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The Revenue Playbook: Rippling’s Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank and Sam Blond
- Rippling CRO Matt Plank shared Rippling's growth tactics from zero to a $14B+ valuation at SaaStr Annual.
- Rippling focused on high-touch outbound strategies, maintaining human-centric approaches over automation.
- Outbound evolution went from automated to human-led, achieving higher conversion rates through cold calling.
- Rippling emphasized personalization and multi-channel saturation, leveraging human SDRs alongside AI.
- The company's product expansion strategy involved creating specialized sales teams for new products.
- A three-team structure was implemented for new product launches, with core reps, account managers, and product AEs.
- Rippling reimagined customer success for growth by replacing CSMs with sales-oriented account managers and dual quota responsibility.
- Salespeople were taught empathy to drive retention and revenue, leading to improved churn numbers.
- Key takeaways include the importance of evolving outbound, specialized sales teams for product expansion, and customer success structure.
- Rippling's success showcases the effectiveness of personalized approaches in a tech-driven landscape.
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