E107: Scaling ClickUp to 10M+ Users with COO Gaurav Agarwal

In this episode, we're joined by Gaurav Agarwal, COO of ClickUp, who's led the company's explosive growth to over 10 million users while slashing CAC by 3X and achieving profitability. Gaurav dives into why ClickUp's hybrid motion is crushing it and how to align both for compounding returns, how they reduced CAC by ruthlessly optimizing spend and embracing incrementality over attribution, how to build teams that thrive under high accountability, and more. Thanks for tuning in! Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today. Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday. Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. Kyle dives deep into the strategies and tactics that drive success for revenue leaders like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks. Key Moments: (00:00) Introduction to Gaurav Agarwal and ClickUp (02:54) Gaurav's Journey from Banking to Startups (06:04) Growth Strategies and Challenges at ClickUp (14:54) Branding vs. Performance Marketing in SaaS (21:54) Navigating Brand Marketing and Measurement (24:44) The Importance of Self-Awareness in Leadership (27:39) The Role of Pain in Leadership and Growth (35:57) The Dichotomy of Being Liked vs. Respected (40:39) Building Resilient Teams Through Real Challenges (51:14) The Dynamics of PLG and SLG (52:37) Fragmentation in Go-to-Market Strategies (56:42) The Role of Marketing in Revenue Generation (01:00:45) Influences and Inspirations in Business