In this episode of The Deal Playbook, Tom Shipley sits down with Brett Hurt, one of Austin’s most accomplished entrepreneurs and investors. Brett has built and successfully exited three companies, including:

• Coremetrics (acquired by IBM for ~$300M)
• Bazaarvoice (scaled to $100M+ ARR and a unicorn IPO in 2012)
• data.world (a B-Corp acquired by ServiceNow in July 2025 to power their enterprise AI platform)

Through Hurt Family Investments, Brett and his wife Deborah have also backed over 146 startups and 47 VC funds, making him a cornerstone of the Austin tech and venture ecosystem.

Tom and Brett dive deep into:

• The buy vs. build rubric and how to know when an acquisition will compound value.
• Lessons from PowerReviews and Longboard Media acquisitions—what worked, what didn’t, and why.
• How Bazaarvoice became one of the most capital-efficient SaaS unicorns of its time.
• Preparing your company for acquisition—what must be true before conversations begin.
• Why culture is the real integration strategy in M&A.
• Brett’s perspective on AI, agentic systems, and the future of deal-making.
• His new mission through Love Conquers Fear—a podcast, book, and holding company aimed at shaping humanity’s future in the AI era.

Whether you’re running a 7–9 figure company or planning your first acquisition, this fireside chat is packed with hard-won lessons, cautionary tales, and forward-looking strategies that will help you scale smarter and exit stronger.

This episode features JC Hite, founder of Hite Digital, sharing how he disrupted the traditional digital agency model by blending franchising with global talent acquisition. JC recounts his evolution from a white-label provider to building one of the fastest-growing agency networks, spanning 16 offices across the U.S. and Latin America. You will gain insights into how focusing on integrity, premium talent, and scalable systems helped him stand out in a competitive industry. From overcoming challenges in leadership to transforming his team’s approach to growth, JC offers advice for entrepreneurs looking to scale with intention and impact.

Chapters:

• 00:00:00 - Why Entrepreneurs Thrive with Their Own Systems
• 00:00:49 - Meet JC Hite: Transforming Agencies Through Innovation
• 00:01:41 - How Hite Digital Scaled to 16 Offices in Record Time
• 00:02:48 - Evolution of Business Models: From White Label to Franchise
• 00:04:52 - Building a High-Performance Team in Latin America
• 00:07:49 - Navigating Cultural Challenges and Staying True to Core Values
• 00:11:16 - Taking the Leap: Starting a Business from Scratch
• 00:14:50 - Why the Franchise Model Simplified Growth and Increased Revenue
• 00:18:27 - Overcoming Client Issues with Long-Term Partnerships
• 00:20:14 - How JC Recruited and Retained Franchise Partners
• 00:21:33 - The Downside of Entrepreneurial Freedom in Franchises
• 00:27:32 - Pioneering a New Business Model: Equity and Rev-Share Partnerships
• 00:29:06 - Breaking Down Equity and Profit-Sharing Deals for Growth
• 00:35:37 - Closing Thoughts and an Invitation to Future Events

Links and Resources

• The Hites
• JC on LinkedIn
• JC on Instagram
• Hite Digital 
• Scale with Stability
• Digital Agency Hacker by JC Hite
• The Hites on YouTube
• Tom Shipley 
• Tom on LinkedIn
• Agency Ventures Aggregator 

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Brian Burt, founder of Canopy Management, shares his incredible journey from a scrappy Amazon seller to leading one of the fastest-growing e-commerce agencies in the country. Brian breaks down the strategic role acquisitions played in scaling his business, revealing how buying companies unlocked massive growth opportunities. From leveraging TikTok Shop's powerful affiliate network to designing innovative pricing models, Brian offers game-changing insights into building multi-platform success. Whether you're an e-commerce entrepreneur or a growth strategist, this episode is packed with actionable takeaways on scaling fast, fostering client relationships, and staying ahead in the ever-evolving digital landscape.

Chapters

• 00:00:00 – Unlocking TikTok Shop Success: How Affiliates are Changing the Game
• 00:01:00 – Meet Brian Burt: From Scrappy Startup to Scaling E-commerce Empires
• 00:02:00 – Building Canopy Management: Lessons from Growing a Multi-Platform Agency
• 00:04:05 – The Power of Acquisitions: How Strategic Buys Built Canopy’s Backbone
• 00:06:54 – Innovating Pricing Models: Creating Win-Win Client Success Stories
• 00:13:41 – Relationships and Vision: Brian’s Path to Long-Term Growth and Future Plans
• 00:15:34 – Final Takeaways: What’s Next for E-commerce Titans and Industry Disruptors

Links and Resources

• Brian on LinkedIn
• Canopy Management
• Tom Shipley 
• Tom on LinkedIn
• Agency Ventures Aggregator 

Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Robyn Siers is a seasoned M&A attorney telling you her insights on what it takes to successfully navigate mergers and acquisitions, especially in the marketing and tech industries. She talks about the importance of having a clear buying thesis, understanding seller motivation, and using creative deal structures to close deals. Robyn also discusses how AI is becoming part of the M&A world and why building a repeatable process can make transactions smoother and faster. With over 100 deals a year, Robyn offers up advice for buyers and sellers looking to make smart decisions.

