Company of the Future? Pivots On Our Way to $50M ARR

SaaSOpen, September 2024 Company of the future? Pivots on our way to $50M ARR Alina Vandenberghe Co-Founder & Co-CEO at Chili Piper

Rethinking our organization In the next 20 minutes I will show you how we have re-organized ourselves for growth and efficiency & creating the company of the future Structure Beliefs & game plans Flat org structure Multi-product AI Targeting Outreach & prepare Unconventional GTM Help Employees Ecosystem

Chili Piper Revenue Growth Bootstrapped Concierge Launch $15M Series A $33M Series B New Platform Launch

SaaS Founders Projecting Their Growth

Structure How to win Flat org Belief & Game Plan Multi-product 1 2 3

Teal Organization Self organization Purpose Distributed decision making Authenticity Fluidity in assignment of roles

In order to succeed we must first believe we can.

Game Plans Pipeline metrics per segments and ICPs Account Touches, Account Velocity, Conversion Metrics Traffic/Impressions/Engagement Activities to get there: Fields Social Evangelists Marketing Sample

We Started with One Product

We Experimented with Others that We Killed

Demand Conversion We ended expanding on our core value proposition:

AI Operational efficiency is paramount. AI can lift a lot. Fluidity in all departments Partners Outreach Preparation Account scoring TARGETING OUTREACH

Targeting 300+ data points to target. Qualification criteria + Increased propensity to sell

Qualification Criteria + Increased Propensity to Sell Have more than 10+ sales reps Have a high influx of leads Have a complex sales cycle (have AMs, CS) in addition to AEs They use multiple tools to optimize their funnel They use marketing automation tools(Pardot, Marketo, Hubspot) They use sales engagement tools In-app optimization tools Are in good standing Have good G2 reviews Have some founding

Are based in the US Have more than 100 employees Are in SAAS Have SDRs Have Demand Gen/Growth Marketing function Have paid campaigns running Have a chat on their website Have a rev ops function Are Hiring Use swag to their prospects Sell to SMBs

Decreased Propensity They are more traditional (this applies to companies funded before 85) Are on Outlook (sorry all Microsoft shops!) Are based in Europe

Outreach that Books 500+ Meetings a Quarter Bots that take screenshots of the site, gather data on their conversions Prepare on key points to highlight Process (written by AI) to gather contact data on the account and throw them into a cadence Semi automate the email is sent by our SDRs

GTM Strategy Based on help HELP Help EMPLOYEES Help thrive Help outside Ecosystem ECOSYSTEM

And it will get even easier Products are Easy to Copy

AI Autonomous Bots are Here to Stay

Human Relationships are HARD TO BUILD

Community

Not through Slack/Zendesk Although we have those too

And really mean it HELP

Help Who & How Employees (and alumni) Customers / Prospects (and alumni) Partners Influencers

Recruiting Caring deeply for others is hard to fake

Grow Grow, grow, grow

Manage growth Outside

Prospects Don’t gate anything Help them with reach (ABM) Help network (round tables)

Customers Don’t stop at deployment Help with tactics Ultimate customer success

Help how? Beyond what’s expected

Partners Unique campaigns. Example: Mutiny Growth Hour

Influencers Beyond cash: Be creative.

Circles of love Influencers users - Build our roadmap

Sample Impressions for Q1 to Date for One Influencer

Partners Super powers with no spam

Bonus point:In person

End result?

"When I became a customer a few weeks ago it felt like I became part of your community. Everyone is so helpful. Not only your sales team but also your CS and your marketing team too and your customers and partners. I can’t put my finger on it but it just feels like I landed in a beautiful community of people"

"You've created a new industry. The power of this group lies in building the highly connected ecosystem that customers are craving"

But We All Crave Deeper Relationships with Those Around Us We don’t crave buying new tools.

SaaSOpen, September 2024 Thank you! Alina Vandenberghe Co-Founder & Co-CEO at Chili Piper