In 2023, Gusto had $500m ARR - more than almost ANY private companies.

$1.25m per Rep while growing revenue 50% YOY ❗

We dug into the GTM Systems team powering the growth.​ In total, GTM Systems at Gusto is 31 people and it’s a balanced group across each discipline.

• (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. 1 Salesforce Admin per 230 Reps.

All made possible with a solid Business Analyst layer in place.​ 10 BSAs total 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

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. It minimizes the amount of directives coming straight from stakeholders.

Simply because their needs are already being met.​

It really can be that easy to scale world-class GTM Systems infrastructure.