All Dots Connected

All Dots Connected
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Welcome to All Dots Connected, where we discuss the keys to scaling growth stage companies. Each episode uncovers the *aha* moments that propelled the most successful growth-stage companies past seemingly insurmountable hurdles and stalled growth. David Manela, Paul Hurley, and Zan Bennett talk to the world’s leading growth stage founders, investors, CEOs, CFOs, CROs and CMOs share their insights.

  1. AUG 8

    The New Marketing Playbook with Carolyn Pollock, Prev. CMO @ Tailored Brands

    Carolyn Pollock has spent over 20 years helping iconic brands navigate massive change, delivering record EBITDA for Tailored Brands (owner of Men’s Wearhouse), being recognized as one of Adweek’s AI Trailblazers Power 100, and guiding teams through digital transformation. In this episode, Carolyn joins host Paul Hurley to unpack how marketers can successfully leverage advanced analytics and AI without losing sight of brand-building fundamentals. Carolyn explains why the next generation of marketing leaders will be generalists, not specialists, and outlines a clear framework for thriving in an AI-driven future. Listen in as Carolyn shares: How Tailored Brands uses sophisticated analytics and testing frameworks to confidently invest in brand-building. The critical role of incrementality testing and market-specific experiments for proving marketing ROI. Why marketers must shift from specialists to generalists to stay ahead of AI disruptions. Her playbook for effectively leading teams through transformative changes and uncertainty. Tune in now for an essential conversation on the future of marketing, leadership through uncertainty, and how to win by balancing creativity and analytics.

    44 min

  2. JUL 22

    The Retail CEO's Playbook for Surviving a "Black Swan a Year”

    In this episode, Paul sits down with Sarah LaFleur, the founder and CEO of M.M.LaFleur, to reveal the battle-tested playbook she used to navigate near-catastrophe and build a resilient, profitable business. What do you do when your revenue crashes by 50% overnight? Or when your primary lender goes bust, giving you just two weeks to raise $3 million? Sarah shares the raw, unfiltered story of her journey—from tutoring to make ends meet in the early days to facing a "black swan a year" in the brutal world of retail. She offers a masterclass in leadership, grit, and the psychological fortitude required to turn existential crises into defining strengths. This conversation is essential listening for any entrepreneur, executive, or leader who has ever felt like a failure, faced imposter syndrome, or questioned if they have what it takes to keep going when everything is on the line. ➡️ In This Episode, We Discuss: (00:00) Introduction to Sarah LaFleur's extraordinary story (00:49) Growing Up Between Cultures: The Diplomat Father & Entrepreneur Mother (03:38) The Pivot: Why She Chose Bain & Co. Over a Life in International Development (09:37) The Startup "Dog Years": Tutoring for 3 Years to Make Ends Meet (12:54) The Mission That Kept Her Going: "The World is a Better Place When Women Succeed" (19:26) When You Feel Like a Failure (22:47) The Truth About Leadership: Why Being a CEO is an "Acting Job" (33:34) The COVID Crisis: How M.M.LaFleur Survived a 50% Revenue Crash (37:18) The 3-Step Crisis Playbook (45:33) The Scariest Moment: Lender Goes Bust, Forcing a $3M Raise in 2 Weeks (49:09) Bento: Relaunching an Idea Profitably After Failure (55:43) Final Thoughts: Finding the Art and Science in Business and Leadership CONNECT WITH OUR GUEST: Learn more about M.M.LaFleur: https://mmlafleur.com/ Connect with Sarah LaFleur on LinkedIn: https://www.linkedin.com/in/sarah-miyazawa-lafleur-530ab1a/ CONNECT WITH THE HOST: Connect with Paul Hurley on LinkedIn: https://www.linkedin.com/in/paulhurley2/

    57 min

  3. JUN 14

    The Future of Pickleball: The Selkirk Sport Story with Co-Founder and Co-CEO Mike Barnes

    In this episode, Mike Barnes, Co-Founder and Co-CEO of Selkirk Sport, takes us inside the explosive growth of pickleball, and how he positioned Selkirk as one of the most innovative brands in sports today. Mike and his brother Rob turned an obscure game into a cultural phenomenon. From pioneering digital marketing to creating highly specific brand personas, Mike shares exactly how Selkirk Sport transformed from an under-the-radar startup into pickleball’s premium brand. We cover: Why real opportunities lie in markets nobody else is chasing How to build a compelling brand that resonates across generations and skill levels Mike’s contrarian approach to marketing, product innovation, and international growth Insights into maintaining a drama-free, high-performance company culture at scale If you’re building a brand, leading a team, or simply curious about the business behind the fastest-growing sport in America, don’t miss this episode. Listen to the full episode wherever you get your podcasts, and subscribe for more deep dives into how top entrepreneurs and leaders connect the dots.

    50 min

  4. JUN 3

    The Starbucks Playbook and More, with Tom Barr

    Tom Barr, CEO of Sono Bello and former Starbucks executive, knows that innovation doesn’t always follow the numbers. In this episode of All Dots Connected, Tom shares rare behind-the-scenes stories about how some of Starbucks’ biggest hits (including the Pumpkin Spice Latte) defied data and relied on intuition and curiosity instead. Tom also dives deep into his experience scaling Sono Bello from under $100 million to over half a billion dollars in revenue, explaining why relentless growth and rallying your team around a higher purpose is critical to sustained success. We cover: The untold story behind Starbucks’ legendary Pumpkin Spice Latte How customer confusion sparked Starbucks’ powerful “customization” strategy Why sometimes the smartest business decision is to ignore the data Leading your team through uncertainty and scaling during crisis Why relentless growth and a clear purpose beat quarterly targets every time Whether you’re an executive, entrepreneur, or marketer, Tom’s stories will challenge how you think about innovation, growth, and leadership. Listen and subscribe for more episodes of All Dots Connected.

