Inside The 90™

What makes a Visionary–Integrator relationship actually work in EOS®?

In this episode of Inside the 90, Jami and Andrew break down what it really takes to find, hire, and work with the right integrator. From timing and trust to healthy friction and accountability, they share real-world lessons from building Wonder on EOS—and why the Visionary–Integrator partnership is the glue that holds a company together.

If you’re a founder, visionary, or EOS-run organization, this episode will help you avoid common mistakes and build a stronger leadership team.

Key Topics:

- The Visionary–Integrator relationship in EOS.

- How to find and hire the right integrator.

- Timing and fit versus experience.

- Trust, friction, and mutual accountability.

- EOS tools: Same Page, Level 10, Issues List.

- Fractional integrators vs. full-time integrators.

- The Five Rules of the Visionary–Integrator relationship.

Chapters:

0:00 – Welcome and seasonal catch-up.

3:45 – Jami’s early EOS experience and first integrator-like partnership.

8:30 – Why the integrator role is hard to get right.

13:15 – Searching for the right integrator and defining fit.

18:40 – Scaling creativity without over-process.

23:30 – Timing, trust, and finding Warren.

28:10 – Why the VI relationship is the glue of EOS.

33:20 – Healthy friction vs. weak VI dynamics.

38:45 – Letting the integrator truly own the seat.

44:10 – Financial acumen and the Disney VI example.

48:30 – Where and how to find an integrator.

54:10 – Fractional integrators and transition strategies.

58:30 – The Five Rules of the Visionary–Integrator relationship.

1:05:20 – Final advice and next steps for visionaries.

This episode breaks down how to build and use EOS scorecards without overcomplicating them. The hosts explain where teams should start, how to choose meaningful metrics, and how scorecards drive clarity, accountability, and better decision-making. Through real-world examples, they show how simple, well-chosen measurables create alignment, surface issues early, and help leaders focus on what truly matters each week.

Key Topics:

- EOS scorecards and the five foundational EOS tools.

- How to choose the right measurables.

- Leading vs. lagging indicators.

- Using scorecards in weekly Level 10 meetings.

- Accountability and “everyone has a number”.

- Avoiding over-automation and over-analysis.

- Real-world examples of effective metrics.

- Scorecards as a tool for alignment and clarity.

Chapters:

00:00 – Why scorecards are one of the hardest EOS tools to implement.

03:45 – Where to start: building scorecards by organizational flow.

08:30 – Choosing simple metrics and avoiding perfectionism.

13:10 – What to do when data doesn’t exist yet.

18:20 – How scorecards should be used in Level 10 meetings.

24:00 – When a red metric becomes an issue to solve.

29:15 – Avoiding bloated scorecards and focusing on what matters.

34:40 – Connecting individual roles to scorecards (“everyone has a number”).

41:10 – Creative and powerful real-world metric examples.

49:30 – Scorecards, rocks, and weekly to-dos working together.

56:20 – The “napkin test” for leadership scorecards.

01:01:30 – Final takeaway: don’t overthink it—use the scorecard as designed.

This episode explores the often-misaligned relationship between sales and marketing, breaking down the causes, phases, and solutions for better collaboration. The hosts—one coming from a sales background, the other from marketing—discuss how alignment changes based on a company's growth stage, why it's so hard to measure ROI in marketing, and how tools like EOS’s Proven Process and the VTO can create harmony across teams. Packed with practical stories and strategic insights, this is a guide for founders, agency leaders, and growth-stage teams trying to sync their messaging, leads, and long-term goals.

Key Topics:

- The definition and interdependence of sales and marketing.

- Aligning sales and marketing through EOS tools like the VTO and Proven Process.

- Growth stages: seeker → starter → builder → grower → giver.

- Marketing as more than just lead gen—brand, awareness, internal alignment.

- Experimental vs. systematic sales approaches.

- Why tracking ROI takes 18+ months.

- Missteps: promoting top reps to sales leaders, splitting the functions too soon.

- Importance of empathy, shared vision, and aligned metrics.

Chapters:

00:00 – Sales couch vs. marketing chair: kicking off the tension.

01:20 – What does sales really need from marketing?

03:00 – When to turn on marketing: before or after product-market fit?

05:45 – Seeker to starter: why selling comes before scaling.

