Subject: Friends of Arrows update (+2.9% to ~$1.49M ARR)

Hey everybody!

This month we made good progress, had a couple of small setbacks, and still have lots of confidence across the team about the pieces we’re putting in place for growth going forward.

The highlights:

  1. Grew 2.9% to end the month at $1,489,258 ARR
    1. This was lower than expected because of some one-off churn, figuring out how to message the new product, and getting used to selling the new pricing model. That said, we’ve grown every month since April 2023 and are up almost 2x since the start of 2024.
  2. Launched the Arrows partner program
    1. Solutions partners in the HubSpot ecosystem have been asking how they can work with us, reaching a point where we couldn’t deny the demand. We expect this to help generate customer referrals over the next few months as we iterate on how to most effectively activate the partners.
  3. Sales room product is nearing core feature parity with competitors
    1. The product team had a very active month and shipped a lot of the baseline missing features for the new product. The rest of the year will be focused on differentiation.
  4. Heard from HubSpot that they’d like to expand their contract with Arrows for 2025
    1. We’re still working out pricing and use-cases, but likely a $200k+ deal (vs. $180k for the 2024 pilot). This will include a wider percentage of customer onboarding processes for new HubSpot customers + some experimental use-cases across the broader customer success team.

What’s next?

  1. Continuing our focus on growing pipeline consistently + closing larger deals ($15k+) more consistently. Our pricing changes + sales room product + partner program help with both.
  2. Focus on building AI-powered differentiation in our sales room product. We’ve had some interesting ideas here, but we had to lay the foundation of the product first. Now we’ll be exploring what these look like.
  3. Starting to make plans for 2025, considering what a possible fundraise would look like + expansions to Salesforce to build upon the customer love of our product + early signals that suggest the partner program will be a success. I will be messaging some of you individually to discuss.

Read on below to see more details. 💪