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Transforming a $1 Million Lifestyle Business to a $10 Million Market Leader in Under 6 Years with Adam Sandman Founder and CEO of Inflectra

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Adam Sandman is the founder and CEO of Inflectra, a leading maker of software test management. He joins Ryan in this episode to talk about how he transformed his lifestyle businesses from $1 million to $10 million in under 6 years. He also talks about how to be capital efficient in the current climate as well as how he utilised a bankrupt company to help build an entire community for his organisation.


  • Adam began programming at just age ten and was previously a physicist until
  • Revenue growth is 10% YOY for Inflectra
  • Direct marketing including SEO and content marketing are the primary growth strategies Inflectra focus on and they are looking to create an outbound sales team this year.
  • At first, Inflectra was a lifestyle business which competed against others purely on cost. But once they added additional features Adam realised the growth potential and this is when they started to grow rapidly.
  • The first step to doing this was building a sales team, Adam could no longer be the only generator of sales.
  • You have to be mindful when hiring, you don’t want to have to make people redundant, this can really damage company culture and reputation
  • Inflectra follows a classic sales process at first and then aims to upsell a client once they have buy-in.
  • Focusing on customer experience-driven sales is one of the main things Adam contributes to Inflectra's success.


 “We try and get in with a land and expand model”

“PLG is in the mix but it tends to be driven by customer success just because of the customer segment size, they tend to be more process driven when buying software”

“The single best strategy has been customer experience-driven sales”

Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE:

Ryan Staley

Founder and CEO

Whale Boss




How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpal Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.

This is where Scaling and Sales are made simple in 25 minutes or less.

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