I promised to share how we 4x'd ARR over the past 12 months 🚀 One key thing we did: invest in outbound 👇 Here’s our SDR-sourced net new ARR over the past year: • Q3 ’23 -- 12% 🔴 • Q4 ’23 -- 23% 🟠 • Q1 ’24 -- 27% 🟡 • Q2 ’24 -- 34% 🟢 This was also the first quarter ever where outbound accounted for the majority of our closed won (34% SDR-sourced plus 18% AE-sourced)!!! We’ve been fortunate to have a lot of inbound - it still makes up ~60% of our total revenue 🙏 But it’s CRITICAL to invest in outbound. It’s more controllable and scalable • We 3x'd outbound ACVs over the past year 🐋 • We 9x'd SDR-sourced revenue and 4x'd ARR over the past year 🔥 • We done it SUPER efficiently. Our SDRs are paid top 10% AND they’re cash flow positive 💰 Investing in outbound is important, but not easy I’ll be sharing more about this in future posts.
Appreciate you sharing the importance of outbound and leaning in to the fact that growth takes intent, focus and patience. Very helpful to see the stats over a year as well.
Proof that outbound isn't dead. Another great example of why we should invest in outbound early.
I love when company executives share how it's done.
I remember when our SDR team was Skylar Werneth 📞
Lets goooo!! Outbound is still very vital. Glad yall got the inbound but being proactive creates buzz and as you showcase your outbound becomes your inbound 😎 Congrats to all of you! Been fun to watch you scale, grow and crush!
Great results & progress. Inbound is not sustainable after a certain point so you got that right.
"Controllable and scalable" -- yes. It's so key to know how effective each pipeline gen 'dial' is.
Love to help you grow! I can find talented people!!
Marketing, Sales and CS Operations
1moThis is so extremely RARE to see within an organization and a testament to what a fully equipped and energized outbound team is capable of. 🤯