Mike Rowland

Losing ONE great PT can cost you over $100K...the math behind that number ⬇️ 🔹 Lost revenue: A full-time PT seeing 50–60 visits/week at ~$100 per visit = ~$5K–$6K/week. A vacancy of 6–8 weeks? That’s $30K–$50K in lost production. 🔹 Recruiting & onboarding: Between job ads, recruiter fees (often 15–25% of salary), paperwork, and ramp-up time—$20K+ gone. 🔹 Patient churn & PRN coverage: Patients drop off. Travelers cost more. Morale dips. Reputation suffers. Add another $10K–$30K in hidden costs. That’s why turnover doesn’t just hurt—it bleeds your margins. Retention isn’t about free snacks or ping-pong tables. It’s about leadership, clarity, and culture. If you want to grow, start by keeping the people you’ve already invested in.

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Why attend another ecommerce conference when it's in Utah? It's a simple question when so many travel away from home for these events. But you may not know there's an incredible gem in your backyard. This is why you should attend: ➡️ Quality of content - this is the entire reason we started the group ➡️ Connecting with your peers - ie people doing the same thing or that have done it before So, if you don't have a ticket to Ecom Elevated Spring yet (April 15-16th in SLC), powered by our title sponsor Omnisend, then this is why you should attend. Keynotes: 👉 Keynote on how Lume Deodorant grew to $300m in revenue 👉 Keynote on Amazon Best Practices (with an open Q&A) 👉 Keynote on the Power of Persistence with an Olympic Athlete 👉 Keynote on Email & SMS Marketing 👉 Keynote on Shipping & Logistics 👉 Keynote on Multichannel Brand Building Roundtable sessions (just brands discussing ideas & tactics) on partnerships, finance, hiring/team building, sourcing, and fulfillment. Workshop & Breakout sessions: 👉 Building PR for Your Business 👉 Creating Additional Revenue in Email & SMS 👉 Getting More Output from Teams with AI 👉 Ranking Product Pages on AI & Agentic Search 👉 TikTok Shop Wins and What Not to Do 👉 Finance & Ecom - How to Win with Better Money Management We have a few more things planned. What other content do we need to add? BTW code "EARLYACCESS" is 30% off all tickets through the end of the month: https://lnkd.in/gBJiwUiS

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Cross-selling: payroll → taxes → HR → benefits → retirement → insurance → PEO. One client becomes six products Power of creating ecosystem around problem.

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Sales Rep Salary: $120k base + $120k Bonus = $240k OTE $240k OTE, on 80% gross margin, at series C = $420k breakeven At series B, closing $50k p/m consistently, still puts you in the danger zone. ➡️ Reps: This bottoms-up math is critical to understanding your real value to a company relative to what they pay you, your performance, and their stage of growth. ➡️ ➡️ Founders: This bottoms-up math is critical to pair with your top-down expectations. In our next newsletter we break down the variables at play, and muse about variables such as "stage factors" that heavily influence actual targets that founders set. At RVNU we created a calculator to help you better appreciate these fundamentals - whether you are a founder or a rep. Alignment is central to SaaS startup success. This should help with that. If you want benchmark your performance, or that of your team, subscribe to our free newsletter. We'll share the link to calculator there tomorrow. We got you 👊🏼 --- DISCLAIMER: Founders may baulk at these numbers (ie: be unwilling to pay 10%+ in commission) so sure, the rules on the field are different for every SaaS startup, however basing targets and expectations in the fundamentals of how a business actually makes money is smart for everyone to appreciate - from rep to founder.

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A $10b valuation. Utah Tech's 4 minute mile. Qualtrics broke through many years ago, but they are still the only. But: There are 5+ startups in Utah, today, who have the potential of being worth $10b+. the team, the market, the intensity, the product....the ambition to actually do it. the ingredients are there. of course the odds are against them, the default is failure, and (almost) no one will believe it can happen until it's done but i think there will be at 1 or more by 2030. and 3 or more by 2033.

