Lative: Defining Growth Efficiency In RevOps

What happens when a global operations leader with 20 years of experience at top SaaS companies teams up with a sales-transforming tech leader? You get Lative — a company that would rather look at what your sales team actually closed than what your spreadsheet says they *should* have closed.

Co-founders Werner Schmidt and Laura Tortosa Sancho started with a bold idea: make every work minute count. Using AI-driven tools, Lative is changing how RevOps teams actually operate. 

Their mission? To help companies hit targets, invest smarter, and plan with laser precision.

We joined forces with Lative in 2022 thanks to an introduction from a long-time friend who's a Lative advisor. At the time, Lative was a seed-stage startup with no website and zero online presence. No website, no blog, no nothing — just a really good idea. And yet they were on their way to pioneer a new concept: Growth Efficiency. 

Werner Schmidt

CEO & Co-Founder @ Lative

Empact Partners team are SaaS GTM experts. Their crew helped Lative to define its core messaging and create sales enablement materials that we are truly proud of.

Growth Efficiency is all about avoiding financial waste and focusing on real sales productivity. It means aligning GTM resources, efforts, and strategies to produce tangible, measurable results. By using data and insights, companies can optimize their sales processes, invest wisely, and make sure every action drives real progress. 

Empact Challenge

Lative was on a mission to introduce a genuinely new product category — not "revolutionary" in the way every SaaS pitch deck claims, but actually new. They set a new benchmark with the idea of Growth Efficiency.

Teddy Cipolla

SaaS Media Consultant @ Empact Partners

Werner and his team have channeled their extensive RevOps expertise into Lative. It was a privilege to assist in conveying this value through their website copy and eBook.

Empact Roadmap

Growth Efficiency eBook Creation

To help Lative coin a new term, and define a whole new RevOps software niche, we created an all-encompassing eBook on Growth Efficiency. The result?

‍

A comprehensive eBook that clearly articulated Lative's approach and positioned them as the definitive voice on Growth Efficiency in RevOps.

The process was as thorough as it was journalistic:

Kasper Hulthin

Former Co-Founder @ Peakon

We had a big team selling to SMBs, which we thought was a good idea at the time. However, two years later, we decided to stop selling to SMBs because it wasn't profitable. If we had something like the Growth Efficiency Metric, we would have never hired those front-line salespeople. Instead, we would have focused on selling to Enterprise without taking the two-year knock to realize this.

Growth Achievements

‍

The 'State of Growth Efficiency' eBook had a three-fold effect on Lative's overall growth:

Vlad Shvets

Founder & CEO @ Empact Partners

Partnering with Lative was incredibly rewarding, and we're genuinely proud to have helped bring their innovative concept of Growth Efficiency to life, one step at a time.

The eBook was launched on Product Hunt, netting over 230 upvotes — not bad for a piece of content most people would just call "a PDF."