Top 10 Growth Hacks to $100M with Champion

1. UP NEXT: Top 10 Growth Hacks to $100M
ARR with Champion, Aircall's frmr CMO
Jeffrey Reekers
CEO & Co-founder
Champion

2. Top 10 Growth Hacks to $100M ARR
with Champion, Aircall's frmr CMO
Jeffrey Reekers
CEO & Co-founder
Champion

3. I say, beware of all enterprises that
require new clothes, and not rather
a new wearer of clothes.
― Henry David Thoreau, Walden

4. 6-Years From $1-$100M in ARR

5. No Single Person
Is A Mastermind

6. Three Foundations Of Growth
Culture
(Foundation of excellence)
Go-To-Market
(Invest in what compounds)
Leadership
(Build for the long-haul)

7. #1 Play In The Right Sandbox
(Or, A Belief In Your Gut)
Culture Game
Preston
Clark
Olivier Pailhes

8. Play In The
Right Sandbox
#1 Learn how to identify a great
opportunity before anyone else
#2 Understand SaaS metrics
better than anyone
#3 Work with a Great CEO
#4 Commit to 4-years
Culture Strategy
GTM

9. #2 Whatever It Takes > Process
(Or, A Night of In-Flight Entertainment)
Culture Game
Tommy Jester
✈️

10. Whatever It
Takes >
Process
$100K ARR behind goal, no pipeline, 1-week
to EOQ… how does your team respond?
Culture Strategy
GTM

11. #3 Obliterate Silos
(Or, A Team United)
Culture Game
Gianna Scorsone

12. #OneTeam Mindset:
Break down silos
Targe
t
Success
Sales
Support
Marketin
g
Finance
CX
HR
Ops
Culture Strategy
GTM

13. #4 100% Doesn’t Mean Success
(Or, A Trip to The Moon)
Culture Game
Jonathan Anguelov

14. Try? There is
No Try. Only
do.
Board
Target
Team
Target
What’s
Possible
Culture Strategy
GTM

15. #5 11-Star Experiences Build Demand
(Or, Be Remarkable)
GTM Game
Carly Dell Kera Wright Louise
Maute

16. “We basically took one part of our
product and we extrapolated:
what would be a 5-star
experience? Then we went
crazy.”
Brian Chesky,
CEO & Co-founder of AirBnB
Culture Strategy
GTM

17. #6 WOW Your Way To Growth
(Or, Law, Shoes, & Raving Fans)
GTM Game
Dave Schnurman

18. Happy Customers Bring Happy Customers
Culture Strategy
GTM

19. #7 Quadruple Down On Your #1 channel
(Or, The Internal Pacer)
GTM Game
Idriss
Roumili

20. Go All-In On Your
Top Channel
Cross-functional team with one
mission: drive leads
Growth Manager
Content
Video
Engineer
Designer SEO/SEA
Culture Strategy
GTM

21. #8 Partnerships Accelerate Growth
(Or, A Tale of Paris… And Mac’n’cheese)
GTM Game

22. Better Together:
Partnerships
You can’t do it all.
And you shouldn’t.
Culture Strategy
GTM
Market Size
Engage-
ment
Strategic
Partners
Revenue
Drivers
False
Hope
Avoid

23. #9 Place Bets Like a VC
(Or, Tyranny of The Or)
Leadership Game
Tim Porthouse

24. Tyranny of the OR v. Genius of the AND
White Label
Partnership With
a F50
Build Our
Partner App
Ecosystem
Launch Reseller
Network
Launch APAC
Build The
Growth Team
6 Possibilities in Q2. 2018. Which to pursue from?
Culture
Strategy
GTM

25. #10 Coach for 18-months From Today
(Or, Be Human)
Leadership Game
Jan Huckfeldt
Sandrine Meunier

26. Coach to the next 18-months
Culture
Strategy
GTM
Report Top 3 Responsibilities, next 18-
months
Score /10 Strength Weak
Spots
Why they
fail
Coaching
plan
Name 1
Name 2
Name 3
Name 4

27. #11 Replace Yourself With Someone Better
(Or, Move Over!!)
Leadership Game (Bonus)
Emmanuelle
Benoliel

28. Key Takeaways

29. Key Takeaways
- A growth hack isn’t a short cut. It is challenging the status quo, learning, and
adapting.
- 3 foundations on the journey to $100M - Culture, GTM, Leadership.
- Set a cultural foundation of excellence. Stories are the best form.
- Deliver GTM channels that gain efficiency over time.
- Bring leadership that delivers sustainability for the long-haul.
- When the time has come, make way.

30. Thank You
(Or, Be A Wearer Of New Clothes)

31. UP NEXT: The First $100M ARR:
10 Lessons Learned in Scaling and Things We
Could Have Done Differently with Bitly
Kelsey Stevenson
CPO
Bitly
Toby Gabriner
CEO
Bitly