The DevLaunch Podcast

Tony Wilson, CPA, CMA
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Welcome to the Dev Launch podcast, where we bring you inspiring stories of the tech industry’s rising stars: Corporate America employees turned tech entrepreneurs. Hear how these folks took a risk in leaving their W2 job to build their enterprise, the lessons they’ve learned along the way, and what they’re doing to revolutionize the industry, one project at a time.

  1. 04/04/2025

    25-Practice What You Preach: Luke Frazier's Take as a Brand Pastor

    SummaryIn this episode of the Dev Lounge podcast, Tony Wilson speaks with Luke Frazier, Chief Growth Officer at GoodAgency, about the importance of branding in the digital age. They discuss the significance of consistency in branding, the concept of being a 'brand pastor', and the disconnect that often exists between what marketing agencies advise their clients and how they operate themselves. Luke emphasizes the need for agencies to treat themselves as clients and to live out their brand values authentically. In this conversation, Luke Frazier and Tony Wilson discuss the importance of building trust in client relationships, the need for transparency in marketing ROI, and the significance of a holistic approach to marketing that integrates sales and marketing efforts. They emphasize the necessity of expectation management in marketing initiatives and the critical timing for pulling the plug on ineffective strategies. The discussion also touches on the evolution of outbound marketing, arguing that it is not dead but rather redefined, and the importance of creativity and strategy in outreach efforts. Keywordsbranding, digital agency, brand pastor, marketing strategy, consistency, agency growth, client relationships, brand identity, marketing challenges, digital marketing, trust, client relationships, marketing transparency, ROI, holistic marketing, expectation management, outbound marketing, agency growth, revenue generation, brand strategyTakeaways Consistency is crucial for branding success.Brand pastors focus on long-term relationships with clients.Agencies often struggle to market themselves effectively.Treating your agency as a client can improve outcomes.Living out brand values is essential for credibility.Historical literature can provide insights into marketing.The market is becoming more saturated and competitive.Agencies need to adapt to changing market dynamics.Ego and time constraints can hinder agency growth.Authenticity in branding leads to stronger connections. Building trust is essential for long-term client relationships.Transparency in marketing efforts fosters trust and accountability.A holistic marketing approach integrates sales and marketing for better results.Expectation management is crucial for client satisfaction.Knowing when to pivot or stop a marketing initiative is key to success.Outbound marketing is evolving, not dead; it requires creativity.Effective marketing strategies must align with revenue goals.Understanding the client's business context is vital for marketing success.Brand strategy should underpin all marketing efforts.Agencies must communicate clear goals and expectations with clients.

    55 min

  2. 03/28/2025

    24-Breaking Through the Agency Plateau

    SummaryIn this episode of the DevLounge Podcast, Tony Wilson and Michael Wark discuss the financial challenges faced by digital agencies in 2023 and 2024. They explore strategies for overcoming financial plateaus, the importance of operational efficiency, and the need for effective cash flow management. The conversation also delves into various pricing models, emphasizing the significance of value-based pricing and the pitfalls of over-servicing clients. Michael shares insights from his experience as a fractional CFO, highlighting the importance of team structure and the impact of economic conditions on agency performance. In this conversation, Michael Wark and Tony Wilson discuss the various challenges and opportunities faced by agencies, particularly focusing on customer concentration risk, the importance of client acquisition investment, and effective marketing strategies. They emphasize the need for agencies to manage client relationships carefully, invest wisely in marketing, and maintain a balance between revenue generation and operational efficiency. The discussion also highlights the significance of expectation management in service businesses and the role of strategic decision-making in achieving sustainable growth.Keywordsdigital agencies, financial strategies, cash flow management, pricing models, agency growth, agency challenges, customer concentration risk, client acquisition, marketing spend, return on investment, expectation managementTakeaways Agencies are feeling the impact of higher interest rates.Restructuring often involves difficult decisions about staff.Operational efficiency is key to navigating financial challenges.Base camp growth allows agencies to stabilize before scaling.Cash flow management is critical for agency sustainability.Value-based pricing can enhance profitability if implemented correctly.Over-servicing clients can erode margins and profitability.Effective cash conversion cycles improve cash flow.Agencies should focus on their core competencies to succeed.Niche agencies may have a competitive advantage in the future. There's a wide barrier to entry for agencies.Customer concentration risk can be a ticking time bomb.Bigger clients can often be the least profitable.Managing client relationships is crucial for agency success.Saying no to more money requires discipline.Investing in marketing is essential for growth.Good work leads to referrals and new clients.Expectation management is key in service businesses.The numbers are just the starting point for discussions.Building relationships at scale is vital for agency success.

