Sprout Social's Ryan Barretto on scaling a tech company for high growth

As a 5x SaaS entrepreneur, I know that scaling a startup to high growth requires a mix of strategic vision, relentless execution, and a deep understanding of customers.

As we aspire to make G2 a meaningful public company, our team was grateful to recently have the opportunity to hear from a leader who has contributed to a successful IPO: Ryan Barretto, Chairman by SproutSocial.

Ryan joined us in Chicago for our company-wide Mid-Year Meetup, sharing his insights and lessons on growing a technology company based on his experience at Salesforce and now at Sprout Social.

Based on our conversation, I've summarized Ryan's key takeaways, serving as his guide for other business leaders looking to scale their business for high growth.

The following have been Ryan's five guiding principles throughout his career.

1. Sales as a base

Despite holding a master's degree in marketing, Ryan's first job was in sales – a decision inspired by his father's advice that understanding sales is crucial for an executive.

That first experience in sales, suggests Ryan, is fundamental. It gives you the skills to understand the customer's point of view, which is invaluable as you move up the ladder.

2. The voice of the customer anchored in your DNA

The success of Sprout Social, according to Ryan, is deeply tied to the focus on customers. The company prioritizes being "a pleasure to do business with".

In a competitive landscape, the voice of the customer is paramount. With over 2,500 reviews on G2, Ryan's team leverages authentic customer feedback extensively in their sales, marketing and investing efforts.

3. The art of prioritization: the 80/20 rule

Growing a business means being inundated with potential directions and initiatives. It's a whirlwind and you can easily lose sight of the forest because of the trees.

That's why Ryan stresses the importance of always prioritizing, but especially in tough times. It applies the 80/20 rule, where a small number of actions will determine the majority of your results.

4. Adaptability for Growth and Resilience

Ryan's journey with Sprout Social has also been marked by geographic expansion, growing from a primarily US-centric company to a global entity.

This expansion was not just about opening new offices; it was about adapting to new markets, a crucial step for any growing technology company. He also sees adaptability as a key characteristic for companies that want to emerge stronger from tough times.

5. Efficiency for all

The AI ​​revolution is opening up new opportunities to help people work faster, smarter and more efficiently. Ryan is excited about the potential of AI, both as an internal productivity tool and as a feature of the Sprout Social product.

Customers can adopt Sprout Social's AI functionality to determine the best time of day for optimal posting and will soon have access to even smarter social listening insights as Ryan and his team use the AI for content creation, social media customer service and more. search.

Achievable and sustainable growth

As I reflect on Ryan's insights and our shared experiences as technology leaders, I'm reminded of the importance of staying focused on our long-term vision: doubling our culture and our customers.

His story confirms my optimistic belief that when we emerge from this downturn, high growth will not only be achievable, but sustainable – with the right foundations, a customer-centric culture and a focus on prioritization, adaptability and efficiency. .

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