Case Study: Acquia achieves $100M growth traction with Predictable Revenue

How Acquia Created an Outbound Engine to Power Them Past $100m

Acquia, the digital experience company, was aiming for aggressive IPO-track growth and couldn’t rely solely on inbound leads or partners to reach its $100M+ revenue goal. It turned to Predictable Revenue and its outbound sales methodology, inspired by the Predictable Revenue book and supported by private training, to build a scalable lead-generation engine.

Predictable Revenue helped Acquia launch a specialized outbound prospecting team using tools and processes like Salesforce.com, cold email/calling, and targeted prospecting workflows. Within about a year, Acquia had created an extra $9M in qualified pipeline, closed $3M in revenue from that pipeline, and grown the team from 3 to 25 reps; prospecting eventually accounted for 40% of new business pipeline, with each ramped prospector generating roughly $2M in pipeline.

Acquia

Dries Buytaert

CTO & Drupal Co-Founder