Agency Unfiltered

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[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.

2023-12-06

Accelerating Growth with Category, Industry, and Platform Specialization

Adi 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 opportunities that are present within the cannabis industry—especially around CRM, customer platforms, and the power of integrating dispensary point of sale data with customer data.

43 min
2023-11-29

Prospecting & Lead Generation Tactics That Work for 2024

Lara 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 from sales reps and sales conversations, and what the Market Launcher team does today that can help others improve and/or accelerate their own prospecting efforts. And based on Market Launcher’s expertise in the enterprise, Lara and Terri-Lyne also discuss how these early sales conversations change as you move upmarket.

40 min
2023-11-15

Parental Leave Planning & Continuity in the Client Experience

Angela 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 made aware, how the transition is positioned, and how Angela’s team mitigates any client concerns or reservations. Lastly, apart from staffing, we hit on the other operational measures and processes she’s put into place to ensure continuous service delivery.

39 min
2023-11-08

Scaling Delivery with a LATAM-based Team

Carlos 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 talent pool: both financial and skill-based. And for other US-based HubSpot partners looking to follow suit and grow a team outside of the US, Carlos offers his perspective on how to do it successfully—including how to anticipate the necessary changes across operations, communication, collaboration, and more.

46 min
2023-11-01

Partner GTM with a Recommended Tech Stack and App List

Matt 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 talk about Matt’s approach to building that list, the qualification process he uses in determining what apps and integrations he wants to add to the list, and the relationships he makes with the app partners themselves. We also talk about how this manifests in the sales process—from discovery questions to inform his app recommendations, objection handling and navigating pushback or potential aversion to increased software costs to accelerate the sales process and close new deals.

45 min
2023-10-25

Launching a Verticalized Sub-Brand

Brian 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 healthcare to talk HIPAA compliance. Specifically with HubSpot, we talk about implementation for their healthcare clients that supports and meets their needs regarding HIPAA and privacy.

46 min
2023-10-11

Implementing the Four Day Workweek

Hannah 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 with clients, she talks about the announcement out to clients, the initial receptiveness, and the increased accountability she now had to deliver results. We wrap with impact to the business—from the trickle down impact on numbers and KPIs over to the culture, work-life balance, and employee experience.

41 min
2023-10-04

Evolving ABM with an Account-Based RevOps Strategy

Ryan 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 ideal ABR strategy execution looks like with HubSpot—both with the functionality available natively and with their recommended apps and integrations plugged in. They then share how this can manifest in the sales process, including the value propositions to use, the right discovery questions to ask, the blockers you can remove, which opportunities to seek out first, and the ABM tools you should integrate in first.

41 min

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[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.