In this episode of the DevReady Podcast, host Anthony Sapountzis is joined by Landon Kahn, CEO and Principal Advisor at SolSombra. Landon brings a wealth of knowledge from his 17 years in the startup world, offering a compelling insight into the growth strategies that have shaped his career. From his early days a solar startup to expanding the company into a thriving business generating over $60 million in revenue, Landon discusses the challenges, resilience, and innovations that have been key to his success. He also shares how stepping down from his CEO role led him to found SolSombra, a consultancy that helps businesses navigate growth, strategy, and sustainability.
Throughout the conversation, Landon reflects on his experience in sales and leadership, particularly in the solar industry. He recounts a memorable moment when a client initially dismissed solar as a “snake oil” business, only to later become a strong advocate after experiencing its value. This highlights Landon’s ability to turn scepticism into opportunity—a skill he honed during his transition from a senior leadership position in a large solar company to becoming CEO of a smaller firm. He speaks about the challenges of managing a flat organisational structure, where fostering an open-door culture allowed him to stay closely connected with the team and enhance communication across all levels.
Landon also discusses the key takeaways that led him to shift into consulting. He shares the three main lessons from his entrepreneurial journey: the complexities of business growth, the ups and downs of running a company, and the vital role of people in driving success. His passion for consulting comes from the ability to leverage his vast experience to solve problems and provide fresh perspectives for various businesses. As a consultant, he enjoys offering flexible solutions, from project-based go-to-market strategies to long-term advisory roles, emphasising the importance of iterative processes in business development.
In the latter part of the episode, Landon outlines his approach to business strategy, focusing on the significance of data-driven decisions and continuous testing. He introduces the concept of a “pre-mortem”—a technique that involves forecasting potential pitfalls before executing initiatives. This strategy allows businesses to adapt quickly and refine their tactics, whether it’s in marketing or product development. Landon also shares examples of unconventional marketing approaches, such as sending rubber feet to B2B decision-makers to attract attention, despite the tactic not leading to direct sales. His message is clear: successful businesses embrace scalable strategies and utilise available resources, including freelance expertise, to accelerate growth.
Landon wraps up the discussion with some invaluable advice for businesses seeking growth and making better decisions. He stresses the importance of understanding your ideal client profile (ICP) and maintaining a customer-centric approach to drive meaningful growth. He also highlights the significance of observing competitors, not to copy them, but to learn from their successes. Finally, Landon reiterates the importance of planning, advising businesses to conduct “pre-mortems” before launching new initiatives and to review performance post-execution. With a balanced approach to strategy and decision-making, businesses can position themselves for sustainable success.
Topics Covered
- Landon Kahn’s Career Journey
- Sales and Leadership Experience
- Transition to Consulting
- Consulting Approach
- Data-Driven Decision Making
- Unconventional Marketing Tactics
- Evaluating Consultants and Contractors
- Growth Strategies for Businesses
Important Time Stamps
- The Wolf of Startup Growth: Landon Kahn’s Path to Success (0:07 – 4:03)
- Turning Sceptics into Believers: Landon Kahn on Sales (4:04 – 8:18)
- Growth, People, & Problems: Landon Kahn’s Key Business Takeaways (8:19 – 12:25)
- No Silver Bullet: The Power of Iterative Growth with Landon Kahn (12:26 – 16:22)
- Learn from Failure: Testing, Analysing & Growing with Data (16:23 – 21:44)
- The Power of Negative Questions: How to Find the Right Consultant (21:45 – 27:48)
- How to Make Smarter Business Decisions—Landon Kahn’s Top Tips! (27:49 – 30:28)
