Michael Johnson is the CEO of Metrc, the most trusted and experienced provider of cannabis regulatory technology systems in the United States. He plays a leading role in ensuring the safety and security of the nation’s legal cannabis market. His company’s solution combines advanced software, radio-frequency identification (RFID), a dedicated customer support team, and a secure database to track cannabis from growth, harvest, and processing to testing, transport, and sale. Metrc is currently engaged in 25 government contracts and serves more than 345,000 users, including growers, testing facilities, dispensaries, state regulators, and law enforcement officials.
Johnson’s experience managing highly effective teams, integrating business units, and building out enterprise-wide processes has consistently led to the harmonization of customer experience and profitability. During his time as Metrc’s president and CFO, he transformed its organizational infrastructure, hired top leadership across all phases, and led year-over-year growth of nearly 50%. Prior to joining Metrc, Johnson spent his career scaling hyper-growth tech businesses, working with investors and overseeing financial operations. Most recently, he served as the CFO of InformedDNA, the largest provider of genetics services, where he led the company to consecutive years of high growth, eventually selling the company to private equity investors. Prior to InformedDNA, Johnson served as the CFO of CM Group, a family of global marketing technology brands, where he drove cost efficiencies and increased margins through corporate acquisitions, financing, and restructuring. He is also a certified Lean Six Sigma Black Belt.
Company: Metrc
We are thrilled to have you join us today, welcome to ValiantCEO Magazine’s exclusive interview! Let’s start off with a little introduction. Tell our readers a bit about yourself and your company.
Michael Johnson: I’m Michael Johnson, the CEO of Metrc – the largest cannabis regulatory technology company in the world. Metrc plays a crucial role in ensuring the safety and security of the nation’s legal cannabis market by providing a comprehensive compliance solution that integrates advanced software, radio-frequency identification (RFID), and a secure database to track cannabis from cultivation to sale. We serve 29 different states and government jurisdictions and are excited to be part of the blossoming cannabis ecosystem, one of the fastest growing industries in the world.
What were the most significant challenges you faced during the scaling process, and how did you overcome them?
Michael Johnson: One of our biggest challenges was scaling alongside a rapidly evolving industry. Cannabis operates within a unique legal framework—illegal at the federal level but varying in legality across states—creating complex regulatory hurdles. We’ve had to navigate thousands of newly introduced bills across multiple states, each shaping distinct compliance requirements and constantly shifting the regulatory landscape.
In addition to these external challenges, we also focused on scaling our own organization. A few years ago, we had only a fraction of our current team, which now exceeds 200 employees. Successfully managing this growth required adaptability, strategic planning, and a deep understanding of both industry trends and regulatory shifts. By staying proactive and continuously evolving, we’ve been able to scale effectively despite these complexities.
How did you ensure that your company culture remained intact as your business expanded?
Michael Johnson: We’ve been fortunate to have a founder and leader who is deeply committed to fostering a culture of compassion, acceptance, and collaboration. His active role in shaping and maintaining our company culture has been instrumental, drawing from over 30 years of experience as a serial entrepreneur.
As we’ve expanded, we’ve remained dedicated to building something greater than what Metrc is today or has ever been. This shared commitment strengthens our culture and ensures that our values remain at the core of our growth. Our employees appreciate this dedication, and we’ve been successful in attracting new team members who align with our cultural values, further reinforcing our strong, mission-driven environment.
What strategies did you employ to maintain quality and customer satisfaction while scaling rapidly?
Michael Johnson: Ensuring quality and customer satisfaction while scaling rapidly was a challenge, and we acknowledge that there were times when we fell short of the highest standards. However, since I stepped into the CEO role, a key priority has been redefining our approach beginning with how we define who our customer is and uphold our commitment to them.
We’ve implemented meaningful transformations across every part of the business, from improving our software to fundamentally changing the way we engage with customers. Rather than being reactive, we’ve shifted to a proactive approach, fostering stronger relationships with our more than 500,000 users. Our goal is to make regulatory compliance less intimidating and to add real value to the ecosystem as it evolves. By prioritizing engagement, support, and continuous improvement, we’ve worked to create a customer experience that is far more dynamic, responsive, and impactful.
Can you share a specific turning point that was crucial for your business’s successful scaling?
Michael Johnson: A crucial turning point in our scaling journey came when we expanded beyond just a handful of states—specifically around our 10th to 12th state. At that stage, we began to see broader industry trends emerge, allowing us to better anticipate regulatory shifts and market needs.
Due to our position within the ecosystem, we developed a unique ability to stay ahead of industry movements, which enabled us to transition from a reactive approach to a more proactive one. This shift allowed us to refine our expertise, accelerate our growth, and establish a strong foundation for the level of engagement and foresight we have today.
How did you manage the financial aspects of scaling, particularly in securing funding and maintaining cash flow?
Michael Johnson: We’ve managed by maintaining a lean operational model and leveraging strong financial expertise within our organization. With my background as a CPA and CFO across multiple companies, we’ve built a team with strong financial knowledge that allows us to make strategic, data-driven decisions.
We are fortunate to have highly committed sponsors and have utilized a mix of funding vehicles to ensure we can balance short-term investments with long-term sustainability. Scaling a business requires a keen understanding that every growth initiative comes with costs, so it’s crucial to be deliberate in sourcing funds, recognizing the conditions attached, and aligning financial decisions with long-term goals.
It’s an ongoing balancing act that we actively manage every day. Fortunately, through careful financial planning and diversification of funding sources, we’ve been able to support our growth while maintaining financial stability and positioning ourselves for continued success.
