The name of the game is flexibility. Today’s guest is an agent of change who has an exit under his belt, a transition from founder out of the CEO seat and recently increased the company from a 4-day, back to a 5-day work week.Join Jim and Alejandro as they go deep discussing Alejandro’s journey building Komet Sales - a vertically integrated floral platform - with a focus on what it means to build a strong culture and how to align people to the company’s long-term vision. 3 Key TakeawaysEmbrace Change: Don’t get attached. Whether that’s a title, a GTM approach, a person on your team. Things change, the ability to adapt quickly is an asset. Learn to let go, to move forward!Find a Mentor: This is a golden nugget that not nearly enough founders/CEOs do. As Warren Buffet says, “It’s good to learn from your mistakes. It’s better to learn from other people’s mistakes.”Understand People: Take the time to know your team. This is the foundation for culture. When people believe in what you’re doing, combined with a strong sense of connection, you’ve got a recipe for company success. Resourceshttps://www.kometsales.com/https://www.linkedin.com/in/aperez/About Our Guest Alejandro started Komet Sales, the top software platform for the flower industry. He built the business from nothing until he was able to sell it successfully. Along the way, he faced many challenges that most startups deal with. His journey needed a strong passion for what he did, lots of creative thinking, and taking smart risks.About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black Jim Barnish’s LinkedIn: https://www.linkedin.com/in/grow-smart-grow-fast/ Orchid Black’s LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid Black©️ and are not to be used unless authorized by written consent.

From humble beginnings in a Beijing apartment to building a business teaching 50,000 students Chinese and Spanish worldwide, Tom Shugg is well versed in immersive learning. Whether it’s changing diapers or expanding into a foreign market, Jim and Tom go deep on what it takes to build a company across country lines. 3 Key TakeawaysTrust the Market: As a business owner or leader, you likely have preconceived notions about what you think is right in your industry. But that’s not always the case, one example - a lack of Spanish teachers in the US. Gamification Warning 🚨: Beware buzzwords! Lots of companies in edtech tout gamification, but their offering really doesn’t hold water for engaging students. Ride the Wave: The beauty of building a business is that momentum makes it easier over time. Once you’ve proven your offering in one market, it makes your transition into a new one simpler because you have a playbook to follow. Resourceshttps://www.linkedin.com/in/tom-shugg-3903135a/www.meglanguages.com About Our Guest Tom Shugg is the Co-founder of Meg Languages and it was the inspiration that comes with being exposed to other cultures that inspired him to start a company that can advocate for that. Tom spent more than a decade living and working in China, he is a fluent Mandarin speaker and prior to starting Meg, worked at the Australian Embassy in Beijing.When not working, Tom is chasing after 3 young kids and spending as much time on his surfboard as possible.About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black Jim Barnish’s LinkedIn: https://www.linkedin.com/in/grow-smart-grow-fast/ Orchid Black’s LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid Black©️ and are not to be used unless authorized by written consent.

In this episode of the Dirt, Graeme Barlow, a seasoned tech founder and entrepreneur, shares his unique journey from starting an online gaming currency business as a rebellious kid to spearheading a multi-million dollar software development agency in Ottawa, Canada. With a candid recount of his entrepreneurial ventures, Barlow dives into the lessons learned from expanding and then narrowing his company's focus, the pivotal shift to a retainer-based business model, and the importance of investing in people and culture. His story is a testament to the power of adaptability, the value of focused execution, and the unforeseen paths to success.Join Jim and Graeme as they unpack his unconventional path to tech company success …3 Key TakeawaysFocus is Critical for Growth: Maintain the focus on core competencies; expanding services can dilute your core competencies. Concentrating on your strengths leads to sustainable growth.Adaptability is Key: Embracing change and the willingness to pivot in response to market demands and internal assessments is crucial to survival.Culture and Leadership are Foundational: Develop a strong culture and invest in leadership training. This is critical for maintaining alignment and ensuring quality as a company scales.Resourceshttps://www.linkedin.com/in/graemebarlow https://www.graemebarlow.com/coaching https://www.iversoft.ca/About Our Guest Graeme Barlow, a serial entrepreneur with over 24 years of experience, has co-founded five companies, including a notable digital currency firm and RocketOwl Inc., which were both successfully acquired. He's significantly contributed to the pet industry through ProPetSoftware, achieving an ARR of over $1M. Leading Iversoft since 2016, he's driven its growth from a small team to over 50 members and nearly $10M in annual revenue, specializing in mobile and emerging technologies, and delivering impactful software solutions globally.About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black Jim Barnish’s LinkedIn: https://www.linkedin.com/in/grow-smart-grow-fast/ Orchid Black’s LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid Black©️ and are not to be used unless...

