Building a 7-figure marketing
agency
David Ly Khim quit his high-paying tech job to start an agency with friends. Now, Omniscient Digital is bringing in seven figures per year.
Here's David on how he did it. 👇
Building for himself
Toward the end of my time in a growth role at HubSpot, I started building Omniscient Digital with my cofounder, Alex Birkett and Allie Konchar (Decker).
I started it because I was seeing a lot of mediocrity. I've worked with agencies as a client, and I've heard plenty of stories to corroborate this. We knew we could do it better. We were already doing it at well-known organizations like HubSpot, Shopify, and Workato, and people wanted our expertise.
And then, of course, there was the freedom — perhaps financially, but also the ability to do what I want with my time.
I appreciate that I got to learn the skill of navigating larger organizations and politicking, but I enjoyed it less and less and wanted to focus on building something that I own.
So, we started helping various B2B software companies, from startups to scaleups and enterprise companies, build organic growth programs. After a few years of building part time, the business reached mid-six figures and was well on its way to breaking seven figures, so we went full time. It was no longer a financial risk, but did require a psychological jump. We had to take a bet on ourselves.
Currently, our revenue is mid-seven figures per year. That comes from both project-based and monthly retainer services.
Automate first
I'd do things differently if I started over today. It was a very different scenario when we started Omniscient Digital in 2019. AI and LLMs were not generally available and automation was not as robust.
When we first started, we needed to build a team to help us deliver on work and manage clients, but that's probably not the best place to start anymore. I'd start by taking an AI-first approach and build out the systems needed to scale the company and our services. With those systems in place, the people on our team would be able to focus on the human-to-human interactions and the work that requires human judgement. That would ideally enable us all to focus on work that has an impact, while avoiding burnout.
That's not to say I don't want to work with people. I love people. I love talking to them for our podcast. I love coaching team members. But the technology that exists now allows us to automate a lot of the tedious, mindless tasks that come with building a business and delivering services. I don't think people enjoy those tasks much anyway.
Building a marketing engine
We built our own marketing engine. We invested in SEO early on, published a lot of content, produced a podcast, posted regularly on LinkedIn, hosted events, ran targeted outbound campaigns, and even published a magazine.
We're also appearing in LLM outputs when people search for specific services and agencies. For example, try asking ChatGPT "What are the best B2B content marketing and SEO services for SaaS companies?"
By the numbers, Google and referrals tend to be our largest attribution sources. Self-reported attribution also shows ChatGPT and LinkedIn as drivers.
Generative Engine Optimization
We're constantly navigating changes in the marketing industry, with GEO being the main thing right now. The way we've managed to navigate it is by doing what we normally do: running experiments, gathering data and learnings, sharing that across the team, and then coming together to problem solve.
The framework that my cofounder, Alex, has landed on is a three-pronged approach to GEO.
Be the source: Produce on-site content and assets that will get crawled and cited by LLMs.
Influence the source: Identify the pages that are cited most often by LLMs and get mentioned on those pages.
Replace the source: Produce content that's better than what currently exists and attempt to replace those existing sources. That might mean on-site content or even publishing YouTube videos — we see YouTube getting cited frequently.
The challenge of big clients
A really big tactical thing we've had to learn is how to work with procurement teams at larger companies. When we first started the business, we typically spoke with the person we would ultimately work with. This was usually the VP of Marketing or CMO at a smaller company. They would sign the contract and pay us.
But as we grew and started working with larger companies, we learned that once the decision-maker has made their decision, they need to put our contract through procurement. This meant that we then had to work with their procurement team and the legal team, with each of them negotiating with us on terms and pricing.
We had to learn how to navigate these situations and set boundaries to make sure we weren't putting ourselves in a bad position.
Mitigate risk when starting out
Don't take on unnecessary risk. Don't quit your job immediately. Build something on the side during your nights and weekends until you have something that people are willing to pay for.
