The B2B Growth Blueprint

Interviews with Founders, Investors, Advisors, and CEOs at Professional Services, B2B SaaS, and Tech Firms who share the Systems and Processes that led to their success, scaling, and founder exit or recapitalization. Ideal for Entrepreneurs, Founders, Co-Founders, CEOs, Presidents as well as Advisors who want to take their B2B SaaS, Tech, or Services firm to the next level of growth or enjoy a successful exit. Focus on predictable, scalable solutions built on solid marketing principles, not chasing growth hacks, gaming algorithms, dumping money into ads that don't work, or drowning in unqualified leads. Hosted and moderated by Mark Osborne, author of the #1 Best-Selling Book "Are Your Leads KILLING Your Business?"

Why Is Financial Preparation Key to Maximizing Business Value with Jessica Fialkovich 02/02/2026

Why Is Financial Preparation Key to Maximizing Business Value with Jessica Fialkovich Are you building a business you can walk away from on your terms without leaving money legacy and people behind? Jessica shares how losing a corporate job during the Lehman era pushed her to take control of her career by becoming an entrepreneur then selling her first company and learning the hard way that exits require preparation not excitement She explains that most owners do not exit on their own terms and that the biggest preventable mistake is not running the company like it could exit at any time Her framework centers on having a target exit option plus a backup plan focusing on profitability instead of revenue vanity and removing owner dependency so customers and employees stay after the handoff She closes by pointing listeners to her book The Exit Factor and the upcoming Exit Summit plans for 2026 Quotes: Don’t confuse what’s urgent with what’s important. If it’s more than that, then you don’t have a company, you have a job. You never lie a dollar about the past, because they will find it. You have no idea what people will tell you if you buy them a beer. The sum total of my mistakes cost me 5 years and 50 million. Takeaways: Have a target exit option even if it is ten or fifteen years away so your decisions align with the end game Build a backup plan that works this year, so an unexpected life event does not force a fire sale Shift from revenue obsession to profitability focus because earnings drive most of the valuation Reduce owner dependency in sales clients’ delivery and people management so a buyer is not buying you personally Use accountability support to stay focused on the important long-term work instead of only urgent daily fires. Conclusion: If you want an exit that protects your wealth your team and your customers the work starts long before you ever think you are ready to sell Jessica makes it clear that exits happen whether we plan for them or not and the difference is whether you control the outcome or the outcome controls you When you set a target and a backup you stop operating on hope and start operating on options When you prioritize profit and remove owner dependence you build a healthier business today and a more valuable asset tomorrow If you are serious about your next chapter take her roadmap and start treating your business like it could transfer at any time. Links Mentioned: Website: LinkedIn: Instagram: Facebook: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39956150

Can Fractional CMOs Help Struggling Businesses Scale Faster with Melanie Asher 02/02/2026

Can Fractional CMOs Help Struggling Businesses Scale Faster with Melanie Asher What if the real reason your marketing is not working has nothing to do with your ads or your posting schedule? Melanie Asher explains why businesses stall when they chase checklists and vanity metrics instead of aligning marketing with clear 6 month and 5-year goals. She breaks down how ownership of core assets like your domain data and brand protections directly affects value during a transition. The conversation also spotlights common breakdowns like disconnected systems undocumented processes and marketing efforts that cannot be measured end to end. Her core point is that marketing is bigger than advertising and it must connect operations sales and customer experience to truly scale. Quotes: A true entrepreneur is unemployable If you outsource everything you do not actually own your own data The average social media post has a lifespan of 2 seconds Marketing includes the internal aspects of your business. Takeaways: Start with clear 6 month and 5-year goals because they decide the right strategy tactics and metrics Do not slash marketing and sales when preparing to transition because you risk killing revenue and perceived value Make sure you own your brand assets like trademarks domain logo and your own database before due diligence Connect systems like your CRM and website so you can measure what works and follow up with the right prospects Simplify workflows and approvals so execution gets faster and more intentional instead of expensive busy work Conclusion: The episode closes with a simple truth real value is built when marketing supports a business that is measurable transferable and owned by the company. Melanie stresses that cutting revenue generating functions or giving away ownership of data and brand assets can weaken valuation fast. Mark reinforces that buyer want systems and processes not a business dependent on the owner to sell and run everything. Melanie ends by sharing that she works with B2B scale ups and transition ready companies who feel they have tried everything with no results. Links Mentioned: Website: LinkedIn: Instagram: Books: Contractors: Doing it Right, Not Just Getting it Done: Contagious Think Pad: Hiring a Contractor, 2010. Brand or Culture.: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39956110

How Can Founder-Led Companies Break Through Growth Plateaus with Alexis Sikorsky 01/26/2026

How Can Founder-Led Companies Break Through Growth Plateaus with Alexis Sikorsky Ever feel like your business hit a ceiling—and no matter how hard you grind, it won’t budge? In this episode, Alexis Sikorsky breaks down the real reasons founder-led companies stall around the $5M–$10M mark. He shares how he scaled New Access, survived the 2008 crash, and eventually reached a $100M+ exit. You’ll hear why “more ideas” isn’t the problem—lack of clarity is. And you’ll leave with a simple way to assess what to fix first, so growth becomes engineered instead of chaotic. Quotes: Don’t confuse what’s urgent with what’s important. If it’s more than that, then you don’t have a company, you have a job. You never lie a dollar about the past, because they will find it. You have no idea what people will tell you if you buy them a beer. The sum total of my mistakes cost me 5 years and 50 million. Takeaways: The $5M–$10M plateau usually hits when founder fatigue, too much “in the business” work, and missing leadership all collide. Breaking through starts with assessment—knowing your numbers, your gaps, and your true opportunities. Upgrading from doers to C-level leaders isn’t about talent alone—it’s matching the right role to the right level of expertise. Private equity isn’t “dumb money”—they often know exactly what value they can unlock those founders can’t see yet. Strategy beats shiny objects: the question isn’t which 3 of 10 ideas to do, it’s what problem you’re solving first. Conclusion: If you’ve been grinding for years and the next level still feels out of reach, this episode is your wake-up call. Alexis shows that plateaus aren’t a mystery—they’re predictable, and that’s good news. When you know your numbers, upgrade leadership, and stop treating strategy like a luxury, momentum returns fast. Instead of chasing ten “smart” moves, you focus on the one core constraint holding the business back. That’s how you stop running like a headless chicken—and start building a company that can scale and exit on your terms. Links Mentioned: Website: LinkedIn: Instagram: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39886155

What Are DATA Principles for Realistic Projections with Jeffrey Kates 01/26/2026

What Are DATA Principles for Realistic Projections with Jeffrey Kates Welcome back to the B2B Growth Blueprint Podcast. What happens when a company is one bad decision away from real trouble? In this episode of the B2B Growth Blueprint Podcast, host Mark Osborne sits down with Jeffrey Kates, a veteran turnaround and M&A advisor who steps in when clarity and discipline matter most. Jeffrey shares why clean historical financials are important, but why forward-looking projections are what separate average operators from best-in-class leaders. He breaks down how strong projections must be tied to real operations, from workflow and supply chain timing to margins and conversion rates. You will also hear his DREAM Projections framework, a practical approach that builds credibility for owners, improves decision-making, and strengthens valuation when preparing for a future exit. Quotes: You can't pull the wool over their eyes, nor should you try. If you want to be next level. I'm shocked at the percentage of companies that we run into that don't even have their financials up to date, you know, or there are issues with them. Good exit planning is just good business planning, so… My answer is, where are you with 2025 numbers? Takeaways: Accurate historical financials matter because you need a trustworthy baseline before you can build projections you can actually use. Projections should be built from operational drivers like workflow, supply chain timing, margins, and conversion rates rather than hopeful growth targets. When projections are solid, variances become an early warning system that helps you find problems fast or spot opportunities sooner. Strong projections boost credibility in valuation and due diligence because they show a defensible path to future cash flows and growth. Keeping the original projection baseline prevents false confidence that comes from constantly adjusting the target during the year. Conclusion: This conversation highlights why financials are not just a reporting tool, but a decision tool. Jeffrey makes the case that the best operators do not rely on bank balances or backward-looking results to steer the business. Instead, they build projections grounded in real operational assumptions, then use variances to learn and respond quickly. He also connects projection discipline directly to valuation, buyer confidence, and smoother due diligence. If you are serious about growth or planning an eventual exit, this episode lays out the mindset and the framework to start doing it the right way. Links Mentioned: Website: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39886085

