Failing to Success

• Capital Raised: $200 million+
• Employees: 230+
• Founded: 2012

✅ Fundraising requires full focus—treat it as a full-time job for maximum efficiency.

✅ A well-defined cultural playbook aligns team behavior and values with company goals.

✅ Transparent communication and constant iteration improve company culture over time.

In this episode, Alex Frommeyer, founder of BEAM Benefits, discusses the journey of raising over $200 million in funding and the role of company culture in scaling a business. Alex highlights the importance of a focused fundraising approach, sharing how he dedicated weeks solely to fundraising while delegating daily operations to his team. By prioritizing clarity and dedication, BEAM Benefits successfully secured funding rounds that fueled its growth.

A significant contributor to BEAM’s success is its cultural playbook, which Alex created after observing behaviors inconsistent with the company’s values. Modeled after Netflix's culture deck, this living document outlines company values, expectations, and key practices like hiring, promotions, and remote work. Alex emphasizes the CEO’s role in shaping and reinforcing culture through onboarding sessions, regular all-hands meetings, and ongoing iterations based on team feedback. This approach has helped BEAM align its growing team with its mission and values, ensuring a consistent experience for employees and clients alike.

Q: How did you approach raising over $200 million in funding?

A: By dedicating full focus to fundraising, treating it as a full-time job, and temporarily stepping away from day-to-day operations.

Q: What inspired the creation of BEAM’s cultural playbook?

A: Observing behaviors inconsistent with company values and the need to clearly define and reinforce those values across a growing team.

Q: How does the cultural playbook help during hiring and onboarding?

A: It aligns potential employees with company values during the interview process and sets expectations through onboarding sessions with the CEO.

Q: Why is transparency important in shaping company culture?

A: Transparency fosters trust and ensures employees are aligned with company goals, but it requires constant iteration to meet team expectations.

Q: How does BEAM Benefits ensure its culture evolves with the company?

A: Through regular feedback, ongoing adjustments to the cultural playbook, and leadership’s commitment to embodying company values.

00:00 Intro

00:14 Company Stats

00:37 Raising $200 Million: The Journey

02:38 The Importance of a Cultural Playbook

04:52 Implementing and Reinforcing Company Culture

06:50 The CEO's Role in Shaping Culture

08:45 Connect with Beam Benefits

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#CompanyCulture #StartupFundraising #LeadershipLessons #EmployeeBenefits #TeamBuilding #CompanyValues #CEOInsights #OrganizationalCulture #StartupGrowth #BusinessLeadership

• Revenue: $430 million
• Employees: 800
• Founded: 2019

✅ U.S. healthcare needs value-based care to improve outcomes and reduce costs.

✅ Preventative care and patient education are crucial for long-term health improvement.

✅ Financial incentives align provider goals with quality care, leading to better patient experiences.

In this episode, Amish Purohit, President of Arkos Health, delves into the complexities of the U.S. healthcare system and the need for a shift toward value-based care. Arkos Health, with an annual revenue of $430 million and a team of 800, formed through a merger in 2020 and has grown rapidly with a tech-enabled approach to population health management. Dr. Purohit explains that traditional volume-based care, which focuses on the number of patients seen, often leads to poor health outcomes and high costs. In contrast, value-based care aligns financial incentives with quality, focusing on preventative measures, improved patient-provider interactions, and outcomes.

Dr. Purohit also introduces the concept of the quintuple aim in healthcare, highlighting goals such as reducing per capita costs, enhancing patient experience, and ensuring health equity. Arkos Health partners with payers and providers to implement value-based contracts, aiming to provide better healthcare access in underserved regions and enhance the overall quality of care.

Q: What is value-based healthcare, and why is it important?

A: Value-based healthcare aligns financial incentives with quality care, encouraging preventative measures and better patient outcomes while reducing overall costs.

Q: What is the quintuple aim in healthcare?

A: The quintuple aim includes reducing per capita costs, improving patient experience, enhancing population health, ensuring provider satisfaction, and promoting health equity.

Q: How does Arkos Health support value-based care?

A: Arkos Health enables value-based contracts by providing resources and support to payers, providers, and patients, especially in underserved regions.

