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Chris Orlob

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Headlines during my time at Gong: - Joined Gong as the 2nd US-based employee - Grew ARR from $178k to present - Grew customer base from 17 to 3,000+ What I Do: I scale SaaS startups into "IPO-able" unicorns and eventually toward $1B ARR. As a senior revenue leader, I lead SaaS startups that are creating new categories and rapidly grow ARR to $100M+ at lightning speed while winning the unfair share of the market. Then, I help the company shift gears (what got you here won’t get you there) and execute growth-at-scale toward $1B ARR. How I Do It Step 1: The Path to $100M ARR I rapidly grow ARR to $100M by 1) Electrifying the market with a white-hot thought leadership marketing crusade, 2) Rapidly recruiting, training, and scaling a sales organization of A+ sales talent by tapping into my vast network of AEs, and 3) Building a super-repeatable sales process and customer acquisition system that runs successfully without heavy intervention from management. Step 2: Growth-at-Scale (The Path to $1B ARR) As you skate toward $100M, you've entered in a different world: "growth-at-scale." You'll need to capitalize on new and different growth vectors than you did in the past if you're going to continue your growth rate (and get to $1B ARR). I help companies execute growth-at-scale toward $1B ARR by a) going multi-product and building multiple streams of $100M+ ARR business, b) going upmarket and closing seven-figure accounts and c) increasing net dollar retention (NDR) to be in the top quartile of SaaS companies: a non-negotiable for growth at-scale and impossible to get to $1B ARR without. Who I Do It For: SaaS startups that are 1) creating new markets or categories, 2) have achieved initial product/market fit, 3) find themselves in a horserace with the competition and 4) have an evangelical audience/market.

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