09:00 – The buyer’s journey and why marketing takes time.

13:00 – Using EOS's Proven Process as a unifying framework.

17:00 – Marketing’s role in experimentation and brand consistency.

22:00 – Marketing vs. lead gen: defining and separating the two.

27:00 – Sales reacting without marketing: broken expectations.

30:00 – Collateral control and the shared role of storytelling.

35:00 – Tech stack, CRM, and the 18-month maturity window.

40:00 – Brick-by-brick: aligning growth stages with infrastructure.

44:00 – Common pitfalls: rushing ROI, promoting top reps, wrong expectations.

46:00 – Final take: Smart work takes time. Trust the process.

In this episode, the hosts explore what it means to lead and live with an abundance mindset, especially in contrast to scarcity, fear, and control. Through personal stories, faith-based reflections, and entrepreneurial experiences, they unpack how abundance shows up in decision-making, team dynamics, competition, finances, and time. The discussion is rich with vulnerability, wisdom from past failures, and an evolving understanding of trust, curiosity, courage, and what it takes to let go of fear while leading with generosity. The conversation ultimately reveals how a culture of abundance within teams and communities can spark growth, trust, and meaningful collaboration.

Key Topics:

- Abundance vs. scarcity mindset in leadership.

- Scarcity as fear; abundance as trust and faith.

- Letting go of control, embracing curiosity.

- Scarcity around time, money, and competition.

- How faith and past trauma (e.g. 2008 financial crisis) affect mindset.

- Shifting from protection to openness in business.- Building abundant communities and company cultures.

- The role of courage in shifting to abundance.

- Practical examples of abundance in hiring, planning, and collaboration.

- Living "above the line": detaching from outcomes.

Chapters:

00:00 – Defining abundance: the opposite of fear and control.

01:46 – Personal leadership lessons: father, husband, entrepreneur.

03:00 – Scarcity in early-stage business: a victim mindset.

05:45 – Scarcity in time and money, and helping others anyway.

06:50 – True abundance: giving without expecting anything in return.

09:03 – How fear of 2008 shaped mindset—and how it finally lifted.

13:00 – Leading annual planning with a heart of abundance.

15:14 – Quitting corporate to heal family: the leap into trust.

16:22 – Curiosity vs. being right: letting go of control.

18:00 – A heart change and rebuilding trust.

20:00 – The ripple effect of abundance in community and co-working.

22:01 – The power of abundant leadership teams.

23:20 – Courage as the tipping point from scarcity to abundance.

24:08 – Final reflections: letting go of “what’s in it for me”.

In this episode, the team reflects on their recent annual planning offsite, sharing key takeaways from implementing EOS over the past year. They explore how intentional planning, alignment, and vulnerability create a stronger leadership team and clearer vision. Personal stories, team dynamics, and bonding moments—like poker and skeet shooting—bring the planning process to life. The episode opens with a heartfelt segment about raising awareness for breast cancer through the “Men Wear Pink” campaign.

Key Topics:

- EOS annual planning structure and benefits.

- Team alignment and the value of vulnerability.

- Using offsite retreats for strategic clarity.

- Managing tension vs. drama in leadership.

- How issues lists drive long-term goals.

- The power of reflection and forecasting.

Chapters:

00:00 – Men Wear Pink: Breast cancer awareness + personal story.

03:06 – Annual planning kickoff in Boone, NC.

06:14 – Vision-first planning vs. departmental silos.

11:04 – When to hold annual planning: October vs. January.

15:01 – Offsite benefits: trust, bonding, team health.

22:02 – Forecasting from three-year picture to 90-day rocks.

26:09 – Issues list: turning obstacles into priorities.

32:04 – Commitments to team health and clarity.

35:05 – Poker, personality, and bonding: the unseen benefits.

In this episode of Inside the 90, Jami and Andrew explore how to build and strengthen a healthy leadership team within an EOS-run organization. They break down why nearly every team experiences leadership turnover during implementation, the three phases of leadership team growth (forming, adjusting, maturing), and how accountability, structure, and shared ownership evolve throughout that journey. The conversation highlights key leadership principles such as “Team One vs. Team Two,” acting for the greater good, and using the accountability chart as a living tool to define clarity and alignment.

