Episode #88 He Generated $100,000,000 and Sold Companies with THIS "Hack" ft. Andy Mewborn

Want to turn your go-to-market strategy into a money-making machine? In this episode of Bridge The Gap , we bring you Andy Mewborn, the founder of Distribute, co-creator of Taplio, and the mind behind Brand 30—a LinkedIn growth powerhouse. Andy speaks to his first $100,000,000 he generated and how he sold companies all using a few hacks. You will be surprised when you hear his last piece of advice!

Andy shares battle-tested GTM strategies that drive revenue fast, eliminate wasted effort, and help you cash in on overlooked market opportunities.

💰 What You’ll Learn:
✔️ The #1 secret to scaling your startup to $$$ FAST
✔️ How Andy turned simple ideas into high-growth, high-profit businesses
✔️ The biggest GTM mistakes that are keeping you broke
✔️ How to fix your top-of-funnel and create a pipeline that prints money
✔️ The truth about AI, sales tools, and pricing models that actually drive ROI

🚀 If you’re in B2B sales, SaaS, or marketing, this episode is your playbook for explosive growth!

📩 Join our newsletter at https://Revenue-Reimagined.com for exclusive strategies and giveaways.

🔥 LIKE, COMMENT & SHARE if you’re ready to make more money in 2025!

🔔 Subscribe now and never miss a revenue-boosting episode!

Follow Andy - https://www.linkedin.com/in/amewborn/

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Transcript

This is Bridge the Gap powered by Revenue Reimagined, the podcast where we dive into all things revenue. Each episode, we bring you the top founders and go-to-market leaders to challenge how you think about growth and help you bridge your biggest go-to-market gap. I'm Adam Jay. 

And I'm Dale Zwizinski. As always, thanks for hanging with us. There's a million ways you can be spending your time, and we're grateful you're choosing to spend it with us. Be sure to check out our newsletter if you want the show notes and tactical advice on how to bridge your GTM Gaps. Let's get to it after a quick word from our sponsor. 

Welcome back to another episode of the Bridge the Gap podcast powered by Revenue Reimagined. We have with us Andy Mewborn, who is the founder of Distribute, an all-in-one workspace for GTM Playbooks, which we'll talk about. He found himself, the small little company you might have heard of that I use called Taplio. He created Brand 30, which is a 4K strong LinkedIn group that has helped me early days. He is my wife and some others actually build and scale their LinkedIn presence. And God has started in tech with this small little company as a first-difty employee called Outreach. 

Something you might have heard of it. Andy, welcome to the show, man. Thank you, man. Yeah, you made me sound so cool. 

Thank you. That's the only reason Dale keeps me around is because I do a damn good intro. Yeah, you do a damn good intro, Mike. There's the radio in me. 

Yeah, those are all great. Yeah, and I'm just like, damn, when I started all that stuff, people are like, how do you start these things? And I'm just like, dude, I just follow my curiosity and like put it out there. And then that's kind of it. 

I have no secrets on that stuff. And it's just like even Outreach. I was like, funny story on that, which I'll tell you, which is people were like, oh, what made you join Outreach? And honestly, I was in Chi-Lab before and me and my buddy, you know, we were doing like the Y Com. 

I mean, that's what I call chili chili. Yeah, it's he led. He was ever going to be right. I pronounced it wrong. Who knows what the actual thing is, but we were in Chile. We were we were we were doing we were doing solar. We were in like the Y Cominator of Chile. 

So it's called startup Chile, which is this program right after college. Right. And so this was, you know, years ago. But I studied engineering, right? So we were doing solar stuff and we had developed like the solar technology. We were trying to sell it and, you know, I was doing engineering and sales and I was like, this process sucks. 

Like, you can automate this whole thing. And then after we sold that company, not for crazy money or anything, but we sold it off and our contracts and all that fun stuff. And, you know, we were 23 at the time or 22 still, I think, and we were like, all right, what do we do now? And I was like, well, I need to build this thing that automates this whole sales email flow. And then when I got back to Seattle, which is actually where I went to college, my one buddy was like, dude, there's already these guys like building that you should just go join them. And so I was like, oh, okay, cool. Interesting. So let's take a look and and then it turned out to be a great decision. 

Right. So yeah, that was kind of the the always experiencing the problem is kind of like, I think it's a hack for building anything new. We can kind of get more into that stuff. But I love the curiosity side of what you're saying. Like a lot of people do it's almost born on necessity as well. So like you're in a place and you're like, OK, there's a better way to do this thing. 

