) GitLab plans to delete dormant projects from free accounts (https://www.theregister.com/2022/08/04/gitlab_data_retention_policy/) Raspberry Pi Zero vs MangoPi MQ Pro Benchmarks (https://bret.dk/raspberry-pi-zero-vs-mangopi-mq-pro-benchmarks/) Highest. Close. Ever. - All Star Charts (https://allstarcharts.com/highest-close-ever/) Should I Stay or Should I Go (https://www.platformonomics.com/2022/07/should-i-stay-or-should-i-go/) Nonsense Murder Hornets get new name (https://softwaredefinedtalk.slack.com/archives/C04EK1VBK/p1659024319485459) An Australian Artist Pulled a Pickle from a McDonald's Cheeseburger and Slapped It on a Gallery's Ceiling. Now It Costs $6,200 (https://news.artnet.com/art-world/pickle-artist-2152731) MAKRO | Microsoft Excel Stream Highlights 3/19 (https://www.youtube.com/watch?v=xubbVvKbUfY) British Airways suspends the sale of short-haul flight tickets from Heathrow (https://www.cnbc.com/2022/08/02/british-airways-suspends-short-haul-flight-tickets-from-heathrow.html) Sponsors Teleport — The easiest, most secure way to access infrastructure. (https://goteleport.com/?utm_campaign=eg&utm_medium=partner&utm_source=sdt) Listener Feedback Slack is increasing prices, changing how its free plan works (https://techcrunch.com/2022/07/18/slack-is-increasing-prices-and-changing-the-way-its-free-plan-works/) What is DevRel? (https://www.whatisdevrel.com/) — Cloudcast Podcast Good discussion on changing jobs in SDT Slack (https://softwaredefinedtalk.slack.com/archives/CEJ12RBJA/p1659459039423009) Conferences Register for the SDT Austin Meetup August 27th at 6:30 PM (https://www.eventbrite.com/e/software-defined-talk-meetup-in-austin-tx-tickets-396650401027) **** DevOpsDays DFW (https://devopsdays.org/events/2022-dallas/welcome/), August 24-25, 2022 - Coté speaking, along with John Willis, Andrew Shafer, and friends VMware Explore 2022, August 29 – September 1, 2022 (https://www.vmware.com/explore/us.html?srccode=na_pxkba4ap4tgmb&cid=7012H000001KawVQAS) - Coté's pitch (https://twitter.com/cote/status/1551895600270016512). SpringOne Platform (https://springone.io/?utm_source=cote&utm_medium=podcast&utm_content=sdt), SF, December 6–8, 2022 THAT Conference Texas Call For Counselors (https://that.us/call-for-counselors/tx/2023/) Jan 16-19, 2023 SDT news & hype Join us in Slack (http://www.softwaredefinedtalk.com/slack). Get a SDT Sticker! Send your postal address to stickers@softwaredefinedtalk.com (mailto:stickers@softwaredefinedtalk.com) and we will send you free laptop stickers! Follow us on Twitch (https://www.twitch.tv/sdtpodcast), Twitter (https://twitter.com/softwaredeftalk), Instagram (https://www.instagram.com/softwaredefinedtalk/), LinkedIn (https://www.linkedin.com/company/software-defined-talk/) and YouTube (https://www.youtube.com/channel/UCi3OJPV6h9tp-hbsGBLGsDQ/featured). Use the code SDT to get $20 off Coté's book, (https://leanpub.com/digitalwtf/c/sdt) Digital WTF (https://leanpub.com/digitalwtf/c/sdt), so $5 total. Become a sponsor of Software Defined Talk (https://www.softwaredefinedtalk.com/ads)! Recommendations Brandon: Ambulance (https://www.ambulance.movie) and The Terminal List (https://www.imdb.com/title/tt11743610/) Ringer Podcast: ‘The Gray Man' and the Top 10 Trash Special Ops Movies (https://www.theringer.com/2022/7/29/23283211/the-gray-man-and-the-top-10-trash-special-ops-movies) Matt: (https://www.amazon.com/GE-Profile-Countertop-Nugget-Maker/dp/B07YF9SGBW)Jabulani Challenge (https://jabulanichallenge.com.au/) City2Surf (https://www.city2surf.com.au/) Coté: Vienna. Specifically: 12 Bruegels (https://www.khm.at/en/visit/collections/picture-gallery/the-best-of-bruegel-only-in-vienna/), old movies at old cinemas, Miznon (https://www.miznonvienna.com/). Photo Credits Banner (https://unsplash.com/photos/4W8LN0FgKNI) CoverArt (https://unsplash.com/photos/aX_ljOOyWJY)

