AgentSync sends out monthly updates in the first week of each month like clockwork; those updates provide detailed breakdowns of its customer and sales data and spend by department, without opinion. That’s how Sabharwal’s teams operated at LinkedIn and Zenefits, he says; he’s surprised more startups don’t follow suit. “Really good, data-driven updates, that’s been the biggest differentiator for us,” he says.
It helps to have revenue that grew 6x in 2020 and 10x the year before; with 14% of recurring revenue coming from customers expanding their own distribution channels from using the tools, and 9% from a broker recruiting product still in pilot, AgentSync can point to its addressable market growing, too, alongside customer churn its CEO says remains at zero so far.
But Sabharwal says any entrepreneur can benefit by committing to the data and sharing freely with insiders. “Creating a lot of transparency and visibility means when it comes time for us to say, ‘hey, we want to fund these new R+D initiatives,’ we don’t need to go convince anyone. They know us, they trust us, they see the updates. It’s a quick conversation.
That means AgentSync will be hiring, something else the startup says it does differently. Most of the company’s product and engineering teams — which comprise about 20 of its 50 or so employees — are women, a feat Sabharwal says was only possible by actively recruiting from different pools of candidates and ending a reliance on warm referrals. “It’s incredibly difficult, but it is really important for us as a company to have a bunch of different perspective at the table,” he explains.
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