Picture this, you build a consumer travel startup, and it fails. Try again right? What about ditching the software and industry all together and building a services-based business helping revenue teams be more efficient? This change in direction helped our guest bring unexpected growth for his company and his customers. Find out how this entrepreneur turned doubts into a thriving business and get inspired to take that leap of faith.

This week’s guest is James McKay, founder an CEO of Venn.

James has a wealth of experience in revenue operations, having spent most of his career in sales and operations. His journey into revops began as a sales leader, where he found himself drawn to solving revenue challenges using systems and data. With a background in sales and a track record of leading rapid growth at a prominent tech company, James brings a unique blend of practical sales experience and strategic operational insights to the table. His expertise in navigating common challenges such as messy CRMs and optimizing outbound strategies makes him a valuable resource for startups seeking to streamline their revenue operations for sustainable growth.

Key highlights in this episode

How revenue operations can transform your startup's growth potential.

• The challenges of CRM data management in optimizing your sales processes.
• Building a strong network is essential for entrepreneurs to gain valuable insights and support.
• Discover the best practices in revops for startups and outpace the competition.

I think that anyone who gets to the point in their career where they've been promoted or moved up in an organization a couple of times is able to think through what they do really well and think of it as a service. And I think if you're able to do that, you can get people to listen to you and you can start generating some interest around what you're doing. - James McKay

Overcoming CRM Data Management Challenges Complex CRM data management issues, such as messy data and declining team member adoption rates, can hinder revenue operations success. James stresses the importance of establishing clear customer journey stages and criteria in CRM systems and holding teams accountable to entering the relevant data. He suggests not making it a burden, as too much data entry forces low adoption rates. Addressing these challenges can enhance CRM efficiency and effectiveness in driving business growth.

Building a Strong Entrepreneurial Network Entrepreneurial success thrives on building a strong network of trusted individuals, as emphasized by James. Seeking advice and opportunities through professional organizations and networking can lead to valuable insights you can take into your company. By leveraging these networks, startup founders and entrepreneurs can navigate the challenges of entrepreneurship with confidence.

The resources mentioned in this episode

• Find James on LinkedIn
• Visit VEN’s website to learn how they can help optimize your organization
• Join professional organizations like the Operators Guild and Pavilion to network with industry professionals and gain valuable insights.

About James McKay

Helping startups run smoothly - that's his singular objective. Whether as an individual contributor or in leadership positions, he always gravitated to architecting go-to-market functions that bring customers, employees, and products together. So he made it his product.

About Venn

Ven is a collective of revenue experts building systems that accelerate growth for startups. We specialize in helping B2B SaaS and Fintechs get from 1m to 100m in ARR.

Reach out to us for:

- Salesforce Fixes and Implementations

- Variable Compensation Design

- Revenue Strategy

- CX Fixes and Implementations

So, you've been told to just keep pushing harder and working more to get your business to the next level, but the results just aren't matching the effort. The frustration of putting in so much and not seeing the growth you expect is real. It's time to rethink your approach and find a better way to navigate the stages of business growth.

We’re excited for you to hear from this week’s guest, Zach Ferres. Zach is a seasoned entrepreneur with a knack for building and scaling businesses. Hailing from Ohio, his entrepreneurial journey began during his high school days when he ran a computer and web design company. This venture even earned him a scholarship for college. Zach's career has seen him transition from web design and hosting to venturing into the world of corporate venture capital, innovation, and building one of the largest startup studios in the US. His experience as a CEO, advisor, and investor has equipped him with a unique perspective on navigating the complexities of business growth. With a portfolio of diverse ventures and a passion for entrepreneurship, Zach brings a wealth of practical insights to the table.

Key highlights in this episode:

• Building a sales system in startups is crucial for sustainable revenue growth.
• Navigating the different stages of growth to plan for long-term success.
• The value of joining peer groups and the insights and support they provide.
• Transitioning from founder to leader requires strategic mindset shifts.

The speed of the boss is the speed of the team. - Zach Ferres

Navigating the Stages of Business Growth Understanding the different stages of business growth is key for CEOs and entrepreneurs to successfully navigate the challenges that come with each phase. Identifying transitional points between growth stages and seeking guidance and support can aid in making informed decisions. It is essential for CEOs and founders to establish clear processes to guide their teams toward success.

Being part of peer groups can provide valuable insights, support, and guidance for leaders navigating through the complexities of growth. Connecting with like-minded individuals who can challenge and offer solutions can enhance decision-making and problem-solving.

