Scrappy ABM “We Built It for Us—and It Took Over an Industry” (with Brad Parker from FormPiper) | Ep. 185
ABM isn’t about guessing—it’s about doubling down on the best customers you already know. In this episode of Scrappy ABM, host Mason Cosby sits down with Brad Parker, founder and CEO of FormPiper, to explore how solving one specific pain in his own retail business led to dominating an entire vertical.
Brad shares how “being a yes company” reshaped his approach to consumer financing, why his ICP was “literally me,” and how that hyper-focus enabled FormPiper to scale across furniture, jewelry, auto, and medical. From 90-day sprint cycles to hard lessons in vertical adaptation, Brad unpacks how strategic partnerships—not cold calls—became his #1 growth channel. If you’ve ever tried to force-fit a product into a new market, this conversation will hit home.
👤 Guest Bio
Brad Parker is the founder and CEO of FormPiper, a platform built to automate the consumer financing process by aggregating multiple lenders into a single application experience. Drawing on 20 years of retail ownership, Brad built FormPiper to solve his own operational pain—then scaled it nationally through strategic vertical expansion.
📌 What We Cover
- Why Brad’s ICP was “me and my friends”—and how that led to fast traction
- The real pain of consumer financing: saying “no” multiple times
- How FormPiper helps businesses become “yes companies”
- What went wrong in early market expansion—and how they fixed it
- How strategic partners unlocked access to new verticals
- Why 90-day sprints keep the team aligned and agile
- The mistake of assuming one product fits every market
- How FormPiper defines when it’s time to expand into a new vertical
- Why cold outreach failed—and warm partnerships thrived
- The power of open-minded product development through customer listening
🔗 Resources Mentioned
Resources:
👉 Scrappy ABM: Visit for more ABM tips and strategies.
👉 Connect with Mason Cosby on LinkedIn for a conversation about ABM.
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