Will Your Pricing Scale as Fast as Your Company Needs It To with Dan Balcauski 01/19/2026

Will Your Pricing Scale as Fast as Your Company Needs It To with Dan Balcauski Welcome back to the B2B Growth Blueprint Podcast. In this episode, Mark Osborne sits down with Dan Balcauski, founder and chief pricing officer at Product Tranquility, to explore how B2B SaaS leaders can turn pricing and packaging into a strategic advantage. Dan shares how his background in engineering, product management, and an MBA internship led him to focus on how companies capture value, not just build products. Together, they break down why pricing is not just about picking a number, why who and how you charge matters more than what you charge, and how growth stage companies can evolve their approach from simple pricing to more intentional segmentation, tiers, and expansion paths. Quotes: “In fact, who and how you charge determines your success.” “That same product, it’s very different depending upon the context and the customer situation that we’re in.” “Your pricing power ultimately comes from that differentiated value you create for a particular customer segment beyond those competitive alternatives.” “Value is the pleasure; price is the pain.” “Different growth stages merit different approaches to this topic.” Takeaways: Pricing success depends less on the price point and more on choosing the right customer segments and the right way to charge based on how customers experience value. Context shapes willingness to pay, and the same product can feel valuable, neutral, or even negative depending on the situation the customer is in. Companies need alignment on the real goal of pricing because leaders often assume they agree until they realize every executive defines success differently. Net revenue retention often signals pricing and packaging issues, especially when customers cannot expand easily through tiers, seats, add-ons, or upgrade paths. Dan’s SVCS framework helps structure pricing decisions by clarifying Segment, Value, Competition, and Strategy so pricing becomes a set of deliberate trade-offs, not guesswork. Early-stage companies should keep pricing simple and charge something to get real feedback, while growth-stage companies should build more formal processes, segmentation, and tiering as the product surface area expands. Mature companies focus on incremental improvements but face higher risk because pricing changes can create backlash among existing customers. Conclusion: Dan’s conversation with Mark makes one point clear: pricing is a strategic system, not a last-minute decision. By focusing on segment-specific value, competitive alternatives, and clear strategic trade-offs, B2B SaaS leaders can design pricing and packaging that support expansion, reduce friction, and strengthen long-term growth. Whether a company is early stage and needs simplicity or scaling into multi-product complexity and needs intentional upgrade paths, the opportunity is the same: treat pricing as a core part of how you deliver and capture value. Links Mentioned: Website: Product Tranquility: Email: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39779830

Is Your Business Quietly Hitting a Growth Ceiling with Ron Gerran 01/19/2026

Is Your Business Quietly Hitting a Growth Ceiling with Ron Gerran Welcome back to the B2B Growth Blueprint Podcast. In this episode, Mark Osborne sits down with Ron Gerrans to unpack what really drives scalable growth in founder-led companies, and why operational maturity is often the missing link between a solid business and a business that can grow or exit cleanly. Ron shares how years as a CEO shaped his approach, why most companies get stuck in heroic execution, and how leaders can move from chaos to repeatable, scalable systems without losing the entrepreneurial energy that made the company successful in the first place. Quotes: “It’s kind of hard for successful CEO founders to get them to understand those gaps until they are feeling that pain.” • “We have kind of a five-level maturity model, which goes from chaos to optimize.” • “Our job is to build capabilities, not dependencies.” • “There’s no reason to put in a CRM system until you actually understand what your sales process is.” • “Culture is really the summation of the defined behaviors, what are acceptable and what are not acceptable.” Takeaways: Many founder-led companies stall between $3M and $30M in revenue because they lack the operational foundation to scale, even with a strong product, service, and client base. • A full operational assessment should look across five areas: customer journey, product or service delivery, people operations, finance operations, and how the business is managed day to day. • Priority creates progress, and leaders need to shift from “and” to “or” by choosing a small set of company priorities and recognizing that every new initiative requires giving something else up. • Systems should follow clarity, not the other way around, because tools like CRMs and ERPs only work when the underlying process is defined and repeatable. • Culture determines execution, and real culture is built through clear behavioral expectations, alignment, and the willingness to address cultural misfit when it undermines the organization. Conclusion: Ron’s conversation with Mark reinforces a clear theme: growth gets easier when operations stop relying on heroics and start running on repeatable structures. From building leadership cadence and coaching new managers, to clarifying processes before installing systems, to defining culture through behaviors not slogans, this episode lays out a practical operating model for companies that want sustainable execution and stronger enterprise value. Whether the goal is long-term growth or preparing for an exit in the next three to five years, the path forward is the same: build the capability inside the business, then step back and let the system run. Links Mentioned: Website: Alpine Growth Partners: Email: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39779555

What Is Laurie Barkman’s BUILT Method for Successful Business Transitions 01/16/2026

What Is Laurie Barkman’s BUILT Method for Successful Business Transitions Mark Osborne welcomes Laurie Barkman, founder of Business Transition Sherpa, a consulting firm specializing in guiding business owners through growth and transition strategies. With a background in B2B growth, Laurie brings firsthand experience as CEO of a third-generation company and has led a significant acquisition, giving her unique insight into both sides of the transition process. She has worked extensively with Gen X owners who approach exit planning differently than baby boomers, seeking more personalized and strategic pathways. Laurie is also the creator of the trademarked "Built to Sell Method," a structured framework that helps business owners increase their company’s value and prepare for successful transitions through vision setting, operational efficiency, team integration, and leadership clarity. In this episode, Laurie shares how business transitions are evolving, why generational differences matter in exit planning, and how her framework empowers owners to take control of their future. She emphasizes the importance of aligning vision with operations, building strong teams, and clarifying leadership roles to ensure businesses are not only ready for sale but also positioned for long-term success. Quotes: “I realized something about B2B… we're selling to people, just like we’re selling to people in B2C.” “The more we can have a business that thrives without us, the more valuable it will be.” “We’ve seen those baby boomers die at their desk… and we don’t want to be them. We want to enjoy life while we can.” Takeaways: Business transitions are becoming more common, especially among Gen X owners who value strategic, personalized exits. Laurie’s "Built Method" framework provides a repeatable system for increasing business value and preparing for transition. Vision setting and operational efficiency are critical to creating a company that is attractive to buyers and resilient for the future. Team integration and leadership clarity ensure continuity, reduce risk, and strengthen organizational culture during transitions. Owners who plan proactively can achieve smoother exits, higher valuations, and greater satisfaction in their next chapter. Conclusion: Laurie Barkman’s approach reframes exit planning as a proactive, strategic process rather than a reactive event. By leveraging her "Built Method" framework, business owners can align vision, operations, and leadership to maximize value and prepare for successful transitions. Her insights highlight the importance of generational perspectives, structured planning, and team alignment in creating businesses that are not only ready to sell but also built to thrive. Links Mentioned: Website The Business Transition Sherpa: Book: The Business Transition Handbook: Guest Links: Instagram: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39759055