And like, how do I do it? And it may be just building a better widget as well. But it kind of like as we go through this, so we when we're working with a lot of our clients and talk about like bridging this gap. 

And so like it feels like the go to market gap is getting wider and wider. It's like, how do you do top of funnel? How do you get mid funnel? What's your close ratios, etc. So as you were building, as you started moving out and building distribute, like you're at what we're calling like a stabilization phase. 

Like you're trying to figure out the I.C .P. buying persona value proposition. What's going to stick in the market? 

What's the differentiator? What are some of the big gaps that you're seeing in the first part of the funnel and how are you guys looking to solve that distribute? Man, I got a lot of gaps. I'll tell you what we can start with the first one. 

Every every more I got a list of gaps. But you know, that's how it goes with building something. So on distribute, we're definitely taking like the big platform play, right? So there's pros and cons to that. So just to give you all context before I kind of get into the gaps that you kind of go through, right? So the big gaps, if you think about like distribute, like we're in a competitive space is Adam and I were talking about before. 

We're also going for the platform play. So you could build a widget in today's world. You could also build. You can go like narrow and a niche and like we're going to nail that market or you can go horizontal. Yeah, like you can go narrow like I built Andy's LinkedIn tool dot com in in a weekend, which is out now. It's my new LinkedIn tool and you know, I found it's happened to go but but it wasn't a weekend. 

It's already making 10 K a month, you know, so and like, which is crazy, right? So it I'm an engineer by trace. I don't think everyone, you know, I move fast and I've been doing this for 10 years. You bring stuff along the way and then you just fix it. 

Yeah, I just put it out there and I do it and I will figure out with those things. I did not. That's very interesting. I didn't know you were an engineer by trade. Yeah, you are. I know you from brand 30 initially and you are so outgoing and friendly and like arguably boisterous like the sales guy, right? 

Yeah, I get that all the time. Yeah, I'm a yapper, Adam. I'm a yapper, but very anti engineer. But now that explains why not only have you been able to like build the stuff from a like, I'm going to build it and tinker it, but also scale it because you have that personality and arguably have the sales chops as well. Yeah, yeah, there's a one of my favorite quotes. 

My mom had a version of this. I'm going to, you know, you guys know, the ball like the tech philosophy guy, but he has this great quote, which is like, learn to build, learn to sell. If you can do both, you'll be unstoppable. Right. And it's so true. My mom, you know, growing up, you tell me a version of that. My mom's also like an entrepreneur and all that, you know, so she would tell me, she's like, Hey, you got to learn to build things and you got to learn how when you build them, how to get people to buy them, you know, they do the same thing. And that's why I studied engineering in the first place, right? It's like, I got to get a building and then outreach and I kind of my whole life is just kind of molded like that. Maybe I don't know if it's my mom or what, but you know, seeing my mom do this stuff, build. She built X-ray labs in California. So, you know, she would do that and then she has to go get orthodontist to refer patients and blah, blah, blah. So, you know, and she did that coming from Mexico illegally back in the day and me and her grew up in the projects. 

You have LA, you know, me with a single mom. So she started out from nothing. Right. And, you know, so when it comes to like going from zero to one, like we've seen it, you know, I've seen the poorest of the poor and the worst. And now I'm very fortunate to be in another circumstance. But going back to it, like I think that's the secret to, you know, education. 

We can get into this, but like when I look at my son, I have a two and a half year old. I'm like, all right, learn to build stuff, man. And once you start building, we're going to teach you how to get it out there and get people to want it. Right. And so that's how I want my kids to be educated as well. 

And, you know, so yeah, we went on a tangent here, but just going off. Going back to your original question, what's the gap? Okay. So let's go into that. So now I told you guys that the gap here, it's really noisy in the go to market space right now. Everyone in their, you know, is out there trying to build a go to market sas tool. So, you know, it's tough. And going back to what I was just saying, you can build a niche tool and you can have customers day one. 

Or you can build a platform which fills many use cases can't be copied over a weekend. And, you know, and, you know, it's a bigger play. You're trying to go enterprise and all that stuff. So definitely a difference in the types of things you build. Right. Now on the platform side, the gaps are that there's multiple use cases. So what do you focus on? 

Right. Like you got to figure out what that wedge is to get people in, you know, and like, for example, Gong when they came to market, what was their wedge? It was just a call recorder, right? 

Like all recorder now it's ever the outreach. It was a sequence, right? We can zoom info with the data. Now they got, you know, it goes on and on and on. So they do start niche. 

I would say, but when you have a deal room by default, you're already starting kind of with multiple use cases and you need to figure out kind of that wedge to get people in. So we're trying to figure that out. And I think all of the older rooms are trying to figure out, so they're going to listen to this and be like, all right, what's his answer? But I haven't figured it out guys. 

I'm watching you guys too. So we're trying to figure that out. Like what's the wedge is going to get us more scalable growth right now? Because we're working our ass off for top of funnel. Like it's, you know, everyone, everyone. 

It's like number one problem we hear from founders and CEOs. Back to the stabilization piece. And we're talking about like, yeah, you have this platform that you're trying to figure out how to get top of funnel. You have you understand conceptually your buying persona. You understand conceptually your ICP and you understand conceptually your value proposition. But of that value proposition, something goes a bit wide. So it's like, how do I take that one thing that I can like wedge in there and then expand? Like is an expansion motion that you guys are looking at? 

Yeah, for sure. I mean, landing expand is kind of, you know, definitely the deal. I think for us, it's a couple of things. I think if we can get good reps in there that like our tech savvy initially, like this is the play, which I'm sure you guys know. 

If we get one or two of those reps, we've had a few accounts that it scales to 60, 80, 100 reps naturally, like without even having to touch it. Because we know how to build product. We're nerds. You know, so we have a good product like that. It just comes down to that we can get into that. But I think the if you were to pick one thing to be good at it's like have a freaking awesome product. And then you can and then a lot of the other stuff you don't have to be perfect at right. 

Yeah, we're you know, even though we have a great product and it's getting harder to actually do that because now you have to get discovered. But like I said, once we get discovered and rest in there, they go, I can't live without this anymore. Right. But there's so much noise out there. AI this, AI that go to market this. 

I think every like I said, everyone in their mom's trying to build for sales tax because you can show an ROI and everyone is always going to buy things that make the money. Are you showing our way? What's that? I see a lot of sales that got there. That's not showing any damn ROI. 

Yeah, well, like claim ROI. Let's go. They're all trying to claim it. Right. That's actually a big topic, right? 

Yeah. Is ROI and shifting pricing to ROI based or usage based? What are your thoughts on that? 

How do you how do you feel about shifting pricing from per user per seat, etc. etc. Yeah. 

I so I don't think there's like a golden answer here. Right. I think it there's agents. So agents are definitely be per task. 

But guess what? Those agents are going to be, you know, you can kind of like gather what they're doing every day, how they're doing every day. And they after they do their task, it's it's like a checkbox, right? 

It's very simple. So that for that, that's going to be usage based. That totally makes sense. When you have more of like a platform type play, that's a lot harder because again, multiple use cases, right? So then as a CFO, and we have this problem at outreach actually back in the day, which is like we gave people are a dialer, right? Which was usage based. And then the dialer, every see, I swear to God, every CFO at every company we worked with was like, why is the bill this much at the end of the month? And like the concept school, but the accountants actually hate this usage based pricing from my experience. 

Right. So like, so I think there's a there's like what sounds great. And then also like personally, like, I would rather pay a little more know what I'm going to pass into the month and not know because I just don't like that anxiety. So, you know, if you've ever read psychology of money, that's also a great book. I recommend and you know, kind of goes into how people think about money and not just for the personalized business wise. So for me, I personally don't like that. Going full circle back to the psychology of money here, I think there's always going to be people that don't that like it and then don't like it. 

So I don't think there's one best way. Is it a way to differentiate? Sure. Right. Like if you know a competitor wants to differentiate in the deal remark and the usage based. 

Great. I just think that's going to be tough because if you have multiple use cases pricing that's going to be a nightmare coming up with one price is hard enough. Coming up with people to buy like make like use the friction on the way because you're talking about psychology of money, which is very interesting, which I think is where AI agents and credits and all that kind of stuff. People don't know how much something costs. Okay. 

To write an email it costs this much per credit but to fill the business and I can't play this this much. That's the whole other topic. Yeah. 

One other quick thing I was thinking about as you were talking how fast do you believe a SAS technology vendor needs to prove ROI? Oh, wow. I mean, it depends. Right. 

That's an independent. My ego is how fast they need to prove it. I will say I don't know if there's an golden answer there, but it's getting it's becoming a world where that needs to be very quick. 

Right. And again, it's definitely becoming a world where like, Hey, there's so much software out there like how is this going to help us? This is why AI has exploded, by the way, because the ROI unlike using an AI model to write you a cold email when it's 99% better than all other emails. 

