Beyond A Million

Ramind Ettehad is the co-founder of Oomnitza, a SaaS platform that helps businesses manage and automate their IT workflows. As an upstart company in 2013, Oomnitza landed its first accounts with lower-middle market companies before scaling to larger enterprise accounts. Today, Oomnitza has around 120 employees and $30M in subscription revenue. In today's episode, Ramin joins me to talk about how he meticulously builds and develops his sales teams to keep employees fresh, motivated and efficient through the full sales cycle. You'll also hear Ramin talk about his hyper-specific parameters for interviewing new sales employees, how co-innovation helped ramp Oomnitza in its early stages, and why the "challenger sale" can be especially effective in the technology field. Key Takeaways with Ramin Ettehad How Oomnitza used the concept of co-innovation to land its first handful of customers on its way to $30M in annual subscription revenue. How do you know when a product is ready to be launched? Building a lead score to help sales teams prioritize their outreach. The step-by-step sales framework Oomnitza uses to close new accounts. One of the best tools in sales leadership. Why growth companies should consider paying up to 35% of total deal value to sales leadership. How a rising interest environment has led to companies shifting their focus from growth to efficiency. Who to target if you're trying to start a mid-market or enterprise SaaS company. The area where enterprise SaaS AEs often fall out of practice — and how to solve for it. Why does it make sense to use the "challenger sale" framework in the technology space? Metric-based outreach strategies to keep a full pipeline. The "easy way" to get marketing-qualified leads. The importance of macro-optimizing your health and business before micro-optimizing. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

JW Ross is the founder of Botanic Tonics, a non-alcoholic beverage brand that has grown into an 8-figure business since launching 3 years ago. Before getting into consumer packaged goods, JW had built and sold 4 oil and gas companies, the biggest of which employed 500+ people and brought in $150M/year in revenue. He also started a fintech software business, which he later sold to Oracle. Leaning on lessons from starting, scaling, and exiting companies, JW launched Botanic Tonics' flagship product, Feel Free, as a productivity enhancer and a healthy alternative to alcohol after experiencing his own struggles with substance abuse. In today's episode, you'll hear JW talk about transferable lessons from exits in multiple industries, unique distribution challenges and solutions in the consumer packaged goods space, and how borrowing the Red Bull playbook for university partnerships has led to an uptick in direct-to-consumer sales. Key Takeaways with JW Ross Starting and scaling 4 oil and gas companies—one of which grew to $150M/year in revenue. Starting a Fintech software company and being bought out by Oracle for an offer he couldn't refuse. How JW used vertical integration to hit $2.5M in his first full calendar year and $30M+ in his second year after launching Feel Free. What JW believes is the most productive type of online marketing. How the 150,000+ convenience store ecosystem operates as one of the largest channels for distribution in the U.S. How has the ROI of influencer marketing changed over the years? The unique margin, shipping, and store space considerations that led JW to create Feel Free in 2-oz bottles. The difference in margin between direct-to-consumer vs. retail distribution. Using struggles from substance abuse issues as a catalyst for turning things around. Leveraging centers of influence to create a halo effect with networking marketing. How 5-Hour Energy built a $1B/year business by mastering the impulse section of stores. The difficulties in keeping a high level of customer service when using third-party distributors. SPECIAL OFFER Botanic Tonics is offering $40 Off. Use code BAM40 at checkout! Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Victor Peña is the founder of OmniPrint, a multimillion-dollar digital printing company that aims to provide high-quality prints while educating customers on how they can maximize their profits. Victor came to the U.S. from Mexico at age 7, working in construction before building OmniPrint from scratch into a multi 8-figure business. Today, Victor talks to me about how educating customers instead of just selling products has translated to success for his own bottom line. You'll also learn about the upside potential of building a modern business in an unsexy niche, Victor's layered approach to closing business at trade shows, and the investing strategy he uses to reduce taxes and build wealth. Key Takeaways with Victor Peña How Victor went from working construction to building a digital printing business on pace to hit $20M annually. How Victor leveraged his "Blue Ocean Strategy" to outmaneuver competitors with big marketing budgets. Victor's 360 hybrid model for closing deals at trade shows. A strategy for shifting business cash flow into real estate investing to help mitigate the effect of taxes. The "business-in-a-box" program that Victor created to convert leads who weren't able to afford his entry level products. The value in educating your customers to become better at business — and the positive effect it can have on your revenue. Innovation and longevity advantages in business niches that aren't flashy. Why perfection doesn't need to be a focus when creating marketing content. How solopreneurs leverage Victor's products to make $10-$15 margins selling T-shirts. How can you repurpose the same marketing content for different platforms? How COVID-induced disruptions to the supply chain have affected dropshipping. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Scott Ryan is a Managing Partner for Terra Rossa Investments—a family office and active investor that invests in fixed income, debt products, real estate, and later-stage tech. Today, Scott shares his journey from working in tech sales to founding and exiting three companies (including an 8-figure exit) to running a fund in an asset class that's "too late-stage for venture capitalism and too small for private equity." Scott shares a complete breakdown of running and raising capital for his fund and the investor opportunity for accessing the half-trillion-dollar asset class. You'll also hear Scott share a unique strategy for avoiding long-term capital gains tax, the biggest challenges in selling his companies, and various ways investors can access his market area with lower investment minimums. Key Takeaways with Scott Ryan The half-a-trillion dollar opportunity between VC and PE. The model Scott used to land an 8-figure exit. Types of partners you can leverage when making an exit deal. The key differences in how Scott's fund operates compared with PE firms. Scott shares the toughest thing about selling his first company. The challenge Scott sees for CEOs who want to continue to accelerate—and how he solved it. A complete breakdown of the financial details for Scott's Fund, including initial funding, investing, calls and distributions. Scott breaks down the various ways small businesses can raise money. One metric that can attract big real estate investors with $20-50B AUM. How Scott uses Special Purpose Vehicles (SPVs) to make investing in his fund more accessible. Understanding tax nuances with Qualified Small Business Stock (QSBS) to avoid paying federal capital gains on an exit. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Roland Frasier is an investor and business mentor who reports buying and selling more than 1,000 companies up to $4B in sales. His company, Scalable.co, helps founders through the "seven levels of business," including potential growth through acquisitions. Today, Roland shares insights around the blueprints of business and real estate acquisition, including an in-depth breakdown of a potential 9-figure deal and strategies for adding 3x in valuation for acquisition targets. Roland also offers advice for founders considering an acquisition, highlights the industries he likes and dislikes for acquisitions, and shares his varying criteria for evaluating deals and solving potential problems. Key Takeaways with Roland Frasier A breakdown of a potential 9-figure real estate deal. Acquisition opportunities that may be robust despite a faltering economy. Find out where Roland is directing his investments. Hear how Roland looks at acquisitions, including the question he would ask any business owner who is considering the acquisition process. The mistake Roland often sees business owners make when they start focusing on acquisitions. Specifics behind how Roland's acquisition criteria varies depending on what he's trying to solve for. The math behind the acquisition potential of private-equity-based companies. The industries Roland likes and doesn't like for acquisitions. How can companies turn a recession into an opportunity? The business opportunity Roland uncovered as an attorney that led to making $1.8M in profit in 9 months. The "IRAC" puzzle Roland was able to transfer from his career in law to SEO and marketing. Where Roland pivots his focus after a deal goes public. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Julian Reyes is a direct response copywriter who has built multiple 8-figure businesses. With a team of more than 50 people, Julian's $50M direct response business currently operates in the survival, men's health and Christian health niches. In today's episode, Julian shares stories from his career, from a musical theater actor to working in a male strip club, to building multiple 8-figure direct response copywriting offers. We also talk about why top-line revenue metrics can be misleading, the marketing skills Julian believes translate to almost any niche, and his views on vulnerability, honesty with yourself, and the importance of self-preservation for entrepreneurs experiencing 8-figure growth. Key Takeaways with Julian Reyes The specific marketing skills Julian built that he believes lend themselves to any vertical. How to construct a marketing message around a product. What Julian believes the biggest profit lever you can pull is. The importance of self-preservation as entrepreneurs scale past 8 and 9-figures. Why top-line revenue is a "vanity metric" – and the number to focus on instead. Why an entrepreneur's success can be partially attributed to accumulating "battle scars." How his role changed as he scaled his company from 7 to 8-figures. The defensive infrastructure Julian has in place to protect his direct response offers. Julian's biggest catalyst to triggering an existential crisis. Reasons Q4 tends to be the worst quarter for Julian for media costs and email deliverability. What Julian believes is his biggest vulnerability as a business owner. The ins and out of payment processing and merchant accounts — and how entrepreneurs who understand them can increase their revenues. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Dan Martell is the founder of SaaS Academy, a coach to more than 1,000 SaaS founders, and the author of "Buy Back Your Time," which aims to help entrepreneurs enjoy more freedom while continuing to level up in business. Dan is also an active angel investor who invested early on in companies such as Udemy, Hootsuite, Intercom, Unbounce, Getaround, and many other B2B SaaS startups. In this episode, Dan shares his story, from being locked up in prison to becoming a 5x SaaS founder with three successful exits, including companies such as Clarity.fm, Spheric, and Flowtown. He's also the CEO of two 8-figure businesses. You'll also learn how to calculate your own buyback rate to earn more freedom, Dan's "4 C's" to business leverage, and psychology and mindset advice for facing adversity. Key Takeaways with Dan Martell How Dan went from spending time in prison to becoming a 5x SaaS Founder, angel investor, coach to 1000+ Founders, and CEO of two 8-figure companies. The step-by-step calculation for determining your "value creation per hour" and "buyback rate" to earn more freedom. Dan's 4-part framework for creating leverage in your business. Why Dan's first two companies failed to take off—and how he scaled/exited 3 companies in 10 years. How to determine when to sell a growing or profitable business. The profit level at which founders should consider investing in ventures other than their own business. The insight Dan had during a 12-hour walk that completely changed his life. Using endurance athletics to spark new mindsets for dealing with personal and professional adversity. A detailed look at no-code software vs. creating your own. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Mike Buontempo is the CEO of Client Accelerators, an agency that reports managing more than $40M in annual ad spend across platforms like YouTube, TikTok, Google, and more. In today's episode, Mike shares his path from starting his first company at 16 to scaling Client Accelerators up to what he claims is the #1 agency for high-ticket funnels on YouTube. Mike walks you through his blueprint for creating a successful ad and how he structures his monetization model to earn more than $150K/month from a single client. You'll also hear Mike talk about which platforms he prefers to advertise on, how his role as CEO has changed as his company scaled to more than 40 employees, and why he values having his team in the office over remote work. Key Takeaways with Mike Buontempo Mike's step-by-step breakdown of the elements of a great ad. Mike's monetization model for Client Accelerators and why he targets clients with high-ticket offers. How Mike's role as founder and CEO of Client Accelerators has changed as his team grew from 0 to 40+ employees. The biggest thing Mike looks for when picking clients. Why Mike believes agencies often get a bad name. How Mike started making $150K - 200K per month from one client. Mike's preferences between running ads on YouTube, Facebook, and TikTok (and his biggest issue with TikTok). Why clients might find value in working with more expensive agencies. How Mike went from posting on Facebook to $30,000 MRR — even though he didn't want to start an agency. Understanding the relationship between media buyers and creatives — and why it matters for an agency. How Mike would manage his team differently if he could do it over again. Why Mike prefers his team in-house as opposed to remote. CTR, ROAS, CRMs, and more — A masterclass in agency acronyms. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Mike Brown is an investor, entrepreneur and the founder of Unbreakable Wealth, a coaching program that aims to help entrepreneurs break through key challenges to hit their next levels of business and financial success. After flying more than 70 combat missions for the U.S. Navy, Mike pivoted into the world of oil and gas in Texas, eventually founding and scaling a business to $34M in revenue with five employees before making an 8-figure exit. In today's episode, Mike shares his views on discipline and risk and how they play into a founder's journey to scale and sell a business. You'll also hear Mike talk about key changes he made to his mindset for different milestones in his entrepreneurial journey, how he balances the value between money and lifestyle, and what he'd do differently if he could do it all again. Key Takeaways with Mike Brown What Mike believes is the most powerful wealth-building strategy. Why Mike believes it takes a different level of discipline to scale past 7-figures — and what that discipline entails. Mike's biggest mistake and what he would've done differently in his business ventures. Mike's 3-step action plan for reestablishing his relationship with money after becoming a multi-millionaire. The two big questions Mike had to answer after exiting his oil and gas company. Mike's answer for entrepreneurs who ask, "What if I lose my edge?" Weighing the effect of gradual progress vs. daily intensity. Why Mike doesn't believe in goal-setting — and what he does instead. Balancing maximizing revenue with lifestyle priorities and why Mike chose not to attempt to scale to 9-figures. The mindset shift from being an accumulator of wealth to being a defender of wealth. Why Mike doesn't believe hard work is the leading factor in success. Mike's experience with balancing internal happiness with external validation. The importance of accountability partners for financial decision-making. The overlap of mentalities between combat, endurance sports and business. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥

Walker Deibel is an acquisition entrepreneur, M&A advisor, and the founder of Acquisition Lab, an accelerator that teaches entrepreneurs how to purchase and scale sustainable, profitable companies. He has acquired 7 companies over ten years and co-founded several startups. In this episode, Walker shares in-depth tips on how entrepreneurs can look at acquisitions as a part of their growth strategy. We discuss the value of "boring" brick-and-mortar businesses vs. "zero-to-one" innovative companies, how Walker sources deals, and ideas for evaluating and vetting potential businesses for sale. You'll also hear the number one risk Walker sees buyers make, the first thing he believes entrepreneurs should do when considering an acquisition, and the best place to start for entrepreneurs who already know what they want to buy. Key Takeaways from Walker Deibel How 7-figure entrepreneurs can quickly work their way into 8 or 9-figure acquisitions. How does Walker find companies to acquire? The primary metrics Walker believes entrepreneurs should look at when assessing acquisition targets. The number one mistake Walker sees buyers make when it comes to acquisitions. The first thing Walker recommends entrepreneurs do when considering an acquisition. Why entrepreneurs with viable companies are "in the catbird seat" when it comes to potential acquisitions. How do the nuances of terms in an acquisition deal affect buyers and sellers? Two approaches to sourcing potential deals and two different acquisition strategies. Key differentiators between the private and public markets when it comes to getting financial information on companies. Should you keep the existing management team after buying a company? Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