The GTMnow Podcast

GTM 157: How ClickUp Scaled 17x and Cut CAC 3× — GTM Systems, Building Incrementally and Going from PLG to SLG | Gaurav Agarwal

Aug 5, 2025
Gaurav Agarwal, COO of ClickUp, shares insights on achieving 17x growth while slashing CAC by 3x. He emphasizes that growth hinges on systems, not just marketing, advocating for a culture of experimentation and accountability. Gaurav highlights the importance of input KPIs for maintaining momentum and discusses ClickUp's strategic shift from product-led to sales-led growth. The integration of AI into workflows is also a key topic, showcasing how it enhances marketing and sales efficiency.
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INSIGHT

Growth as a Systems Function

  • Growth is not just marketing but a systems function connecting various teams and levers.
  • Winning by design requires aligning all teams under one integrated growth system, not just chance.
ADVICE

Align Teams with Clear Guardrails

  • Define clear roles, boundaries, and expectations across product, sales, and services teams to align efforts.
  • Pull everyone in the same direction to reduce bloat and improve customer experience and resource use.
ADVICE

Drive Cultural Alignment and Experimentation

  • Build a culture of intellectual honesty where leaders prioritize company-first decisions over personal agendas.
  • Use data-driven quarterly experiments to iteratively optimize team roles and GTM motions.
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