Grammarly Head of Organizations Revenue Dorian Stone

2. 10 Learnings Scaling from
Consumer to SMB to Enterprise
Dorian Stone
Head of Organizations Revenue
Grammarly
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3. Did You Know? Metrics that Matter
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Over half of CEOs cited growth as a top-three
business priority for 2021-2022, and they’re
placing their growth bets on new segments.*
Source: *Gartner, 2021.

4. Our Enterprise Evolution
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2009
Grammarly platform
founded
2015
Launched free extension,
1M daily active users
2018
Launched Grammarly
Business
2020
30M daily active users
2021
30,000 teams using
Grammarly Business,
launch of Grammarly for
Developers
Daily active
users
30M+
Enterprise teams
30K+
Countries and
territories
200+
Supported sites
and applications
500K+
Valuation
$13B
Funding to date
$400M+
Nonprofits
and NGOs
7K+
Educational
institutions
2.5K+

5. Agenda
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Redefining Guiding Principles
Building the Baseline: Checking
Leadership Assumptions
Re-envisioning “People, Process,
Technology”
Top Takeaways

6. 1. Extensibility is not guaranteed 2. The value prop split: User value
does not equal admin or buyer value
Checking Leadership Assumptions
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95% of new products fail,¹ and only
24% of new businesses launched in
the past 10 years are viable large-scale
enterprises today.²
76% of B2B buyers expect companies to
know and address their unique needs.³
3. Go-to-market mechanisms don’t
translate
4. Beware of strategies that rhyme
– land does not automatically expand
77% of B2B buyers say their last
purchase was very complex or difficult.⁴
~100% is the median Net Retention
Rate across all SaaS companies.⁵
Sidebar: Channel conflict… a silent killer
Sources: ¹HBR, 2018. ²McKinsey, 2020. ³HubSpot, 2021. ⁴Gartner, 2019. ⁵Klipfolio, 2021.

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Redefining Guiding Principles
Building the Baseline: Checking
Leadership Assumptions
Re-envisioning “People, Process,
Technology”
Top Takeaways
Agenda

8. 1. Near-term growth is not the goal –
“build,” not optimize, is your mantra
Redefine Your Guiding Principles
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2. Expand the culture and broaden
diversity
3. Place values as your North Star
You can choose courage or you can
choose comfort, but you can’t have both.
– Brené Brown
The purpose of a business is to create
and keep a customer.
– Peter Drucker
Our values drive how we operate, make
decisions, and build our product.
– Brad Hoover, Grammarly CEO

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Redefining Guiding Principles
Building the Baseline: Checking
Leadership Assumptions
Re-envisioning “People, Process,
Technology”
Top Takeaways
Agenda

10. 1. Overhaul and invest in your people strategy
Re-envision “People, Process, Technology”
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2. Rethink operational excellence
3. Productize everything
64% of managers don't think their employees will be able to keep pace with
future skills needs.¹
47% of companies that successfully scaled up new businesses had clear
processes in place for the whole journey, compared with 25% of companies that
failed to scale.²
Revenue growth is 48% higher for firms whose leaders understand how
emerging technologies will impact business success.³
Sources: ¹Gartner, 2020. ²McKinsey, Dec. 2020. ³MIT Sloan Management Review, April 2021.
Priority 0:
Priority 0: Customer trust and value

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Redefining Guiding Principles
Building the Baseline: Checking
Leadership Assumptions
Re-envisioning “People, Process,
Technology”
Top Takeaways
Agenda

12. As you look to expansion, keep in mind these key approaches and principles:
1. Assume your current strategy won’t work the way you want it to
2. Focus first on creating more customer value and reducing perceived risk
3. Building the best foundation requires some of the least sexy work
4. Invest in people with the relevant experience and values
5. Reserve the right to be smarter tomorrow
Top Takeaways
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13. Questions?
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Get in touch:
Email: dorian.stone@grammarly.com
LinkedIn: linkedin.com/in/stonedorian

14. THANK YOU
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