The B2B Growth Blueprint

Mark Osborne
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Interviews with Founders, Investors, Advisors, and CEOs at Boutique Professional Services and Early-Stage B2B SaaS andTech Firms who share the Systems and Processes that led to their initial success and scaling. Ideal for Entrepreneurs, Founders, Co-Founders, CEOs, Presidents as well as Marketers, Sales Leaders or Investors who want to take their B2B SaaS, Tech, or Services firm to the next level of growth. Focus on predictable, scalable solutions built on solid marketing principles, not chasing growth hacks, gaming algorithms, dumping money into ads that don't work, or drowning in unqualified leads. Hosted and moderated by Mark Osborne, author of the #1 Best-Selling Book "Are Your Leads KILLING Your Business?"

  1. 1H AGO

    Why Are Startups Turning to Latin America for Scalable Growth with Brian Samson

    Brian Samson, a three-time founder, general partner at Hangten X Capital, and host of The Nearshore Café, shares his remarkable journey from San Francisco's startup ecosystem to building thriving companies in Latin America. After discovering the resilience and adaptability of Latin American professionals, Brian recognized the region's untapped potential and began connecting U.S. businesses with exceptional LATAM talent. His story reveals how embracing volatility, cultural fluency, and creativity can turn challenges into opportunity.  He breaks down the real differences between offshoring, onshoring, and nearshoring, highlighting how same-time-zone collaboration, shared language, and mutual cultural understanding make nearshoring a powerful growth strategy. For early-stage startups and scaling businesses, nearshoring enables rapid hiring, faster product development, and greater cost efficiency—while maintaining high-quality work and strong IP protection.  Quotes:   "When I first arrived in Argentina, I realized that in volatility lies opportunity, and within uncertainty lies incredible potential."  "You can't just buy your way to sales. As a founder, you have a magic card that opens doors—use it before you delegate it."  "People in Latin America grow up learning how to adapt, solve problems, and stay creative under pressure, which makes them exceptional partners for fast-moving startups."  Takeaways:  Nearshoring bridges cultural and operational gaps by keeping teams in similar time zones while reducing costs by up to 70%.  Latin American professionals bring unmatched adaptability, creativity, and problem-solving skills to U.S. companies.  Founders should lead sales early on to understand the process, build the playbook, and refine messaging before scaling.  Start small, build confidence and case studies, and grow gradually into larger markets and opportunities.  Conclusion:  Brian Samson's experience demonstrates that nearshoring isn't merely a cost-saving strategy—it's a mindset shift toward smarter global collaboration. By recognizing the strength of Latin America's talent pool and combining it with founder-led initiative, startups can achieve exponential growth while maintaining agility and authenticity. His story is a blueprint for modern entrepreneurship: embrace change, stay close to your customers, and see opportunity where others see risk.  Links Mentioned:  Website: https://plugg.tech  Guest Links:  LinkedIn: https://www.linkedin.com/in/briansamson/

    40 min

  2. 2H AGO

    How Can Companies Stay Exit-Ready and Build Long-Term Value with Carter Gaither

    In this episode, Mark Osborne sits down with Carter Gaither, a corporate strategy and finance expert, to uncover the secrets behind successful M&A deals in today's changing market. Gaither breaks down how tariffs, interest rates, and global shifts are transforming the deal-making landscape from fast, frothy activity to strategic, cautious acquisitions. He reveals why businesses should always be exit-ready, how to build a winning support team, and the key to positioning your company as the hero of your sale story—not just the founder. Tune in to learn how to future-proof your business strategy and thrive in a volatile market. Quotes: "Always be ready. Always be ready." "If the main character of your story is you, you're not ready." "You want to be in a position where, if you get that offer, if an offer comes across the phone, you're ready, right? And you're going to get maximum value." Takeaways: Always be ready to sell—operate your business as if sale is always possible. Reduce reliance on owners/key people; build strong teams and processes. Make finance/operations strategic, not just administrative. Use process and accountability to improve work and culture. M&A market is slower; patience and preparation are important. and continuity beyond any single founder. Conclusion: Companies should always be prepared for exit opportunities by building strong, independent teams, implementing effective processes, and treating finance as a strategic asset, especially in a challenging M&A market where patience and readiness yield the best results. Links Mentioned:  Guest Links:  LinkedIn: https://www.linkedin.com/in/cartergaither/

    29 min

  3. NOV 8

    The Secret to Startup Success: Nearshore Talent, Smart MVPs, and the Right Advisors with Roger Einstoss