Key Topics:

- Why leadership team changes are natural when implementing EOS.

- How to form and define the leadership team using the accountability chart.

- The three phases of leadership team growth: forming, adjusting, and maturing.

- Understanding “Team One vs. Team Two” and the greater good mindset.

- Establishing leadership team charters and truisms for healthy dynamics.

- Building vulnerability and trust to foster open and honest discussion.

- Ensuring right people, right seats, and leadership team accountability.

- How and when to make leadership team adjustments or transitions.

- The importance of quarterly reviews to evaluate structure and roles.

- Why leadership is about clarity, ownership, and timing, not titles.

Chapters:

0:00 – Introduction to leadership team development and why it matters.

0:45 – The surprising stat: 80% of leadership teams change early in EOS.

1:20 – Why leadership team turnover is a natural part of clarity and accountability.

2:00 – The three phases of leadership team growth: forming, adjusting, maturing.

2:25 – Using the accountability chart to build your leadership structure.

3:10 – How the first EOS session defines and reshapes leadership roles.

4:00 – Why the accountability chart becomes a living, evolving tool.

4:30 – Defining the aura of leadership: responsibility beyond the role.

5:10 – The “Team One vs. Team Two” mindset and why it’s essential.

6:00 – The danger of prioritizing your department over the organization.

6:35 – Building vulnerability-based trust on the leadership team.

7:15 – The difference between guarding your team and serving the greater good.

8:00 – Truisms of great teams: act with the greater good in mind.

8:35 – The Doc Rivers principle: making decisions through the lens of winning.

9:15 – How leadership maturity looks in practice—open, honest, and non-defensive.

10:00 – Accountability: measuring results, scorecards, and leadership performance.

10:40 – “Get it, want it, capacity” and wanting the betterment of the whole.

11:10 – Adjusting and evolving your leadership team as the business grows.

11:45 – Adding, splitting, or consolidating functions at the leadership level.

12:10 – Leadership transitions: when stepping off isn’t a demotion.

12:45 – The balance between promoting too early vs. waiting too long.

13:20 – Why cultural alignment should come before leadership promotion.

13:50 – Deciding leadership changes during quarterly reviews and IDS sessions.

14:20 – How to assess structure by role and responsibility, not just names.

14:50 – Closing reflections on leadership, clarity, and building lasting teams.

In this episode of Inside the 90, Jami and Andrew explore what it takes to build a high-functioning marketing system inside EOS-run companies. Jami shares the journey that led him to founding Wonder, highlighting lessons learned across decades in agency and corporate roles.

They break down the difference between marketing and brand, how to build alignment between sales and marketing, and why cadence and clarity are essential for long-term success.

The episode introduces Wonder’s “Next 90” process — a strategic 90-day onboarding system that aligns marketing with EOS goals and creates lasting marketing momentum. From mapping the first 90 days to creating messaging that can last a decade, this is a masterclass in integrating marketing strategy into the EOS framework.

Key Topics:

- Jami’s 25-year journey from agency to founding Wonder.

- EOS’s three major business functions: sales/marketing, operations, and finance.

- Aligning marketing and sales priorities within an EOS-run organization.

- Wonder’s “Next 90” onboarding process.

- How to move from reactive marketing to strategic clarity.

- Brand vs. marketing: understanding their distinct roles.

- How to build a brand that reflects vision, values, and long-term goals.

- Creating messaging that lasts 10 years, not 10 weeks.

- Why clarity and cadence matter more than flashy campaigns.

- Wonder’s 18-month maturity guarantee for marketing teams.

Chapters:

0:12 – Jami’s agency background and early career in CRM-driven marketing.

1:33 – From letters to lead gen: the tech bend in Jami’s marketing approach.

2:26 – Why brand awareness must precede effective lead gen.

2:59 – Aligning sales and marketing for measurable growth.

3:34 – Entering EOS: discovering alignment potential.

4:20 – Stereotypes about marketing agencies in tech.

5:03 – Why sales needs “currency” and structure to work with marketing.

6:24 – Authority of the recent: reacting vs. planning.

7:42 – How EOS tools create marketing-sales alignment.

8:39 – Starting Wonder: focusing on EOS-run organizations.

9:26 – What Wonder delivers: the marketing operating system.