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I pitched a previous business to 4 different VCs in Utah. Every single one asked me the same question after my pitch. VC partner: "Why haven't you quit your job yet?" My response: "I can't quit. I need stability to pay bills while I bootstrap this." Any guess on whether I got funding? VCs don't just invest in ideas—they invest in commitment. When your startup is a side hustle, it's competing with everything else in your life. Netflix. Sleep. The comfort of knowing your paycheck hits next Friday. When it's your ONLY option, suddenly you find hours you didn't know existed. The numbers don't lie. That business I took to those VCs took 4 years working nights and weekends. Slow progress. Constant excuses about not having enough time. SignumCyber took 18 months after I quit my job. Same me, same skills, totally different urgency. Tobi Oluwole recently shared the opposite approach https://lnkd.in/gH4NtEaS. Keep your job, use your salary as startup capital, and transition safely. He's got a point and it works for a lot of people. Here's the trade-off I’ve come to realize: 𝗦𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝗳𝗲𝗲𝗹𝘀 𝘀𝗮𝗳𝗲 𝘂𝗻𝘁𝗶𝗹 𝘆𝗼𝘂 𝗿𝗲𝗮𝗹𝗶𝘇𝗲 𝘆𝗼𝘂𝗿 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗼𝗿 𝗷𝘂𝘀𝘁 𝗾𝘂𝗶𝘁 𝘁𝗵𝗲𝗶𝗿 𝗷𝗼𝗯. #entrepreneurship #venturecapital #founders #signumcyber

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Pocus just closed a $100,000 deal FOR us. Why??? Because these 3 outbound plays inside Pocus PRINT MONEY. Here’s the breakdown 👇 BACKGROUND When we launched RB2B in March of last year, I thought every “signals” vendor was a competitor. If you were helping GTM teams find or prioritize accounts, I assumed you were against us. Turns out… I was wrong. We figured out that RB2B’s sweet spot is the SMB segment and those signals vendors? They sell ABOVE us. So instead of fighting, we partnered. And Pocus has become one of the most exciting examples of that shift. Inside their platform, there are 3 RB2B-powered plays that are just printing $$$. 1. Website Visitor → PQL RB2B identifies the anonymous traffic → Pocus automatically scores and routes to the right AE → meeting booked same day. 2. Sign-Up Surge Detection When multiple users from the same company sign up, RB2B stitches the activity → Pocus triggers a “hot account” alert. Perfect for teams running product-led growth. 3. High-Intent Retargeting Loop Pocus uses RB2B data to sync high-value visitors straight into ad audiences. So you’re not wasting budget on random clicks and you're retargeting the RIGHT people. TAKEAWAY The best partnerships are 1 + 1 = 3. That’s RB2B and Pocus. This deal got closed because the combination of the two solutions prints money for a name-brand SaaS (who I can't name!). And it’ll print money for yours, too. We’re so excited about partnerships like this that we asked ourselves: How can we make them bigger, easier, and frictionless? Pretty soon, we’re going to announce our OEM program. Software vendors will be able to: - Have an OEM account w/ bulk pricing - Put the RB2B pixel inside your pixel - Enrich, route, and activate any way you like It’s the trust and accuracy of RB2B’s identity, with the power of your larger GTM platform, instantly accessible to YOUR customers. Want to get on the waitlist? DM me and I’ll send you the link.

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Don't be like HubSpot 😂 stuck in some sales loop. Can't get a call. Can't set up new features. Instead, set up Pipedrive in 2 mins and already GSD. See ya! 🔥 Kane Templeton

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We just shipped 292 commits in 5 weeks for CactusComply. Here's what we've been building: CactusComply helps Arizona small businesses file their Transaction Privilege Tax (TPT) — the state's version of sales tax. Most small biz owners are doing this manually on spreadsheets or paying accountants hundreds per filing. We're changing that.  What we shipped recently: - eFile Integration — Automated SOAP submission directly to Arizona's eFile gateway. Real-time job tracking. Confirmation emails via Loops. No more manual uploads to AZTaxes.gov. - Smart Location Management — Auto-detected county via Census Bureau geocoding for dual-county cities. ADOR location codes pulled from merchant locations. Jurisdiction mismatch validation catches errors before they reach the state. Per-filing location selection for multi-location businesses. - Transaction Intelligence — Row-level deduplication with transaction hashing. Location alias matching. Date range mismatch warnings. Re-enrichment for mismatched transactions. Dynamic county rate lookups. The boring stuff that prevents costly filing errors. - Email Automation — Loops.so integration with dynamic contact properties, filing event triggers, and transactional emails for eFile confirmations. Engagement tracking via webhooks. - POS Integration Design (Square, Clover, Toast) — Just spec'd out the TurboTax moment: you log in and your sales data is already there. Auto-import based on your filing frequency. Auto-sync keeps connections alive so even quarterly filers never have to reconnect. No CSV exports. No manual uploads. Just review and file. Building tax compliance software isn't glamorous. But when a restaurant owner can file their TPT in 5 minutes instead of 5 hours — that's the win. More coming soon.  #BuildInPublic #Startup #TaxTech #RegTech #SaaS #SmallBusiness #Arizona #TPT #FounderLife #IndieHacker #AI #DevLife

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By ignoring expansion and retention you will lose more money than Sales can recover. Prioritize your CS and adoption. Make it a strategic component of your customer life cycle.

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