    Bringing an idea to life is one of the greatest challenges for founders—especially those without technical backgrounds. How do you go from concept to code without giving away half your company? How do you find the right talent, and what role does culture play in making products succeed? Roger Einstoss, founder of Braintly, helps U.S. startups and SMBs connect with top software engineers from Latin America. Since 2013, his company has worked with global brands like Volkswagen, Nikon, and T-Mobile—helping founders bridge technical gaps, launch products, and scale efficiently. In this episode, Roger shares his insights on building tech teams, the advantages of nearshore development, and why trusting expert advisors can make or break a startup's journey. Quotes: " When you start creating a company with someone, it's like your wife or husband. You'll go through good times and bad times—so don't give away 50% of your company just because you need someone to code. " " Developers in Latin America aren't robots—they'll ask why. That mindset builds better products because every line of code should solve a real problem. " " Having good advisors or a coach changes everything. You need someone outside your ego who can help you see what you don't. " " Founders often build an MVP that's not really an MVP. Focus only on what you need to test your idea—not on every future feature. " Takeaways: Don't rush to find a technical co-founder. Many founders simply need a great developer or fractional CTO, not a permanent equity partner. Cultural alignment matters. Nearshore teams in Latin America offer similar time zones, strong English skills, and a collaborative mindset that enhances product outcomes. Trust and delegation fuel growth. Founders must focus on sales, vision, and leadership—not micromanaging button colors or minor tech details. Advisors accelerate progress. Working with mentors, coaches, or industry experts provides critical outside perspective and emotional balance on the entrepreneurial journey. Simplify your MVP. Test the core idea before building every feature; perfecting scalability can wait until you have users and feedback. Conclusion: Early-stage companies can achieve growth by identifying key turning points, seeking Success in startups isn't just about having a great idea—it's about execution, trust, and collaboration. By leveraging skilled nearshore talent, focusing on essentials, and surrounding yourself with the right advisors, you can turn vision into a scalable, sustainable business. As Roger puts it, "You don't have to be a superhero—you just have to build the right team." Links Mentioned:  Guest Links:  Guest Links: LinkedIn: Roger Einstoss - https://www.linkedin.com/in/rogereinstoss/  Website: Braintly.com - https://www.braintly.com/

    27 min

  4. NOV 8

    From Founder to Freedom: How to Plan Your Business Exit the Right Way with Todd Krough

    Planning for the next stage of your business doesn't mean the end—it means taking control of your future. But for many founders, the thought of "exit planning" feels uncomfortable. How do you prepare to leave the company you built without losing what you've created—or yourself in the process? Todd Krough, a seasoned Wealth Advisor at UMB Bank, brings over 30 years of experience helping business owners prepare for what's next. As President of the Exit Planning Institute's Twin Cities Chapter and a Certified Exit Planning Advisor (CEPA), Todd helps entrepreneurs understand the true value of their business, bridge the "value gap," and plan for life beyond ownership. In this episode, Todd shares how to build a business that's both enjoyable to run and ready to sell, the importance of having a trusted advisory team, and how to approach exit planning with clarity instead of fear. Quotes " It's very difficult for business owners to part with their company—it's like a second or third child. That's why we say: grow or go. Either build it to where it needs to be or prepare to transition it confidently. " " Most owners have 90% of their wealth tied up in their business. Seeing that on paper changes everything—it gives them clarity and urgency. " " The most trusted advisor is often the wealth advisor, because we're there before, during, and after the sale. We see the full journey. " " Exit planning isn't just about selling—it's about helping a business continue, protecting employees, families, and communities. " Takeaways 1. Start early and assess often.  Exit planning isn't a last-minute task—it's a long-term strategy that strengthens your business today and secures your future tomorrow. 2. Understand your value gap.  Many business owners don't know their true valuation. Identify how much you need for your next chapter, and whether you need to grow before you go. 3. Build a team-based approach.  Coordinate your wealth advisor, CPA, attorney, and business coach so everyone is aligned. Working in silos reduces value and increases risk. 4. Prepare your business to run without you.  Owner dependency scares buyers and limits freedom. Strengthen leadership and systems to make your company more sellable—and easier to manage now. 5. See your wealth beyond the business.  Diversify into investments, retirement accounts, and philanthropy planning to reduce risk and increase peace of mind before and after an exit. Conclusion Exiting your business shouldn't be a rushed decision—it should be a strategic evolution. With proper planning, the right advisors, and a clear understanding of value, you can create freedom, security, and a lasting legacy. Whether you're looking to grow or go, Todd Krough reminds us: planning ahead isn't just smart business—it's peace of mind. Links Mentioned Guest Links: LinkedIn: Todd Krough: https://www.linkedin.com/in/todd-krough-cepa%C2%AE-66520021/ Email: todd.krough@umb.com Website: UMB Bank - https://www.umb.com/ Exit Planning Institute Twin Cities Chapter: EPI Twin Cities - https://exit-planning-institute.org/chapter/epi-twin-cities-chapter

