GuavaBox began like many agencies, with strong roots in web design. It didn't take long for Gray MacKenzie and his partner to realize they wanted to go all in with the inbound philosophy and begin partnering with Hubspot, which led to more leads and closing more deals.

In this episode hear how GuavaBox developed their own internal process/project management software called DoInbound, which is now their biggest focus. DoInbound exists to help other agencies serve their clients.

Jason and Gray discuss several topics, including:
- The value of weekly batch days for content production
- The choice to use contractors in their business model versus full time employees
- Why delegating the sales process too soon didn't work out for GuavaBox
- The importance of culture even in a virtual model with contractors
- The process of learning who their ideal clients are
- Why producing leads for clients isn’t enough to help them succeed