This interview podcast features Sam Blond interviewing Matt Plank, a revenue leader at Rippling, about Rippling's top three growth tactics. The discussion covers the evolution of Rippling's outbound sales strategy, from early programmatic efforts to a larger, more effective human-led team; the complexities of scaling a sales organization as a "compound startup" with multiple product offerings; and the transition from a customer success-focused model to a revenue-driven account management structure. A key takeaway is that despite common beliefs, outbound sales, including cold calling, remains highly effective for Rippling, generating 50% of demos and a significant portion of revenue. The podcast offers practical advice for structuring sales teams and managing customer relationships in high-growth SaaS companies.
