How to Achieve $20M in ARR in Just 2 Years with Secureframe and Lightspeed Venture Partners

Editor's Notes

1. Define your key metrics. These should be ones investors will evaluate you on. These are some of core metrics we track at Secureframe. ARR NRR / GRR ACV NPS CAC Payback in Months Automate the reporting and track these metrics and other secondary metrics daily. Set goals for these metrics monthly, not quarterly, to set a faster pace. If you don’t track define and track these these metrics, you will never hit them. Employees should review these metrics daily as well and understand which ones they are most responsible for impacting. Be truly data driven.
2. Build a strong hiring culture and keep the bar high Be a talent magnet where people do their best work Invest heavily in talent and onboarding your employees. Work with great executive recruiters. It’s expensive, but great executives can be game changers. Bring on A+ executives with experience at the same stage.
3. Build a sales model to determine your quota capacity and how much pipeline you need to generate to hit your revenue targets Invest in revenue operations and sales enablement early on Invest heavily in inbound marketing and unlock demand constraints
4. Companies don’t like to talk about this, but… There is no substitute for hard work and relentless execution. Achieving extraordinary results require sacrifice, otherwise anyone would do it. Raise the bar. Increase the pace. Outwork your peers.