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From Startup Chaos to Elite Partner: Systems That Scale w. Chris Nault
In this episode of The Scaling CFO, host Mark Stiles, CPA and founder of MASCPA, sits down with Christopher Nault, founder of Growth. If you've ever wondered how to turn early-stage chaos into predictable scale, this conversation is for you.
Chris shares the raw reality of building a business—from producing San Francisco's first-ever canceled St. Patrick's Day parade during COVID to becoming one of HubSpot's elite partners globally. This isn't a story about overnight success; it's about 20 years of reps, intentional fluidity, and building systems that actually work.
Topics include:
The real story behind pivoting from events to growth operations during COVID
Why investing in "adult software" earlier would have changed everything
Rev ops, go-to-market strategy, and AI enablement defined (no fluff)
How a 2% margin mentality and deal-by-deal iteration built elite status
The power of CRM as infrastructure, not just a cost line item
Why "your gut" is actually 20 years of pattern recognition
Intentional fluidity vs. fixed mindset in scaling
The leadership principles that create joyful accountability
How AI is changing go-to-market (without changing the fundamentals)
Why consistency beats silver bullets every single time
What founders should never outsource too soon
The 2026 go-to-market playbook releasing with Apollo and HubSpot
If you're tired of random acts of marketing and ready to build systems that compound, this episode delivers the truth about what it actually takes to scale.
Timestamps
00:00 Introduction to the Scaling CFO
00:41 Chris Nat's Early Beginnings and Vision
02:14 Defining Key Business Terms
03:50 The Inflection Point and Pivot
06:22 Building Systems and Processes
14:52 Investing in Software and Tools
21:22 Mindset and Leadership
23:22 Leadership Journey and Servant Leadership
23:59 Communication and Organizational Health
26:00 Go-to-Market Strategy Insights
27:22 Marketing Myths and Realities
29:29 AI's Impact on Marketing
34:05 Future of Go-to-Market Strategies
41:12 Joyful Accountability in Leadership
43:48 Rapid Fire Round and Conclusion
Follow Mark Stiles and Christopher Nault:
Connect with Mark Stiles:
LinkedIn: https://www.linkedin.com/in/stilescpa/
Website: https://www.markstilescpa.com/
Connect with Christopher Nault:
LinkedIn: https://www.linkedin.com/in/christopher-nault-growth/
Website: https://www.growthoperationsfirm.com/
View all episodes
By Mark A StilesIn this episode of The Scaling CFO, host Mark Stiles, CPA and founder of MASCPA, sits down with Christopher Nault, founder of Growth. If you've ever wondered how to turn early-stage chaos into predictable scale, this conversation is for you.
Chris shares the raw reality of building a business—from producing San Francisco's first-ever canceled St. Patrick's Day parade during COVID to becoming one of HubSpot's elite partners globally. This isn't a story about overnight success; it's about 20 years of reps, intentional fluidity, and building systems that actually work.
Topics include:
The real story behind pivoting from events to growth operations during COVID
Why investing in "adult software" earlier would have changed everything
Rev ops, go-to-market strategy, and AI enablement defined (no fluff)
How a 2% margin mentality and deal-by-deal iteration built elite status
The power of CRM as infrastructure, not just a cost line item
Why "your gut" is actually 20 years of pattern recognition
Intentional fluidity vs. fixed mindset in scaling
The leadership principles that create joyful accountability
How AI is changing go-to-market (without changing the fundamentals)
Why consistency beats silver bullets every single time
What founders should never outsource too soon
The 2026 go-to-market playbook releasing with Apollo and HubSpot
If you're tired of random acts of marketing and ready to build systems that compound, this episode delivers the truth about what it actually takes to scale.
Timestamps
00:00 Introduction to the Scaling CFO
00:41 Chris Nat's Early Beginnings and Vision
02:14 Defining Key Business Terms
03:50 The Inflection Point and Pivot
06:22 Building Systems and Processes
14:52 Investing in Software and Tools
21:22 Mindset and Leadership
23:22 Leadership Journey and Servant Leadership
23:59 Communication and Organizational Health
26:00 Go-to-Market Strategy Insights
27:22 Marketing Myths and Realities
29:29 AI's Impact on Marketing
34:05 Future of Go-to-Market Strategies
41:12 Joyful Accountability in Leadership
43:48 Rapid Fire Round and Conclusion
Follow Mark Stiles and Christopher Nault:
Connect with Mark Stiles:
LinkedIn: https://www.linkedin.com/in/stilescpa/
Website: https://www.markstilescpa.com/
Connect with Christopher Nault:
LinkedIn: https://www.linkedin.com/in/christopher-nault-growth/
Website: https://www.growthoperationsfirm.com/