A year back (march 2017), Hubstaff had just crossed $2 million ARR and I had shared some lessons here on our journey from $0 to $2 million ARR. A year later, Hubstaff just crossed $4…
Up until August last year, the Hubstaff team didn’t place much focus on direct sales. We assumed there wouldn’t be enough ROI since our product cost is pretty low at $5/user. Instead, we focused on inbound marketing because it’s the kind of channel that got us great results. I feel that this is often the case; direct sales are underrated and take a backseat to online marketing.
Nathan Barry of ConvertKit wrote a post on how he prioritized direct sales as a channel to acquire customers over his content marketing and other tactics. With direct sales, ConvertKit saw a whopping growth of 2605% in the last 12 months. That post inspired us to start allocating some time in direct sales as a growth channel for us.
Here are the steps we took, which ultimately contributed to our more than 200% revenue growth in the past 12 months.