Year Two

One year ago today I wrote about my first year at CallRail. So it seems only fitting that I provide an update on the progress we have made during the course of my second year. The best news of the bunch is that the story of business growth continues.

As Andy Powell CallRail’s CEO summed it up:

CallRail is the fastest-growing software company in Georgia according to the Inc 500, the call analytics market share leader according to Datanyze, the top call tracking product according to G2 Crowd, and the #1 rated call tracking product on the Google Analytics Partner directory.”

Not a bad year.

Today CallRail is 100 employees strong with 25 or so on the sales and marketing team. Here’s a look back on what we have accomplished from a sales and marketing perspective over the past year, with a few things really being company wide successes.


  • Number 107 on the Inc 500 fastest growing companies in America.
  • Ranked the 34th fastest growing company in North America on Deloitte’s Technology Fast 500.
  • The Atlanta Journal-Constitution top work place.
  • Grew lead generation by over 70%.
  • Grew revenue by 75%.
  • Brought our PPC and SEO efforts in house. The former enabled us to grow our paid spend into six figures while maintaining the same direct customer acquisition cost while the latter enabled us to grow our non-customer organic traffic by 60% while maintaining the high conversion rate of organic leads.
  • Greatly increased our trade show presence through sponsorships at Digital Summit, Inbound, Marketing United, MozCon, SMX, and Unbounce CTA.
  • Maintained our customer satisfaction leadership status on G2 Crowd while expanding our review efforts to Capterra, Google Analytics Partners, and TrustPilot.
  • Created teams within the marketing organization to focus on branding and demand generation.
  • Started a product marketing function.
  • Continued to integrate with industry leaders such as Kenshoo and Marin.


  • Increased the number of new customers closed per month by 47%.
  • Closed enough deals to increase the size of the customer base by 75%.
  • Expanded sales to Australia, Brazil, France, Germany, New Zealand, and the United Kingdom.
  • Grew the sales team from nine to sixteen.
  • Created a more formal sales management structure.
  • Continued to refine our predictable revenue setup moving the sales development representatives into pure qualifier roles.
  • Added quotas for all levels of the sales team.
  • Continued to refine cadences and scripts for the inbound team as well as developing them for both the outbound and closing teams.
  • Created and implemented an agency partner program.
  • Entered into an agreement with WSI, the world’s largest network of digital marketing agencies.

CallRail continues to see brisk demand and continues to do a good job of building it. Once again the base of this demand is due to an intense product focus by the founders and product development’s ability to improve an already superior product. In the past year we have launched new features such as CallScore, Keyword Spotting, a direct Google Adwords integration, mobile app outbound dialer, and improved form capabilities to keep us ahead of the competition.

We spent the last year not only making the product better but organizing to scale. We have enough people now that the processes and systems that we have put in place around them has replaced individual effort that ruled the day at earlier stages of the company.

The last year has been full of challenges, fun, and the CallRail team has accomplished a great deal. It will be interesting to see what happens over the coming year as the CallRail story continues to evolve.

June 20, 2017  |  Comments  |  Tweet  |  Posted in CallRail, Marketing, SaaS, Sales