It's an entire playbook on what not to do. The tools, the tech stack, the right segmentation of offers, the email snippets, the conversion benchmarks. I won't be able to find this info anywhere else.
Hi Kyle - as always, love these posts, content and framework. I particularly like this team's commitment to trial and error / iteration, and the customer growth is super impressive. That said, how do you think about sales efficiency here and at this stage? I see a fairly consistent acquisition of (net) 30-40 customers each quarter despite growing headcount by more than 2x. Said differently, I'm interpreting that it takes 2 FTEs to achieve the same results that were being achieved previously with just 1 FTE (is that the right read?). Back of envelope math suggests a fully loaded sales staff spend that gets close to the company's ARR, not factoring in marketing spend, sales tooling, and all the other OpEx categories of building a company (product, engineering, customer success, support, G&A, etc). Is this sustainable without VC backing? Asking from a place of genuine curiosity. We've historically been an Enterprise-only SaaS company and are exploring bringing a Midmarket/SMB offering to market (off balance sheet). This feels intimidatingly expensive.
Thanks Kyle for yet another great article. A question about Q1 2024, Key Tools section: When I look at Warmly's website, they seem to do many of the same things as Outreach, Seamless.ai, and Salesflow.io. Could you explain more about why Warmly used all these tools, given their apparent overlap? And how they combined them into a comprehensive solution?
Love the framework and detail breakdown in this post. Sharing with the team.
This is helpful, thanks Kyle. I woke up this morning thinking about this exact problem in our startup.
That’s awesome, glad to hear it caught you at the right time! 🙌
+1. This was insightful and very detailed. So, so helpful. (I’m director of sales ops, very useful)
If we can assist you with our software too let us know! warmly.ai or max@wamly.ia
Great sharing, really interesting to detail every steps.
Oh boy! This is THE article on scaling GTM!
It's an entire playbook on what not to do. The tools, the tech stack, the right segmentation of offers, the email snippets, the conversion benchmarks. I won't be able to find this info anywhere else.
Thanks, Kyle!
Hi Kyle - as always, love these posts, content and framework. I particularly like this team's commitment to trial and error / iteration, and the customer growth is super impressive. That said, how do you think about sales efficiency here and at this stage? I see a fairly consistent acquisition of (net) 30-40 customers each quarter despite growing headcount by more than 2x. Said differently, I'm interpreting that it takes 2 FTEs to achieve the same results that were being achieved previously with just 1 FTE (is that the right read?). Back of envelope math suggests a fully loaded sales staff spend that gets close to the company's ARR, not factoring in marketing spend, sales tooling, and all the other OpEx categories of building a company (product, engineering, customer success, support, G&A, etc). Is this sustainable without VC backing? Asking from a place of genuine curiosity. We've historically been an Enterprise-only SaaS company and are exploring bringing a Midmarket/SMB offering to market (off balance sheet). This feels intimidatingly expensive.
@Ricky good question. We 2.5x'd ACV so while customer growth was consistent, dollars per customer grew with the team scaling.
we maintained at 1.2 Magic Number (read sales magic number if you haven't yet!)
TBH this strategy does only work with VC backing
Thanks Kyle for yet another great article. A question about Q1 2024, Key Tools section: When I look at Warmly's website, they seem to do many of the same things as Outreach, Seamless.ai, and Salesflow.io. Could you explain more about why Warmly used all these tools, given their apparent overlap? And how they combined them into a comprehensive solution?
@Al Sargent
We partner with email sending platforms like Outreach
We partner with Linkedin sending platforms like Salesflow.io
We automate the sending but don't *do* the sending - you have to pick your provider of choice first
We also recently added our own contact DB like Seamless.ai so that is new and we are transitioning fully to it.
Thanks for clarifying! Best of luck to you.