10:07 – Shared language: diagnosing marketing issues in EOS terms.

11:22 – Jami’s experience as a VP of Marketing in complex B2B orgs.

12:04 – The 6-9 month reality of ramping into marketing roles.

13:09 – Wrapping the “thing” in thinking: Wonder’s process explained.

14:21 – Introducing the MAP Brief and 3-year picture planning.

15:33 – Quarterly realignment and how Wonder adapts with the client.

16:26 – Connecting department priorities with organizational rocks.

17:39 – Using “currency” to prioritize agency resources.

18:35 – Guaranteeing momentum in 90 days and maturity in 18 months.

20:42 – Turning the VTO into messaging and brand language.

21:46 – Why Wonder exists: activating brands from the inside out.

22:10 – Capturing essence before perfect wording.

23:10 – Translating vision into language customers can feel.

24:16 – Making brand messaging last the decade.

25:23 – Clarifying brand vs. marketing roles.

26:41 – Core values as the foundation of internal and external messaging.

27:19 – Case study: 1M subscriptions target and “push possible”.

29:02 – Bringing the VTO to life through visual storytelling.

30:02 – Realizing the core value “We Got Your Back”.

30:50 – Clarity and cadence: keys to client-agency trust.

31:52 – Casting vision and aligning teams brick by brick.

32:31 – State of the company meetings as rhythm for rollout.

33:25 – Embracing drafts and progress, not perfection.

34:29 – Why leaders must repeat themselves.

35:22 – Mimicking great leaders: say the same things with clarity.

36:12 – Lou Holtz and “What’s important now?” as a guiding EOS principle.

37:19 – Why your team needs to hear it again.

In this episode of Inside the 90, Jami and Andrew unpack one of the most common questions they hear as EOS Implementers: “Why do some teams fail to get traction with EOS?” Drawing from Andrew’s experience with over 50 leadership teams, they identify the top three reasons companies struggle — lack of health and openness as a team, not using EOS tools to solve issues, and failing to run on one unified operating system. Through real-life examples and practical advice, they explore how teams can build trust, use EOS tools to find clarity, and fully commit to one framework to achieve true vision, traction, and health.

Key Topics:

- Why some EOS teams fail to gain traction.

- The difference between being smart and healthy as an organization.

- Vulnerability-based trust and team candor.

- Using EOS tools (VTO, Rocks, Scorecard, Accountability Chart, Meetings) to solve issues.

- Aligning on one operating system across all teams.

- Avoiding “halfway” EOS implementation.

- Tips for diagnosing team challenges and regaining momentum.

- EOS as a lifelong commitment, not a one-time event.

Chapters:

0:12 – Monday morning kickoff & clarity breaks.

1:12 – The question that started it all: “Why do some EOS teams fail?”

2:32 – Three main causes of EOS breakdowns.

3:00 – Defining “Smart” vs. “Healthy” organizations.

4:57 – Building trust and embracing vulnerability.

6:24 – Why honesty and candor drive accountability.8:19 – The courage to speak up and simplify communication.

8:50 – Challenge #2: Not using EOS tools to answer issues.

9:19 – Foundational EOS tools: VTO, Rocks, Scorecard, Meetings, Accountability Chart.

10:47 – Example: Sales-to-operations handoff issue.

12:14 – Discovering the root cause using proven and core processes.

13:39 – Using EOS tools to clarify, not complicate.

15:28 – Tracking issues through the Scorecard and VTO.

16:35 – Real story: Using the tools to find clarity.

17:55 – How flagship teams use EOS tools for great traction.

18:24 – Challenge #3: Running on multiple operating systems.

19:23 – Aligning EOS with Agile, Lean, or other frameworks.

21:42 – The “halfway” EOS problem: leadership only.

23:29 – Top-down vision vs. bottom-up execution.24:21 – Getting buy-in beyond the leadership team.

25:18 – How real teams embrace EOS company-wide.

26:16 – Reflections on team feedback and culture magic.

28:24 – When issues arise, the answers are in the tools.

29:48 – How to use the IDS process effectively.

31:16 – Diagnosing your team: three self-assessment questions.

32:57 – EOS as a lifelong operating system, not an event.

33:56 – Closing reflections and commitment to the process.

