StartupGTM.com | I help b2b founders hack traction | Profitable founder (YC)

Transforming a startup from early to repeatable sales is HARD.

If you’re a B2B founder with early sales, then you've done many things right to win your first customers.

BUT - to raise a round A, your startup will need to have a product that's ready to scale because it can be 𝙨𝙤𝙡𝙙 𝙧𝙚𝙥𝙚𝙖𝙩𝙚𝙙𝙡𝙮 𝙖𝙣𝙙 𝙧𝙚𝙡𝙞𝙖𝙗𝙡𝙮.

To get repeatable sales - there are four blockers. 
 
You'll need to change each one from "not working" to "working": 
 
1️⃣ Consistently creating a 𝙨𝙩𝙧𝙚𝙖𝙢 of conversations with customers 
 
2️⃣ Converting these conversations into a 𝙨𝙩𝙧𝙚𝙖𝙢 of first meetings 
 
3️⃣ Converting these meetings into a 𝙨𝙩𝙧𝙚𝙖𝙢 of trials 
 
4️⃣ Converting trials into a 𝙨𝙩𝙧𝙚𝙖𝙢 of deals. 
 
These blockers need to be removed 𝙨𝙚𝙦𝙪𝙚𝙣𝙩𝙞𝙖𝙡𝙡𝙮 - i.e. one by one. 
 
💡 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝗖𝗥𝗔𝗖𝗞𝗜𝗡𝗚 𝘁𝗵𝗲 𝘀𝘁𝗮𝗴𝗲 𝘆𝗼𝘂'𝗿𝗲 𝗮𝘁 𝗥𝗜𝗚𝗛𝗧 𝗡𝗢𝗪. 𝗗𝗼𝗻'𝘁 𝗼𝘃𝗲𝗿𝘁𝗵𝗶𝗻𝗸 𝘁𝗵𝗲 𝗼𝘁𝗵𝗲𝗿𝘀.

—

I'm a former co-founder and CEO at ApolloShield - a profitable YC startup.

I work hands-on with B2B founders on turning their early sales into repeatable sales through a combination of disciplines:

1️⃣ 𝗠𝗮𝗿𝗸𝗲𝘁 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗮𝗻𝗱 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝘀: Understanding the market, identifying target customers, and analyzing competitors.

2️⃣ 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗣𝗼𝘀𝗶𝘁𝗶𝗼𝗻𝗶𝗻𝗴 𝗮𝗻𝗱 𝗠𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴: Defining how the product fits into the market and crafting compelling messages to appeal to the target audience.

3️⃣ 𝗦𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗗𝗶𝘀𝘁𝗿𝗶𝗯𝘂𝘁𝗶𝗼𝗻 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀: Developing strategies for selling the product, including choosing sales channels and partnerships.

4️⃣ 𝗖𝗼𝗹𝗱 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵, 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗮𝗻𝗱 𝗖𝗮𝗺𝗽𝗮𝗶𝗴𝗻 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻: Creating and executing campaigns to build brand awareness and generate leads.

5️⃣ 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗮𝗻𝗱 𝘀𝗮𝗹𝗲𝘀: Managing discovery and commercial discussions with clients and partners to get their business.

5️⃣ 𝗢𝗻𝗴𝗼𝗶𝗻𝗴 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗔𝗱𝗮𝗽𝘁𝗮𝘁𝗶𝗼𝗻 𝘁𝗼 𝗙𝗲𝗲𝗱𝗯𝗮𝗰𝗸: Gathering customer feedback and continuously adapting the product and strategies accordingly.

6️⃣ 𝗜𝗧 𝗮𝗻𝗱 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀: Building support systems to holistically orchestrate and manage your GTM efforts.

7️⃣ 𝗥𝗮𝗽𝗶𝗱 𝗜𝘁𝗲𝗿𝗮𝘁𝗶𝗼𝗻: Developing a method to move forward quickly, iterate and get market feedback - doubling what works and tossing what doesn’t.

🚀 Let's connect and accelerate your startup together!

Nimo Shkedy

Rick Brimacomb

Founder & Managing Partner at Brimacomb | Board Member & Director | Passionate about helping business founders grow 💰💪🚀

I genuinely love working with founders and CEO's. It's my favorite thing in the world to do.

And I have had the pleasure to work with hundreds of them throughout my career. 

My background in investment research, investment banking and corporate advising has helped founders analyze financials, raise money, sell companies and structure M&A / venture capital (VC) transactions. I bring extensive knowledge and deep experience to every client I work with, enabling them to go to market, more quickly, achieve their business goals and increase shareholder value with speed.