    57 min

  3. 03/21/2025

    23-Sell First, Market Later: Agency Go-to-Market Strategy Advice with Garrett Jestice

    Summary In this conversation, Tony Wilson and Garrett Jestice delve into the intricacies of go-to-market strategy, emphasizing the importance of understanding foundational elements such as audience, offering, messaging, and channels. Garrett shares his philosophy of prioritizing sales before marketing to effectively learn what resonates with customers. They discuss the phases of growth for B2B companies, the significance of conducting customer interviews to refine strategies, and the distinction between product marketing and demand generation. The conversation highlights the necessity of replicating best-fit customers and the potential for consistency in custom services. In this conversation, Tony Wilson and Garrett Jestice delve into the intricacies of market research, client segmentation, and the importance of aligning go-to-market strategies with customer insights. They discuss the significance of conducting effective client interviews, the challenges faced by agencies with limited client data, and the value of utilizing paid research to gain insights. The conversation also highlights common pitfalls in market research, the integration of interview findings into strategic planning, and the prioritization of bottom-of-funnel tactics for quicker wins. Finally, they explore the targeting strategies of 'spears, nets, and seeds' to effectively reach high-value clients. Keywords Go-To-Market Strategy, Sales, Marketing, Customer Interviews, Product Marketing, B2B Growth, Agency Strategy, Business Development, Marketing Foundations, Customer Acquisition, market research, segmentation, client interviews, go-to-market strategy, agency growth, marketing tactics, customer insights, business strategy, agency positioning, sales process Takeaways Sales is the fastest way to learn what works.Understanding your audience is essential for success.You need a solid go-to-market strategy.Replicating your best fit customers is key.Sales before marketing is crucial for understanding foundations.Product marketing helps you understand your foundations.Companies don't buy products; they hire them to do a job.Custom services can still have consistency.You should be constantly pushing to productize your services.The phases of growth in B2B companies are critical to understand. Agencies benefit from specializing in specific verticals.Segmentation is crucial for efficient marketing and sales.Five to nine interviews can yield significant insights.Paid research can supplement limited client data.Real past experiences provide more accurate data.Aligning team members behind a go-to-market strategy is essential.Bottom-of-funnel tactics can produce quicker results.Understanding customer success is key to replicating it.High-touch approaches are necessary for high-value clients.Creative outbound strategies can build meaningful relationships.

    1 hr

  4. 03/07/2025

    22-SEO in 2025: Trends, Tactics, and What's Changing in Search

    Summary In this conversation, Tony Wilson and Harry Sanders discuss the global expansion of Studio Hawk, the impact of AI on SEO, the importance of original content, and the rise of digital PR as a powerful tool in the SEO landscape. They explore how traditional SEO tactics like keyword research are evolving and the enduring relevance of platforms like WordPress in the face of new technologies. In this conversation, Harry Sanders and Tony Wilson discuss the evolving landscape of SEO, the challenges and opportunities in the Australian market, and the strategic expansion of StudioHawk into the US. They explore the role of AI in SEO, the importance of specialization, and the nuances of localizing SEO strategies for different markets. Harry shares insights on the competitive nature of the SEO industry and how their unique business model has allowed them to thrive in various markets. Keywords SEO, AI, Digital PR, Keyword Research, Original Content, Global Expansion, Studio Hawk, Harry Sanders, Tony Wilson, Search Engine Optimization, WordPress, SEO, AI tools, Australian market, US expansion, specialization, digital marketing, StudioHawk, Harry Sanders, Tony Wilson Takeaways Studio Hawk is expanding globally, with significant growth in the U.S. AI is revolutionizing how users interact with search engines. Original content remains crucial for SEO success. Digital PR is becoming a vital part of SEO strategy. Keyword research is evolving to focus on topics rather than just keywords. Box-checking SEO tactics are becoming obsolete. The quality of backlinks is more important than ever. WordPress will continue to be a dominant platform for websites. AI needs to incentivize original content creation. The SEO landscape is shifting towards strategic thinking. WordPress's decline is not necessarily linked to other platforms. AI tools are currently basic but will improve over time. The Australian market for SEO is challenging due to low client budgets. Specialization in SEO allows for better service delivery and competitive advantage. The US market presents opportunities due to higher client budgets. Hyper-localized SEO strategies can yield better results in large markets. StudioHawk's business model focuses on direct access to specialists. The importance of selecting clients that align with the agency's strengths. Expanding into the US has been facilitated by a strong business model. Cultural similarities between Australians and Americans can aid business relations.

