"We had just raised $1,100,000 in seed financing, we had a good product, a great market, and some beta customers. We needed to get the product in the hands of more people and achieve scale. However, our message wasn't resonating. We had enterprise deals in the pipeline, but they were taking longer than expected to close. We tried selling direct, but we were unable to get success. We needed to get to our first million ASAP. We were referred to Nick by one of our board members, and we decided to start working with him to build out our sales funnel. He helped with messaging, sales scripts, ads, landing pages, comp. structure, CRM integration, hiring, investor decks, financial forecasts and analysis, capital allocation, channel partner agreements and the customer success process. The results were incredible. Within 12 months, we grew to over $1M annual recurring revenue. The funnel worked and it was profitable. Because we had traction, we were able to close larger enterprise deals and sign healthy channel partner agreements. We are now cash flow positive and growing fast using the systems Nick helped build. Nick continues to consult with us." Kevin Mulhern, Founder and CEO of AdvisorStream
State 1: $0, burning cash, a few months of runway
State 2: $1M ARR, then $5M ARR, investors happy
Time Frame: $0-$1M in 12 months, $1M-$5M in 24 months
Kevin is the CEO of AdvisorStream, a Toronto-based fin-tech startup that specializes in empowering financial advisors with content marketing. He raised a little bit of money (~$1M) and spent a few years developing a rock-solid thesis that demonstrated the relationship between an advisor's content quality that advisor's AUM. Upon completing initial product development, he had his first few raving testimonials and solid case studies, but no formal, repeatable sales process... yet. He was eager to get his valuable solution into the hands of more advisors, and we didn't blame him. The product was excellent. He started working with us, and within one month, the construction of the sales pages, marketing collateral, sales scripts, outbound prospecting messages, and ads were completed. We helped him hire and train four salespeople and install a full customer success department. Within 12 months, AdvisorStream grew from a few paying customers to $1M ARR. Kevin and his investors were delighted with these results. He used the initial momentum to develop his solution further so he could sell into large enterprises and banks. He shot us an email not too long ago that only read "Hey, you can change your website. We are at $5M ARR."