I helped build two $50M ARR companies from $0.
Now I advise early-stage SMB SaaS companies.

About

Hi, I'm Justin Welsh.

I'm an advisor, coach, and former executive operator.

Over the last decade, I've helped build two $50M+ ARR companies, teams of 150+ people, and raise over $300M in venture capital.

Most recently, I was the CRO and SVP of Sales at PatientPop. I grew the business from $0 to $50M+ in recurring revenue and built the sales organization from 1 to 150+ people in just 4.5 years.

Prior to PatientPop, I was the 10th hire in 2009 at NYC's ZocDoc, where I spent 5 years in multiple revenue leadership roles.

In August of 2019, I opened a boutique advisory firm aimed at supporting early-stage SMB SaaS entrepreneurs. Part of my advisory work is focused on helping healthcare entrepreneurs in Latin America as an executive mentor at 500 Startups LATAM.

Outside of work, I love spending time with my wife, traveling, hiking, reading, playing with my 3 dogs, cooking, drinking craft beer, listening to music, and tinkering with new ideas.

Advising

I have a decade of experience building two $50M+ ARR businesses, teams of 150+, and helping raise over $300M in capital from VC firms like HLM Ventures, Leerink Transformation Partners, Vivo Capital, Toba Capital, and athenahealth.

Over that 10-year period, I've played the role of Chief Revenue Officer and SVP of Sales at high-growth transactional SaaS companies. I'm intimately familiar with the challenges and complexities of building out a successful SMB SaaS business.

My area of expertise is in highly transactional b2b SaaS companies, with contract values that are typically $30,000 or less, and sales cycles that are 30 days or less.

I bring that expertise and understanding to a small number of early-stage, growth-focused SMB SaaS companies.

I partner with entrepreneurs and sales leaders as an advisor and mentor during their growth phase. I help them lay the correct foundation for growth, see around corners, avoid expensive mistakes, and assemble world-class teams. I provide advice on the most effective and efficient way to grow top-line revenue.

If you're interested in working together, click below to submit an inquiry and I'll get back to you within 48 hours. You can also check out my FAQ to learn more.

Please note that advisory packages are 90-day retainers and cost $4,000 per month.

Advisory retainer

I have a decade of experience building two $50M+ ARR businesses, teams of 150+, and helping raise over $300M in capital from VC firms like HLM Ventures, Leerink Transformation Partners, Vivo Capital, Toba Capital, and athenahealth.

I bring that experience to a small number of early-stage, growth-focused SMB SaaS companies.

I partner with entrepreneurs and sales leaders as an advisor and mentor during their growth stage. I help them lay the correct foundation for growth, see around corners, avoid expensive mistakes, and assemble world-class teams.

By subscribing below, you're signing up for a 3-month retainer agreement. You will be charged $4,000 or $7,200 today. Your card will be auto-debited again for months 2 and 3. After that, you are free to cancel at any time.

Advising Lite
Bi-weekly monthly meetings & 10a to 5p CT weekly access w/ 24 hour response.

$4,000/mo

Advising
Weekly monthly meetings & 10a to 5p CT weekly access w/ 24 hour response.

$7,200/mo

Coaching

If you're interested in a 60-minute coaching sprint to solve a challenge or cover multiple topics, you can sign up for one below.

60-minute coaching sprint

$1,000

FAQ

Who is your ideal client?

My ideal client is an early-stage SMB SaaS company building a high-growth, transactional business. I typically define this business as having ACVs (average contract values) of $30k or less and sales cycles of less than 4 weeks. I prefer them to have at least $50k in MRR, though it isn't a specific requirement. I typically work with both the founder and the sales leader during our engagement.

How many clients do you work with?

I keep my advising business relatively small. I typically work with no more than 6 companies at one time. Because of this, I require a discovery call before working together. The purpose of the discovery call is to assess mutual fit, and not to sell you on my advising services.

How long does an advising engagement last?