Geoff Cottrill is the Chief Marketing Officer at Topgolf. We talk about the company's growth from zero venues to more than seventy today, what has changed since their $2 billion merger with Callaway last year, and how they are contributing to the surge of interest in golf globally. Enjoy!

Skyler Reeves is the Founder and CEO of Ardent Growth out of Murray, Kentucky. They are a company that helps B2B SaaS companies get more value from their content by blending qualitative customer insights with their proprietary content prioritization algorithm. Skyler is on a mission to blend data and creativity to make the web a better place. He holds degrees in both computer science and philosophy (MSU) and is an Iraq War veteran.In this episode, we talk about Skyler's journey from war veteran to going to college to study computer science and philosophy to founding an agency focused on SEO and marketing and helping B2B SaaS companies scale their organic traffic with their internal software.  He also shares why he's investing in a coach, in building out a sales operation for Ardent Growth, and his insights on his experiences of hiring the right people for your agency.This Cast Covers:How Skyler's love for creating solutions to unsolvable problems and philosophy got him into the world of SEO and marketing (02:27)His reasons for joining the military right out of high school and what his experience returning to civilian life was like (05:31)The genesis of Ardent Growth and his transition from working in logistics to building his own digital firm (09:44)The value of investing in a coach, having someone speak into your life and your business, and how to go about finding a good coach (11:43)Why his coach told him about bringing the internal technology Ardent had built out to B2B SaaS companies, private equity, VCs, and agencies (15:58)The core problem this internal tool has helped solve for a lot of companies looking to invest in content and SEO (17:32)  How they realized the value of their technology would be a great help for digital marketing agencies (19:25)Did Skyler ever desire to go to market with their tech and make it customer-facing or was the motivation always to serve them internally as they serve other people? (20:21)How having this internal tool helps their profit margins as an agency (21:40)Goals and priorities for the agency as Skyler looks to the future of Ardent aside from investing in building out a sales operation (26:54)Skyler's decision to push working into the VC and private equity industry as well (31:06)Why SEO is a challenging endeavor for agencies specifically to get right (33:06)Skyler recommends where SDA as an agency should focus when it comes to SEO-related efforts (35:45)Areas where Skyler might still be struggling with in the agency and what he's doing to work on them (37:20)One of the largest mistakes Skyler's done growthwise for the agency is not thinking about people (41:01)A pretty interesting rule Joey made up when it comes to hiring the best talent for his agency called the 95-5-90 (42:45)Why Skyler likes looking for coachable people (45:48)What Joey looks for in people related to mindset (46:45)Additional Resources:The Sales Driven AgencyThe Best Damn Agency MastermindSkyler Reeves | LinkedInArdent Growth

CEO of Blueprint, Jordan Crawford explains the importance of researching your customers' pain to determine your Total Addressable Market. Simply relying on tools like ZoomInfo to find potential customers may not be enough. Companies need to look deeper into how their solutions and services can meet the specific needs of their potential customers. Today, Jordan takes us through how Blueprint uses this approach to help their clients and to also identify the right customers for their own business. Show NotesConnect With:Jordan Crawford: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

