Frank Growth

Jason Shafton
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Frank Growth is a sharp, execution-first podcast about how companies actually grow. Hosted by Jason Shafton, it features candid conversations with founders, operators, and investors who are in the work right now. The focus is real decisions: distribution, demand, pricing, org design, incentives, and what breaks once the early playbooks stop working. No hype. No recycled advice. Just clear thinking from people accountable for outcomes.

  1. Why Your Lead Gen Keeps Failing with Matt Putra

    16 小時前

    Why Your Lead Gen Keeps Failing with Matt Putra

    Episode #216: Matt Putra — Cracking paid lead gen for a services businessHow to lower lead costs by teaching instead of pitching.For service founders stuck with expensive, inconsistent lead flow. Matt Putra of EightX explains how he finally cracked lead generation for his fractional CFO business after spending $150,000 over 18 months on cold email, outbound, hiring, and agency support that did not work. The breakthrough came when he stopped trying to force a funnel and started running simple paid ads built around genuinely useful tools for e-commerce operators. He shares how a CAC spreadsheet offer dropped his cost per lead from $11,000 to $20, what his five-minute ads actually look like, and how he thinks about payback periods, inventory risk, and marketing spend across the brands he advises. The conversation also covers the operating cadence he uses to align demand, supply, and finance and why inventory strategy is often the biggest growth leak in e-commerce. What you’ll hear Why lead gen for services often fails when the offer is not clear enough How Matt structures five-minute paid ads around spreadsheets, tools, and AI workflows Why cold email, outbound, and agency-led efforts underperformed for his business How to use CAC, LTV, payback periods, and inventory analysis to make better growth decisionsChapters 00:00 — The ad that dropped CPL from $11,000 to $20 02:41 — The failed experiments: cold email, outbound, hiring, and agencies 05:56 — What the ads look like and why they convert 08:50 — The biggest financial mistake e-commerce founders make 12:23 — Diagnosing growth problems and missed ROI 14:15 — When to spend more on marketing and when to pull backLinks & resourcesGuestMatt Putra — EightXWebsiteLinkedInCompany LinkedIn About Frank GrowthFrank Growth is a podcast about how companies actually grow—real operators, real constraints, real decisions.Hosted by Jason Shafton. Promotional links Work with Winston Francois Subscribe / Follow Jason

    23 分鐘
  2. Make Merch People Actually Wear with Jay Sapovits

    4月14日

    Make Merch People Actually Wear with Jay Sapovits

    Episode #215: Jay Sapovits — Turning branded merch into a strategic growth toolHow to stop wasting money on swag that gets ignored.For founders and operators buying merch without a plan for impact. Jay Sapovits of Ink’d Stores explains how branded merchandise becomes useful when it starts with audience, objective, and distribution instead of a last-minute product order. He shares lessons from a failed fitness brand, a pivot into on-demand apparel, and the operating choices that helped build a $5M+ branded merchandise business. The conversation covers trade show strategy, on-demand merch economics, and why a $3 difference in shirt quality can determine whether something gets worn or turned into a rag. Jay also breaks down why distribution is the step most teams forget, even when the product itself is right. What you’ll hear How to define strategic merch based on purpose, audience, and event How on-demand merch stores reduce inventory risk and preserve cash flow Why most swag fails: low-quality product choices, no planning, and weak distribution How to use merch to drive trade show engagement and other measurable outcomesChaptersTimestamps 00:00 — Why cheap swag gets wasted 02:27 — What strategic merch actually means 06:15 — The pivot from failed fitness brand to Inked Stores 09:02 — Why quality, fit, and content determine whether merch gets used 10:41 — How on-demand merch changes the unit economics 18:11 — Why budget and distribution matter as much as the productLinks & resourcesGuestJay Sapovits — Ink’d StoresEmail JayLinkedIn About Frank GrowthFrank Growth is a podcast about how companies actually grow—real operators, real constraints, real decisions.Hosted by Jason Shafton. Promotional links Work with Winston Francois Subscribe / Follow Jason

