The Revenue Formula
How to scale past $10M ARR and more (With Maja Voje)
Mar 20, 2025
Maja Voje, a GTM Strategist known for her expertise in go-to-market strategies, joins the discussion on scaling past $10M ARR. She dives into the challenges of growing businesses, highlighting the balance between automation and human interaction. Maja emphasizes the transformative role of AI in outreach and pricing strategies while addressing how to leverage messaging for sales success. The conversation also touches on outcome-based pay models and the importance of equipping teams with AI skills to navigate the evolving business landscape.
43:29
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Quick takeaways
- Scaling past $10M ARR requires a shift from traditional inbound marketing to targeted outbound and ABM strategies due to market saturation.
- AI technologies enhance outreach by refining customer profiles and automating communication, demanding a balance between automation and human connection in sales efforts.
Deep dives
Challenges in Scaling Beyond 10 Million
Companies face substantial hurdles when attempting to scale beyond the ten million annual incremental adjustment (AIA) mark. Current market dynamics, influenced by AI advancements, have raised entry barriers, making it essential for businesses to refine their approaches. For instance, traditional methods like organic inbound marketing are becoming increasingly ineffective, particularly on platforms like LinkedIn, where organic reach has significantly declined. In response, strategies such as go-to-market (GTM) engineering are being employed to enhance outreach efforts and account-based marketing (ABM) practices.
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