Building Resilient Teams and Driving Data-Driven Growth With Russ Hawkins

About Guest

Russ Hawkins is the President and CEO of Agilence, a data analytics company specializing in serving large retailers, grocers, and restaurant chains. With over 35 years of experience in tech, Russ has a track record of leading successful strategy transformations and scaling companies — he helped increase revenue at a prior company from $700,000 to $22 million in nine quarters. A Boston native, Russ holds dual degrees in Chemistry and English from Boston College and has a rich history of growing businesses in various states.

In this episode

Success in scaling a business depends on building a resilient team and harnessing data effectively. But what does it take to lead a company through transformation while creating a culture that prioritizes both growth and innovation? How can leaders develop a data-driven approach that fosters long-term success?

According to Russ Hawkins, a seasoned CEO with a track record of scaling startups, building resilience starts with a focus on people. He highlights that fostering a team culture where each member is aligned with the company’s goals is essential for navigating growth challenges. To drive sustainable success, Russ believes in leveraging data analytics to not only enhance performance, but to create value across the organization. He emphasizes that with the right data-driven approach, companies can transition away from one-off sales models and build recurring revenue streams that support a more stable, scalable business model.

In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Russ Hawkins, President and CEO of Agilence, to discuss how he’s built resilient teams and driven data-powered growth throughout his career. Russ shares his insights on fostering a collaborative company culture, making strategic shifts to adapt to market demands, and the critical role of data in driving revenue growth. He also gives advice on avoiding common pitfalls in scaling.

A glimpse of what you will learn

• [01:11] Russ Hawkins shares his background and journey from salesperson to CEO
• [07:19] Why everyone is in sales, even if they don't know it
• [09:51] Strategies to building a winning A-team
• [13:38] Major pitfalls in growing small companies
• [16:52] The crucial role of marketing in business success
• [19:05] Agilence's major strategy shift in 2013 for growth
• [24:25] How Agilence’s tech revolutionizes retail inventory management
• [31:59] Key pain points for B2B SaaS leaders in 2024
• [35:21] The best business advice Russ ever received

Resources Mentioned in this episode

• T.A. Monroe Digital Agency
• Alex Gluz on LinkedIn
• Russ Hawkins on LinkedIn
• Russ Hawkins | Email
• Agilence

Special Mentions

• General DataComm
• SilverStorm Technologies (now Thirdera)

Quotable Moments

• "Everybody is in sales — I just don't think everybody knows it."
• "The ideal customer today is kind of at the high end of that list."
• "I put customers first. I have a very simple view of the world: I have to take care of the customers."
• "Most salespeople talk too much. My view is that you have to spend a lot more time listening and a lot less time talking."
• "I like to think of us as a big community."

Action Steps

1. Cultivate active listening skills: Listening is crucial in sales and leadership as it helps to understand the needs and motivations of your team and customers.
2. Set clear goals and objectives: Maintain focus and motivation both internally and externally to ensure everyone works towards common objectives.
3. Emphasize adaptive team building: By focusing on team adaptability rather than strict roles, you can better handle the shifting demands of a growing company.
4. Balance growth with financial prudence: Avoid expanding too quickly without ensuring the financial health of the company.
5. Foster a culture of customer centricity: Focusing on customer needs and feedback will help you make informed decisions that enhance product offerings and service quality, ultimately supporting business growth.

Sponsor for this episode

This episode is brought to you by T.A.Monroe Digital.

At T.A.Monroe, we build world class revenue engines for B2B SaaS companies. What that means is we do everything behind the scenes to generate you tons of qualified leads, opportunities and customers.

1. We build highly effective marketing systems and scale their profitably through our demand generation strategies.
2. We think scientifically on how to scale your demand and revenue.
3. We bring decades of experience.

Email us at alex@tamonroe.com or visit www.tamonroe.com today to schedule a strategy session or learn more about our mission.