I am proud to lead Brimacomb, a results-oriented advisory firm finely tuned to operate in an environment where there is never enough time, people, resources or money.

Brimacomb assists business owners and leaders in:
► Refining Strategies
► Assembling Resources
► Securing Funding

IMPACT HIGHLIGHTS: 
► SaaS B2B Company - After many years of growth rates capped at 5-10%, we revamped product positioning, systematized and coordinated marketing efforts and built an advisory board. 
✅ Led to 5 consecutive years of ~30% growth and a Private Equity investment.
  
► Drone Imagery Analytics - Spun company out of parent organization, raised $5M in capital from a strategic investor and supported sales & marketing for 4+ years of logarithmic revenue growth. 
✅ Culminated in closing a $20M venture capital round.

► Enterprise Healthcare Software Company - Right-sized infrastructure costs, recruited a new CEO and restructured the sales process. 
✅ Raised $2M in venture capital, grew revenue by 5x, and successfully sold the company.

I am highly motivated by working closely with my clients to help them experience big wins. 

Let’s connect to discuss how we can take your company to the next level. 

Reach out to me at: ✉ rick@brimacomb.com

Industries & Areas of Expertise: Capital Markets | Capital Structures | Venture Capital | Private Equity | Sales Acceleration | Technology | Growth Advisory | Software and SaaS | Active Domain Knowledge | Drones | Precision Ag |  Legal Tech | Sports Tech | Affiliate Marketing | Financial Services | Banking | Business Advising | Business Coaching | Business Financing | CEO Coaching | CEO Advising

Founder & Managing Partner

Brimacomb fuels emerging companies. We know this is not a business for the faint of heart and many companies may fail --- not for lack of energy or passion, but because they simply don't have the resources to make it all happen. That's where we come in.

Brimacomb & Associates a results-oriented advisory firm that works with business owners, CEOs and entrepreneurs to:
► Refine Strategies, Corporate Development & Fundraising Services
► Assemble Resources
► Develop Strategic Relationships
► Secure Funding
► Grow Shareholder Value
Our access to professional resources, executive suites and financing sources around the globe make us an invaluable partner in a company’s launch effort. 

🔹 Let’s take your company to the next level 🔹
Learn more at www.brimacomb.com

Industries & Areas of Expertise: Capital Markets | Capital Structures | Venture Capital | Private Equity | Sales Acceleration | Technology | Software and SaaS | Active Domain Knowledge | Drones | Precision Ag | Legal Tech | Sports Tech | Affiliate Marketing | Financial Services | Banking | Investments | Business Advising | Business Coaching | Business Financing | CEO Coaching | CEO Advising

Private equity gets a bad name.

We all see the memes of MBA grads rolling up HVAC businesses right out of college.

And there is a plenty of that.

But most Private Equity (80-90%) you never hear about is building and operating at elite levels.

They prefer to stay low.

And their capabilities let them do it.

Those are the partners you want.

Business is not a social popularity contest.

Paychex, one of the leading PEO’s, sells $5 billion in services every year with super high margins, employs 19k people, and serves a million customers.

Their average social media post gets zero likes.
https://x.com/paychex

In contrast, there are influencers and brands with millions of followers and tons of engagement who struggle to make rent.

Build a boring and sticky product that solves a problem.

Don’t worry about being popular online.

Staying off social media, and out of the social fray, is the greatest competitive advantage any entrepreneur can take.

Time!

Everyone else’s distractions are your arbitrage.

Taking the whole day off and having one great insight can be more productive than a week of 12 hour days.

Yes. Entrepreneurship through acquisition (ETA) is still going strong and expected to continue booming in 2026. 

I invite you to learn more about how to find, acquire, and scale an established business at our next Brimacomb | Club E event:

"How to Buy a Business: Finding, Financing & Closing the Deal"
Thursday, February 5 | 11:30 am - 1:00 pm
Minneapolis Club

Tickets: https://lnkd.in/gAwBxHmW

ETA is attractive because it represents lower risk. Buying an existing business that has achieved product-market fit and recurring revenue is inherently safer than creating a startup from scratch. You can expect a salary and the opportunity to reinvest from the outset.

So, where do you begin, which funding strategies should you consider, and where do you need legal advice? 

