Bryan Brown

🔥 What the top operators discussed in the Operators Guild's open Q&A forum between July 28 and August 2… 💡 Messaging / Positioning Workshop Facilitators – Seeking recommendations for experts in developing enterprise SaaS brand messaging for internal workshops. 📊 Fractional Customer Success Leader – Looking for someone experienced in building CS programs and teams, or recommendations for the same. 💰 Product Launch Readiness – Tips and templates for setting product launches involving ops teams up for success, including milestones, timelines, feedback loops, and roles. 🔍 Debt Collection Agencies – Recommendations for good collection agencies in the US for uncollectible invoices. 🖥 Fractional CFO for Semiconductor Business – Searching for someone with significant experience working in the semiconductor industry. For these and many other hot takes and goodness —> come check out Operators Guild. 🚀 #Finance #Operations #TechLeadership #OGCommunity

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What does your sales conversion rate look like at your accounting firm? 🤔 Too many firm leaders talk about "crushing it" and "doing great" but not enough data to really know how well you're stacking up. This is why I loved having Patrick Dichter come on the Jetpack Workflow "Growing Your Firm" podcast to talk about ACTUAL NUMBERS. Here's his data ... 10 discovery calls ⏩ 4 proposal call ⏩ 2 clients Early on, he realized he had a repeatable process and was able to double revenue within 12 months of acquiring his first firm. In the interview, we talked about his sales process, pricing, how he built more inbound acquisition (all his clients come from inbound) and much more. Take a look at the comments for the full interview 👇 #JetpackWorkflow #GrowingYourFirm #accounting #sales

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What an incredible Denver Startup Week! 🙌 The energy, innovation, and collaboration in Denver's startup community is truly something special. Seeing leaders share genuine stories of both their successes and failures as entrepreneurs was a great reminder of the value of vulnerability in the workplace. Denver isn't just a startup hotspot— it's a city determined to stay on the map as a tech hub worth paying attention to. Now officially recognized as a tech hub for the quantum industry under the CHIPS Act, and with SpaceTech booming across Colorado, the momentum here is undeniable. 🚀 Special shoutout to some of my favorite presenters: Cody Moore, VP at Caruso Ventures (and former colleague 😁), shared the numerous applications for SpaceTech emerging in Colorado, from security and defense to climate change monitoring and efforts to make space exploration more sustainable. Brett Guy, Staff Software Engineer at Ibotta, presented "Finding Your True North," a great reminder that a fulfilling career is always attainable, even when the direction may be unclear. He also recommended a personal favorite of mine (perfect for those of us experiencing a 30-something identity crisis): "Designing Your Life" by Bill Burnett and Dave Evans! Stacey Feldman, CPA (Partner and COO of Full Send Finance),⚡️Roman Villard, CPA (Founder of Full Send Finance), and Jesse Randall (CEO of Sweater) shared stories and insights from their finance careers. As a Rev Ops professional, my favorite insight came from Stacey, who highlighted the importance of thinking about your data as if it’s going to scale. Answering basic questions about your business only becomes harder as you grow, so get your Rev Ops ducks in a row early, friends! 🦆 Thank you to everyone who made this week so memorable! #DenverStartupWeek #TechCommunity #CHIPSHub #SpaceTech #Innovation #revops

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Approaching Partnerships the Right Way To everyone in my network: If you’re looking to partner with me or any business, make sure you approach with the right mindset. Partnerships aren’t about taking—they’re about contributing. If my company provides the software, understand that it’s a product of teamwork, time, and investment. Expecting free resources isn’t fair. Instead, consider purchasing or investing in what you need to ensure the partnership is balanced and beneficial. A partnership should always answer this question: How are we both growing from this? If you’ve got something to bring, I’m ready to build. Let’s do it the right way. #PartnershipAdvice #CollaborateAndGrow #MutualValue

