About Ken

I have been the first sales hire with nothing to follow, and I have spent years building the systems that change that.

That is why founders trust me with how their business wins work. I know the difference between theory and what happens when there is no system to fall back on.

01

How I got here

Ken Thomas

I was the first sales hire at a metal fabrication business. No CRM. No sales process. No system. Lead generation was driving around knocking on doors. I lived what most founder-led businesses look like from the inside.

Most people in this space have never walked into a business with nothing documented and been told to sell. I have. That is why I know the difference between theory and what actually works when there is no system to fall back on.

Before that, I spent 13 years at Woolworths. At 21 I was managing a department of 25 people from different ages, backgrounds, and countries. The real lesson was not management. It was that if a process is not documented and repeatable, it falls apart when you are not there.

At Kimberly-Clark I learned that ethical selling consistently outperformed everything else. Build real relationships, solve real problems, and the numbers follow. That approach got me recognised at the national sales conference.

When COVID hit I used the downtime to start my MBA at RMIT. I was doing so well and enjoying it so much that I went full time. Topped my class and received multiple awards. It gave me the grounding in how business really operates and the confidence to back myself.

Payment Logic is where it came together. I was more than 200% to revenue targets across the two years I was there, leveraging sales and marketing channels the business had not used before for growth and retention.

02

The switch that flicked

One of those channels was business networking, and I kept having the same conversation. Some founders were doing all the selling themselves and could not see a way out. Others had tried hiring salespeople or marketing agencies and watched it fail. Either way there was no documented process, no clarity on who to target, and nothing for anyone else to follow.

These were not bad businesses. Most of them had real untapped potential. The one thing holding it back was that winning the work still ran entirely through the founder.

So I started TenClub to close deals for founders. But I kept walking into businesses with nothing for me to work with, so I had to build it for them first. Every time I did, that build was the thing that actually changed the business. The system was the product, not the deal I closed.

03

What this means for you

Every business I walk into has the same thing in common. The way it wins work is real, and almost none of it is written down. I have lived that from the inside, as the hire with nothing to follow, and I have spent years building the systems that make winning work repeatable. The work has a name now, Founder Revenue Architecture. The way to do it with you is Founder Revenue Code, the company I built with Pete Solway.

See how Founder Revenue Code works

Common questions about Ken

Thirteen years at Woolworths, sales at Kimberly-Clark, an MBA from RMIT where he topped his class, and Payment Logic where he exceeded 200% of revenue targets, before moving fully into revenue architecture.

Because he has lived both sides: the first sales hire with nothing to follow, and the architect who builds the system that makes winning work repeatable.