Most of my engagements last between 10-12 months, but that is not a requirement. My minimum commitment is for at least three months together. I always work with companies and people that I believe will be a good fit long term. My long-term job is to position you and your business to operate without my advice.

Do you have an advising "system"?

I do not. I believe that each relationship requires something very different given the age of the business, the founder, the sales leader product, team, etc. My goal is not to come in and give "one-size-fits-all" advice. My goal is to listen, learn, and collect as much context as possible before making a recommendation of any sort.

Do you have other team members who can help us?

I do. Whether you need help from a Chief Marketing Officer, VP of Revenue Operations, Chief Operating Officer, or SVP of Customer Success, I can bring them to our meetings. I pay each of these extended teammates out of my own pocket so that you do not incur any unexpected charges.

How do we start the relationship?

Once we have a discovery session and believe there is a mutual fit, I simply require the first month's payment before getting started. Once that payment is complete, we schedule an initial 1-hour session to do a deeper dive into your business, set expectations, learn about specific challenges, etc.

How often do we meet?

I typically meet with each customer weekly or bi-weekly based on the package selected. The benefit of our advising relationship is that you can text or email me at your convenience. I will typically respond right away, but I also guarantee a 24-hour response. If you find yourself in a situation where you need immediate guidance and believe a meeting is the best forum, I will always work to schedule something as soon as possible.

Do you do in-person meetings?

As of right now, all of my sessions are virtual through Zoom. If you'd prefer a phone call vs. Zoom, that's absolutely fine.

How long is a session?

Advising sessions typically last 60 minutes. However, there are times when a client might need to speak with me for just 10 minutes on Zoom, and other times a challenge may require the full 60 minutes. I don't run a "pay-per-minute" type of service. My goal is to provide valuable advice to my clients.

How often should I reach out?

You should reach out as often as possible. The point of our relationship is for me to provide strategic guidance when you need it. Some clients reach out once per week, while others reach out once per day. Don't be shy to text or call me.

When are you available?

I typically make myself available between 10a and 5p CT Monday through Friday. If you need me outside of those hours, I will always do my best to free up some time to connect.

How do we schedule our sessions?

I have a very simple Calendly link that gives you access to my schedule.

How else do you help between sessions?

I can help in countless ways. Review a plan, talk through a decision, discuss GTM strategies, sales playbooks, etc. I can help make introductions to my large network of operators and individual contributors. I can send interesting and useful articles, podcasts, and webinars that I believe are high quality, and much more.

Is there anything that you do not do as an advisor?

As an advisor, I don't do traditional consulting work that comes with deliverables. So, I don't build playbooks or pitch decks, or process documents. I always recommend someone from the client-side attend meetings to help capture what is discussed.

If I need something in between sessions, how quickly can you respond?

I always try to have a 24 hour response time. If something requires a faster response, the best way to reach out is via text.

How can I provide you direct feedback?

You can provide feedback at any time throughout our relationship. I prefer candid, direct feedback to make sure we are working together as effectively as possible.

How much time do I have to make a decision to move forward or not?

As much as you need. There is no urgency for you to make a decision to work with me. I prefer the right founder and the right company at the right time.

What is your rate?

$4,000 per month or $7,200 per month depending on the number of meetings selected. All packages come with monthly meetings (60 minutes), and access via phone, email, and text 10a to 5p CT, Monday thru Friday.

How do I set up a call to learn more?

To get the process started, you can click the button below to submit an inquiry.

Free advice on building smb saas sales teams

This is not a comprehensive guide, nor everything I know about building SMB SaaS sales teams. It's simply a compiled list of things I've learned building a business from $0 to $50M in ARR (see below).

This list is continuously updated as I learn/remember more. I hope it's helpful.

$0 to over $50M in just 4.5 years...

Be a founder who sells your software. Sell and onboard at least 10 customers on your own.Learn everything about why your early customers buy, why they don't, what they like and don't like about your product, how they get implemented, etc. It will be critical for you to get v1 of the pitch down.I would recommend hiring a VP of Marketing (or a stretch hire - someone that can do demand generation) and getting some "leads" (more on this later) before you go out and hire a VP of Sales or a bunch of sales reps.Acquiring prospects that are actively searching for a product like yours is much, much easier than cold calling."Leads" is a silly term. It doesn't really mean much. Marketing qualified leads (MQLs) on the other hand? This is what matters. Start by understanding the simple criteria that make someone a good fit or a bad fit for buying your product. For example, let's say you're selling software that helps eCommerce stores grow their business. If a prospect comes in as a "lead" but doesn't have an eCommerce store, then they aren't a marketing qualified lead. Find a marketer who understands this and can build out simple automation that will keep your sales team from wasting time.MQLs turn into sales qualified leads (SQLs) when someone on your sales team validates that the prospect has a need. This work is typically done by a Sales Development Representative (SDR).SQLs turn into sales accepted leads (SALs) when your sales team performs a discovery call and confirms that your software can solve their need. This work is typically done by an Account Executive (AE) or Inside Sales Representative (ISR).
Here is a basic flow chart below:

It's absolutely critical to have a service-level agreement (SLA) between your marketing and sales teams. An SLA usually has 5 components to get started. 1) An MQL is defined as {{insert definition}} 2) Marketing will deliver X number of MQLs per {{time period}}. 3) Sales will respond to each MQL within X number of minutes (often referred to as "speed to lead") 4) Sales will work the MQL with X number of touches through different channels (email, text, call, VM, social, etc.) 5) Sales will work the lead over X number of days.Once you have your "funnel" (MQL to Close) set up, then start to measure and visualize it on a regular basis. Measurement simply means understand basic conversion rates - i.e. "How are we doing at this thing right now?". Visualization means understanding how those conversion rates are changing - i.e. "Are we getting better or worse at this thing over time?". Think static vs. trends. They each have value.Remember, there are two types of conversion rates that are important: How well are we doing this? How fast are we doing this? These should both be measured across all stages.Isolate each conversion rate (ΔCR) and each time rate (ΔT). Find problems. Make hypotheses. Prove. Deploy fixes.

When you go to hire your first sales leader, don't just hire some glorified top-performing salesperson. Sales leadership is about data, science, and peer-to-peer working relationships much more than it is about closing deals. Please, read this twice.Characteristics to look for in your first VP of Sales hire: 1) Can they walk you through the basic flow chart I shared above? 2) Can they tell you exactly how they have managed a funnel in the past? 3) Can they show you 5+ salespeople they have helped get better in their careers and where those people are at now? 4) Can they tell you about a time where they had to work hand-in-hand with a peer partner from another department to solve a problem?Give your potential VP of Sales hire a project to work on before hiring them. Have them solve a problem that currently exists in your business. Judge both the answer and the thought process. If it isn't good, don't make an exception.Remember that not everyone is stage agnostic. Just because someone was a great sales leader at Salesforce doesn't mean they will be a great leader at your seed-funded or Series A business. Scrappiness and a bias towards action matter in the early days.If you interview a sales leader and your a Series A company or earlier, and they ask about "resources" for the team, like "marketing materials". Pass.If they ask about "work life balance"? Pass.If they can't walk you through their own personal sales process? Pass.If they can't tell you how they (or their previous teams) hit quota? Pass.When you are hiring SDRs, look for curiosity. Curiosity is the #1 trait of almost every top-performing SDR I've ever hired.When hiring AEs, look for previous high performance in a role with a similar lead flow (inbound vs. outbound), average sales price (i.e. price point), and velocity (i.e. how fast do deals move?).Enterprise sellers usually suck at SMB. SMB sellers usually suck at enterprise sales. There are certainly exceptions. I wouldn't build a sales team on exceptions.Most salespeople don't get phenomenally better over time. Top performers typically come in and perform. Bottom performers typically come in and don't perform. If you want to waste money, then give everyone a shot for a long time. If you want to run an efficient business, then determine a short window for success and move on if it isn't met.Once your sales leader is spending a significant portion of her time training new reps, I'd advise hiring someone who can help train your team. No, your worst rep can't be repackaged into a trainer. Go out and find someone who does this for a living. Think 20-25 salespeople deep.Your sales pitch cannot be about features. It should be about taking a prospect from a "negative present" (something about my life is terrible) to a "positive future" (I can see my future with your product and I love it!).If you're interested in learning more about how I can help your business, you can learn how I work here.

Advisory retainer

I have a decade of experience building two $50M+ ARR businesses, teams of 150+, and helping raise over $300M in capital from VC firms like HLM Ventures, Leerink Transformation Partners, Vivo Capital, Toba Capital, and athenahealth.

I bring that experience to a small number of early-stage, growth-focused SMB SaaS companies.

I partner with founders as an advisor and mentor during their growth stage. I help them lay the correct foundation for growth, see around corners, avoid expensive mistakes, and assemble world-class teams.

By subscribing below, you're signing up for a 3-month retainer agreement. You will be charged $2,500 today. Your card will be auto-debited again for months 2 and 3. After that, you are free to cancel at any time.

Advising

$2,500/mo

Clients I've helped

PatientPop ($50M Series C during advisory)Klara ($15M Series A during advisory)Optimize.Health ($15.6M Series A during advisory)AgoraPulseBitesizeCollectlyCorveeCarrotDakotaDoc-docDozukiEnergageGoGuardianHiMamaHotDocOptHealthRehearsalREWRocketLevelSkuIQWebware

Welcome

Thanks so much for signing up to be a client of my advisory services. I'm excited to start working with you.

To book your first meeting, please click the button below.

ADVISING
TERMS AND CONDITIONS

The engagement of Justin D Welsh LLC, a Tennessee limited liability company (“Advisor”) to provide advisory services is subject to these terms and conditions (the “Agreement”). By executing the initial invoice (“Invoice”) prepared by Advisor, the client identified in the Invoice (“Client”) accepts and agrees to be bound by this Agreement.

1. SERVICES

Subject to the terms of this Agreement, Advisor will use commercially reasonable efforts to perform the services (the “Services”) and deliver the deliverables (individually or collectively, “Deliverables”) described in the Invoice in accordance with the specifications and schedule therein. Advisor may use employees and agents to perform the Services. Client will cooperate with Advisor’s reasonable requests for information necessary to perform the Services.

2. COMPENSATION

2.1 Fees. Client will pay Advisor the fees set forth in the Invoice in accordance with the terms set forth therein.

2.2 Expenses. Client will reimburse Advisor for all reasonable expenses incurred in connection with the performance of the Services.

2.3 Payment Terms. All fees and other amounts set forth in the Invoice, if any, are stated in and are payable in U.S. dollars. Unless otherwise provided in the Invoice, Advisor will invoice Client on a monthly basis for all fees and expenses. Fees will be invoiced and due in advance. Client will pay the full amount of each such invoice immediately upon receipt thereof. Invoices not paid within five (5) days from the invoice date will bear interest from the invoice date until paid at a rate of 1.5% percent per month or the maximum rate permitted by applicable law, whichever is less, calculated daily and compounded monthly. In addition to all other remedies available under this Agreement or at law (which the Advisor does not waive by the exercise of any rights hereunder), Advisor may suspend all Services immediately until the amounts outstanding are paid in full. Client will be responsible for all costs and expenses, including without limitation, reasonable attorneys’ fees, incurred by Advisor to obtain payment of fees and expenses.

3. INDEPENDENT CONTRACTOR

Advisor’s relationship with Client is that of an independent contractor, and nothing in this Agreement is intended to, or should be construed to, create a partnership, agency, joint venture or employment relationship between Client and any of Advisor’s employees or agents.

4. CONFIDENTIAL INFORMATION

4.1 Confidential Information. “Confidential Information” of a party means any and all non-public information disclosed by such party (“Disclosing Party”) to the other party (“Receiving Party”), whether during or before the term of this Agreement, which may include without limitation: (a) concepts and ideas relating to the development and distribution of content in any medium or to the current, future and proposed products or services of Disclosing Party or its subsidiaries or affiliates; (b) trade secrets, drawings, inventions, know-how, software programs, and software source documents; (c) information regarding plans for research, development, new service offerings or products, marketing and selling, business plans, business forecasts, budgets and unpublished financial statements, licenses and distribution arrangements, prices and costs, suppliers and customers; (d) existence of any business discussions, negotiations or agreements between the parties; and (e) any information regarding the skills and compensation of employees, contractors or other agents of Disclosing Party or its subsidiaries or affiliates. Confidential Information also includes proprietary or confidential information of any third party who may disclose such information to Receiving Party in the course of Disclosing Party’s business. Confidential Information does not include any information that: (x) is or becomes part of the public domain through no fault of Receiving Party; (y) was rightfully in Receiving Party’s possession at the time of disclosure, without restriction as to use or disclosure; or (z) Receiving Party rightfully receives from a third party who has the right to disclose it and who provides it without restriction as to use or disclosure.

4.2 Nonuse and Nondisclosure. During the term of this Agreement and thereafter, Receiving Party will not use or permit the use of Disclosing Party’s Confidential Information in any manner or for any purpose not expressly set forth in this Agreement, will hold such Confidential Information in strict confidence and protect it from unauthorized use and disclosure, and will not disclose such Confidential Information to any third parties except as set forth in this Section 4.2. Receiving Party will also protect such Confidential Information with at least the same degree of care that the Receiving Party uses to protect its own Confidential Information, but in no case, less than reasonable care. Receiving Party will limit access to Disclosing Party’s Confidential Information to only those of its employees, Advisors, or authorized representatives having a need to know and who have signed confidentiality agreements containing, or are otherwise bound by, confidentiality obligations at least as restricting as those contained herein. Notwithstanding the foregoing, the Receiving Party may disclose certain Confidential Information of Disclosing Party to the extent that such disclosure is required by law or valid order of a court or other governmental authority; provided, however, that Receiving Party provides Disclosing Party with reasonable prior written notice of such disclosure and makes a reasonable effort to obtain, or to assist Disclosing Party in obtaining, a protective order preventing or limiting the disclosure and/or requiring that the Confidential Information so disclosed be used only for the purposes for which the law or regulation required, or for which the order was issued. Confidential Information is the sole and exclusive property of Disclosing Party or its suppliers or customers. Upon request by Disclosing Party, Receiving Party will promptly return to Disclosing Party or destroy the original and any copies of the Confidential Information. Notwithstanding the foregoing nondisclosure obligations, pursuant to 18 U.S.C. Section 1833, the pertinent provisions of which are attached hereto as Exhibit A, Receiving Party shall not be held criminally or civilly liable under any federal or state trade secret law for the disclosure of a trade secret that is made: (1) in confidence to a federal, state, or local government official, either directly or indirectly, or to an attorney, and solely for the purpose of reporting or investigating a suspected violation of law; or (2) in a complaint or other document filed in a lawsuit or other proceeding, if such filing is made under seal.

5. WARRANTY DISCLAIMER

EXCEPT AS EXPRESSLY PROVIDED IN THIS AGREEMENT OR THE STATEMENT OF WORK, THE WORK PRODUCT IS PROVIDED ON AN “AS IS” BASIS, AND TO THE MAXIMUM EXTENT PERMITTED BY LAW, ADVISOR AND ITS SUPPLIERS EXPRESSLY DISCLAIM ANY AND ALL WARRANTIES OF ANY KIND, WHETHER EXPRESS, IMPLIED, OR STATUTORY, INCLUDING WITHOUT LIMITATION, ALL WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE, QUALITY, PERFORMANCE, TITLE, QUIET ENJOYMENT, ACCURACY, OR NON-INFRINGEMENT. ADVISOR AND ITS SUPPLIERS MAKE NO WARRANTY THAT THE WORK PRODUCT WILL BE ERROR FREE OR AVAILABLE ON AN UNINTERRUPTED BASIS, OR WILL HELP THE CLIENT ACHIEVE ANY PARTICULAR RESULTS. THE FOREGOING DISCLAIMERS ARE AN ESSENTIAL PART OF THIS AGREEMENT AND FORMED THE BASIS FOR THE DETERMINING THE PRICE CHARGED FOR THE SERVICES.

6 TERM AND TERMINATION

6.1 Term. This Agreement is effective as of the date the Invoice is executed by Client and will remain in effect until the end of the retainer period as provide in the Invoice, unless earlier terminated as provided in this Agreement.

6.2 Termination Without Cause. Advisor may terminate this Agreement without cause at any time upon thirty (30) days’ prior written notice to Client.

6.3 Termination for Cause. Client may terminate this Agreement immediately in the event Advisor has materially breached the Agreement and failed to cure such breach within thirty (30) days after notice by Client. Advisor may terminate this Agreement immediately in the event Client has materially breached the Agreement and failed to cure such breach within ten (10) days after notice by Advisor.

6.4 Effect of Termination. Upon the expiration or termination of this Agreement for any reason: (i) Client will not be entitled to any refund of any previously paid fees; and (ii) Client will pay Advisor any fees and expenses due and payable to Advisor through the termination date pursuant to Section 2.

6.5 Survival. The rights and obligations of the parties under Sections 3 (“Relationship of the Parties”), 4 (“Confidential Information”), 5 (“Warranty Disclaimer”), 6 (“Term and Termination”), 7 (“Indemnification”), 8 (“Limitation of Liability”), and 10 (“Miscellaneous”) will survive the expiration or termination of this Agreement.

7. INDEMNIFICATION

Client will indemnify, defend, and hold harmless Advisor and its affiliates and their respective officers, directors, employees, agents, affiliates, successors, and permitted assigns (collectively, the “Indemnified Parties”) from and against any and all losses, claims, actions, suits, complaints, damages, liabilities, penalties, interest, judgments, settlements, deficiencies, disbursements, awards, fines, costs, fees, or expenses of whatever kind, including reasonable attorneys’ fees, and fees and costs of enforcing any right to indemnification under this Agreement (“Losses”), incurred by an Indemnified Party related to or arising out of this Agreement or the Services; provided, however, that Client will not be liable for any Loss that is finally judicially determined to have resulted primarily from the willful misconduct or gross negligence of any Indemnified Party.

8. LIMITATION OF LIABILITY

TO THE MAXIMUM EXTENT PERMITTED BY LAW, IN NO EVENT WILL ADVISOR (OR OUR SUPPLIERS) BE LIABLE TO CLIENT OR ANY THIRD PARTY FOR ANY INDIRECT, INCIDENTAL, CONSEQUENTIAL, SPECIAL, PUNITIVE, OR EXEMPLARY DAMAGES ARISING OUT OF THIS AGREEMENT, REGARDLESS OF THE THEORY OF LIABILITY, WHETHER BASED IN CONTRACT, TORT, OR OTHERWISE, AND EVEN IF ADVISOR HAS BEEN ADVISED OF THE POSSIBILITY OF SUCH DAMAGES, INCLUDING, WITHOUT LIMITATION, LOSS OF USE, BUSINESS INTERRUPTION, BREACH OR LOSS OF DATA, COST OF COVER, LOST PROFITS, LOSS OF REVENUE OR ANTICIPATED PROFITS OR LOST BUSINESS.

