20Growth: The $6.6B Growth Engine Behind ElevenLabs | Why ElevenLabs Do Not Have PMs | The 7 Part Launch Playbook to Crush All Launches with Luke Harries, Head of Growth @ ElevenLabs
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Twenty Minute VC
4.4 • 693 Ratings
🗓️ 11 January 2026
⏱️ 74 minutes
🧾️ Download transcript
Summary
Luke Harries is Head of Growth at ElevenLabs, where he leads marketing, product, engineering, and developer experience. ElevenLabs has raised $281M with the latest round pricing the company at a $6.6B valuation. Previously, Luke held roles at PostHog and Microsoft, and is also an angel investor supporting startups like Lovable and Runna.
AGENDA:
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The $6.6B Growth Engine Behind ElevenLabs
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Why Luke Said "No" to Investing in ElevenLabs (and Why He Was Wrong)
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How ElevenLabs Makes a Horizontal Product Strategy Work
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How to Build Sharded Growth Teams That Actually Scale
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The 7-Part Launch Playbook That Gets 700K+ Views Per Product
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The Truth About CAC, Payback, and Performance Marketing in AI
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SEO Isn't Dead: The Mini-Tool Strategy You Should Steal
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Kill Your Inbound SDRs—The Case for Voice AI in Sales
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Why You Don't Need PMs and the Rise of Growth-Led Product Teams
Transcript
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| 0:00.0 | This is 20 Growth with me, Harry Sebbings, and I'm so excited for the episode today. |
| 0:04.0 | This is the best 20 growth show that we've ever done. |
| 0:07.5 | It's the most downloaded 20 growth show of 2025, featuring 11 Labs' head of growth, Luke Harry's. |
| 0:13.9 | Now, this was recorded in May, but now the company is valued at close to $7 billion, |
| 0:19.6 | does 400 million in revenue and has some absolute |
| 0:23.0 | crackers like Y11 Labs don't have PMs. Luke is one of the best and this was a masterclass |
| 0:30.1 | in how the very best do growth in 2025 and 26. But before we dive into the show today, |
| 0:36.6 | Secureframe empowers businesses to build trust with customers |
| 0:39.7 | by simplifying information security and compliance through AI and automation. |
| 0:44.4 | Thousands of fast-growing businesses including NASDAQ, Angel List, Doodle and Coder, trust Secureframe |
| 0:50.0 | to expedite their compliance journey for global security and privacy standards, such as SOC2 and ISO-27,01, |
| 0:57.6 | CMMC, missed standards and more. |
| 1:00.4 | Backed by top-tier investors and corporations like Google and Kleiner Perkins, the company is among Forbes's list of the top 100 startup employers for 2024, |
| 1:09.3 | G2's best software awards for higher satisfaction products and a |
| 1:13.0 | recipient of the 24 Cybersecurity Excellence Awards, something I definitely never got in school myself. |
| 1:19.2 | Learn more today at secureframe.com. And once Secureframe locks down compliance, Pendo, make sure |
| 1:25.4 | your product truly lands with customers. |
| 1:28.0 | Whether it's the software you build or the software you buy, your tech stack should be creating |
| 1:32.2 | results, not creating roadblocks. |
| 1:34.4 | Well, Pendo's no-code software experience management platform makes your software better with |
| 1:39.1 | tools to see where users get stuck, guide them with in-app messaging, and constantly improving |
| 1:43.9 | your UI. |
... |
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