And even when they're willing to pay for it, still don't quit your job until you've validated that it's sustainable. That's a simple way to mitigate risk. One could argue that Alex, Allie, and I waited a little too long to quit our full-time jobs, but we wanted to get to a point where we could pay us AND our full-time employees fairly.
Get them to use it
Talk to customers. It's extremely basic, but I even see marketers forget to do this sometimes. Don't build in a silo. You don't need to build in public, but talk to your target market about what you're building to validate that it would be valuable, that they would use it.
Get them to use it. Get them to pay for it. You'd be surprised how supportive and open people are to your ideas. Someone might even say, "I will pay for this right now."
Get coaches and peers
Finally, I'll say that having peers and coaches helped a ton. It allowed us to learn from other people's mistakes, be warned of what challenges we'd run into, and be somewhat more prepared than if we didn't have that guidance.
What's next?
We're currently going through our next chapter of growth. We aim to double our 7-figure revenue in the next 1-2 years while maintaining strong profit margins.
You can follow along on LinkedIn. And check out Omnicient Digital!
Leave a Comment
Congrats on the journey from side hustle to 7-figures! The ‘psychological jump’ is often harder than the financial one. Keep inspiring :)
Thank you!
Cool Story, very motivating! I also started a business 2 month ago, after being in a corporate job for over 6 years. Its exciting and scary at the same time. But the best part, I absolutely loved from the beginning, is the freedom of planning my time as I want to. For me its worth more than any money.
100% I definitely took a pay cut from my corporate job, but I wouldn't trade the ownership, freedom, and flexibility.
This hit home—especially the part about building on the side, staying lean, and waiting until it’s truly sustainable. I’m in that phase now: just launched wavy, a design practice focused on helping early-stage teams craft systems-level design (identity, product, marketing) without hiring a full-time team.
Your clarity around client growth, procurement hurdles, and the GEO framework is gold. Appreciate how generously you shared the playbook—bookmarked and following along.
Good luck with the product!
absolutely awesome !
🙏🏽
Love the ‘automate first’ mindset—such a smart pivot for today’s landscape! Your journey from HubSpot to mid-seven figures is a testament to bootstrapping with intention. The GEO framework is gold, and the procurement lessons? Brutally relatable. Excited to see how you 2x revenue while keeping margins strong!
Thank you!
Really insightful breakdown. The GEO framework—especially "Be the source" and "Influence the source"—is spot on for modern SEO in the LLM era. Also agree that an AI-first approach is now essential for scaling efficiently without burnout. We’re applying similar tactics over and seeing strong traction. Great to see real strategies backed by experience.
That's great!
This is actually insane. Congrats.
Thank you!
That’s an impressive journey! As someone building niche-focused platforms like , I find your insights into startup wins and lessons incredibly valuable—especially around content, tools, and micro-SaaS. Looking forward to exploring SaaS Watch and LoomFlows more closely. Thanks for sharing! honists blog
Glad it helps!
Very savvy advices - thank you! My only question is how did you manage a work-life balance with a demanding full-time job and building an agency on the side?
I learned a while ago that business is fun for me so I don't mind working in the evenings and weekends and building an agency on the side was more of a project/hobby that eventually turned into a job. I still managed to have time to see friends, spending time with my significant other, and exercise.
Now I have other hobbies/projects no the side (:
The short of it is, work-life balance is different for everyone and I didn't mind working a bit extra.
Such a motivating and inspiring interview loved it! The tips were extremely helpful and even encouraged me to start my own service.
Glad it helps!
The key to building a 7-figure marketing agency is to master client acquisition, build scalable systems, hire the right team, and deliver consistent results while establishing your brand as an authority.
Super cool and very encouraging interview.
Glad it helps!
Loved reading David’s journey—building a content engine that drives compounding growth is exactly what we’re striving for at chipotlmenu . We’ve applied similar SEO and content principles to the food space with great traction. Always inspiring to see founders scale through strategic content!
Good luck!
It takes a high-performing team focused on delivering measurable results for clients, along with niche expertise, scalable systems, a strong personal brand, and a consistent lead generation process to build a 7-figure marketing agency.