Q: Why does the U.S. healthcare system struggle with poor health outcomes despite high spending?

A: Traditional volume-based care focuses on quantity, not quality, leading to high costs without improving outcomes; value-based care aims to address this issue.

Q: What are the barriers to implementing value-based care across the U.S.?

A: A major barrier is the lack of knowledge and infrastructure in many states; Arkos Health aims to bridge this gap through partnerships and support.

00:00 Intro

00:18 Company Stats

00:49 The Formation and Growth of Arkos Health

03:03 Understanding Value-Based Healthcare

06:26 The Quintuple Aim Framework

12:13 Challenges and Barriers to Value-Based Care

13:19 Connect with Arkos Health

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#HealthcareReform #ValueBasedCare #PopulationHealth #HealthEquity #PreventativeCare #PatientExperience #HealthcareInnovation #QuintupleAim #ArkosHealth #MedicalManagement

• Founded: February 2023
• Raised: $3 million in pre-seed funding
• Downloads: Over 15,000 in the last six months, averaging 1,000-2,000 daily
• Employees: 7

✅ Generalist skills foster empathy and a well-rounded perspective in leadership roles.

✅ Belief in unique vision and early adoption can create significant long-term advantages.

✅ Choosing investors who align with your vision is essential for startup success.

In this episode, Brad Micklea, founder of Jozu, discusses the power of being a generalist in a startup environment and the importance of differentiating early. Jozu, a DevOps-focused platform for ML applications, pivots from the typical data scientist-centered approach, instead targeting DevOps teams responsible for production. With over 15,000 downloads and steady daily growth, Jozu is positioned as an innovator in the ML Ops landscape, with plans to scale as ML applications in production increase.

Brad emphasizes that his generalist background allows him to understand various roles within his team, making hiring and managing specialists more effective. His previous startup, Code Envy, taught him that sometimes taking a unique approach — despite skepticism — can yield outsized returns. This experience fuels Jozu’s strategy to get ahead of the curve, with early backing from AlleyCorp. Brad also underscores the importance of working with aligned investors who support his long-term vision, helping avoid internal conflict and enabling a smoother path to growth.

Q: How has being a generalist benefited you in leading Jozu?

A: Being a generalist gives me empathy for other roles, enables better hiring, and allows me to understand what excellence looks like across functions, enhancing decision-making.

Q: What’s the biggest lesson you brought from Code Envy to Jozu?

A: Differentiation is key. At Code Envy, we took a unique approach to cloud IDEs, which gave us a massive head start when containers became mainstream, and I apply the same strategy at Jozu.

Q: Why focus on DevOps teams rather than data scientists in ML Ops?

A: We see a need for production-focused tools. As ML applications grow in production, DevOps will be responsible, so we're positioning Jozu to meet that future demand.

Q: How do you choose the right investors for an early-stage venture?

A: It’s critical to have investors who fully believe in your mission. This alignment is worth more than perfect terms and creates a supportive environment, crucial in the startup phase.

Q: How do you handle skepticism when pursuing a unique business approach?

A: Belief in our vision helps us push through, even when faced with doubters. Having an aligned team and investors makes it easier to navigate external skepticism.

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• Founded: 2011
• Revenue: $100 million
• Employees: 200+

✅ Test ideas fast with lean startup principles to get real-time feedback from the market.

✅ Distribution is critical in the alcohol industry; success depends on relationships and industry veterans.

✅ Clarity in storytelling is key when raising capital; high net worth investors often offer patient capital.

In this episode, Justin Fenchel, CEO of Beatbox Beverages, shares the journey of building a $100 million beverage company with a lean startup mindset and strategic distribution partnerships. Launched in 2011, Beatbox Beverages began as an idea for a party punch in a box, tested at local events to gather market insights. Over time, Beatbox cracked the code for distribution in the highly competitive alcohol industry, leveraging relationships with distributors and hiring industry veterans to manage retail partnerships effectively.

After a successful pitch on Shark Tank in 2014, where they secured $1 million from Mark Cuban, Beatbox scaled rapidly, but lessons in managing distribution and growth slowed them down to refine their model. Today, Beatbox continues to expand by building a network of high net worth investors, avoiding traditional VC routes for a more patient approach to capital. Justin highlights the importance of clear storytelling and relationship-building, whether for funding or distribution, to sustain and grow in a challenging market.