    50 min

  5. 02/28/2025

    21-An Offer You Can't Refuse: Positioning Your Agency for Growth with Chris DuBois

    Summary In this conversation, Tony Wilson and Chris DuBois discuss the intricacies of agency design and growth strategies. They explore the importance of having a clear offer, the challenges agency owners face in defining their ideal client profile (ICP), and the significance of narrowing down their audience to achieve better results. Chris shares insights from his experience running a successful agency and emphasizes the need for agencies to focus on one audience, one service, and one problem to streamline their operations and enhance profitability. The discussion also touches on the concept of total addressable market (TAM) and when agencies should consider saying yes to clients, especially in the early stages of their business. In this conversation, Chris DuBois shares his insights on building and managing an ideal agency through a structured framework that emphasizes the importance of operators, offers, and operations. He discusses the iterative nature of hiring decisions, the significance of data-driven decision-making, and the need for agency owners to navigate change effectively as they approach 2025. Chris also highlights the importance of understanding different types of decisions and the key data points that can inform agency strategies. Ultimately, he encourages agency owners to clarify their goals and surround themselves with the right support to achieve success. Keywords agency design, growth strategies, clear offers, ideal client profile, total addressable market, service saturation, audience targeting, agency challenges, business efficiency, marketing strategies, agency design, operators, offers, operations, hiring decisions, decision-making frameworks, data-driven decisions, agency growth, 2025 strategies, agency management Takeaways Agency design helps in identifying end goals for businesses. A clear offer is crucial for agency success. Many agency owners are accidental entrepreneurs. Service saturation makes it hard to stand out. Narrowing down your audience can lead to better results. Most companies have a poorly defined ideal client profile. You can learn a lot from your best current clients. It's important to enjoy working with your clients. Agencies should focus on one audience, one service, and one problem. Understanding your audience helps in defining the problem. Creating an ideal agency requires a structured approach. Focus on operators, offers, and operations for agency success. Hiring decisions should be based on whether you need more, better, or new. Outsourcing can be beneficial, but it limits control. Agency owners should make decisions quickly to seize opportunities. Understanding type one and type two decisions is crucial for agency management. Key data points include financial metrics and employee satisfaction scores. Sales velocity is a critical metric for agency growth. Time tracking can provide valuable insights for decision-making. Surrounding yourself with the right people is essential for success.

    1h 4m

  6. 02/21/2025

    20-The Affordable Agency Ops Hack: ClickUp and ZenPilot vs. Overpriced Tools

    Summary In this conversation, Tony Wilson and Jeff Cypher discuss the intricacies of project management tools, particularly ClickUp, and the importance of processes and habits in utilizing these tools effectively. Jeff shares insights on the challenges agencies face with expensive tech solutions and emphasizes the need for clarity and structured processes. They delve into ZenPilot's evolution from a tech-focused company to a consulting firm that helps agencies implement effective project management systems. The discussion also covers ZenPilot's One-Three-Five framework for achieving operational clarity and the significance of change management in ensuring team buy-in during software implementation. In this conversation, Jeff Cypher and Tony Wilson discuss the importance of clarity and accountability in agency operations, the role of co-authorship in change management, and the benefits of using ClickUp as a project management tool. They explore the proactive versus reactive approaches in agency management, the need for effective communication tools, and the limitations of ClickUp. The discussion also emphasizes the importance of having a dedicated ClickUp champion for ongoing maintenance and the significance of preparing for growth in 2025. Finally, they highlight the potential of YouTube as a powerful marketing tool for agencies. Keywords project management, ClickUp, ZenPilot, agency operations, process improvement, technology adoption, change management, consulting, team collaboration, productivity, accountability, change management, co-authorship, agency operations, ClickUp, communication tools, growth strategies, YouTube marketing, project management, agency success Takeaways Agencies often over-index on expensive tech solutions. The success of project management tools relies on effective processes and habits. Clarity at all levels of an organization is crucial for success. Processes should be integrated into the tools where work is done. Training and change management are essential for successful implementation. ZenPilot evolved from a tech company to a consulting firm. The One-Three-Five framework helps agencies achieve operational clarity. Bad habits can undermine even the best processes. Industry-specific tools may lack customization compared to general tools. Engaging the team in the implementation process fosters buy-in. Clarity is kindness; it helps in accountability. Involving team members early fosters buy-in. Benchmarking against peers provides valuable insights. ClickUp's customization is a key advantage for agencies. Effective communication tools enhance team collaboration. Agencies need to identify their most profitable clients. A ClickUp champion is essential for ongoing success. Proactive systems can prevent future operational issues. YouTube can significantly drive agency growth. Building trust with potential clients is crucial.

