Adi Jagannathan, the CEO and co-founder of OpenFlow, joins the show to talk about OpenFlow's journey from being a CRM software and industry agnostic firm to deeply specializing in the cannabis and dispensary industry. Adi shares the challenges he faced while operating agnostically, the evolution of his agency’s business model, and how his category specialization (RevOps), industry specialization (cannabis), and software specialization (HubSpot) came to be. He also shares the unique...

Lara Triozzi and Terri-Lynne Anderson, CEO and Sales Manager at Market Launcher respectively, join the show to talk about prospecting and lead generation. With both perspectives, we get to talk about both the broad evolution of B2B prospecting and the cyclical nature of how sellers must change their approach to reach prospective buyers and the tactical approaches that work best from someone on the front lines. We talk about the current state of prospecting, what businesses are looking for...

Angela Pointon, President of 11 out of 11, joins the show to talk about employee extended leave—and offers tips on how you can plan for things like parental leave without destroying your P&L or the client experience. Angela walks us through her approach staff-wise, how she manages a mix of both full-time and contract employees to maintain flexibility, and when, where, and how redundancies and coverage models are established. We also talk about how it’s handled on the client-side—how...

Carlos Corredor, CEO and cofounder of Condor Marketing and Staffing Agency who’s here to talk about how he’s grown his agency past 70+ employees primarily through a delivery team based in Latin America. We discuss the history of Condor and its growth trajectory and Carlos’s philosophy on building a LATAM-based delivery team while targeting and working with US-based clientele. We get into employment types, full time vs. contract vs. freelance, and the key benefits for tapping into this LATAM...

Matt Smith, CEO and Founder of 1406 Consulting here to talk about two things: first, his entry into the HubSpot partner ecosystem via the old sales partner program—which we now know as the Provider program. We talk about 1406’s origination and beginnings, how they started as a HubSpot partner, and how its navigated the ecosystem through today. Second, we talk about tech stack and platform consulting—and how important it is to go to market with a recommended tech stack for his clients. So we...

Brian DeKoning and Duncan Craig, partners at Raka, join the show to talk about Raka Health—a new verticalized sub-brand launch geared towards healthcare and life science brands. They discuss the launch and how they made the call to formalize this specialization into its own brand. And with the launch of Raka Health, they share the changes they had to make structurally, operationally, within their processes and to their overall GTM strategy. Lastly, we dig into their expertise within...

Hannah Collins Lee, co-founder and CEO of Second Mile, joins the pod to talk about one of the hottest topics in the business world: the four day work week. Hannah shares how the team ideated on, tested, and then fully implemented for Second Mile—and she walks us through what it now looks like in practice. She outlines exactly how the processes, operations, and employee expectations had to evolve to allow for this shift and how it now manifests in the team’s client engagements. Specifically...

Ryan Burkett, Director of Marketing and Operations at BrandGen.io, and Galen Dow, Director of Business Development at BrandGen.io join the podcast to talk about ”ABR”, or an account-based RevOps strategy, which presents a significant revenue opportunity for solutions partners and agencies as the next evolution of account-based marketing (or ABM). Ryan and Galen start by contrasting ABM vs. ABR, including the importance of having it orchestrated within a CRM, and then they walk us through what...

Matt Bolian, CEO and cofounder of Supered, brings his unique perspective from both the solutions partner and now app partner side on why managed services, agencies, and other people-centric organizations can be difficult to scale. Matt shares why a scaling strategy is so important, how partners should be prioritizing pathways towards scaling, and what opportunities are in front of those partners who are able to leverage the right systems, teams, processes, and technologies for scale. We then...

This week's guest is Tom Richard, CEO and Co-founder of Unlimited Tech Solutions. As his organization knocks on the door of becoming an Elite-tiered solutions partner, Tom shares the selling and servicing frameworks that have proven to be successful in aiding his team's growth. We start with how he frames his organization in the ecosystem (and the name Unlimited Tech Solutions provides a great hint). We talk about the win-win approach his team takes to selling—regardless of whether it's...

Christopher Nault, Founder and CEO of Growth on the pod to talk about balancing small teams and sustainable growth. Chris walks us through how his team navigated the transition from traditional marketing agency to revenue generation and ops consultancy, a move that I know many partners are either thinking about or actively doing themselves, including actionable insights for others to apply to their own organizations. We then get into sales, where we learn about how Growth’s sales efforts have...

Tyler Samani-Sprunk, Chief Marketing Officer at Simple Strat, joins the show and pulls the curtain back on HubSpot Hacks—the highly successful YouTube channel the Simple Strat team manages to the tune of 18,000+ subscribers and 1.2 million video views. Tyler opens up to the history of HubSpot Hacks, where and how it began, and how it operates today. We discuss those early days, how the initial pilot was structured, how they measured success, and the methods used to accelerate its growth and...