TAM is out - TRM is in.In this episode of Author's Cut, co-authors of the MOVE book Bryan Brown and Sangram Vajre talk about the “M” in the MOVE framework - Market. Bryan and Sangram explain why they think “Total Addressable Market” may not be the best baseline for your marketing strategy...it's actually “Total Relevant Market”. Here's how you find your TRM, segments, and cohorts–and use them to determine who you should market to. Next week, they talk about the "O" - This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, or here. Check out themovebook.com and you will find all the templates and scorecards to download for free and even an assessment that will help you find your next MOVE, faster.Listening on a desktop & can't see the links? Just search for MOVE in your favorite podcast player.Additional Resources:MOVE: The 4-Question Go-To-Market FrameworkKey Takeaways:Total relevant market is who you should actually be focusing your marketing energy onThe way you market should change as your go-to-market strategy shifts and growsGo and ask your organization what stage of the business you're in. Don't rush into the next one, until you nail this one!

If you're like most of the guests we've interviewed on this podcast, then you are constantly trying to improve your agency. Whether that's figuring out your pricing, building out your sales operation, or getting your agency to the next level, it can be tough. Luckily, in this Sales on the Rocks episode, we're gonna walk you through how you can do all that by setting better realistic and specific goals, learning how to charge more, and providing crazy value during a simple sales conversation. Tune in to learn the 80-20 rule of pricing, advice for reaching higher annual revenue targets, and a simple mentality that can help you win bigger in business and in life.This Cast Covers:The case of Joey's missing truck (01:09)Joey and JJ recap the recent BDAM anti-retreat and share their takeaways (08:15)The words you speak over yourself and your loved ones are powerful (09:41)What got JJ dreaming about the massively growth-minded goals (12:33)How does defining what you want for your business inform what your sales operation looks like? (17:31)Why Joey is also a fan of the “and, not or” mentality and how this mentality helps in setting realistic goals (20:56)A lot of people set goals in a very safe manner  (24:47)Can two partners who are totally misaligned coexist in a business together? (27:31)What most agency owners and CEOs forget to factor in when it comes to projecting sales targets in the future (30:03)When you play big boy games, you make the right decisions and come up with big boy goals (31:11)How people are limited by their total addressable market (32:00)Three options to scale: provide new services, serve new industries, or charge more (32:38)The 80-20 rule of pricing (44:06)Being in a hyper niche might be what's preventing you from getting to the next level of growth (36:45)Advice for badass agency owners who crushed their revenue goals but want to expand to that next level (38:13)As you exhaust your TAM, do you become incredibly unattractive to potential buyers? (38:55)Joey's thoughts on advertising your price versus having that be a part of your sales conversation (41:11)Pricing the client versus pricing the work: why it's always better to get into a consultative sales conversation with your prospects (45:02)Why Joey hates it when agencies do hourly or flat pricing (46:16)First time on the show: JJ and Joey appreciate their wives (51:01)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

CEO of Blueprint, Jordan Crawford explains the importance of researching your customers' pain to determine your Total Addressable Market. Simply relying on tools like ZoomInfo to find potential customers may not be enough. Companies need to look deeper into how their solutions and services can meet the specific needs of their potential customers. Today, Jordan takes us through how Blueprint uses this approach to help their clients and to also identify the right customers for their own business. Show NotesConnect With:Jordan Crawford: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

March 21, 2022.In our latest episode, we look at :Crowdstrike's recent performanceWhat does Crowdstrike do?Crowdstrike's competitive advantage.PIF comfort level with Crowdstrike from a halal perspective.Size of Crowdstrike's Total Addressable Market.Crowdstrike's valuation (Buy, Hold and Sell).#halalinvesting #halalstocksTo view our portfolio or become a member please visit https://practicalislamicfinance.comPIF Offerings:► Follow my investing journey: https://www.buymeacoffee.com/practicalif► Request stock or crypto review: https://www.buymeacoffee.com/practicalif/e/51253► Join the Practical Islamic Finance Discord Community: https://discord.gg/fURkzn9RRM► Sign up for our newsletter at: https://practicalislamicfinance.com► List of PIF reviewed stocks: https://practicalislamicfinance.com/pif-reviewed-stock-list-2/► List of PIF reviewed cryptos: https://practicalislamicfinance.com/pif-reviewed-crypto-list-2/ Affiliates & Promotions:► Follow your crypto investments and file taxes with Cointracker: https://www.cointracker.io/a/rakaan► Track your income, expenses and budget using Truebill: https://truebill.i679.net/c/2193816/616684/10034► Looking for a place to buy stocks in the U.S.? Try M1 Finance for Free using: https://m1finance.8bxp97.net/c/2193816/704943/10646Follow Us on Social Media:►Twitter: https://twitter.com/PracticalIF►Instagram: https://www.instagram.com/practicalislamicfinance►Facebook: https://www.facebook.com/practicalislamicfinance►Email: rakaan@practicalislamicfinance.comDisclaimer: Anything you hear in this podcast is an opinion. It is not to be considered personalized financial advice. Make sure you do your own due diligence before making any investment decisions.

