Summary In this episode of the Thread Podcast, host Justin Vandehey speaks with Kara Brown, founder and CRO of Lead Coverage, about her journey in the supply chain industry, the importance of go-to-market strategies, and the impact of AI on sales technology. Kara shares insights from her book, 'The Revenue Engine,' and discusses the challenges faced by women entrepreneurs in achieving significant revenue milestones. The conversation also delves into the intricacies of the supply chain ecosystem and the necessity for companies to adapt to technological advancements. Takeaways Kara Brown emphasizes the importance of owning customer email addresses for effective marketing. The supply chain industry has a low bar for go-to-market activities, presenting opportunities for growth. Women entrepreneurs face significant challenges in reaching $1 million in revenue. Kara's book, 'The Revenue Engine,' serves as a framework for success in the supply chain sector. AI is transforming sales tech, but many companies are lagging behind in adoption. Understanding the total addressable market (TAM) is crucial for business strategy. Kara's agency focuses on companies that physically move freight or have the tech behind it. The conversation highlights the tactile nature of logistics and its importance in business. Kara's journey includes significant milestones, such as writing an IPO and launching a successful consulting agency. The future of sales tech will require companies to adapt to new tools and methodologies. Chapters 00:00 Introduction to Kara Brown and Her Journey 04:14 The Revenue Engine: Framework and Insights 07:01 Target Audience and Ideal Customer Profile 10:14 The State of CRM in Supply Chain 13:00 AI and the Future of Sales 15:57 Kara's Philosophy on Market Engagement 18:42 Goals and Future Aspirations
