Aligning People, Process, and Innovation Creates a Revenue Growth Strategy Built for Long-Term Impact—Not Just Quick Wins in High Trust Industries
This episode of While You Were Working explores how companies can build sustainable revenue growth in high-trust, slow-moving industries like law enforcement technology. Host Chip Rosales speaks with Leo Technologies CRO Josh Conklin about aligning people, process, and innovation to drive long-term impact. Conklin shares how his team bridges legacy technology gaps using tools like large language models and a disciplined, metrics-driven sales strategy.
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Key takeaways
Revenue growth in high-trust industries requires aligning the right people, consistent motion, and repeatable processes before chasing short-term wins.
Leo Technologies accelerates law enforcement investigations by integrating modern tools like large language models, bypassing slow legacy procurement cycles.
Accurate forecasting depends on tracking pipeline growth, close ratios, and sales cycle lengths—not optimistic assumptions.
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Law enforcement agencies are under growing pressure to investigate faster, operate smarter, and serve increasingly complex communities. Yet many still rely on legacy systems that slow progress. Private sector partners are stepping in, offering tools that bridge this divide using a focused revenue growth strategy that balances speed, trust, and long-term impact. A recent MarTech article echoes this challenge more broadly: 73% of CFOs support brand marketing when it’s linked to metrics like customer lifetime value and trust, warning that short-term ROI thinking can sabotage long-term effectiveness.
So, how do companies grow revenue in high-trust, slow-moving industries, where credibility matters more than speed?
That’s the question explored in this episode of While You Were Working, hosted by Chip Rosales, Managing Partner at Rogue Marketing. He is joined by Josh Conklin, Chief Revenue Officer at Leo Technologies, who shares how his company partners with law enforcement to bring advanced data and investigative tools into the field. Their conversation covers how to lead in a mission-driven environment, why simplicity often beats complexity, and how long-term thinking creates meaningful, measurable growth.
Key Points from the Episode:
- People, Motion, Process: Conklin’s revenue growth strategy starts with assembling the right team, then aligning consistent motion and process to drive results.
- Bridging the Tech Gap: While many agencies still rely on outdated mainframes, Leo Technologies uses tools like large language models to accelerate investigations without waiting on slow procurement cycles.
- Metrics that Matter: Conklin’s forecasting method centers on pipeline growth, close ratios, and sales cycle lengths—building accurate predictions based on measurable trends rather than optimistic guesswork.
Josh Conklin is a seasoned revenue strategist with a proven track record of driving transformational growth across the telecom and public safety technology sectors. As Chief Revenue Officer at Leo Technologies, he applies deep expertise in sales, operational restructuring, and M&A to scale mission-driven SaaS solutions for law enforcement agencies. His previous leadership roles at Securus Technologies and AirSight underscore his strength in building high-performing teams, executing complex integrations, and delivering consistent EBITDA growth in competitive, resource-constrained industries.
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About the author
For nearly 20 years, Chip has been bending the rules, asking the question “why” and looking for innovative ways to get companies noticed. This has led to a number of corporate executive roles with opportunities to lead digital marketing teams, uncover emotional differentiators and build/amplify brands. In 2009, he left corporate America to build a strategy agency of his own. You can find Chip keepin’ it Rogue performing on stages around the Dallas metroplex and rooting on the UT Longhorns… whether they’re winning or not.
