How Alina Vandenberghe grew Chili Piper's Annual Net Revenue Retention to 160%
Alina Vandenberghe - Co-Founder of Chili Piper, a meeting automation tool which claims to double conversion rates, tells us how they grew to $20 million revenue with 160% ARR. We hear about developing a business from one client's problems, having the drive to focus on creating a product so effective that your clients can't afford to stop using you, and using intelligent insights to develop your product strategy.
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)
