SaaStr

JULY 6, 2022

It’s scaling efficiently and impressively. Workday has become a cash engine at scale, as all top SaaS companies should. But it’s still good to see confirmation that 30% of revenue should drop to free-cash flow at scale. Workday is another example of hitting that goal at scale. But we should have.

B2C 300

B2C Scaling Finance Enterprise 300

SaaStr

JUNE 11, 2020

In B2C and high-churn environments, it’s indeed a critical metric. But in SaaS, in the earlier days, we inherited a lot of our lingo and metrics from B2C web services. They were earlier to mass-scale recurring revenue services on the web than B2B was. In the early days of SaaS, we all focused on Customer Lifetime Value.

Metrics 267

Metrics Customer Lifetime Value B2C B2B 267

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.

Scale 267

Scale Scaling Sales Hiring Enterprise 267

SaaStr

JULY 29, 2021

That’s incredible acceleration at scale. A bit of a B2C metric I guess (members), but still a visceral example of making more money from your base. At $10B ARR. Like we never saw in the past. Cloud is an awesome force. #4. Sessions were up 30%, Revenue 27%. Just a reminder that usage and engagement matter.

B2C 328

B2C B2B Acquisition Cloud 328

SaaStr

DECEMBER 20, 2023

They were $1.7B+ ARR in October , so let’s call it close to $2B at the end of the year, growing 40%+ at that scale –and profitable! (or From 60 Million Users in September 2021 to 170 Million in December 2023 It certainly helps that Canva in many ways is as B2C as it is B2B, as it fuels a huge TAM.

AWS 300

AWS B2C Scaling AI 300

SaaStr

JULY 22, 2022

Varni weighed in from a different market perspective, particularly B2C. The economic climate has produced the perfect storm for B2C marketers, and it’s been several years in the making. From inflation to the COVID-19 pandemic to increasing regulations around critical ad channels, the challenges have been sizable for the B2C market.

B2C 277

B2C Scale Marketing Sales Hiring 277

Tom Tunguz

NOVEMBER 8, 2020

On the surface, B2B and B2C marketing may seem to be worlds apart. Community alienation occurs in B2D companies just as frequently as B2C companies. A social network doesn’t think of monetizing before it reaches a certain level of scale. B2D and B2C marketing share many similarities. Same for B2D.

Development 264

Development Marketing B2C B2B 264

SaaStr

SEPTEMBER 12, 2021

. “Mastermind Masterclass: Beyond Product-led Growth: 7 Lessons Learned in Product-Led Scaling with Dropbox’s GM” Another great mastermind session on Monday Sep 27. #3. “Mastermind Masterclass: The Most Common SaaS Sales Potholes and How to Avoid Them with Mark Roberge” Masterminds seem popular! .

Scale 293

Scale New CTO CTO B2C 293

SaaStr

AUGUST 5, 2021

But the problem is, if you don’t have a lot of capital, you won’t be able to afford to spend that much, at least not until maybe $5m-$10m ARR or so when renewals and scale kick in. In B2C, there are. There are lots of high-volume programs in B2C. E.g., SEM doesn’t scale in SaaS. in customer ACV.

Scale 328

Scale Marketing B2C B2B 328

Intercom, Inc.

MARCH 11, 2021

On the surface, B2B customer support issues might look quite different from those of B2C. But despite these differences, Farhan Virji , VP of Customer Happiness at Later , believes that there is actually quite a lot that B2B support teams can learn from their B2C colleagues. 3 B2C support trends and lessons learned.

B2C 118

B2C B2B Scale Strategy 118

SaaStr

DECEMBER 20, 2021

It’s part of the legacy of B2C and SMB having a lot of similarities in SaaS. Driving that NRR up even +5% could have a profound effect at HubSpot’s scale. This may sound obvious to more enterprise folks, but many Very Small Business and SMB focused SaaS companies still focus more on churn than NRR. And yours as well.

