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Welcome to Entry & Exit — the Owned and Operated series for builders in security & life-safety. Hosts Stephen Olmon and Collin Trimble break down how to make your company sale-ready long before you sell: architecting a team that’s bigger than the owner, shifting from one-time installs to recurring revenue, and building a repeatable sales + service engine that PE buyers love. From SDR/AE/SE role design to skills-based routing and an estimation playbook, this is a practical blueprint for predictable growth and a stronger exit.
✨ What You’ll Learn
- Design for exit early: reduce key-man risk, diversify revenue, and make the business run without you.
- RMR as the growth engine: why we sell cloud/subscription solutions by default—and when to walk from non-subscription deals.
- Cash vs. contracts (hybrid): trading some upfront GP for higher enterprise value via contracted recurring revenue.
- Sales org that scales: split roles (SDR → AE → Solutions Engineer) so AEs spend time in front of customers.
🔗 Connect
Stephen Olmon
Collin Trimble
Owned and Operated
Owned and Operated
New Episodes Every Wednesday!
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Chapters
1. The Secret to Growing a Security Company Fast! (00:00:00)
2. Introduction to Entry and Exit (00:00:44)
3. The Journey into the Security and Fire Alarm Industry (00:02:44)
4. Mastering Cross-Sell and Upsell Strategies (00:23:04)
5. Operational Efficiency and Estimation Insights (00:26:07)
6. Building a Scalable Sales Team and Financial Oversight (00:32:00)
7 episodes
