$20M+ in Annual Revenue – Steve Gray, Primal Labs

$20M+ in Annual Revenue – Steve Gray, Primal Labs

May 21, 2019

Best Advice I Ever Received: Be the board.
Best Advice I’d Give To Someone Who Wants To Build A $10m+ Business: Get good at marketing/sales & Read Ready, Fire, Aim

In this episode, Steve, Mary, Richard, and Steve discuss:

  • The role Primal Labs takes in addressing the health concerns of baby boomers.
  • The starting days of Primal Labs in 2012 and its pivot point.
  • The recurring revenue model and how it is working for Primal Labs.
  • How the changing landscape in society affects marketing and advertising.

Key Takeaways:

  • Be the board.
  • Learn what you can and get better at your craft from every project you do.
  • Hindsight is 20/20 – pivot from where you are when you realize it is not what is working.
  • When selling, it’s not just about value, it’s also about vision and where you see your company going.

“I want to sleep at night. I want to know that the marketing I do, the products I make, and what we provide as a company are good for the consumer, they’re good products, and they give a result.” — Steve Gray


About Steve Gray:

  • 42, married for 20 years, with two kids. 15, & 13. Live in Allen Tx.
  • Went to UT Austin and dropped out in ’97 to work as 5th employee for Cybercorp, a day trading software firm. 3 years later we were bought by Schwab for $488M.
  • https://www.bizjournals.com/austin/stories/2000/01/31/daily11.html
  • Went back to school to finish my degree. 5-month study abroad in Europe. Hit 13 countries and 40+ cities.
  • Broke by 27 (2004). Had to go back and work for my dad.
  • Full time marketing online in 2007.
  • Started Primal in 2012. Crazy growth. $600K – 12, $3.5M – 13, $5.5M -14, $11M – 15, $33M – 16, $30M – 17, $20M – 18.


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