Josh Young

Great products deserve an audience. I make that happen.

[Josh Young @joshyoungonline]

Correct diagnosis. Wrong prescription.

Churn is rarely a byproduct of poor delivery or bad ops.

For most agencies, the issue is selling to everyone. If you focus only on the 5% of clients who stay the longest and say no to everyone else, the model works.

[Eddie Maalouf @imakeBADads]

The agency model will get you to $100K/month in take-home profit faster than anything else.

Guys saying "the agency model is dead" couldn't build one properly to begin with.

They churned clients, delivered garbage, and then blamed the business model instead of their execution.

This is what agency-destroying retention numbers look like:

At $100K/month revenue, 10% churn = $10K monthly loss. Annoying but manageable.

At $200K/month revenue, 15% churn = $30K you need to replace while keeping quality high.

At $500K/month revenue, 15% churn = $75K in new business required every single month.

And when churn accelerates, agencies collapse under their own weight.

You’re spending all this time and energy on winning new clients, when you should be focusing on why your clients are leaving in the first place: your delivery sucks.

If you're constantly selling instead of delivering, you'll never retain anyone worth keeping.

2025/2026 agency economics are stronger than they've been in years for people who actually know what they're doing.

The rest just point fingers at external factors instead of fixing their broken operations.

Blaming bad clients or a saturated market is just cope for having a shitty operational model.

We've kept clients for 5+ years on average while growing to 200+ people.

There’s nothing magical about it. We just decided early on we weren't building a client-churning machine.

People saying “agencies are dying” are probably just bad operators being filtered out.

[Josh Young @joshyoungonline]

Love this

[Alex Bouaziz @Bouazizalex]

We grew to $1B ARR faster than Stripe, Salesforce, and Palantir, while being 100% remote

This was a combination of a lot of luck, focus and an excellent team

Looking back, I can our team's success boils down some key principles I'm sharing in a 700-word long post:

I hope that it will help every startup as much as it helped us:

1. Everything is sales.
Recruiting is sales. Fundraising is sales. Retaining your best talent is sales. Dating is sales. And sales is sales.
A founder’s effectiveness = (technical skill × ability to sell).

2. You need to be in the details.

The best founders can zoom all the way in and out. If someone tells you to “scale yourself” by pulling back too early - they’re wrong.

Being in the details is important to understand what org structure best fits your company's goals. Every 'in the weeds' founder designs their org structure from first principles.

Jensen: 40 direct reports,
Elon: Engineers in charge of everything,
Jobs: Creative Dictatorship with Directly Responsible Individuals.
Zuck: The first growth-hacking team with @chamath

Founders not in the details forget what makes their products great and eventually recede into designing a standard org with standard departments which lead to standard results.

3. Your company's fate is 70% sealed by the first 20 hires

Ben Horowitz: "I got this advice like 27 times. They said 'Look, here's the key: Hire A players:' and I was like ok yeah, my plan was to hire a bunch of morons but now I'm going to hire A players" The hard part isn’t intent, it’s judgment.

The problem is you can't spot a top 1% engineer if you're not a top 10% engineer yourself. This applies to everything.

Your definition of great is just what you've seen. Founders have some blind spots. Technical founders usually build bad marketing orgs. Sales-focused founders sometimes build mediocre product teams. You need the right eyes to be able to spot genius. Ego aside, bring on a technical expert and have them vet talent for you. Your first hires are your culture, your standard, your work environment. They are the company. Get the first 20 hires right.

4. Live with your customers.

You can’t know what’s working if you’re not talking to them - all the time.
Be where they are: WhatsApp, calls, DMs, in person. The closer you are to customers, the fewer mistakes you make.

"The customer is the boss. They can fire everybody by choosing to spend their money elsewhere." - Sam Walton

5. Be extremely responsive.
If I reply in 30 seconds, what usually takes a day gets done in hours.
What takes hours gets done now.
Speed compounds.

6. Your TAM is limited by your imagination, not by the market.
Constantly rethink the pod, find other big issues that need solving and are valuable, and solve them exceptionally well. We went from contracts ($100M) to Employer of Record ($300M) to Payroll ($200M).
Each 3x'd the TAM.

7. Never run out of cash.
The only way a business dies is by running out of cash.
Profitability = power. You call the shots, not investors.
You can always act in the company's long-term interest because you know you are safe.
We reached Series A after spending <10% of our seed.
We have been profitable for the last 3 years.

Cash discipline buys freedom.

8. Over-index on angels early.
Angels are your best shot at making important people care - when it matters. They might not be involved day to day, but when you really need help, they’ll show up. If you don't know how to solve a problem, you should know at least a person who knows the person who can.

