Podcast - 7 to 100: The Good, the Bad, the Ugly of Scaling a Business from $7M to $100M

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7 to 100: The Good, the Bad, the Ugly of Scaling a Business from $7M to $100M

Follow along. We're figuring it out in front of you.

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Latest Episodes

Episode 32

Why Cheap Advice is Usually the Most Expensive Mistake

Tim opens with the three core lessons from the last 90 days of real changes: most struggling businesses are underspending on ads, not overspending on sales; a strong offer with real guarantees removes far more friction than most founders assume; and trying to scale purely through selling, rather than through consistent advertising, gets exponentially harder once growth outpaces churn. The standout story of the episode: paying a genuinely proven expert $150,000 just for a single piece of advice, and why that’s often smarter than free advice from someone who’s never actually climbed the mountain they’re advising you on.

Tim closes with a sharp analogy: if you want to win a gold medal, you don’t hire a college coach with theories, you hire someone who’s actually coached gold medalists before, and the same logic should apply to who you take business advice from.

Episode 31

Nearly $9M in Run Rate, 90 Days After the Hormozi Conference

Tim recaps the three biggest changes made since attending a Hormozi event roughly 90 days earlier: shifting focus to gross profit instead of just revenue, cutting the size of the cold-calling sales team to redirect dollars into advertising, and tracking ad frequency to know when an audience has been saturated.

The results show up directly in the numbers, current run rate is closing in on $9M, up meaningfully from where they started. The back half makes an important case for channel diversification: Google and Meta actually work better together than either does alone, since someone who sees a Meta ad often searches the company on Google before ever engaging, meaning pulling back too hard on one channel to fund another can quietly break the trust-building sequence that makes both work.

Episode 30

The Three-to-One Rule, and Why Business Problems Never Actually End

Tim breaks down a new, simpler dashboard built around one core question: for every dollar spent on ads, is the business generating at least three dollars in lifetime gross profit from the resulting customer, the ratio Hormozi teaches as the bar for sustainable growth.

They also dig into pricing philosophy for service delivery: instead of building a long list of options for clients to choose from, present a clear recommendation and only build in exceptions for genuine edge cases, keeping the core process built around your best clients, not your worst ones.

Tim closes with a mindset reset worth sitting with: business problems don’t disappear as you grow, they just change shape, from growth problems to management problems to entirely new categories of problems, and getting comfortable with that cycle is the actual job.

Episode 29

Is the Algorithm Getting Smarter, or Are We Just Getting Out of Its Way?

Paul shares a counterintuitive observation: the less he touches Meta, the better it performs.

Every time creative gets swapped, results dip for a week or two before recovering, which suggests the algorithm’s own exploration process needs stability to work.

He walks through real numbers backing this up: the percentage of good leads jumped from roughly 25% to over 60% in two weeks, and leads over $1,000 in budget hit a new single-day record.

The team lands on a practical technique for finding proven creative without guessing: checking Meta’s Ad Library for competitors’ longest-running ads, since an ad still running months later is a strong signal it’s actually converting.

Episode 28

Checking Real Podcast Numbers, and Why the Product Has to Be Fixed Before the People

The team pulls actual data on the podcast’s traction so far (Spotify plays, YouTube views, LinkedIn engagement) and has an honest conversation about whether the current format, three people livestreaming their daily standup, is actually what audiences want, or whether it’s simply too early to tell with only a few months of data and no paid promotion yet.

The back half of the episode turns into a bigger strategic gut-check: Tim admits that trying to scale the team and hire more people before fixing a low-margin product was backwards, and lays out a clearer division moving forward, Paul owns building an automated, high-margin, easily deliverable product, while Tim focuses on people, training, and building the org that can eventually scale it.

The core lesson: get the product’s economics right first, since no amount of great hiring or management can fix a business built on a product that doesn’t have enough margin to support it.

More Episodes

Episode 2

The Numbers Behind the Numbers: Lead Scoring, MRR Math, and Where the Budget Should Go

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Episode 1

The Real Sales Framework: Obstacles, Objections, and the 10-10-80 Rule

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Hosted by Tim Warren & Paul DeMott

Most business podcasts show you the highlight reel. This one shows you the actual film. Every day, we hit record on our real sales and marketing stand-up, the same meeting where we’re deciding what’s working, what’s dying, and what needs to change right now. No scripts. No polish. No pretending we’ve got it figured out.

Hosted by 2 Inc 5000 founders and marketing experts, Tim Warren and Paul DeMott, this podcast is your ultimate resource for watching a company scale in real time, no highlight reel required. We’re building Helium from $7 million to $100 million, out loud. No-BS, data-obsessed, “give me a metric or give me silence.” We’re talking objections, close rates, funnel math, sales scripts, ad spend, and every ugly mistake in between. If you’ve ever wondered what actually happens behind the curtain of a company trying to 10x itself, the wins, the losses, the “wait, why did that not work” moments, this is that show.

Follow along. We’re figuring it out in front of you.

Hosted By

Tim Warren

It' All Just Marketing
Podcast

Are you ready to unravel the secrets of modern marketing and elevate your business strategies to new heights? Welcome to “It’s All Just Marketing,” the podcast that takes you on a captivating journey through the dynamic world of marketing. Join us as we dive deep into the ever-evolving landscape of marketing, where creativity, data-driven insights, and technological innovation converge. Hosted by 2 Inc 5000 founders and marketing experts, Tim Warren and Paul DeMott, this podcast is your ultimate resource for staying ahead in the rapidly changing realm of consumer engagement.