Strategy at Scale

What does it take to build a $2 billion business—not from scratch, but from inside a legacy corporate giant?Tushar Amin has the answer.A seasoned strategy executive, Tushar led a transformative initiative within one of IBM’s most traditional business units—a flat-growth, high-margin division many saw as a cash cow. Where others saw constraints, he saw opportunity. By reframing IBM’s aging global infrastructure as a strategic asset, he helped create a fast-growing, globally competitive services business—without dismantling what already worked.In this episode, you’ll learn:How Tushar uncovered a horizon-two growth opportunity hidden within a horizon-one business.Why identifying profit pools in the ecosystem is more impactful than conventional market sizing.The alignment framework he used to connect go-to-market, offerings, and delivery—and scale fast.How to gain organizational buy-in for long-term bets, even when they challenge short-term margins.Why a credible value proposition rooted in real differentiation is the key to pricing power.This is more than an intrapreneurial success story—it’s a masterclass in seeing strategic opportunity where others don’t.Let’s dive in with Tushar AmiThanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks, Verne Harnish of Scaling Up, and the team at Growth Institute.

Dave Whorton has spent decades at the highest levels of Silicon Valley—working alongside industry legends at Kleiner Perkins, co-founding pioneering companies like drugstore.com and Good Technology, and eventually charting a different course with Tugboat Institute. His focus? Evergreen businesses—companies built to last, guided by purpose, and driven by sustainable growth.In this episode, Dave shares his journey from venture capital to founding the Tugboat Institute, where he champions a different way of building companies—one that rejects the high-risk, high-reward mentality of VC-backed startups. We dive into his new book, Another Way: Building Companies that Last… and Last… and Last, co-authored with Bo Burlingham, exploring the core principles of evergreen businesses and how they defy conventional wisdom.Tune in to learn:Why many of the tech giants VCs celebrate (like Google and Microsoft) actually took minimal venture funding—and what that means for founders.How the explosion of the VC market has changed how businesses are built—and why that’s a problem.The "Evergreen 7Ps" framework and how they guide companies toward sustainable, long-term growth.Real-world examples of evergreen businesses that prioritize steady growth, pragmatic innovation, and people-centered leadership.Let’s dive in with Dave Whorton.Thanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks, Verne Harnish of Scaling Up, and the team at Growth Institute.

Many founders dream of turning a big idea into a lasting company. Sabrina Herrera has done it—again and again.As part of the founding leadership at Genomma Lab, one of Mexico’s most successful pharmaceutical and personal care companies, she helped shape a brand known for category-defining products and direct-to-consumer innovation. Under her leadership, Genomma became the first in its industry to go public on the Mexican Stock Exchange and expanded into more than 20 countries.But Sabrina didn’t stop there.Over the past two decades, she’s launched wellness brands, backed startups, served on boards, and mentored the next generation of entrepreneurs. Known for her strategic clarity, sharp financial instinct, and human-centered leadership, Sabrina brings a rare combination of heart and execution to everything she touches.Today, she’s transforming Regina Romero—a 40-year-old handcrafted leather shoe brand—into a modern, tech-driven business with global ambitions. It’s not just a rebrand; it’s a reinvention.In this episode, you’ll hear:How Sabrina helped Genomma scale beyond MexicoThe hardest lessons she’s learned as an investorWhy execution always beats vision aloneHow to evolve a legacy brand without losing its soulWhy an obsession with product quality is non-negotiableLadies and gentlemen, Sabrina Herrera.Thanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks, Verne Harnish of Scaling Up, and the team at Growth Institute.

In this episode of Strategy at Scale, we sit down with Matt Wallach, co-founder of Veeva Systems, one of the most successful enterprise software companies in the life sciences industry. While many companies craft visionary strategy statements, Matt reveals why execution—not strategy—is what truly sets high-growth companies apart.You’ll hear how Veeva redefined cloud-based solutions for pharmaceutical companies and the pivotal choices that fueled their rapid rise—from a startup to a public company generating nearly $2.75 billion in annual revenue. Matt shares a behind-the-scenes look at how the team prioritized discipline, customer selection, and strategic patience to win in a highly regulated industry.Tune in to learn:Why choosing the right first customer can make or break your businessThe strategic reasons Veeva became a Public Benefit CorporationWhy saying “yes” to every customer request is a recipe for failureHow “thinking slow” can accelerate long-term successThe decision-making crossroads at scale: new markets vs. new productsMatt’s story is a masterclass in execution, focus, and discipline in scaling abusiness. Let’s dive in with Matt Wallach.Thanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks, Verne Harnish of Scaling Up, and the team at Growth Institute.

