![](\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/peter-housley-001.png?strip=all&quality=95\")
<\/img><\/p>\nPeter Housley doesn\u2019t do things by halves. When the Chief Revenue Officer at Indochino isn\u2019t cross-fit training or skiing, he\u2019s steering the team at Indochino towards greater success, in and out of the store.<\/p>\n
<\/img><\/p>\n
We\u2019ve been offering affordable made to measure suits for the last 11 years, and we\u2019re now a leader in men\u2019s apparel. We started online, initially venturing onto the high street with \u201cTraveling Tailor\u201d pop-up shops. These temporary stores proved so successful that we\u2019ve incorporated them into our business model, and we now offer both a clicks and a bricks approach.<\/p>\n
Our customers usually become engaged via our website, and some continue their journey that way \u2013 taking their own measurements, selecting their fabric and personalizing their garment online \u2013 while others choose to get expert help from a Style Guide at one of our showrooms. Regardless of the route they take, three weeks later, they get a perfectly fitted suit or shirt delivered to their doorstep. It\u2019s a high-touch, omni-channel experience, which works really well for our customers and for us.<\/p>\n
As Chief Revenue Officer, I\u2019m responsible for any component that affects our top line, from marketing and PR to ecommerce and our growing retail footprint. We have consistently achieved a 50% Compound Annual Growth Rate over the past three years. It\u2019s been a team effort, and I\u2019m proud of what we\u2019ve achieved \u2013 our people are really engaged and motivated.<\/p>\n
I really identify with the culture and the brand \u2013 it feels great to be disrupting the apparel retail industry. Someone asked me the other day: \u201care you a disrupter, or are you a creator?\u201d I like to think that we\u2019re creating something fresh, and that\u2019s why the business is expanding so fast. We want to stay at the forefront, and that means we need to grow faster and stronger than our competitors. The traditional year-over-year growth target of 20-30% isn\u2019t enough; our aim is for 50%, and we\u2019ve been achieving that for the last three years.<\/p>\n
Retail expansion will be a significant source of our growth. Right now, we\u2019re focusing on North America, and by the end of 2018 we will have increased our store count by 80% from 20 to 36. We also ship to 140 countries and expanding our showroom model globally is on the horizon in the next three to five years. We\u2019ve already partnered with the largest suit maker in the world to support this increase in demand.<\/p>\n
We\u2019ve just launched a new sales channel providing made to measure suits for small, medium, and enterprise companies. In the first 30 days we\u2019ve closed two deals a week, so that\u2019s pretty exciting.<\/p>\n
Next on the agenda is category expansion \u2013 we\u2019re launching casual pants and overcoats so we can offer the made to measure experience for customers who want more than suits and shirts.<\/p>\n
We use Salesforce to manage our marketing communications and customer experience. As it\u2019s so flexible and scalable, we can move into new markets with minimal fuss. But it\u2019s not just about the platform \u2013 we have a great relationship with the Salesforce team. We can call them any time and they\u2019re always helpful and engaged. In fact, a senior executive at Salesforce has just taken on a formal mentoring role for a key member of my team.<\/p>\n
Innovate or die! Being a Trailblazer is all about taking risks and being prepared to fail \u2013 you can\u2019t get ahead these days by staying safe.<\/p>\n<\/p>\n