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The Official SaaStr Podcast: SaaS | Founders | Investors
SaaStr 721: How Revenue Leaders at Box, Calendly, and Lattice Scaled From $0 to $100M+ and Beyond
Feb 6, 2024
Mark Roberge, Dini Mehta, Kate Ahlering, and Mark Wayland share their advice on refining an ICP, stopping a PLG motion, differentiating Enterprise and Mid-Market reps, diagnosing and solving churn, and handling challenges as a new C-suite member.
29:57
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Quick takeaways
- Analyzing sales data, setting a minimum contract size, and defining the Ideal Customer Profile (ICP) can address growth challenges and align go-to-market strategies.
- Transitioning from SMB customers to enterprise involves investing in vertical solutions, adapting the product, and aligning marketing efforts to convey value to enterprise buyers.
Deep dives
Scaling from Zero to 100 Million: Lessons from Revenue Leaders
In this podcast episode, three experienced Chief Revenue Officers (CROs) discuss the pivotal moments and strategies that led to scaling their companies from zero to over 100 million in revenue. Denny Mehta, former CRO at Lattice, shares how he diagnosed and addressed a softening growth issue by implementing changes such as establishing a minimum contract size, shifting focus away from product-led growth, and defining the Ideal Customer Profile (ICP). Kate Ollering, CRO at Calendly, explains their transition from SMB customers to enterprise and the need for investments in solutions marketing, vertical solutions, and aligning the product with enterprise buyer needs. Mark Wayland, CRO at Box, emphasizes the importance of recognizing product challenges underlying high churn rates. Mark highlights how they made multiple acquisitions, adjusted pricing, and messaging while engaging the entire company to prioritize renewals as a critical motion. The episode provides valuable insights into scaling strategies for revenue leaders.
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