Metrics 60

Metrics SMB Scale B2C 60

SaaStr

JANUARY 23, 2021

In B2C, it may make sense to have a lot of “Heads of This” and “Heads of That” If you have matrix-type teams, and a lot of individual contributors who are hyper-productive. Not everyone scales from $0-$100m. I wasn’t sure they could all scale. I wasn’t even sure I could scale.

VP of Engineering 347

VP of Engineering Sales Hiring Scale Engineering 347

SaaStr

OCTOBER 22, 2021

The reason is while I believe for a Given ACV, everyone sort of scales the same way after Initial Traction … we all find different ways to get to Initial Traction. Our friends over in B2C talk a lot about viral coefficients. Today the best SaaS companies are scaling faster, so you may see material results faster.

Scale 286

Scale B2C SaaS Scaling 286

SaaStr

DECEMBER 13, 2022

SaaStr 514: Reaccelerating Growth at Scale with Box CRO Mark Wayland and SaaStr CEO and Founder, Jason Lemkin. SaaStr 519: From B2C to Billions: How Vimeo executed a B2B Pivot that Redefined Their Future with Vimeo CEO Anjali Sud. SaaStr 540: 15 Ways to Help the Sales Team with SaaStr CEO and Founder Jason Lemkin.

Scale 267

Scale B2C B2B Scaling 267

SaaStr

AUGUST 2, 2024

Identifying the PLG Trap It’s fair to say that most organizations using the PLG playbook focus on B2C or end-user acquisition. For companies that want to scale, PLG seems like the right choice because the product sells itself, and people adopt it quickly. As they scaled, they had challenges.

Scale 277

Scale Sales Hiring Sales B2C 277

SaaStr

FEBRUARY 8, 2024

And second, importantly, you’ll get a lot of customers for free in SaaS as you scale. 10x makes sense on a spreadsheet, and maybe even in a low-margin B2C world. Keep investing there. Because, first, those customers hopefully will last a decade or longer. It’s got to be 10x right now.” ” Aha. I get the thought.

Marketing 283

Marketing Scale B2C B2B 283

SaaStr

DECEMBER 2, 2020

Pricing is not a science, even in B2C companies. It can take time to scale. In one sales cycle or less. More here: How My VP, Sales Doubled Our Sales in 90 Days. And No, It Wasn’t… Raise prices 20% — on new customers. Not really. Raise prices 20%. You can always also discount 20%-25% the next day. In one month.

Scale 311

Scale Sales Hiring Sales B2C 311

SaaStr

JUNE 27, 2020

Hiring a “VP” of Sales before you have 2 scaled reps and a repeating process. Hiring a B2C marketer for SaaS. Sales: Hiring any reps you wouldn’t buy from yourself. This never works out in the early days. Later, once you have a strong VP of Sales, it’s fine though. More on that here. Never works out. Crazy quotas.

Sales Hiring 363

Sales Hiring Scale Startup Marketing 363

SaaStr

JULY 27, 2022

Secret 5: Build a B2C Rather Than a B2B Marketing Engine. When considering B2B versus B2C tactics, B2B is more about relationship building with longer sales cycles, while B2C leans toward building awareness and supporting independent buyer journeys. On the contrary, simple pricing attracts more self-serve business. .

SMB 244

SMB Sales Hiring Scale B2C 244

SaaStr

NOVEMBER 13, 2021

I took out the B2C, hardware, and non-SaaS healthcare ones, etc. So just how many SaaS, Cloud, B2B/B2D pre-IPO unicorns are there really? Folks count differently, but I decided to take a slice of CB Insight’s last data — download it here — which shows 903 Unicorns. But I think it’s a directionally correct slice.

Cloud 320

Cloud B2C Healthcare SaaS 320

User Pilot

OCTOBER 19, 2024

Pricing : Survicate offers a 10-day free trial, with paid plans starting at $99 per month that scale based on the number of responses per month. #6 Pricing : Nicereply offers pricing plans starting at $59 per month, which scales up to $359 a month depending on the responses per month. A 14-day free trial is available. #8

Software Review 105

Software Review Technical Review Software B2C 105

SaaStr

OCTOBER 1, 2022

But SaaS and B2B is about scaling revenue. Do B2C or something with “users” or “eyeballs” And 9 questions here to ask the CEO of a startup you are thinking of joining: Looking for a New Job? It’s fine if it’s pre-revenue if that’s when you want to join, or super-early, or mid-stage.

