Funnel Math SaaS Leaders Can't Ignore: How One Centaur Set Its Growth Goals

How’d You Get That Number?

How do you course-correct when 300% growth slips out of reach?

In this episode, Sean Crafts, partner at BLDG Labs and HLX, shares his journey from law school to building SaaS companies and chasing some of the most ambitious revenue goals in the industry. He walks us through the challenges of hitting a 300% growth target, why doubling sales headcount isn’t enough, and the power of aligning data across teams to create realistic and predictable plans.

Sean also breaks down the story behind a $19 million funding round, the hard lessons learned when forecasts fall short, and how his team turned a missed target into a stronger, more aligned company.

Timestamps:

(00:00) Intro

(01:34) Sean’s startup journey from AI to GTM

(06:08) The big, crazy number challenge

(18:47) Product release delays and sales impact

(19:06) Aligning teams with core metrics

(19:51) Building a collaborative ELT

(21:25) What Helix teaches companies today

(22:28) Data-driven consulting approach

(25:08) Challenges and successes in client engagements

(30:27) The importance of realistic goals

(36:45) What orgs get wrong about forecasting

Connect with our guest:

• Sean Crafts on LinkedIn: https://www.linkedin.com/in/seancrafts/
• Learn more about HLX: www.teamhlx.com
• Learn more about BLDG Labs: http://bldglabs.com/

Connect with Daren:

• Daren Lauda on LinkedIn: https://www.linkedin.com/in/darenlauda/
• Learn more about Outset: https://outsetops.com/