The Closing Call

Kaizen Equity Partners

Every deal has a defining moment – the closing call. Hosted by Shane Seelig and Zach Haarer of Kaizen Equity, this podcast takes you inside the stories of entrepreneurs who built and sold their companies. Hear firsthand what it takes to grow a business, navigate the sale process, and reach the finish line of an acquisition. Blending real-world deal insights with personal founder journeys, The Closing Call offers a rare look at the highs, lows, and lessons behind successful exits.

Episodios

  1. InSync’s Journey From $6M to $39M Before Its Merger with Warburg Pincus-backed Qualifacts

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    InSync’s Journey From $6M to $39M Before Its Merger with Warburg Pincus-backed Qualifacts

    Alex Sandkuhl, former VP of Sales at InSync Healthcare Solutions, shares how he helped grow the company from $6M to $39M in revenue and $10M in EBITDA, leading to its acquisition by Qualifacts in 2021. He explains the sales engine that fueled InSync’s growth, the importance of reverse-engineering outcomes for valuation, and how customer subscription financing became a breakthrough strategy. Follow Alex Sandkuhl LinkedIn – https://www.linkedin.com/in/alexsandkuhl/ Keystone Growth Advisory – https://www.keystone-growth.com/ Key Lessons & Insights • Building a scalable outbound sales model from scratch. • The role of BDRs, lead qualifiers, and AEs in creating a sales engine. • How TAM/SAM segmentation drove efficient market targeting. • Instituting accountability through compensation and culture. • Reverse-engineering valuation metrics before going to market. • Leveraging financing strategies to fund growth without dilution. • Positioning as both a platform sale and strategic acquisition target. • Lessons from post-acquisition integration with Qualifacts. • Customer subscription financing as a source of non-dilutive capital. Timestamps [00:00] Episode Trailer  [01:25] Early days at InSync and building outbound sales [03:22] First BDR hires and pipeline growth [06:44] Scaling the sales engine through segmentation [09:14] Lead qualifiers and demand generation inflection point [12:20] Driving accountability with comp plans and culture [16:27] Reverse-engineering valuation and reporting hygiene [19:33] Managing 19 bidders and positioning the company [20:32] Efficiency gains: reducing CAC and increasing margins [24:17] Post-acquisition integration with Qualifacts [27:36] Advice to founders on preparing early for a sale [30:46] Keystone Growth Advisory and building sales engines for SaaS [32:14] Customer subscription financing explained [35:02] Reflections on the journey and the closing call

    37 min
  • 1 episodio

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Every deal has a defining moment – the closing call. Hosted by Shane Seelig and Zach Haarer of Kaizen Equity, this podcast takes you inside the stories of entrepreneurs who built and sold their companies. Hear firsthand what it takes to grow a business, navigate the sale process, and reach the finish line of an acquisition. Blending real-world deal insights with personal founder journeys, The Closing Call offers a rare look at the highs, lows, and lessons behind successful exits.

Información

  • Creador
    Kaizen Equity Partners
  • Años de actividad
    2 k
  • Episodios
    1
  • Clasificación
    Apto
  • Copyright
    © 2025 Kaizen Equity Partners, LLC
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    The Closing Call