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FV 14: Inbound-led Outbound, Organic Social & Founder Brand | Adam Robinson @RB2B.com

Adam Robinson, founder and CEO of Retention.com, shares his experience with building a lean B2B company and using the power of organic social media to his advantage. He stresses the critical role of having a standout product that drives word of mouth growth while pushing back against the pressure to over-hire.

Adam also explains why outbound marketing struggles in today’s saturated market and how an inbound-led-outbound strategy can disrupt at VC scale, especially for high-ACV products. He put emphasis on founder branding as a key trust-building tool and explains how creating “unmeasurable” content can establish authority and amplify reach.

The discussion rounds out with thoughts on RB2B’s performance, its match rates, and features of its paid plan, teasing some interesting upcoming launches.

Takeaways:

  • Remarkable products fuel growth: A great product warrants word-of-mouth success and higher revenue per employee.
  • Stay lean: Avoid unnecessary hiring by focusing on efficiency and a small, effective team.
  • Organic social is a multiplier: Quality content paired with interest-based algorithms gives you exponential growth.
  • Outbound struggles in saturated markets: Inbound-led-outbound strategies offer scalability for high-value products.
  • Founder branding builds trust: Positioning the founder as an authoritative, relatable figure resonates with audiences.
  • RB2B insights: Its US traffic match rate is ~8%, with room for improvement using tools like reverse IP lookup.
  • RB2B paid plan perks: Features include visitor insights, ICP filtering, and integrations with tools like Slack and HubSpot.

TIMESTAMPS:

0:00 The story of how Adam got into video

24:11 How to get to $1-2M in ARR per employee

39:20 Why is organic social media so powerful right now

42:30 Diminishing response and deliverability rates in outbound

46:05 Inbound-led outbound as a GTM motion

49:25 Outbound (push) vs inbound/organic (pull)

50:50 Chris Walker’s playbook vs Adam’s

1:02:50 Is inbound-led outbound only for low-touch/PLG SaaS?

1:14:14 Resolving and accuracy/match rates: RB2B vs Clearbit vs 6Sense

1:19:10 What the RB2B paid plan gets you

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