Our expert panel will reveal all. Hope you can join us!
-Rick

February 5, Brimacomb | Club E will revisit the topic of entrepreneurship through acquisition. 

Whether you're a first-time buyer or a seasoned entrepreneur, this event will provide expert insights into business acquisition strategies, financing options, valuation, deal structuring, and post-acquisition growth.

Join us for a dynamic conversation and networking opportunity with experienced professionals in M&A, banking, and business strategy:

Leah Berend, CPA
Angie Trocke
Mike Siegler
Debbie Walker Kool

With special thanks to our sponsors:
Highland Bank
Irish Titan
Breakthrough Impact Group
Lab651 | Custom Software Development & Process

Hope you'll join us at the historic Minneapolis Club for a great session!

Himanshu Laiker, MBA, Angie Trocke and 13 other attendees

View event: Club E: How To Buy a Business | Finding, Financing & Closing the Deal

Club E: How To Buy a Business | Finding, Financing & Closing the Deal

Thu, Feb 5, 10:30 PM - Fri, Feb 6, 12:00 AM PKT

Do you brush your teeth each day?  Do you regularly exercise?  Micro improvements such as those experienced in yoga and or by creating healthy gums are not easy to see on a daily basis.  With that said, small improvements definitely compound over time. At first it happens gradually and then all of the sudden, you're at a new level.  Entrepreneurship is the same, many overnight successes are years in the making.

One day at a time....  One step at a time....

Being first is seriously overrated.

Let ten companies build a product before you. 

Then evaluate where they all nailed it, and where they all fall short. 

Aggregate their best features and close all the gaps with your product.

You just inherited the collective R&D budget of ten companies and years of trial & error for no cost.

There’s a point you can’t quit.

You can only go forward.

There is no other way to get yourself out of it.

And I love that place for you.

I’m here if you need me.

rick@brimacomb.com

li_at

JSESSIONID

LinkedIn

The things that make you a terrible employee are the very same things that make you a fantastic entrepreneur.

Reach out when you’re ready to embrace them.

rick@brimacomb.com

Most investors are looking for your “MRR” or some other metric of your growth. 

I’m looking for how much you took out of your “401k” or some other metric of your conviction.

Because 25+ years in this business has taught me that great sales almost always follows great sacrifice.

rick@brimacomb.com

A lot of people can build cool things.

Not many people are willing to use their own money to do it.

That’s where entrepreneurs come in.

Building something simple is really hard.

But I promise it will be worth it.

Think AI can’t make a difference in your business?

This graph below is Stack Overflow, the largest Q&A site in the world for software developers. 

They had millions of users before AI.

Now they don’t.

Come by this Thursday to learn how to be the disruptive vs. the disrupted.

https://lnkd.in/gX696ejj

Brimacomb

Private Markets Investor | Business Strategist | Deal Maker | All about purpose, profits AND people

Provide Banking Solutions for Entrepreneurs | Relationship Builder | SBA Preferred Lender

I help people and businesses grow - Business Owner, Technology Leader, CEO, GM, CTO, Board Member, Advisor with pragmatic business acumen; helping guide digital transformations, growth initiatives and turn-arounds.

Attorney at Fredrikson & Byron, P.A.

Highland Bank

Irish Titan

Breakthrough Impact Group

Lab651 | Custom Software Development & Process

Minneapolis Club

Mike Siegler

Capital clout.

As a startup founder there are many sources of capital. 

Some of those sources come with a lot more clout than others. 

I’ve ranked (on a scale of 1-10) the clout of various capital sources based on my experience.

11 Exited bootstrapped founder
8 Industry strategic partner
7 Independant (non-founder) angel investor
6 Private equity
5 Exited VC founder
4 Tier 1 VC firm
3 Friends and family
2 Bank
1 Non tier 1 VC firm
-11 Angel groups

The best products are made in the absence of ego.

And the best products make the most money.

Ego is costly.

Authenticity is the biggest disruptor.

People buy real.

1 of 100 people who love your product will let you know.

1 of 1 people who hate your product will let you know.

Pin this somewhere.

Don’t settle.

Ever.

It’s the beginning of the end.

Be it product, people, or investors.  

Don’t say yes until your impressed.

The easy stuff is the hard stuff.

There’s so much of it.

And no one wants to do it.

Everyone wants to sit in on the strategy session.

Be the rare person who takes it from there.

taplio

The Battle

Nimo Shkedy

Rick Brimacomb

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The Battle

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Rick Brimacomb

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Posts

Engagements

Likes

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