Q: How did you first test your product idea for Beatbox Beverages?

A: We tested it with a lean startup approach by making makeshift boxes and taking them to parties and events, gathering real feedback from attendees.

Q: What are the biggest challenges with distribution in the alcohol industry?

A: Distribution is everything; success requires understanding what motivates distributors and hiring people with strong industry connections.

Q: How did Shark Tank impact the growth of Beatbox Beverages?

A: It helped us gain visibility and attract distributors, but it also pushed us to expand too quickly, which taught us valuable lessons in managing growth.

Q: Why did you choose high net worth investors over traditional venture capital?

A: High net worth investors provide more patient capital with a longer-term view, unlike VCs who expect rapid growth and returns.

Q: What’s the key to successfully raising capital for a startup?

A: Be clear and compelling in telling your story. As Rob Dyrdek says, “Money loves clarity,” so articulate your vision and milestones clearly to investors.

00:00 Intro

00:21 Company Stats

00:51 Founding the Business and Early Challenges

01:21 Product Development and Market Testing

05:24 Mastering Distributor Relationships

06:18 Shark Tank Success Story

08:03 Raising Capital: Insights and Strategies

10:24 Connect with Beatbox Beverages

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#AlcoholIndustry #StartupJourney #SharkTankSuccess #PartyPunch #LeanStartup #RaisingCapital #DistributionStrategy #HighNetWorthInvestors #BusinessGrowth #BeatboxBeverages

• Founded: 1955
• Revenue: $105 million
• Employees: 230

✅ Align team strengths with specific tasks to maximize efficiency and performance.

✅ Search funds enable acquisition and growth without traditional capital constraints.

✅ Talent optimization with data is essential for building high-performing, adaptable teams.

In this episode, Mike Zani, CEO of Predictive Index, discusses the journey of taking a long-established company and scaling it through innovative talent optimization strategies and effective team-building. Predictive Index, founded in 1955, was transformed under Mike's leadership after its acquisition in 2014, growing from $16 million to over $100 million in revenue. With expertise in search funds, Mike shares how he and his partner have successfully acquired and grown four companies, creating valuable returns for investors.

Mike’s passion for building “dream teams” led him to write The Science of Dream Teams, a guide for businesses on constructing teams that align with strategic goals. He highlights the importance of understanding what a team is good at and aligning that with the specific demands of the work. This approach, along with talent optimization software, allows Predictive Index to help companies achieve success through carefully assembled teams. Mike also shares his personal journey from competitive sailing to business leadership, demonstrating how his drive for excellence has guided his career.

Q: What is a search fund, and how does it help in acquiring businesses?

A: A search fund is a pooled investment from multiple investors to buy and manage a single company, allowing acquisition and growth without needing traditional capital.

Q: How does Predictive Index help businesses with team alignment?

A: PI’s talent optimization software uses data to ensure the right team composition, matching individuals' strengths to the tasks required for optimal performance.

Q: What inspired you to write The Science of Dream Teams?

A: My experience with multiple businesses taught me the importance of building the right team, and I wanted to share insights on creating high-performance teams with other business leaders.

Q: How do you determine if a team is the right fit for specific business objectives?

A: It's crucial to assess the type of work at hand and align team members with the skills best suited for those tasks, optimizing performance and efficiency.

Q: How did you transition from competitive sailing to business leadership?

A: After a successful sailing career, I wanted a stable path and shifted to business, where my passion for strategy and team dynamics found a new purpose.

00:00 Intro

00:16 Company Stats

00:41 The Journey of Predictive Index

01:23 Understanding Search Funds

03:34 The Science of Dream Teams

07:04 Personal Journey: From Sailing to Business

09:36 Connect with Predictive Index

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#TalentOptimization #DreamTeams #SearchFunds #BusinessScaling #LeadershipInsights #TeamBuildingTips #OptimizingTeams #EntrepreneurJourney #BusinessGrowthStrategy #HighPerformanceTeams

• Founded: 2001
• Revenue: $180 million
• Employees: 800

✅ Growing a business requires shifting from working in the business to working on the business.

