Agency Unfiltered
127 episodes - English - Latest episode: 7 months ago - ★★★★★ - 18 ratings[NEW EPISODES EVERY WEDNESDAY] Agency Unfiltered is a weekly podcast that features interviews with agency owners around agency operations and agency growth. Nobody knows how to scale agencies better than those that are doing it, and they're happy to share an unfiltered look into what has worked—and what hasn't. Hosted by Kevin Dunn.
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Episodes
Accelerating Growth with Category, Industry, and Platform Specialization
December 06, 2023 14:34 - 43 minutesAdi Jagannathan, the CEO and co-founder of OpenFlow, joins the show to talk about OpenFlow's journey from being a CRM software and industry agnostic firm to deeply specializing in the cannabis and dispensary industry. Adi shares the challenges he faced while operating agnostically, the evolution of his agency’s business model, and how his category specialization (RevOps), industry specialization (cannabis), and software specialization (HubSpot) came to be. He also shares the unique opportunit...
Prospecting & Lead Generation Tactics That Work for 2024
November 29, 2023 14:17 - 39 minutesLara Triozzi and Terri-Lynne Anderson, CEO and Sales Manager at Market Launcher respectively, join the show to talk about prospecting and lead generation. With both perspectives, we get to talk about both the broad evolution of B2B prospecting and the cyclical nature of how sellers must change their approach to reach prospective buyers and the tactical approaches that work best from someone on the front lines. We talk about the current state of prospecting, what businesses are looking for fro...
Parental Leave Planning & Continuity in the Client Experience
November 15, 2023 14:29 - 39 minutesAngela Pointon, President of 11 out of 11, joins the show to talk about employee extended leave—and offers tips on how you can plan for things like parental leave without destroying your P&L or the client experience. Angela walks us through her approach staff-wise, how she manages a mix of both full-time and contract employees to maintain flexibility, and when, where, and how redundancies and coverage models are established. We also talk about how it’s handled on the client-side—how they’re m...
Scaling Delivery with a LATAM-based Team
November 08, 2023 10:00 - 46 minutesCarlos Corredor, CEO and cofounder of Condor Marketing and Staffing Agency who’s here to talk about how he’s grown his agency past 70+ employees primarily through a delivery team based in Latin America. We discuss the history of Condor and its growth trajectory and Carlos’s philosophy on building a LATAM-based delivery team while targeting and working with US-based clientele. We get into employment types, full time vs. contract vs. freelance, and the key benefits for tapping into this LATAM t...
Partner GTM with a Recommended Tech Stack and App List
November 01, 2023 12:38 - 44 minutesMatt Smith, CEO and Founder of 1406 Consulting here to talk about two things: first, his entry into the HubSpot partner ecosystem via the old sales partner program—which we now know as the Provider program. We talk about 1406’s origination and beginnings, how they started as a HubSpot partner, and how its navigated the ecosystem through today. Second, we talk about tech stack and platform consulting—and how important it is to go to market with a recommended tech stack for his clients. So we t...
Launching a Verticalized Sub-Brand
October 25, 2023 14:05 - 45 minutesBrian DeKoning and Duncan Craig, partners at Raka, join the show to talk about Raka Health—a new verticalized sub-brand launch geared towards healthcare and life science brands. They discuss the launch and how they made the call to formalize this specialization into its own brand. And with the launch of Raka Health, they share the changes they had to make structurally, operationally, within their processes and to their overall GTM strategy. Lastly, we dig into their expertise within healthcar...
Implementing the Four Day Workweek
October 11, 2023 13:07 - 40 minutesHannah Collins Lee, co-founder and CEO of Second Mile, joins the pod to talk about one of the hottest topics in the business world: the four day work week. Hannah shares how the team ideated on, tested, and then fully implemented for Second Mile—and she walks us through what it now looks like in practice. She outlines exactly how the processes, operations, and employee expectations had to evolve to allow for this shift and how it now manifests in the team’s client engagements. Specifically wi...
Evolving ABM with an Account-Based RevOps Strategy
October 04, 2023 13:32 - 41 minutesRyan Burkett, Director of Marketing and Operations at BrandGen.io, and Galen Dow, Director of Business Development at BrandGen.io join the podcast to talk about ”ABR”, or an account-based RevOps strategy, which presents a significant revenue opportunity for solutions partners and agencies as the next evolution of account-based marketing (or ABM). Ryan and Galen start by contrasting ABM vs. ABR, including the importance of having it orchestrated within a CRM, and then they walk us through what...
The Tech-Enabled Path Towards Scale
September 27, 2023 13:06 - 40 minutesMatt Bolian, CEO and cofounder of Supered, brings his unique perspective from both the solutions partner and now app partner side on why managed services, agencies, and other people-centric organizations can be difficult to scale. Matt shares why a scaling strategy is so important, how partners should be prioritizing pathways towards scaling, and what opportunities are in front of those partners who are able to leverage the right systems, teams, processes, and technologies for scale. We then ...
Selling and Servicing Frameworks from a Growing Partner
September 13, 2023 13:23 - 43 minutesThis week's guest is Tom Richard, CEO and Co-founder of Unlimited Tech Solutions. As his organization knocks on the door of becoming an Elite-tiered solutions partner, Tom shares the selling and servicing frameworks that have proven to be successful in aiding his team's growth. We start with how he frames his organization in the ecosystem (and the name Unlimited Tech Solutions provides a great hint). We talk about the win-win approach his team takes to selling—regardless of whether it's pitch...
Evolving Your Sales Strategy as a Small (and Growing!) Agency
August 30, 2023 17:18 - 41 minutesChristopher Nault, Founder and CEO of Growth on the pod to talk about balancing small teams and sustainable growth. Chris walks us through how his team navigated the transition from traditional marketing agency to revenue generation and ops consultancy, a move that I know many partners are either thinking about or actively doing themselves, including actionable insights for others to apply to their own organizations. We then get into sales, where we learn about how Growth’s sales efforts have...
Growing an Agency YouTube Channel (and Lead Engine) to 1.2M Views
August 23, 2023 14:02 - 37 minutesTyler Samani-Sprunk, Chief Marketing Officer at Simple Strat, joins the show and pulls the curtain back on HubSpot Hacks—the highly successful YouTube channel the Simple Strat team manages to the tune of 18,000+ subscribers and 1.2 million video views. Tyler opens up to the history of HubSpot Hacks, where and how it began, and how it operates today. We discuss those early days, how the initial pilot was structured, how they measured success, and the methods used to accelerate its growth and s...
A Community Builder's Guide to Community-Led Growth
August 16, 2023 14:25 - 37 minutesDan Moyle, HubSpot Advisor at Impulse Creative and the instructor for HubSpot Academy’s community building bootcamp, joins the show to share his perspective on community-led growth and why it's such an important concept and strategy for solutions partners to anchor to. We dig into the specifics around building communities, around your organization and as a paid service for your client’s organizations, and Dan gets into the tactics for turning community into a powerful growth lever. We discuss...
HubSpot for Education & Deep Niche Alignment
August 09, 2023 13:51 - 41 minutesGemma Price, CEO of HubGem, shares the history of HubGem and the path that led her towards specialization around the education space. We talk about the benefits of niche alignment for her team, her clients, and for the relationships she’s cultivated within HubSpot’s sales organization. Gemma also shares the risk partners face when making the decision to niche and the important considerations for after the fact—like hiring and training employees and resourcing accounts, to prospecting, sales c...
Operationalizing AI-Powered Solutions and Processes
August 02, 2023 14:48 - 37 minutesKevin Barber, founder of Lean Labs, joins the pod to share his POV on the opportunities in front of HubSpot solutions partners with generative AI. He shares the ways in which his team has begun leveraging AI, what’s been replaced in their internal processes, and what’s been augmented and improved. We talk about the AI-prompt-powered solutions the team has both piloted and formally rolled out, like the Outline Optimizer and the Script Scrutinizer, and how Lean Labs handles the integration of t...
The Advantages to Maintaining a Lean Team (in both Sales and Servicing)
July 26, 2023 13:28 - 36 minutesNeil Clarke, Digital Director at Quattro, joins the pod to discuss his process for building, maintaining, and prioritizing a small team—and how a lean operation has its advantages to both selling and servicing clients. Neil walks us through those advantages, value propositions, and how it manifests into Quattro’s go-to-market—including why & how it can be an attractive option for prospects comparative to larger organizations. We also talk about the intersection of team size and technical apti...
Culture & Sales: Dan Tyre's Strategy for Achieving Scale & Sustainable Growth
July 19, 2023 13:32 - 51 minutesDan Tyre, a 16-year veteran of HubSpot, head of the Lion community, facilitator of Academy’s bootcamp strategy (most notably the Pipeline Generation Bootcamp), and longtime advocate, resource, and friend to many in the solutions partner community joins the pod to talk about the two things he says are the most important aspects of scaling your business as a HubSpot partner: culture and growth.For culture, he shares actionable steps and the things you can do *right now* to improve your ability ...
Driving Sales Performance with a Sales Enablement Strategy
July 12, 2023 16:26 - 42 minutesDani Buckley, Vice President and General Manager of LeadG2, joins the show and shares with us her team’s strategies for securing sustainable growth as a services provider. Our primary discussion is around sales enablement, and while they offer sales enablement services to their clients, Dani shares what sales enablement looks like for her team, including the methodologies, resources, playbooks, processes, and technologies that have been put into place. And as a remote, distributed team, we d...
Synergy & Strategy: Unlocking Growth Through "Sister" Agencies and Partnerships
June 28, 2023 13:34 - 46 minutesTara Gearhart, owner of T Media Consulting, joins the show to discuss (1) established relationships with “sister agencies” and (2) the strategies that have allowed Tara, as a small business owner, to achieve sustainable growth and to carve out success as a Platinum tiered solutions partner. For partnerships, we talk about how & why she’s sought out relationships, how these help support her menu of services, protect her key areas of focus, and how these relationships appear on the client-facin...
Unlocking Operational Efficiencies with Private Client Portals
June 21, 2023 13:09 - 42 minutesJeff Bell, President of Mindscape, joins the pod to talk about Service Hub—and how they built in a client portal through Knowledge Base and Help Desk where clients can access embedded reports unique to their business, viewing recordings of trainings and videos custom built for them, submitting tickets to their points of contact at Mindscape, and more. Jeff shares structurally how it was built, how his developers unified the UX and menu with the Mindscape website, how private content is hosted...
Scaling Small Teams with Solutions-Based Selling
June 14, 2023 09:00 - 35 minutesChristopher Barnett, Founder of WORQFLOW, joins the podcast to explore solutions-based selling as a catalyst for scaling small sales teams. He explains its intersection with RevOps and how it can give partners an edge in competitive scenarios with other CRMs. Christopher also delves into multi-Hub selling, shares how it enhances the value of HubSpot, spotlights his favorite Hub "pairings", and compares it with the common "land and expand" strategy. The episode rounds off with his approach to ...
Navigating the Proliferation of Artificial Intelligence
June 07, 2023 11:21 - 45 minutesBryan Byler, Director of Solutions Architecture at Mole Street, is here to talk about artificial intelligence—specifically, how partners can navigate the growing proliferation of AI-powered solutions and technologies. He outlines a number of use-cases that partners should consider incorporating into their work streams, tools that enable those use-cases, and how he keeps pace with the rapidly evolving AI landscape. We then move over to Mole Street’s performance within the HubSpot ecosystem, an...
Powering Agency Efficiencies with Generative AI
May 24, 2023 14:15 - 42 minutesRich Wood, CEO of Six and Flow, joins the podcast to share his team’s experimentation with generative AI. He discusses what drove the initial interest, the guardrails he’s set for his team, and how he’s begun integrating it into his workstreams, processes, and more. Rich also shares some thoughts on how to onboard a larger team to generative AI use and upskill a team’s “AI-savvy-ness”—including prompt creation, templatization, and the human “sense check” reviewal of outputs. We then discuss h...
Accreditation Applications Built to Pass (from a 3x-Accredited Partner)
May 17, 2023 13:46 - 50 minutesSamuel Banks, Head of Implementation at Fuelius—a solutions partner who has been awarded three accreditations, joins the podcast to share how he identifies the work his team does as being well aligned with a specific accreditation, and how others can determine their readiness and eligibility. He shares the actual application preparation process, including who was involved across the team, the project management approach applied, the time and bandwidth required, and how to leverage the prepara...
How to Maximize HubSpot Academy for Accelerating Your Career
May 10, 2023 12:20 - 46 minutesWe’re less than ONE WEEK away from World Certification Week 2023—so George B Thomas, owner of George B Thomas, LLC and longtime HubSpot Academy advocate, joins the show to walk us through the role HubSpot Academy has played throughout his career and life journey, and the impact he’s seen from achieving certifications by the dozens. We get into this year’s World Cert Week event, what his plan is, and his recommendations for others to approach it with intention. And knowing George has navigated...
