Startup to Scale Up: 5 Go-to-Market Pivots That Reached $4B

What if the key to explosive business growth isn’t doing more, but doing less, only much better? In this episode of Predictable B2B Success, Vinay Koshy speaks with David Snider, founder and CEO of Harness Wealth, to unpack the transformative power of specialization.

From scaling Compass from pre-launch to a $1.8 billion valuation, to building a platform shaped by a personal encounter with bad tax advice, David Snider reveals the counterintuitive strategies and data-driven decision-making that fueled his journey. You’ll hear how narrowing focus not only ignited rapid revenue growth but also strengthened trust, team building, and technology adoption in a notoriously traditional industry.

Ready to learn how refusing to serve everyone can actually help you serve and win over the right ones? Tune in for tactical insights on storytelling, technology integration, and cultivating a culture that delivers standout results. If you’ve ever wondered how to break through plateaus, build scalable trust, or harness the hidden drivers of client referrals, this conversation is your blueprint for going further by zeroing in.

Some topics we explore in this episode include:

• The origin story of Harness Wealth fueled by bad tax advice.
• How specialization accelerates business growth and revenue.
• The power of storytelling and data synthesis in fundraising.
• Tech adoption challenges for professional service firms.
• Pivoting from a marketplace to a SaaS revenue model.
• Using content marketing and education to build client trust.
• Company culture and values driving high client satisfaction.
• Onboarding that matches advisors and clients by specialization.
• Strategies to avoid commoditization of specialized services.
• Future growth areas and emerging advisor specializations.
• And much, much more...