How to Grow Revenue 20% Inside Customers You Already Have

You've seen the report saying organized retail crime is causing serious damage to stores and behind almost half of all inventory losses. Yet what if that idea is nothing more than a myth? In this episode, Vinay invites Russ Hawkins, president and CEO of Agilence, someone who has, for nearly twenty years, assisted retail, grocery, and restaurant chains in identifying the true causes of loss, which are often overlooked and hidden in plain sight.

Russ Hawkins uses concrete figures and industry insights to refute the stories that have long shaped loss prevention priorities. He shows that losses from employee theft and operational mistakes exceed those caused by high-profile professional theft rings, and explains how companies can use their current data to identify leaks they weren't aware of.

You'll get honest accounts from the front lines regarding the surprising situations that arise when you ask your competitors for advice, how to redevelop a product around AI without losing the trust (or the contracts) of its 180 enterprise customers, and what actually changes when a company "graduates" from venture capital to private equity.

This is an eye-opening masterclass on finding growth and resilience when others aren't even looking, whether you run a multi-location chain or a B2B software business aiming for steady growth.

Some topics we explore in this episode include:

• The facts about retail shrink and why industry myths persist.
• How Agilence tackles invisible losses like employee theft and errors.
• Unexpected insights from interviewing competitors.
• The difficulties involved in moving from hardware to SaaS and in selecting cloud partners.
• What truly enables a business to be scalable and what prevents growth.
• How to demonstrate return on investment when industry data is not trustworthy.
• Rethinking customer success to increase retention and loyalty.
• The process of turning software into modules: lessons concerning upselling and pricing.
• Introducing AI to an established product without disrupting what's already working.
• The actual effect of switching from venture capital to private equity.