How Is AI Reshaping Digital Marketplaces Today with Andy Allaway 01/12/2026

How Is AI Reshaping Digital Marketplaces Today with Andy Allaway Mark Osborne chats with Andy Allaway, CEO of Empire Flippers, about his career journey and the company’s nine-year evolution as a leading marketplace for buying and selling online businesses. Andy shares insights on e-commerce, SaaS, and service businesses, the growing impact of AI, and why preparing for sale is critical. He highlights the valuation power of SaaS and subscription models, the rise of online business financing, and how Empire Flippers helps entrepreneurs and investors achieve smoother exits and stronger long-term value. Quotes: “I think sellers now understand where the market is at, and that the 2020–2021 period was the anomaly.” “The number one question a buyer is asking is: what happens when I take the seller out of this business?” “Sellers will say, ‘That marketing expense didn’t really work, so let’s add it back,’ and buyers hate that stuff.” “If you give the buyer a reason to doubt one thing, they start asking what else they need to second-guess.” “As best I know, ChatGPT still hasn’t magicked out a product that gets sent to your house.” Takeaways: The post-COVID valuation boom was an exception, and today’s M&A market rewards realistic pricing and fundamentals. Businesses that rely too heavily on their founders are significantly less attractive to buyers. Clean, transparent financials matter more to buyers than inflated profits or questionable add-backs. Trust during due diligence is critical, and even small inconsistencies can derail a deal. Despite AI disruption, e-commerce remains durable because physical products still need to be manufactured and delivered. Conclusion: Andy Allaway’s insights highlight that thriving in the digital marketplace requires foresight and preparation. By embracing AI, strengthening subscription-based models, and positioning businesses strategically for sale, entrepreneurs can unlock higher valuations and smoother exits. His perspective underscores that success in online business isn’t accidental—it’s the product of deliberate planning, smart financing, and leveraging platforms like Empire Flippers to maximize long-term value. Links Mentioned: Website: Empire Flippers: X: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39694240

What Innovation Strategies Drive Success for StoneGate Advisor with Marc Pierce 01/12/2026

What Innovation Strategies Drive Success for StoneGate Advisor with Marc Pierce Welcome back to the B2B Growth Blueprint Podcast. In this episode, the focus is on what truly drives sustainable B2B growth: building a repeatable acquisition system and protecting revenue through intentional, proactive retention. The guest is Marc Pierce, a nationally recognized healthcare strategy and consulting leader with more than 25 years of experience across payers, providers, health tech, and health data. After spending two decades building StoneGate Advisors and developing the AI-enabled STAMP platform to predict churn before renewals, Marc was recently acquired by ECG Management Consultants. In this conversation, he breaks down the systems behind consistent pipeline growth and long-term customer retention—without chasing shiny objects. Quotes: “As an entrepreneur of 20 years, the importance of constantly reinventing yourself is something I would underscore.” “If you try to do lead outreach piecemeal, life gets in the way, and consistency breaks down.” “It’s a lot more profitable to keep an existing client than to go out and acquire a new one.” “Net Promoter Score is not a good predictor of retention.” “Acknowledgement of the issue is probably the most important first step in keeping a client.” Takeaways: Sustainable growth comes from building systems, not relying on individuals, tactics, or one-off efforts. Effective lead acquisition requires multiple coordinated touchpoints across LinkedIn, email, and other channels—not a single outreach method. Manual sales efforts don’t scale, which is why automation and consistency are critical for penetrating the market. Traditional metrics like NPS can be misleading, making behavior- and importance-based assessments more reliable for predicting churn. Client retention improves significantly when companies identify risk early, acknowledge gaps transparently, and act before renewal conversations begin. Conclusion: This conversation highlights the power of systems over tactics—showing why growth doesn’t come from hiring a single salesperson or relying on gut instinct, but from building structured processes for both acquisition and retention. By combining multi-touch lead warming with data-driven churn prediction, the episode delivers a clear blueprint for companies looking to grow more predictably, retain high-value accounts, and create long-term stability in competitive B2B markets. Links Mentioned: Website: ECG Management Consultants: Email: MEPierce@ecgmc.com LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39694200

How Can Family Businesses Grow and Transition Successfully with Jonathan GOldhill 01/05/2026

How Can Family Businesses Grow and Transition Successfully with Jonathan GOldhill Mark Osborne welcomes Jonathan Goldhill, business coach, author, and expert in guiding family-owned companies through growth and transition. With decades of experience working alongside entrepreneurs and family businesses, Jonathan has developed a proven approach to helping organizations professionalize operations, clarify leadership roles, and build sustainable enterprise value. His coaching emphasizes the unique challenges faced by family businesses, where personal relationships and generational dynamics often intersect with strategic decision-making. In this episode, Jonathan shares how clear vision, defined roles, and effective communication create the foundation for both family and non-family businesses to thrive. He outlines strategies for professionalizing operations, facilitating leadership transitions, and ensuring that entrepreneurs can scale their companies while preparing for long-term sustainability. Quotes: “Just because no one’s fighting doesn’t mean that you're aligned.” “Fake harmony kills progress.” “The things that your family avoids talking about will eventually tear your business apart.” “You’ve got to build your business as if you're going to sell it.” “Think about removing yourself so that you're dispensable — that makes the business more valuable.” Takeaways: ● Family businesses face unique challenges that require clarity in vision, roles, and communication. ● Professionalizing operations is essential for scaling and sustaining growth beyond the founder’s leadership. ● Leadership transitions in family-owned companies demand planning to balance family dynamics with business needs. ● Building enterprise value ensures that businesses are not only profitable today but positioned for future success. ● Effective coaching helps entrepreneurs navigate growth while preparing their companies for generational continuity or eventual transition. Conclusion: Jonathan Goldhill’s insights highlight the importance of treating family businesses with both strategic rigor and sensitivity to personal dynamics. By focusing on vision, communication, and professionalized operations, entrepreneurs can build resilient organizations that achieve sustainable growth and create lasting enterprise value. His approach offers a roadmap for family-owned companies to evolve, transition smoothly, and thrive across generations. Links Mentioned: Website: Goldhill Group: Book: Trapped in the Family Business: 11 Uncomfortable Truths Every Family Business Must Face and How to Overcome Them: Guest Links: Instagram: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39614340

How Can Family Businesses Plan Early to Improve Sales Potential with Pete Becchina 01/05/2026

How Can Family Businesses Plan Early to Improve Sales Potential with Pete Becchina Mark Osborne welcomes Pete Becchina, a Certified Exit Planning Advisor, to explore sustainable growth and successful business exits in family-owned companies. With deep expertise in guiding owners through every phase from launch to exit, Pete brings clarity to the complex process of transition planning. He highlights the common mistakes business owners make when preparing for exits and underscores the importance of proper planning and preparation to maximize enterprise value. In this episode, Pete shares practical insights on business valuation, succession planning, and partnership dynamics, while emphasizing the payoff of early planning. His approach helps family business owners avoid pitfalls, strengthen operations, and position their companies for smoother transitions and higher sales potential. Quotes: “A successful exit doesn’t start at the finish line—it starts the day you open your doors.” “Family businesses thrive when succession is planned, not improvised.” “Valuation isn’t just a number; it’s a reflection of how well you’ve prepared.” “The biggest mistake owners make is waiting too long to plan their exit.” “Early preparation turns transition from a crisis into an opportunity.” Takeaways: Exit planning is a long-term process—owners who start early achieve stronger outcomes. Common mistakes include neglecting valuation, delaying succession planning, and overlooking partnership dynamics. Proper planning improves sales potential, reduces risk, and creates more attractive opportunities for buyers. Succession planning ensures continuity and stability, especially in family-owned businesses. Sustainable growth requires balancing day-to-day operations with long-term transition strategies. Conclusion: Pete Becchina’s insights reinforce those successful exits don’t happen by chance—they are the result of intentional, early planning. By addressing valuation, succession, and partnership challenges proactively, family business owners can build sustainable growth, protect their legacy, and maximize the value of their eventual transition. Links Mentioned: Website: Niclan Consulting: Instagram: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39614215

