Episode 1288: The Science Behind Scaling Revenue with Mark Roberge

Scaling is not just about selling more. It is about knowing when the business is truly ready to grow. In this episode of Sharkpreneur, Seth Greene interviews Mark Roberge, Co-Founder & Managing Director at Stage 2 Capital, who shares lessons from helping HubSpot scale from its earliest days to IPO, including why founders often mistake early sales traction for true readiness to scale. He also discusses the role of product value, go-to-market strategy, venture capital, AI, fast-follower opportunities, and his decision to donate the book's proceeds to support mental health.  Key Takeaways:→ Product value should take precedence over aggressive revenue growth.→ The startup ecosystem needs greater discipline in revenue growth. → AI is creating major opportunities and societal challenges.→ Fast followers often outperform first movers in the long run.→ Founders need frameworks for scaling, not just ambition.  Mark Roberge is a Co-Founder at Stage 2 Capital, the first venture fund supported by over 1,000 top sales and marketing executives. Stage 2 has invested in more than 100 startups, helping founders with proven revenue growth strategies and experienced go-to-market leaders to accelerate their growth. He has also been a member of the teaching faculty at Harvard Business School for over a decade, designing and leading courses on sales, marketing, and entrepreneurship, mentoring thousands of student entrepreneurs, and engaging deeply with the challenges of early-stage growth. Before these roles, Mark was the fourth employee and founding CRO at HubSpot, where he built and scaled the go-to-market organization from zero revenue to a successful IPO, pioneering a data-driven, buyer-centric sales model that has since influenced go-to-market teams worldwide. Connect With Mark:Website: https://www.stage2.capital/X: https://x.com/markrobergeLinkedIn: https://www.linkedin.com/in/markroberge/

Most business owners do not lose control all at once. They lose it slowly, one missed number, one poor structure, and one reactive tax decision at a time. In this episode of Sharkpreneur, Seth Greene interviews Peter Holtz, President of Peter Holtz CPA, who explains why traditional once-a-year accounting often leaves owners overpaying taxes, missing deductions, and making last-minute decisions that undermine long-term growth. He also explains how proactive planning, accurate books, smart business structure, margin awareness, and the right advisory team can help entrepreneurs regain control and build stronger, more profitable businesses. Key Takeaways:→ Business owners need proactive tax planning, not year-end panic attacks.→ Accurate books are the foundation for better tax decisions. → The wrong business structure can cost owners money.→ A good CPA should do more than fill out boxes on a tax return.→ Tax strategy should align with the owner's, business's, and family's goals.  Peter Holtz is a seasoned CPA, entrepreneur, and tax strategist who helps business owners keep more of what they earn through proactive, year-round tax planning. With more than 20 years of experience, including time in Big 4 accounting and CFO roles for multiple companies, Peter has seen how traditional, once-a-year accounting often leaves business owners overpaying and underprepared.After recognizing the need for a more strategic approach, Peter built multiple eight-figure accounting firms designed to help business owners outsmart the IRS without relying on aggressive loopholes or unnecessary risk. He works with owners earning $500K to $10M+ to reduce taxes, protect wealth, and turn their CPA relationship into a true profit center. Connect With Peter:Website: https://peterholtzcpa.com/Instagram: https://www.instagram.com/peterholtzcpa/Facebook: https://www.facebook.com/PeterHoltzCPALinkedIn: https://www.linkedin.com/company/peterholtzcpahttps://www.linkedin.com/in/peter-holtz/

