Scaling from $1M to $100M ARR: Lessons from a Marketing VP

Learnings at Scale

Max sits down with Charlie Liang, VP of Marketing at Kula and former Head of Demand Gen at Lattice. Charlie, a SaaS marketing expert with over a decade of experience, shares what he’s learned helping companies scale from 1 million dollars in annual recurring revenue to 100mm in ARR and beyond.

Max and Charlie talked about poker math and how to apply it in marketing, the best cold outreach Charlie has ever received, the importance of process, and a whole lot more.

(00:00) Introduction
(02:20) Poker Math & Probabilistic Thinking
(06:46) Knowing Your Numbers & Building Intuition
(16:57) The Importance of Documentation & Building Your Narrative
(21:35) Leveraging AI & Maximizing Website Value
(27:29) The Future of Work & Early Career Development
(33:05) Charlie's Journey
(37:47) Systems Thinking in Marketing