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Force and Friction Podcast is back with a new episode featuring 🚁Roee Hartuv from Winning by Design Roee dives into a game-changing concept for SaaS founders: Revenue Architecture. Did you know 60-80% of revenue often comes from existing customers? Roee breaks down why investing in post-sale teams can deliver compounding value over five years. If you're serious about maximizing retention and expansion, you won't want to miss this conversation. Episode goes live Tuesday 12/03/2024 #ForceAndFrictionPodcast #RevOpsLife #GTM #Bowtie #RevenueArchitecture

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It was an awesome time in Portland representing MintPass with Melissa Leventhal at TravelCon! 🙌 Here are a few takeaways after 3 days of chatting with travel creators of all kinds ⬇ ⬇ ⬇ 1️⃣ Making it as a startup travel creator is TOUGH 😓 And why wouldn’t it be? Getting paid to travel the world is the dream. The reality is that platforms are now saturated with this content vertical, and it’s becoming more and more difficult to separate oneself such to break through the noise and grow a following. 2️⃣ The game is skewed toward those who have already made it 🏆 The travel creator landscape is quite top-heavy heavy where those who were there early to build an audience continue to do well with guaranteed brand deals. Smaller creators long for unique, alternative tools to even the playing field and aid in community growth outside of the usual social platform algo hacking. 3️⃣ The new way to get attention is to niche down 🔎 Less is more in community growth when your community is hyper-focused on a particular niche. As the landscape becomes more and more competitive, travel creators are focusing more on finding their unique content vertical to differentiate themselves. We talked some cool ones across areas of geography, wellness, budget, luxury, family, solo, and so many others. 4️⃣ Web3 doesn't matter 🤷‍♂️ This one was obvious, but I’m reminded again that our means for delivering value is arbitrary and rather the value itself is what matters. Most of those with whom we chatted were not web3 users, but they were intrigued by the value that our web3 platform can deliver. Value = Adoption. Go figure.‍ As we aim to build MintPass into a tool for travel tastemakers, it was awesome to chat with and get direct feedback from the creator persona who often has the best recs to share, but lacks the proper tools for sharing and building a brand off of that credibility. 🤝 Thank you to all who provided insights for us. ❤️ Back to work. 👷‍♂️ #traveltech #startups #creatortools‍‍‍

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Who owns your end to end GTM system? What about the Bowtie data model? This was a key question during our two-day Revenue Architecture Summit in Santa Cruz. Marketing owns awareness. BDRs or equivalent own education. Sales owns selection. Finance oversees the mutual commit/contracting. Professional services do onboarding. CS helps with retention. Account managers focus on expansion. So do we even need somebody to own and optimize the overall #bowtie process and data model? YES! "But my marketing is great at increasing leads and sales is increasing close rates, so why worry about an overall owner?", you might say. What if the new leads are low quality and sales is rushing through the sales cycle, ultimately yielding high onboarding and ongoing churn? Whether you like it or not, revenue production is a closed loop system. Something you do on the left side of the bowtie impacts the right side and the other way around. Best to assign an unbiased data owner who does that personally have anything to gain by making the data tell any particular story. The most likely owner for the overall system, or at least for the overall data model, lives in operations or finance. We see new titles around GTM Strategy and Operations. We also see RevOps moving from CRO to COO or CFO. So hence my question: In your company, who owns the end-to-end revenue production system? Who owns data definitions and brings together your teams to decide on next actions to improve revenue production based on the data? #revenuearchitecture #bowtie #revops Photo courtesy Jill Guardia (she/her)

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Humbled to sit down with Kim Peretti, most recently the Chief Customer Officer at Klaviyo, on The GTM Podcast this week. Klaviyo is still growing at 34% YoY and you can't do that in 2024 without having the customer at the core of everything you do. We chatted through: 1. The importance of building a customer-first culture from day one 2. Strategies for aligning sales, marketing, and customer success teams 3. The role of data in understanding and driving customer health 4. How to implement an effective voice of the customer program 5. The misconception that customer success managers alone can solve churn 6. The impact of shared compensation goals on cross-functional collaboration + much, much more Have a listen wherever you 🎧 to your pods.