Pick the right ones, and time your asks well.

9. There's always something out there that can kill your company.
Your job is to de-risk the company. Capital, talent, and products are all a small part of a larger effort to de-risk your startup and build an enduring business. Covid-induced work from home grew our payroll and EOR business. And it seemed like RTO might kill it. But we were prepared. If you worry, you won't have to worry.

10. Stay focused.
Fundraises, competitors, headlines - all noise.
Focus on your customers. Focus on your product. Keep executing.
In the long run, the most relentless team wins.

11. Trust your instinct.
If something feels off - it probably is. Dig deeper.
Courage in your convictions matters, especially as the team grows.
Don’t let “performative democracy” slow you down.

As long as you’re in the seat, lead decisively - and unapologetically.

[Josh Young @joshyoungonline]

@imakeBADads Sales

[Josh Young @joshyoungonline]

@dashboardlim Dashboard

[Josh Young @joshyoungonline]

@luagaroz Email

[Josh Young @joshyoungonline]

@naval Top tier

[Josh Young @joshyoungonline]

The difference between the rich and poor is:

1. Opportunity
2. The courage to act on it

[Josh Young @joshyoungonline]

@AlfieJCarter ACC

[Josh Young @joshyoungonline]

@iamtyfrankel Framework

[Josh Young @joshyoungonline]

@blvckledge Checklist

[Josh Young @joshyoungonline]

@damianplayer AI

[Josh Young @joshyoungonline]

Cold leads force clarity on your positioning, your value prop, and your differentiation.

If you're not clear, you won't close.

[Josh Young @joshyoungonline]

This is how learning will be in the future. All 1-1 at your own pace.

[AshutoshShrivastava @ai_for_success]

Did OpenAI release this feature in the ChatGPT app?

[Josh Young @joshyoungonline]

Very nice step up from previous models.

[Garry Tan @garrytan]

Gemini 2.5 Pro long context is finally usable

[Josh Young @joshyoungonline]

@itsericlay GTM

[Derya Unutmaz, MD @DeryaTR_]

Gemini 2.5 Pro from @GooglAI is now the most intelligent AI model, with an IQ of nearly 120 in an offline test. This places it within the high-average range of human IQ. I suspect the upcoming o3-pro will surpass the superior IQ of 130 &amp; o4/GPT-5 may reach genius-level IQ (&gt;140).

[GREG ISENBERG @gregisenberg]

this is what's keeping me up at night these days...

1. chatgpt 4o image gen is as big as the chatgpt launch. probably will birth 1000+ $1-$100m/year vertical software businesses.

2. we’re in the “mp3 napster era” of content. millions of creators don’t realize their entire back catalog is being weaponized into their competition because of AI.

3. every calendar, inbox, and CRM will be rebuilt from scratch in the next 3 years. not “AI-enhanced,” fully rethought.

4. i thought ai was creating digital employees. but it's more like digital employers. the first ai systems that can manage human workers will cause a restructuring of labor markets more significant than the industrial revolution.

5. if your job is interviewing people who will train ai systems that will replace people who do interviews, you're just a step in a weird recursive extinction.

6. ai is turning "service businesses that don't scale" into "product businesses with service margins." the new unicorns will be productized services with ai doing 80% of the work.

7. building communities is harder than building products but everyone pretends it's the reverse. the reality is most startups fail because nobody cares.

8. it's been 739 days since the will smith spaghetti video. imagine what could happen to gen ai in 739 more days?

9. people building "ai assistants" have never actually had assistants. real assistants need context, history, and relationship. 95% of chatbots have none of those.

10. most customer support will be automated within 36 months. not just tier 1 tickets, complex, multi-step resolution that previously required senior support staff.

11. the worst thing that can happen to your startup is mediocre success. enough to keep you going but not enough to change your life. most founders are trapped there. thinking about this a lot with respect to shutting down or doubling down on projects.

12. the ai backlash won't just come from replaced workers, it'll be from everyone who realizes their entire digital identity is being converted into training data without consent.

13. no one has ever read a terms of service ever

14. the "sketching economy" is the real ai revolution. when anyone can turn rough sketches into production-ready designs, taste and ideation become the only scarce resources.

15. i dont know how else to say it, the money (and opportunity for the avg joe) is in ai startups is in vertical-specific applications that actually understand industry context. no, adding industry terms to your prompts isn't the same thing.

16. consumer mobile is back in full swing. we went from desktop-first apps to mobile-first apps to now ai-first mobile apps. the next wave of $100m/year apps will start mobile-first with ai baked in from day one.

17. the ai middleman boom is just starting. companies that sit between foundation models and specific industries will capture most of the value while both ends get commoditized.

