Scaling is one thing, but 10x-ing revenue to $200 million is no easy feat. How is it done? Scorpion Chief Revenue Officer Jamie Adams did it and tells us how.
Going Multi-Vertical: Lessons in Scaling from $20M to $200M
How do you scale an Agency or SMB SaaS business? That’s the $200 million scaling question. Scorpion has answers, and they’re fire-tested. We’ll unravel the mystery in this fireside chat.
Speakers
Jamie Adams, Scorpion
Corey Quinn, Corey Quinn Inc.
Key Takeaways
- Over the past decade, Scorpion went from just under $20 million in annual revenue to about $200.
- This required a dedicated and disciplined strategy including lots of planning and commitment.
- But it’s not for everyone, says Adams. Most agencies hit a ceiling of around $20 million and that’s okay.
- Having a $20 million business is respectable and is what several operators are happy with.
- Scaling beyond that point brings all new problems at milestones like $50 million and $100 million.
- That said, for those who decide they do want to grow the business by 10x, it requires the stomach for it.
- This means sticking to a rigorous plan of sales growth and expansion to new verticals.
- Scorpion blended focus and scale by sticking with a few high-value verticals: law, healthcare & home services.
- It also required an inside sales infrastructure and a standardized playbook for disciplined sales operations.
- Scorpion further amplified its growth with some creative and audacious sales tactics, such as car giveaways.
- Things like Tesla giveaways at big tradeshows had high ROI as they gave Scorpion the awareness that it needed.
- That awareness then eased the burden of its sales outreach because it became a known quantity.
- It further eased its inside-sales efforts with whimsical gifts for sales targets to warm them up prior to outreach.
- This was all done with structure, commitment, and good people… just a few ingredients required for 10x scaling.
