Kat Sun

This x10000 I recently bought new bedsheets from a brand I won’t mention. 3 days after I made the purchase, feeling good with my 25% discount on my purchase, I got a text message offer for 50% off. I came away from that experience feeling duped, because had I known that I would have gotten an offer for 50% off, I would have just waited. Will I buy from them again? I don’t know, depends on how good the sheets are. But I definitely won’t be making another purchase from them for at least another 90 days. It’s so important to be thoughtful in how you talk to your customers right after they purchase. If they purchased, they’re probably really excited about that purchase and are happy to engage and learn more (particularly if it’s high AoV like high end apparel, bedding, or a wellness product) It does NOT mean that the 5-7 day period post purchase is a great time to hit them with another discount - they will feel similar to how I did.

6

6 Comments

🚀 Pitching RevOps to Your Boss: Unlocking Sustainable Growth 📈 Convincing your boss about the need for RevOps is like explaining why every high-performing athlete needs a dedicated coach. Here’s why having a fractional RevOps team can transform your business: 🔄 Streamlined Processes: Aligning marketing, sales, and customer success isn't just about removing bottlenecks—it's about creating a unified customer journey. At elefante RevOps, we adopt the Winning by Design approach, ensuring every interaction is optimized to deliver value and drive revenue. This means smoother handoffs, fewer missed opportunities, and a consistently excellent customer experience. 📊 Data-Driven Decisions: In today's competitive landscape, gut feelings aren't enough. Our fractional RevOps team leverages advanced analytics to turn data into actionable insights, similar to the models used by Winning by Design. This results in smarter, more strategic decisions that drive growth and improve ROI. 💡 Expert Insights: Bringing in a fractional RevOps team means accessing a deep well of industry knowledge and innovative strategies. Our experts, trained in the best practices outlined by Winning by Design, provide tailored solutions that address your unique challenges and opportunities. 💰 Cost-Effective: Building a full-time RevOps team can strain budgets, especially for growing businesses. A fractional team offers top-tier expertise and dedication without the overhead costs. This allows you to invest wisely and see a higher return on your RevOps investment. 🚀 Scalability: Your business needs evolve, and so should your operations. A fractional RevOps team provides the agility to scale processes efficiently, ensuring you’re always equipped to handle increased demand and growth opportunities. This dynamic approach ensures you can adapt quickly and stay ahead of the competition. At elefante RevOps, we harness the principles and methodologies of Winning by Design to help you align your revenue operations seamlessly. Our mission is to empower your team, enhance customer experiences, and drive sustainable growth. #RaaS #RevOps #FractionalRevOps #BusinessGrowth #DataDriven #WinningByDesign #elefanteRevOps

11

1 Comment

Most e-commerce sellers chase trends. The smart ones chase systems. 💡Here’s what I’ve learned scaling brands: 1. Simplify your supply chain. Complexity kills growth. 2. Invest in quality. Customers notice. 3. Optimize for profit, not just revenue. Success in e-commerce isn’t about the next “winning product” It’s about building a business that lasts.

7

Scaling a company from $1M to $10M in revenue is a significant achievement, with 99% of companies failing during this transition. Throughout my startup journeys, a critical challenge I've encountered too often is the misalignment between sales, marketing, and product teams. This disconnect can hinder revenue growth and overall success. A common mistake is the presence of siloed departments, where teams operate independently with minimal communication. To overcome this, fostering collaboration and shared goals among GTM teams is essential. Here’s how: - **Unified Goals**: Align GTM teams with common revenue targets including ARR, NRR, Churn, ACV, LTV, and CAC. Communicate broadly about these goals and metrics weekly. - **Regular Communication**: Conduct joint meetings to discuss strategies, share feedback, and adapt tactics. When teams operate in isolation valuable time is lost and limited resources are wasted. - **Integrated Technology**: Utilize CRM, marketing automation tools, and product management tools for visibility and seamless tracking of the customer journey. This helps to track conversions at all stages of the bowtie from acquisition to growth. - **Shared Metrics**: Define and monitor shared KPIs like CAC and LTV to ensure effective contribution to revenue goals. Regularly meet as a cross functional leadership team to discuss these metrics - when everyone is speaking the same language amazing things happen! By breaking down silos and promoting collaboration, GTM teams can work together harmoniously, ensuring sustained revenue growth. Misalignment between sales, marketing, and product can impede company growth. By fostering collaboration, aligning goals, and integrating processes, a cohesive strategy can drive revenue growth beyond $10M.