Like the ROI is just so clear on a lot of this AI stuff. So that is also shifting the world and all the other products. Right. To be like, Hey, I'm used to being able to chat and have all the answers at my fingertips. 

Right. So now buyers are kind of I believe like shifting in that motion where, Hey, I need to know like I messaged you and I didn't know like what's this making? What's this producing? 

What's the output? And of course, like I wish it was that easy, but this whole chat instant answer and having the world's knowledge at your fingertips, people getting in that motion, they're definitely expecting ROI a lot. Yeah. 

Right. So yeah, I'm seeing like I went from like, Okay, six to eight months to like three months to like a month. I'm like, you know, like some of the stuff you can't even get people to use it enough from like an from like an adoption perspective to drive the ROI fast enough. So yeah, yeah, it's it's a well, I love to hear your guys' thoughts. Like what do you think? That's a great question. 

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If you're looking for a proven way to win and retain more customers, visit Sundosa.com. Dale Adam. Yeah. On usage-based pricing and ROI-based pricing? Yeah. 

What do you think? We get asked all the time in similar form, but slightly different. We're going to contract with you guys, what type of ROI are we going to see? We're going to spend X amount of dollars per month. 

How quickly are we going to see new pipeline and how quickly are we going to see deals closed? My answer would be somewhat the same in our world versus your world of software. I can give you all the tools, all the systems, all the processes. I can tell you exactly what to do, how to do, when to do. If your team don't do it, I can't be responsible for that. 

To your point, you could have the best tool in the world. Your deal room could have a 97% conversion rate, but if 21 of my 25 reps say, I'm just not going to follow the process, does that mean that you shouldn't get paid? No? Yeah. 

I have an issue with it. Now, where I do think it comes in and where you could drive behavior is, listen, our pricing is XYZ. We could certainly look at some type of incentives or rebates or whatever you want to call them based on ROI at the end of the year towards your renewal. 

That's a whole separate big calculation we'd have to do, but I'd be much more keen to do that versus, sure, we'll give you ROI-based pricing and then your team doesn't use it. No, not a fan. Yeah, yeah, yeah. Again, it's one of those, it depends, right? And luckily, I don't think everyone is expecting this usage-based pricing. If it's all agent-type stuff where it's like, oh yeah, we go and check your data to see if someone changed jobs and something simple, sure, that's usage-based, right? It's all computer-based. 

It's all like, there's no people in the middle. Great, but yeah, I think just certain, like, if you've got users, like humans, and they're actually using the technology in order to make it work, it's going to be very tough to do the usage-based model. And if it did work and it was profitable, you'd see more companies like SalesOff and Outreach and all these Apollo, you'd see them doing it, trust me, because they're thinking about it, but if it was more profitable and would work, they would do it. Now, they'd be your usage-based, right? 

Again, it's like an agent. Hey, you send one thing or... Right, you get one penny for everything you send. Yeah, exactly. 

Like, oh, we send this to a spreadsheet. There's a penny. Right, like... That was the way I always thought LinkedIn should price data, right? 

Every time you ping the API, it says penny or whatever. So both sides, like everyone can get the information. LinkedIn's just at the wall. We won't go through that process, but... Yeah, well, I'll tell you kind of where I think the world's going to to differentiate it if we're talking pricing here, right? So if you go to the go-to-market lease circle, which is Adam, what we rebranded from Brand30, I got to remember to redirect Brand30 that by the way, I think it's broken. 

But here's my reminder. So with that, what did we do? So when I build things, I'm like, well, what's the biggest pain in my ass? 

And how do I make this tool kind of self-serve, right? Yeah. And I'm like, I don't want to deal with churn. I don't want to think about churn. 

I'm fully focused on distribute, but this is a moneymaker, this tool over here, right? So I said, all right, to prevent churn, what do we do? What do we offer? So we actually offered a community to go to Brand30, a leave market, you know, a lease circle is what we call it, along with the SaaS. So now, well, when you're paying the $99 a month for my SaaS, guess what? You are also part of the community. So what does that do? People don't want to leave the community, even if they're not using the SaaS. 

Right? And so we actually played into that. So that's kind of, a lot of people hit me up and they're like, oh, I see what you're doing here. And it's just a different way to do an offer, right? 

And so that's kind of the way we're actually doing it. Now, this is a low ticket item. This isn't a mid, high ticket. 

