Lara GuevaraSupply Chain expert (Product and Service)

What Good Looks Like at $20M

12 Jun 2026 · 1 min

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1:02

In this concise monologue, Lara Guevara outlines the operational blueprint for consumer brands scaling to $20 million in revenue. She stresses the need for a dedicated operations person on‑site every day—someone who knows vendors personally and can anticipate issues before they’re raised. Guevara advocates for a rapid new‑product‑development (NPD) workflow where photorealistic digital renders replace slow physical samples, enabling same‑day feedback. She emphasizes conducting consumer validation before committing to production, ensuring that products hitting shelves are already proven. Finally, she calls for building new supply‑chain infrastructure, forging fresh vendor relationships, and adding capabilities rather than merely maintaining the status quo, positioning these actions as a $20 M growth opportunity that prepares brands to reach $30‑$50 M without operational collapse.

Chapters

Here's what supply chain should look like at 20 million. Someone in your operations every single day, not on call, not available when needed, every day knowing your vendors by name, anticipating problems before you even explain it. An NPD process where samples don't spend 3 weeks crossing the Pacific just to get reviewed, where your team can look at photorealistic digital render in 24 hours and give feedback the same day. Consumer validation before you commit to production, not after, so the product that hits shelves is one you already know works. And a supply chain that's genuinely building something— new infrastructure, new vendor relationships, new capability— not just maintaining what already exists. That's not a $50 million brand problem, that's a $20 million brand opportunity. And the brands who build this now are the ones who reach $30, $40, $50 million without operations falling apart on the way up. This is what we're building toward, kual every brand we work with.