Hey David,
Thanks for the story, that's inspiring.
I'm interested in how you identify the most cited pages by LLMs. Do you use a specific tool for this?
Thank you!
Ihar
There are a lot of tools available nowadays. We use Peec AI.
Thank you, David. That's helpful!
Really enjoyed this. The part about focusing on automation before hiring felt spot on. I’ve been building automation systems for small teams and it’s wild how much smoother things run when you get that right early on.
Also loved the reminder that validation is not just about getting paid, but about keeping it sustainable.
Thank you!
Good luck with building!
thanks for the premium information
Absolutely loved this and it's helpful for someone like me just starting
Good luck!
Absolutely loved this! So many real, underrated lessons — especially around starting safe, navigating GEO, and dealing with big clients. The “be the source” GEO approach is brilliant. Subscribed and following!
Fantastic journey
David, this is a fantastic journey and your insights on starting with an AI-first approach resonate deeply. It’s true that leveraging automation can free up creative energy and allow firms to focus on high-impact work rather than mundane tasks.
At navan AI, we see how AI can streamline marketing and sales processes by providing real-time insights and automating lead discovery, which aligns perfectly with your strategies.
Your idea of building better content that supersedes existing sources is crucial, especially in today’s data-driven landscape. How do you foresee the role of AI evolving in the realm of content marketing moving forward?
Interesting... very interesting
David, this story hits deep! Your journey from HubSpot to 7-figures really resonates with me.
I'm currently building AlbumForge - the first photo software with a soul. Like you leaving the security of HubSpot, I left my comfortable corporate life because I saw too much mediocrity in tech. As an adopted child from Vietnam, I understand that some things are too precious to be handled without soul - like family memories.
Your "validate before you leap" approach speaks to me deeply. We're building AlbumForge bootstrapped, with 1=1 giving (every license sold = 1 donated to kids in need) because authentic impact drives sustainable growth.
Your 3 GEO pillars are brilliant - especially "Replace the source". That's exactly our mindset with my colleagues: building technology with consciousness instead of mindlessly optimizing algorithms. Being recognized for ethical tech practices is becoming our competitive edge.
Your point about automating tedious work to focus on human connections resonates profoundly. We use tech for optimization but keep the human soul in every client interaction.
Question: When you scaled from mid-6 to 7-figures, how did you maintain that "we can do better" quality standard while growing the team? How do you balance automation with that personal touch that differentiates you?
Thanks for sharing this roadmap - proof that patience + purpose = sustainable success! 🙏
On your question: When you scaled from mid-6 to 7-figures, how did you maintain that "we can do better" quality standard while growing the team? How do you balance automation with that personal touch that differentiates you?
Lots of intention with hiring. We constant refined the profile we look for when hiring. One of the key things we landed on was "Does this person care?" Do they care about doing good work? About putting in effort? About doing their best?
That's surprisingly not easy to find and even harder to interview for.
We went through a lot of iteration.
That's related to balancing automation with the personal touch. Hire people with high standards for excellence,. who won't pump out AI slop and call it a deliverable.
It's also on you as the leader to set an example and enforce the culture for quality.
Good luck with building!
Thanks a million, David, for taking the time to answer my question! 🙏
Your insight on "Does this person actually give a damn?" is absolutely brilliant. It's such a simple question, but you're totally right – it's surprisingly rare and incredibly difficult to assess in an interview. This shift from looking at technical skills to intrinsic motivation makes so much sense.
I love how you directly connect this recruitment philosophy to the balance between automation and the personal touch. It's not about the tools we use, but the people who wield them and whether they have the standards to maintain excellence.
The point about leadership setting the cultural example resonates deeply – especially as a therapist working with people daily, I see how much culture stems from the top. "Don't churn out AI slop and call it a deliverable" – that's going straight into my recruitment framework! 😄
This is exactly the kind of intentional, people-first approach that creates sustainable growth. I truly appreciate you sharing the real learnings, the behind-the-scenes of your journey with Omniscient Digital.
