The Science of Scaling
The Funnel and Revenue Math w/ Matt Plank (CRO, Rippling)
Aug 23, 2023
Matt Plank, CRO at Rippling, joins Mark Roberge to discuss setting sales quotas, demand generation, balance between inbound and outbound, 5x quota on reps' OTE, and the role of SDRs in the sales process.
37:14
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Quick takeaways
- Aligning sales capacity with demand gen capacity is crucial for successfully scaling a startup.
- Transitioning from a round-robin system to territory-based assignments helps to optimize sales operations as the company expands.
Deep dives
Scaling a Startup: Unpacking the Funnel and Revenue Math
Matt Plank, CRO of Rippling, discusses the key role of funnel and revenue math in successfully scaling a startup. He shares insights from his experience at Rippling, a company that started with just five engineers. They focused on optimizing their email marketing and building a strong inbound sales organization. As they grew, they faced challenges in maintaining email deliverability and had to find creative ways to improve conversion rates. Matt also emphasizes the importance of aligning sales capacity with demand gen capacity and shares how they determined the ideal opportunity-to-demo ratio. He highlights the need for constant iteration, data-driven decision making, and aligning quotas with the cost of hiring reps.
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