    22 min

  5. NOV 1

    Scaling Revenue in Fintech: The Proven Process for Winning Bank Buyers with Stacy Bishop

    Imagine pouring everything into building a breakthrough fintech solution — only to hit a wall when it's time to sell into banks and enterprise buyers. It's not the technology holding you back… it's the go-to-market strategy. For many founders, especially technical ones, this is the painful bottleneck that stalls growth and burns investor confidence.    In this episode, Stacy Bishop — a 25+ year revenue leader in banking and financial technology — reveals what actually moves deals forward in highly regulated industries. She explains why traditional B2B playbooks often fail in fintech, and how founders can shift from "pitching features" to building trust, alignment, and momentum inside complex buying organizations.    Quotes:    "You can have the best product in the world — but if the bank doesn't know how to buy it, you're not getting the deal."    "Slow down to go fast. A thoughtful sales process accelerates revenue more than brute-force activity."    "Great sellers don't chase champions — they create them by simplifying the internal journey."    Takeaways:    Winning in fintech requires process maturity, not just product innovation — buyers need a clear path to adoption and compliance.  Discounting isn't a strategy — value clarity and stakeholder alignment close deals faster and stronger.  The fastest-growing fintechs invest early in sales and marketing readiness, long before they feel "big enough" to do so.    Conclusion:  This conversation reminds us that enterprise success isn't about chasing every opportunity — it's about equipping customers to say yes. By prioritizing enablement, credibility, and the realities of how banks buy, fintech leaders can unlock consistent revenue growth and build companies that last.    Links Mentioned:  Website: stacybishop.com      sellingfintech.kit.com/e1ec3c973c    Guest Links:  LinkedIn: https://www.linkedin.com/in/stacybishop

    27 min

  6. NOV 1

    The Hidden Risk in Your Exit: Why Most Business Owners Aren't Ready to Sell with Marc Barbeau

    Imagine spending years — maybe decades — building a successful company, only to discover when you're finally ready to sell… you can't get the value you deserve. For many middle-market business owners, this is exactly what happens. Whether due to lack of preparation, unclear financials, or misalignment with investors, the dream exit can quickly become a disappointing reality.  In this episode Marc Barbeau, Vice President of Business Development at Forte One Capital, breaks down what truly drives a successful exit — especially in today's private equity-dominated market. He shares why so many owners underestimate the timing and strategic planning required, and how bringing in the right partners early can dramatically increase valuation and ensure long-term continuity for the business and its people.  Quotes:  "You can run a great company and still be unprepared for a sale — buyers are looking at value differently than you are."  "Most owners wait too long. The best exits happen when planning starts years before the decision to sell."  "Private equity isn't just capital — it's alignment. The right partner can take your vision further than you could alone."  Takeaways:  Exit planning is not a transaction — it's a multi-year strategy that should align owner goals, operational readiness, and financial transparency.  Understanding buyer priorities is key to maximizing valuation and attracting the right kind of partner.  Private equity can be a powerful growth engine when expectations and values align from the start.  Conclusion:  This conversation highlights one essential truth: if you want a successful exit, you must think like a buyer long before you become a seller. By preparing early, investing in professional advisory, and prioritizing strategic growth, business owners can secure outcomes that honor their legacy and unlock the future they've worked so hard to build.  Links Mentioned:  Website: forteonecapital.com  Guest Links:  LinkedIn: linkedin.com/in/marc-barbeau-cepa-0386a74

    28 min

  7. OCT 26

    The Power of Systems and Alternative Funding for Small Business Success with Kim Folsom