Thanks again for this thoughtful response and the encouragement. Building something meaningful is definitely a marathon, not a sprint!
Wishing you continued success with Omniscient Digital!
Creating a 7-figure marketing agency requires a clear niche, scalable systems, client retention strategies, and a skilled team.
Cool story!
Thank you!
This is motivation
Loved this, also motivated me to start my own service. All the tips were extremely helpful to me
Good luck!
Loved this, especially the GEO framework, like be the source, influence the source, replace the source, feels like a very clear way to think about LLMs oriented content strategy
Super cool story! Loved how you scaled things up and stayed focused. Big fan of the “niche first, grow later” mindset. Curious — what was the toughest part crossing that first $100k month?
Rebuilding all the systems as the company grows. Not just processes, but how we communicate as a fully remote team across many time zones and countries.
every failure, pricing pivot, and client win feels like a heartbeat in the agency’s story. Inspiring and utterly human—thanks for sharing!
Oh we've had a lot of those (: Thanks for reading!
thank you, very useful 🙏🏽
Thanks for sharing the behind-the-scenes of building Omniscient Digital. I appreciate the honesty around the challenges of scaling, especially with bigger clients and navigating procurement. The shift in mindset from people-first to systems-first (especially with today’s AI tools) is spot on.
Really impressive — especially the focus on systems and repeatable results over just hustle. So many agencies get stuck trading time for money, but this shows what’s possible with the right positioning and processes. Curious how you handled client churn in the early days — was that a big challenge?
Congrats! Impressive journey! I read a book months ago that I think it makes total sense for most of company owners, or launching their business.. The E-Myth.
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This was solid. Felt all of it. I’m still working FT and trying to grow something on the side — def hit that part about not quitting too early.
Also love the bit on automating early. Wish I thought that way sooner. Way too easy to burn out doing all the manual stuff when tools exist now.
And yeah — just talking to people. Wild how easy it is to skip that when you’re deep in build mode.
Appreciate you sharing the real side of it, not just the shiny LinkedIn wins. Following now.
My favorite part is when you mention how important is to make people use it. And I think it's one of the most difficult parts of any product.
Very good article. Thank you.
Congrats on cracking the 7‑figure mark—really impressive stuff! 🎉 love how you leaned into automation first and GEO to boost reach organically. One thing I’m curious about: when you went from mid‑six to seven figures, how did you keep that personal, “we care” vibe as you hired more people? Feels like a tricky balance between systems and soul—would love to hear how you handled that.
Wow, this is super inspiring, thanks for sharing the journey so transparently!
Quick question: At what point during the part-time phase did you know it was time to go full-time? Was there a specific milestone or moment that gave you that confidence to leap?
Loved reading this so many great takeaways. Big shoutout to James Fleischmann for capturing and sharing David’s journey so thoughtfully.
The AI-first mindset shift really stood out. The AI-first mindset shift really stood out, especially relevant for anyone building today. And the GEO framework (be the source, influence the source, replace the source)is such a sharp lens to look at visibility in today’s content landscape.
Congrats to the team on hitting mid-seven figures and wishing you all the best as you scale to the next level.
Special Wishes from GudSho.
Cheers David and Team!
Fantastic insights, David! Your automation-first approach and GEO strategy are right in line with trends we're seeing at eGrove Systems where we help startups reduce their operation through AI, SEO, and automation tools. As teams are scaling content and client delivery, systems like these make all the difference. Thanks for sharing your journey!
Interesting
The key to building a 7-figure marketing agency is having a niche focus, scalable systems, and consistently generating leads through referrals, content, and outbound outreach. Ensure growth and retention by hiring top talent, automating processes, and delivering measurable client results.
👍🏽
It's the kind of real-world wisdom every entrepreneur needs to hear. Thanks for sharing this journey!
Thanks Alex!
waw what a journey, it was great to read thanks for all the tips.
Glad it was helpful!
yup
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