Kevin Tate, CRO @ Clearbit Robin Spencer, Chief Strategy Officer @ Clearbit With this year's changes in the economy, we've seen many B2B SaaSt teams shift their priorities from 'growth at all costs' to 'growing efficiently'. While a majority of the best-practice strategies remain the same: Focus on your ICP, Remove obstacles to conversion, Prioritize sales efforts - the way teams are investing in and aligning their systems has evolved. With a particular focus on early and growth-stage companies scaling to $20M and beyond, we'll take a look at how SaaS innovators are re-thinking, and re-inventing, their approach to outgrowing their competition in the current market.

1. Robin Spencer
Clearbit
From Hyper-Growth to
Hyper-Efficient Growth
Kevin Tate
Clearbit
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The last 5 years were a wild ride…
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… and the last 5 months were a wake-up.

5. The Economy has Shifted

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7. Three Disciplines

8. Three Disciplines of Hyper-Efficient Growth
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9. Know your customers better.

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Should you narrow your focus?
…or do you need to broaden to fill the
pipeline?
Re-look at adjacent markets
… is their softer dirt nearby?
Is your CAC consistent across ICP
segments?
…or is some revenue ‘too costly’ now?

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Look through the budget lens
…does your buyer still have the
juice?
Are there new approvals required
…is the CFO more involved?
Assuming consolidation pressure
…which vendors come out on top?

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JTBD = Jobs to be Done
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14. “People don't want a quarter-inch drill.
They want a quarter-inch hole.”
- Theodore Levitt

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For which JTBD are you a
“must have” (vs. nice to have)?
What alternatives might be new
threats (e.g., manual options)?
Have any of your JTBD moved to
a different role or department?
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16. Generate pipeline smarter.

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18. Strategy 1:
Face the reckoning

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20. Millennials are running the show now…
Source: Department of Labor
Only
18%
pick up the phone
from an unknown
number

21. Strategy 2:
Get Out of the Way of People Who Are
Ready to Buy

22. Here’s what learning to love the middle of the funnel looks like…
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24. Strategy 3:
Spend time on 1:many motions

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26. Capture demand faster.

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30. Key Take-aways

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Three Disciplines of
Know
your
customers
Generate
Pipeline
SMARTE
Capture
Demand
FASTER
Hyper-Efficient Growth

32. Robin Spencer
Clearbit
Thank You!
Kevin Tate
Clearbit
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