Why Are Clear KPIs Essential for Exit Success with Gary Hallett 12/21/2025

Why Are Clear KPIs Essential for Exit Success with Gary Hallett Mark Osborne welcomes Gary Hallett, co-founder of Gateway Business Advisors and Strategic Business Valuations, to discuss how business owners can better understand, protect, and optimize the value of their companies. Gary shares how his own early experiences buying and selling a business without valuation knowledge led him into business brokerage and exit planning, and why most owners are unprepared for what will likely be the biggest financial transition of their lives. He explains the gap between what owners think their business is worth and what the market will pay, the importance of treating a business as an asset rather than just an income source, and how early preparation can dramatically increase value. Gary also highlights the factors that drive sell ability, the common pitfalls that kill deals, and why exit planning is simply good business planning long before a sale. Quotes: “And all of their decision-making and thought process is around a business as an income generator; they very rarely think of it as an asset.” “It’s not easy, but it’s not as difficult as a lot of people believe to improve the value of your business, doubling and sometimes tripling that.” “The more the owner can step out of the business and work on it instead of in it, the more valuable that's going to be.” “But the weeds are where value lives.” “If you're not growing 10 points, you're falling behind in your market.” Takeaways: Many owners focus on income instead of treating their company as an asset, which leads to big surprises when it’s time to sell. Qualitative factors like owner dependence, recurring revenue, differentiation, and customer satisfaction can dramatically raise or lower valuation multiples. You don’t need to double revenue to double value; steady growth with better margins and efficiency can produce exponential increases in enterprise value. Accurate financials, proper accounting, and knowing customer-level profitability are essential for making smart decisions and attracting serious buyers. Unmanaged risks such as customer concentration, weak marketing data, poor HR practices, and missing legal documents can derail a sale or reduce value significantly. Conclusion: Gary reinforces that exit planning is really just good business planning: it forces owners to think like asset managers, clean up their financials, reduce dependence on the founder, build recurring and diversified revenue, and address risk before a buyer ever shows up. By starting early—often three to five years before a desired exit—owners can turn what might have been an unsellable or undervalued company into a well-prepared, high-value asset that supports their retirement goals instead of leaving them disappointed. Links Mentioned: Website Gateway Business Advisors: Guest Links: Email: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39488565

What Drives Success in Niche Market Ownership with Vince Barbarie 12/14/2025

What Drives Success in Niche Market Ownership with Vince Barbarie In this episode of the B2B Growth Blueprint Podcast, host Mark Osborne interviews T. Vincent “Vince” Barbarie, Senior Director of Engineering at IPD and CTO of Industrial Digital Solutions. Vince shares his journey from a kid who loved taking things apart to a leader overseeing engineering, product development, technical support, and warranty for heavy-duty diesel and natural gas components, while also running an automotive media brand, Daily Turismo. He talks about blending deep engineering roots with creativity, communication, and people leadership, and how his experience at both large corporations and small founder-led companies has shaped his approach. Vince and Mark explore how legacy, conservative B2B companies can stay relevant in what often look like boring, commodity markets. Vince explains how “halo products,” bold storytelling (like blowing up cylinder liners on a firing range), and thoughtful design can make industrial equipment exciting and differentiated. They dig into the importance of owning a niche, avoiding price-only competition, building cross-functional alignment between engineering, marketing, sales, and operations, and creating a culture where leaders welcome honest feedback instead of surrounding themselves with yes-men. Quotes: “Even in a commodity space, you can make things exciting—if you decide you’re going to own the niche.” “We shot and blew up diesel engine liners to prove our point… it was absolutely a blast.” “If your sales guys are selling on price, that’s the fastest way to stop making money.” “I’m not looking for someone to replace the old role—I’m looking for the next generation who can automate the button-pressing and build what’s next.” “The problem wasn’t the strategy… it was that everyone around him was a yes-man.” “You have to trust your generals. You can’t reach $100 million trying to approve every pencil.” Takeaways: Blending engineering depth with creativity allows industrial companies to tell stories that win attention. Founder-led companies must shift from total control to trusting empowered leaders as they scale. Halo products and dramatic demonstrations can elevate entire product lines in commodity markets. People—not specs—make buying decisions, even in heavy engineering spaces. Owning your niche prevents your sales team from being dragged into destructive price wars. Cross-functional communication ensures everyone can articulate real competitive advantages. Cultures that welcome honest feedback outperform those built around yes-men. Hire for the next generation of capability, not a replica of the past employee. Big-company experience can modernize smaller, founder-led organizations. Understanding the full value chain clarifies who actually makes buying decisions. Conclusion: This episode showcases how innovation, storytelling, and culture can transform slow-moving B2B companies into category leaders. Vince demonstrates that with the right mix of creativity, technical rigor, and leadership, even diesel engine parts can become the foundation of memorable marketing, stronger teams, and long-term growth. His insights offer a clear roadmap for founders and leaders navigating scale, modernization, and competitive differentiation. Links Mentioned: Website IPD (Industrial Parts Depot, LLC): Guest Links: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39402500

What Makes a Business Truly Sellable with Alejandra Santos 12/14/2025

What Makes a Business Truly Sellable with Alejandra Santos Alejandra Santos, founder of Into the Next and host of the Scale to Exit Podcast, joins host Mark Osborne on the B2B Growth Blueprint podcast to share how 17 years of experience in finance, operations, and strategic growth shaped her mission to help business owners scale lean and exit smart. With a background spanning CPG, tech, e-commerce, professional services, M&A, and CFO consulting, Alejandra explains why most businesses never achieve the exit they dream of—and how mindset, predictability, and operational clarity play a crucial role in creating a sellable asset. She breaks down the differences between VC-backed startups and bootstrap business owners, why so many businesses grow chaotically instead of strategically, and how an exit strategy is a good business strategy. Alejandra also reveals the tools she uses to help companies move from chaos to clarity—including financial modeling, forecasting, transferability systems, and her proprietary Scale & Exit Readiness Index. Quotes: “We are on a mission to bridge the gap between a business and a sellable asset.” “Only 20% ever get the exit of their dreams—and 80% regret the exit they get.” “If you’re asking people for money, you need to have an exit strategy.” “The things that make a business sellable are the same things that give owners more freedom.” “How do you make yourself more replaceable? How do you make an employee replaceable?” “People think top-line revenue means exit-ready. No—100% the opposite.” “Start thinking not about selling your business, but how to create more freedom for yourself.” Takeaways: Exit planning is a smart business strategy that provides owners with clarity, freedom, and long-term value. VC-backed and bootstrap businesses experience growth differently and require different mindsets and tools. Predictability—of cash flow, revenue, and operations—is critical for both scaling and selling a business. Transferability of skills and processes reduces dependency on key people and increases enterprise value. Recurring revenue drives stability and valuation—chasing new customers every month creates chaos. Businesses often confuse revenue growth with value creation; sustainable systems and diversification matter more. A clear long-term financial target helps align leadership and create a measurable roadmap to a successful exit. Conclusion: Alejandra Santos’s journey underscores that creating a sellable, scalable business is rooted in clarity, predictability, and strategic foresight—not just revenue growth. By building repeatable systems, documenting processes, strengthening financial visibility, and aligning leadership around a long-term value goal, business owners can reduce chaos, increase freedom, and position themselves for the exit—and the life—they truly want. Alejandra’s mission is not just about selling businesses, but about helping owners build enterprises that create legacy and long-lasting wealth. Links Mentioned: Website: Into the Next – Guest Links: LinkedIn: Email: Instagram: Facebook: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39402375