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Stop complaining if you're still doing this. Managing compensation plans manually or relying on outdated systems is a surefire way to breed frustration, inefficiency, and distrust across your sales and finance teams. I’ve heard it countless times: leaders stressed over errors in commission calculations, sales teams frustrated by delayed payments, and finance wasting countless hours trying to align figures. The result? Low morale, missed targets, and a lack of transparency that damages relationships and performance. Companies often complain about their compensation plans not driving the results they want—but many don’t realize they’re using tools and processes that belong in the past. To truly motivate your teams, you need compensation plans that are dynamic, accurate, and fully aligned with your business goals—without the administrative headaches. It’s time to elevate how we approach this. What’s been the biggest challenge your company has faced with compensation plans? Let’s talk solutions.

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I'm a big proponent of AI and what it can do for software. But I've gotten so many AI written sales emails lately that all look the same. This is the latest: > Your commitment to seamless incident management and continuous improvement resonates deeply with my passion for driving efficiency and scaling operations. FireHydrant's mission to empower teams through automation and actionable insights aligns with my interest in enhancing business resilience and growth. This "AI-SDR" practice feels like a race to the bottom.

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Cash > Profits 💸 👆 This is what Fractional CFOs keep telling us. We’ve interviewed dozens of fCFOs this quarter to better understand their world and what’s working. And, when we get to the topic of 𝗖𝗔𝗦𝗛 𝗙𝗟𝗢𝗪, they're a united front... “Cash first. Then, profits.” 💵 Cash pays your employees. 💵 Cash pays your contractors. 💵 Cash brings confidence to innovate. 💵 Cash secures you better deals with the banks. 💵 Cash keeps you afloat when times are tough. This isn’t about cash vs profit. Of course, both are important in a healthy business. But an awareness of cash helps bring a sense of 𝗰𝗮𝗹𝗺, 𝗮𝗹𝗶𝗴𝗻𝗺𝗲𝗻𝘁 𝗮𝗻𝗱 𝗰𝗹𝗮𝗿𝗶𝘁𝘆 in the storms. Having a consistent and clear view of where the cash is will bring focus to decision-making in a way that profit alone can’t. Fractional CFOs are helping businesses manage cash – using technology to bring accuracy and precision to their cash flow modelling. Critical work that enables businesses to keep moving forward to profit, sustainable growth, and beyond. #fCFO #cashflow PS. DM if you’d like to know more about how fCFOs are improving cash flow modelling for their clients. Super simple steps.

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For AEC focused startups, think about GTM this way. For scale and keeping CAC metrics in line. Bottom Up. PLG for PLG : Product Led Growth for Project Led Growth - User focused marketing - frictionless on boarding - No Sales Function (it’s too expensive) Enterprise: Leverage Project based success to sell to the enterprise. - High Level Solution Sales - Proven ROI Metrics - Make the CFO your champion - Have a well thought out - ABM strategies work well here. Enterprise Solution vs Discounted offering for bulk purchase. Spec to Check: Build generic specifications for your product and work with A/E firms to get them placed. This is for Construction Tech Specific. Owner Influence - Everyone’s ultimate customer. - Brand awareness - Thought Leadership - Building Type Specifc Marketing. We have an entire playbook on this type of stuff. Also what we teach in our stage agnostic incubator.

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The PT industry needs more transparency so we're sharing our data. Here's operational benchmark data for PT practices in California - Let's dive in 👇 Average days until documentation completion - 5.16 days Average units per visit - 3.021 First pass clean claim rate - 97.01% (average) Denial Rate - 4.3% (average) Average Reimbursement Per Visit - $86.58 Top Payers in CA: CA Medicare South - $107.45 MedRisk - $106.04 Align Networks - $89.06 American Speciality Health - $87.78 Curious to see more benchmark data like this for other states? Comment "StrataPT" below and I'll DM you a link to them! #physicaltherapy

