Kyle Norton

Chief Revenue Officer, Owner.com · 0 appearances on the record.

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executiveoperatorinvestorhost@kylecnorton ↗LinkedIn ↗owner.com ↗

Kyle Norton is the Chief Revenue Officer at Owner.com, where he oversees go-to-market operations and revenue scaling. He previously held sales leadership roles at Shopify and League.

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5 not checkable as stated how the 5 claims stand · each chip opens the sources

5 assertions · 1 opinion · 5 insights · 2 disclosures · every statement was checked. The predictions and assertions are the 5 claims: statements the public record can support or contradict. 0 are resolved, and 5 name no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

What they said13 Episodes1

Everything Kyle Norton said on Top Founders that made the record, most notable first. Filter by type, assessment or year in the ledger →

Insight

Making BDRs do lead research indicates a broken data model

“One of the things here is don't let your BDRs do lead research. Give them the leads and make sure, and if they say they need to do anything with them, it means your model's broken.”

Kyle Norton Aug 1, 2024 ▶ 13:04 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Assertion Not checkable as stated

Every Owner.com BDR generates over $60,000 in monthly closed ACV

“Every single month, every BDR on my team kicks out over 60,000 dollars in closed one ACV.”

Kyle Norton Aug 1, 2024 ▶ 12:21 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Insight

Do not hire sales reps without 4 to 5 daily customer meetings

“Unless they've got like four customer meetings, five customer meetings on their calendar, every single day you don't need more reps. That's not your bottleneck. It's something else.”

Kyle Norton Aug 1, 2024 ▶ 14:50 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Insight

Sales leaders should directly own customer onboarding

“I would strongly advocate that sales leaders should own onboarding.”

Kyle Norton Aug 1, 2024 ▶ 15:41 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Disclosure

Owner.com fires bottom-ranked sales reps even if they near quota

“I move people out of the business that are, like, pretty close to quota. Like, they could be okay performers. I'll still exit them from the business if they're consistently at the bottom of the stack rank.”

Kyle Norton Aug 1, 2024 ▶ 18:35 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Insight

Startups cannot scale headcount on friends-of-founder sales

“Your deals don't have to be massively repeatable, but they need to rhyme. You can't be winning friends of the founder deals and think that we're going to slam the gas on, on headcount and spend.”

Kyle Norton Aug 1, 2024 ▶ 2:07 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Assertion Not checkable as stated

Owner.com scaled from $3M to $20M ARR in two years

“We started at three. We're just passing 20 right now.”

Kyle Norton Aug 1, 2024 ▶ 2:29 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Assertion Not checkable as stated

Owner.com suffered 30% post-close churn in 2022 before resetting

“So I joined June, twenty-twenty-two, and massive inefficiency in the business, mostly driven by early churn. We were closing tons of deals. The sales number looked pretty good, but you know, rampant misalignment of customer fit, customer quality, the handoff, …”

Kyle Norton Aug 1, 2024 ▶ 3:03 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Assertion Not checkable as stated

Owner.com hit 2.5x growth with a sub-1.0 burn multiple in 2023

“So last year we grew two and a half X burn multiple under one four and a half to one LTV CAC.”

Kyle Norton Aug 1, 2024 ▶ 4:33 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Disclosure

Owner.com rejected 40% of historically acceptable deals to fix churn

“We basically turned away 40% of closed ones that we would have closed 30 days before I got there.”

Kyle Norton Aug 1, 2024 ▶ 6:09 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Opinion

Average BDR teams waste 40% to 60% of time on bad leads

“If you look at the average BDR team, they're probably working between 40 and 60% of their leads that are irrelevant. Wrong contact data, wrong company, not the right, not quite the right profile.”

Kyle Norton Aug 1, 2024 ▶ 10:42 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Assertion Not checkable as stated

Owner.com boosted SMB contact data accuracy from 40% to 80%

“We went from having a 40% contact quality, because we sell SMB, contact data is, is pretty horrible, to an 80% contact quality with this whole system, the enrichment system, this AI model.”

Kyle Norton Aug 1, 2024 ▶ 11:05 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Insight

Scaling companies suffer when revenue leaders lack P&L fluency

“I really think that one of the challenges that, that scaling companies have is the revenue leader doesn't have enough P&L fluency.”

Kyle Norton Aug 1, 2024 ▶ 21:07 $5m in ARR? Your CRO Should Be Focused on These 3 Things

Played on the show (1)

Episodes where a recording of Kyle Norton was played rather than Kyle taking part, or where the tape carries an address with nobody putting questions to them. Listed because the words are on the record, kept out of every score on this page because they were not said on this show. We read this off the tape: who was spoken to, who was asked something, who answered whom.

Episode	Date	On tape	What it is
$5m in ARR? Your CRO Should Be Focused on These 3 Things	Aug 1, 2024	19m	aired address

Kyle Norton

Played on the show (1)

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