Want to grow your organic traffic by 20-100%? We built ClickFlow, a suite of SEO tools designed to increase your organic rankings and scale qualified traffic for your website. Click here to learn more and get started.
This post originally appeared on Growth Everywhere, a marketing and business growth blog.
Hey everyone, today's interview features EchoSign (now Adobe Sign) co-founder and CEO Jason Lemkin, who built EchoSign's annual revenues to over $100 million and sold it to Adobe. He's now a Managing Director at Storm Ventures, a top business contributor on Quora, and writes a wildly popular software-as-a-service blog, SaaStr, reaching 500,000 visitors every month.
Download podcast transcript [PDF] here: The Sales Process that Grew EchoSign to $100M in Revenues with Jason Lemkin TRANSCRIPT
- How going from $0 to $100 million in revenue takes trial, error and making mistakes along the way.
- Launched EchoSign from TechCrunch in 2006 and grew his business through press and content marketing.
- Jason made a lot of mistakes in the beginning including launching with the wrong messaging and market position.
- Credits himself with doing one thing right – lavishing existing customers with incredible attention to keep the business growing into a success.
- Reminds us to focus on what you're good at and love to do. If you're terrible at sales, but great at content marketing, build a brilliant online community to convert into paying customers.
- Jason knew he was great at closing a huge deal with a company like Google, but couldn't do 50 cold calls a day to small businesses. He hired people to do it for him and focused on his strengths instead.
- Why Jason thinks getting to $10 million is the magic number in business building. Suddenly you can get a seat at any deal in town and business gets easier. You might not win every deal, but people know your mini-brand.
- By nature, entrepreneurs tend to be impatient. But it takes about two years before you'll see the benefits of investing in customer care and loyalty, and nearly three years to really see a quantitative impact. In year two, Jason discovered 80% of their growth came from existing customers through upsells and upgrades.
- Why you shouldn't hire a VP of Sales until you have at least two reps consistently hitting their quota.
- How to use industry standards to set sales quotas and commissions and strategies to keeping customers and employees happy.
How To Grow Your B2B Revenue:
- Pay lavish attention and care on current customers to foster repeat buyers and word-of-mouth marketing.
- Start with what you know. Focus on growing your content marketing and online community if that's where your strengths lie.
- Find ways to scale your success techniques. Landing one great sale isn't enough if you can't do it more than once.
- Develop your mini-brand until your true brand catches up. Your core, target audience will eventually find your mini-brand and help spread the word as they learn more about your company.
- In SaaS, As Long As You Are Growing 60% Or More — Your Competition Can’t Really Hurt You
- How To Know You’ve Hit First Traction In SaaS. The Moment When You’ve Got A Real Company
- How My VP, Sales Doubled Our Sales in 90 Days. And No, It Wasn’t Magic
- Predictable Revenue
Leave Some Feedback:
- What should I talk about next? Who should I interview? Please let me know on Twitter or in the comments below.
- Did you enjoy this episode? If so, leave a short review here.
- Subscribe to Growth Everywhere on iTunes.
- Get the non-iTunes RSS feed
Connect with Eric Siu: