How to Grow Revenue Faster in the Second Half of 2023 with Founders Fund Sam Blond, Partner @ Founders Fund

2. How to grow revenue faster in the
second half of 2023

3. General sentiment from founders and GTM leaders
● It was a tough 1st half of the year
● Most startups missed H1 targets
● Many have reforecasted their 2023 revenue target
● But there is optimism as we look to 2H
● Public markets are rebounding, layoffs have slowed, burn has come down
● #1 question I’m being asked: what should we be doing to start growing
faster for the 2nd half of the year?

4. Run your numbers

5. Diagnose the bottleneck to closing more revenue

6. Map your GTM team to your acquisition funnel

7. Rightsize and refocus the GTM org based on the bottleneck

8. Ideas if your bottleneck is demand gen
● Leverage your happy customers
○ Rippling example
○ Reward the right behavior
○ Expansion / upsell focus
● Don’t be conventional. Get creative:
○ Champagne campaign
○ Events
○ Offline vs online
■ Billboards
■ Coffee stands
● AEs need to be sourcing their own revenue. If they’re not, and they’re not
hitting quota, you have too many of them

9. Recap
● Make sure you understand your GTM performance metrics
● Diagnose the biggest constraint to growing faster
● Map your existing team to your customer acquisition funnel
● Make sure your GTM resources are appropriately mapped to your biggest
bottleneck
● More salespeople ≠ more sales