✅ Avoid bureaucracy and empower teams to maintain a "small company" feel, even as you scale.

✅ Private equity partnerships and acquisitions can accelerate growth and introduce exceptional talent.

In this episode, Matt Aston, President of GPRS, shares the journey of transforming a one-person company into a national leader in private utility locating and concrete scanning. Founded in 2001, GPRS has grown into a $180 million enterprise with nearly 800 employees across 54 U.S. cities. Aston attributes this growth to assembling a skilled team, expanding regionally, and keeping a focus on organic and strategic growth through acquisitions.

As GPRS evolved, it attracted private equity interest, ultimately leading to partnerships that further propelled growth. The firm completed its first acquisition in 2018 and has now made 10 acquisitions, building a robust team of professionals that enrich its leadership. Despite its size, GPRS is committed to operating with the agility of a small company by minimizing bureaucracy and encouraging autonomy within teams. Aston's story underscores the importance of scaling while staying true to core values and focusing on sustainable growth.

Q: What inspired the transition from a one-person operation to a national business?

A: Realizing that a strong team and geographic expansion were essential, Matt gradually hired skilled employees and opened new markets across the U.S.

Q: How has private equity impacted GPRS's growth strategy?

A: Private equity partners introduced GPRS to the benefits of acquisitions, which helped accelerate growth by acquiring valuable competitors and talent.

Q: How does GPRS maintain a "small company" feel despite its size?

A: Matt prioritizes common-sense policies and minimizes bureaucracy, allowing teams autonomy and ensuring that GPRS remains agile and employee-centered.

Q: What led to your first major business pivot?

A: Reading The E-Myth inspired Matt to shift from working in the business to focusing on scaling, hiring, and developing new markets.

Q: What role does culture play in GPRS's success?

A: A strong culture rooted in autonomy and teamwork has been key, attracting talented employees who are dedicated to GPRS’s vision and values.

00:00 Intro

00:19 Company Stats

00:45 The Journey from Zero to 800 Employees

01:47 Expanding Horizons: The GPRS Business Model

04:10 The Private Equity Transition and Acquisitions

07:16 Lessons from Failure: A Personal Story

08:38 Connect with GPRS

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#BusinessGrowth #PrivateEquity #EntrepreneurJourney #LeadershipLessons #CompanyCulture #ConstructionIndustry #TeamBuilding #BusinessExpansion #GrowthStrategy #UtilityLocating

• Founded: 2016 
• Annual Revenue: ~$20 million
• Funding Raised: $35 million+
• Employees: 70

✅ Leveraging location data helps companies bridge the gap between online and offline consumer behavior.

✅ Enterprises are increasingly focused on utilizing their own data assets while valuing privacy and secure data handling.

✅ Sticking to long-term vision over quick wins can better position a company for sustainable growth.

In this episode, Francesco Guglielmino, CEO of Cuebiq, shares the journey of his company in building a robust location data analytics platform. Founded in 2016, Cuebiq initially focused on serving the advertising tech industry by providing insights into consumer movements to bridge online and offline behaviors. However, when the COVID-19 pandemic disrupted store traffic, Cuebiq adapted by expanding into new sectors such as real estate, finance, and logistics, offering a platform-as-a-service model to leverage data in innovative ways.

Despite initial success, the departure of a key data provider in 2020 presented significant challenges, prompting Cuebiq to refocus on its core strengths. Francesco discusses the importance of adhering to long-term goals, noting how Cuebiq’s renewed direction emphasizes empowering enterprises to better understand their customers’ behaviors, both in-store and beyond. This focus aligns with current market needs for secure, privacy-conscious data solutions in a competitive landscape.

Q: How does Cuebiq use location data to enhance consumer insights?

A: Cuebiq's platform collects device location data (with consent) to help companies understand consumer movements, bridging online and offline behaviors for deeper insights.

Q: How did losing a major data provider impact Cuebiq’s business model?

A: It forced us to refocus on our core strengths in ad tech, leading us to refine our platform to empower companies with insights using their own data.

