Getting to Initial Traction

SaaStr on GrowthEverywhere: “On Building a $100 Million Dollar Revenue Machine”'

Jason Lemkin

I had a chance to do a fun and in-depth interview (52 minutes!) with Eric Sui of Growth Everywhere on the learnings of building, scaling and growing a SaaS business.

You can read it all here (EchoSign CEO Jason Lemkin On Building A $100 Million Dollar Revenue Machine) and see the video below.


Key Takeaways:

  • How going from $0 to $100 million in revenue takes trial, error and making mistakes along the way.
  • Launched EchoSign from TechCrunch in 2006 and grew his business through press and content marketing.
  • Jason made a lot of mistakes in the beginning including launching with the wrong messaging and market position.
  • Credits himself with doing one thing right – lavishing existing customers with incredible attention to keep the business growing into a success.
  • Reminds us to focus on what you’re good at and love to do. If you’re terrible at sales, but great at content marketing, build a brilliant online community to convert into paying customers.
  • Jason knew he was great at closing a huge deal with a company like Google, but couldn’t do 50 cold calls a day to small businesses. He hired people to do it for him and focused on his strengths instead.
  • Why Jason thinks getting to $10 million is the magic number in business building. Suddenly you can get a seat at any deal in town and business gets easier. You might not win every deal, but people know your mini-brand.
  • By nature, entrepreneurs tend to be impatient. But it takes about two years before you’ll see the benefits of investing in customer care and loyalty, and nearly three years to really see a quantitative impact. In year two, Jason discovered 80% of their growth came from existing customers through upsells and upgrades.
  • Why you shouldn’t hire a VP of Sales until you have at least two reps consistently hitting their quota.
  • How to use industry standards to set sales quotas and commissions and strategies to keeping customers and employees happy ….

How to Grow Your B2B Revenue:

  • Pay lavish attention and care on current customers to foster repeat buyers and word-of-mouth marketing.
  • Start with what you know. Focus on growing your content marketing and online community if that’s where your strengths lie.
  • Find ways to scale your success techniques. Landing one great sale isn’t enough if you can’t do it more than once.
  • Develop your mini-brand until your true brand catches up. Your core, target audience will eventually find your mini-brand and help spread the word as they learn more about your company.”

Let me know what you think!

Published on March 12, 2014


  1. This is great insight as always, thanks! I find that most of your notes are about pushing towards that $1M ARR, or $10M ARR, do you have any insights on the first couple hundred thousand for us earlier stage founders?

    1. (addendum) you mentioned in the post a few tips for reaching $1M (sales + content mktg + community building+ shower customers with love), any chnace you are willing to flesh out more stores/examples for these? Thanks Jason!

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