The Pivot to 4x Revenue with Len May

What happens when your company hits $10 million in revenue… but profits barely move? In this episode of Your Business Growth Podcast, Jeremy Shapiro interviews entrepreneur and EndoDNA founder Len May about the exact shift that transformed his business from a struggling direct-to-consumer model into a scalable B2B healthcare company. Len shares how: ✔️ Rising advertising costs nearly stalled growth ✔️ Social media platforms repeatedly shut down campaigns ✔️ Customer acquisition became increasingly expensive ✔️ COVID disrupted events and distribution channels ✔️ Revenue continued growing while profitability stayed flat Then came the breakthrough: Instead of selling directly to consumers, Len shifted the business scaling the company from $10 million to $40 million in annual revenue. In this episode, we discuss: ✔️ Why some high-revenue businesses struggle financially ✔️ The hidden downside of direct-to-consumer models ✔️ The power of B2B partnerships and white-labeling ✔️ How recurring revenue transformed the company ✔️ Why customer lifetime value matters more than single sales ✔️ Using AI and machine learning in healthcare ✔️ Personalized medicine and genomic testing ✔️ How doctors became an extension of the sales team ✔️ The role of customer feedback in product innovation ✔️ ADHD, entrepreneurship, and unconventional thinking Len also shares lessons on: ✔️ Scaling healthcare technology companies ✔️ Building onboarding systems for clinics ✔️ Leveraging affiliate products for additional revenue ✔️ Creating feedback loops with customers ✔️ Why entrepreneurs should stop waiting for perfect execution 👉 Learn more about Len May and EndoDNA: EndoDNA's website: https://endodna.com/ Len May on LinkedIn:   / lenmay   📘 Hosted by Jeremy B. Shapiro, Author of Your Business Growth Playbook https://yourbusinessgrowthplaybook.com/ Chapters 00:00 Profit Stuck at 10M 01:12 Len May Origins 02:29 Cannabis as Medicine 03:54 Early Hustles to Real Estate 05:36 Dispensary Opportunity 07:15 Genetics Lightbulb 09:21 Launching EndoDNA 10:30 Building the DNA Test 12:51 Patents and Global Growth 14:25 Marketing Shutdowns and COVID 15:46 Stuck Phase Breakdown 17:09 Doctor Call New Pivot 19:56 Practitioner Distribution Model 22:28 White Label Intel Inside 23:28 AI Platform for Doctors 26:01 Guardrails and Compliance 27:45 Getting Doctors to Commit 28:42 Charging For Utilization 29:36 Skin In The Game 30:24 Genomics To Shopping Cart 32:19 Affiliate Catalog And Feedback 33:59 B2B Pivot To Scale 36:06 Epigenetics Recurring Testing 39:25 Clinical Trials Data Flywheel 42:30 Neurodivergence As Advantage 46:43 KPIs Sales And Satisfaction 49:06 Rapid Fire And Wrap Up Keywords: Len May, EndoDNA, Jeremy Shapiro, personalized medicine, genomics, healthcare AI, B2B growth, business strategy, direct to consumer, white label business, entrepreneurship, epigenetics, recurring revenue, functional medicine, startup growth #entrepreneurship #BusinessGrowth #Healthcare #AI #Genomics #podcast Want to be a guest on Your Business Growth Podcast? Send Jeremy Shapiro a message on PodMatch, here: https://www.podmatch.com/hostdetailpr... 🔔 Subscribe for more conversations with founders, entrepreneurs, and business leaders sharing real lessons on growth, leadership, and building sustainable companies.