Q: Why is location data valuable for enterprises aiming to understand customer behavior?

A: Location data offers a unique perspective on consumer actions outside stores, helping enterprises enhance customer knowledge and maintain a competitive edge.

Q: What role does data privacy play in Cuebiq’s approach?

A: Data privacy is essential; we ensure all data is collected with consent and that companies using our insights do so responsibly, preserving user trust.

00:00 Intro

00:23 Company Stats

01:33 The Birth and Evolution of Cuebiq

03:21 Navigating Challenges During COVID-19

06:15 Refocusing on Core Strengths

07:45 Looking Ahead: Future Growth and Opportunities

08:26 Connect with Cuebiq

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#DataAnalytics #LocationIntelligence #PrivacyFirst #ConsumerInsights #AdTech #BusinessGrowth #CustomerExperience #DataDriven #DigitalTransformation #TechnologyInnovation

• Founded: May 2007
• Total Investments: 700+ investments across commercial real estate
• Capital Deployed: $10 Billion+
• Employees: 3,260

✅ Higher interest rates are recalibrating commercial real estate values, creating new investment opportunities.

✅ Hotels face a unique position with reduced new supply and growing demand, offering potential resilience in economic downturns.

✅ Peachtree Group leverages both credit and equity investments, taking advantage of distressed loan opportunities to continue growing its portfolio.

In this episode, Greg Friedman, CEO of Peachtree Group, delves into the commercial real estate market, highlighting how rising interest rates and reduced supply are reshaping the landscape. With over $10 billion in capital deployed and 700 investments made, Peachtree Group is a significant player in both the equity and credit sides of real estate, particularly in the hospitality sector.

Greg discusses the challenges of navigating the current market, marked by sluggish transactions, but also reveals how Peachtree is capitalizing on distressed loans and creating opportunities in a higher interest rate environment. He emphasizes the unique position of the hotel industry, where limited new supply and growing demand could mitigate potential economic downturns. His insights offer valuable takeaways for investors and entrepreneurs in real estate.

Q: How has the current interest rate environment affected commercial real estate values?

A: Interest rates have risen, and we're seeing a recalibration of commercial real estate values, particularly as the 10-year treasury yields impact cap rates.

Q: What makes hotels a unique investment opportunity in today’s market?

A: Hotels are experiencing reduced new supply, making them well-positioned for recovery, even in the event of an economic downturn, due to growing demand and limited competition.

Q: How does Peachtree Group approach distressed loan opportunities?

A: We focus on purchasing loans from banks that are looking to offload them due to balance sheet stress, especially as interest rates have risen and refinancing becomes difficult.

Q: How has Peachtree been able to deploy $10 billion in capital since its inception?

A: By being opportunistic, we’ve been able to deploy capital across different asset types and capitalize on inefficiencies in both the equity and credit markets.

Q: What strategies does Peachtree use to manage its portfolio in a sluggish market?

A: We focus on finding opportunities in the credit space while also leveraging our vertically integrated model to develop and manage assets for long-term growth.

00:00 Intro

00:22 Company Stats

00:43 Peachtree Group's Investment Strategy

03:12 Navigating Market Challenges and Opportunities

05:21 The Impact of Interest Rates on Real Estate

11:32 The Unique Position of Hotels in the Market

13:45 Conneact with Peachtree Group

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#RealEstateInvesting #CommercialRealEstate #HospitalityIndustry #InterestRates #PrivateEquity #HotelsInvestment #InvestmentStrategies #CreditMarkets #RealEstateOpportunities #PropertyDevelopment

• Founded: 1999
• Employees: 160+
• Customer Base: 6 million+ students across the United States

✅ Bootstrapping a business fosters creativity and innovation in the face of constraints.

✅ Growing an evergreen business prioritizes purpose and long-term impact over short-term profit.

✅ Compounding growth over time can often provide more wealth and fulfillment than selling for an early exit.

In this episode, Jeff Patterson, founder and CEO of Gaggle, shares his philosophy on building a purpose-driven, evergreen business. Gaggle provides digital safety tools for students by monitoring online activities and preventing bullying, self-harm, and other dangers. Jeff discusses how bootstrapping, despite the challenges, pushed him to be creative and resilient in the early stages of his business. He explains the decision to avoid selling the company, even with high offers, because he believes in long-term value and making a difference.

