The Revenue Playbook: Rippling’s Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank
At this year’s SaaStr Annual, Rippling's CRO, Matt Plank, chats with Sam Blond, host of the SaaStr CRO Confidential and former CRO at Brex, about Rippling’s top 3 growth tactics, which have led to the Rippling becoming a $14B company with hundreds of millions of ARR. A few years ago, Matt was making cold calls from CEO Parker Conrad’s basement, and he’s helped bring Rippling to where it is today.
The three growth tactics that worked for Rippling can be categorized into three different stages:
1) Outbound (specifically cold calling)
2) Increasing closed-won revenue rates
3) Serving customers and expanding revenue in the base
00:00 Introduction and Opening Remarks
00:32 Meet the Speakers: Sam Blond and Matt Plank
01:45 Rippling's Top Three Growth Tactics Overview
02:25 Deep Dive into Outbound Strategies
02:44 The Evolution of Outbound at Rippling
06:15 Outbound Tactics and AI Integration
13:28 The Importance of Cold Calling
14:50 Transition to Closing Revenue
17:14 The Compound Startup Approach
18:33 Structuring the Go-To-Market Organization
22:24 Launching New Products: Dedicated Sales Teams vs. Existing Teams
29:09 Servicing Customers: Evolution and Best Practices
29:57 The Role of Account Managers and CSMs
37:49 Final Thoughts and Conclusion
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SaaS Business Podcast on Scaling Revenue with Great VP of Sales and CRO
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