Stalled Revenue Growth Threatened Nasuni’s Enterprise Ambitions
Despite surging demand for hybrid cloud storage, Nasuni faced a critical challenge: its revenue operations weren’t scaling fast enough to capture the exploding enterprise market. Cross-functional teams were siloed, and the company risked losing momentum just as it was poised for breakout growth. Without a unified commercial strategy and proven sales leadership, Nasuni’s path to $100M+ ARR and market dominance was at risk.
Nasuni's scalable cloud system connects global enterprises.
The Turning Point: A Proven CRO to Unify Teams and Accelerate Sales
Recognizing the urgency, Nasuni partnered with C&T to find a CRO who could bridge strategy and execution, break down silos, and drive aggressive, profitable growth. The search led to Pete Agresta—a sales veteran with a track record of doubling enterprise revenue at Pure Storage. Agresta’s expertise in data security, infrastructure transformation, and enterprise go-to-market strategy made him the catalyst Nasuni needed.
Breakthrough Results: 46% Bookings Growth and $1.2B Valuation
With Agresta at the helm, Nasuni’s commercial engine shifted into high gear:
- $100M+ in Annual Recurring Revenue (ARR): A major milestone, validating Nasuni’s product-market fit and enterprise appeal.
- 46% Year-over-Year Growth in New Customer Bookings: Rapid acceleration in enterprise adoption and global account penetration.
- 30% YoY ARR Growth: Sustained profitability while scaling go-to-market operations.
- 118% Net Revenue Retention: Strong land-and-expand performance and customer satisfaction.
- 800+ Enterprise Customers: Reinforcing Nasuni’s leadership in hybrid cloud file services.
- $1.2B Valuation with Vista Equity Partners Investment: Institutional confidence secured with a majority investment in July 2024.
Timeline: From Stalled Growth to Market Breakout
- Pre-2023: Nasuni’s growth plateaued as revenue operations struggled to keep pace with market demand.
- January 2023: Pete Agresta joins as CRO, bringing 25+ years of enterprise sales leadership.
- 2023: Agresta unifies go-to-market teams, implements enterprise-grade sales discipline, and drives aggressive expansion.
- End of 2023: Nasuni surpasses $100M ARR, achieves 46% YoY bookings growth, and maintains 118% net revenue retention.
- July 2024: Vista Equity Partners invests at a $1.2B valuation, validating Nasuni’s commercial trajectory and setting the stage for the next phase of growth.
Transformative Leadership Sets the Stage for Sustained Growth
Christian & Timbers’ involvement was instrumental in this transformation. Drawing on more than 5,000 C-suite assignments across the tech sector, C&T leveraged its AI-powered, science-based search process to quickly identify the right leader for Nasuni’s urgent needs.
The firm’s direct senior leadership involvement ensured a high-touch, personalized approach throughout the search, aligning closely with Nasuni’s culture and growth ambitions. This partnership not only filled a critical leadership gap but also set the foundation for Nasuni’s record-breaking results and long-term success.
Nasuni’s journey from stalled revenue growth to surpassing $100M ARR demonstrates the power of decisive leadership and strategic talent placement. By bringing in a proven CRO, Nasuni unified its teams, accelerated enterprise adoption, and unlocked new levels of commercial success. With a strengthened go-to-market engine and institutional backing, Nasuni is now positioned not just to maintain its momentum, but to lead the next wave of innovation in hybrid cloud storage for enterprises worldwide.
