In this episode: Mickaël Jordan, CRO at Agicap, shares the incredible journey of scaling Agicap from €300,000 ARR to over €50 million while navigating the transition from "growth at all costs" to sustainable, efficient revenue growth. Mickaël reveals the challenges of hyper-scaling during the 2021 funding boom, the hard pivot to efficiency in 2022, and the strategic decisions that enabled Agicap to thrive in uncertain markets.

We cover:

The dramatic shift from aggressive growth to revenue efficiency
Strategies to improve CAC payback and cash efficiency
How Agicap doubled their basket size and improved upselling
The role of RevOps in driving cross-functional alignment
Insights on building resilience during market downturns

Mickaël Jordan on LinkedIn: https://www.linkedin.com/in/micka%C3%ABl-jordan-6485231a/

RevOps Letter: https://www.getweflow.com/revopsletter

Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer

Philipp on LinkedIn: https://www.linkedin.com/in/janiszech

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:01:13) From €300k ARR to €50M: Agicap’s Growth Journey

(00:03:59) The Funding Boom of 2021 and Its Aftermath

(00:07:31) Shifting Gears: Efficiency Over Growth

(00:14:39) Revamping Team Incentives and Compensation

(00:19:06) Strategic Upselling and Market Focus

(00:24:00) Lessons Learned from Scaling in Tough Markets

(00:35:30) Final Thoughts and Advice for RevOps Leaders

#59 How Agicap scaled to €50M ARR while driving efficiency - with Mickaël Jordan, CRO at Agicap