The Revenue Formula How Paddle scaled with outbound to $100M (With Harrison Rose)
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Apr 4, 2024 Harrison Rose shares how Paddle scaled to $100M with focused outbound strategies, evolving target customer profiles, and the importance of RevOps. They developed a three-folded funnel, ensuring they didn't run out of market while navigating the messy journey of scaling.
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Who Matters More Than What
- Match channel to who you target, not what you prefer; Paddle's early customers preferred email.
- Getting the right audience is higher leverage than endlessly optimizing messaging first.
Wearing Every Commercial Hat
- Harrison wore many hats early on: first SDR, AE, solutions engineer and more while scaling Paddle.
- He learned by doing and then built teams around those roles.
Validate ICP Depth Before Scaling
- Always measure how many addressable accounts exist for your ICP before scaling that motion.
- Fund what's working but reserve budget to explore adjacent ICPs so you don't run out of market.