What if the reason your marketing isn’t working has nothing to do with your ads? In this episode of Sharkpreneur, Seth Greene interviews Shamir Duverseau, Co-Founder and Managing Director at Smart Panda Labs, who explains why the post-click experience is the most overlooked yet critical part of the marketing funnel, especially for high-consideration purchases. He shares how aligning teams, applying behavioral psychology, and improving digital experiences after the click can dramatically increase conversions and overall performance. Key Takeaways:→ Most marketing budgets are spent before the click.→ Trust must be established immediately after the click. → Relevance is the first requirement for engagement. → Enterprise marketing challenges are often people problems. → Managing stakeholders is as important as managing strategy.  Shamir Duverseau is a cofounder and Managing Director at Smart Panda Labs, a technical marketing agency for enterprise BwC brands. Throughout his career, he has worked across industries, including travel, entertainment, and technology, with brands such as Southwest Airlines, The Walt Disney Company, and NBCUniversal. Over the past 25+ years in marketing, Shamir has held leadership roles overseeing product management, digital strategy, user experience design, web development, testing, and web analytics. Before joining Smart Panda Labs, Shamir was the Senior Director of Digital Strategy and Services for Marriott International’s Vacation Club Division. Connect With Shamir:Website: https://smartpandalabs.com/Facebook: https://www.facebook.com/smartpandalabsLinkedIn: https://www.linkedin.com/company/smart-panda-labs/YouTube: https://www.youtube.com/@smartpandalabs7668

What if one piece of content could open doors to opportunities you never imagined? In this episode of Sharkpreneur, Seth Greene interviews Shiloh Rodriguez, a Music Composer, Producer, & Songwriter, who shares how he strategically uses Instagram to reach decision-makers, build relationships, and create opportunities without relying heavily on paid ads. He explains how consistency, targeting specific individuals, and delivering value upfront have helped him turn creative content into real-world business results.  Key Takeaways:→ Social media can be used to target specific decision-makers.→ Finding a “wave” of content that works is critical for growth.→ Organic reach can outperform paid ads when used strategically.→ Delivering value upfront helps open doors to new opportunities.→ Long-term success comes from consistent execution and visibility.  Shiloh Rodriguez, a music composer, producer, and songwriter, is using the modern marketplace to build a career on his own terms. Through social media and original composition, Shiloh is turning creativity into opportunity and showing what’s possible for today’s artists. Connect With Shiloh:Website: https://shilohaudio.comInstagram: https://www.instagram.com/shilohrodriguez TikTok: https://www.tiktok.com/@shilohaudio?lang=en YouTube: https://www.youtube.com/channel/UCo8tj4rp-j9eWcUPTTdTMYg/videos

What if the platform you think is too expensive is actually your most profitable channel? In this episode of Sharkpreneur, Seth Greene interviews Anthony Blatner, Managing Director at Speedwork Social, who explains how LinkedIn advertising has evolved and why it often delivers higher-quality leads despite higher upfront costs. He shares new strategies, including thought-leader ads, improved attribution tracking, and ways B2B marketers can use LinkedIn to drive demand and scale their pipelines more effectively. Key Takeaways:→ LinkedIn is best for reaching niche professionals at scale.→ Cost per quality is more important than cost per click.→ Personal LinkedIn profile ads outperform company page ads. → LinkedIn was less affected by iOS tracking changes than Meta.→ AI is changing how marketers design and analyze campaigns.  Anthony Blatner is the Founder and Managing Director of Speedwork Social. This LinkedIn-focused B2B growth agency helps mid-market and enterprise SaaS companies drive revenue through high-performance LinkedIn advertising. Anthony also hosts the LinkedIn Ads Radio podcast, where he interviews LinkedIn product leaders and top B2B marketers about what is working on the platform today. He is a LinkedIn Learning Instructor for B2B Marketing on LinkedIn and teaches LinkedIn Ads Smart Tips & Tricks. Connect With Anthony:Website: https://speedworksocial.com/LinkedIn: https://www.linkedin.com/in/anthonyblatner/https://www.linkedin.com/company/speedwork/ 

