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Journey to $100 Million

Author: Erik J. Olson & Kevin Daisey

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Accelerate your entrepreneurial journey by learning from our mistakes instead of making them yourself.

Join Erik J. Olson and Kevin Daisey, the founders of Array Digital, through their ups and downs and lessons learned as they grow their digital marketing agency to $100 million in revenue. In each daily episode they'll discuss what's working now, and what's not. They'll share entrepreneurial and marketing tips and tricks picked up while becoming a dominant player in the ever changing digital marketing industry.
408 Episodes
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Erik recently put together an eBook titled Digital Marketing Trends for 2020 because digital marketing changes on basically a daily basis. Typically that happens on social media or in search and it can be overwhelming how fast and frequently the environment is changing. It’s practically a full-time job to keep track of the changes. Business owners don’t have time to be tracking what’s happening in digital marketing which is why you would hire an agency like us. So we’ve pared it down to the top 5 and here they are: Messaging: You get onto an app like Facebook Messenger. Some websites have messenger bots and you will see more companies doing that. You are also going to see more and more companies going live which has been extremely simplified with all the platforms that offer the live feature. Ephemeral content: This was introduced by Snapchat with their Stories feature. If you want to hear about the rest of the trends, you can go to thisisarray.com/trends to download the eBook.
You Have To Do Video

You Have To Do Video

2020-02-2600:03:16

If you’re an entrepreneur and are the face of your business, you - as the business leader - need to be doing video. It should be part of your plan and your social media because you need to be getting your face out there. One of Kevin’s goals is to sit down interview-style with 12 people who are making moves in their industry to get lessons and learn things but at the same time, creating content. You can also do live streams; most social media platforms offer this option. Every Friday during lunchtime, we do a live stream with different members of our team. We have a topic related to our industry and answer questions. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Something we've found a little challenging is how to increase rates for our older clients. New customers don't really have an issue with our current rates and value proposition, but we have several clients that have been with us for years who pay lower rates. There are two main schools of thought when it comes to this: standardized pricing for everyone across the board or grandfather in older clients with lower rates. We have chosen to grandfather in older clients, and there are a couple of benefits to doing so. One, it rewards loyalty for those who have been with us for awhile. Two, we avoid issues that might come up from moving to higher rates. This matters because in some cases we have raised rates substantially to coincide with the value proposition we now offer. What we do instead is implement minor yearly increases to those who have been with us for at least 12 months. Our minimum commitment terms are 12 months so we look at anyone who has fulfilled their minimum commitment and assess a slight increase. This is easier to justify and helps close the gap between some of the old and new rates. We have a process in place to look at who needs an increase at the end of the year. Last year we started off a bit late and ran into some minor issues when trying to implement new rates with not a lot of notice. This year we will begin that process in September, giving the account manager plenty of time to call their clients and give them a heads up before they receive their letter. Erik recommends you decide how to handle legacy clients, and put a process in place for how you will raise rates when the time comes. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
In this episode Kevin talks about the side hustle he had during high school. Kevin grew up in Chincoteague. It's a small island town on the coast of Virginia. The town is known for fishing, boating, and seafood.  Kevin came up with the idea of catching and selling minnows. Minnows are tiny fish that are great bait for bigger fish. Growing up in the town that he did he saw the need for minnows in fishermen and boat captains. So, in the mornings before school he would create the traps for the minnows and throw them into the ocean.  After school he would go back to check the traps that were full of the tiny minnows. He would then take these buckets of minnows and sell them to the fisherman and boat captains. Sometimes he would make up to $50. Kevin had a part-time job in high school but this was his side hustle that earned him some extra spending cash. The point here is that there is always something extra you can do for money. If you have a business or are starting a side gig, decide where there is a need. See how you can craft a service or product to fulfill that need and make some extra cash. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Back in the day, when Erik first started his business, he worked as a freelancer. He kept his day job and worked on his business on nights and weekends. This meant he was working long hours almost seven days a week. As his business grew, and he got to the point where he was ready to hire help, he started by hiring a couple of freelancers, since that’s what he was familiar with. By this point his business had become his day job and he was now working typical business hours during the day. Just like he had done in the past as a freelancer, many of these freelancers were only working nights and weekends. The problem with that is that Erik was now working hard during the day and was often needed to help direct the freelancers during their working hours on nights and weekends. It was pretty exhausting. Erik quickly realized that hiring freelancers was not the answer for him. He decided instead to start hiring consultants who worked full-time during normal business hours. It was worth the extra money to work alongside someone, as opposed to by himself during the day, and then with someone on nights and weekends. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Kevin Can't Stop Selling