16

🎯 23% more expansion opportunities are closed by companies with documented value maps. Yet most account teams wing it when it comes to proving ROI. A value map isn't complicated, but it must be specific: • Measurable outcomes by segment • Clear success milestones • Quantifiable benefits • Timeline to realization This becomes your blueprint for: 1. Implementation planning 2. Success metrics 3. Expansion triggers 4. Executive reviews The best part? It takes just 2 hours to create your first one.

1

Generic Recruitment CRM systems are dead... Bring in the new wave of AI first, digital products I'm talking FULLY CUSTOMISED soctware, that you own, manage and improve over time Directly integrated with your systems Dedicated technologists to ensure the full mobility, usage and efficiency of the systems Constantly evolving, always improving

1

1 Comment

Olipop’s Rebrand Unlocked $500M Sales—Here’s How ** What made Olipop stand out in a crowded market? A simple, smart rebrand built to connect deeply. Here’s how they nailed it: ✅ 1. Focused on Their Mission → Healthy soda made approachable, not boring. → Their rebrand focused on joy, not restrictions. ✅ 2. Simplified Their Design → Clean labels with pastel colors and bold fonts. → Easy to spot, easy to remember. ✅ 3. Told a Relatable Story → They shared why they care about gut health. → Stories connect better than product pitches. ✅ 4. Aligned With Their Audience → Targeted health-conscious millennials. → Messaging felt personal and authentic. ✅ 5. Highlighted Their Unique Edge → Real ingredients, real benefits, no fluff. → They backed promises with proof. 💡 A great rebrand isn’t just about design—it’s strategy. Connect mission, design, and audience for real impact. ♻️ Reshare to inspire bold branding moves. 🔔 Follow Kai Brands for insights on building impact!

338

32 Comments

Companies that can't afford a full-time CRO or CFO are usually the ones that need them the most. It's a vicious cycle. But here's the solution... 👉🏻 Fractional hires Companies are screaming out for C-suite talent. But they're nervous about: > High recruitment costs > Long term commitment > Fluctuating markets Investing in fractional leaders dissolves those issues. Whilst still giving companies: > Strategies to cut costs and boost profits > Management and analysis of revenue > Exceptional experience and guidance > Robust, reliable and effective SOPs > Years of leadership skills 'CRO' is the fastest-growing job title in the US over the past 5 years. Interim CFO demand is up 103% Year-Over-Year. Fractional is the solution! PS. At Roma Black, we connect C-suites with fast-growing companies. DM if you're looking for a new role 📨

107

22 Comments

0 to 1 growth is about sales, marketing, getting feedback on your product, iterating, & being scrappy 1 to 10 is about systems, getting results through others, refining your product & creating leverage (while also still being pretty scrappy) Founders who favor 1 to 10 stuff when they’re in 0 to 1 don’t make much money Those who are 1 to 10 but still acting like they are 0 to 1 often end up burnt out & bottlenecked in their growth Make sure you’re clear on which one you are & act accordingly 

1

The other day I met with a founder & CTO who advises and scales early stage companies - with several successful exits under their belts. We talked about “what exactly is Rev Ops” and how if done right - we are a lean / mean strategic investment to drive GTM operations at scale. Many founders are doing exactly this type of work. But when a founder has to focus on sales, or marketing, or pmf, or, or, or….who is taking this lens. So we talked about the purposeful investments in ops and the strategic need for Rev Ops. Driving cross business alignment of gtm operations, tooling, data, and business strategy that fuels the revenue creation engine. Knowing what levers to pull by when, how, and to what outcome. Don’t grow at all costs. Don’t grow inefficiently. Grow sustainably using the levers you already have in your business. #revops #growtherightway