I'm still thinking about how we can make that better. But it doesn't matter. It's all about value to the price of whatever you're charging, right? Whether it's a low ticket item or you're charging $50 a user per month, or you're charging $20,000 for a year, whatever it sounds like. What is the value they're pulling out of it? 

Back to the, when do we get the ROI and the value question? The faster you can do it, and because we have things like Instagram and all this other stuff, that's like Instagram notifications. So it's not even technology. 

It's like we have Instagram notifications all over the place. So people are like, if I can't see value out of it when I log into it and start using it, like they just bounce. And so I think that becomes a really tricky, like my biggest thing with SAS today is adoption and how do you get people into your technology sooner, right? So we started this competition on the ordering, like we all have orings and we've been thinking about it. But when I think about the app, the ordering app, I go in every day to check like how I'm doing against somebody else to check how early the score was to check like so because I'm an I also an engineer by trade. So like my focus goes right to how can I get this person in the app on a at least a daily if not like a weekly basis. So there's like usability throughout that process. Yeah. And the ordering is a dumb athlete. 

It's not like I mean, there's smart stuff in there, but it's not like you don't think like when I wake up in the morning, I should check like my ordering app. You're definitely in or I'm checking something else. Is Adam on it? Is Adam on the order? 

Yeah, all of our partners, you got to Adam or one wedding. Okay, I was like, okay. Okay. Do so guys, I was gonna I my wife lost my oring and my wedding ring somehow. 

So literally like two weeks ago, so I'm trying to find it. So I was gonna say let's add you but I just thought I got to go actually freaking find it and my or. But yeah, I would prioritize the wedding ring if I were used to a little bit of married advice or someone is on number two. 

Are you on number two as well? Okay, you know, Adam Robinson, we were we were wakeserving last weekend and I was like, my wife is I'll take your rings out. And I'm like, remember, I don't have my rings. She's like, oh, yeah. And he's like, oh, don't worry, dude, I've gone through like three of them. And I'm like, oh, shit. Okay, so I'm not so fun. 

Adam was talking about why he's not rings, by the way. But but in my drawer is a backup silicone wedding ring. And it looks the same as my black one. 

But like, I do have a second wedding ring. Oh, nice. Little mark, smart. Okay, okay. 

Yeah, I've seen dudes wearing those. I need to I just need to find my real one. And then we'll go for there. But anyways, guys, so yeah, I think going back to what you were saying, Dale, you know, it kind of plays in. 

Yeah, the tech is great. And people can reproduce that. But what you're getting into as well as like the community aspect of it. Right. And I think as as we have AI, you can build stuff fast. I mean, within a year, like, you're gonna, you're gonna be able to just talk to it. 

And it'll rebuild anything you want. Right? Like, this is what's gonna happen. Absolutely. Now you still have to have some engine and this comes from someone who builds apps, right. And in a year, it's gonna be like, you talk to no building anything you want, right? And then then it's gonna come down to like, style and design, like brand, and then it's gonna come down to community, right? 

Like, what are the most that are going to be left? Like, you know, you look at all these like D to C, drink companies, all the ingredients are the same. Same, right? Same exact ingredients in all these drinks. But people buy the other one over like liquid death is an amazing example. It's freaking water, dude. Like unlimited from my sink for free. But I still pay the three bucks because I'm like, hell, yeah, like it's cold and it looks cool. You know, so, so, you know, I think a lot about this because my investors always like, what's, you know, whenever you're raising or dealing with all this, they go, what's your moat? 

And I'm just honest with them. I'm like, honestly, there is no most left aside for the brand and community. Like, right? And if someone tells you, like, otherwise, they might be high. 

There, there is going to be some technology like, like crazy high tech, battery technology, or nuclear or something that takes millions of dollars to go. Sure, sure, no one can do that over a weekend. So we're talking about SAS here, though, like simple widgets, simple tools, you know, like, doc you sign. Doug, and this is me, you know, like, there was a kid online that rebuilt Doc. 

I saw it like with three tools, he basically rebuilt a free version for himself. Exactly. Exactly. So it's like, it's crazy, right? And that's where the world is going. And so there's this shift also happening from like, who knows what's going to happen? Because my predictions, you know, some are always the most accurate. But if you were to think like, where's the world going? For me, if we're looking at a software for something, I just go and build it. 

Right. So we're moving to this world of personal software, I do believe that's where it's going, or almost personalized software, right? So then you start to think, well, crap, like, are people going to need to build these platforms anymore? Are they just going to build exact because the platforms are still one to many? You're trying to appease a few different, yes, like one ICP and sure that's, you know, whatever. But still, you if you've had 10 to 1000s of users, your style trying to make all those people happy. 