What if the financial advice you’ve been following is holding you back? In this episode of Sharkpreneur, Seth Greene interviews Garrett Gunderson, Wealth Liberation Expert and Best-Selling Author, who challenges traditional financial advice and explains why entrepreneurs need a fundamentally different approach to money, investing, and growth. He shares how mindset, cash flow strategy, and investing in yourself can create sustainable wealth and true financial independence. Key Takeaways:→ Scarcity thinking leads entrepreneurs to shrink rather than grow. → Traditional financial advice often conflicts with entrepreneurial success. → Financial independence comes from consistent cash flow, not just from assets. → Investing in skills and capabilities often outperforms traditional investments. → Focus drives growth, whereas diversification protects wealth.  Garrett Gunderson helps entrepreneurs build wealth with less stress, without sacrifice, and without being suffocated by spreadsheets that look like they were designed by NASA. Known as “Money Jesus,” Garrett uses humor, storytelling, and practical strategy to make money actually make sense. His Amazon Prime comedy special, The American Ream, proves he can turn even the driest financial concepts into something hilarious and unforgettable while still delivering life-changing insight. He’s also a rare advisor who helps entrepreneurs save on taxes and keep way more of what they earn without cutting back. Garrett started his first business at 15 and earned the SBA Young Entrepreneur of the Year award. He later entered the field of finance. He quickly realized the truth: no one teaches entrepreneurs the wealth strategies that actually work. After navigating the 2000 crash with brutal honesty, he devoted his life to studying what the wealthy really do, which led to his signature Rockefeller Method. Today, he helps entrepreneurs achieve financial freedom without sacrificing the life they’re building. Connect With Garret:Website: https://garrettgunderson.com/

The real reason your business isn’t scaling may surprise you. In this episode of Sharkpreneur, Seth Greene interviews Robert Indries, Managing Partner at Elkridge Advisors, who explains how his firm helps business owners grow, optimize, and ultimately exit by identifying systemic issues, improving operations, and increasing company valuation. He highlights the critical roles of financial analysis, operational independence, and an outside perspective in transforming a business into a scalable, sellable asset. Key Takeaways:→ Scaling is easier when starting from an established revenue base. → Every recurring issue in a company indicates a missing system.→ A business that depends on the owner is not yet a true asset. → External guidance is necessary to break through growth plateaus.→ Real growth comes from optimizing structure, not just increasing revenue.  Robert Indries is an internationally recognized entrepreneur and business strategist who has generated over $500 million in results for his clients over the past decade. Featured by Entrepreneur.com as an “International Tycoon,” he owns eight businesses producing consistent seven-figure revenues, with operations spanning four continents and serving thousands of clients worldwide. With a background in hardware engineering, Robert has led more than 200 innovative projects across 19 industries, helping companies improve key performance metrics and achieve strong returns. He has traveled over 100,000 miles to deliver keynote presentations in three languages to audiences around the globe. Today, he leverages his expertise in engineering and scalable systems to help clients maximize value in mergers and acquisitions. A devoted family man, Robert prioritizes meaningful time with his loved ones. Connect With Robert:Website: https://elkridgeadvisors.com/ LinkedIn: https://www.linkedin.com/in/robertindries/  

What if your “profit” figure is giving you a false sense of security? In this episode of Sharkpreneur, Seth Greene interviews Jay Aldebert, Chief Growth Officer at International Services, Inc., who explains that traditional accounting often overlooks critical financial realities, including debt service, working capital, and true profit requirements. He also shares how his system helps business owners uncover hidden financial gaps, improve decision-making, and build stronger, more sustainable companies. Key Takeaways:→ Most business owners treat profit as an afterthought rather than a necessity. → Accounting focuses on history, while finance focuses on what a business needs to do to survive. → Debt service is often overlooked in profit calculations but is critical to survival.→ Financial reports are lagging indicators and don’t inform real-time decisions.→ Every business has a minimum required profit determined by its financial structure.  Jay Aldebert is the architect behind a growing movement to replace traditional accounting as the primary decision-making system for business owners. After 25 years inside a $250 million consulting organization and conducting more than 86,000 field analyses, Jay concluded that most owners operate in financial fog, relying on backward-looking reports that fail to guide the future. He created Return to Owner (RTO), a performance system focused on operational control, profit engineering, and exit readiness—measuring success by what the owner actually takes home. Drawing on one of the largest real-world datasets of privately held businesses, Jay has identified why companies stall and profits disappear. Through his platform Profit by Design, he helps owners gain clarity, increase profitability, and build businesses that deliver real financial outcomes. Connect With Jay:Website: https://profitbydesignconsulting.com/ Instagram: https://www.instagram.com/jayaldebert/ TikTok: https://www.tiktok.com/@jay.aldebert LinkedIn: https://www.linkedin.com/in/jaybaldebert/ YouTube: https://www.youtube.com/@jay_aldebert