In this episode of The Marketer's Journey, I interview Andy Jolls, CMO at FastSpring. During the episode, we discuss selecting the right CMO role for your career journey, how to know if the company you've joined has potential, and why it's important to expand your view of the competition. Check out this and other episodes of The Marketer's Journey on Apple Podcasts, Spotify, Stitcher, and Google Play!Key takeaways from this episode:Consider the growth stage of the company. When on the hunt for a new company to join, Andy emphasized the importance of identifying the company's growth stage and determining which stage is right for you and your career goals. He recommended finding the sweet spot by experimenting with companies at various growth stages and identifying where your strengths lie.Don't forget about the “C” in CMO. Andy mentioned that he's had some great mentors throughout his career who have reminded him that anyone at the CMO level needs to take a holistic view of the company to consider the full picture of the business. Instead of focusing solely on marketing, CMOs should always be thinking about what's best for the entire company overall.Identify the right persona. One of the biggest challenges for marketers today is understanding and targeting the right customers in their category. Andy said it's important for marketers to dig down deep into the information that's available and invest in analytics in order to make the most educated decisions possible. It's also important to broaden your view of the competition to keep the bigger picture in mind.Learn more about FastSpring here: https://fastspring.com/ Learn more about Andy here: https://www.linkedin.com/in/ajolls/

Total Addressable Market is a key metric that VCs use to determine whether an idea is investable and one that some tech founders use to determine whether they're solving a large enough problem.  This begs the questions “how can you accurately assess the magnitude of a problem without having actually experienced the problem yourself?”.  This gap in problem awareness has created an incredible opportunity for underrepresented founders to build solutions that speak to the unique needs and build valuable solutions that improve the lives of overlooked populations.    In this episode, we sit with Maria Burns Ortiz, Co-Founder and CEO of 7 Generation Games.  Her team is building video games that close the math skills gap found in underrepresented communities.   Founder Bio: Maria Burns Ortiz is co-founder and CEO of 7 Generation Games, a video game studio making immersive educational games and interactive apps with a mission of breaking down barriers to success, one math problem at a time. Previously, Maria was a multimedia journalist and NY Times best-selling author. For her work at 7 Generation Games, she was an invited speaker at the 2016 White House: State of Women Summit, received the National Latina Business Women Association-Los Angeles' Rising Star in 2017 and named one of Minneapolis/St. Paul Business Journal's 40 Under 40 in 2021.   1:15  The many interesting facts about Maria Burns Ortiz's life 4:011  An atypical path to tech entrepreneurship |A career as an ESPN reporter 6:02  Reinventing your career| From reporter to video game developer 10:02  Operating as a cofounding team in the early days 11:29  What is 7 Generation Games and what problem it is solving? 14:22  The extraordinary value in serving underserved communities 15:45  The process of video game development 20:02  The importance of engagement UI/UX vs the tech itself 24:02  Building the first version of a gaming product 28:32  Testing your product with real world customers and getting traction 31:02  Finding the ideal customer for the product and communicating ROI to schools 35:02  How solving a problem in a niche creates a reputation of success 36:10  The promise of AI in EdTech | The personalization of the learning experience 40:13  Continue following 7GG at 7generationgames.com