B2C 278

B2C B2B Startup Revenue 278

SaaStr

DECEMBER 3, 2023

See, e.g. Shopify, whose blended gross margins with payments even at its scale are still less than 50%. B2C folks take different positions here. In particular: Hybrid SaaS with payments and fintech usually has far, far lower gross margins than pure software. Often in the 40%-50% range, instead of 75%-80%. It depends.

SaaS Payments 270

SaaS Payments Metrics SMB Payments 270

SaaStr

JANUARY 24, 2022

Whether it’s Uber or Airbnb, the new B2C landscape means that more and more clients want instant gratification. . Little did we know; even if you’re launching a free, scaled-down version of your current product, it’s still something new, and you should expect just as much delay, or more, as that of a feature launch. Stand your ground.

Scale 338

Scale B2C Enterprise Acquisition 338

SaaStr

OCTOBER 8, 2020

1) Most startups, in order to go into “scale-up” mode will need a second product, a “second act” The SaaS companies crossing $1b ARR all seem to have a second product. Outside of B2C, you probably need one. But — a second product, done right, means your customers are worth so much more.

New CTO 263

New CTO CTO Scale B2C 263

SaaStr

DECEMBER 16, 2021

Customer-centricity is vital, and once you understand your customers, you are ready to build the perfect experience for them, from marketing to support, whether they are B2C or B2B. And do that in a way that scales.” Says Peacock, “We talked about this being the age of the customer. Key Takeaways.

Strategy 265

Strategy B2C Scale Payment Features 265

Intercom, Inc.

APRIL 7, 2020

” To find out, we surveyed 400 support managers, directors, and executives across both B2B and B2C and affected industries like media, healthcare, and technology. According to our research, 54% of B2B support teams are seeing increased volume, along with 45% of B2C support teams.

Payment Methods 218

Payment Methods B2C Merchant Services Payment Solutions 218

Intercom, Inc.

DECEMBER 11, 2018

“We were looking to integrate live chat into our website to open up a new channel for interested buyers to engage with us and close new subscriptions quickly at scale. Intercom has helped cut costs, improved our support efficiency, increased customer satisfaction and scaled with the growth of our business,” Ronan explains.

Scale 126

Scale B2C Sales Subscription 126

SaaStr

FEBRUARY 2, 2022

We’ve talked a lot over the years at SaaStr of the different stages as you scale, and the first one you really hit is Initial Traction. This is why as you scale, it’s super important to track your ratio of bookings from new vs existing customers. At scale, it may. This isn’t B2C.

Scale 274

Scale Sales Hiring B2C Mobile 274

SaaStr

NOVEMBER 9, 2023

Hiring a “VP” of Sales before you have 2 scaled reps and a repeating process. Hiring a B2C marketer for SaaS. My list of some bad ones: Sales: Hiring any reps you wouldn’t buy from. This never works out in the early days. Later, once you have a strong VP of Sales, it’s fine though. A bit more here. Never works out. Crazy quotas.

Sales Hiring 278

Sales Hiring Scale Startup Marketing 278

SaaStr

AUGUST 10, 2022

Khusid explains the company’s ability to perfect the user experience to such a horizontal group with its attention to data and feedback: “From the very beginning, we were focused on data points that were coming from our users and customers…we look at data points at scale. So why did it take so long to grow so explosively?

Sales Hiring 246

Sales Hiring Scale Company Culture B2C 246

Tom Tunguz

APRIL 6, 2023

In the cloud, AWS, Azure, & GCP have created about as much market cap as all the top 100 B2B & B2C publics built on cloud (Netflix, ServiceNow, AirBnb, etc). It’s likely startups start at plug-ins & then move down with scale that affords more usage & more capital to invest. