Scaling from $1M to $500M: 5 Strategies to Drive Your Next Wave of Growth - Karen Peacock, Intercom
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Karen Peacock, COO of Intercom, one of the fastest growing software companies of all time, has led businesses of all sizes through massive growth. She will share her top 5 lessons learned in building and scaling businesses from $1M to $500M in recurring revenue, including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth.
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Scaling from $1M to $500M: 5 Strategies to Drive Your Next Wave of Growth - Karen Peacock, Intercom
- 1. SCALING FROM $1M TO $500M ARR 5 Strategies to Drive Your Next Wave of Growth Karen Peacock, COO
- 2. Chief Operating Officer Board Member Senior Vice President Small Business Advisor Advisor
- 3. What you thought was the finish line was actually JUST THE STARTING LINE
- 4. Leave this slide here
- 7. HOW COMPANIES EXPAND • By vertical • Upmarket companies expand downmarket • Downmarket companies expand upmarket* classic disruption
- 8. BUILDING FOR ONE BIG CUSTOMER !
- 9. YOUR STRATEGY IS AS MUCH WHAT YOU DON’T DO AS WHAT YOU DO
- 10. –Mike Tyson “Everybody has a plan until they get punched in the mouth.” “Everybody has until they get
- 11. –Karen Peacock Everybody has a strategy until they get handed a big check” “Everybody has until they get
- 12. EXPAND UPMARKET ONE STEP AT A TIME • Needs vs. wants • Partners
- 14. Customer #1 Product #1 Customer #2 Product #2
- 15. Leave this slide here
- 16. BUILD YOUR NEXT BIG PRODUCT 2
- 17. PROBABLY RIGHT IN FRONT OF YOU Your next big product is
- 18. 82% HIGHER CONVERSION WHEN YOU ENGAGE CUSTOMERS ON YOUR WEBSITE USING THE INTERCOM MESSENGER
- 19. NOT WHAT CUSTOMERS DO THEY SAY WATCH WHAT
- 20. WHAT OTHER IMPORTANT PROBLEMS DO YOUR CUSTOMERS HAVE? Which could you solve well?
- 21. Leave this slide here
- 22. FIND PRODUCT MARKET FIT AGAIN AND AGAIN 3
- 24. FALL IN LOVE WITH THE PROBLEM, NOT THE SOLUTION Find product market fit
- 25. Leave this slide here
- 27. Moving from product to platform at Intercom WE STARTED BY WATCHING WHAT OUR CUSTOMERS WERE DOING
- 28. WITHIN 3 MONTHS OF LAUNCH 100 apps live
- 29. OF ACTIVE CUSTOMERS USE OUR PLATFORM AND ONE OR MORE 3RD PARTY APPS 70%
- 31. DON’T GET FOOLED BY VANITY METRICS
- 32. • App store visits • # of apps PLATFORM METRICS THAT MATTER ★ Active use
- 33. Leave this slide here
- 35. WHEN HIRING FOR A ROLE THAT IS NEW TO YOU Meet with 3 best-in-class leaders in that field to learn and pattern match
- 36. APPLY LEAN STARTUP PRINCIPLES TO HIRING Put people in the job before you hire
- 37. Leave this slide here
- 38. BUILD YOUR NEXT BIG PRODUCT FIND PRODUCT MARKET FIT AGAIN DECIDE YOUR PLATFORM PLAY BUILD YOUR TEAM EXPAND YOUR MARKET #TRACTIONCONF
- 39. THANK YOU Growth BlogGrowth Handbook #TRACTIONCONF