The resources in this episode:

• Find Zach on LinkedIn
• Visit Telly.com to join the waitlist and learn more about their innovative dual-screen TV product.
• Explore Zach's personal website to learn more about his work and insights.

About Zach Ferres

Zach is a seasoned entrepreneur and technology executive with a passion for startup building and fostering entrepreneurial communities. His entrepreneurial journey started during high school when he founded his first technology company, which was later sold when he was 24, leading him to relocate to Arizona. He has since called Arizona home.

In 2012, He assumed the CEO position at Coplex, where he currently serves as a Board Member and Managing Partner. Coplex has been instrumental in starting over 200 startups, building a diversified equity portfolio of over 60 companies, and becoming one of the largest Startup Studios in the US. They partner with enterprises to create technology startups and have been featured in Entrepreneur, Forbes, The Washington Post, VentureBeat, and Fast Company.

Beyond Coplex, he holds various board and advisory positions at thriving technology companies that he actively supports. As a top-rated tech speaker, he has addressed thousands of CEOs across the country, and he also had a long-standing column with Entrepreneur Magazine, where he shared his insights on entrepreneurship, innovation, and corporate venturing.

About Telly

We’re building the ultimate TV experience. Shouldn’t TV Be More Than Streaming We think TV is an essential gathering spot. A reflection of the people that share in its smarts. A unifying hub to stay entertained, informed, fit and connected. We call this Telly and it’s the heartbeat of your home.

We’ve seen this before…companies enter an unknown market shift and all of the sudden the business comes to a halt. Imagine that same experience as a startup, just getting up and going and trying to get your first customers. Enter the COVID lockdown and the immediate halt of student loan payments. Discover how this startup survived turmoil and found success in unexpected places. This entrepreneur's journey holds a surprising lesson that changed everything.

Our special guest is Naveed Iqbal, founder and CEO of Dolr. With a Ph.D. and a keen understanding of market dynamics, he has developed a deep insight into the financial challenges individuals face, particularly in managing student loan debt. His innovative approach in creating employer-based student loan benefits has garnered attention, positioning Dolr as a pioneering force in the industry. Naveed's pragmatic and strategic insights make him a valuable resource for entrepreneurs navigating market shifts to ultimately find a way to stay and fight for survival.

Key highlights in this episode:

• Employer sponsored student loan repayment acceleration
• Navigating market-halting shifts
• Making a choice to stay and fight
• How using employer sponsored student repayment benefits can improve the recruitment and retention of top talent.

We are here because we chose to be, we chose not to die. There were multiple times when we could have died where we were like, we don't have enough money. We're going to have to figure out, how we're going to pay this or how we're going to do that. - Naveed Iqbal

Maximizing student loan benefits: Employee benefits such as student loan assistance have become increasingly crucial in attracting and retaining talent. Dolr's innovative approach to streamlining the process for both employers and employees highlights the importance of maximizing student loan benefits as part of a holistic financial wellness strategy. The impact of education assistance benefits goes beyond alleviating student loan debt to nurturing a supportive and engaged workforce. Dolr's success in leveraging education assistance benefits to aid employees in managing their financial burdens underscores the transformative potential of harnessing such benefits to drive business growth and adaptability during market shifts.

Resources in the episode:

• Follow Naveed on LinkedIn
• Visit Dolr to learn more about the company and the services they offer to help employees with student loan benefits.

About Naveed Iqbal

Naveed is the co-founder and CEO at Dolr. Founded with a mission to lower financial barriers to education, Dolr is a student loan benefits platform enabling companies to accelerate their teams to $0 student debt resulting in higher engagement, retention, and recruitment. Before founding Dolr, Naveed worked in consumer risk and product at one of the largest consumer banks in the USA. He earned his PhD in Applied Math at the Florida Institute of Technology.

About Dolr

Dolr beats your student debt with cash from your work, shopping, village of supporters, and habits. With Dolr your team can beat student debt, save more for retirement, and build wealth.

Using our technologies we want to accelerate the members of our community to $0 debt by making it easier for you to form micro-habits. And we want to make all of this cheap and easy for you. We want to uplift the members of our community emotionally and empower you to live your best life both while you pay your debt and after.

The more indebted members of society are the more we are inhibited from true growth and continued evolution. Using our technologies we want to empower society to help the members of the Dolr community accelerate to $0 debt. This extends from individuals to groups of individuals organized into communities, to businesses and corporations, and to the governments we elect.