How Early Board Buy-in Supported
Segment's Rapid Revenue Growth

Segment Banner - Option 1

150% Increase in Annual Recurring Revenue (ARR) over a Two-year Period

In a conversation with John Kaplan, Segment's Chief Revenue Officer, Joe Morrissey shares how a value-based sales motion helped scale their organization’s product-led growth (PLG) success, increasing ARR by 150% over a two-year period.

Ensuring Buy-in from the Board

John and Joe talk through why it’s critical to capture commitment for a transformation initiative from board members and cross-functional leaders.

  • What led Segment's leaders to look to the board early in their approach.
  • The key benefits from working with the board throughout the planning and launch of a transformation initiative.
  • How capturing early board buy-in can help drive company-wide commitment for a transformation initiative.

Advice for CROs

Your portfolio company's sales leader may find value in the insight that John and Joe offer around critical CRO actions.

  • A 90-day plan your CROs can use to define sales execution challenges and their bottom-line impact.
  • The benefits of gathering early input from your company's leadership, board and sales team.
  • How to build cross-functional consensus around go-to-market shifts.

Scaling Product-Led Growth

When aiming to scale PLG success, at some stage company leaders focus on evolving their go-to-market motion, John and Joe discuss those shifts.

  • The impact improving buyer alignment has on a company's flywheel.
  • How to generate cross-functional alignment behind customer outcomes and operationalize it in a scalable way.
  • How buyer alignment can improve productivity across customer-facing organizations.

Segment's Success

Segment’s tremendous growth is an example of what it takes from C-suite executives, board leaders and companies as a whole to get to the next level. Today, Segment's ongoing success and rapid growth have garnered the attention of the marketplace.

  • $3.2B acquisition by Twilio
  • 150% growth in ARR over a two-year period
  • Increased efficiency in Product and Customer Success

From Smart Startup to the Leading Customer Data Platform

Read Segment's Story