Managed Growth

👋 Meet the Team!

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The Managed Growth team is one of Superhuman’s two growth teams and is responsible for the Managed revenue line of business. The other growth team, Self-Serve Growth, is responsible for the Self-Serve revenue line.

Self-serve refers to customers who find a product website independently, sign up, use, and activate the product, ultimately becoming paid users. Our direct human involvement in this process is low. They tend to be individuals and smaller teams.

Managed customers are often larger teams in companies, school districts, colleges and universities and benefit from the direct engagement of our sales and success teams. Managed Growth EPD therefore works very closely with the Sales, Marketing, Customer Success and Partnerships teams to help grow revenue. The revenue line is decomposed into Grammarly for Business (GB, i.e. companies), and Grammarly for Education (G4E, i.e. colleges, universities).

NOTE: The term Managed may be new to you. In many companies, this is referred to as Enterprise. At Superhuman, we use Managed to denote customers who receive a high-touch experience, and to draw a distinction from other uses of “Enterprise”, such as a pricing tier or a customer segment based on company size. We allow users to self-serve purchase the Enterprise tier, but this would not be considered a managed account.

Superhuman EPD (Engineering, Product, Design) teams

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The picture on the left shows where Managed Growth sits in relation to the other IAs in the company.

Foundation teams provide the bedrock systems that all the feature teams build on top of, and at the very top are the two Growth teams.

Our Focus Area (FA)’s charter

Our FA is composed of four Investment Areas (IAs)

Investment Area

Charter / Responsibilities

Engineers

Product Managers

Designers

Data Scientists

Target Eng Team Size

Drive new managed account creation, and expansion in existing ones.

Build the new unified spine of the new AI productivity platform.

An incredible Enterprise admin experience, and superserve the IT Admin and IT Buyer personas.

Build an AI infused Go to Market (GTM) engine to drive sales leads, deal size and revenue.

Work across IAs

There are no rows in this table

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NOTE: Hari is currently the manager for all teams, but as we hire more engineers (as you can see from the target eng team size), he’ll also hire managers for each of the IAs.

Land and Expand (LEX)

As the names imply, this team is responsible for ensuring that we can land new accounts and expand product usage and seats in existing accounts. It does this through robust experimentation in all stages of the funnel, and when required, tweaks or expands existing product functionality to meet the needs of larger Enterprises.

Some of our recent projects include:

Experimenting with different submission modes for higher conversion rates in Contact Sales forms. This is a critical source for new sales leads.

Expanding Grammarly’s bundled snippets functionality to make it a viable replacement for bespoke snippets tools such as TextExpander.

Streamlining workflows for Coda Enterprise Account Executives so that they are able to easily process renewals for accounts that need to hit certain spend minimums.

Cross Product Services (XPS)

Superhuman, the company today is an amalgamation of three different companies each selling a single product. Our vision for the combined company is to build an AI native productivity suite, and that means finding a way to ensure that we sell a single cohesive whole and not three disjointed products.

The XPS team is responsible for building the spine of this new one single platform. That means a unified way to provision users, teams, content repositories, billing plans, and bundle purchasing flows. Shishir, our CEO’s guidance has been to assume that more products and companies are coming down the pike, and to design our solutions with that consideration.

The team uses tools and technologies from all products, and makes changes in each of them as needed. We’ll have some exciting public announcements coming shortly that’ll make this unified platform a reality.

Super Admin Experience (SAE)

This team owns the IT Admin and the IT buyer personas for the company. They care deeply about having robust administrative tools, data analytics and reporting, and are critical decision makers in the purchasing and renewal lifecycle flows. The team builds administrative dashboards, manages content settings, data pipelines, APIs to name a few.

Some recently shipped functionality includes:

Richer RBAC support for more Grammarly features

API enhancements for our largest EDU customer

A new administrative experience working closely with Cross Product Services

Helping customers more seamlessly configure how Generative AI features can be used in their teams

Sales Assisted Growth Engine (SAGE)

SAGE is designed as Grammarly’s go-to-market (GTM) engine, leveraging artificial intelligence and machine learning to propel business growth. Its primary objectives are to identify the most effective next steps for accounts, optimize the sales pipeline, and increase the average deal size.

SAGE scores every user, and the best ones are put in front of our sales team so that they are more effective and efficient in how they reach out to and kick off the sales process. Ongoing focus areas for SAGE include:

Building an always-on nurturing program that takes the contacts not yet ready for a sales conversation and automates their flow into dynamic marketing campaigns that “nurture” these contacts to the point of being primed, or warmed, for a sales conversation.

Building an agent(s), SAgent, that helps automate the prospecting and research process for business development reps, bringing information to their fingertips with minimal work needed.

Deepen our understanding of the expansion motion, as well as churn indicators, that help bring accounts and contacts to the forefront for our account executives and customer success reps, highlighting expansion opportunities and churn risks.

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