    21 分鐘
  3. Why Billionaires Pay Him a Retainer with Leigh Rowan

    4月7日

    Why Billionaires Pay Him a Retainer with Leigh Rowan

    Episode #214: Leigh Rowan — Building a premium service business without adsHow to grow a premium service business through trust, referrals, and client retention.For founders and operators building high-touch services and trying to scale without paid acquisition. Leigh Rowan, founder and CEO of Savanti Travel, joins Jason Shafton to break down how he built a luxury travel management company serving ultra high net worth individuals, family offices, VC firms, and Hollywood entertainers without ever advertising. He explains how Savanti evolved from helping entrepreneurs unlock value from points and miles into a full-service travel business built around 24-7 support, personalization, and relationships. The conversation covers how his team uses CRM workflows, SOPs, and regular standups to deliver consistent service across five continents, how they ask for referrals after delivering concrete wins, and why they have fired clients worth as much as 25% of revenue to protect the team and the business. Leigh also shares that Savanti has saved clients more than $10 million by using points and miles more strategically. What you’ll hear Why Savanti chose word of mouth over paid advertising and how that shaped client selection How the team uses monday.com, SOPs, standups, and shared context to deliver high-touch service at scale Why most people leave points and miles value unused and how Savanti turns those assets into real savings and better experiences How Leigh thinks about referrals, client feedback, hiring for judgment, and protecting culture even when revenue is at stakeChaptersTimestamps from transcript 00:00 — What luxury travel management actually means 03:22 — From points and miles to full-service travel support 07:26 — The system behind saving clients money with loyalty assets 11:42 — Why Savanti never advertised and how word of mouth compounds 17:37 — Handling travel crises, hiring for judgment, and firing bad-fit clients 21:05 — Client feedback, luxury as personalization, and how to grow by word of mouthLinks & resourcesGuestLeigh Rowan — Founder & CEO, Savanti TravelWebsite About Frank GrowthFrank Growth is a podcast about how companies actually grow—real operators, real constraints, real decisions.Hosted by Jason Shafton. Promotional links Work with Winston Francois Subscribe / Follow Jason

    26 分鐘
  4. Buy a SaaS, Skip the Startup with Doug Breaker

    3月31日

    Buy a SaaS, Skip the Startup with Doug Breaker

    Episode #213: Doug Breaker — Buying a SaaS instead of building from zeroHow to acquire a profitable SaaS with minimal upfront capital.For operators considering ownership but hesitant to start from scratch. Doug Breaker, CEO of Shoeboxed and former CEO of MD Hearing Aid, explains why he chose to buy a 20-year-old SaaS company instead of building one. After running an eight-figure DTC business, he acquired Shoeboxed using an SBA loan with only 5% down. He breaks down how he sourced deals, structured financing, evaluated distribution over tech, and identified upside in an under-marketed business with a million-person email list. The conversation covers the actual mechanics of SBA loans, due diligence priorities, and what it takes to stabilize and grow an acquired SaaS in the first 90 days. What you’ll hear How SBA loans work for SaaS acquisitions and how he structured a 5% down deal Why distribution, customer base, and cash flow mattered more than the product itself Common mistakes operators make when evaluating build vs. buy decisions How to approach your first acquisition and test interest before committing full-timeChapters 00:00 — Why buying a SaaS beats building from scratch 02:01 — From CEO-for-hire to buying Shoeboxed 03:51 — How he sourced and evaluated acquisition opportunities 04:41 — How SBA loans and deal structure actually work 06:47 — First 90 days after acquiring a SaaS 10:25 — Growth lessons and how to approach your first acquisitionLinks & resourcesGuestDoug Breaker — CEO, ShoeboxedWebsiteLinkedIn About Frank GrowthFrank Growth is a podcast about how companies actually grow—real operators, real constraints, real decisions.Hosted by Jason Shafton. Promotional links Work with Winston Francois: https://wf.team/podcast Subscribe / Follow Jason: https://www.linkedin.com/in/jasonshafton/