But if you had something just internal that you could spin up like that, built it for you. And what what what does that mean for the state of SAS? That's, I'd say, SAS founder. Well, dude, I mean, I was with Adam, we talk about this every freaking time. We're like, dude, like in three years, we're out of a job. You know, like the money now. Yeah, we're like, are we out of a job? Or I think entrepreneurs, founders like yourselves like me, like, well, we've got to figure something out. But if you have that mindset, but in reality, though, I think, I think, you know, is SAS dead? 

No, it's not dead. It's going to take a long time for corporations to, you know, figure this out. But I think the golden era is definitely like a building of becoming a unicorn building a platform, like, is going to be tough. 

You're either going to build something and it's going to grow to 100 million and 20 months like cursor. I don't know if you saw that. But like, that's what I used to code. And, you know, and yeah, you use it. And the first time you use that, holy shit, this is magic, right? 

And you're like, I wouldn't, you know, whatever. But then now I also use a different version of cursor, Windsurf, and I pay them too. So like, I'm paying for two, because I like a little bit, you know, I've used one for one, one for another. And so then you start to think about like, okay, well, how's this going to work in the software in the SAS world? 

So yeah, don't be consolidation for sure. It's just like GPT. It's just like chat, open AI and anthropic. I mean, everyone, like everyone's got their own little flavor of things, which may be interesting from a compatibility perspective at some point in the SAS world, like, maybe we go back to like pure pass play, instead of like the SAS play, where you're taking these individual personalized applications that can connect together at some level to provide some data at the bottom of it. 

Yeah. And it's going to be almost like, what are you paying for? Like, you know, when you go to store and you buy water, like what are you really paying for? You're paying for convenience. 

Convenience, 100%. So what I think is like, SAS will never die, let's say, because like a lot of people, they're not going to want to maintain, build and maintain. So most people think build, oh yeah, you building that you're good, maintaining it is always actually the hard part, right? 

So it's a convenience factor at that point. So you're going to have to be telling it's the thing is go to market, like this whole thing go to market, like, let me ask you a question. How often should you change your go to market strategy, like your IPP buying persona value proposition, like what's your philosophy and changing it? Or at least let me change your question a little bit, pressure testing it. 

So maybe not changing it, but how often would you pressure test these things? So me, we, it's like doing LinkedIn content. Once you figure out one thing, you double down on it and keep doubling down on what works. But we're always also experimenting. So, you know, we're always pressure testing essentially, right? So like, almost always, as almost always. 

Yeah, you're always trying to, what do we have like, you're always trying to find the edge, right? What's the good, what like 98% of the people like are running playbooks and ICPs from like three years ago. And it's like, yeah, why am I not getting top of fun? I was like, well, you're probably actually talking to the wrong people, by the way, and your competitors move through and your value proposition is way old. 

Yeah. But standing out now, again, like, is harder than ever. Like we started this conversation, Andy, with you talking about how you want more top funnels, you and everyone else. 

And I mean, no disrespect by that, should we want more top of funnels? Yeah, I mean, yeah, that's the game. Right. 

Yeah. Standing out, because of AI, because of things like outreach and sales loss and smart lead and instantly and all the other shit out there. I literally, if I were to look at my phone right now, I probably have 30 missed calls today and probably 50 missed cold emails. How do you stand out other than go to network? Yeah. And people ask me, you have a great LinkedIn live, you can do it. And I'm like, dude, it's, yes, it works, but it's not, it's not the silver bullet, right? Don't get me wrong. 

It's a freaking hack for sure. Right. But it helps. But just because you have a good LinkedIn following good content doesn't mean you're going to blow up your product. Right. So, you know, and maybe that's a positioning thing, maybe that's an offer thing, maybe that's a, there's a lot of competitors in the market thing, you know, there's a lot of factors. 

But the one thing I will say is the people that are going to win, I have this saying that the people that experiment the most are going to win the most. 100%. That's it. That's it. 

It's just who can have systems to constantly, as Dale says, pressure test or experiment. And it's just like, I kind of go back to like media buyers, like this, it's a good analogy, because it's very similar to go to market where if you look at their process, because I went through it, because I was starting to run ads and do all this stuff. I'm like, Facebook now does all the targeting and all the hard parts for you. All you got to focus on is good creatives. So what are they doing now? They're constantly testing creatives to see which one makes money. And then once they find one that makes money, they put more spin towards it. Guess what? Back to basics, right? 