When I asked Verne Harnish, who he recommended we interview to gain insights into effective scaling strategies, Steve Hall was one of the first names he mentioned—and for good reason. As the founder of driversselect, Steve transformed the used car retail industry through innovative business practices and a strong organizational culture that drove exceptional performance. His journey culminated in a successful acquisition by Sonic Automotive, one of the largest auto retailers in the U.S.What sets Steve apart is his ability to combine analytical thinking with heartfelt leadership. He not only mastered the operational and financial levers necessary to outpace competitors—such as minimizing inventory costs, maximizing turnover rates, and streamlining cash flow—but also fostered a culture that aligned with these strategic goals. This dual focus resulted in reduced employee turnover, heightened engagement, and a scalable business model that stands the test of time.In this episode, we delve into:How Steve pinpointed inefficiencies within the used car industry and crafted a business model to capitalize on them.The four core values that enabled him to cultivate a high-trust, high-performance culture.Why prioritizing employee retention was just as crucial as boosting inventory turnover—and the strategies he implemented to achieve both.His unique approach to leadership development, emphasizing continuous feedback over traditional annual reviews.The role of strategic transparency, particularly during challenging times, as a competitive edge.Key lessons in scaling that any entrepreneur can implement in their own journey.Steve’s story exemplifies the art of scaling with both precision and purpose. Let’s dive in with Steve Hall.Thanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks, Verne Harnish of Scaling Up, and the team at Growth Institute.

Selling a business is one of the most significant strategic decisions an entrepreneur can make. But how do you ensure that you're maximizing your company's value when it's time to exit? David McCombie, founder of McCombie Group and author of Selling Your Business with Confidence: A Practical Playbook for Mid-Market Owners, has spent the last 15 years advising business owners on structuring deals, navigating M&A, and ensuring they sell on their own terms.David’s journey—from lawyer to McKinsey consultant to investment banker—has given him a unique perspective on business valuation, private equity, and strategic exits. His expertise has made him a trusted advisor to family offices, private investors, and entrepreneurs looking to scale and sell their companies.In this episode, David shares insights that will fundamentally change the way you think about your business's long-term value and exit strategy, including:How revenue models impact business valuation—what potential buyers are really looking for.The biggest mistakes entrepreneurs make when selling their business and how to avoid them.How private equity firms structure deals—and why business owners should think the same way.Why strategic planning for an exit should start long before you’re ready to sell.Whether you're actively considering an exit or simply want to position your business for long-term success, David’s expertise will help you approach business valuation and deal-making with confidence.Let’s dive in with David McCombie.Thanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks, Verne Harnish of Scaling Up, and the team at Growth Institute.

Charlie Horn’s journey from entrepreneur to industry disruptor is a masterclass in strategic scaling. As the founder of ScriptSave, he revolutionized consumer access to prescription drug savings, transforming a simple idea into a billion-dollar business. Today, through 5Lights Group, he continues to champion emerging ventures that challenge the status quo.A core challenge in scaling any business is monetization—who pays, when do they pay, and on what basis? Charlie’s experience at ScriptSave highlights how rethinking revenue models can unlock scalability and profitability. His story is not just about growth, but about building self-sustaining business models that scale efficiently.In this episode, Charlie shares key insights on:The economic principles behind scalable businesses—why large markets and high-margin models are crucial. The evolution of his revenue model at ScriptSave—from early struggles to a breakthrough monetization strategy. How to build a company culture that prioritizes efficiency and innovation. Why companies like Amazon, Google, and Nvidia scale successfully—and what lessons smaller businesses can learn from them. Charlie’s approach will challenge the way you think about scaling your own business—from revenue strategy to sustainable growth.Let’s dive in with Charlie Horn.Thanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks, Verne Harnish of Scaling Up, and the team at Growth Institute.

