The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 36 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
B2B growth teams should maximize treatment effects to overcome low sample sizes
“In B to B, you don't usually have the luxury of large N, which you do in consumer, right? You know, Facebook can get stats in two hours. You know, a B to B company could take two years to get to get to the same number of, you know, touch points. And so to coun…”
Sri Batchu: Companies must reward 10x operators with 10x compensation
“I strongly, strongly believe that small teams of successful people can drive a lot more impact. Than larger teams of mediocre people. And so I strongly believe you have to design a system where you're able to reward 10 X operators with 10 X the comp.”
Batchu: Ramp reached $100M ARR faster than any fintech company
“When he released this, you know, a year ago, we were the fastest growing company to a hundred million dollars of, you know, annualized revenue at the time. I don't know if there's been others since, but certainly not in the fintech category as far as I know.”
Batchu: Ramp leveraged its cap table as an early growth engine
“One of the things that they did is what I call kind of cap table as a growth strategy where they did a great job of getting a large number of, you know, early stage founders and other influential operators and advisors onto the cap table at the company. And ma…”
Batchu: Investor intros matter less for B2B sales than peer customer reviews
“I will say that is not as big of a channel as one might expect because, you know, companies have their own, you know, decision-making frameworks for selecting a product like ramp and the investor opinion and recommendation matters, but it turns out it doesn't …”
Batchu: Growth leaders increasingly come from investor backgrounds, not marketing
“Like one thing that's kind of interesting about the world of growth today is I think historically people that used to run growth were folks that had a marketing or kind of a product background. And what you're seeing these days, I think are more folks like me …”
Sri Batchu: Traditional PR Will Remain Critical for Reaching Non-Tech Audiences
“I think traditional PR will remain another really important piece because they just target a different audience.”
Batchu: Relying on LTV-to-CAC ratios risks destroying value via faulty churn assumptions
“I think the challenge with LTV to CAC, especially for a lot of, even ramp, right? It's only four years old is it's really hard to predict LTV. It's like a DCF. It's extremely assumption laden and it, and it's hard to know. You know, what the defiant value will…”
Batchu: Ramp grew 4x year-over-year following $100M ARR milestone
“We publicly disclosed that last year we grew Forex on top of that, you know, very sizable based from the year prior”
Batchu: Ramp has under 500 employees with industry-leading revenue per employee
“We're, you know, under 500 people roughly today at that scale. And so definitely have a much higher kind of, you know revenue for employee than some of the competitors and others in the space.”
Batchu: Mid-market enterprises drive the vast majority of Ramp's revenue
“And ramp today is actually not majority startups or tech companies anymore. The vast majority of our customers are, you know mid-market enterprises for our revenue comes from”
Batchu: Vast majority of Ramp's growth comes from new customer acquisition
“Having said all of that, what's interesting is that the vast majority of our growth back then, and even to this day is via new customer acquisition.”
Batchu: Ramp growth engineers share quota and pipeline accountability with sales
“What works really well with ramp is that we have the same shared goal. Which is the pipeline driven and the payback period of the channel. It's kind of unique to RAMP where the engineers feel ownership of the quota. They're not like owning product metrics or w…”
Batchu: Teams ultimately ship their calendars based on how they block time
“Cause in many ways you ship your calendar. And so thinking about how are you spending your time and blocking your time?”
Sri Batchu: Ramp tracks all-hands Zoom engagement, hitting near 100%
“We track engagement during all hands on the zoom to see what percentage people like participate. And it's like usually close to a hundred percent. Like people are talking, like the entire company is talking on the zoom job because they're excited about the win…”
Sri Batchu: Fundraising Announcements Drive Meaningful Top-of-Funnel for Ramp
“What we have seen is anytime that we've been fundraising and we've been using that as an effective way of creating a market moment it's driven actually a non-trivial amount of top of funnel for us.”
Batchu: Revenue is too downstream to serve as growth team North Star
“Revenue is for better or worse, more important for the company, but also much further down the, you know, line whether or not the growth team can impact that.”
