How Alina Vandenberghe grew Chili Piper's Annual Net Revenue Retention to 160%
Explicit content warning
11/08/21 • 33 min
Key Points:
- Alina describes how Chili Piper identified it's niche and developed a solution to one client's problems (01:06)
- I give my thoughts on adding value, and how that shows in ARR (06:21)
- Alina talk about how leads were reluctant to try Chili Piper across the whole site, so they sold it as a low-risk experiment (08:01)
- I give my thoughts on businesses' reluctance to change, and selling them on experimentation (08:55)
- Alina describes how she networked hard and targeted influential figures and early adopters to get their first customers (09:26)
- I give my thoughts on using brand ambassadors, and look back to advice from Guillaume "G" Cabane of Hypergrowth partners from episode 10 (10:51)
- Alina describes how Chili Piper was able to create a product that Google and Salesforce couldn't, because they don't have the drive or specialist knowledge (11:50)
- Alina talks about how they are innovating to stay ahead of the competition now that the market is getting more competitive (13:56)
- Alina describes how their strategies are evolving over time (19:00)
- Alina discusses their 160% ARR, and how Chili Piper achieved the figure (20:05)
- I give my thoughts on client retention, and how it's become a key metric (21:08)
- Alina talks about how the business is changing, and relying on intelligent insights to make product decisions (22:25)
- I give my thoughts on using data to inform business decisions, but ultimately accepting that every decision is a bet (25:28)
- Alina gives her thoughts on Chili Piper's pricing structure (27:39)
- Wrap up (30:50)
Mentioned:
Customer.io
Hypergrowth Partners
Thinking in Bets - Annie Duke
Chili Piper
Sales Force
Calendly
Key Points:
- Alina describes how Chili Piper identified it's niche and developed a solution to one client's problems (01:06)
- I give my thoughts on adding value, and how that shows in ARR (06:21)
- Alina talk about how leads were reluctant to try Chili Piper across the whole site, so they sold it as a low-risk experiment (08:01)
- I give my thoughts on businesses' reluctance to change, and selling them on experimentation (08:55)
- Alina describes how she networked hard and targeted influential figures and early adopters to get their first customers (09:26)
- I give my thoughts on using brand ambassadors, and look back to advice from Guillaume "G" Cabane of Hypergrowth partners from episode 10 (10:51)
- Alina describes how Chili Piper was able to create a product that Google and Salesforce couldn't, because they don't have the drive or specialist knowledge (11:50)
- Alina talks about how they are innovating to stay ahead of the competition now that the market is getting more competitive (13:56)
- Alina describes how their strategies are evolving over time (19:00)
- Alina discusses their 160% ARR, and how Chili Piper achieved the figure (20:05)
- I give my thoughts on client retention, and how it's become a key metric (21:08)
- Alina talks about how the business is changing, and relying on intelligent insights to make product decisions (22:25)
- I give my thoughts on using data to inform business decisions, but ultimately accepting that every decision is a bet (25:28)
- Alina gives her thoughts on Chili Piper's pricing structure (27:39)
- Wrap up (30:50)
Mentioned:
Customer.io
Hypergrowth Partners
Thinking in Bets - Annie Duke
Chili Piper
Sales Force
Calendly
Previous Episode
How Privy's Ben Jabbawy succeeded by focusing on a narrow niche
Key Points:
- Ben talks about how Privy struggled to scale in its original form (01:07)
- Ben explains how they developed the idea for focusing on email list growth (04:56)
- I give my thoughts on product vs distribution (06:16)
- I give my thoughts on freemium models, and showing users the benefit of paying for additional features (09:37)
- Ben describes how Privy differentiated itself from other e-commerce marketing tools (12:06)
- Ben talks about their early marketing efforts (13:19)
- Ben talks about developing integrations as a key part of their product (14:05)
- I give my thoughts on growing through app exchange marketplaces (15:47)
- Ben talks about moving from a partner of Mailchimp to a competitor (18:37)
- I give my thoughts on taking risks to attack the competition, and not becoming complacent (22:11)
- Ben talks about how Privy succeeded by niching down to a very specific target market, and keeping track of their needs (26:31)
- I give my thoughts on transient competitive advantage (28:06)
- Ben gives his thoughts on pricing themselves against the competition (29:17)
- Ben talks about Privy's future plans and strategy (32:51)
- Wrap up (35:00)
Mentioned:
Shopify
Wix
Sumo
Opt-In Monster
Mailchimp
Supermetrics
Superlemon
Next Episode
How Neha Sampat pivoted from services to SaaS to launch Contentstack
Key Points:
- Neha talks about how Contentstack grew from a gap in a stagnant market and embraced new technology clients needed (01:13)
- I give my thoughts on championing change, and encouraging clients to come with you (3:08)
- Neha talks about how they took a product-led approach, building features the established competition couldn't match (5:11)
- I give my thoughts on pulling together and improving existing technologies to build a better product (6:44)
- Neha discusses how Contentstack was spun out successfully by keeping it separate from the main services firm (8:28)
- I give my thoughts on the difficulties of transitioning from services to SaaS (09:41)
- Neha talks about how the firm became trusted by investors (10:50)
- Neha talks about how their consultative and flexible approach helps them keep 99% retention (12:41)
- I give my thoughts on educating potential clients and seizing opportunities when launching new product segments (16:57)
- Neha gives her thoughts on how they win clients by improving on the poor performance and inflexibility of the competition (17:47)
- Neha talks about their network of partners as a moat, and how they will put clients in contact with other firms who offer features they can't (22:17)
- I give my thoughts on the concept of cornered resources, as defined by Hamilton Helmer (24:48)
- Neha talks about how Contentstack's strong expertise and consultative approach helps differentiate them from the competition (26:28)
- I give my thoughts on highlighting your advantages and marketing to customers who know what they are looking for (29:28)
- Neha talks about how they are planning to build a developer community/ecosystem to expand the features of Contentstack (30:31)
- I give my thoughts on community building, with a clip from Morgan Brown, VP of Growth at Shopify (32:29)
- Wrap up (34:50)
Mentioned:
Hubspot
Salesforce
Pipedrive
Shopify
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