How We’re Growing EBITDA, Expanding Markets, and Fixing Bottlenecks
episode
Entry & Exit - Inside the Security & Fire Industry
17 min
2 speakers
5 chapters
transcribed 1 month ago
Transcript
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Transcript generated automatically by AI and may contain errors.
What is the main topic discussed in this episode?
And the things that are not going great
is our accounting and our books has just been tough. Did not appreciate or have enough reverence for the absolute punch
in the teeth. That that is. Hey, I want you to set seven appointments a day. And I don't care how many calls you make, just go set s like go be results focused rather than KPI driven. Entrepreneurship is
like staring off into the abyss and chewing glass.
Oh yeah. Yeah. It's
like I feel that.
If you're if you're gonna grow and you think you're ever gonna go raise debt or equity or sell your business, if you're gonna do one of those three things. Start working on your books today.
Welcome back to the founder series. Oh, sorry. Okay, I'm gonna redo that. Cut, welcome back to the founder series. Entry and exit. I'm Steven Ullman. I also have Colin Trimble with me, my business partner, co-host, fearless leader, all the things. And today we're talking about the current state. So if you haven't listened to the founder series, go back. Think you'll have four or five episodes to peruse, catch up, then come back to this and And you can hear about what's going on right now. It's May twenty twenty six. It's a lot of fun stuff happening. And we'll we'll kind of reflect a little bit on what's really different between, you know, previous years and now. And then we'll talk about some of the the things that are the goings on, as the kids say.
The goes on.
Yeah. Um if you haven't listened, there's also a uh playlist out there on YouTube where it shows you like all the founder series 'cause we've kinda gone from when we purchased the business to now. Um And it's labeled founder series. So maybe that's helpful. Um, where are we today? So we're sitting in May 2026. Um, and and I think what would What would the business look like today? So today we are growing massively, both inorganically and organically. We will have done, we're projecting that by the end of June, so end of Q2. We will have done all of our EBITDA from all of last year um on an organic basis. Um we are Growing mostly through organic right now. Although I say that we are also about to close on two very strategic acquisitions.
We have one that's a tuck-in here in the Houston area, and we have another one that we're working on in the Dallas and the Fort Worth area that we're really excited about. And so these are some strategic acquisitions that we're going after. And if you if you haven't listened or this you're new, you will know that like our Strategy, our secret sauce, our magic bullet is we combine inorganic, meaning acquisitions and organic um growth via sales and marketing. Um and we believe that those two things together. Um Make the magic happen. Right. We believe that those things um are what drives the value here. So, um We have really matured in in a couple ways as it pertains to I would say the way that we're set up operationally right now is extremely tight.
Every department has a director of that department. Some most departments now have a manager under that director. They have multiple reports below them. There is a mix of international employee and local employees underneath each director. Um, and we're we're kind of getting to a place now where we're even adding like additional managers to departments, right? So there's even more layers of organization that are happening. Um And We're also really what's what's been great on the sales side, then I'll let you kind of chime in, Stephen, on some of your perspective. On the sales side, we are maturing drastically in all the metrics we care about, which is cycle time. We're going from like sixty to ninety days or sorry, sixty to seventy five days down to like forty five days.
Our average ticket or average opportunity value is going way up. I mean it's a double the size of what it was this time last year. our sales process is very rigorous. I had a conversation with a sales guy yesterday. I told you about this, Stephen, that Um, a sales guy. Shout out Jordan, by the way. Uh shout out Jordan. We, you know, I've been hammering the ABC, right? Or bank criteria.
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Chapters
5 chapters
1
What is the main topic discussed in this episode?
0:00–7:03
2
What growth milestones has Alarm Masters achieved in 2026?
7:03–9:40
3
How are strategic acquisitions shaping the company’s market expansion?
9:40–12:50
4
What sales process changes are driving faster cycles and larger deals?
12:50–16:00
5
How is operational discipline improving project handoffs and team collaboration?
16:00–17:53
Speakers
2 identifiedMore from Entry & Exit - Inside the Security & Fire Industry
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