Julie Copeland’s journey to becoming CEO of Arbill is one of transformation, resilience, and strategic reinvention. Founded in 1945 by her grandfather as a laundry business for industrial gloves, Arbill evolved into a leader in workplace safety solutions.Julie grew up witnessing both the challenges and opportunities of entrepreneurship, with her father navigating a difficult path and her mother charting her own creative course. After forging her own path in data warehousing, Julie joined Arbill in 1997, eventually taking the reins in 2005.Faced with a transactional business model and stiff competition, she pivoted Arbill toward a bold new vision: helping companies build world-class safety environments through innovative products, education, and consulting. She transformed a traditional low margin business into a high margin solutions company with deep, loyal client relationships. Today, Arbill partners with organizations to not only meet but exceed their safety goals, ensuring that every worker goes home safe.In this episode, Julie shares her insights on leadership, innovation, and how focusing on mission and purpose can drive both impact and growth.We’ll cover:The pivotal strategic shift that transformed Arbill’s business model How Arbill developed a structured rhythm for strategy execution Why aligning to a higher purpose is consistent with achieving higher profitsUltimately, Julie’s transformational strategy points to the power of combining three important strategic concepts: picking the right Total Addressable Market, appealing to a higher value Job to be Done, and serving customers with higher customer lifetime value. In other words, find the right number of valuable, underserved customersLet’s dive in with Julie Copeland.Thanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks, Verne Harnish of Scaling Up, and the team at Growth Institute.

Brian Scudamore, the founder and CEO of O2E Brands, shares his inspiring entrepreneurial journey from a McDonald's drive-through to building 1-800-GOT-JUNK? and more. He emphasizes his unique 'painted picture' vision process that aligns teams around shared goals. Scudamore discusses the impact of a people-first culture on business growth, showcasing how nurturing employees leads to better customer service. He also explores the challenges and triumphs of integrating multiple brands while maintaining independence, along with practical leadership habits that drive success.

Many rapidly scaled companies won through channel strategy – finding or creating a new path to customers. Consider: Dell – Sold directly to consumers, bypassing traditional retailers. Salesforce – Delivered CRM via the cloud, avoiding on-premise installations. Apple – Opened its own stores, reducing dependence on third-party retailers. Amazon – Created an online marketplace, disrupting physical retail. Netflix – Shifted from DVDs to streaming, bypassing cable providers. Tesla – Sold cars directly online, skipping traditional dealerships. Warby Parker – Sold eyewear directly online, avoiding retail optics stores. Uber – Connected drivers and riders via an app, replacing dispatch services. Your channel strategy is one of the most important sets of strategic choices you will make. It may very well determine the success or failure of your enterprise.  So, how do you pick which channel to pursue and assess what it takes to win in that channel? Well, Connie Shephard knows.  Connie Shepherd is an executive and strategist with over 35 years of experience in some of the world’s leading CPG companies, including P&G, Kellogg’s, Starbucks, Hershey, and Bumble Bee Foods. Throughout her career, she has built a proven track record of successfully opening up new channels. Her insights will help us better select which channels to serve and how to win in the channel, which as you will hear, involves building top teams across marketing, sales, strategy, and revenue management functions. She has done this across 32 consumer product categories and 21 different distribution channels. She is known for her strategic acumen, able to quickly assess and translate business needs into the pivotal choices that lead to sustainable growth. Most recently as SVP of Strategy and Commercialization for Bumble Bee Seafoods, she was responsible for managing a $1.02 billion P&L. In three years, the company achieved over $18 million EBITDA growth year over year. In this episode, gain insights from several of her success stories: How Connie led a complete overhaul at Bumble Bee Foods, focusing on strategy, structure, and talent. How she brought the Starbucks store experience to retail with innovations like the "signature aisle." Turning Kellogg's smallest region into a growth driver by breaking down barriers and leading teams. Testing new channels through rapid test-and-learn experiments at P&G. Transforming Hershey’s approach by changing key performance metrics to drive better results. Ladies and Gentlemen, Connie Shepherd.  Thanks for listening! This episode is brought to you by Kaihan Krippendorff of Outthinker Networks, Verne Harnish of Scaling Up, and the team at Growth Institute.