Scaling New Hire Onboarding with Academy Certifications
May 03, 2023 09:00 - 34 minutesThe countdown to World Certification Week 2023 has begun! From May 15th through the 19th, HubSpot will donate five dollars for every certification awarded during that week to nonprofits dedicated to expanding access and opportunities for education around the world. So it makes sense that for this week’s episode, Penina Shtauber, a Director of Digital Marketing at ScaleOps, comes on the show to talk about her team leverages HubSpot Academy certifications to scale new hire onboarding efforts an...
Selling Into & Servicing the Enterprise
April 26, 2023 09:00 - 43 minutesRod Moynihan, CEO of B.A.C., joins the show to share insights from his years of experience sitting on both sides of the SaaS partnership table. He offers his perspective on what solutions partners need to operationalize to be ready to engage with corporate, enterprise, and upmarket buyers—and how they can “earn the right” to have a seat in those discussions. We discuss the importance of deeply understanding your customers, domain, and industry—and how those evolve from serving SMBs and midmar...
Change Management and Ensuring Post-Implementation Adoption
April 19, 2023 09:00 - 36 minutesSam Anderson, CEO and cofounder of Origin63, joins the podcast to discuss her journey in becoming a technical consultant for upmarket HubSpot customers. Sam walks us through the team's original pivot to technical consulting services and how the needs of upmarket business change, become more specialized, and require thorough, post-implementation support. As Sam mentions, the actual implementation of technology is only 50% of the actual rollout—and successful change management is what truly ens...
HubSpot's Strategic Objectives and Partner Vision w/ CEO Yamini Rangan
March 29, 2023 09:00 - 42 minutesYamini Rangan, HubSpot’s Chief Executive Officer, joins the show to share her vision for the HubSpot solutions partner program, HubSpot’s own strategic objectives for 2023+, the opportunities ahead for solutions partners, and her recommendations for how partners can thrive in the ecosystem. We start by checking in with her original vision statement for the partner program from a few years ago—and get her take on how HubSpot and partners are doing in realizing that vision together. We then div...
Leveraging a Connected Platform with RevOps & HubSpot's Operations Hub
March 22, 2023 14:48 - 40 minutesJim Delaney, CEO of Traction.ai, who’s here to talk about his perspective on revenue operations, HubSpot’s Operations Hub, and the importance of a connected platform. We start with Jim’s definitions for both connection and revenue operations—and the relationship between the two. He also shares how businesses can self-evaluate when their business may be ready for RevOps support (or the types of questions partners should be asking to uncover the need). Jim also shares how he sells the value pro...
Market Like a Human (and a Focus on Quality vs. Quantity)
March 15, 2023 14:05 - 40 minutesThis week, we have on Dustin Brackett, CEO and Founder of Hive Strategy, and author of the brand new, just-released book “Market Like a Human”. In our conversation, Dustin explains what it means to "market like a human" and how a focus on quality over quantity can solve the problems prevalent today in marketing and sales strategies. We also talk about the crisis of disconnection and how Dustin’s methodology helps reestablish connection with your audience. He also shares how he thinks about th...
Expand Services and Improve Margins with Hapily, a HubSpot Ventures Portfolio Company
March 08, 2023 14:41 - 39 minutesThis week, we have on both Connor Jeffers, Founder and CEO of Aptitude8, and Brandon Greer, Head of HubSpot Ventures, to discuss the launch of hapily. Last week, HubSpot announced an investment into A8 Labs, the app studio founded by Aptitude8, to launch as its own software company—which has now been rebranded as hapily. Brandon walks us through the history of HubSpot Ventures and his perspective on hapily’s addition into our investment portfolio. He shares what sort of criteria the team look...
Shifting from Agency to Revenue Performance (and Planning for the Future)
March 01, 2023 13:29 - 35 minutesWe're joined by Patrick Biddiscombe, CEO of New Breed, who just recently was announced as HubSpot’s North American Partner of the Year. Patrick joins the show to talk about New Breed’s shift from traditional marketing agency to a revenue performance management firm. He offers his perspective and definition of revenue performance management, what led to New Breed’s shift, and how it has impacted service offerings, ideal client profiles, prospecting and pipeline management processes, and his te...