In this episode of Inside the 90, Jami and Andrew dive deep into the misunderstood topic of process within the EOS (Entrepreneurial Operating System) framework. They clarify the difference between proven processes, core processes, and work instructions, explaining how each contributes to organizational clarity, alignment, and execution. Using real-world examples (including Wonder’s own marketing agency model), they outline how to build, document, and implement scalable processes — and most importantly, how to ensure they are actually followed by all. The episode delivers both strategic insight and practical guidance for leaders looking to simplify complexity and build systems that scale.

Key Topics:

- Difference between proven process, core process, and work instructions.

- EOS definitions: where process fits into the VTO and Six Key Components.

- Building a proven process that aligns with sales and customer experience.

- Documenting core processes using the “20% of steps that drive 80% of results” rule.

- The Followed By All (FBA) checklist and quarterly cadence for process review.

- Using scorecards to measure process compliance.

- Leveraging tools like AI and simple visuals to simplify and accelerate documentation.

- Franchising your business model with standardized, simplified process architecture.

- Recommendations for rollout timeline and sequencing (accountability chart → proven → core).

- Helpful EOS resources like the book Process by Mike Paton.

Chapters:

0:00 – Intro: Why process always feels heavy.

1:40 – Defining “proven process” vs. “core process” in EOS.

3:20 – EOS examples: Domino’s Pizza tracker, agency 4D process, Wonder’s Next 90.

6:00 – How proven process builds external credibility and internal alignment.

8:15 – Transitioning from sales to delivery using core processes.

10:40 – Step-by-step framework to build core processes (identify, document, package).

13:00 – How to workshop your processes with note cards and milestone mapping.

16:30 – Documenting the “happy path” and simplifying complexity.

19:00 – Where to store process docs and how to keep them accessible.

21:30 – How Wonder uses a process chart to identify pain points and scorecard metrics.

25:00 – Introducing the FBA cadence: train, measure, manage, update.

28:30 – Common bottlenecks and how to expose them with process scorecards.

30:45 – Bridging implementation and reinforcement through EOS L10 meetings.

34:00 – Using AI to draft and refine processes faster.

36:10 – Linking proven process, core processes, and work instructions.

38:30 – How to roll out FBA over time and across teams.

40:00 – Suggested rollout order: Accountability Chart → Proven → Core.

42:00 – Resources: EOS blog, Mike Paton’s Process book, Wonder’s blog post.

43:30 – Final thoughts and action plan.

In this episode of Inside the 90, Jami and Andrew break down EOS (Entrepreneurial Operating System) — what it is, who it’s for, and how it transforms businesses. They explain EOS as a simple, proven framework that helps organizations gain clarity, accountability, and alignment across teams. The conversation is designed for people new to EOS, especially those wanting to introduce the concept to their company or leadership team. Listeners walk away with a clear understanding of EOS's core tools, structure, benefits, and the cultural shift it can bring to entrepreneurial organizations.

Key Topics:

- What is EOS, really?

- Vision, Traction, Healthy: the three outcomes of EOS.

- Six Key Components of any business.

- Who EOS is for (10–250 employee companies).

- The visionary and integrator roles.

- What it feels like to “hit the ceiling”.

- 90-day world and rhythms of execution.

- The VTO (Vision/Traction Organizer).

- Common EOS books: Traction, Get a Grip, Rocket Fuel.

- How to implement EOS — and why it’s not bureaucracy.

Chapters:

0:00 – Welcome and setting the stage: "What is EOS?"

1:30 – EOS defined: an operating system for business.

4:15 – Language, structure, and community culture.

6:00 – Why A-players want high accountability.

8:20 – Who EOS is for: target company profiles.

10:40 – Solving root-cause issues with six key components.

13:00 – Misconceptions about EOS and industry fit.

14:15 – The meaning of "entrepreneurial" in EOS.

15:30 – Recommended books: Traction, Get a Grip.

17:00 – What it means to hit a ceiling (and how to break through).

19:50 – Visionary vs. integrator dynamic explained.

23:10 – Building a 90-day cadence: “Inside the 90” explained.

26:00 – Introducing the VTO: long-term vision clarity.

28:00 – How employees can introduce EOS to leaders.

30:20 – How to get started: implementer, software, or self.

32:40 – Final encouragements and where to go next.