Sri Batchu: belief

Transcript context

…I do think there's actually a general path that most B2B companies take and should take. My view is you start off with founder-led sales, the early team needs to know how to actually sell. Then you hire your first couple of salespeople, then you start some very low cost targeted marketing efforts. So whether it's content, community, small scale events, and then PR, after all of that is when you start paid and brand effort and then SEO probably start around the same time that you start paid marketing efforts. The reason for the progression the way I've described it is the channels get more expensive as you go farther along and they get more effective as you understand more about your customers. Welcome to Lenny's Podcast where I interview world-class product leaders and growth experts to learn from their hard one experiences building and growing today's most successful products. Today my guest is Sri Batchu. Sri was VP of Ops at Opendoor, then head of growth at Instacart, and currently he's the head of growth at Ramp, which as you'll hear at the top of the episode, is the fastest growing SaaS business and the fastest growing FinTech business in history. They hit a hundred million dollar yearly run rate in two years, which is absurd, and in the last year grew 4X during a period where most companies barely grew at all. I recently did a newsletter post on how Ramp builds product with their VP of product, Geoff Charles. And in this episode, we zeroed in on Ramp's approach to growth. We chat about what Ramp did in the early days to kickstart growth, how they mostly grow these days, how their growth team is structured, their prioritization framework plus their north star metrics. Also, how they operationalize velocity, which is at the core of their team culture. Ramp is a really special company that is clearly on an incredible journey and I am really excited to share this glimpse into how they operate. Enjoy this episode with Sri Batchu after a short word from our sponsors. This episode is brought to you by Attio, a new type of CRM that's powerful, flexible, and built around your data. Traditional CRMs were built for a different era with totally different speed, scale, and data demands. Attio is different. It allows you to quickly build a CRM that matches your unique workflows and data structures. Within minutes of connecting your email and calendar, you'll have a CRM that's already set up complete with customer profiles and automatic data enrichment. You'll also have realtime dynamic reporting at your fingertips. No more slow deployments, outdated user experiences or tedious manual data input. With Attio, you can build and adapt your CRM on the fly, no matter your business model or company stage. Attio is the CRM for fast-growing startups. Get started today and get 15% off your first year at attio.com/lenny. That's A-T-T-I-O.com/lenny. This episode is brought to you by Coda. You've heard me talk about how Coda is the doc that brings it all together and how can help your team run smoother and be more efficient. I know this firsthand because Coda does that for me. I use Coda every day to wrangle my newsletter content calendar, my interview notes for podcasts, and to coordinate my sponsors. More recently, I actually wrote a whole post on how Coda's product team operates and within that post they shared a dozen templates that they use internally to run their product team, including managing the roadmap, their OKR process, getting internal feedback, and essentially their whole product development process is done within Coda.…

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