In this episode of the Dirt, Jenny von Podewils, co-founder of Leapsome, shares the origin and mission of their people enablement platform, designed to help companies retain, develop, align, and engage their workforce. Starting from a personal realization of the gaps in organizational health and culture, Jenny and her co-founder embarked on a journey to create a solution that addresses these challenges. With a background in politics and economics, Jenny's pivot to entrepreneurship led to the development of Leapsome, which has seen remarkable growth and success, including a significant Series A funding. Through a focus on customer feedback, continuous learning, and challenging the status quo, Leapsome has become a crucial tool for companies worldwide, including industry giants like Spotify and Unity.Join Jim and Jenny as they unpack strategies on how to maximize employee engagement for a better culture…3 Key TakeawaysInvest in People Enablement: Investing in people enablement not only fosters a positive work environment but also directly contributes to the overall productivity and profitability of the company.  Focus on retaining, developing and engaging employees as a core strategy for business success.Embrace Feedback & Adaptability: Companies that actively seek and incorporate feedback are better positioned to evolve and meet the demands of the market.  Regularly solicit and act on feedback to improve and meet emerging challenges, as well as maintain a competitive edge.Prioritize Alignment and Clarity: Prioritizing alignment and clarity within an organization is crucial for maximizing efficiency and achieving strategic objectives.  Ensure that your team understands their roles, expectations, and how they contribute to the company’s goals.Resourceshttps://www.leapsome.com/ https://www.linkedin.com/company/leapsome/About Our Guest Jenny von Podewils is the co-founder and co-CEO of Leapsome, a people enablement platform backed by Insight Partners, Creandum, and Visionaries Club. Leapsome helps more than 1500 companies (including Spotify, Unity, and monday.com) build high-performing teams by driving employee development, productivity, and engagement.Jenny is an alumna of the Universities of St. Gallen and Oxford. Prior to Leapsome, Jenny led teams in business development, corporate development, and digital transformation roles in media and tech companies. In recognition of her work, Jenny was awarded Female Founder of the Year 2023 in the prestigious German Startup Awards and has been listed as one of the top 50 female entrepreneurs in Germany by Handelsblatt. Jenny lives in New York City with her husband and two children.About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website:...

In this episode of the Dirt, Steven Muro shares his extensive journey from software to becoming a leading figure in the B2B marketing sphere, particularly within the grocery sector. With over 26 years at the helm of his own agency, Steven has mastered leveraging data analytics to elevate brands like the Hass Avocado Board and California Strawberries. He emphasizes the importance of translating complex data into simple, actionable marketing strategies, ensuring his clients stand out as category captains. Steven's approach to client relationships and his innovative use of data exemplify his belief in the power of focused, client-centric marketing.Join Jim and Steven Muro as they unpack Muro’s philosophy on blending data analysis with creative marketing to foster B2B success, offering valuable insights for business owners and marketers alike…3 Key TakeawaysData-Driven Decision Making: It is crucial to leverage data analytics not just for the sake of data gathering, but to translate data into simplified, actionable strategies that can directly contribute to overall marketing effectiveness.  This means investing in the capability to analyze and interpret data to set the foundation for informed decision makingAdapt and Innovate: The ability to remain flexible and open to integrating new technologies and methodologies can significantly enhance your competitive edge.  This underscores the importance of fostering a culture of continuous learning and innovation within your organization, ensuring that your marketing strategies evolve alongside technologically advancements and market changes Focus on the Client: tailoring your services and products to meet the specific needs and expectations of your clients is paramount.  This client-centric approach not only aids in building strong relationships but also ensures that your business’s success is directly aligned with the success of your clients Resourceshttps://www.gowithfusion.com/About Our Guest Steven Muro is the founder of a B2B marketing agency specializing in the grocery sector, leveraging over 26 years of diverse experience from software to consumer packaged goods. With a focus on fresh foods and sustainable products, Steven and his team excel in transforming complex data sets into actionable marketing strategies. His agency's work with notable brands like the Hass Avocado Board and California Strawberries exemplifies a commitment to driving category leadership through data-driven insights and creative solutions. Steven's approach emphasizes client success, innovation, and the practical application of technology in marketing.About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website:

Adam Roach is a serial entrepreneur and CEO of I Love Coaching Co. Whether it’s shutting his laptop at 6pm, to creating a daily $1,000 accountability motivator, Adam has a unique perspective based on his coaching business and entrepreneurial experience working with a variety of people and types of companies.Whether it was immediately exiting partnerships when Adam realized he was working with the wrong people to a golf cart meets mailbox parenting fiasco, there are lessons throughout this podcast for business owners at every stage. Join Adam and Jim as they discuss a myriad of topics from faith and ego to accountability, work-life balance and sticking to your word. 3 Key TakeawaysCreate accountability: Maybe not for everyone, but Adam has a system where he has an accountability partner he texts everyday what he’s going to accomplish that day. If he doesn’t accomplish it, he Venmo's $1000 to his partner (it’s happened 12 times in 7 years if you’re wondering). Identify your who’s: Who are the people you want to work with? If those aren’t the people you’re working with today, it’s time to figure out an exit path. Go grow: “If I don’t better myself, my fear is that my past will repeat itself.” 🎤 drop Resourceswww.ilovecoachingco.comAbout Our Guest Adam has been a serial entrepreneur and a student of coaching for over two decades. From playing collegiate tennis, to owning his first tennis club in his 20's, Adam built one of the most dynamic tennis club's in Beverly Hills, CA. He later cut his real estate investing teeth in Los Angeles, with 6 and 7 figure flips and holds. In his mid 30's, Adam transitioned to owning and running 3 Keller Williams Realty franchises in SC. He developed and led a team that grew the offices from 120 agents to nearly 800 agents in 4 years. In 2018 his offices were selling $2billion in volume and sharing profits back to the agents in excess of $600k annually. As he sold his franchises in his early 40's, Adam turned his focus to building a whole life coaching company that would impact the masses through his proprietary R.E.A.L. coaching model. In 2019, The I Love Coaching Co. brand was created. To-date that company has hundreds of coaches and clients all over the globe, along with his recruiting softwares that have recruited over 130,000 real estate agents in North America. In addition to that, Adam hosts a weekly podcast (I Love Coaching Podcast), invests in multi-family real estate, plays tennis with his kids, and loves family weekends on the boat in Charleston, SC. About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black Jim Barnish’s LinkedIn:

Today’s guest has a few things going for him that sets him apart from the typical CEO:✅ CEO of a publicly traded company ✅ Has a streak of 7 years without a day off [Jim note: not sure I’d recommend this for most!]✅ Runs a website with 100+ million visitorsJoin Jim and David Meniane, CEO of Carparts.com as they hit on a variety of topics from strategic consolidation to free cashflow.3 Key TakeawaysDefine Yourself: On the surface Carparts.com looks like an ecommerce company. But when you peel back a few layers, there is an advanced analytics engine and logistics infrastructure that has been purpose-built over the years to give consumers high-end car parts at a fraction of the cost due to their underlying inventory infrastructure. Less is More: Carparts.com used to be one of 17 different digital storefronts owned by the same company. It wasn’t until a strategic decision was made to ‘abandon’ the other stores (that had built up value in their brand following, URL traffic, etc.) and focus on their most valuable asset (Carparts.com). Since turning full attention to Carparts.com, the company has achieved significant growth in revenue and profitability.Speak Last: As CEO, it’s your responsibility to listen. If you’ve done your job right, you’re surrounded by people smarter than yourself in specific areas and are closer to the problems in their areas of the business. So when you’re in a meeting, shutup and listen (respectfully!). ResourcesCarParts.com David’s LinkedInAbout Our Guest Named CEO of CarParts.com in April 2022, David Meniane is responsible for providing sound strategic, financial, and operational leadership for the organization. Prior to this, David served as CarParts.com’s Chief Operating Officer and Chief Financial Officer since 2019.Under his leadership at CarParts.com, the company has undergone a comprehensive operational turnaround with record financial growth. The company has achieved eight consecutive quarters of year over year growth, doubling the size of the business in just three years. David hired more than 800 people in 2020 and 2021, and the firm now has over 2,000 employees globally.  About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black Jim Barnish’s LinkedIn: https://www.linkedin.com/in/grow-smart-grow-fast/ Orchid Black’s LinkedIn:

Roy Cohen is the Co-Founder and CEO of Fetcherr, an Algo based company using an AI-based Generative Pricing Engine (GPE) to disrupt pricing and profitability in the airline industry. Join Jim and Roy as they go into the details of what it takes to build a company for profitability. Roy is in the business of making money; not raising capital. 3 Key TakeawaysEBITDA > ARR - Build a business to become cash positive. ARR does not meet the strategy to become profitable. Markets will go dark, but cash positive businesses will not go out of style. CEO KPI = Self Sufficiency - One of your goals as a CEO should be to make the company self-sufficient. Your job is to work yourself out of a job. Know Your Customers - Do you have a truly disruptive technology that solves a big problem, so much so that potential customers don’t believe the problem can be solved? If that’s the case, then be prudent about who you’re selling to initially - identify and go after the trailblazers. ResourcesRoy Cohen on LinkedIn: https://www.linkedin.com/in/roy-cohen-a9a7093a/Fetcherr: https://www.fetcherr.io/About Our Guest Roy Cohen is the Co-Founder and CEO of Fetcherr. Roy has twenty years of experience in operational management, product strategy, and product and business development with large global companies.About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black Jim Barnish’s LinkedIn: https://www.linkedin.com/in/grow-smart-grow-fast/ Orchid Black’s LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid Black©️ and are not to be used unless authorized by written consent.

Thad Price is the CEO of Talroo, a company that’s transforming the hiring and recruiting landscape for essential workers.On a mission to disrupt the talent acquisition industry, Thad provides leadership, strategy, and guidance to all departments in his company, ensuring it’s moving in the right direction with the right talent.Join Jim and Thad as they unpack the problems and opportunities that small, medium, and enterprise clients face hiring and developing talented people. 3 Key TakeawaysStop Being a Chief Everything Officer: When you’re starting a business, managing every task and wearing multiple hats — it's all part of the hustle. But eventually you’ve got to focus more on your strengths and free up time for what you do best, and that means you’ve got to ensure you have the right talent in place that you trust to handle the other tasks effectively. Chase the Big Idea: Thad talks about the benefits of helping his staff believe that what they’re doing is bigger than their company. They’re helping transform their industry. They’re innovating. They’re creating positive change. When employees feel connected to a larger purpose, they're more motivated and engaged. When It Comes to Failing, Walk the Walk: A ton of business owners and CEOs talk about how it’s ok to fail. But most of them, when it comes down to brass tacks, put high expectations on their designers and engineers to succeed at all costs. Failure can be a natural part of the creative process. But rather than just giving lip service to this idea, successful leaders actually empower their teams to push boundaries—and never berate them if they don’t succeed. ResourcesThad Price on LinkedIn: https://www.linkedin.com/in/thad-price-2368b Talroo: https://www.talroo.com/ About Our Guest Thad Price is CEO at Austin-based Talroo, the data-driven job and hiring event advertising platform that helps businesses reach the candidates they need to build their essential workforce. With more than 17 years of experience in online recruitment and the job search vertical, Thad is a recognized thought leader in the HR/TA space. He genuinely believes that there is no industry that plays a more integral role in the economy. Thad uses his cross-functional experience to turn client feedback into innovative products that help companies hire better. Under Thad’s leadership, Talroo continues its mission of disruption in the industry. About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black Jim Barnish’s LinkedIn:

In this solocast, Jim Barnish explores three actions an international company needs to take when entering the US market. Some of what Jim gets into: Testing for Product Market Fit: An international company can have an amazing product, but if it doesn't resonate with the US market, then it’s going to almost certainly fail. Understanding the cultural nuances and preferences of the American consumer base is crucial for penetrating the market effectively. Leverage a US-based Growth Consulting Firm: They’ll have a deep cultural understanding, networking advantages, and market research expertise that you’ll need to be successful. Embarking on your US expansion journey shouldn’t be a crapshoot. To successfully enter the US market and avoid stumbling blocks, you need to carefully plan and execute a strategic market entry strategy. Be sure to listen to this episode for Jim’s actionable strategies to avoid common mistakes. About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black Jim Barnish’s LinkedIn: https://www.linkedin.com/in/grow-smart-grow-fast/ Orchid Black’s LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid Black©️ and are not to be used unless authorized by written consent.

Bianca Rangecroft is the CEO of Whering, a digital wardrobe and personal styling app. Join Jim and Bianca as they explore how to go viral with your customers and to monetize virality. 3 Key TakeawaysTap Into Your Brand and Community to Achieve Virality: Virality is elusive. Many charlatans claim to have the secret formula for creating viral content, but the truth is that there is no guaranteed recipe for success. Bianca talks about first reaching out to influencers organically, often through word of mouth. Then, after the influencer had posted videos using the Whering app, she’d again reach out to them and offer to collaborate on a paid basis. Paying Attention to Cycles: Customer use of some products, like the Whering app, skyrocket at certain times of the year (e.g. around the holidays), and plummet at other times. To effectively predict these cycles, be sure to regularly analyze customer behavior and preferences, and know that customer interest in your product might wax and wane over time, and that’s ok.  Total Commitment to Users: Bianca reads every piece of feedback her app users send in. That way she and her team aren’t just addressing issues, they’re staying on top of feature requests, new trends, and other valuable insights received directly from their users all around the world. ResourcesLearn more about Bianca Rangecroft: https://www.biancarangecroft.com/  Whering on the App Store: https://apps.apple.com/gb/app/id1519461680  Whering on Google Play: https://play.google.com/store/apps/details?id=com.whering.app Whering on TikTok: https://www.tiktok.com/@whering About Our Guest A London-based entrepreneur, Bianca Rangecroft is the founder and CEO of Whering, the fashtech app that allows you to digitize your wardrobe, see and style everything you own. Bianca holds a first class Bachelor’s degree in History and Politics from SOAS & LSE and an MSc (Merit) from Imperial College. Fluent in 6 languages, she began her career in banking, worked with some of the biggest Family Offices in Europe, and has extensive knowledge of the fashion tech space. Her work has been featured in Vogue, Harper’s Bazaar, and Forbes. She has been recognised for awards such as Drapers 30 under 30, Great British Entrepreneur & Tech Innovator of the Year (Drapers).  About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website:

Learn about how the strategic move towards a SaaS model is a golden ticket to maximizing the overall value of your business.In this solocast, Jim Barnish delves into four reasons why transforming your IP into a SaaS model is such a game changer. Some of what Jim gets into: Scalability is About Growing Smarter: In a SaaS model, it's not just about getting bigger; it's about getting smarter. Ideally, you should aim for the cost of serving an additional customer being close to zero. SaaS = Steady Revenue Streams: With a traditional product or service-based business, you’re often chasing the next deal to keep the lights on. Turn your business into a SaaS subscription model, you’ll make your revenue streams more consistent—as long as you continue providing value to your customers. Scalability and predictable revenue are just two reasons to transform your IP into a SaaS model. To hear Jim’s take on increasing customer value and lowering operating costs, listen to the show. About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black Jim Barnish’s LinkedIn: https://www.linkedin.com/in/grow-smart-grow-fast/ Orchid Black’s LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid Black©️ and are not to be used unless authorized by written consent.