    Are you a founder in the $1M–$10M range, striving to scale your service-based business without giving up control or burning out? Kim Folsom, founder and CEO of Founders First Capital Partners, champions a transformative approach: helping entrepreneurs just like you gain access to growth capital, build recurring revenue, and evolve into effective business leaders. Drawing on her experience founding six startups, raising over $30 million, and supporting hundreds of founders, Kim's methods are rooted in discipline, adaptability, and continuous peer learning.    Kim stresses the importance of architecting your business for sustainable growth, harnessing systems and capital options that align with the unique journeys of women- and minority-led businesses. Her approach: set clear milestones, prioritize recurring revenue, seek the right support, and evolve your mindset as your company enters new phases.    Quotes:  "The importance of not just having a great idea, but the ecosystem…is key. You need to have a great distribution system to be able to scale."  "Setting goals—and having the discipline of weekly, monthly, quarterly reviews—is foundational."  "What got you here won't get you there... As companies grow, it's very important that they evolve—and evolve the advisors that they use."    Takeaways:  Build Recurring Revenue: Move away from project-dependent business models to create stable, predictable cash flow.   Systematize Growth: Use tested frameworks (Lean Startup, EOS) to set, review, and adapt business goals.   Peer and Advisor Networks: Join groups of similar-stage founders to learn, grow, and "look around the corner" for what's next.   Capital Fit: Understand all funding options—venture, revenue-based, working capital—and match them to your real needs.   Evolve Mindset: Be willing to change your own role—and your team's—as you hit new revenue milestones.    Conclusion: By combining deliberate systems, the right capital, and growth-minded networks, founders can move beyond day-to-day survival and build thriving, sustainable businesses—without sacrificing control or vision. Kim Folsom's strategies focus on empowerment, inclusivity, and preparing service-based businesses to scale with support.    Links:    • Website: foundersfirstcapitalpartners.com   • LinkedIn: linkedin.com/in/kimtfolsom

    33 min

  8. OCT 20

    Building Sales Foundations and Driving Sustainable Growth in AI and Exit Planning with Susan Cashion

    Digital transformation and sustainable revenue growth are top priorities for modern businesses, but many face challenges such as stalled sales, founder-led organizations, and lack of process. In this episode of the B2B Growth Blueprint Podcast, host Mark Osborne welcomes fractional Chief Revenue Officer Susan Cashin to discuss strategies for overcoming these hurdles. Drawing on her experience helping companies scale from start-up to exit, Susan shares her approach to sales process, team building, and how AI tools are changing the landscape for both sales and exit planning.  Key Takeaways:  Sales as a Structured Process – True growth requires more than hustle; businesses need repeatable systems, documentation, and effectiveness metrics.  Hitting Revenue Roadblocks – Companies often plateau at certain revenue marks ($1M, $5M, $10M, $50M). Breaking through requires foundational work in people, process, and performance.  AI and Automation in Sales – AI is best used as a productivity tool. It automates note-taking, lead generation, and enables affordable, custom sales playbooks, allowing salespeople to focus on human connection and consultative selling.  Founder Dependence Hinders Value – Founder-driven sales may grow revenue, but reduce company value for buyers. Transitioning to scalable, documentable systems and teams is critical, especially for planned exits.  Preparing for a Successful Exit – Companies with documented processes, diversified customer bases, and team-driven sales achieve higher valuations and attract more buyers.  Emotional Side of Change – Many founders struggle when old strategies no longer work. Outside consultants bring structure, clarity, and hands-on support.  Selected Quotes:  "Sales is the revenue-generating department. Without a foundation—people, process, and performance—you can't scale or exit successfully."  "AI won't replace salespeople, but those who embrace AI will outpace those who don't."  "The more valuable you are to your company, the less valuable your company is—documenting and delegating is key to exit value."  "Growth starts with the right people, strong processes, and clear metrics. That's how you create sustainable, repeatable results."  Conclusion: Sustainable business growth and successful exits don't happen by accident—they require structured sales foundations, a willingness to embrace new tools like AI, and a shift from founder-led to team-driven organizations. Leaders who invest in process, empower their teams, and plan for the future are best positioned to adapt, grow, and maximize their company's value in every stage of the journey.  If you're a founder or leader feeling sales stall or struggling to scale, connect with Susan Cashin for tailored strategies and hands-on implementation.    Connect with Susan Cashion:  Website:  growthwiseconsultinginc.comt  Linkedin: linkedin.com/in/susancashion

    34 min
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Interviews with Founders, Investors, Advisors, and CEOs at Boutique Professional Services and Early-Stage B2B SaaS andTech Firms who share the Systems and Processes that led to their initial success and scaling. Ideal for Entrepreneurs, Founders, Co-Founders, CEOs, Presidents as well as Marketers, Sales Leaders or Investors who want to take their B2B SaaS, Tech, or Services firm to the next level of growth. Focus on predictable, scalable solutions built on solid marketing principles, not chasing growth hacks, gaming algorithms, dumping money into ads that don't work, or drowning in unqualified leads. Hosted and moderated by Mark Osborne, author of the #1 Best-Selling Book "Are Your Leads KILLING Your Business?"

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