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Ashley Acosta
Founder & CEO at Maca, Mentor at First Round Capital
Ashley Acosta is the Founder and CEO of Maca, a company that focuses on value-based pricing solutions for businesses. She has a strong background in healthcare and technology, holding a Bachelor of Science in Nutritional Sciences (Pre-Med) from Cornell University and a Master's Degree in Biomedical Sciences, Systems Biology, and Disease Therapeutics from Mount Sinai School of Medicine, New York University.
Before founding Maca, Acosta served as the Vice President of Revenue at Pipe, where she played a crucial role in scaling the company to a $2 billion valuation shortly after its launch. She was also part of the founding team at Brex, contributing to its growth in the B2B financial products sector. Her earlier roles include Sales Manager at UNYQ and various positions in sales and partnerships at Forward and Brex, where she was instrumental in expanding their market reach.12
Acosta's extensive experience in leadership and sales, combined with her academic background, has equipped her with the skills necessary for developing innovative solutions in pricing strategies for software companies. Her work at Maca aims to empower businesses to optimize their pricing through AI-driven insights, addressing the complexities of revenue management in the SaaS industry.23
Highlights
If you're looking to increase your revenue, you need to understand your business. To understand your business, you need the right data.
A few steps to start organizing an action plan:
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Start with the entry point: leads. If you haven't been tracking business data (i.e., funnel, qualified leads, etc.) it will be difficult to understand where to focus.
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Learn your numbers - what do sales look like? Tracking metrics like average discounts and conversions per customer segment and/or customer size are critical for creating an action plan.
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Dive deeper. Are all reps selling across all pricing plans and customer segments? If they're not, should they be segmented by customer size, vertical, new product? If you don't have historical data that's easy to digest, this is a much more involved process.
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Who is at the top of the leaderboard? Do they have language or selling tactics/levers that are clearly resonating better than other reps? How is this shared knowledge across the team? More sales reps does not mean more revenue - hone in on what's working and what's not working.
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Give your sales reps levers. There are levers in every pricing plan for every product - you should know the value and cost of these. If you aren't tracking the granularity behind these deals down to the components of these plans, it will be very difficult to align value.
Companies can't pull engineers from building product, are limited by additional headcount, and under pressure to increase revenue.
Is increasing revenue is a priority right now? Reach out. We help companies use their existing data for revenue optimization.
