Behind the scenes of growing SaaS unicorns: Box, UpWork, Culture Amp #shorts

4 Jun 2023 · 1 min

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First‑person account from a senior growth leader describing their work scaling SaaS companies (Box, UpWork, Culture Amp). Covers building sales and marketing teams, using data/systems/processes, a large email campaign to IT professionals, deploying Gainsight to leverage product data, and the role of community and growth marketing in driving top‑of‑funnel growth and achieving roughly $400–500M in revenue.

Questions this video answers

Box, UpWork, and Culture Amp.

Four years.

About 700,000.

Approximately $400–500 million.

Gainsight.

Chapters

I have spent my entire career growing SaaS unicorns. I've done it for box upwork and most recently spent the last four years growing culture ramp to unicorn status. I have helped sales and marketing teams with data, the systems, the processes, the strategy and built out the teams run top of funnel. I think there was my first experience with email where I sent an email to 700,000 IT professionals. So we really got to study how people communicate and connect. So we had what, like 4 or 500 million in revenue. So we rolled out Gainsight, which was one of the first tools to help use product data to inform where you should spend your team. And about halfway through I got a call from the COO saying I hear you're good. I ran the growth marketing side as well too, and I'd say some of the insights from the culture amp side were the power of community.