Ep. 33 - Finding win-win opportunities in the margins with Dan Johnston, CEO of WorkStep

We knew that Dan Johnston, CEO of WorkStep had a great story about how they’ve shifted the go-to-market strategy as they’ve expanded post series B--especially for B2B SaaS marketers that have had to make the case for patience.

That’s in here, but the overall story is much bigger than that.

Having started managing a third-party logistics warehouse that imported trampolines, Johnston noticed something unsettling. It was staffed primarily with temp workers fraught with hidden costs. 

Not only is there constant turnover and constant training, but there’s also a detrimental human impact. Workers can’t move up in the organization and lose $5-$6 per hour in the spread.

People shouldn’t be treated as cogs in a machine. They have valuable skills that are critical to the success of an organization. They’re talent. 

That was the problem to solve. Starting small, WorkStep limited itself to Portland, Oregon where they provided software solutions that make it easy to directly employ frontline workers for their supply chain roles.

Starting small also gave them a big opportunity to learn about what their customers and their employees really need—to reduce turnover at scale.

Recently, WorkStep wrapped up a $25-million Series B fundraise to add fuel to what’s already working, and the best part is that the entire ecosystem wins. 

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