Steve Benson's leadership journey is a masterclass in resilience, grit, and innovative growth strategies. As the Founder and CEO of Badger Maps, an app for B2B field sales, he has mastered focusing on the ideal customer profile and harnessing the power of offshore talent. Join Jim and Steve as they discuss Steve’s bootstrapping journey all the way to up to 5.4 million ARR. 3 Key TakeawaysEstablish a Dedicated Support Team Separate from Sales: For years, Steve’s sales team handled all customer calls, which was effective for sales inquiries but less so for support issues.  To enhance efficiency and focus, we have now segregated these functions.  While the sales and support teams maintain communication for cohesive operations, this separate allows the sales team to focus exclusively on sales activities, ensuring a more targeted and effective approach. Leveraging Offshore Software Development Talent is Table Stakes for Bootstrapping a Company: In the US, exceptional software engineering talent commands a premium price, justifiably for those prioritizing domestic sourcing.  However, for startups operating without significant external funding or capital, exploring offshore software development partnerships can be a strategic move.  Countries like India, Poland, and Brazil offer a wealth of skilled professionals, providing a diverse array of options for cost-effective and quality development solutions. When Searching For a Loan, Compare Like-For-Like: Some companies offer revenue-based loans. Others offer discount rate loans. And of course there are APR loans. When you’re shopping around, convert every offer to APR so you can compare apples to apples. ResourcesSteve Benson on LinkedIn: https://www.linkedin.com/in/stevenbenson/ Badger Maps: https://www.badgermapping.com/ Badger Sales University: https://salesuniversity.badgermapping.com/ (Use the following code for first month free, 2nd month 80% off: STEVE80)Steves Outside Sales Talk Podcast: https://www.outsidesalestalk.com Steve on Instagram: https://www.instagram.com/stevebensonsf/ Steve on Twitter/X: https://twitter.com/SteveBenson About Our Guest Steve Benson is CEO and founder of Badger Maps, the #1 app in the App Store for outside and field salespeople. Steve is also CEO of Badger Sales University. After receiving his MBA from Stanford, Steve joined Google, where he became Google Enterprise's Top Sales Executive globally in 2009.In 2012 Steve founded Badger Maps for outside and field salespeople to upgrade existing CRMs with mapping, routing, and scheduling. He also hosts the Outside Sales Talk, a podcast specifically for outside salespeople, and is the President of the Sales Hall of Fame.About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show...

André Sluczka grew up in Germany where he loved to climb up a mountain and fly down on a paraglider. Nowadays, he heads up a consulting company, Datagrate, that helps their clients build, manage, and scale the world's best application integration platforms solving the most complex integration challenges.Join Jim and André as they talk about how to establish a meaningful strategic partnership on day one, and how to navigate the shift from consulting services to building products and software. 3 Key TakeawaysStriking the Balance Between Growth and Quality: For solopreneurs who are expanding for the first time, growth might inadvertently lead to compromising on quality. To dodge this bullet, hire talented individuals with the experience and skills required to scale the company with minimal supervision. Remember, scaling isn't a race. Growing A Business Is Like Raising Kids: The problems never go away. They just evolve into new forms, posing new tests and demanding different solutions. Entrepreneurship and parenting are transformative experiences that require continuous adaptation and a mindset geared towards problem-solving. Have the Right People in Place Before the Demand Arises: Preemptive hiring allows time for seamless onboarding, integration into your company culture, and ability to prevent major growth challenges before they arise. No last-minute rushes. Prioritize finding the right fit over quick fixes.ResourcesDatagrate’s website: https://datagrate.com/ About Our Guest As the Founder and CEO of Datagrate, André Sluczka has more than 15 years of experience in designing and building scalable enterprise integration platforms. He is a recognized leader in the field of cloud-native integration solutions and strongly believes that Kubernetes and Apache Camel are the foundation for such solutions, particularly as demand for more vendor and cloud-agnostic approaches continues to rise. André is also the inventor of the jetic.io iPaaS platform, which has gained recognition for being the industry's first low-code platform that effectively handles enterprise-grade requirements. The platform's innovative architecture enables it to handle complex integration scenarios with ease while providing users with an exceptional level of customization and control. Through his work with high-profile clients such as Urban Institute, Judicial Council of California, GE Transportation, Bayer, US Cellular, and FIS Global, André has solidified his reputation as a leading figure in enterprise integration and cloud-native solutions.About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black LinkedIn:

