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

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LinkedIn

AI is stupid…



Who am I kidding, it’s amazing.

But it can’t come up with an attention getting hook like I just did here.

The best it can do is the same regurgitated content you see all over.

Humans are original and unique.

Original and unique sells!

Entrepreneurs will spend a decade of their life, without pay, in pursuit of something that may not work. Or they may not be able to level-up and do.

I have infinite respect for everyone who builds a 30 year corporate career.

But I have a genuine awe and admiration for the few folks who venture beyond that comfort zone. And for the all the folks who financially and emotionally support those folks.

“Founder” is the only job title in the world where you can be wrong for ten years in a row and still successful in the end.

Talented young people line up around the block to get into elite business schools.

Many with the hopes of getting a job in finance and managing other people’s money. 

Very few young people line up to be entrepreneurs; the ones who end up making the money that finance grads manage.

I’m here to support the folks in the shorter line.

rick@brimacomb.com

I’d love to cross YOUR finish line with you.

Want to hear a couple crazy statistics

?

1) I’ve never seen startup that wasn’t ten times harder than the founders worse case scenario.

2) I’ve never seen a startup where the founder didn’t still think it was worth it.

You need one successful person to vouch for you.

That’s my top advice to young founders.

What’s the easiest way to do that?

Do small jobs for successful people and knock their socks off.

You just have to see everything as a positive.

Your future beach house depends on it.

Almost anyone can read a business by the numbers.

It’s when the business is so new that you have to read it by the founders body language.

That’s the stage I like most.

rick@brimacomb.com

1-0 🇺🇸 after surviving a 5-on-3

We can get back to work after this game.

Pride yourself on never reacting.

It will make you a fortune in any pursuit.

And the most admired person in the room.

Stay stubborn.

Your vision is nonnegotiable.

And by that, I mean the big picture outcome you know is in you.

Scope, timing, and tactics will come and go.

There’s no such thing as “running out runway”.

The plane is just too heavy.

I help founders fly paper airplanes.

rick@brimacomb.com

Every genuine customer conversation you get is precious.

It’s pure gold when a customer is willing to share feedback directly, and you don’t have to subject your entire customer base to the annoyance of survey prompts.

I’d even argue that by the time surveys become necessary, when customers are no longer invested enough to volunteer feedback, it may already be too late to fix the real problem.

Most people are looking forward to the weekend.

Founders are looking forward to the work.

The only people worthy of having an opinion on your business are the actual check writers.

Customers and investors.

Everyone else is in the cheap seats.

Keep your chin up!

I’m a big fan of big dreams.

But I’m an even bigger fan of humble beginnings.

I don’t care how unpolished your idea is.

I’d love to see it.

rick@brimacomb.com

There’s a lot of experts in this world.

Absolute masters in their domains.

Mercenaries that can be hired to execute brilliantly.

But someone has to pull them together for a sustained period.

Someone has to be cross-disciplined.

Someone has to cast and hold a giant vision.

Someone has to spend their own money first on that vision.

Someone has to be the conductor.

Someone has to have the creativity to see what a bunch of experts can pull off.

Someone has to inspire those experts to do the best work of their life.

Someone has to be the one who won’t quit.

Someone has to have the empathy and pattern recognition skills to calibrate what others need and will buy.

I love working with those someones.

rick@brimacomb.com

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The Battle

Nimo Shkedy

Rick Brimacomb

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The Battle

Nimo Shkedy

Rick Brimacomb

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Engagements

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Rick Brimacomb's LinkedIn Performance

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