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How a $500m ARR Company Structures GTM Systems
Background on Gusto
As of April 2023, Gusto passed $500 million in revenue, putting them among the largest private tech companies in terms of scale.
Over 300K businesses use Gusto for payroll, and 186K small businesses use the platform's services through their ~30 Embedded Payroll partners.
The product offering is has 3 primary pillars:
Gusto Payroll: payroll software for SMBs
Gusto Embedded Payroll: a payroll infrastructure backend product
Gusto Wallet: consumer banking for employees
They are attacking multiple markets in an attempt to build an all-in-one HR, Payroll, and Banking solution.
Company Stats
2,700+ total headcount
400 Sales Reps
300 Support Reps
31 person GTM Systems Team
GTM Systems at Gusto
It's a balanced and intentionally designe org with some key focus areas within it, something the helps them to achieve on of the lowest Admin to User Ratios you'll see at this scale.
(4) Systems Leaders
(1) Salesforce Architect
(3) Salesforce Product Owners
(11) Salesforce Business Analysts
(3) Salesforce Admins
(9) Salesforce Engineers
As we tend to see in well-structured orgs, they keep the Admin layer LEAN. But 1 Salesforce Admin per 230 Reps is leaner than most.
This is all made possible with a solid Business Analyst layer in place. Gusto has a total of 10 BSAs on staff, coming from a range of backgrounds:
4 from BA roles in Enterprise Orgs
1 from a Revenue Operations background
3 from Product Management backgrounds
1 from Biz Ops background
1 from Support Ops within Gusto
We've said it before and we'll say it again...
Business Analysts are arguably the most critical layer in GTM Systems.
And diverse backgrounds allows for flexibility in how they are utilized.
👉 Some can focus primarily on forging strong stakeholder alliances
👉 Others work as a Technical BSA contributing to design & strategy
👉 And some translate the business context into the technical roadmap
The ability to fill these gaps allows for Technology teams to remain in control, minimizing the amount of directives coming straight from stakeholders simply because their needs are already being met in a proactive capacity from the Business Analysts that serves as Advisors.
It really can be that easy to scale world-class GTM Systems infrastructure.
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