    1h 3m

  7. 02/14/2025

    19-Into the Fire: What 3 A.M. Pit Master Training Taught Us About Client Success

    Summary In this episode of the DevLaunch podcast, Tony Wilson and Cameron discuss the significance of client immersion in the agency world. Cameron emphasizes the importance of understanding clients deeply to provide effective branding and marketing strategies. They explore practical techniques for client immersion, the unique approach of Agency Of, and the challenges agencies face in maintaining authentic relationships with clients. The conversation highlights the necessity of narrative enrollment in branding and the value of curiosity and learning in professional growth. In this conversation, Cameron and Tony explore the dynamics of client relationships, emphasizing the importance of a personalized approach in boutique agencies. They discuss the challenges of presenting bold ideas to clients, the significance of client immersion in understanding their needs, and how these principles apply across various agency types, including software development. The dialogue highlights the necessity of building trust and the mutual investment required for successful partnerships. Keywords client immersion, branding, agency practices, narrative enrollment, creative strategy, client relationships, marketing, business growth, strategic advising, unique value proposition, client relationships, boutique agencies, client immersion, branding, software development, marketing strategies, agency-client dynamics, narrative building, trust in business, personalized approach Takeaways Curiosity drives learning and growth in business. Client immersion is essential for effective strategic advising. Understanding a client's unique value proposition is crucial. Agency Of focuses on both creative branding and software development. Practical immersion techniques include hands-on training and stakeholder alignment. Building strong client relationships enhances the effectiveness of advice. Template approaches can limit creativity and understanding in agency work. Narrative enrollment helps clients connect with their audience. Effective branding requires understanding the client's mission and values. Continuous learning is vital for agency growth and success. Navigating client relationships requires a personalized approach. Boutique agencies excel in providing tailored services. Challenging client perspectives can lead to innovative solutions. Client immersion is crucial for understanding their needs. Investment in client relationships is a two-way street. Trust is built through consistent communication and understanding. Creative recommendations should align with client values. Software development agencies can benefit from client immersion. Understanding user needs is essential for product success. Being open to change is vital for agency growth.

    56 min

  8. 02/07/2025

    18-Purpose Over Profit: How Yoko Co Drives Impact with Mission-Driven Clients

    Summary In this conversation, Chris Yoko discusses the unique approach of his agency, Yoko Co, which focuses on working with purpose-driven clients. He shares insights on how this focus has shaped the agency's culture, growth, and client relationships. The discussion also covers the challenges and rewards of transitioning to a purpose-driven model, the importance of an advisory board in guiding the agency's direction, and the balance between revenue goals and mission-driven work. In this conversation, Chris Yoko discusses the delicate balance of working with purpose-driven organizations, emphasizing the importance of transparency, ethical pricing, and creative solutions to meet client needs while maintaining the agency's value. He shares insights on employee experience, productivity, and the significance of measuring impact beyond vanity metrics, advocating for a more meaningful approach to agency work. Keywords purpose-driven, agency, culture, client relationships, advisory board, impact, business growth, mission-driven, revenue goals, client transition, purpose-driven, pricing strategies, employee experience, agency work, impact measurement, transparency, team dynamics, ethical pricing, creative solutions, productivity Takeaways The agency focuses on clients with a purpose beyond profit. Working with purpose-driven clients creates a positive cultural impact. Transitioning to purpose-driven work took time and careful relationship management. The 'aha' moment for focusing on purpose-driven clients came from impactful client stories. An advisory board can provide diverse perspectives and guidance for growth. Balancing revenue goals with mission is crucial for sustainable business. Purpose-driven clients often lead to more meaningful work and employee satisfaction. The agency's reputation attracts like-minded clients and team members. Associations are a key area for impactful work in various industries. Every organization can have an impact, regardless of their sector. Transparency is key in team dynamics and client relationships. Balancing purpose and profit requires intentional conversations. Creative pricing strategies can help purpose-driven organizations. Ethical pricing should not be compromised for purpose-driven work. Setting boundaries is essential for sustainable client relationships. The MVP approach can streamline marketing and agency work. Employee experience is enhanced by flexible work arrangements. Time management and productivity are crucial in agency settings. Impact measurement should focus on long-term outcomes, not just short-term metrics. Understanding the personal impact of work can drive motivation and satisfaction.

    57 min
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About

Welcome to the Dev Launch podcast, where we bring you inspiring stories of the tech industry’s rising stars: Corporate America employees turned tech entrepreneurs. Hear how these folks took a risk in leaving their W2 job to build their enterprise, the lessons they’ve learned along the way, and what they’re doing to revolutionize the industry, one project at a time.

Information

  • Creator
    Tony Wilson, CPA, CMA
  • Years Active
    2023 - 2025
  • Episodes
    43
  • Rating
    Clean
  • Copyright
    © Tony Wilson, CPA, CMA
  • Show Website
    The DevLaunch Podcast