In our new series “Market Perspectives” we are tapping in to a wealth of thought leadership and experience with experts from around the Plant Based World ecosystem.

Danny O’Malley, President and Founder of Before The Butcher, champions a distinctive approach to growth and innovation. His strategy, rooted in the concept of “grassroots growth,” has propelled his company to the forefront of the meat alternatives market. O’Malley’s insights offer a valuable perspective for startups and established companies alike in the plant-based industry.

What does “Grassroots Growth” mean?

“Grassroots is our core of followers from consumers to operators and distributors, retailers, and further processors who have been with us since the beginning and continue to grow with us to expand our business and theirs,” O’Malley explains. “It is really about building a relationship with those who can help you grow without the added expense of PR, marketing and promotions. These deeply “grass”rooted relationships are the core to our success.”

O’Malley focuses on developing a symbiotic ecosystem around his product offerings. These relationships include all areas of the supply network and go so far as to include the consumer as the end-user of the product, resulting in a resilient and community-oriented company culture.

How do you continue to stand out?

Navigating the plant-based marketplace, particularly the meat alternatives category, is fraught with both challenges and opportunities. O’Malley points out a critical misstep for market newcomers: the redundancy of product offerings. “The common pitfall is providing a product or products that are already readily available in the market without a unique twist,” he notes. “The market is already saturated with plant-based burgers, chicken nuggets, cheeses and milks. Start ups need to find a way to stand out in this crowded marketplace with great marketing and unique, delicious products.”

O’Malley proves that succes comes as a result of balancing market trends and originality. When Before The Butcher entered the marketplace, there was still plenty of opportunity for more plant-based burger offerings. O’Malley’s line of “Uncut” plant-based meats includes chicken and breakfast sausage-style burger patties along with a diversity of other applications. This is a clear and intentional “twist” on the beef-style burger that had begun gaining popularity at the time of launch.

In 2024 the landscape has evolved dramatically. There is less shelfspace available for more plant-based burgers, but there is an abundance of opportunity in areas of cuisine yet to be explored. Here, O’Malley is urging manufacturers to differentiate themselves with high-quality offerings that represent a true consumer need in the market.

Should profit be top priority?

When it comes to the balance between profitability and growth for mission-driven food and consumer goods companies, O’Malley offers a pragmatic view. “[Profitability] may not be part of your year one or two plans, but it must be a part of your mid-range plan… ie- 3-5 years. I’ve seen many companies go under after 3 years because their investors (or new investors) just didn’t want to sink any more money into a venture that doesn’t have a path to profitability.”

This insight is crucial for entrepreneurs who must navigate the fine line between passion and pragmatism. If the goal is to impact the marketplace and stay in business long-term, profitability is essential.

Evolving “Market Perspectives”

Danny O’Malley highlights a foundational truth within the plant-based industry: success is about filling a niche in the market as well as fostering a community and planning for profitability. In this debut article of our new “Market Perspectives” series on Plant Based World Pulse we have only scratched the surface of this topic. Stay tuned for more insights from O’Malley and other industry leaders as this series develops.

Do you have any specific questions you would like Danny O’Malley to answer? Reach out to Benjamin Davis at [email protected] with the subject line “Market Perspectives” and we’ll include your questions in future articles.

About Plant Based World Pulse
Plant Based World Pulse is a go-to resource for the plant-based industry. Offering high-value insights, educational content, and the latest information year-round, it compliments the annual industry events Plant Based World Expo North America in New York City and Plant Based World Expo Europe in London.