SaaStr Annual 2024: Practical Steps for Achieving 25% More Growth with Attentive's CEO and former CEO of Venmo

Scaling innovative technology has always been a delicate practice, but in the age of AI, it has never been more important to scale with practicality in mind and audit your results to ensure long-term success. Amit Jhawar is no stranger to this process, having been involved in scaling several businesses, including Attentive, the leader in SMS marketing. Attentive is growing rapidly by hitting both revenue and new customer goals due to the optimal mix of innovative products and demand generation. By creating customer value, taking risks, and promoting disruption, Attentive has scaled effectively and ahead of schedule. Before coming to Attentive, Amit was among the first 30 employees and the CFO of Braintree Payments, which would go on to acquire Venmo and sell the company to PayPal for $800M. With experience investing in and operating technology companies at scale, Amit will speak about how to scale and innovate to optimize success in the age of AI.

1. Practical Steps for Achieving 25% Growth Amit Jhawar CEO Attentive

2. 3x builder of $1B+ companies Braintree Payments

3. Attentive: One of the Fastest Growing SaaS Compan ies 4% of SaaS companies reach $1M A R R 30% Fewer than 20 public software companies in the world are growing at 30%+ at >$400M revenue 0.4% Pre-IPO tech companies with recurring revenue of $500M $0-$500M Growth in seven years

4. How did we do it?

5. Build a Moat by Solving Hard Problems

6. Tough problems are generally tough for a reason. But hard work can unlock REAL customer value. Learning

7. Engaging Consumers in a Mobile World Became Increasingly More Difficult THE CHALLENGE Consumers were desensitized to conventional marketing tactics; less time on traditional media Social media’s importance was increasing and changing expectations for interactive experiences Acquisition costs were increasing and ad performance was decreasing

8. 2015 Desktops and laptops held share but mobile beginning to rise at 30% of all eCommerce transactions 2020 Mobile surpassed desktop — accounting for 50% of shopping 2023 Mobile devices accounted for 64% of all orders 2016-2018 Mobile devices accounted for approximately 34% to 44% 2024 Mobile commerce projected to represent 73% of all global ecommerce 2014 19% to 22% of shopping done on mobile THE OPPORTUNITY We Identified SMS as an Ideal Channel as Shopping Behaviors Changed

9. We needed a way |to get a compliant solution that was easy for consumers to use AND opt-out. SMS could reach every consumer and do it without SPAM, but how to do it simply …

10. We invented a new, patented Two-Tap Signup for SMS

11. Business Result $0-$500M In first seven years of the company

12. Turn Customers into Your Best Marketing Team

13. Your buyers’ KPIs = your KPIs. Their success = your success. Learning

14. Create KPIs Together Know what’s important to your customers and make that YOUR measure of success: Sign ups Message engagement & clicks Revenue High ROI (Low Cost) – 5X in a 30-day trial period

15. Show Value Immediately Teach them best practices & foundational strategy to drive value in the first 30 days Sign up Account set up Program launch Free trial Scale as a customer YOU’RE HERE

16. Attentive Free Trial Launch Timeline SIGN UP ACCOUNT SET UP LAUNCH CALL CLIENT APPROVAL GO LIVE 1 day 1-2 days 1 day 1 day – 14 days (client based) Q&A + Launch TO DO Client goes live with new pop-ups and offers TO DO Attentive designs the sign-up units and sets up account TO DO Attentive creates a customized Getting Started Guide Client signs up TO DO Client confirms sign-up incentive Attentive assigns a CSM Attentive & client review creatives + welcome flow TO DO Attentive & client discuss goals and criteria of success

17. Review the results regularly with your buyer. Reference the KPIs created together and know how you are trending. Revenue driven and ROI Subscriber growth Overall campaign performance Top campaigns P erformance Free T rial R eview

18. When a category is new, you must teach early adopters why you matter. 📖 Learning

19. Education is Key to Making People Care Attentive University Live Enroll in a virtual user workshop and certification program that helps you implement the latest marketing techniques and product enhancements. Set yourself apart with a certification that means something in the industry. Texts We Love Looking for message inspiration? Check out Texts We Love to discover how the best brands use SMS to engage mobile consumers. You can filter by industry, content category, and type. Attentive Blog Peruse our blog—for the latest industry insights, best practices, and SMS/AI/ Email strategies. Beyond the Message Tune in to our quarterly webinar to hear the latest product updates, customer case studies, and sign up for the most sought - after beta products. .

20. Educational marketing campaigns position Attentive as the thought leader in the industry

21. First Party Programs Educate and Drive Loyalty Field Events + Account Based M arketing MATURE RELATIONSHIPS

22. Our Self-Fulfilling Prophecy We’ve built an ecosystem that helps us grow We Deliver For Customers They Get Promoted They Take Us With Them Move To Larger Companies

23. Business Result 25% Increase in customers’ online revenue year over year $20B In revenue for our customers in 2023

24. Be Early and Opinionated

25. Leadership requires having a strong POV and sharing it. Learning

26. AI Revolutionizes the Shopping Experience

27. We Moved Fast in Our Conviction Gathered feedback from trusted customers and shifted our product roadmap Studied AI and the impact to marketing with experts in the field Solved for what customers wanted — Revenue not time savings Quickly trialed products to continue to evolve the offering

28. Seize the Momentum: Ride the Wave When It Comes AI Trend Advantage : We launched a product that tapped into AI's rising popularity, placing us at the industry's forefront. Distinct Market Position : Our unique perspective set us apart, attracting customers of all sizes seeking innovative AI solutions. Fast Customer Onboarding : Our differentiated approach led to quick adoption, driving rapid market penetration. Clear Value Proposition : The product's value was instantly recognized, reinforcing our leadership in the AI space.

29. Hundreds Of customers are using our AI products 124% Lift in revenue with our AI products Business Result

30. Key Takeaways

31. Practical Steps to Achieving High Growth Build a Moat By Solving Hard Problems Turn Customers Into Your Best Marketing Team Be Early and Opinionated

32. THANK YOU!

33. Rajan Sheth CMO - Together.ai, Cohere GP - Hypergrowth Partners UP NEXT: Scaling a Category Defining AI Company from 0 to 100 with Lessons from Cohere, Together AI and Salesforce Ventures Emily Zhao Principal Salesforce Ventures