Reducing CAC & Increasing Revenue with Chris Walker

The rising customer acquisition costs (CAC) have become a thorn in the side of B2B companies, with the metric tripling over the past 15 years. This podcast episode dives deep into the CAC conundrum and offers bold strategies to wrestle it down.

🎯 Key Takeaways:

• Aim for a CAC payback period of 12-24 months, not the alarming 48-60 months many firms currently face.

• Running both sales-assisted and product-led growth motions simultaneously is a CAC killer. Consider cutting the free trial path.

• Ditch the traditional MQL->SQL->Opportunity funnel that breeds siloed teams. Explore having AEs own the full cycle.

• Slash Google Ads spend by 60-100% - it's an inefficient CAC drain for most B2B firms.  

• Minor tweaks won't cut it. A transformational overhaul of your go-to-market model, team structures, tools, and core metrics is crucial.

• Get your data foundations, KPIs, and customer insights solidified before unleashing AI/automation on marketing and sales. AI amplifies good or bad strategies alike.

The ever-increasing CAC can sink B2B growth plans, but bold firms willing to radically rethink their go-to-market approach can gain an immense competitive advantage.