18. we're witnessing the birth of a whole new job category: ai workflow designers. people who can map human processes into ai-augmented workflows will be the highest-paid consultants of the next decade.

19. ai is creating winner-take-most markets overnight. the window to establish yourself as the go-to solution in a specific vertical is maybe 6-12 months before it closes for a decade. this isn't helping my sleep lollll.

20. really smart strategy to rebuild traditional products with ai as your unfair advantage, hiding the complexity behind familiar interfaces. basically, just look at proven apps that have no ai, make them ai-first (if it adds a ton of value to end customer). use ai features (don’t sell ai) in creator-led marketing. this is the playbook.

21. distribution is the only moat left. your product, tech, and team can all be replicated. your direct connection to customers cannot.

22. we'll soon hit the tipping point where custom ai tools are cheaper than hiring humans, even for small businesses.

23. nobody's talking about how ai is making previously "un-acquirable" businesses suddenly attractive targets. when you can automate operations, the owner-dependent business problem disappears.

24. the coming smb acquisition frenzy will make the 2021 tech bubble look tame. when ai drops operating costs by 60%, every small business becomes a cash flow engine.

25. if vibe coding will be a $100B opportunity, how big of an opportunity is vibe marketing? (you can follow my co-founder @boringmarketer for more on that)

26. Video game studios will separate into two distinct types: agent-driven content farms that generate infinite assets, and boutique studios focused on core mechanics. The middle will disappear entirely.

27. Corporate photography is effectively dead. No company will pay $2K for a stock-style photoshoot when they can generate unlimited perfectly on-brand imagery for the cost of a subscription.

28. enterprise sales is being completely inverted by ai. using ai to identify exactly when and how to talk to the right buyer, and set off automations. ill probably talk about this more on a pod soon.

29. i wonder if AGI will emerge from interconnected agent networks that develop emergent properties nobody designed? we're building the neural connections without realizing it.

30. while genai looks to be the $1T category, many quiet fortunes will be built in predictive ai. knowing what will happen is more valuable than generating new content.

31. the "ai bubble" is actually an excise tax on vcs who can't tell the difference between genuine innovation and repackaged openai apis.

32. interfaces will become personalities. when every tool can talk back, vibe and tone will drive trust, loyalty, and retention. It's why I'm investing more in our design firm for the AI age @meetLCA (you can follow for more insights on designing/taste/brand that will stand out)

33. ai will kill the homepage. interfaces will get replaced by entry points that change based on who you are, what you need, and when you show up.

34. no one will pay for "ai", they’ll pay to solve a $10,000/hour problem in 3 clicks. sell outcomes, hide the ai.

35. ai is unbundling google. every vertical search engine, directory, and comparison tool is a billion-dollar opportunity in disguise.

36. every small business will get a “ghost team.” automated bookkeepers, sales agents, marketers—run by one founder and 5 bots.

37. ai-generated content is creating a monoculture of ideas. when everyone uses the same models, we get the same outputs. original human thinking is becoming the ultimate premium. be weird. weird will sell.

38. schools won’t be disrupted by ai. they’ll be disintermediated. smart teens will skip formal education, build audiences, run experiments, and learn faster. kids say they want to become creators but creators are becoming entrepreneurs. entrepreneurship becomes the most popular profession.

39. in 18 months, 80% of the “ai startup” category will look like spam. the rest will become infrastructure.

40. conversion rate product debates are obsolete. Why argue over 2 button colors when AI focus groups can test 200 variations overnight?

41. most of what we call “marketing” is about to be done by ai. humans will move upstream into storytelling, vibes, and brand energy.

42. the best hiring decision you can make this year? a head of ai ops. someone who can build workflows, glue tools, and ship outcomes.

43. the first $1b AGI startup will look like a toy at first. all world-changing interfaces do.

44. ai-powered distribution > ai-powered product. a mid product with elite reach will beat a great product with no attention every time.

45. people still hate monthly subscriptions. outcome-based pricing is still in early days. implementing this will be a competitive advantage for lots of companies. large saas wont be able to compete with you.

46. i don't know how long this window stays open, but we're in a moment where all the rules of building businesses are being rewritten. for the people playing with these new tools, creating audiences and communities, you've got an unfair advantage.

i hope you get some sleep.

[Josh Young @joshyoungonline]

@0xraspberrycat llm

[Mike Solana @micsolana]

this is the bar

[Naval @naval]

The people who start the wars don’t fight them, the people who spend the taxes don’t pay them, and the people who forgive the criminals don’t live next to them.

Of course we’re going to have too many wars, too much spending, and too much crime.