#08: Tyson Quick on moving Instapage upmarket & growing Enterprise revenue to 20% of ARR

Instapage started in 2012 as a SaaS solution for easily creating landing pages at scale. Today, they are a company of 170 employees with 4 global offices, 15k customers, and a whole host of offerings to help advertisers increase conversions through post-click experiences. Tyson Quick, CEO and Founder of Instapage, has been critical to the success of the business. In this conversation, he talks with Dave about the origin of Instapage and how he grew the company into a leading name in SaaS. Our conversation turned more interesting and actionable as he specifically discussed the strategy he used to shift towards Enterprise customers. These high-value customers have been insanely powerful for revenue growth and the long-term outlook of the business. We hope you enjoy this conversation as much as we did. Audio times: 0:00 Introduction 2:47 The origin of Instapage & where the company is at today 3:46 Transition from landing pages to a post-click optimization solution 5:01 How did you get your first customers? 6:23 Cutting through the noise and turning Instapage into a market leader 7:48 Moving away from being solely a landing-page builder 8:56 The shift to enterprise; selling value instead of a tool 9:10 Moving from no-touch to a sales-driven culture; pricing is key 11:05 My advice? Just get it out the door 12:40 Our magic number is "how much do you spend on digital advertising per month” 13:23 A year in 20% of our total revenue is from enterprise; and 60-70% of new revenue is from total revenue 14:20 People want to keep this secret. Why? 15:20 Investors care about gross margin; if you can prove it with services — do it 17:10 Deliver value in some way for marketers 18:45 The salty six 19:36 SaaStr 20:23 Pocket app for text to speech 21:48 High Growth Handbook by Elad Gil 24:35 @TysonQuick on Twitter This is an actionable episode — we hope you enjoy! Get ready to #ScaleOrDie... We're excited to have you along for Season 1 of #ScaleOrDie. Before you leave, be sure to leave a ⭐⭐⭐⭐⭐ review, post a comment, or share with your friends! Tune into more episodes at useproof.com/scaleordie and read more stories at blog.useproof.com. Follow Dave & Proof on Twitter — @DaveRogemoser and @UseProof. We publish episodes every week so be sure to check back often for more interviews with the internet’s best minds in growth!