#59 How Agicap scaled to €50M ARR while driving efficiency - with Mickaël Jordan, CRO at Agicap

In this episode: Mickaël Jordan, CRO at Agicap, shares the incredible journey of scaling Agicap from €300,000 ARR to over €50 million while navigating the transition from "growth at all costs" to sustainable, efficient revenue growth. Mickaël reveals the challenges of hyper-scaling during the 2021 funding boom, the hard pivot to efficiency in 2022, and the strategic decisions that enabled Agicap to thrive in uncertain markets.

We cover:

• The dramatic shift from aggressive growth to revenue efficiency

• Strategies to improve CAC payback and cash efficiency

• How Agicap doubled their basket size and improved upselling

• The role of RevOps in driving cross-functional alignment

• Insights on building resilience during market downturns

Mickaël Jordan on LinkedIn: https://www.linkedin.com/in/micka%C3%ABl-jordan-6485231a/

RevOps Letter: https://www.getweflow.com/revopsletter

Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer

Philipp on LinkedIn: https://www.linkedin.com/in/janiszech

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:01:13) From €300k ARR to €50M: Agicap’s Growth Journey

(00:03:59) The Funding Boom of 2021 and Its Aftermath

(00:07:31) Shifting Gears: Efficiency Over Growth

(00:14:39) Revamping Team Incentives and Compensation

(00:19:06) Strategic Upselling and Market Focus

(00:24:00) Lessons Learned from Scaling in Tough Markets

(00:35:30) Final Thoughts and Advice for RevOps Leaders