Should you acquire a company to accelerate growth?
"Acquiring a service you want to offer helps your company leapfrog years of trial and error." – Sam Shepler, Founder of Testimonial Hero
(🎙️ listen now)
I welcome back Sam Shepler, Founder of Testimonial Hero, a global video testimonial company that helps B2B SaaS companies close more deals through customer stories.
After a quick recap on what Testimonial Hero does (listen to episode 55 for part one), we get into the topic of acquisitions. Testimonial Hero recently acquired a company named Case Study Buddy that, just as the name suggests, provides written customer content like case studies.
Sam’s clients kept asking for case studies and written content as a service, and the fastest path to offering that at the level of quality Testimonial Hero’s clients expected was to acquire a shop that already knew the ropes.
Beyond the acquisition, we also cover topics like productizing services, sales processes, and leadership lessons.
We discuss:
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Testimonial Hero’s latest acquisition of Case Study Buddy.
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The evolution from video-only to various forms of customer content.
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The various types of customer content Testimonial Hero offers.
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Agency sales challenges and how to navigate them.
Actionable key takeaways for agency founders:
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Customer testimonials accelerate sales cycles because they build trust.
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Challenge your preconceived notions as a leader so as not to miss out on business opportunities.
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Successful M&A calls for the right timing, alignment, and mutual respect, so start building relationships early on.
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For mentorship, seek out advice from people at a level you want to reach next, people who are several years but not decades ahead of you.
🎧 Listen to the episode now:
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Best,
CQ
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