Plateau to Powerhouse: Breaking the Billion-Dollar Ceiling

Just as a pragmatic physician would not prescribe treatment without first running tests and investigating, Husam Jandal invests time getting to know each business he serves before recommending a strategy. For Interstate Capital, that meant putting boots on the ground in El Paso, Texas, visiting their two locations and connecting with every department, from account management to collections, and meeting with vendors.

This process revealed the mechanisms behind the company’s stalled growth: a need for stronger long-term marketing strategies and improved alignment between expertise and execution.

By diving into data, Husam was also able to identify the company’s true customer lifetime value (LTV), allowing us to establish a fair cost per lead (CPL) and make strategic decisions about marketing investments while ensuring each initiative brought value back to the company.

Drawing from the knowledge gained in the assessment phase, Husam developed a structured plan for addressing the areas that were holding Interstate Capital back and building on that firm foundation to create growth.

The tactical plan not only covered individual marketing initiatives to be carried out but also how to bring marketing, operations, and sales into alignment and equip the team with the right tools and talent to ensure success.

With Tony and Cliff fully on board with the tactical plan, we moved into the deployment stage. Our layered approach included key initiatives, such as improving search engine optimization (SEO), content marketing, and paid advertising to help attract new clients, as well as website enhancements to boost conversions, and email marketing to strengthen relationships.

We also began bringing in specialists in core areas to help round out the existing marketing talent’s skillset and build a digital marketing machine.

In almost no time, Interstate Capital began seeing tangible growth. Thanks to comprehensive analytics, we could track results in real time, identify where the most success was coming from, and reallocate the budget to fuel the top performers. This iterative process ensured the company was maximizing its return on marketing investments (ROMI), giving stakeholders the confidence to quadruple their marketing budget over a period of two years, all while scaling the results in tandem.

Nearly two years into the engagement, Tony and Cliff acknowledged they were proud of what they had accomplished, but that the real win for them would be early retirement. With that in mind, our strategy pivoted to increasing the company’s appeal to potential buyers by enhancing its differentiation and long-term scalability.

We focused on developing proprietary assets that would improve the client experience, drive long-term growth, and increase valuation. These included digital tools to simplify client workflows and a branded platform to attract a steady stream of high-value prospects. Though unheard of in the industry at the time, these solutions are now the hallmark of modern, customer-focused factoring companies. Their value and novelty helped position Interstate Capital as an industry leader and played a key role in generating an unsolicited acquisition interest.

• Comprehensive Digital Marketing Strategy Developed
• Multi-Channel Digital Marketing Strategy Deployed
• Full Marketing Team Built
• 6x Client Acquisition Growth Achieved
• 2x Revenue Growth Realized
• Intellectual Property Created
• Unprecedented $100 Million-Plus Buyout Offer Received
• Happy Founders Entered Early and Very Comfortable Retirement