What happens when a simple, innovative idea becomes a $55 million business? In this episode of Sharkpreneur, Kevin Harrington and Seth Greene speak with Kris Dehnert, the founder of Dugout Mugs, who shares the incredible story of turning a baseball bat into one of the coolest and most successful drinking mugs in the world. From scaling the business by triple digits to leveraging unique customer acquisition strategies, Kris walks us through his journey of success, challenges, and growth. He also reveals how he diversified the product line and the lessons learned along the way, building a brand that is now a household name in the sports industry. Key Takeaways:→ The importance of focusing on the right metrics, like customer experience.→ Creative strategies for gaining customers through email and text messaging.→ The role of feedback and customer insight in shaping product offerings and business direction.→ How to build a brand with strong customer service and high engagement.→ Why creating a lifestyle business gives entrepreneurs freedom to travel and enjoy life.Kris Dehnert is the CEO and owner of Dugout Mugs®, a company that makes unique, MLB-licensed products for baseball fans. He is also the founder of Dehnert Media Group and a seasoned entrepreneur with over 15 years of experience in various industries, including real estate, apparel, hard goods, and affiliate marketing. With a focus on e-commerce and social media, Kris has generated over $65 million in online sales. At Dehnert Media, he advises businesses on improving their sales, marketing, eCommerce, and social media strategies, emphasizing fun, efficient systems and maximizing time and network value. Kris also runs Bigg Golf, a venture dedicated to manufacturing innovative golf products. Kris is passionate about finding businesses with potential and helping them thrive with his expertise and vision. Connect With Kris: Dugout Mugs: https://dugoutmugs.com/?Denhert Media Group: https://www.dehnertmediagroup.com/Bigg Golf: https://bigggolf.com/Instagram: https://www.instagram.com/dugoutmugsX: https://x.com/KrisDehnertFacebook: https://www.facebook.com/DehnertMediaGroup

What if the most powerful tool in your business was the one that truly understood you better than you understand yourself? In this episode of Sharkpreneur, Kevin Harrington and Seth Greene interview Rich Schefren, owner of Strategic Profits, who discusses his most personal and groundbreaking innovation yet: Zenith Mind. Known as the "guru to the gurus," Rich has helped many entrepreneurs scale—but when he faced his own internal challenge, he turned to AI to develop a tool that would understand him deeply. What began as a personal solution has grown into a transformative system that combines self-awareness, performance psychology, and AI-powered mentorship. Key Takeaways:→ Why AI’s biggest strength is pattern recognition.→ Why most advice falls short, and how personalized AI flips the script.→ How the Zenith Mirror Score shows how well your AI knows you.→ How AI can expose lifelong personal patterns that most don’t even realize they are repeating.→ The ultimate vision: AI as a therapist, business strategist, partner, and friend.Rich Schefren is widely recognized as an Internet marketing pioneer and one of the world’s leading experts in online business strategy. As the founder of Strategic Profits in 2005, Rich has made it his mission to turn struggling opportunity seekers into successful entrepreneurs. Throughout his career, he has coached some of the world's top online business gurus and helped his clients increase their revenues by billions of dollars.Rich has a proven track record of success, having grown three of his own businesses to 7-figure annual revenues. He is credited with authoring the first “viral” free business report and popularizing online business coaching in 2005. In 2009, he invented the first automated webinar, further revolutionizing the online business landscape. With his deep understanding of business strategy, Rich continues to be a key influencer in the world of online entrepreneurship. Connect With Rich: Website: https://richschefren.com/Instagram: https://www.instagram.com/therealrichschefren/X: https://x.com/richschefrenFacebook: https://www.facebook.com/StrategicProfitsHQLinkedIn: https://www.linkedin.com/in/rich-schefren/