Scaling to $10M Meant Letting Go to Grow with Graeme Barlow

Introduction

In this episode of Think Business with Tyler, we sit down with Graeme Barlow, a seasoned entrepreneur, angel investor, and CEO of Iversoft, a custom software development company. Graeme’s story is one of grit, reinvention, and strategic thinking. From building a bot empire at 10 years old to scaling Iversoft to over $10M in revenue, Graeme shares hard-won insights about cash flow disasters, tough leadership decisions, and what it takes to truly scale a business. If you’re a founder, shop owner, or tradesperson looking to break past growth ceilings, this episode is your roadmap.

About Graeme Barlow

Graeme Barlow is the CEO of Iversoft and a longtime entrepreneur who started his first business at age 10 selling digital game assets. He went on to build and sell multiple companies, including RocketOwl, a Facebook gaming company with over a million users. Today, he leads Iversoft, helps other founders through his coaching platform FounderLink, and invests in early-stage startups. He’s known for his brutal honesty, financial discipline, and commitment to building resilient, scalable companies.

Key Takeaways

Start Before You’re Ready – Graeme started his first business before he was a teenager. Action teaches faster than any textbook.

Don’t Run Out of Cash – He nearly lost it all when an investor backed out. His survival story underscores the need for proactive cash management.

Transparency Builds Trust – Whether it’s good news or bad, Graeme believes in radical transparency with his team.

Focus Beats Complexity – Letting go of side projects and zeroing in on one core service helped Iversoft grow post-pandemic.

Let Go to Scale – If you’re the bottleneck in your business, you’re the problem. Graeme’s systems-first mindset is what let him scale.

CFO Insights from the Episode

1. Weekly Cash Flow Visibility – Graeme demands weekly cash updates across all companies he’s involved in. It’s the baseline for survival.
2. 12-Month Forecasting Is Non-Negotiable – Without a rolling 12-month P&L and 90-day cash forecast, you’re flying blind.
3. Get the Money Wired – A signed term sheet is not cash in the bank. Don’t stop pitching until the money hits.
4. Divisional Breakdown Reveals the Truth – When Iversoft did a division-level financial breakdown, they realized some teams were heavily subsidizing others. That clarity led to a painful but necessary pivot.
5. Revenue Solves Most Problems – Early-stage founders often obsess over everything but sales. Graeme insists that revenue solves most of what’s keeping them stuck.

Expert Business Coaching Insights

1. Document, Train, Delegate – If someone else can do it 70% as well as you, that’s enough. Perfectionism stalls growth.
2. Stop Being the Hero – You’re not scaling if everything depends on you. Step back and coach, don’t do.
3. Kill the Pet Projects – Just because you can build something doesn’t mean you should. Focused execution wins.

Fun Facts

• Graeme’s first company started by selling digital loot from Diablo II on eBay.
• At one point, he managed bot networks across multiple games and platforms.
• He believes everything he learned about business came from playing World of Warcraft.

Actionable Items

1. Audit Your Calendar – If sales are your #1 problem, how many hours are you actually selling?
2. Build a Weekly Finance Ritual – Set a recurring time to review P&L and cash flow. Don’t delegate this.
3. Stop Overcomplicating – Define one clear offer and one target customer. Simplify to grow.

Maxims to Live By

• Start Before You’re Ready – Action beats planning.
• Don’t Run Out of Cash – Survive first, scale second.
• Be Transparent – People can handle the truth.
• Kill Pet Projects – Profit comes from focus.
• Your P&L Isn’t Cash Flow – Know the difference.
• Get It Wired – A deal’s not done until the funds clear.
• Forecast or Die – Plan 90 days ahead, minimum.
• Show Up – Half of success is consistency.
• Remove Yourself – Systems over superheroes.
• Revenue Solves Problems – Focus there.
• Delegate at 70% – Don’t wait for perfection.
• Build One Company, Not Three – Simplicity scales.
• Sales First, Then Product – Get paid before perfect.
• Don’t Chase Vanity – Growth isn’t always the goal.
• Be Ready to Pivot – Adapt or sink.

Episode Highlights

• Moving to Vancouver for creative fuel
• Building a gaming business at age 10
• RocketOwl’s rise and crash during a funding gap
• Why your raise isn’t done until the money clears
• The 3 core responsibilities of a founder
• Cutting half the company to focus post-COVID
• The biggest blind spot founders have
• What video games taught Graeme about leadership
• His top two tips for success

Memorable Quotes

“Don’t run out of money. That’s job one.” – Graeme Barlow

“If you’re under a million dollars, your revenue problem can be solved with cold calling.” – Graeme Barlow

“I try not to be responsible for anything in my company. If everything breaks when I leave, I’ve failed.” – Graeme Barlow

“Forecasting is survival. If you don’t know your cash runway, you don’t know your business.” – Graeme Barlow

Tools, Books & Resources Mentioned

📚 Books Mentioned:

• Buy Back Your Time by Dan Martell

🛠 Tools & Resources:

• Cash Flow Templates (shared by Graeme)
• FounderLink (Graeme’s founder community)
• Iversoft (Graeme’s company – Iversoft.ca)

Call to Action

💡 Connect with host, Tyler Martin – linkedin.com/in/thinktyler

🎧 Subscribe & Review – Leave us a review on Apple Podcasts or Spotify to help us grow the show and support more small business owners like you.

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Final Thoughts

Scaling isn’t about adding more. It’s about knowing when to strip away. Graeme Barlow’s journey—from 10-year-old entrepreneur to $10M+ CEO—proves that financial discipline, focus, and letting go of ego are the building blocks of real business success.

🔗 Learn more about Graeme: graemebarlow.com
📱 Follow him on social: @GraemeBarlow on all major platforms