Approximately 2.8 million new CNPJs started their activities by the first half of 2024, according to Sebrae data. To assist these new entrepreneurs, Marcelo Lombardo, CEO and co-founder of Omie, offers six pieces of advice focused on scaling companies in a structured way through strategic alliances and smart use of capital.
Lombardo, an influential figure in Brazilian entrepreneurship, founded Omie in 2013 and has raised over 690 million reais in investments. In November, Marcelo was the winner in the Emerging category at the 27th edition of Entrepreneur of the Year, and in December he was awarded by Forbes magazine in the Small Giants category. Check the tips below
1 – “If you want to receive investment, ask for advice”
For entrepreneurs seeking investment, the CEO of Omie highlights this approach as a way to engage the investor before actually asking for capital. He explains that when seeking the opinion of a potential partner, he will give advice to grow the business and, in the end, may suggest that the entrepreneur get in touch when starting a fundraising round.
2 – “Seek strategic partnerships”The entrepreneur can benefit from infrastructure and a network of contacts to optimize resources. By sharing costs, knowledge, and even distribution channels, it is possible to increase efficiency and expand the reach of the product or service. "Sometimes, your biggest advocates are not your clients, but the people who influence them. In the case of Omie, the partnership with accountants was important to boost the number of Omie ERP clients, since the professional is essential in decision-making in small and medium-sized enterprises (SMEs)," says Lombardo.
3 – “Always be alert to opportunities”
Caution is necessary, but at times, overthinking can hinder the entrepreneurial vision. In a competitive and constantly evolving world, opportunities arise at any moment, and being prepared to recognize them can be decisive. The secret is to believe in intuition, develop the ability to analyze the scenario with a strategic mindset, and be able to see beyond the difficulties.
“With this mindset, it will be easier to accept complexities and understand that what others see as a headache, you can turn into an advantage,” adds Lombardo.
4 – “Bet on a scalable model”Betting on this strategy can also boost the territorial expansion of the business, especially for entrepreneurs seeking long-term sustainable development. "One of the milestones in Omie's growth was entering the franchise sector, which allowed us to expand geographically in a faster and more efficient way, adding more than 130 franchised units in various regions of Brazil," says Lombardo.
5 – “Study and always stay updated”
Investing in courses, participating in events, and staying updated, including on legislative changes, are fundamental actions. The entrepreneur should constantly seek study in various areas such as finance, people management, and emerging technologies. "Training is important not only for individual growth. When one wins, everyone wins," concludes Lombardo. In this sense, the CEO also emphasizes that in markets where awareness is low, the best approach is to educate first and sell later.
6 – “Master sales first”
It is important to remember that a great product alone will not win the market. To scale successfully, building an organization with a strong culture and mastering the science behind sales is equally essential for business founders. At Omie, the focus of this area is on identifying the customer's needs and making a personalized approach to close deals efficiently.