Winning Upmarket with Revenue Intelligence and Knowing Your "Closed Won DNA"
February 08, 2023 15:06 - 37 minutesThis week, we have Patrick Thorp, co-founder and CRO of Ebsta, on the podcast to discuss the move upmarket and the importance of deep, actionable sales and revenue intelligence. Patrick starts the episode with tips and tactics for go-to-market teams looking to effectively engage upmarket businesses, including moving from lead-based to account-based strategies, the importance of phone calls over emails (and other saturated channels), the right metrics for measuring productivity, and the value ...
Solving Sales Problems with an Event-led Marketing Strategy
January 25, 2023 14:10 - 43 minutesKatie Street, founder of Street Agency, comes on the podcast to explain that marketing is oftentimes the solution to a business’s sales problem. Katie starts off by explaining why, and how marketing (specifically, content and brand marketing) can meaningfully contribute to an org’s sales efforts. We also talk through, and unpack, the successful event-led strategy Katie and her team leverage, through both in-person and virtual, webinar-based events, to accelerate her sales efforts—and how othe...
ChatGPT and AI-Fueled Agency Disruption
January 18, 2023 15:21 - 45 minutesThis week, we’re joined by Paul Roetzer, founder and CEO of the Marketing AI Institute, who breaks down the emergence, and seemingly overnight sensation, of ChatGPT and how it’s set to disrupt agencies, services providers, and HubSpot solutions partners in 2023. Paul starts by explaining what ChatGPT and generative AI tools are, what they allow users to do, and how to design your prompts for the desired outputs. He then shares how AI tools like ChatGPT present an immense opportunity for agenc...
Sustained Growth Through an Apprenticeship Program
January 11, 2023 14:21 - 32 minutesThis week, we’re joined by Emma Lynch, Managing Director and Founder of BBD Boom, who comes on to discuss her team’s growth through a successful apprenticeship program. Emma starts with where and how it started and carries us through what it looks like today. She shares what she looks for when seeking out a local college or university, and the things she finds make a good college partner. We discuss the programs and candidate pools, and effective ways for finding and selecting the right candi...
The Playbook for Running Customer Success in HubSpot
January 04, 2023 14:13 - 42 minutesStuart Balcombe, Product Marketer at Arrows, joins the podcast to discuss how organizations can run customer success functions in HubSpot and why it can be so valuable in delivering a connected customer experience. Stuart highlights the benefits of using HubSpot for customer success, including ease of process creation, cross-org visibility of data and the customer journey, efficiencies and opportunities automation, and more. We discuss customer-facing plans, what they are, their importance in...
Inbound Demand Generation & Adapting to Changing B2B Buyer Trends
December 21, 2022 14:59 - 45 minutesPhil Vallender, Director of Blend Marketing, joins the show to discuss changing B2B buyer preferences and his team’s method for adapting. As Phil notes, buyers are attempting to remain as anonymous as possible, with a strong partiality for data privacy, the avoidance of cold calls and spam messages, and a general disinterest in a seller’s “lead nurturing events”. Phil offers his read on changing preferences and what his team does to enable buyers to self-serve through the buyer’s journey and ...
Global Teams & Productizing Technical, Complex Service Offerings
December 14, 2022 14:27 - 43 minutesMandy Thompson, Founder and CEO of Digital Reach Online Solutions, joins the show to talk about both her approach to building a globally distributed team and a big bet the team is making on productizing the complex end of HubSpot services—like API integration deployment. Mandy starts with her approach to building global teams, including the human-centric principles the team anchors to, the methods for establishing a company culture, and how she drives accountability across the team. From ther...
Revenue Generation and Accelerated Sales Velocity via Sales Automation
December 07, 2022 15:57 - 41 minutesSean Katz and Carlos Pantoja, co-founders of Optima Solutions, joined the podcast to talk about improving sales performance, and accelerating sales velocity, with automations. They first set the scene on their ICPs, or ideal customer profiles—sharing the types of orgs, sales team sizes, org chart makeups, and key problem areas—that benefit most from their team’s automation services. We then get tactical, with Sean and Carlos walking us through which tasks and functions are prime for automatio...