    59 min

  5. MAY 20

    From Nike to Wilson to Duluth Trading: Garth Weber on Brand-Performance Synergy, Creative Risk, and Driving Predictable Growth

    In this episode of All Dots Connected, Paul Hurley sits down with marketing leader Garth Weber, whose experience spans iconic brands like Nike, Adidas, Wilson, and now Duluth Trading Company. They explore the delicate balance between brand-building and performance marketing, how to foster creativity within measurable frameworks, and the evolving art of making bold strategic bets while managing risk. Garth shares powerful stories and tactical insights from his career—highlighting his approaches to testing and scaling, lessons in creative resilience, and how leading brands create emotional connections that drive predictable, sustainable growth. Tune in to learn how top marketers blend vision, data, and courage to build remarkable brands. #MarketingStrategy #BrandBuilding #PerformanceMarketing #CreativeLeadership #MarketingInsights

    58 min

  6. MAY 13

    How Brands Scale with Data‑Driven, Finance‑First Marketing — with Mark Friedman

    Zan Bennett sits down this week with digital marketing veteran Mark Friedman, who has shaped strategies for iconic brands such as Brooks Brothers and Steve Madden. In this conversation, Mark shares invaluable insights drawn from decades of navigating digital transformation, unpacking how brands should truly measure marketing effectiveness beyond generic benchmarks like ROAS and CAC. He emphasizes why first-time buyers shouldn’t be mistaken for loyal customers, the real strategic purpose of loyalty programs, and how capturing first-party data can unlock powerful consumer insights. Zan and Mark also dive into the rapidly evolving world of AI-driven commerce, discussing how innovations like ChatGPT could soon redefine how consumers shop and interact with brands online. This episode is essential listening for CMOs, marketers, and founders who want to align their financial and marketing strategies for sustainable, data-driven growth. Subscribe for more in-depth conversations with industry leaders transforming the marketing landscape.

    46 min

  7. MAY 6

    How ThirdLove’s Heidi Zak Built (and Rebuilt) a $100M Brand

    Every entrepreneur faces cycles of boom and bust—but few manage to thrive through both. Heidi Zak, Co-founder and CEO of ThirdLove, didn’t just build a direct-to-consumer powerhouse; she kept it alive and profitable through turbulent economic swings. In this episode, Heidi reveals how she navigated the crushing realities of fundraising drying up overnight, pivoting from aggressive growth-at-all-costs to a disciplined, profitability-driven approach. She shares critical lessons on finding (and losing) product-market fit, transitioning to omnichannel strategies, and why relentless customer obsession is the secret to lasting success. We also explore how ThirdLove leveraged data to unlock growth, avoided decision paralysis, and why Heidi still personally reads customer reviews every morning, a decade later. Whether you’re scaling a startup, pivoting your business model, or simply navigating tough economic headwinds, Heidi’s hard-earned insights are a masterclass in resilience.

    51 min

  8. APR 30

    The Playbook for Predictable Revenue, Agile Teams, and Profitable Scaling, with Tamara Loehr, Co-Founder of Enterprise Growth Systems (EGS) & Concertina

    Most founders chase rapid growth through endless fundraising—but what if your biggest growth lever is already hidden inside your own business? In this episode of All Dots Connected, Paul Hurley sits down with entrepreneur and growth advisor Tamara Loehr to unpack her revolutionary approach to scaling businesses without relying on external capital. Tamara shares her unique Red-Blue-Black framework—an agile, practical method for identifying cash flow inefficiencies, building lean yet high-performing teams, and reinvesting the freed-up resources into predictable, scalable growth. You’ll also learn why most companies misunderstand what “predictable revenue” really is, how mismanaged data is costing you 40% of your ad spend, and the critical difference between disciplined “Eagle” founders and distracted “Magpie” entrepreneurs. Key insights from the episode: The Red-Blue-Black framework: How to identify and reallocate wasted cash flow. Predictable Revenue Explained: Why real predictable revenue isn’t what most founders think. Single Source of Truth: How data clarity directly impacts profitability and reduces wasteful spending. The Eagle vs. Magpie Approach: Why focus, discipline, and repeatability drive sustainable success. Why Growth-Stage Businesses Are Fragile: How operational streamlining is crucial to survival and profitable scale. Filled with actionable advice, real-world stories, and clear strategies, this episode is a must-watch for founders and executives determined to unlock the next stage of profitable, predictable growth. Timestamps: 0:00 – Introduction to Tamara Loehr & Episode Overview 4:30 – The 3 Pillars Every Business Must Master (Profit, Predictable Revenue, Growth Rate) 11:41 – Why Limited Capital Can Be a Strategic Advantage 16:18 – Introducing Tamara’s Red-Blue-Black Framework 27:44 – Case Study: Freeing Millions in Hidden Cash Flow 31:29 – Example: Cutting CPA by 64%, Dramatically Increasing Leads 46:42 – How Poor Data Management Eats Up 40% of Ad Spend 48:11 – Eagle vs. Magpie: What Type of Founder Are You? 49:54 – Final Advice: De-risking Your Growth Strategy

    50 min
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Welcome to All Dots Connected, where we discuss the keys to scaling growth stage companies. Each episode uncovers the *aha* moments that propelled the most successful growth-stage companies past seemingly insurmountable hurdles and stalled growth. David Manela, Paul Hurley, and Zan Bennett talk to the world’s leading growth stage founders, investors, CEOs, CFOs, CROs and CMOs share their insights.

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    All Dots Connected
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