    22 分鐘
  5. Getting Your Mind Right for Growth with Dan Kessler

    3月24日

    Getting Your Mind Right for Growth with Dan Kessler

    Episode #212: Dan Kessler — Building organic growth beyond paid acquisitionHow to build consumer app growth without defaulting to paid media.For founders and operators scaling consumer subscription apps and looking for durable growth levers. Dan Kessler joins Jason Shafton to break down how he thinks about consumer growth across partnerships, product loops, and app portfolio strategy. Drawing on work discussed from Headspace, Citizen, and The Mind Company’s apps Elevate, Balance, and Spark, he explains when partnerships actually create value, why early teams should not treat them as a silver bullet, and how Spark was designed around sharing instead of a hard paywall. The conversation gets specific on what makes a partnership useful, how “screenshotability” drives product-led growth, and why bundling multiple apps can create more value than forcing everything into one product. What you’ll hear Dan’s framework for evaluating partnerships: audience access, brand equity, and speed Why Spark tracks screenshots and score sharing every day instead of relying on paid acquisition Why partnerships are hard to fund and measure for early-stage companies How to decide between one product, a portfolio of apps, and a bundle subscriptionChaptersTimestamps from transcript. 00:00 — Why durable consumer growth starts with product loops 01:48 — Dan Kessler’s partnership framework: distribution, brand, and speed 07:24 — When partnerships belong in the growth playbook 11:09 — Screenshotability and how Citizen turned users into marketers 13:01 — How Spark used sharing and existing users to grow 17:47 — Why The Mind Company built a portfolio of appsLinks & resourcesGuestDan Kessler — The Mind CompanyLinkedIn MentionedElevateBalanceSparkCitizen About Frank GrowthFrank Growth is a podcast about how companies actually grow—real operators, real constraints, real decisions.Hosted by Jason Shafton. Promotional links Work with Winston Francois Subscribe / Follow Jason

    26 分鐘
  6. Kill the CMO Role with Elia Wallen

    3月17日

    Kill the CMO Role with Elia Wallen

    Episode #211: Elia Wallen — Building a $2B travel platform by serving SMBs How a founder built a multi-billion dollar company in an overlooked market.For operators deciding whether to chase hype markets or serve ignored customers. Elia Wallen is the founder and CEO of Engine, a business travel platform that grew out of his earlier company Travelers Haven. What started as a corporate housing service expanded after customers repeatedly asked his team to book hotels for traveling workforces. Looking closer revealed a gap between consumer OTAs and enterprise travel management companies that left SMB travel largely unmanaged. In this episode, Elia explains how Engine built a $2B+ company by focusing on SMB customers, running high-touch outbound sales, and staying disciplined on capital while competitors raised and spent aggressively. What you’ll hear Why SMB travel was a large but ignored market between OTAs and enterprise TMCs How Engine built growth through outbound “smile and dial” sales to smaller businesses What broke when Engine expanded from hotels into flights and cars Why Elia turned down additional capital and avoided hiring a traditional CMOChapters 00:00 — Finding an overlooked gap in business travel 02:30 — From Travelers Haven to Hotel Engine 03:41 — Why SMB travel stayed unmanaged 04:16 — Building an outbound sales motion for SMBs 06:25 — Expanding from hotels to flights and cars 08:18 — Why Engine took less capital than it was offeredLinks & resources GuestElia Wallen — Founder & CEO, EngineEngine website MentionedEngine new customer offer — $250 off when you mention “Frank Growth” to your account executive About Frank Growth Frank Growth is a podcast about how companies actually grow—real operators, real constraints, real decisions.Hosted by Jason Shafton. Promotional links Work with Winston Francois: https://wf.team/podcast Subscribe / Follow Jason: Jason Shafton on LinkedIn