Achieving the B Corporation Certification
November 30, 2022 14:46 - 47 minutesNick Redding, Managing Director of Reddico, joins the show to talk about his organization’s journey to being certified as a B Corporation, or B Corp. As Nick explains, B Corps give as much consideration to their social and environmental impact as they do to their financial returns, and so he starts our conversation off with explaining what this means for Reddico, the process it takes to become eligible and then certified, and what about becoming a B Corp was attractive for his team. We also a...
Betting on Connection at the Human, Platform, and Customer Levels
November 02, 2022 13:41 - 42 minutesBen Rubin, VP of Revenue at Remotish, joins the show to share his perspective on the age of the connected customer and the resulting big bets he sees his organization making as we prepare for 2023. Ben digs into the importance of human connection, and how it manifests itself in sales calls, client engagements, and hiring pipelines—citing that even in B2B communications and interactions, it’s human-to-human. He also digs into the value of a connected platform and access to data that covers the...
Leveraging the App Ecosystem for Improved Services and Customer Value
October 26, 2022 17:46 - 40 minutesDax Miller, Head of Product for A8 Labs, joins the show to talk about app development and the opportunities in front of solutions partners. He shares his thoughts on how partners should be thinking about, and leveraging, the app ecosystem as a conduit to sell more services and improve the value they bring to their clients—including use-cases and success stories A8 Labs has seen with other partners. Dax then shares his perspective and process for public app development—and whether more solutio...
HubSpot Admins and the Opportunity for Partners
October 19, 2022 13:48 - 37 minutesThis week, HubSpot Academy’s own Kyle Jepson joins the show to talk about HubSpot admins. As HubSpot’s resident admin advocate, champion, Kyle shares his definition of a HubSpot admin, the responsibilities they own, and things they must know inside of HubSpot. Kyle talks through the differences between admins and solutions architects—and how he views the distinctions, contrasts, and overlaps between those two functions. And through that lens, he also shares what opportunities exist for soluti...
Connected Data & Consolidated Tech Stacks: How to Drive ROI with RevOps Consulting
October 05, 2022 14:13 - 38 minutesNatalie Furness, CEO of Rev Ops Automated, joins the show to talk about revenue operations. Our conversation though starts with data, how triaging disjointed and unactionable datasets helps solve the crisis of disconnection spoken about from INBOUND22. We also talk about tech stack audits and consolidation—how she manages that process for clients, how it differs based on customer size, maturity, and complexity, and how it represents such a large opportunity for a quick, and significant return...
Deep Vertical Alignment & Prospecting Through Your Podcast
September 28, 2022 14:36 - 24 minutesComing to you from the partner space at INBOUND22, Karim Bouras, the founder of Nile, jumps on the show to share the big bets his team is making as we approach 2023 as a means of triaging the saturation and commoditization of inbound services. Karim highlights two major bets—first, specialization around an industry and a deep investment into the marketing strategy for this specific industry. Karim shares the channels in which he focuses his time to connect with these best-fit prospects—includ...
Betting on Technical Consulting & Complementary Services Provider Partnerships
September 21, 2022 13:37 - 18 minutesThis episode was recorded LIVE from the Partner Hub at INBOUND22. Becky Murphy, Managing Director and co-founder of BabelQuest, joins the podcast to talk about the big bets her team is making as we approach 2023 as a means of triaging and saturation and commoditization of inbound services. Becky shares how she’s thinking about the channels and means of engagement her team is using for their next stage of growth. Specifically, she explains how formalized partnerships with complementary service...
A Special Preview of the Partner Experience at INBOUND22
August 31, 2022 13:46 - 29 minutesToday, we have on Justin Graci, Principal Marketing Manager at HubSpot. Justin is responsible for a number of enablement initiatives for our solutions partner community, and today, he previews the exclusive solutions partner experience at INBOUND. Justin starts by explaining why INBOUND is such a special and exciting event for partners specifically, walking us through opportunities available for networking, knowledge sharing, prospecting, and delighting clients. He shares how our partners can...
Cutting Through the Inbound Retainer Noise with Business Process Design
August 24, 2022 13:59 - 39 minutesToday on the podcast, we have on Jens Sundell, Chief Revenue Officer at Kaksio Labs. Jens shares his team's growth story as a partner and the team's intentional decision not to get into the traditional inbound marketing retainer business. We discuss what drove that decision and how they instead found their niche in consulting for business process design. We then dig into exactly what business process design is—including what it looks like in a sales process and as a client engagement. Jens al...