Jeff is a member of the Tugboat Institute, a group of evergreen CEOs who focus on building companies that prioritize purpose and growth over time, with no immediate exit plan. He speaks about the importance of maintaining freedom, the lessons learned from pivoting in tough times, and his vision for growing Gaggle over the next 20 years. His evergreen philosophy and dedication to protecting students create a strong foundation for the company’s mission.

Q: What motivated you to turn down offers to sell Gaggle?

A: I believe that purpose is more important than money, and I want to grow the business over time, making a bigger impact and ensuring long-term success.

Q: How does Gaggle protect students?

A: We monitor students' online accounts for signs of bullying, self-harm, and other dangers, alerting schools when a threat is detected. Last year, we made over 20,000 emergency calls.

Q: What is your experience with bootstrapping Gaggle?

A: Bootstrapping forces creativity. Without external funding, we had to work within constraints, which pushed us to innovate and build a sustainable business.

Q: What is the Tugboat Institute, and why are you a member?

A: It’s a group of evergreen CEOs focused on building businesses that aren’t for sale. We think long-term, making decisions that prioritize growth and sustainability over immediate exit strategies.

Q: What’s your long-term vision for Gaggle?

A: I have a 20-year plan. My goal is to continue growing the company, investing profits back into the business, and making a positive difference in the world.

00:00 Intro

00:17 Company Stats

01:16 Gaggle's Mission and Impact

03:45 The Evergreen Philosophy

05:38 Bootstrapping Success

07:17 Future Plans and Final Thoughts

08:44 Connect with Gaggle

OUR WEBSITE

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• Total Revenue: $1 Billion+
• Employees: 100+
• Founded: 2010

✅ Building a business on strong values and delivering exceptional customer experience sets companies apart.

✅ Strategic partnerships can enhance operational capacity while preserving company culture.

✅ Managing costs through in-house marketing and lean organizational structures ensures quality without sacrificing value.

In this episode, Evan Dash, CEO of StoreBound, discusses his journey from working in department stores to building a billion-dollar kitchen appliance company. StoreBound’s flagship brand, Dash Kitchen Appliances, is known for its fresh, fashionable designs geared toward younger consumers. Evan shares how his experience in retail and product development helped launch the business, with an emphasis on strong values, customer satisfaction, and delivering quality products.

Evan also highlights how in-house content creation, lean management, and a customer-first approach allowed StoreBound to maintain affordability without sacrificing quality. In 2020, StoreBound became part of Group SEB, a strategic partnership that allowed Evan to continue running the business while leveraging the resources of a larger corporation. Evan also discusses his recently published book, “A Dash of Good,” which focuses on building a values-driven business.

Q: How did you build a billion-dollar brand while maintaining product quality?

A: We focused on in-house content creation, a lean management structure, and a customer-first approach, which allowed us to maintain affordability and high standards.

Q: What role did values play in StoreBound’s growth?

A: Our values have always guided us, from ensuring great customer experiences to building an amazing work environment for employees. These values are the foundation of our success.

Q: How has partnering with Group SEB impacted your business?

A: The partnership gave us access to more resources, financial capital, and manufacturing capabilities while allowing us to maintain our culture and operational independence.

Q: What inspired you to write your book, "A Dash of Good"?

A: I wanted to share practical lessons from my entrepreneurial journey and connect with younger consumers. The book is a way to share how embracing failure can lead to success.

Q: How did your background in retail help in launching StoreBound?

A: My experience at Macy’s and my wife’s work at Bed Bath & Beyond gave us deep knowledge of product development, which we leveraged to build our own brand and create unique products.

00:00 Intro

01:59 Building a Business on Strong Values

03:34 Ensuring Quality and Customer Experience

04:52 Marketing Strategies and Cost Management

06:55 Partnership with Group SEB

09:53 Connect with StoreBound

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#BusinessGrowth #CustomerExperience #ProductDevelopment #KitchenAppliances #Entrepreneurship #BusinessValues #ECommerce #BrandBuilding #StartupJourney #Innovation