Batchu: Ramp growth team's North Star was dollars of SQL pipeline
“In the recent past, it was for the growth team, the North star was dollars of SQL pipeline. So anything, anybody did, we would try to estimate the impact into what would be the dollars of you know, sales qualified lead pipeline generated for RAM.”
Batchu: Ramp restricts personal emails due to low user intent
“The reason we don't allow personal emails is because it's just typically very low intent users that are coming to the website that are putting in personal emails.”
Batchu: Growth success metrics should pair one volume metric with one efficiency metric
“Finding the right success metric is that there's usually should be two. There should be one on volume and another one on efficiency”
Batchu: Ramp defines customer activation as four specific events within 30 days
“And at ramp for our activation, we've got like, I mean, it's like very specific to ramp, but we've got like four events that the customer needs to do in the first 30 days. And if they do that, they have a high likelihood of being activated and successful. So o…”
Batchu: Growth teams should prioritize speed first, quality second, and cost third
“The way I think about the growth team's journey is, like, step one is, like, build a system that can move fast, And then like work on improving the quality and then work on, you know, optimization of costs after. So similarly, you pick which phase you're on be…”
Batchu: Optimizing purely for low CAC attracts less valuable customers
“When you focus on CAC and reducing CAC, what tends to happen is you actually might be doing something very damaging where you're succeeding in reducing CAC, but you're actually bringing in customers that are less valuable because those are the ones that you're…”
Sri Batchu: B2B startups should sequence sales before paid and SEO
“My view is you start off with like founder led sales, like the early team needs to know how to actually sell. Then you hire your first couple of salespeople and you start some very kind of low cost targeted marketing efforts. So when there's like content commu…”
Batchu: Growth experiments typically have roughly a 30% success rate
“Growth experiments in my history are typically, like,
30 percent-ish success rate. So the vast majority of things that you try don't work.”
Batchu: B2B testing requires maximizing treatment effect due to low sample sizes
“At the end of the day, there's only two, two ways to, you know, make an experiment successful. Either you have a very large N or you have a very significant treatment, which is like, you know, what you're doing in the experiment itself. And, you know, in B to …”
Batchu: Target specialized hires from companies one to two growth stages ahead
“You typically want to limit it to companies that are one to two stages of growth after you. So you want somebody that has seen, you know, your stage of growth and beyond at a company that has a reputation for craft in the field that you're looking for.”
Batchu: Use public Similarweb traffic data to source top specialized marketing talent
“If you're looking for great email marketing folks, like CRM marketing lead or something like that, you can actually look up on similar web, like what percentage of traffic shows up via email to company's websites. So you've got your target list of companies th…”
Sri Batchu: Talent density depends equally on performance management and hiring
“People think of like the talent density of your company as dependent on hiring. And that's obviously true. It's an important part of the ecosystem and the first part, but it's equally dependent on retention and performance management.”
Batchu: Candidates who cannot name an activity they struggle at quit easily
“A lot of people actually struggle with that question and can't answer anything that they do that they're bad at which is a little bit of a yellow flag, which means that they're only used to doing things that they're successful at, and they haven't cultivated i…”
Batchu: All software contracts are negotiable due to quota pressures
“Everything is, is negotiable when it comes to contracts. People think contracts are standardized for software, and usually not. People are trying to sell you something they're trying to grow to. They have their quotas to meet. They have their goals to hit.”
Batchu: Growth experiments typically have only a 30% success rate
“Growth experiments in my history are typically like, 30 percent-ish success rate. So the vast majority of things that you try don't work.”
Batchu: Ramp has run dedicated growth engineering for sales for two years
“We actually have a growth engineering team that's dedicated to supporting that that efficiency, but including, you know, adjusting third party data and using AI to automate much of their workflow, et cetera. We've been doing this Well before AI has become, you…”
Batchu: Ramp tracks company age in days at every all-hands and board meeting
“One thing that Eric, our CEO does, which I don't know if you've heard externally, is we have, like, days.ramp.com, where we can see how many days it's been since the founding of Ramp internally, and it's day 1529 at Ramp. He has that number of days at every bo…”