Scaling from $100 Million to $1 Billion in Revenue


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If you want to know the value of your business and where it comes from, do the work. Take the time to collect the data, then hone in on what is the right fit for your company. Prioritize figuring out what makes your business tick in order to grow a sustainable brand.

The bulk of Babak Azad’s body of work lies in growing the Beach Body brand from 100 million to over 1 billion in revenue in eight years. Now working as a consultant in marketing for multimillion dollar businesses, Babak and his team focus on customer acquisition, retention, and the power of customer experience. Babak is here today to talk to us about building a lasting brand by helping business find a few channels that work well and hitting those home.

Episode Highlights:

  • Babak shares his unique way of looking at customer acquisition in every type of business he touches.
  • Why business metrics are not as difficult as people think if they start with the basics. Start somewhere and then refine over time.
  • The importance of knowing what a good customer is worth in any business.
  • The things business owners should be tracking at a minimum.
  • Look at the levels and the patterns. Get things right for a few to start off before rushing around trying to scale up too quickly.
  • It is crucial to your success as a marketer to seek out and hone in on the best channels for your business.
  • What your strategy should look like once those channels have been targeted effectively.
  • Use service marketplaces such as Fiverr and Upwork to find small ways to find qualified staff to collect crucial data.
  • How Babak helps clients discover the right intersection of branding and direct marketing then infuses that with customer sustainability.
  • Why it is so important to start taking care of the customer.
  • Hear Babak’s 4 pillars of brand building.


Joe: So Mark I know that amongst all the Quiet Light Brokerage, Jason is probably the fittest. But I occasionally do get my butt kicked by someone online with Most recently a young lady … I can’t remember her name but I keep going back to it. I love the program and I love the story behind Beachbody’s success. Because as you know I’m an old radio spot ad, radio infomercial, TV infomercial guy and that is where Beachbody started; I believe. And you had them on the podcast is that right?

Mark: I did. Yeah, I think pretty much everybody has heard of Beachbody at some point or another. I mean it’s a huge brand; huge name. I was able to talk to Babak Azad. He was the Senior Vice President for Media and Acquisitions; really fancy title, big companies … that comes with the big companies are fancy titles but his role at beach body was to figure out their customer acquisition strip. And this is what he does now. He’s no longer with Beachbody. He did leave a little while ago. He’s now with Round Two Ventures and they help e-commerce companies eight figure or nine figure, primarily e-commerce companies hone in on their customer acquisition strategies. What was great about this discussion is seeing as at scale, seeing what a … somebody who’s in charge of a business that when he came into to Beachbody they were doing 100 million dollars in revenue annually. That’s a lot of money.

Joe: It’s a lot.

Mark: When he left in just a few years later they were doing over a billion dollars in annual revenue.

Joe: Wow. How long was he there for?

Mark: I don’t know. I would have to take a look to see but it wasn’t more than a few years. So he’s really responsible for the explosive growth. I mean again a lot of people have heard about Beachbody or remember hearing about them.

90 episodes available. A new episode about every 0 hours averaging 38 mins duration .