Not and you don't need to know all the crazy targeting and all that. Facebook just, their AI does it for you. And so what are they now doing? They're experimenting with all the creative and the people that are actually doing the best with paid app campaigns right now. These all, I know my wife runs sales at attentive, which is, you know, an Ecom company. So we talked a lot of Ecom and I hear a lot of Ecom people who run ads and, you know, all that stuff. And the people who are in are just the ones that are constantly trying to figure out what the right creative is and experimenting. And so they're doing it. 

If they're doing 10x more creative tests, they're learning 10 times faster even more, right? Well, that's a, yeah, that's just like Gary Vaynerchuk, right? He built a whole media platform just to do creative on it, right? Yeah. And that's what he did. 

Yeah. And so you just got to tell like, so for us, we have this, you know, we have this, if you want to call it a, you know, one of our cultural check boxes for the company or whatever, but it's like, always be experimenting, ABE, like always, and no one has the right answer until we figure out an experiment and prove that is the right answer. So build shit, sell shit and experiment like hell. And experiment, repeat, literally that's it. So for us, every time I post a LinkedIn post, we have a spreadsheet of like, okay, what did this do? 

What did this work in? Boom. And then, would it be amazing if LinkedIn let you export that shit? I'm just like, dude, you don't get me started. But yes, exactly. And we test that. And then guess what? Then we just make more content based on the stuff that worked. We know it works, right? And like a lot of it is just like recycled of what we know already works. Like, it's not, we're not creating things from scratch every time. 

That would be a way that'd be like, you'd be, that'd be, I mean, that goes for anyone though. Like if you're not going back through whether you're using a tool or whether you're doing it by yourself and looking at, hey, this type of post video, whatever did the best and this topic did the best and like tweaking your content to that, you're in this rat race and the cycle and all you're going to do is keep posting shit and you might get the occasional one off and listen, not every post is going to go viral. But I promise you, if I look at my posts, whether it's about leadership or founder led sales or my kid or health or whatever, I guarantee you there's one that if I post about, I'm going to get better results than the other. 

Like it's just a fact. I love that you're tracking that track everything, iterate on everything, experiment often, perfection is the enemy of progress. And don't shit and ship it, man. Yeah. Yeah. 

It's all about the experimentation, man. Like most people, a lot of people talk about systems, right? And like systems, but they talk about systems for things that work, right? 

And they're like, Oh, well, do we know this works? Let's put a system. But no one has a system to keep experimenting. 

That's actually where all the learning comes in. Right. And so like for cold email, right? We actually run our cold email just like ad campaigns, believe it or not. So they're direct response. 

So we're literally doing the same thing. I have a campaign that I know that works, right? And then I have another two other campaigns always running that are testing you language. And then we're comparing those two against the one that we know work. And guess what? If C is beating out a that I've had running for six months, then we're insane. 

Right? What tool do you use for cold email? Instantly. I use it. Yeah. So we have a bunch of domain. 

Yeah, we do all the hacky, you know, crazy stuff. But I'm always curious who was like instantly versus smart lead. They're the two big ones. Yeah. Smart leads great to visa. 

They're both great. Yeah. We use smart. 

We just started with insulin, but smart leads great. So yeah, they're both awesome. Whatever one you use, again, it doesn't it's like the question of people, should I use Photoshop or Sigma? 

Whichever one you like better, which I want to be more comfortable with. It ain't the tool, man. It's it's you and how you use it, right? 

They all pretty much do the same thing. So yeah, you know, I think when you think about it, it's this experimentation mindset that I think a lot of people aren't used to in fast experimentation, just because how fast the world works. And that's what people, that's really the big change that's happening to companies is holy shit, we need to like, if we're pivoting and you figure out like, well, how do we get more top, you know, top of funnel pipeline? 

Most of the time, it's not just the checkbox. What do you got to do? You got to try a bunch of shit. And the faster you try the new things, the faster you learn. So it goes back to that old startup mantra, you know, build fast or whatever and break shit, you know, whatever. But it's actually becoming more real than ever, I think in today's age. 100%. We could, we could go on and on and on. 

God didn't let him go on and on and on. Dude, I have it. If we look at the word counts on this episode, you win for sure. I win everything. 

The Chickas Fitness Trackers. Yeah, I can't wait to show you. Full of your order ring thing, let's see, man. I shared my sleep score today on LinkedIn. I'm not ready to share my fitness score at the moment. 

