"I do think there's actually a general path that most B2B companies take and should take my views you start off with founder lit sales the early team needs to know how to actually sell then you hire yo..."

"farther along and they get more effective as you understand more about your customers welcome to Lenny's podcast where I interview world-class product leaders and growth experts to learn from their ha..."

"the fastest growing SAS business and the fastest growing fintech business in history they hit a 100 million dollar yearly run rate in two years which is absurd and in the last year group 4X during a p..."

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"Lenny thanks for having me I'm a huge fan and I've been following the podcast and the newsletters excited again really appreciate that so let's talk about ramp so ramp where you lead growth is Apparen..."

"the right messaging as well as prioritizing responses and then drafting uh potential responses for the team as well fascinating how much impact could be seen that has on sales it's incredibly helpful ..."

"crossed our own cross team definitely sounds like the most fun team what are some of the things they've done or work on in the Skunk Works team they've done like you know uh testing of new channels th..."

"later I love it okay so the teams roughly is there's a paid growth team that just works on paid growth optimization lifecycle CRM kind of team basically it's like emails I imagine is a big part of tha..."

"yeah uh uh it's a great question and Keith is you know amazing and probably one of the smartest semesters that I've ever had the Good Fortune working with uh both here as well as at Open Door and uh a..."

"really have to reinforce it culturally so one thing that uh Eric our CEO does which I don't know if you've heard externally is uh we we have like days.rank.com where we can see how many days it's been..."

"um rather than in kind of separate silos uh within the growth team okay so I pulled up the site you just mentioned days.ramp.com and not only is it days since launch which is 1529 when I'm looking at ..."

"about a for another piece I'm working on and he was showing me some early board decks in every deck as you said as like days day 544 of RAM so it's very real what you're talking about is there anythin..."

"that I imagine one is how do you stay in the flow and get work done if you're just expected to constantly respond how does that actually work I don't think the expectation is necessarily that one cons..."

"working awesome okay so then the other elephant in the room with talking about working really fast and hard and responding really quickly is work-life balance and burnout and things like that one thin..."

"a very uh one funny stat that I don't know if other companies track is uh we track engagement during uh All Hands uh on the zoom uh to see what percentage people like participate and it's like usually..."

"it wasn't like oh that was a waste of my life so that super resonates yeah I want to come back to growth for a moment I had a couple more questions I wanted to ask here you talked about some of these ..."

"I mean it says a lot that people care about your funding what you said is exactly right is you have to be thoughtful about your PR moments like everybody wants to announce things about themselves that..."

"as you're talking and watching the days count up on this days that Rampage still and stressing me out I feel like keeping you from doing work to keep growing ramp but let's keep going I'm gonna close ..."

"for let's let's unpack some of this because this is great so in terms of Northstar metrics what are some examples in your experience of good Nordstrom metrics like revenue is obviously a very common o..."

"orders versus just monthly orders how can you be an inactive order sorry order uh okay so like monthly active users basically is what it is but we call them orders because users can just log in and no..."

"that's kind of reviews and the other thing that we just have Cadence is we would actually update all of the translations every six months uh for the new planning cycle So based on new information that..."

"uh because they've always been part of uh instacart's advertising that'll be a great uh Revenue boost whenever they want to kill them that's executive imagine was a conversation internally and like sh..."

"prioritize efforts here's a fun story I actually tried to sign up for ramp when I was starting this newsletter and business and it didn't let me because I don't it was yeah as I moved on and I would h..."

"to you yeah you can find me on Twitter or email me I'm just I spot you a ramp uh yeah all right you're gonna have the most uh sales leads of any person at ramp when this comes out okay one other thing..."

"it's very intuitive for all the people working internally to the company and it's also clear how if they're working on some minutia how that can impact and actually move uh the the main metric so it's..."

"obviously we've talked about as a good one like for engagement I think it's it's uh I've often found what really helps is and you've done actually really good benchmarking at some point like the escap..."

"engagement monetization or just the other uh way of thinking about speaking of metrics I have this note here that you're a big fan of payback period for measuring investment Roi versus CAC can you tal..."

"period and you know and I'm actually being really thoughtful about that using you know contribution margin not revenue or gross margin like how long of contribution margin from this customer does it t..."

"couple more questions around growth specifically so there's a lot of ways to grow through the history of a company you can invest in SEO you can invest in paid in sales and referrals and influencer ma..."

"along and they get more effective as you understand more about your customers and they're more scalable as well as you go further along uh you know the list that I've described uh and so that's the in..."

"teams uh both here and other places which is you know a like we celebrate failure uh growth uh experiments in my history uh are typically like 30 ish success rate so the vast majority of things that y..."

"you end up doing it over and over for years like because every time I knew executive or somebody else has the same idea you try it again and uh and it's because you haven't been able to design the tes..."

"half the tactics or whichever taxes you think work better or worse uh and you optimize over time is there an example you could share when you did that I mean account based marketing is something that ..."

"a very common one wherever this happens and uh and so when we did it at ramp uh we we did exactly you know what I just described which is like let's really be thoughtful about the experiment design bo..."

"email modification right where you are like okay I think this particular email is underperforming because it's not talking to this part of the customer's pain point or Journey or whatever and uh and y..."

"that well obviously the downside of that is you don't if it doesn't work you don't know if it's like oh maybe it was this thing could have worked in the subject yeah yeah so there's always trade-offs ..."

"maybe one last question around growth specifically what are some of your favorite tools for the growth team either internally whatever you can share or externally that just allow you to operate effici..."

"obviously like some of the automation stuff that we've talked about we've built all of that uh in-house in terms of you know prospecting lead scoring and uh and how we talk to our customers but uh but..."

"companies that are really well connected right uh and uh and then so there's another approach that I've actually used successfully uh is uh is much more kind of data driven uh and kind of external and..."

"uh that's obviously true it's an important part of the ecosystem uh and the first part but it's it's equally dependent on retention and Performance Management a lot of companies can be good at hiring ..."

"their careers to not forget so let's make it a little bigger than a little thing so me see mutually exclusive collectively exhaustive is there an example of what that may look like and and or visualiz..."

"solution development got it so one way to think about this in this specific case is just like make a formula of all of the variables that play into the question you're trying to answer yeah awesome we..."

"conversation about that rather than the thing that we're you know arguing over awesome great next question what's your favorite recent movie or TV show I I mean obviously won the Oscar but I really en..."

"movie what's a favorite interview question you'd like to ask I was gonna say oh I like to ask other people you like to ask what did you think I was gonna ask Oh I thought what was my favorite intervie..."

"this week what is a favorite product or two that you've recently discovered that you love I already mentioned eight sleep once in this call I love my eight sleep uh I'm a big fan and uh they're around..."

"yeah I mean I don't know if this is minor or not but uh one of the things that you know on the growth side we used to have separate Sprint planning for the product team for the marketing teams and eac..."

"then and uh and as I said I'm a big believer in small teams accomplishing more like you know rap being like a fraction of the size of uh some of our competitors with similar orders of Revenue sure we'..."

"course thank you bye everyone thank you so much for listening if you found this valuable you can subscribe to the show on Apple podcast Spotify or your favorite podcast app also please consider giving..."