“Almost 80% of the buyers’ journey is not attributable. We focus on the 20% that is. Our recommendation is also to focus on the dark funnel, where that 80% are feeding and getting their thought leadership from.”

– Matt Bolian (USMA ‘11)

Matt Bolian is the Co-Founder of RevPartners, a company that designs, builds and executes revenue operations to support holistic go to market strategies for scaling companies. RevPartners weaponizes data to drive a predictable, repeatable revenue engine through a proven growth operations framework while providing customers with less risk and better value when it comes to driving both strategy and execution. Matt has led teams as large as 250 people and thousands of projects in the United States and abroad for hundreds of clients across multiple functional areas in the military and in the private sector. He thrives under pressure and breaks rules when it makes sense.

In this episode, we discuss:

  • How RevPartners’ revenue engine diagnostic and ops analysis works
  • Why data is essential to operations optimization and deal velocity
  • What customer life cycles look like and how to identify market qualified leads
  • Tips on how to stay top of mind as consumer patterns shift
  • What dark funnels are and why they are important

Matt also shares some tips on how to know when to hire someone to lead your sales and why now is the best time to start using a CRM. We also discuss why thought leadership is the sales function of the future and how a podcast can be a great way to get people thinking about your business or product. We enjoyed learning why Matt is such a big fan of HubSpot and value the insights he provides on some real-life examples of operations strategies. Wherever you are on your entrepreneurial journey, we hope this episode inspires you to engage more effectively with the operational side of your company.

Connect with Matt:

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Special thanks to Matt for joining me this week. Until next time!

-Scott Mackes, USNA ’01

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