How Does the MEDICC Framework Improve Sales with David Weiss 12/07/2025

How Does the MEDICC Framework Improve Sales with David Weiss David Weiss, chief services officer at MEDDICC and longtime sales leader, joins host Mark Osborne on the B2B Growth Blueprint podcast to share how two decades in technology, consulting, and professional services shaped his mission to help the sales community sell better. With experience at ADP, Outreach, Seismic, The Sales Collective, and as founder of DealDoc, David explains how MEDDICC gives revenue teams a common language to evaluate deals objectively, identify gaps, and run repeatable plays that drive consistent results. He breaks down why sales is ultimately change management, where buyers must see value outweighing risk before moving from their current state to a better future state. David also reveals the biggest pitfalls he sees in early-stage companies transitioning out of founder-led selling, and why sustained behavior coaching, not one-time training, is the only path to lasting performance improvement. Quotes: “My purpose in living is to help the sales community sell better.” “MEDDICC is not just letters on a slide; it is the building blocks of every deal you work.” “Stop focusing on training and start focusing on behavior change, observation, and reinforcement.” “You did not hire someone because they suck; you hired them because you saw something in them.” “Chance favors the prepared mind; in sales, we create our own luck through preparation and process.” Takeaways: MEDDICC creates a shared language that exposes deal risk and drives predictable execution. Founder-led selling only scales when everything is documented and turned into a repeatable system. Hiring big company stars fails without brand, process, and realistic expectations. Behavior change requires long-term coaching, not one week of training. Strong discovery and preparation come from mastering small, coachable skills. Conclusion: David Weiss’s journey highlights that modern selling relies on discipline, documentation, and behavior change rather than charisma or isolated training events. By embracing MEDDICC, building clear systems, and coaching to measurable behaviors, leaders can transform both individual sellers and entire revenue organizations into consistently high performing teams. Links Mentioned: Website: Meddicc - Guest Links: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39314885

How Can Small Businesses Increase Their Value Before Selling with Brent Stringer 12/07/2025

How Can Small Businesses Increase Their Value Before Selling with Brent Stringer Brent Stringer, owner of Exit Factor Indiana, discusses his diverse career in public accounting, leadership, and Exit Planning. He highlights the unique challenges small business owners face, such as overdependence on the owner and unrealistic valuation expectations. Stringer emphasizes the importance of preparing businesses for sale, suggesting a realistic timeline of 10 months and the need for documented processes. He notes a trend of younger business owners embracing Exit Planning earlier. Stringer's approach focuses on creating value for clients, often small businesses, to help them sell faster and for more. He can be reached at brent.stringer@exitfactor.com or through his website. Quotes: "There's not a business there, there's a job." "Exit planning is just good business." "If it's really dependent on me, then it's not as much of a business as it is a job." "Younger business owners are more open to Exit Planning and willing to do that earlier." "Documenting processes can sometimes actually be low hanging fruit." "We want to make our clients’ businesses the best they can possibly be." Takeaways: Building a business independent of the owner is essential for a successful exit. Many owners overestimate business value—realistic valuation is key. Preparation and documentation speed up and increase the value of business sales. Exit planning should start early, not just before a sale. Standard operating procedures (SOPs) both improve operations and attract buyers. Exit Planning is valuable for business resilience against both expected and unexpected events. Conclusion: Thoughtful exit planning is a vital part of smart business strategy, not just an end-of-the-road step. By preparing early, reducing owner dependence, and documenting key processes, business owners can increase their business’s value, resilience, and overall satisfaction—while also being ready for whatever opportunities or challenges may arise. Links Mentioned: Website: Guest Links: LinkedIn: Email: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39312325

How Can Productizing Services Drive Scalable Growth for Modern Businesses Ryan Carraciolo 12/01/2025

How Can Productizing Services Drive Scalable Growth for Modern Businesses Ryan Carraciolo Ryan Caracciolo is the founder and CEO of Striventa, a business growth agency focused on helping companies move beyond isolated tactics to achieve sustainable momentum. With over a decade of experience, Ryan has built a reputation for merging strategy, smart systems, and relentless execution to help healthcare, real estate, and service-based businesses grow with measurable ROI. In this episode, Ryan joins host Mark Osborne to discuss the evolution of marketing and sales alignment, the power of productizing services, and how his high-performance website platform, Hyperdrive WP, is transforming the way businesses approach web development. He also explores the future of SEO and AI’s impact on search, revealing why strong foundations and data-driven execution will always win. Quotes: “We started Striventa by striving to invent. All good ideas have a little bit of genius and a little bit of goof.” “Marketing and sales should be held to the same return on investment. Give yourselves to the data.” “Business needs to be agile. Owners do not want another ninety to one hundred twenty-day rebuild.” “Just by a lateral transfer to our framework, we index about ten to fifteen percent more keywords in the first three to four weeks.” “Websites are becoming more valuable. Those engines still need a foundation to crawl and trust.” “Do not put a toe in every channel. Own one, build an ROI model around it, then stack.” “If you want to A/B test twenty thousand, you cannot do ten and ten. You need twenty and twenty, or the test is not real.” Takeaways: Sustainable growth comes from strong foundations that align marketing, sales, and execution around shared data. Hyperdrive WP enables faster, scalable websites that index better and convert more efficiently. Productizing proven services allows agencies to deliver consistency and measurable ROI at scale. Focusing on bottom-funnel intent produces more qualified leads in an AI-driven search landscape. True testing and optimization require real budgets and disciplined commitment to accuracy. Businesses should dominate one marketing channel before expanding into others. Serving first and providing genuine value builds stronger, longer-term customer relationships. Conclusion: Ryan Caracciolo’s insights highlight the future of modern growth strategy: unify teams, simplify execution, and productize what works. By building agile, performance-driven systems, businesses can achieve real momentum in an era where AI and constant change challenge traditional models. His approach blends pragmatism with precision—reminding founders and marketers that long-term success comes from doing the fundamentals exceptionally well. Links Mentioned: Website: HyperdriveWP - Agency: Striventa - Guest Links: LinkedIn: https://www.linkedin.com/in/ryan-caracciolo-4374a456/ /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39219060

Why Is Quality of Earnings Critical for Business Valuation with Patrick McMillian 12/01/2025

Why Is Quality of Earnings Critical for Business Valuation with Patrick McMillian Patrick McMillan is a seasoned fractional CFO and M&A advisor known in the deal community as the Q of E guy. As head of Transaction Advisory at Amplēo, he leads quality of earnings and financial due diligence engagements and collaborates with valuations, outsourced CFOs and controllers, HR, marketing, and sales tax teams across the deal life cycle. Drawing on his experience buying and selling companies and advising more than 100 transactions totaling over 2 billion dollars, Patrick explains what truly drives quality of earnings, why exit planning is good business planning, and how a quarterbacked team of advisors keeps founders aligned with their goals. In this episode with host Mark Osborne on B2B Growth Blueprint, Patrick demystifies quality of earnings, multiples, and value acceleration. He shares practical steps owners can take in 90-day sprints to reduce risk, improve cash flow, and raise valuation while making the business easier to run today. Quotes Quality could be high, medium, or low. A million dollars from one client is low quality. A million dollars from a hundred clients is high quality. Exit planning is good business planning because you are de-risking and tightening operations long before a deal shows up. You need a quarterback who aligns every advisor to the founder’s goals and works in focused 90-day sprints. Takeaways Quality of earnings reflects the reliability and sustainability of profits. Exit planning improves operations and reduces owner dependence. Align all advisors under a single “quarterback” to keep goals clear. Always be exit-ready—you never know when opportunity will knock. Conclusion Quality of earnings is a lens for building a stronger company now and a more valuable company later. By reducing concentration risk, improving cash to revenue proof, and aligning a cross-functional advisor team under a single quarterback, founders can move from the low end of the multiple range toward the high end while enjoying a business that runs smoother day to day. Exit readiness is simply smart, ongoing business management. Links Mentioned Website: Amplēo - Guest Links LinkedIn Patrick McMillan: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39218850

How Can a Career Shift from Banking Lead to Thriving Global Consulting Business with Daniel Feiman 11/23/2025