This is a recast of a previously aired episode about Katie Merrill's entrepreneurship journey while also building a family. Hear Katie’s story as she walks host Jim Barnish through the challenges she has faced and continues to learn from.As a go-getter with a strong operations background, Katie was hyper focused on the day-to-day grind, but learned over time that she had to get out of her own way. Finding a COO combined with efforts to scale her sales team has been a game changer for the evolution of the business. Freeing up her time as the founder from the daily operations has allowed her to prioritize other areas to grow.Key TakeawaysShift focus from the day-to-day operations to other key strategic areas like product evolution, strategy, etc.You might be a founder, but that doesn’t mean you know everything. Set aside your insecurities and don’t be afraid to ask questions to mentors that have been there before.Put effort into building a scalable sales engine. It’s a lot easier when founders aren’t the only ones selling.   ResourcesKatie's LinkedInB-Lynk websiteDare to Lead by Brené BrownRocket Fuel by Gino WickmanAbout Our Guest Katie Butcher-Merrill is CEO and Founder of B-Lynk, providing training services, including sales and end-user training on the Smart-Lynk managed service platform for over 40 BroadSoft based Service Providers and Hosted Unified Communications companies globally. Prior to this, Katie held supply chain management roles at both General Mills and The Mosaic Company. She is a graduate of Iowa State University.About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid Black©️ and are not to be used unless authorized by written consent.

Many businesses are oblivious to how out of whack their Go-To-Market strategy is. In this solocast, Jim Barnish explores three critical opportunities for businesses that are out of alignment with their GTM strategy. Some of what Jim gets into: Trust Your Product Leads: Both CEOs and product leads understand customer pain points and the market. Yet sometimes a CEO makes decisions based on their gut, not data, while a product lead often has more direct access to customers and data, and thus a more in-depth understanding. Don’t overlook the knowledge of your product leads! Build a SINGLE Revenue Team: If your sales and marketing teams are not on the same page, you’re going to run into roadblocks. You need one one revenue team. Yes, they’ll have different functional objectives, but they’ll have the same overall goal—creating revenue and meaningful value for customers. Third opportunity? You’ll have to listen to the podcast! About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid Black©️ and are not to be used unless authorized by written consent.

Jody Haneke is a walking personification of the phrase, “build cool sh!t for your customers.” As the head of a bespoke software development company, Haneke and his team bring product ideas to life for his clients that truly want to harness technology for growth. Join Jim and Jody as they discuss building awesome digital experiences for customers that keep them coming back. 3 Key TakeawaysHarness Talent From Outside Your Industry: Haneke talks about being able to transfer what he learns from his healthcare clients to clients he’s working with in logistics. Cross-industry talent can offer fresh solutions to age-old problems.AI Isn’t A Magic Wand: Too many businesses are jumping on the bandwagon, claiming they do AI, but are barely using it to its fullest potential. Before diving into AI as a hopeful business solution, check if it aligns with your goals and see if it’s even possible to tailor it to your needs or the needs of your customers. Understand your Weaknesses: Building a successful tech startup requires a diverse set of skills. But what if you're missing a crucial piece of the puzzle? If you lack a certain combination of attributes that every founder needs (like technical expertise, marketing savvy, or financial acumen), why not team up with a like-minded partner who complements your strengths and weaknesses? ResourcesJody Haneke on LinkedIn: https://www.linkedin.com/in/jodyhaneke Haneke Design: https://www.hanekedesign.com/ About Our Guest Jody Haneke is President and Founder of Haneke Design, a software development company that was founded on user experience design, with in-house full stack custom software development capabilities. With clients such as NYSE, Paramount Pictures, and Target, Haneke Design launches digital products that amaze end-users.Jody is on the Board of the Tampa Hillsborough Economic Development Corporation and an Entrepreneur in Residence (EiR) at the University of Tampa. Haneke Design has won over 50+ design and user experience awards throughout the years and continues to expand its business solutions with a core commitment to process and innovation. About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid...