TO THE MAXIMUM EXTENT PERMITTED BY LAW, NOTWITHSTANDING ANYTHING TO THE CONTRARY CONTAINED HEREIN, IN NO EVENT WILL ADVISOR’S AGGREGATE LIABILITY TO CLIENT OR ANY THIRD PARTY FOR ANY DAMAGES (FOR ANY CAUSE WHATSOEVER AND REGARDLESS OF THE FORM OF THE ACTION) ARISING OUT OF THIS AGREEMENT EXCEED THE FEES ACTUALLY PAID TO ADVISOR UNDER THIS AGREEMENT FOR THE SERVICES OR DELIVERABLES GIVING RISE TO THE LIABILITY. THE EXISTENCE OF MORE THAN ONE CLAIM WILL NOT ENLARGE THIS LIMIT.

9. MISCELLANEOUS

9.1 Publicity. Client will not use Advisor’s name, logo, or trademarks, or issue any press release, public announcement, or disclose any information about the Services or this Agreement, including its existence, without Advisor’s prior written consent. Advisor may use Client’s name, logo, trademarks, and a brief description of the services provided on Advisor’s website, social media, and marketing materials.

9.2 Non-Disparagement. Client will not make or publish, orally or in writing, any disparaging statements regarding Advisor or the Services, or take any action, directly or indirectly, that could harm the business interests, reputation, or goodwill of Advisor.

9.1 Governing Law. This Agreement will be governed in all respects by the laws of the United States of America and by the laws of the State of Tennessee, without giving effect to any conflicts of laws principles that require the application of the law of a different jurisdiction.

9.2 Dispute Resolution. Any dispute, claim, or controversy related to or arising out of this Agreement or the Services that cannot be resolved informally or in small claims court will be decided by binding arbitration on an individual basis by a single arbitrator under the rules of the American Arbitration Association in Nashville, Tennessee. The decision of the arbitrator shall be final and binding on the parties and may be entered and enforced in any court of competent jurisdiction by either party. The prevailing party in the arbitration proceedings shall be awarded reasonable attorneys’ fees, expert witness costs and expenses, and all other costs and expenses incurred directly or indirectly in connection with the proceedings, unless the arbitrator shall for good cause determine otherwise. EACH PARTY WAIVES ANY RIGHT TO TRIAL BY JURY FOR ANY DISPUTE, CLAIM, OR CONTROVERSY RELATED TO OR ARISING OUT OF THIS AGREEMENT OR THE SERVICES.

9.3 Assignment. Except as otherwise provided in this Agreement, neither party may assign this Agreement without the prior written consent of the other party.

9.4 Notices. Any notice required or permitted by this Agreement will be in writing and shall be delivered as follows with notice deemed given as indicated: (i) by personal delivery when delivered personally; (ii) by overnight courier upon written verification of receipt; (iii) by telecopy or facsimile transmission upon acknowledgment of receipt of electronic transmission; or (iv) by certified or registered mail, return receipt requested, upon verification of receipt. Notice will be sent to the addresses set forth above or such other address as either party may specify in writing.

9.5 Severability. Should any provisions of this Agreement be held by a court of law to be illegal, invalid or unenforceable, the legality, validity and enforceability of the remaining provisions of this Agreement will not be affected or impaired thereby.

9.6 Waiver. The failure by either party to enforce any provision of this Agreement will not constitute a waiver of future enforcement of that or any other provision.

9.7 Entire Agreement. This Agreement and the Invoice constitutes the entire agreement between the parties relating to this subject matter and supersedes all prior or contemporaneous oral or written agreements concerning such subject matter. The terms of this Agreement will govern all services undertaken by Advisor for Client; provided, however, that in the event of any conflict between the terms of this Agreement and the Invoice, the terms of the Invoice will control. This Agreement and the Invoice may only be changed or amended by mutual agreement of authorized representatives of the parties in writing.

9.8 Execution. This Agreement may be executed and delivered via facsimile, electronic mail (including pdf or any electronic signature complying with the U.S. federal ESI