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The Official SaaStr Podcast: SaaS | Founders | Investors
SaaStr 760: CRO Confidential: Rippling’s Top 3 Growth Tactics for Driving Revenue at Scale with Rippling CRO Matt Plank and Former CRO at Brex Sam Blond
Sep 27, 2024
Matt Plank, the current CRO at Rippling, shares insights alongside Sam Blond, former CRO at Brex. They discuss Rippling's remarkable ascent to a $14B valuation. Key tactics include evolving outbound sales strategies, blending traditional methods with AI, and the crucial alignment of marketing and sales teams. They also dive into the transition from customer success to account management, emphasizing the need for empathy-driven customer relationships that boost revenue and retention. Tune in for actionable growth strategies from industry leaders!
40:01
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Quick takeaways
- Rippling's evolution from a programmatic outbound sales approach to a structured team of 150 SDRs significantly improved conversion rates and lead generation.
- The transition from customer success managers to specialized account managers enhanced customer relationships, reduced churn rates, and aligned roles with business growth objectives.
Deep dives
The Evolution of Outbound Strategy
Outbound sales at Rippling evolved from a programmatic approach, initially run by marketing with cold emails and calls, to a more structured outbound sales team consisting of 150 SDRs. In the company’s early days, this method yielded about 50 leads per 1,000 contacted accounts, capitalizing on low costs and minimal staffing. However, as the database reached its limits, they faced a bottleneck, prompting a shift to building a full-fledged outbound team. Today, the conversion rates on outbound calls have significantly improved to between 3% and 7%, showing the importance of staffing and strategic investment in sales efforts.
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