From 1-300 Across 28 Markets: Scaling a Growth Engine Team with Insider's CRO Serhat Soyuerel, Co-founder & CRO @ Insider

SaaStr Europa 2024

1. 1 to 300 Across 28 Markets: Scaling a Growth Engine Team with Insider's CRO Serhat Soyuerel CRO and Co-Founder Insider

2. Let’s start with some questions

3. How will you scale to $100M in 5-6 years? Can you achieve it from your existing market? How are you going to SURVIVE?

4. To 300 - Y ou must grow beyond your domestic market When? Where? How? Whom? Why?

5. Attract and Retain Talent Reduce Risk with Diversified Revenue Gain a Competitive Edge Drive Innovation Achieve Economies of Scale Boost Brand Recognition Expand Total Market Size To 300 | Why is global expansion a must ?

6. To 300 | Why APAC ?

7. We focused on APAC because… The scale of the Asian market is huge . Asian markets are mobile-first and highly advanced .

8. To 300 | Critical mistakes

9. Missing the ideal timing for expansion 1 st Your t otal a vailable m arket (TAM) is l imited “Expand before you outgrow the opportunity.”

10. Delegating expansion to others Do n’ t delegate expansion to c hannel p artners and r esellers Do n’ t delegate expansion to c ountry m anagers 2 nd

11. “ Let me expand to the region where I’m receiving the highest number of inbound leads. ” Cultures and people are surprisingly similar in every market. Your champions want to get promoted and businesses are focused on improving their bottom line . Don’t wait for MAGIC . There ’s no easy way . There’s no easy market . If you find the right talent and right market , simply go and expand . Being too strategic about where to expand 3 rd

12. Find the balance! Forcing every best practice leads to failure. Abandoning best practices also leads to failure. Missing the balance 4 th

13. To 300 | Best practices

14. Decide who to hire and who not to hire Account Manager Account Executive Finance Manager Customer Success Manager Inside Sales

15. Get momentum going in a new market by: Collaborating with advisors Getting introductions from your existing global brands

16. Question whether you should you start BIG

17. Build strong connections between new hires and the company during onboarding . Instill company culture effectively and engagingly. Clearly outline escalation processes and key contacts. Comprehensive training on product, sales, and service knowledge. Create a world-class School of Sales

18. Empower your global growth engine Revenue Operations Marketing Channel Partnerships Sales Operations / Deal Desk / CS Operations ABMs, Customer Marketing Tech Partnerships, Agencies, Joint Events

19. Define your measure of success Paul Graham It is better to have 100 customers that love you, than a million customers that just sort of like you. All you have to do is 100 people to love you. “ ” For enterprise SaaS businesses, you need at least 10 customers that love you.

20. The ultimate takeaway

21. This is your Olympics

22. Thank You!