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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

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Sep 27, 2024

Guest

Matt Plank

Guest

Sam Blond

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!

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ANECDOTE

Outbound Evolution

Rippling's outbound sales started with Matt Plank cold calling from Parker Conrad's basement.
It evolved into a 150-person team with higher conversion rates due to personalized outreach and phone calls.

INSIGHT

Human-Driven Outbound

Despite advancements in AI and automation, human-driven outbound sales remains highly effective at Rippling.
50% of Rippling's outbound demos are booked over the phone, highlighting the importance of direct human interaction.

ADVICE

Outbound Best Practices

Prioritize account fit, contact selection, and personalization in outbound sales.
Leverage intent and event signals, saturate outreach channels, and don't underestimate cold calling.

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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

At this year’s SaaStr Annual, Rippling’s CRO, Matt Plank, chats with Sam Blond, host of the SaaStr CRO Confidential and former CRO at Brex, about Rippling’s top 3 growth tactics, which have led to the Rippling becoming a $14B company with several hundred million of ARR. A few years ago, Matt was making cold calls from CEO Parker Conrad’s basement, and he’s helped bring Rippling to where it is today.

The three growth tactics that worked for Rippling can be categorized into three different stages:

Outbound
Increasing closed-won revenue rates
Serving customers and expanding revenue in the base

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This episode is sponsored by: Pendo

This episode is sponsored by our good friends at Pendo the all-in-one product experience platform. Pendo brings together product analytics. Guides discovery and replay. So you can improve your product experiences for every customer and employee try Pendo for free at Pendo.io/saastr.

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