20VC: ElevenLabs Head of Growth on Why You Do Not Need PMs | The 7-Part Launch Playbook That Gets 700K+ Views Per Product | The Truth About CAC, Payback & Performance Marketing in AI with Luke Harries
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Twenty Minute VC
4.4 • 693 Ratings
🗓️ 23 May 2025
⏱️ 76 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 $3.3B valuation. Previously, Luke held roles at PostHog and Microsoft, and is also an angel investor supporting startups like Lovable and Runna.
In Today's Episode We Discuss:
00:00 – The $3.3B Growth Engine Behind ElevenLabs
04:55 – Why Luke Said "No" to Investing in ElevenLabs (and Why He Was Wrong)
15:40 – How ElevenLabs Makes a Horizontal Product Strategy Work
20:15 – How to Build Sharded Growth Teams That Actually Scale
26:30 – The 7-Part Launch Playbook That Gets 700K+ Views Per Product
33:00 – The Truth About CAC, Payback, and Performance Marketing in AI
39:05 – SEO Isn't Dead: The Mini-Tool Strategy You Should Steal
44:10 – Kill Your Inbound SDRs—The Case for Voice AI in Sales
48:40 – Why You Don't Need PMs and the Rise of Growth-Led Product Teams
Transcript
Click on a timestamp to play from that location
| 0:00.0 | This is 20 Growth with me, Harry Stebbings. Now, 20 Growth is the monthly show where we sit down |
| 0:04.5 | with the best growth leaders to discuss growth tips, tactics and strategies from people who've |
| 0:10.4 | built the best growth organizations on the planet. Now, one of the fastest growing companies |
| 0:15.0 | today is 11 Labs. And I'm so excited to sit down with Luke Harry's head of growth at 11 Labs, where he leads marketing, |
| 0:22.3 | product, engineering and developer experience. And they've raised 281 million with their latest round, |
| 0:28.2 | pricing them at $3.3 billion. Previously, Luke held roles at Post-Tog and Microsoft, and he's also |
| 0:34.6 | an incredible angel investor with investments in the likes of lovable and |
| 0:38.2 | runner. Luke's also a dear friend. He's one of the kindest people in this business and I think he's |
| 0:43.7 | going to be one of the best growth minds of the next 10 years. This show was exceptional. But before we |
| 0:50.0 | dive into the show today, Secureframe empowers businesses to build trust with customers |
| 0:54.6 | by simplifying information security and compliance through AI and automation. |
| 0:59.2 | Thousands of fast-growing businesses including NASDAQ, Angel List, Doodle and Coder, |
| 1:03.8 | trust Secureframe to expedite their compliance journey for global security and privacy standards, |
| 1:09.0 | such as SOC2 and ISO-271, CMMC, NIST standards and more. |
| 1:15.0 | Backed by top-tier investors and corporations like Google and Kleiner Perkins, |
| 1:19.0 | the company is among Forbes's list of the top 100 startup employers for 2024, |
| 1:24.0 | G2's Best Software Awards for Higher Satisfaction Products, |
| 1:27.4 | and a recipient of the |
| 1:28.5 | 2024 Cybersecurity Excellence Awards, something I definitely never got in school myself. |
| 1:34.0 | Learn more today at secureframe.com. And speaking of speed, let's talk about something every |
| 1:38.9 | founder, product leader and CEO is thinking about. Innovation. We all know that innovation is the |
| 1:43.7 | lifeblood of any company, |
... |
Please login to see the full transcript.
Disclaimer: The podcast and artwork embedded on this page are from The Twenty Minute VC, and are the property of its owner and not affiliated with or endorsed by Tapesearch.
Generated transcripts are the property of The Twenty Minute VC and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.
Copyright © Tapesearch 2026.