How Can a Career Shift from Banking Lead to Thriving Global Consulting Business with Daniel Feiman Mark Osborne welcomes Daniel Feiman, founder and managing director of Build It Backwards, a consulting and training firm based in Redondo Beach, California. With a career spanning manufacturing, marketing, and commercial banking before launching his own firm nearly 30 years ago, Daniel brings a rare blend of practical operator experience and executive advisory depth. He’s advised organizations across 30+ countries including Apple, Dell, Hilton, and Credit Suisse, taught at UCLA Extension for over 25 years, served as a visiting professor at the University of Huddersfield in the UK, authored four books including The Evolved Enterprise: A New Paradigm for Business Success, and holds the elite Certified Management Consultant (CMC) designation awarded to less than 1% of consultants worldwide. In this episode, Daniel shares why “plans don’t have to be perfect—just executed,” and why the real ROI lies in the act of planning. He breaks down a holistic approach to succession planning that future-proofs organizations, emphasizes writing plans down to enable alignment and collaboration, and shows how leadership development, gap analyses, and individual development plans (IDPs) transform SMEs into professionally managed, resilient companies. From “building it backwards” (starting with the 20-year vision and reverse-engineering the steps) to becoming your client’s “business concierge,” Daniel outlines a repeatable system any growth-minded firm can adopt. Quotes: ● “You don’t need a perfect plan. What you need is a plan.” ● “Proper planning prevents poor performance.” ● “My worst day in consulting is still better than my best day as a banker.” Takeaways: ● Write it down. A written plan creates clarity, invites collaboration, and drives better results than ideas that live only in leaders’ heads. ● Build it backwards: define the 20-year horizon, then reverse-engineer 10-, 5-, and 1-year goals with actions, owners, and metrics. ● Treat succession as organizational, not just owner exit—identify, assess, and develop leaders; use gap analyses to craft individual development plans and clear career paths. ● Professionalize to scale: move from founder-centric to team-centric by leveraging specialists and a “business concierge” mindset. ● The payoff is measurable: stronger agility, higher productivity, lower turnover, greater employee satisfaction, and a healthier bottom line. Conclusion: Daniel Feiman’s approach reframes planning from a static document to a living process that builds alignment, agility, and bench strength. By committing to write plans down, collaborating across the organization, and “building it backwards” from a clear long-term vision, SMEs can evolve into professionally managed, future-proofed companies—ready for growth, prepared for shocks, and rich with options. Links Mentioned: Website: Books: The Book on...Succession Planning Systems: The 30 Secrets To Leadership Development: THE Book on...BUSINESS From A to Z: The 260 Most Important Answers You Need to Know (The Build It Backwards series): The Book On Improving Productivity By Fair Means Or Foul (The Build it Backwards Series 1): Guest Links: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39143565

Why Are Startups Turning to Latin America for Scalable Growth with Brian Samson 11/16/2025

Why Are Startups Turning to Latin America for Scalable Growth with Brian Samson Brian Samson, a three-time founder, general partner at Hangten X Capital, and host of The Nearshore Café, shares his remarkable journey from San Francisco’s startup ecosystem to building thriving companies in Latin America. After discovering the resilience and adaptability of Latin American professionals, Brian recognized the region’s untapped potential and began connecting U.S. businesses with exceptional LATAM talent. His story reveals how embracing volatility, cultural fluency, and creativity can turn challenges into opportunity. He breaks down the real differences between offshoring, onshoring, and nearshoring, highlighting how same-time-zone collaboration, shared language, and mutual cultural understanding make nearshoring a powerful growth strategy. For early-stage startups and scaling businesses, nearshoring enables rapid hiring, faster product development, and greater cost efficiency—while maintaining high-quality work and strong IP protection. Quotes: “When I first arrived in Argentina, I realized that in volatility lies opportunity, and within uncertainty lies incredible potential.” “You can’t just buy your way to sales. As a founder, you have a magic card that opens doors—use it before you delegate it.” “People in Latin America grow up learning how to adapt, solve problems, and stay creative under pressure, which makes them exceptional partners for fast-moving startups.” Takeaways: Nearshoring bridges cultural and operational gaps by keeping teams in similar time zones while reducing costs by up to 70%. Latin American professionals bring unmatched adaptability, creativity, and problem-solving skills to U.S. companies. Founders should lead sales early on to understand the process, build the playbook, and refine messaging before scaling. Start small, build confidence and case studies, and grow gradually into larger markets and opportunities. Conclusion: Brian Samson’s experience demonstrates that nearshoring isn’t merely a cost-saving strategy—it’s a mindset shift toward smarter global collaboration. By recognizing the strength of Latin America’s talent pool and combining it with founder-led initiative, startups can achieve exponential growth while maintaining agility and authenticity. His story is a blueprint for modern entrepreneurship: embrace change, stay close to your customers, and see opportunity where others see risk. Links Mentioned: Website: Guest Links: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/39051145

How Can Companies Stay Exit-Ready and Build Long-Term Value with Carter Gaither 11/16/2025

The Secret to Startup Success: Nearshore Talent, Smart MVPs, and the Right Advisors with Roger Einstoss 11/08/2025

The Secret to Startup Success: Nearshore Talent, Smart MVPs, and the Right Advisors with Roger Einstoss Bringing an idea to life is one of the greatest challenges for founders—especially those without technical backgrounds. How do you go from concept to code without giving away half your company? How do you find the right talent, and what role does culture play in making products succeed? Roger Einstoss, founder of Braintly, helps U.S. startups and SMBs connect with top software engineers from Latin America. Since 2013, his company has worked with global brands like Volkswagen, Nikon, and T-Mobile—helping founders bridge technical gaps, launch products, and scale efficiently. In this episode, Roger shares his insights on building tech teams, the advantages of nearshore development, and why trusting expert advisors can make or break a startup’s journey. Quotes: “ When you start creating a company with someone, it’s like your wife or husband. You’ll go through good times and bad times—so don’t give away 50% of your company just because you need someone to code. ” “ Developers in Latin America aren’t robots—they’ll ask why. That mindset builds better products because every line of code should solve a real problem. ” “ Having good advisors or a coach changes everything. You need someone outside your ego who can help you see what you don’t. ” “ Founders often build an MVP that’s not really an MVP. Focus only on what you need to test your idea—not on every future feature. ” Takeaways: Don’t rush to find a technical co-founder. Many founders simply need a great developer or fractional CTO, not a permanent equity partner. Cultural alignment matters. Nearshore teams in Latin America offer similar time zones, strong English skills, and a collaborative mindset that enhances product outcomes. Trust and delegation fuel growth. Founders must focus on sales, vision, and leadership—not micromanaging button colors or minor tech details. Advisors accelerate progress. Working with mentors, coaches, or industry experts provides critical outside perspective and emotional balance on the entrepreneurial journey. Simplify your MVP. Test the core idea before building every feature; perfecting scalability can wait until you have users and feedback. Conclusion: Early-stage companies can achieve growth by identifying key turning points, seeking Success in startups isn’t just about having a great idea—it’s about execution, trust, and collaboration. By leveraging skilled nearshore talent, focusing on essentials, and surrounding yourself with the right advisors, you can turn vision into a scalable, sustainable business. As Roger puts it, “You don’t have to be a superhero—you just have to build the right team.” Links Mentioned: Guest Links: Guest Links: LinkedIn: Roger Einstoss - Website: - /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/38959390

From Founder to Freedom: How to Plan Your Business Exit the Right Way with Todd Krough 11/08/2025

