Holly Chen is an award-winning Growth and Marketing advisor, angel investor, and Co-Active Coach for hyper-growth technology products. Prior to running ExponentialX, a Growth, Marketing, and Coaching Consultancy, she was the Global Head of Digital Marketing at Slack, helping it grow from 3M to 12M Daily Active Users, $100M to $700M ARR and going public. Prior to joining Slack in 2016, Holly was the Head of Growth at Google Retail, taking Google’s eCommerce flagship Google Store from ideation to launch in 24 countries and driving $x00M revenue, and launched Pixel, Google Home, and Android Wear. Holly also led Google B2B Website Strategies globally for Google’s marquee products such as Google Ads and Google Analytics with x00M monthly traffic and $x0B revenue. Prior to Google, she worked on Worldwide Product Management at Gucci.com, was the Head of Product and Marketing at social commerce startup mySkin.com, and advised on innovation strategies at Deloitte Consulting and Kearny for clients such as Mastercard, AT&T, UBS. Holly has a Master’s in European and Eurasian Studies from the George Washington University and speaks Italian and Chinese fluently.
Advisor/Consultant for growth-stage technology companies to unlock and scale growth opportunities. Interim CMO, VP of Marketing, Head of Growth to help companies acquire, retain, and monetize quality users. Focus: • High velocity/high volume self-serve freemium SaaS + enterprise growth model • Future of work / Martech / Marketplaces Scope: • Establish growth strategy (acquisition, retention, monetization), marketing strategy (go-to-market, brand, demand gen, performance marketing), and channel strategy (viral loops, content, paid media, organic/SEO, platform) • Establish data foundation and tools (tech stack, KPI, LTV/CAC, attribution model, measurement framework, testing) • Build team and hiring (org structure, role design, candidate vetting) Typical engagements: • Kickstart growth and marketing before hiring a senior leader full time • Help founder, CEO, CMO or CRO to systematically establish or review strategies, tactics, team, and tools • Elevate existing Marketing and Growth teams with holistic and data-driven strategies, and train the team to transition from agency to in-house
• Lead Digital Marketing globally at Slack. Increased top-line KPI 700% while decreasing the cost per acquisition by 30% in less than 2 years. Drive user acquisition, retention, and monetization across SMB and Enterprise customers.
Led Growth and User Acquisition for Google Store (store.google.com), the ecommerce flagship for Google hardware devices (Pixel, Google Home, Chromecast, Android Wear..). Joined as the first marketer, took it from stealth mode to global launch, led strategy and grew a team of seasoned marketers to drive high quality traffic, awareness, and sales. Won 3 Platinum Awards (highest performance award in marketing) and 3 Gold Award for outstanding performance and many peer bonuses.
COVID-19 is having a significant impact on SaaS businesses. We will likely see longer sales cycles, lower intent to buy, lower willingness to pay, higher churn. We will likely also see the pool of new customers shrink as more companies are controlling costs, and the pool of existing customers shrink as more companies go out of business.
Product-Led Growth will become even more important for SaaS business growth during and after COVID19. Many enterprise B2B companies that rely on the sales-driven motion are facing tough challenges. “Let’s meet at our box at the Giants game and we’ll drink beer and be best buds” is no longer working.
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