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 10 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 1 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
Plank: 50% of Rippling's outbound demos are booked over the phone
“And the reality is that's because 50% of our demos that are booked in outbound are booked over the phone.”
Plank: Rippling's 150 outbound SDRs achieve 3% to 7% conversion
“If you fast forward to today, 10 months later, we have about a 150 outbound SDRs. And the conversion that we get is between three to seven percent on the same accounts, right? And so if we now reach out to a thousand accounts, depending on the segment, we get …”
Rippling's generalist reps lost early deals against Brex and Ramp
“And then once we had a core rep trying to sell as the 15th SKU and compete with a new logo rep at Brexer Ramp, like we were just getting our butts kicked. Like it wasn't, we were just like, this doesn't, like we couldn't iterate fast enough. We couldn't keep u…”
Rippling doubled revenue per customer with zero drop in win rates
“We increased pricing pretty dramatically and nothing changed. Like the wind rates didn't go down at all. You know, we just started making two, three times more per customer.”
Software provisioning per new hire surged from 2-3 to 20-50 accounts
“If you think back to 10 years ago when you hired a sales rep, it was like maybe two to three accounts you would set up for them. It was like, here's your email and here's your, you know, video conference tool. And today when you hire a sales rep, there are pro…”
Plank: Rippling achieved 0.5% to 1% conversion on programmatic outbound
“At the time we were getting around like a 50 bips to one percent conversion on programmatic outbound. So we would reach out to a thousand accounts and we would get basically somewhere between five to 10 demos right through the programmatic outbound.”
Plank: Rippling tied AM comp to retention and massively beat churn baselines
“And we're going to actually tie comp to retention as a number. And like, just dramatically changed the behavior and the impact and results this year. Like our baseline of churn and from the account management org is like just a number that we just massively be…”
Early Rippling had no paying customers, selling exclusively to YC startups
“And so at that point we were really just selling to YC companies. Like we had come out of the recent winter batch. And so that was really what our top of funnel was selling to other YC companies in the batch. And we were really starting from zero. I mean, we h…”