A company-wide commitment to customer success is essential for your business. But remember: it starts with you. In this solocast, Jim Barnish gets into actionable strategies for growth-stage companies building their first customer success team. Some of what Jim gets into: When A Company Scales, Sometimes Customers Get Left Behind: Problematically, many growth-stage companies prioritize acquiring new customers over customer success. They invest heavily in marketing and sales, yet overlook their legacy customers. While initially fruitful, this approach often overlooks the long term value of nurturing and retaining your customers. Hire Someone Who Knows Their Sh!t: To start building your customer success team right, be sure to hire a leader who knows the distinctions between the following: customer success, customer support, and sales. These functions seem similar, yet they have vastly different goals. Customer Metrics Are Your Roadmap to Success: It’s crucial that you track metrics such as Net Revenue Retention (NRR), Gross Revenue Retention (GRR), Net Promoter Score (NPS), and Customer Satisfaction Score (CSAT). These metrics are vital in understanding if your product/service is resonating with customers, and if your customers are satisfied. About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid Black©️ and are not to be used unless authorized by written consent.

Dan Bradbury, a mastermind expert, brings together owners of seven and eight figure B2B companies in masterminds so they can share best practices for high business growth and catapult their individual businesses forward.Join Jim and Dan as they explore the benefits of joining a mastermind group and how it can accelerate business growth.3 Key TakeawaysInvest in Yourself by Learning from Others: Nobody is born an excellent business owner. Sure, you might have a natural knack for entrepreneurship, a few instincts that set you apart. But here's the real secret to success: continuous learning and growth. To take your company to the next level: Attend workshops. Read voraciously. Connect with mentors. Always be learning. Keep It Simple, Stupid: In business and entrepreneurship, this golden rule—abbreviated as KISS—never goes out of style, with good reason. Simplify the complexity of your business into manageable chunks, and always focus on fundamental practices.  Remember, success doesn't always mean complexity. Keep everything straightforward, stay true to your vision, and watch your business soar. Why Every Business Person Should Join a Mastermind: An idiot learns from their own mistakes. A wise man learns from the mistakes of others. Why not stand on the shoulders of giants and benefit from their wisdom? Joining a mastermind provides an opportunity to connect with like-minded individuals who are driven to succeed, can challenge your ideas, and help you avoid common pitfalls. ResourcesDan Bradbury’s website: https://danbradbury.com/ Dan on LinkedIn: https://www.linkedin.com/in/dan-bradbury-a9265642/ Get Dan’s book, “Turnover Is Vanity, Profit Is Sanity: 9 1/2 Steps to Improving Your Profits & Cashflow”: https://www.amazon.com/dp/1691215333 Get your Business Profit Maximization score from Dan’s website: https://cf.danbradbury.co.uk/get-score-hl Learn more of Dan’s story from his appearance on the Money & Me TV show: https://youtu.be/8-QLJmFYauY About Our Guest As an investor, Dan Bradbury specializes in taking companies already producing one million in revenue and accelerating their growth to over 10 million.His love of numbers and finances sets him apart, allowing him to find the hidden assets and weaknesses within the businesses that he invests in.Dan has over 15 years of business experience in various industries, has founded two companies, bought five companies outright, and invested in over a dozen companies. Dan’s specialty is maximizing the value of a business, whether that involves keeping the business and reaping the rewards, or exiting the business for a big payout. About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here:

If you want to unlock unprecedented growth in your business—which will lead to exceptional value creation—consider taking the leap and expanding into new markets, verticals, and offerings. In this solocast, Jim Barnish dives deep into strategies to ensure that your products or services cater to the needs and preferences of your new customers. Some of what Jim gets into: Before Jumping Into A New Market, Immerse Yourself In It: You can’t just assume you and your team knows your audience, that your pricing strategy will be effective, and you’ll be able to handle any risks that pop up. If you don’t conduct extensive market research, you’ll surely miss out on valuable insights that could make or break your business. Engage Early Adopters In A Pilot Program: Validating a business concept through a pilot isn’t just about testing your new product. It's also about engaging with real customers who can provide actionable insights. Bonus points if you target early adopters who are much more likely to provide constructive criticism and be invested in your new offering’s success.  About The Dirt Podcast The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.If you love what you are getting out of our show please subscribe.For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcastAbout Our CompanyOrchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses. Website: https://www.orchid.black LinkedIn: https://www.linkedin.com/company/orchidblack/ YouTube: https://www.youtube.com/@OrchidBlack All contents of this show are rights of Orchid Black©️ and are not to be used unless authorized by written consent.