When Sharon Gillenwater built Boardroom Insiders, she was doing something nobody else wanted to do: manually researching the personal work styles, business initiatives, and habits of Fortune 500 executives so that enterprise sales teams could finally get a meeting with the C-suite. It was hard, painstaking work — and that was exactly the point. After more than a decade of bootstrapping, consulting on the side to fund payroll, and raising just $275,000 from three people she knew personally, Sharon sold Boardroom Insiders to London-based public company EuroMoney for $25 million — all cash at close, no earn-out. In this episode, you discover how to build and sell a business where customers love you so much they follow you from company to company. You'll learn: Why a cold call from a PE firm offering $48 million was actually the worst thing that could have happened to Sharon — and what she did instead The one overheard side conversation that changed her negotiation posture entirely and helped her push from a $17–20M offer to $25M Why Sharon insisted on all cash at close — and why her angel investor told her a lower number in cash beats a higher number with strings attached What convertible notes look like after a decade — and why her investors converted their notes just six months before the sale Why Sharon cried on her birthday, the day she was quietly walked out of the company she had spent 13 years building How she watched the acquirer run Boardroom Insiders into the ground, tried to buy it back — and then decided to rebuild from scratch anyway The land-and-expand growth strategy that took Boardroom Insiders from zero to $5 million ARR without ever cracking the demand generation problem

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related