12

2 Comments

I partnered with Kyle Poyar this week to uncover 10 PLG plays that can enhance your customer engagement, streamline processes, and drive revenue growth. Even if your company doesn't identify as Product-Led Growth (PLG), these are strategies from PLG that ANY company should be incorporating. Full post in today's GTM Newsletter by GTMnow, I’ll pop the link in the comments. The TL;DR: 1. Interactive demo on the website 2. Replace hard feature gates and paywalls with soft gates 3. Incorporate a usage-based component to pricing 4. Leverage product data to drive customer outcomes 5. Offer trials for new features 6. Correlate product usage with revenue growth 7. Automate resource-intensive processes with AI 8. Implement smart email nurture cadences 9. Build and leverage power user communities 10. Offer starter packages or proof of concepts ✍️

37

9 Comments

I only lose 1% of clients each year. (out of the 2,100 merchants we’ve worked with) Here’s how our retention is crazy. We retain 99.1% of our customers. We have a staggeringly low churn rate of below 1%. And mind you, this is in a space where 5%, 10%, and upwards of 20% churn-rate is considered “normal”. That’s not the case for us though & I wanted to explore why: We’re obsessed with retention. All of us. AMZ Prep from back to front. But this post isn’t about me having a ‘brouhaha’ over our numbers & how we operate to maintain them… It’s about how I think Amazon agencies can reduce their churn & get more fulfilled customers. And If I were to pinpoint one thing, it’d be “completeness of service delivery”. Now I use the term “completeness” intentionally because a lot of agencies can deliver their service well. The issue is that it’s usually just “one” service (ppc, SEO, catalog) and there’s not “enough” provided to the brand elsewhere. Specifically, it’s a lack of management at the back office of the brand they’re working with. And it’s why AMZ Prep can maintain a 99% retention, we’re so integrated into the supply chains of our brands. Think of it this way, whether they love us or not, we’re there… And we “have” to be. We’re fulfilling Amazon orders, opening new countries for them, handling compliance, and storing products in the warehouse... (They do love us, just to be clear) We established ourselves as such a core piece of the infrastructure of the brand… So much that it’s unreasonable for a brand to want to leave… And that’s where you want to be as an Amazon agency. You want to be seen as integral. Quite frankly, if you’re just offering PPC, you’re a “one click button” away from your permissions being revoked on the Amazon store. …And that’s the end of the story for the agency. It’s a crazy concept. Obviously this isn’t ideal, so what’s the game plan? It’s to provide agencies with a way to integrate international expansion into their offer… And here’s why: …It'll sky-rocket retention % because you’re handling more than just ads …It'll deepen the relationship as you are the key to unlocking international for them. …You’re seen as more of a “partner” than a replaceable service provider. …You will walk and talk like the big boys who are a one-stop shop (Pattern®, Spreetail, SupplyKick…etc) And it’s what we’re aiming to make as easy as possible for Amazon agencies to start including. It’s the reason why we’re rolling out our “powered by amz” program which lets you use our warehouses / compliance to set up Canada, the UK, the EU, and Australia. Picture you’re managing the brands Amazon store in 12 countries globally. You’re unstoppable. We’re still in a “testing” phase - only taking on a few agencies that are a good fit. Going through the motions and even building a white-labeled version of our technology for agencies to use. …But if you run an Amazon agency & think this might be of interest, shoot me a DM.