Dan Moyle, HubSpot Advisor at Impulse Creative and the instructor for HubSpot Academy’s community building bootcamp, joins the show to share his perspective on community-led growth and why it's such an important concept and strategy for solutions partners to anchor to. We dig into the specifics around building communities, around your organization and as a paid service for your client’s organizations, and Dan gets into the tactics for turning community into a powerful growth lever. We discuss...

Gemma Price, CEO of HubGem, shares the history of HubGem and the path that led her towards specialization around the education space. We talk about the benefits of niche alignment for her team, her clients, and for the relationships she’s cultivated within HubSpot’s sales organization. Gemma also shares the risk partners face when making the decision to niche and the important considerations for after the fact—like hiring and training employees and resourcing accounts, to prospecting, sales...

Kevin Barber, founder of Lean Labs, joins the pod to share his POV on the opportunities in front of HubSpot solutions partners with generative AI. He shares the ways in which his team has begun leveraging AI, what’s been replaced in their internal processes, and what’s been augmented and improved. We talk about the AI-prompt-powered solutions the team has both piloted and formally rolled out, like the Outline Optimizer and the Script Scrutinizer, and how Lean Labs handles the integration of...

Neil Clarke, Digital Director at Quattro, joins the pod to discuss his process for building, maintaining, and prioritizing a small team—and how a lean operation has its advantages to both selling and servicing clients. Neil walks us through those advantages, value propositions, and how it manifests into Quattro’s go-to-market—including why & how it can be an attractive option for prospects comparative to larger organizations. We also talk about the intersection of team size and technical...

Dan Tyre, a 16-year veteran of HubSpot, head of the Lion community, facilitator of Academy’s bootcamp strategy (most notably the Pipeline Generation Bootcamp), and longtime advocate, resource, and friend to many in the solutions partner community joins the pod to talk about the two things he says are the most important aspects of scaling your business as a HubSpot partner: culture and growth.For culture, he shares actionable steps and the things you can do *right now* to improve your ability...

Dani Buckley, Vice President and General Manager of LeadG2, joins the show and shares with us her team’s strategies for securing sustainable growth as a services provider. Our primary discussion is around sales enablement, and while they offer sales enablement services to their clients, Dani shares what sales enablement looks like for her team, including the methodologies, resources, playbooks, processes, and technologies that have been put into place.  And as a remote, distributed team, we...

Tara Gearhart, owner of T Media Consulting, joins the show to discuss (1) established relationships with “sister agencies” and (2) the strategies that have allowed Tara, as a small business owner, to achieve sustainable growth and to carve out success as a Platinum tiered solutions partner. For partnerships, we talk about how & why she’s sought out relationships, how these help support her menu of services, protect her key areas of focus, and how these relationships appear on the...

Jeff Bell, President of Mindscape, joins the pod to talk about Service Hub—and how they built in a client portal through Knowledge Base and Help Desk where clients can access embedded reports unique to their business, viewing recordings of trainings and videos custom built for them, submitting tickets to their points of contact at Mindscape, and more. Jeff shares structurally how it was built, how his developers unified the UX and menu with the Mindscape website, how private content is hosted...

Christopher Barnett, Founder of WORQFLOW, joins the podcast to explore solutions-based selling as a catalyst for scaling small sales teams. He explains its intersection with RevOps and how it can give partners an edge in competitive scenarios with other CRMs. Christopher also delves into multi-Hub selling, shares how it enhances the value of HubSpot, spotlights his favorite Hub "pairings", and compares it with the common "land and expand" strategy. The episode rounds off with his approach to...

Bryan Byler, Director of Solutions Architecture at Mole Street, is here to talk about artificial intelligence—specifically, how partners can navigate the growing proliferation of AI-powered solutions and technologies. He outlines a number of use-cases that partners should consider incorporating into their work streams, tools that enable those use-cases, and how he keeps pace with the rapidly evolving AI landscape. We then move over to Mole Street’s performance within the HubSpot ecosystem,...

Rich Wood, CEO of Six and Flow, joins the podcast to share his team’s experimentation with generative AI. He discusses what drove the initial interest, the guardrails he’s set for his team, and how he’s begun integrating it into his workstreams, processes, and more. Rich also shares some thoughts on how to onboard a larger team to generative AI use and upskill a team’s “AI-savvy-ness”—including prompt creation, templatization, and the human “sense check” reviewal of outputs. We then discuss...

Samuel Banks, Head of Implementation at Fuelius—a solutions partner who has been awarded three accreditations, joins the podcast to share how he identifies the work his team does as being well aligned with a specific accreditation, and how others can determine their readiness and eligibility. He shares the actual application preparation process, including who was involved across the team, the project management approach applied, the time and bandwidth required, and how to leverage the...