How We Added 350k in New ARR for an AI Company in ~60 days

Happy Monday everyone, this is Ryan from Breakout Capital Group.

Wanted to share a quick win of ours from our Revenue Advisory arm where we helped Indexy add 350k in new ARR in just over 2 months of working together.

If you’re an early / growth stage company figuring out your GTM, how to build new revenue channels, and how to maximize a lean team, this one will be for you.

Indexy came to us as a pure startup.

• Smart and hustle-driven founders

• Networking their tails off around North America

• A clear idea on their market and how they could win

What was lacking from them was how their effort could produce a real go-to-market motion which turned into revenue and new customers for them.

To start this process off, we always look into the “why” behind their best customers.

Why Do Your Customers Like Your Stuff?

It’s important for all revenue teams to figure out this question from all of your customers who buy your product or service.

This single answer gives you insight into building message-market-fit and what you can lead the rest of your go-to-market motion based off of.

There are PLENTY of reasons people buy from you:

• You’re the cheapest option

• You’re the most expensive / premium option

• You have the best testimonials

• They liked your salesperson

• They felt like you understood their problems the best

• They felt like you understand the new AI world the best

• They like young hustler founders and want to be apart of your success

• You have the best offer out of all of your competitors

This list can go on and on. For Indexy, we spent the first few weeks together figuring this out.

For their specific offer in AI search, everything was focused on “making sure your company is visible in LLMs”.

With the timing of the market right now, the obvious angle for our sales and marketing material was to focus on the idea that:

• More people are using AI search than Google

• Your company currently isn’t ranking there and you’re being beat by {competitor 1} & {competitor 2}

With this in mind, we got this into the market quickly and worked on scaling it.

How to Scale a B2B Sales Process

Over the last few years we have worked with 30+ B2B organizations and their revenue teams for designing their sales processes.

Their is nuance to every single one due to industry types, maturity of buyers, and market timing - but here’s what we did to find success with Indexy.

My thesis going into this with a product that is very technologically advanced is that not everyone would “understand” the problem right away.

Indexy was just onboarding a new sales team, and so we met with them and walked through their discovery process together.

Our focus was to show the leads what’s going on inside of LLMs and how their company wasn’t ranking when you searched for keywords.

When you make the pain points of a buyer visible and at the forefront, you get rid of the “theoretical” idea of the problem - and you put it right in front of their face where it’s something they have to fix.

Once we got their sales team closing at a solid clip, we ramped up our outbound through email and linkedin to start to fill their pipeline out with 5-10 calls per day.

Closing

With any type of successful GTM motion, there has to be a great product and a great team on the backend.

That was the case with Indexy.

All we had to do was pour gasoline on certain areas, and now they are well on pace to contracting millions of dollars per year.

If you’re looking for help with your go-to-market, are looking to grow revenue, or want help with adding 6-7 figures in new sales pipeline, drop me a reply and look at our Revenue Advisory offering to see if you fit.

Thanks for reading,

Ryan Bryden
Breakout Capital Group