Kevin Can't Stop Selling

2020-02-2200:03:11

Kevin has a passion for sales. Since hiring our Business Development Manager, Glen, last year, Kevin has changed the way he approaches sales himself. Before he used to take on leads from every funnel, but these days he's focusing more on networking and his business profiles to get him personal referrals. He isn't focused as much on leads that come in through phone calls or through our website. Instead he is getting out there on the front lines and building relationships with business owners whenever he can. When Glen was first hired on, he and Kevin teamed up frequently to close deals together. But after about six months Kevin decided to go out on his own again and look for leads the best way he knows how. His approach is different from that of Glen’s, but together they work. Kevin puts himself out there as an expert in his field and the owner of his agency to bring in the leads he’s interested in pursuing. He still steps in to help Glen close deals when it’s needed, but for the most part he’s working his own leads. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
One of the most helpful ways to find out what your audience wants from you or could benefit from is to ask them. You could ask them one-on-one or you could direct your question to your entire audience on social media. One way Erik likes to do this is by using Twitter Polls to ask for opinions which has been helpful in the process of writing his book. When you’re not sure what direction to take something, consider your audience. They’ll be happy to tell you if you ask them. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Kevin talked recently about expansion, applying for awards, getting yourself out there with video, etc. What this does is create buzz and build a perception within your local community or market. Plan things out and push things out to the masses. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Recently Erik attended a fireside chat with the CEO of Morgan James Publishing. Morgan James is a New York based publisher but the CEO, David Hancock, lives near Erik in Virginia. Erik thought that was pretty interesting and during the talk he found out how that came to be. Essentially Mr. Hancock started his publishing business in Virginia but his customers believed a publisher should be based in New York City. So, he opened a location in New York and just like that his publishing business took off. Erik was interested in attending this talk because he is writing a book himself about what it took to get his business to $1million a year in recurring revenue. So far Erik has written about 75,000 words for this book. However, during this chat with Mr. Hancock Erik learned that a non-fiction book such as his should be between 40,000 and 60,000 words. This was a huge eye-opener for Erik as he had no idea about the recommended length. He realized he is going to have to cut 1/3 of his book, especially considering he hasn't even finished writing. That will hopefully leave him with the best 2/3 being published. Erik’s advice here is to look for learning or networking events like this that are pertinent to your business and what you're doing. You never know what you will learn at an event like this and the small fee, time, and effort it takes to attend can be so worth it. It was for Erik. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Always Be Expanding

Always Be Expanding

2020-02-1800:02:59

Whether or not you are experiencing expansion and growth, doesn’t mean you shouldn’t be portraying that. You need to have a job/career page that lays out the job openings for jobs you would normally want to fill even if you are not actively searching for them. It gives people the perception that you are really growing and it’s that perception that helps you stand out and gets people to talk about you, driving business and sales. Other companies want to do business with companies that are stable but are pushing forward and being innovative. If you’re not coming across as if you’re doing that, then people won’t want to work with you. Always be expanding and talking about that expansion. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
In this episode Erik talks about his experience being a PMP. PMP stands for Project Management Professional. It is a certification from a professional organization called the Project Management Institute (PMI). Erik got started with project management straight out of college when he became a construction project manager. He was paired with a more experienced project manager who showed him the ropes. He did that for a few years until he started working as a software developer. While working in software development Erik went back and forth between actual programming and managing projects in software development. Project management is one of those things he kept going back to no matter what field of work he was in. About 10 years into his career he realized that PMI had written a book about best practices in project management. Up until then he had been relying on trial and error to work through projects, but after that discovery decided to get involved with PMI, and it paid off. The things he learned at PMI have been invaluable to Erik. He has learned things that have helped him at every stage of his career no matter what field he was in. He believes professional organizations like PMI are extremely beneficial and encourages you to look into professional organizations that correlate with your career. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Kevin’s first job was when he was about 10. A little backstory: his dad started his own business at 8 years old carving decoys that are used for duck hunting. It’s become a piece of art and a collectible so people pay a lot of money for them. He still does it to this day. When Kevin was little, he started to make his own too. When he was about 10, he would go to art shows with his dad and have his own work there. His stuff would sell out within an hour. That was his first business: making the ducks and selling them. Think to yourself if there’s anything you did when you were little as a business. Business starts when you’re young. You might not have the same goals or motivation or purpose for the money that you make but business is engraved in all of us. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
You are probably on social media. A lot of people tend to accumulate followers or connections on social media and then don’t actually talk to them. They may post on their timeline and hope they see what they’re posting without any kind of engagement. On social media, people try to keep their connections at an arm’s length while still hoping these people will buy from them at some point in the near future. You must try to find some commonality between you and the individual. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Have you heard the phrase “drip email marketing”? This is when you provide your email to a company, brand, or influencers and they send you a series of emails over a specified amount of time. The idea here is that you are slowly building up the other person’s level of knowledge as far as what you do and how you can help them. We do that a bit with our own newsletter but Erik also wanted to do it through social media. Erik was able to be notified whenever he got a new follower on LinkedIn or Twitter and would follow up with specific messages to send to these new followers. Often, people will immediately send a long, hard pitch without really introducing themselves, their products, or services and that is a mistake. You have to wine and dine these potential new customers. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Within the first two years of working for himself Erik realized he didn’t really know what business he was in. As crazy as that sounds this seems to be a common problem with many new entrepreneurs. In the beginning when you’re just trying to put food on the table you will often take any work that comes your way as long as it coincides with your business somehow. In Erik's case he was a programmer at that time. He took on projects working in different coding languages that he wasn't really interested in. He did this frankly because he just needed to work and make money. But, the problem was this eventually left him wondering exactly what he should be doing. Erik’s advice is as time goes on you start to become more selective about the type of work that you take on. What your business focuses on may change over time but it's important to initially define your business as soon as possible. If you don’t you will find yourself doing all kinds of work that will further separate you from what you really want to do. Once you decide what kind of business you’re in, chase every opportunity that fits that criteria and your business will flourish. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
When setting goals for yourself people may tell you not to set them too high because they will be hard to achieve, you may fail, and you'll be disappointed in yourself. But, Kevin is here to tell you why you should do the opposite. We were recently talking about our revenue goals for the coming year and we were considering moving the goal down a bit because our initial goal seemed aggressive. However, we decided against it. In his book, The 10x Rule, Grant Cardone says to never move the target, instead increase the action. He’s absolutely right. Working hard to reach $4 million in recurring revenue and ending up $3.8 million is much better than setting the goal at $2 million and surpassing it by reaching $2.1 million. It puts us that much closer to our initial goal, and that’s where we want to be. When a goal seems easy to achieve your efforts tend to decrease. When the goal seems out of reach you work your butt off to try and get it. In the end you may not achieve your goal but that's okay. You’ll be closer to where you want to end up. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Erik recently went to Machipongo, VA to meet with someone who he bumped into on LinkedIn who is significantly further ahead in his digital marketing career (about 10 years ahead). Erik drove over for lunch and they had a meeting that Erik found extremely valuable. He gained insight on things he might do a bit differently like organizational structure, the types of clients we acquire, and how to prove to our clients that we are truly adding value and not just spinning our wheels. When you’re running a business, you’re kinda isolated so it’s smart to meet with like-minded people on a regular basis and you discuss problems you’re having in your business, things you’re struggling with, ideas you’re tossing around, etc. By meeting with people that have probably had experience with you, you can learn so much and gain insight that you might not have thought of. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
At Array Digital, we don’t typically travel for sales. We don’t go to trade shows because that’s not our kind of marketing. But if we have a prospect that reaches out to us, Kevin is willing to do the traveling and take the meeting. This came up recently with a prospect that had done a lot of research prior to calling us and were very impressed by what we’re doing and our online presence. This was a good sign and things moved quickly. Before determining that we would travel for them, we needed to know where they were in the buying process, how many people are involved, and how sold they are on our product/services. Make sure you’re not wasting your time and money by asking these sorts of questions. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Erik recalls the hardest decision he’s ever had to make in business, to date. That decision was hiring his first employee. Like most new entrepreneurs he found himself in a position where he was overwhelmed with work but he wasn't overwhelmed with cash. He knew and understood that hiring another person would mean that person would have to come before himself. He explained to his wife that he was getting ready to hire someone and that meant he would have to pay this person every two weeks and that meant he may or may not be able to pay himself. Luckily that didn't happen. He hired his first employee after he signed a contract for a big software development project. He was still in the middle of his first big project and knew he wouldn't be able to deliver the second project in a timely manner without help. So, he hired someone to help him finish that first project and together they tackled the second. And, it worked out perfectly. Hiring his first employee freed him up to look for more opportunities. He quickly went from hiring one person to hiring others as he started to find more work. He was pleasantly surprised to see how well things lined up between hiring others and getting more projects. If you're currently a one-man show, consider taking on more work than you can handle and hire your first employee or freelancer to help you. You will quickly see that by having more people more work will come. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
Apply for Awards

Apply for Awards

2020-02-0800:03:11

“If you qualify, apply.” --Zack Miller, author of Anomaly If you’re winning awards, it is PR, free media, and free marketing for your company and it shows that you are growing, your business is active, and that you’re doing a great job. People (customers) gravitate towards that kind of success, meaning more business for you. Plus, that gets you and your team fired up to keep doing and achieving. Apply for as many awards as you can. There are some that matter more and will make a bigger difference but that’s not to say that the smaller ones are worthless. Look in your industry, your local newspapers and business outlets for award opportunities and apply if you qualify. — Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!
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