38

10 Comments

As a sales leader, I LOVE this post from Christian Krause talking about what you need to do in a discovery call. Often the most underrated meeting, I've seen far too many salespeople sleepwalk their way in & out of these meetings. In many ways, the Discovery call is the best meeting because it is where the salesperson gathers all critical information (Power?) to understand the Business Issue (Problem, Pain, etc.). Once you know those things, you can show the customer how you can help them (Solution, Value)! If you don't know their pain, the BUSINESS ISSUE, you shouldn't be trying to sell them!! Shout out to Joe Billelo for sharing! "go deliver freaking *value* on the 1st call" Let's Goooooo!!! #GetHyped #SalesManagement #ValueSelling

19

2 Comments

I'm pleased to announce that the Good Eggs team has chosen Luca to manage their pricing strategy. From Day 1 of working with this team, they knew what they were looking for from their pricing process, so here is what we've learned from working with this superstar team of grocery operators -- 1. Treat pricing strategy as continuous optimization -- The best operators don't set-and-forget pricing rules, but think of pricing strategy as a live thing to be tweaked and tested as they go along. Luca's platform enabled them to scenario plan across different strategies to get to the right outcomes. 2. Automate, but don't be hands off on critical decisions -- The best operators want a combination of dynamically priced SKUs with manual checks on the KVIs. Luca's platform has let them integrate directly with their PIM to automatically push prices, but with human-in-the-middle interventions. 3. Stay competitor-aware, not competitor-anchored -- The grocery domain has high price sensitivity but being anchored by competitor pricing can yield undesirable outcomes. This team knew to use Luca's competitor tracking to inform but not dictate their outcomes. Thank you to Rodrigo Arévalo, Christopher Toshiro Jocson, Rickesh Dhupelia, Trei Campbell and Adi Ramesh for your partnership! Link in comments.

111

15 Comments

VP of Revenue is growing his sales team, but worried about doing it right - $4M in sales - Product market fit (or pretty close) - Repeatable process (multiple sellers able to go full cycle without help) - New hire onboarding (ramp was 9+ months and now <3 months) - Unit economics are pretty solid He wanted to bring on new sellers without losing performance or decline in culture/positive energy A few bad hires in the past had affected the team and performance before and wanted to limit it We reviewed the AEs hired that were solid & producing - hiring scorecard - interview process - sales candidate profiles So we copied what we did with the AE hires for the other roles 1. Wrote the job description 2. Designed the ideal candidate profile (with flexibility) 3. Created a hiring scorecard with the attributes desired 4. Generated questions to test for each attributes 5. Identified the interviewers who would be involved in the process 6. Practiced the questions (assigned per interviewer) and discussed what good and bad answers look like 7. Agreed on the interview process What happened next: - current employees made referrals sharing how great the process was - interviewers were empowered and confident in knowing what to do - candidates who applied & interviewed mentioned how much they appreciated the transparency - rock solid group of candidates that progressed through the process - multiple hires Hiring is not a skill we are born with I have had to overcome some poor hires and they have taught me a valuable lesson Hiring and choosing the right talent is a skill that can be learned Leveraging a process that is proven and a coach who has been there before minimizes the mis-hiring and all the wasted costs Takeaways: 1. Make a hiring scorecard tied to the ideal candidate profile 2. Know what questions to ask to test for the attributes and what good/bad answers sound like 3. Practice before the interviews themselves 4. Review your current employees who are successful hires and identify what makes them so successful including the interview process

21

14 Comments

Good outbound can't replace product market fit... but it can certainly help get you there faster. Feedback is fuel (if you use it) Most treat outbound like demand capture. "Hey, we do X. Interesting?" This teaches you very little. You're trying to capture demand that doesn't exist. Demand creation requires nuanced understanding it problems. "See X. Imagine Y. We solve Y. Open to seeing how?" The more it feels like you crawled into their skin. The better success you'll have getting r replies to help them solve the problem and then feedback to adapt and catch PMF. There's nuance in your audience. Groups that respond to things faster. Groups more attached to X than Y. You'll quickly see some problems are smaller. Some problems are more pervasive. But, it all starts with your ability to generate the feedback quickly.

36

9 Comments

⚠️ The average growth-stage SaaS company leaks 20-30% of potential revenue. But it's not because of product issues or market fit. The real culprits: 1. Delayed time-to-value 2. Inconsistent delivery 3. Missed expansions 4. Poor health tracking 5. Reactive operations Companies that fix these see: • 32% higher growth • 56% higher LTV • 2.5x higher valuations Start by measuring your revenue leakage rate. Need help calculating yours? I've created a diagnostic tool.

6