OTM

Happy birthday to Kerrie, OTM's Chief Growth Officer! 🎂

Some days, that means leading our Client Success team. Other days, it means being the person who keeps a client's growth strategy focused. And some days it just means tending to her dogs, her bees, her ducks, or winning third place at this year's Rotary Duck Race, raising over $70K for local Northern Colorado nonprofits!

Honestly, we're never fully sure which hat she's wearing at a given moment. All of them fit her well. 😉

🎂 Happy birthday, Kerrie. Our team, our clients, and the Northern Colorado community are better because of you. 💙

Our Chief Creative Officer, , recently turned a team meeting into an experiment. Instead of a presentation on communication, she handed each team member one of three different briefs and asked them to make a dessert.

The goal was never a good dessert. It was watching how information moves through a creative team: what happens when a brief is clear, when it's vague, and when two people read the exact same instructions two different ways.

The desserts told the story before anyone said a word. Some were spot on. Some were completely off script. All of it sparked a more honest conversation about communication than a slide deck ever could.

Biggest lesson? Skill doesn't guarantee understanding. Even the most experienced people on a team still have to check that what's in their head actually made it into someone else's.

Congratulations to our long-time client, Fort Collins Motorsports and Indian Motorcycle of Fort Collins, for hosting their biggest and most successful Demo Days in history! 🏍️✨

Not only was this the best-attended Demo Days in history, but it also officially marked the largest Demo Days event in the entire state of Colorado! We are absolutely thrilled by the incredible turnout and the amazing support from the Northern Colorado riding community.

Best of all, this record-breaking event proudly benefited local non-profit, Realities for Children, helping to make a meaningful difference in the lives of children in our community. Thank you to everyone who came out, took a ride, and made this historic weekend possible! 🙌🔥

When we said "seamless hybrid integration," we didn't exactly mean our Client Success Manager's face taking up 90% of the Zoom screen just to inspect the dessert table... but we respect the dedication, . 🧁👀🌐

Integrating long-distance team members into a hybrid work environment can be a major challenge (and sometimes hilarious), especially when you're trying to virtually share the results of a team-wide dessert brief experiment! From collaborative tools to building a strong virtual culture, finding those moments of connection is what keeps a hybrid and long-distance team thriving together, no matter where everyone is located!

What's the funniest thing that's happened on your team's virtual meetings lately? (Dessert challenges optional but highly recommended) ✨

Our Chief Growth Officer, Kerrie, spent end of last month really earning a new title: duck lady. 🦆

After months of volunteering with the on this year's Duck Race, Kerrie placed third, and the event raised about $71,000 for local nonprofits and youth organizations.

For several years, Kerrie ran an annual golf tournament for the same cause, typically raising around $30,000 a year. This year she made the call to step away from it and put her time into the Duck Race instead. In her first year on the committee, the event raised more than $40,000 above what the golf tournament ever brought in.

Sometimes the bigger impact comes from letting go of something good to make space for something with even more potential.

Congratulations to every nonprofit that benefited in the local Northern Colorado community, and to Kerrie for a strong showing at the race!

Before you invest in pipeline generation this quarter, take 60 seconds on this.

The Infrastructure Test. Four questions. Answer honestly.

1. Do we track every lead in one system?
2. Can we see conversion rates at every stage of the pipeline?
3. Do sales and marketing agree on what a qualified lead actually means?
4. Can we identify our best-performing lead sources?

If you answered no to any of those: you do not have a pipeline problem yet. You have an infrastructure problem.

Most firms skip straight to "we need more leads" without asking whether they have the systems to see, measure, or repeat what is already working. Our 2026 B2B report found that 51% of firms have no CRM, and 41% say underutilization of existing tools is their #1 technology challenge.

The firms that keep adding activity to an unmeasured system are not building momentum. They are building noise.

Infrastructure first. Visibility second. Momentum follows.

Drop a number in the comments: how many of those four did you answer yes to? No judgment, just data.

Marketing isn’t a magic wand, and it can’t fix broken fundamentals.

This coffee shop photo takes us back to OTM’s early days, three partners at one table asking the same question our founder-led clients ask now, What’s really holding our growth back, and what are we not seeing?

Because when your pipeline is invisible, it’s easy to misdiagnose the problem. High churn, weak referrals, pricing friction, operational gaps, they all hide behind “we just need more leads.” In those cases, more marketing doesn’t create growth, it just accelerates the chaos.

The firms that are truly ready to scale look different. They have product-market fit, healthy retention, a clear ideal customer, and the beginnings of a pipeline they can see, measure, and learn from.

That’s where OTM comes in for B2B, founder-led businesses. We help you define your strategy, align your teams, and build a sales-led, marketing-supported growth engine that doesn’t depend on guesswork.

Today we’re celebrating our CEO, Miles Kailburn, whose vision, steady leadership, and legendary whiteboard sessions have shaped how OTM shows up for founder-led teams.

From turning complex growth challenges into clear paths forward to building a culture that balances ambition with accountability, Miles keeps us focused on doing the work the right way, not just the fast way.

Happy birthday, old man 😆 , and thank you for the clarity, courage, and vision you bring to this team every day!