He went from 0 To 14M in 60 Months. Here's How

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💡 Today's Key Insight:

Each stage of growth has different challenges. Here is how to avoid your next one

Striker Digital went from $0 to $14M/yr in 5 years.

I interviewed one of its co-founders last week, Bodhi Gallo, and got the tactics that let him scale so fast.

Here’s what he shared with me:

$0 → $1M:

Take on any client and and outwork everyone

Bodhi worked 8:30am to 7pm then did follow-ups until 10pm.

He kept that up for 3 years.

TLDR- He outworked you.

$1M → $3M:

Don’t get distracted.

They went from $200K to $3M in year two and started doing typical shiny object agency owner shit that slowed their growth rate:

Started a SaaS company
Launched a bookkeeping firm.

Bodhi called this stage miserable & launching initiatives that takes away from the core focus slows growth rate.

If you’re stuck here, cut the side projects.

$3M → $5M:

Hire people to run client engagements.

Get their time back.

$5M → $10M:

Build a second attribution system (started running Facebook ads)

They hired a closer, made the mistake of training him in consultative sales and then had to restart their sales process.

They moved from consultative sales to repeatable script based sales.

$10M → $14M:

Retention > sales

Last April they added about $400K in MRR in one month.

Then they ran out of account managers.

Sales was mad at CS and CS was mad at sales.

Here’s more items they changed:

A-The 60-client rule:

If an AM has more than 60 clients, churn doubles from 8% to 16%.

They track this in a dashboard and ensure it doesn’t happen.

B-Move upmarket:

They only take clients doing $750K+ a year.

Smaller clients treat you like an employee.

C-Tiered AMs:

They have 3 AM tiers.

Junior, mid, and senior.

All based on client size.

AMs earn their way their rankings by performing well via client retention.

D-Pay for retention:

AMs get a $10K bonus if quarterly churn stays under 6%.

E-Hire like it’s sales:

They celebrate a new hire like a closed deal. They always have job posts open.

The more A players the have, the more money they make.

The biggest unlock this year:

They thought they had a sales constraint. They actually had a retention constraint.

With the same sales volume and 2% less churn, they hit $3M a month within 12 months.

Run the numbers, always.

Shout out to Bodhi and Stryker team.

Very impressive growth story.

Book a free 30-minute operations diagnostic. We’ll identify the bottleneck limiting your time, capacity, or growth and determine the operational plan to fix it.