Scaling Beyond the First Million with Matt Tait

Market Mastery

What does it really take to grow a business after you hit that first million?

In this episode, Matt Tait, CEO of Decmial and host of the podcast After the First Million, discusses the challenges that come with growing a business beyond the million-dollar mark. From the messy middle of scaling to the emotional toll of running a company, Matt shares candid insights on what it really takes to make it past those early hurdles.We talk about his journey from law to entrepreneurship, why he started Decimal, and how he's built a team-first culture that’s thriving—fully remote. Plus, Matt breaks down why scaling is less about glitz and more about embracing the grind.

If you're building a business or scaling one, this episode is packed with real-world advice from someone who’s been through it all.

In this episode, you’ll learn: How to navigate the challenges of scaling a business after reaching the first million in revenue. Why building a strong team and culture is essential for long-term growth, even in a fully remote environment. How understanding client pain points and creating a consistent sales process leads to faster, higher-value deals.

Jump into the conversation:
(00:00) After the First Million with Matt Tait
(02:51) The phases of business growth

(06:26) Transitioning from lawyer to entrepreneur
(10:47) Founding Decimal and addressing bookkeeping challenges
(13:52) Acquisition strategy and inorganic growth
(16:43) Scaling through vertical-specific expertise
(18:43) How the economic climate impacts acquisition strategy
(23:15) The role of debt financing in acquisitions
(28:52) Higher education for the next generation
(35:08) The process of managing a lean sales team
(37:07) Why Decimal phased out SDRs and focused on high-value sales