From Founder to Freedom: How to Plan Your Business Exit the Right Way with Todd Krough Planning for the next stage of your business doesn’t mean the end—it means taking control of your future. But for many founders, the thought of “exit planning” feels uncomfortable. How do you prepare to leave the company you built without losing what you’ve created—or yourself in the process? Todd Krough, a seasoned Wealth Advisor at UMB Bank, brings over 30 years of experience helping business owners prepare for what’s next. As President of the Exit Planning Institute’s Twin Cities Chapter and a Certified Exit Planning Advisor (CEPA), Todd helps entrepreneurs understand the true value of their business, bridge the “value gap,” and plan for life beyond ownership. In this episode, Todd shares how to build a business that’s both enjoyable to run and ready to sell, the importance of having a trusted advisory team, and how to approach exit planning with clarity instead of fear. Quotes “ It’s very difficult for business owners to part with their company—it’s like a second or third child. That’s why we say: grow or go. Either build it to where it needs to be or prepare to transition it confidently. ” “ Most owners have 90% of their wealth tied up in their business. Seeing that on paper changes everything—it gives them clarity and urgency. ” “ The most trusted advisor is often the wealth advisor, because we’re there before, during, and after the sale. We see the full journey. ” “ Exit planning isn’t just about selling—it’s about helping a business continue, protecting employees, families, and communities. ” Takeaways 1. Start early and assess often. Exit planning isn’t a last-minute task—it’s a long-term strategy that strengthens your business today and secures your future tomorrow. 2. Understand your value gap. Many business owners don’t know their true valuation. Identify how much you need for your next chapter, and whether you need to grow before you go. 3. Build a team-based approach. Coordinate your wealth advisor, CPA, attorney, and business coach so everyone is aligned. Working in silos reduces value and increases risk. 4. Prepare your business to run without you. Owner dependency scares buyers and limits freedom. Strengthen leadership and systems to make your company more sellable—and easier to manage now. 5. See your wealth beyond the business. Diversify into investments, retirement accounts, and philanthropy planning to reduce risk and increase peace of mind before and after an exit. Conclusion Exiting your business shouldn’t be a rushed decision—it should be a strategic evolution. With proper planning, the right advisors, and a clear understanding of value, you can create freedom, security, and a lasting legacy. Whether you’re looking to grow or go, Todd Krough reminds us: planning ahead isn’t just smart business—it’s peace of mind. Links Mentioned Guest Links: LinkedIn: Todd Krough: Email: todd.krough@umb.com Website: UMB Bank - Exit Planning Institute Twin Cities Chapter: EPI Twin Cities - /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/38959125

Scaling Revenue in Fintech: The Proven Process for Winning Bank Buyers with Stacy Bishop 11/01/2025

Scaling Revenue in Fintech: The Proven Process for Winning Bank Buyers with Stacy Bishop Imagine pouring everything into building a breakthrough fintech solution — only to hit a wall when it’s time to sell into banks and enterprise buyers. It’s not the technology holding you back… it’s the go-to-market strategy. For many founders, especially technical ones, this is the painful bottleneck that stalls growth and burns investor confidence. In this episode, Stacy Bishop — a 25+ year revenue leader in banking and financial technology — reveals what actually moves deals forward in highly regulated industries. She explains why traditional B2B playbooks often fail in fintech, and how founders can shift from “pitching features” to building trust, alignment, and momentum inside complex buying organizations. Quotes: “You can have the best product in the world — but if the bank doesn’t know how to buy it, you’re not getting the deal.” “Slow down to go fast. A thoughtful sales process accelerates revenue more than brute-force activity.” “Great sellers don’t chase champions — they create them by simplifying the internal journey.” Takeaways: Winning in fintech requires process maturity, not just product innovation — buyers need a clear path to adoption and compliance. Discounting isn’t a strategy — value clarity and stakeholder alignment close deals faster and stronger. The fastest-growing fintechs invest early in sales and marketing readiness, long before they feel “big enough” to do so. Conclusion: This conversation reminds us that enterprise success isn’t about chasing every opportunity — it’s about equipping customers to say yes. By prioritizing enablement, credibility, and the realities of how banks buy, fintech leaders can unlock consistent revenue growth and build companies that last. Links Mentioned: Website: Guest Links: LinkedIn: https://www.linkedin.com/in/stacybishop /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/38875970

The Hidden Risk in Your Exit: Why Most Business Owners Aren’t Ready to Sell with Marc Barbeau 11/01/2025

The Hidden Risk in Your Exit: Why Most Business Owners Aren’t Ready to Sell with Marc Barbeau Imagine spending years — maybe decades — building a successful company, only to discover when you’re finally ready to sell… you can’t get the value you deserve. For many middle-market business owners, this is exactly what happens. Whether due to lack of preparation, unclear financials, or misalignment with investors, the dream exit can quickly become a disappointing reality. In this episode Marc Barbeau, Vice President of Business Development at Forte One Capital, breaks down what truly drives a successful exit — especially in today’s private equity-dominated market. He shares why so many owners underestimate the timing and strategic planning required, and how bringing in the right partners early can dramatically increase valuation and ensure long-term continuity for the business and its people. Quotes: “You can run a great company and still be unprepared for a sale — buyers are looking at value differently than you are.” “Most owners wait too long. The best exits happen when planning starts years before the decision to sell.” “Private equity isn’t just capital — it’s alignment. The right partner can take your vision further than you could alone.” Takeaways: Exit planning is not a transaction — it’s a multi-year strategy that should align owner goals, operational readiness, and financial transparency. Understanding buyer priorities is key to maximizing valuation and attracting the right kind of partner. Private equity can be a powerful growth engine when expectations and values align from the start. Conclusion: This conversation highlights one essential truth: if you want a successful exit, you must think like a buyer long before you become a seller. By preparing early, investing in professional advisory, and prioritizing strategic growth, business owners can secure outcomes that honor their legacy and unlock the future they’ve worked so hard to build. Links Mentioned: Website: Guest Links: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/38875470

The Power of Systems and Alternative Funding for Small Business Success with Kim Folsom 10/26/2025

The Power of Systems and Alternative Funding for Small Business Success with Kim Folsom Are you a founder in the $1M–$10M range, striving to scale your service-based business without giving up control or burning out? Kim Folsom, founder and CEO of Founders First Capital Partners, champions a transformative approach: helping entrepreneurs just like you gain access to growth capital, build recurring revenue, and evolve into effective business leaders. Drawing on her experience founding six startups, raising over $30 million, and supporting hundreds of founders, Kim’s methods are rooted in discipline, adaptability, and continuous peer learning. Kim stresses the importance of architecting your business for sustainable growth, harnessing systems and capital options that align with the unique journeys of women- and minority-led businesses. Her approach: set clear milestones, prioritize recurring revenue, seek the right support, and evolve your mindset as your company enters new phases. Quotes: "The importance of not just having a great idea, but the ecosystem…is key. You need to have a great distribution system to be able to scale." "Setting goals—and having the discipline of weekly, monthly, quarterly reviews—is foundational." "What got you here won’t get you there... As companies grow, it’s very important that they evolve—and evolve the advisors that they use." Takeaways: Build Recurring Revenue: Move away from project-dependent business models to create stable, predictable cash flow. Systematize Growth: Use tested frameworks (Lean Startup, EOS) to set, review, and adapt business goals. Peer and Advisor Networks: Join groups of similar-stage founders to learn, grow, and “look around the corner” for what’s next. Capital Fit: Understand all funding options—venture, revenue-based, working capital—and match them to your real needs. Evolve Mindset: Be willing to change your own role—and your team’s—as you hit new revenue milestones. Conclusion: By combining deliberate systems, the right capital, and growth-minded networks, founders can move beyond day-to-day survival and build thriving, sustainable businesses—without sacrificing control or vision. Kim Folsom’s strategies focus on empowerment, inclusivity, and preparing service-based businesses to scale with support. Links: • Website: • LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/38785345

Building Sales Foundations and Driving Sustainable Growth in AI and Exit Planning with Susan Cashion 10/20/2025