    18 分鐘
  7. The Art & Science of Product Marketing with Seif Salama

    3月10日

    The Art & Science of Product Marketing with Seif Salama

    Episode #210: Seif Salama — Why most product marketing fails to drive revenueProduct marketing only matters if it changes pipeline, adoption, or retention.This episode is for founders, PMMs, and operators trying to make product marketing actually impact growth. Seif Salama joins Jason Shafton to break down what product marketing really does when it works. Seif has led product marketing across companies like Google, Fanatics, Carta, and AngelList, operating at both massive scale and early-stage startup speed. The conversation focuses on the real job of product marketing: translating product truth into market truth and helping customers understand and decide—not just creating decks or launch messaging. Seif explains how positioning should be rooted in customer language, why most sales enablement content fails, and how product marketing should influence (but not own) pricing, packaging, and product decisions. What you’ll hear Why great product marketing translates “product truth” into “market truth” How positioning fails when it isn’t rooted in real customer language Why one-pagers don’t close deals—and what sales teams actually need instead How to measure product marketing when attribution is messyChaptersTimestamped chapters 00:00 — Why sales enablement one-pagers don’t close deals 01:50 — What product marketing actually does 03:15 — What separates revenue-driving PMM from slide factories 04:08 — How positioning works (and how to test if it’s differentiated) 06:42 — How great product launches are structured 11:35 — What sales enablement actually means in B2B 15:48 — Measuring product marketing impact 19:16 — What PMMs should do in their first 90 daysLinks & resourcesGuestSeif Salama — Product Marketing LeaderLinkedIn About Frank GrowthFrank Growth is a podcast about how companies actually grow—real operators, real constraints, real decisions.Hosted by Jason Shafton. Promotional links Work with Winston Francois Subscribe / Follow Jason

    23 分鐘
  8. Data Systems Designed for Scale with Pat Ryan

    3月3日

    Data Systems Designed for Scale with Pat Ryan

    HTMLEpisode #209: Pat Ryan — Building loyalty systems that protect marginsHow to design data systems that actually drive business outcomes.For operators building analytics, loyalty, or AI initiatives under real constraints. Pat Ryan, with experience at Discover, Organizing for Action, and United Airlines, joins Jason to break down what “data systems designed for growth” actually means in practice. They discuss infrastructure decisions that last decades, why loyalty programs are fundamentally data engines, and how United leaned on its loyalty program during the pandemic when flying stalled. Pat explains the difference between rewards and true loyalty, why most AI initiatives fail the path-to-value test, and what his first 90 days look like inside a growth-stage company. What you’ll hear Why every data investment needs a clear path to value How loyalty programs move customers up the value chain Where data systems break: infrastructure decisions that outlive you A practical 90-day plan: process first, then goals, then people, then strategyChaptersTimestamps from transcript. 00:00 — Why data only matters if it drives value 02:13 — Designing systems for commercial outcomes 03:50 — Infrastructure risk and long-term tech decisions 05:52 — Loyalty vs. rewards: data vs. discounting 10:08 — Why data trust is cultural, not technical 14:22 — AI hype vs. real path to valueLinks & resourcesGuestPat Ryan — United AirlinesLinkedIn MentionedDatabricks About Frank GrowthFrank Growth is a podcast about how companies actually grow—real operators, real constraints, real decisions.Hosted by Jason Shafton. Promotional links Work with Winston Francois Subscribe / Follow Jason

    19 分鐘
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簡介

Frank Growth is a sharp, execution-first podcast about how companies actually grow. Hosted by Jason Shafton, it features candid conversations with founders, operators, and investors who are in the work right now. The focus is real decisions: distribution, demand, pricing, org design, incentives, and what breaks once the early playbooks stop working. No hype. No recycled advice. Just clear thinking from people accountable for outcomes.

資訊

  • 創作者
    Jason Shafton
  • 活躍年代
    2024年 - 2026年
  • 集數
    22
  • 年齡分級
    兒少適宜
  • 版權
    © Jason Shafton
  • 節目網站
    Frank Growth