Chapters:

• 00:00:00 – Nailing the Buying Thesis: Say No to the Wrong Deals
• 00:01:00 – Robyn Siers on M&A Mastery: Why Experience Matters
• 00:02:30 – Top Advice for Entrepreneurs Navigating Their First M&A Deal
• 00:03:15 – Is AI Part of Your Buying Thesis? The Future of Acquisitions
• 00:05:00 – How Seller Motivation Can Make or Break Your Deal
• 00:07:45 – Creative Deal Structures: Getting More Than Just Cash Upfront
• 00:18:00 – M&A Nightmares: The Challenges of Closing Tough Deals
• 00:21:30 – Wrapping Up with Robyn: What to Expect at DealCon

Links and Resources:

• Robyn on LinkedIn
• JonesSpross
• Tom Shipley 
• Tom on LinkedIn
• Agency Ventures Aggregator 

Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Molly Pittman, CEO and Managing Partner at Smart Marketer, shares her proven strategies for growing businesses in today’s rapidly changing digital marketing landscape. Due to how she helps brands scale from $5 million to $50 million, Molly talks about the importance of strong offers, using native ads, and thinking big-picture when navigating market shifts. She also discusses why many brands are struggling while others are thriving, how to measure success in a world with less data, and the role acquisitions can play in growth. Whether you're an agency owner or a business looking to scale, Molly's insights offer practical, actionable advice for winning in 2024.

Chapters

• 00:00:00 - How Data-Driven Decisions Shape Success
• 00:01:00 - Meet Molly Pittman: From Intern to Industry Icon
• 00:02:30 - Surviving Market Shifts: Insights from the Field
• 00:05:10 - Smart Growth Strategies for Scaling Your Business
• 00:06:50 - Deep Dive: The Latest Paid Media Analysis
• 00:08:30 - Offers That Win: Reinventing Business Models
• 00:11:45 - Mastering Content & Personal Branding for Growth
• 00:15:20 - Native Ads vs. Non-Native Ads: What Actually Works
• 00:19:10 - Future Trends in E-Commerce and Digital Marketing
• 00:20:30 - Attribution & ROI: The Ultimate Guide to Measuring Success
• 00:22:50 - Scaling Up with Acquisitions & Lead Generation
• 00:24:30 - Closing Thoughts: Simplifying for Success

Links and Resources

• Molly Pittman
• Molly on LinkedIn
• Molly’s LinkTree 
• Molly on Instagram 
• Smart Marketer 
• Smart Marketer Podcast 
• Tom Shipley 
• Tom on LinkedIn
• Agency Ventures Aggregator 

Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Todd Taskey discusses the key strategies digital marketing agencies need to know when preparing for a successful exit. He explains why finding the right buyer matters more than you think and how clear messaging about your business can drive up your transaction value. Todd also covers the importance of realistic projections, navigating earn-outs, and the factors that can either help or hurt your chances of closing a good deal. With examples, including a case study on Social SEO’s 8X growth, this episode is packed with advice for agency owners looking to sell.

Chapters

• 00:00:00 - Kickoff: Making Partners as Happy as Customers
• 00:00:53 - Meet Todd Taskey: Maximizing Digital Marketing Exits
• 00:01:54 - The Top Advice for Agencies Eyeing an Exit
• 00:02:15 - Aligning with the Right Buyer for Lasting Success
• 00:03:38 - How Social SEO Scaled 8X with Private Equity
• 00:04:46 - EBITDA Demystified: Boosting Your Transaction Value
• 00:10:24 - The Power of Realistic Projections in Business Deals
• 00:11:56 - Earn-Outs and Retention: How to Stay in Control
• 00:17:20 - Navigating Market Trends & What They Mean for Agencies
• 00:23:28 - Secrets to Client Retention: Don’t Let Them Walk
• 00:33:19 - Final Prep: How to Ensure a Successful Business Exit

Links and Resources:

• Todd on LinkedIn 
• Second Bite Podcast
• Potomac Business Capital
• Tom Shipley 
• Tom on LinkedIn
• Agency Ventures Aggregator 

Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Jason Swenk breaks down how agency owners can scale their businesses, overcome common challenges, and position themselves for success. He shares his Eight System Framework, which has helped countless agencies grow from scratch to eight figures. Jason also dives into the power of strategic acquisitions, the importance of having a clear vision, and why most agencies fail to get the right clients. Whether you're looking to fine-tune your offer, attract better leads, or understand the future of agencies with AI on the rise, Jason gives great advice that you can put into action. 