Building Sales Foundations and Driving Sustainable Growth in AI and Exit Planning with Susan Cashion Digital transformation and sustainable revenue growth are top priorities for modern businesses, but many face challenges such as stalled sales, founder-led organizations, and lack of process. In this episode of the B2B Growth Blueprint Podcast, host Mark Osborne welcomes fractional Chief Revenue Officer Susan Cashin to discuss strategies for overcoming these hurdles. Drawing on her experience helping companies scale from start-up to exit, Susan shares her approach to sales process, team building, and how AI tools are changing the landscape for both sales and exit planning. Key Takeaways: Sales as a Structured Process – True growth requires more than hustle; businesses need repeatable systems, documentation, and effectiveness metrics. Hitting Revenue Roadblocks – Companies often plateau at certain revenue marks ($1M, $5M, $10M, $50M). Breaking through requires foundational work in people, process, and performance. AI and Automation in Sales – AI is best used as a productivity tool. It automates note-taking, lead generation, and enables affordable, custom sales playbooks, allowing salespeople to focus on human connection and consultative selling. Founder Dependence Hinders Value – Founder-driven sales may grow revenue, but reduce company value for buyers. Transitioning to scalable, documentable systems and teams is critical, especially for planned exits. Preparing for a Successful Exit – Companies with documented processes, diversified customer bases, and team-driven sales achieve higher valuations and attract more buyers. Emotional Side of Change – Many founders struggle when old strategies no longer work. Outside consultants bring structure, clarity, and hands-on support. Selected Quotes: “Sales is the revenue-generating department. Without a foundation—people, process, and performance—you can’t scale or exit successfully.” “AI won’t replace salespeople, but those who embrace AI will outpace those who don’t.” “The more valuable you are to your company, the less valuable your company is—documenting and delegating is key to exit value.” “Growth starts with the right people, strong processes, and clear metrics. That’s how you create sustainable, repeatable results.” Conclusion: Sustainable business growth and successful exits don't happen by accident—they require structured sales foundations, a willingness to embrace new tools like AI, and a shift from founder-led to team-driven organizations. Leaders who invest in process, empower their teams, and plan for the future are best positioned to adapt, grow, and maximize their company’s value in every stage of the journey. If you’re a founder or leader feeling sales stall or struggling to scale, connect with Susan Cashin for tailored strategies and hands-on implementation. Connect with Susan Cashion: Website: t Linkedin: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/38639100

Stop Being the Bottleneck: Candy Messer Shares How Entrepreneurs Can Build Sustainable Businesses 10/11/2025

Stop Being the Bottleneck: Candy Messer Shares How Entrepreneurs Can Build Sustainable Businesses Candy Messer, founder of Affordable Bookkeeping and Payroll Services, joins host Mark Osborne to share how entrepreneurs can move beyond the stress of handling every detail themselves and build businesses that run smoothly with proper systems in place. With her expertise as a profitability advisor and host of the Biz Help For You podcast, Candy brings over 20 years of experience helping business owners reduce overwhelm, delegate effectively, and create sustainable processes. She emphasizes that true growth doesn’t come from doing everything yourself but from empowering teams, tracking performance, and building trust so leaders can focus on long-term vision and profitability. Key Takeaways: • Delegate with Trust: Many entrepreneurs get stuck as bottlenecks because they try to do everything themselves. Growth comes from training and empowering others, even if it means mistakes will happen along the way. • Track Time and Efficiency: Using tools like time tracking allows owners to see where their team is spending energy and how to optimize productivity without micromanaging. • Build Systems and Processes: Documenting workflows ensures consistency, enables delegation, and makes the business less dependent on one person. • Plan for Absence: Entrepreneurs should design their businesses to keep running even if they step away. Proper delegation and systems allow owners to take breaks without the company suffering. • Focus on Profitability, Not Just Revenue: Many small businesses chase growth in sales but fail to analyze whether they’re truly profitable. Candy stresses the importance of monitoring expenses, margins, and cash flow for long-term success. Quotes: • “As business owners, we think no one can do it as well as we can, but when we let go, we realize others can often do it better.” • “Tracking time isn’t about control—it’s about finding efficiencies and freeing people to focus on what they do best.” • “If you don’t document your processes, your business can’t run without you—and that limits growth.” • “Revenue is great, but if you’re not profitable, you’re just working harder for less.” Conclusion Scaling a small business requires moving beyond the mindset of doing everything yourself. By delegating tasks, documenting processes, and focusing on true profitability, entrepreneurs can reduce stress and build sustainable companies that thrive even when they step away. Candy Messer’s insights remind leaders that freedom and growth come not from control, but from systems and trust. Connect with Candy Messer: • Website: • LinkedIn: • X (Twitter): /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/38549050

Mastering Business Exits: Proven Strategies from Neil Isaacs 10/11/2025

Mastering Business Exits: Proven Strategies from Neil Isaacs Selling or transitioning out of a business is one of the most important decisions an owner will ever make. But how do you know when it’s time to plan your exit? How can you maximize value while ensuring continuity for your employees, customers, and legacy? Neil Isaacs is a seasoned business intermediary with over a decade of experience helping owners sell their companies. As the founder of VR Business Brokers of the Triangle, he has guided hundreds of entrepreneurs through complex ownership transitions, from valuation and marketing to closing. Whether you’re thinking about selling now or simply preparing for the future, Neil shares his proven insights on how to plan ahead, position your business, and achieve the outcome you want. Quotes: “A business is often an owner’s largest financial asset. Treating it like one—planning ahead and increasing its value—is essential.” “Exit planning isn’t just for people ready to sell today. It’s about running your company as if it’s always for sale, so you’re ready whenever the time comes.” “The more transferable your business is without you, the more attractive it becomes to buyers.” Takeaways: Begin exit planning years before you’re ready to sell to increase both value and marketability. Run your business as though it’s always for sale: build systems, processes, and teams that operate independently of the owner. Understand the difference between what your business is worth to you emotionally versus its true market value. Engage with professionals—brokers, accountants, and advisors—who can provide objective guidance and ensure a smoother transition. Market your business confidentially and strategically to attract the right buyers without disrupting operations. Conclusion: By treating your business like an investment, creating transferable systems, and planning well in advance, you can control your exit rather than letting it control you. With the right preparation and guidance, business owners can achieve a sale that preserves value, continuity, and peace of mind. Links Mentioned: Guest Links: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/38548940

Mastering Jobs-to-Be-Done with Tony Ulwick 10/02/2025

Mastering Jobs-to-Be-Done with Tony Ulwick Driving innovation isn’t easy for any business leader. The methods that brought success yesterday may not secure growth tomorrow. But how do you know when it’s time to rethink your approach? How can you ensure your team’s efforts align with what customers actually need? Tony Ulwick is the founder and CEO of Strategyn and a pioneer of the Outcome-Driven Innovation (ODI) and Jobs-to-be-Done (JTBD) frameworks. For decades, he’s helped organizations identify unmet customer needs and turn them into predictable, repeatable innovation. Whether you’re launching new products, entering new markets, or streamlining operations, Tony offers practical guidance to help you innovate with confidence. In this episode, Tony shares hard-won insights on transforming uncertainty into strategy. Quotes: “Innovation isn’t about guessing—it’s about understanding customers’ desired outcomes and delivering on them.” “When you align your team around measurable outcomes, you remove the risk from innovation.” “Most companies fail at innovation not because they lack ideas but because they lack a proven process.” Takeaways: -Stop guessing at customer needs—use the Jobs-to-be-Done framework to define outcomes before building solutions. -Build cross-functional teams that align around customer outcomes instead of internal assumptions. -Apply data-driven insights to make innovation predictable rather than risky. -Evaluate whether your team has the right skills to execute and scale your vision. -Bring in outside expertise or frameworks when navigating critical growth inflection points. Conclusion: Organizations that embrace Outcome-Driven Innovation can shift from unpredictable experiments to consistent growth. By aligning teams around customer outcomes and applying proven frameworks, companies can outperform competitors and deliver value with confidence. Links Mentioned: Guest Links: LinkedIn: /episode/index/show/5ee09b20-49e9-4270-826d-d25b723d8723/id/38449585

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