20Growth: The Golden Rule to $100M in ARR, Why CAC to LTV is BS Early On, Why Your First Growth Hire Should Be a Former Founder & How Ramp Does 200 Growth Experiments Per Quarter with Guillaume Cabane

Posted on 30th November 2023 by Harry

Guillaume Cabane is a growth advisor to high-growth SaaS Startups, including Ramp, Spot, Airbyte, G2, Gorgias, Metadata, Madkudu, and others. Guillaume held VP of Growth roles at Drift, Segment, and other successful startups, where he helped them grow from ~50 to 300. Prior, Guillaume spent 6 years at Apple.

In Today’s Episode with Guillaume Cabane We Discuss:

1. Entry into Growth:

  • How did Guillaume make his way into the world of growth?
  • What are 1-2 of his biggest lessons from him time at Segment where he 4x revenue?
  • What does Guillaume know now that he wishes he had known when he entered growth?

2. Enterprise vs SMB & CAC/LTV:

  • Why does Guillaume think it is harder to go enterprise down than SMB up?
  • What are the biggest mistakes companies make when scaling into enterprise?
  • What are the biggest mistakes startups make with product-led-growth motions?
  • Why does Guillaume believe it is impossible to analyse CAC/LTV in early companies?

3. Activation, Engagement and KPI Setting:

  • What are the biggest mistakes companies and teams make in activation?
  • What can growth and marketing teams do to guarantee engagement in prospects?
  • Why are all KPIs not tied to revenue BS?

4. Hiring the Growth Team:

  • What are the core characteristics of great growth hires?
  • How quickly does it become apparent when you have made a bad growth hire?
  • Why do founders make the best profiles when hiring your first growth hire?
  • What are the biggest mistakes Guillaume has made when hiring for growth?

5. Why Growth is Like Venture:

  • What is the secret to building a great growth portfolio?
  • Why is it impossible to scale to $50M ARR with only one good channel?
  • What is the right way to spread resources across channels?
  • When is the right time to add new channels and diversify?

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