Hey, did you beat Brian Johnson though on your sleep score? I have no idea what you're talking about. You don't know the guy who wants the don't die guy? Have you guys heard of him? 

No, yeah, he like has every like, oh my gosh, oxygen. He's a big tech guy, or he was a tech guy. He sold coming to PayPal or, you know, Braintree or whatever, or he started Braintree, I think, and the payments company. 

And now he's on this kick. He has a Netflix documentary called Don't Die. And what he's trying to do at him is not actually not die. He knows he's going to die at some point, but prolong the shit out of his life. And so he takes like over 100 vitamins a day. He like measures his nighttime erections, like as a measurement of like healthiness, like, you know, like he does all this crazy shit to like stay alive. 

I just added it to my list. If you're on Twitter, follow him on Twitter. Like, yeah, I can't do Twitter. That's all I'm trying to do. But I did add it to my Netflix. All right, let's do some rapid fire. 

Before the rock and roll. All right, so you're not you're not allowed to be in tech. You're not allowed to be in engineering. 

What profession are you going to be in? Dude, honestly, yeah, you were late. So you missed that whole conversation, my friend. Yeah, honestly, what would I be? 

Shit, man. Well, I always feel my grandma growing up. I was going to be a Mexican novella TV star. So yeah, nice TV star. Yeah, I like it. Let's keep it going. Yeah. 

What's more difficult, starting up the tribute and getting from one zero to one, zero to five, or when you're at outreach, getting into the repeatability stage, and getting to repeatability in your process and sales. Oh, man, different times. So yeah, that's what I mean. That's like, it's kind of hard to do it like apples to apples to apples comparison. But starting anything from zero is, is just way harder. 

Right. It's just way harder. But you got a lot of variables in the outreach sites. You got to hire people. You got to, yeah, broken product pieces. Then you go back to that product market fit and that kind of solves a lot of, like I said, good product. Product is 99% of your fucking problems. Yeah, but also product market fit. 

Right. Like you're the top product in that product market fit thing. Like that's also, but you've seen some of these companies, like they're just like, they're, it's not like they have a magic secret. You know, like I talked to someone who worked with deal, right? And of course, deal is huge. 

And he was, he helped them with marketing early on. And I go, dude, like, what did you do to help them blow up? Right? Because that's like the question. 

Right. Like, well, and he goes, honestly, dude, I'm not going to lie to you. It was just right time, right place. It was a lot of luck. 

Like, it was a lot of luck. And if you ask the founder, he'll tell you the same exact thing. So right time, right place, right idea. 

Right. And so, you know, that's why I think a lot of that other stuff you can solve. And sometimes the pain in the ass and hiring and firing and doing all that. But like, it's just part of the process. But like getting to a point where you can actually have the ability to hire is like, how much an awesome right. So yeah, I think, I think zero to one is hard. But like, maniacs like me love it. Like, sure. Once the tribute gets flying, like, it will I stay running distribute? I don't know. 

Zero to one face. You'll go build something else. Yeah. What's your favorite guilty pleasure snack? Oh, dude, I love ice cream. I love ice cream. What flavor? You only have one flavor for the rest of your life. Cookies and cream. Nice. Yeah. 

Love it. Early bird or night owl? Oh, early bird, dude. 

Yeah, I'm in bed by nine. Yeah, Brad Johnson. Yeah. 

Yeah. I know before him I was in bed by nine. But yeah, I'm an early bird, man. I love what I'm what's the first app you check when you wake up in the morning? 

Um, by slack, some of my teams in in Europe. So they're ahead and just like, Oh, shit, is everything okay? Yeah. Last one. Last one is we wrap up dream vacation destination. 

Oh, man. Dream vacation destination. Um, the only so the only continent I haven't been on is Antarctica. So I want to do Antarctica and like, you know, what am I going to see penguins and ice? But like, I just want to step foot on there. 

And that's my dream vacation. For now. So like, yeah, just to just to like have every continent. Awesome. 

Yeah. Andy, thank you so much for joining for spending some time with us for hanging out. Where can people check out distribute? Distribute.sl. 

Distribute.sl. That's it. And then LinkedIn. That's it guys. 

My LinkedIn. Distribute.sl. Boom. That's it. Awesome. So Distribute.sl. LinkedIn. 

Go check out distribute. Andy, thanks for joining the show, man. Guys, thank you. Thank you. 

I don't appreciate it guys. Thank you. Thanks so much for listening. 

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