This week, Matt Bolian and Brendan Tolleson, cofounders of RevPartners, rejoin the show. When we last checked in with the RevPartners team, they were the fastest HubSpot solutions partner ever to reach the Diamond tier. Now, about a year later, they return to the podcast as the fastest ever to reach the Elite tier. They offer actionable insights, frameworks, and the specific steps they took to reach the Elite tier of HubSpot’s partner program in under 16 months. First, we discuss scaling operations. Do they do anything *unique* or against the grain operationally? How do they sell? How do they define their service offering? Second, we discuss scaling people ops. How has their org chart evolved? How did they identify the right headcount needs and priorities? And how do they recruit the right people—and keep their top talent? And third, we discuss scaling demand. Does RevPartners have a traditional sales org? And how has their approach to content creation and marketing helped spark their growth?