Chapters

• 00:00:00 - The Journey: From Small Beginnings to Big Success
• 00:00:53 - Meet Jason Swenk: The Mind Behind Scaling Agencies
• 00:02:16 - The Biggest Agency Challenges & How to Tackle Them
• 00:03:17 - Jason’s Eight System Framework: The Blueprint for Agency Growth
• 00:05:08 - Positioning & Offer Strategies That Win Clients
• 00:09:03 - Scaling Through Acquisitions: How Republics Changes the Game
• 00:12:30 - Acquisitions vs. Organic Growth: Which is Right for Your Agency?
• 00:16:45 - Real-Life Acquisition Success Stories: Lessons from the Field
• 00:21:00 - Integrating New Teams: How to Keep Culture and Efficiency Intact
• 00:25:09 - AI in Agencies: Adapt or Get Left Behind
• 00:29:43 - Final Thoughts: Practical Advice to Elevate Your Agency

Links and Resources:

• Jason Swenk 
• Jason on LinkedIn
• Tom Shipley 
• Tom on LinkedIn
• Agency Ventures Aggregator 

Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Josh Snow shares how he built a multi-million dollar brand by tapping into the power of TikTok and leveraging an army of creators. He explains the strategies that helped him generate $1 million in sales within days of launching on TikTok Shop and how this platform has become a game changer for e-commerce. Josh breaks down the importance of viral content, affiliate marketing, and how TikTok’s unique tools allow businesses to scale quickly. He also discusses how brands can adapt to stay competitive in a rapidly changing online market.

Chapters

• 00:00 - Authenticity Over Ads: The New Era of Marketing
• 00:50 - Meet Josh Snow: The Mastermind Behind Viral Success
• 01:55 - TikTok Shop: The Gold Rush You Can’t Ignore
• 03:10 - E-commerce Shakeup: TikTok’s Impact on the Industry
• 07:55 - Viral Marketing Unleashed: How to Leverage Creators for Explosive Growth
• 14:55 - The Future of E-commerce: Scaling Beyond Limits
• 16:00 - Nashville Bound: CEO Summit Preview and Key Takeaways

Links and Resources

• Josh on LinkedIn 
• SNOW
• Tom Shipley 
• Tom on LinkedIn
• Agency Ventures Aggregator 

Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Rudy Mawer shares his journey of building multimillion-dollar businesses through strategic partnerships, celebrity collaborations, and leveraging AI and automation. Rudy shares insights on acquiring iconic brands during the COVID-19 pandemic, his strategic partnership with Ty Lopez, and building multi-million dollar businesses while running an expansive agency. He reveals his innovative approach to celebrity partnerships through his company, More Capital, and how he's leveraging AI to streamline operations and amplify success. Rudy also emphasizes the importance of adaptability in business and teases his upcoming participation at the Deal Con M&A CEO Summit.

Chapters:

• 00:00:00 - Introduction to Rudy Mawer
• 00:00:29 - From Agency Owner to Partnering with Global Icons
• 00:02:25 - Acquiring Pier 1 and Other Iconic Brands
• 00:04:38 - Scaling Teams While Maintaining Efficiency
• 00:08:31 - Running Multiple Brands Under One Roof
• 00:09:11 - Building Profitable Brands with Celebrity Partners
• 00:13:00 - Why Celebrity Brands Are Easier to Exit
• 00:17:23 - Transforming Business with AI and Automation
• 00:20:18 - Rudy’s Upcoming Appearance at Deal Con M&A CEO Summit

Links and Resources:

• Mawer Capital
• Personal Website
• Rudy on YouTube
• Tom Shipley 
• Tom on LinkedIn
• Agency Ventures Aggregator 

Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Joshua B. Lee, known as the "Dopamine Dealer of LinkedIn," shares how he’s helped businesses scale by focusing on authentic human connections. He talks about the evolution from MySpace to LinkedIn, revealing why personal brands are critical for business success today. Joshua talks about content strategies that work on LinkedIn, the importance of trust in business deals, and how AI is shaping the future of search. He also tells hard lessons he’s learned from bad deals and points out how partnerships and communication can make or break a business. Tune in to learn how to leverage LinkedIn for real growth and avoid common pitfalls.

Chapters

• 00:00:00 - Starting Strong: The Power of Positive Polarization
• 00:00:44 - Meet the Dopamine Dealer of LinkedIn: Joshua B. Lee’s Journey
• 00:01:49 - From MySpace to LinkedIn: A Social Media Pioneer
• 00:04:09 - Humanizing Your Brand: Why it Matters More Than Ever
• 00:07:53 - LinkedIn Strategies for Real Business Success
• 00:11:25 - Building Trust on LinkedIn: Why Personal Connections Matter More Than Ever
• 00:15:40 - The Content Game on LinkedIn: Strategies that Win
• 00:17:43 - Storytelling & Engagement: Crafting Content that Sticks
• 00:18:21 - Becoming a Value Aggregator: The Secret to LinkedIn Success
• 00:21:10 - Trust and Lessons from Bad Deals: What Every Entrepreneur Should Know
• 00:26:11 - Power of Partnerships: Communication and Collaboration
• 00:28:58 - AI’s Impact on LinkedIn: Future Trends to Watch
• 00:32:46 - Upcoming Event: Deal Con Live — Join the Revolution of Business Growth

Links and Resources:

• Joshua on LinkedIn
• StandOut Authority
• Joshua on Facebook
• Tom Shipley 
• Tom on LinkedIn
• Agency Ventures Aggregator 

Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!