Owning the Outcome

In this week’s edition of Agency Unfiltered, we talk to Lara Triozzi, CEO of MarketLauncher. We discuss her focus on prospecting and lead development efforts specifically targeting C-level executives. We talk about the approach other firms need to take for their clients when targeting the C-suite, where and how it intersects with ABM, and how to best identify when C-suite is the right point of contact you need to sell to.We then discuss FANS, or formal account, new success—and the revenue attributed to FANS may surprise you...

Brendan Tolleson and Matt Bolian, co-founders and CEO and CRO of RevPartners grew to the Diamond tier of HubSpot’s Solutions Partner Program faster than any other partner before them. We talk about what RevOps means to their team and the problems they solve by offering RevOps support.

Jonathan Franchell, CEO and Founder of Ironpaper, talks us through his team’s approach to building up their roster of senior leadership positions. He shares his process for assessing the need for various Director-level candidates, how he balances internal and external candidates, and when he knew it was time to add folks that don’t correlate to billable hours.

Brian Shilling, VP of Sales and Client Strategy at TSL Marketing, shares his team’s commitment to “renewing their vows” with HubSpot and the partner program. What does this mean for TSL and their team? How does this change the way they source and manage talent? Brian shares the approach, the early results, and his recommendations for new partners.

Heather Park, Managing Partner at Rent Bridge, joins the show to talk about the PMOS, or Property Management Operating System, the unified property management automation solution built entirely on HubSpot. Heather discusses the experiences that lead to the property management niche, the nuts and bolts of the PMOS, and the balance between templates and custom setup.

Noah Berk, Co-Founder of OBO, joins the show to talk about how his agency was able to consolidate the focus areas and services they offered their clients. Noah talks about the value in pulling back from “full-service”, how he identified what to focus on, and the implications this had on people, process, growth and the client experience.

Alex Moore and Ryan Burkett, senior partners at Stratagon, sit down to talk about people development—more specifically, people development in the newly remote-first world. They share the tools and processes they use for supporting growth, aligning collaborators, and building teams that embrace diverse communication styles and preferences.

Angela Pointon, President of 11 out of 11, comes on to talk about content marketing and how to scale it out as a service offering. We talk about onboarding subcontractors to systems, processes, and a standard of quality, how to enable a client’s thought leadership in content, and finding the right clients for a content marketing engagement.

Spencer Powell, CEO of Builder Funnel, and his team have gone all in on specialization—all the way up his agency’s name. He walks us through the decision to align so tightly to an industry, the benefits he sees across his agency’s flywheel, handling prospects with competing businesses, and the impact specialization has on team development.

Peter Lang, CEO of Uhuru Network, shares his team’s acquisition strategy. We talk about the process for sourcing potential acquisitions, indicators to look for from potential sellers, how he validates “fit”, and when he decides to walk away. And for those acquisitions that do close, we talk about team integration and the people, process, and tools that make them go as seamless as possible.