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We use Circle for our community at Exit Five, and Matthew Carnevale has become a Circle power user (he runs our community). They did this awesome write about how to grow a community with insights from Matt and Exit Five sprinkled in. • How to use your community as an audience growth multiplier • 5 systematic community growth strategies • Why you should treat your community like a product, and • Best practices for growing your community https://lnkd.in/e9vs32NQ

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Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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Why Your Startup Is Failing: You're Chasing Product-Market Fit the WRONG Way! 🚨 Nick McEvily Take: Product-market fit isn’t something you "find"—it’s something you consistently create. I recently spoke with Nick McEvily, Fractional Product Leader, and his perspective changed how I see product development: 💡 Without human validation, you’re building tech in a vacuum. If you can’t find people to talk to about your product idea, you won’t find people to buy it either. The solution? ✅ Treat validation as an ongoing process, not a one-time event. ✅ Test small, gather feedback, iterate - then repeat. ✅ Understand your buyers as humans, not just "users. 👉 Founders: How much time are you dedicating to real conversations with your market? #strategy #techgrowth #startup #businessstrategy #product #marketfit

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Awesome SaaStock workshops yesterday led by Kevin "KD" Dorsey on how he operationalizes his sales teams and keep them up to date, Rita Jhaveri on the importance of customer onboarding with a fun workshop (Team Monkey FTW!), and Jake Dunlap for new insights on creating a effective buying experience. My biggest take aways from the sessions were: Our buyers' environment is changing and how they buy is changing. Are your internal processes staying up to date to meet your buyers where they're at? At startups I think of my sales org processes within a constant loop -> What's our.... TAM -> SAM -> SOM -> ICP -> Buyer Persona -> Pain Points for said personas within the ICP -> Does our product solve those pains points -> relevant messaging for marketing + disco + demo -> win customer -> case studies -> renew -> apply case studies and stories to new business sales cycle -> repeat The challenge I hear often is that people don't know what their ICP should be and so everything after that falls flat. But why is this so hard to figure this out? It's going to sound ridiculously simple..but it's your industry tags. Read more on why and how to fix it in the comments below and if you’re attending SaaStock today let’s meet up! #saastockusa2024

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Ignore the link-bait title, because this is a great article from Jason Lemkin characterizing what it’s like as a mid-sized or large SaaS companies right now, and some excellent advice on “what to do.”

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I don’t think I’ve experienced more challenges in my RevOps career than trying to build GTM for 𝐜𝐨𝐧𝐬𝐮𝐦𝐩𝐭𝐢𝐨𝐧 𝐛𝐚𝐬𝐞𝐝 𝐩𝐫𝐢𝐜𝐢𝐧𝐠 companies. Myself, Bernardo Alves (our head of RevOps strategy), and Kyle Himmelwright sat down to discuss all of the challenges we have faced and some tactical solutions that we've seen work. Bernardo and I started working together at Emailage, a company fully built on a consumption based pricing model where we faced our first challenges building GTM around this model. With LeanScale, we’ve also worked with multiple AI-as-a-Service companies that are typically built on consumption based pricing, and we know this is where most companies are going in the future. Kyle has had an impressive operations career and has also been an operator in multiple companies with consumption based pricing models, bringing a unique and practical perspective to the conversation. 𝐃𝐮𝐫𝐢𝐧𝐠 𝐭𝐡𝐞 𝐩𝐨𝐝𝐜𝐚𝐬𝐭 𝐲𝐨𝐮'𝐥𝐥 𝐥𝐞𝐚𝐫𝐧 🎯 How to 𝐟𝐨𝐫𝐞𝐜𝐚𝐬𝐭 in a consumption based model 💰 How to set up 𝐜𝐨𝐦𝐩 𝐩𝐥𝐚𝐧𝐬 and quotas 👷‍♂️ How to 𝐬𝐭𝐫𝐮𝐜𝐭𝐮𝐫𝐞 your sales and CS teams 📊 How to articulate your “𝐀𝐑𝐑” - the metric most companies consider their north star ⚙️ 𝐓𝐨𝐨𝐥𝐬 you can use to help make the process easier

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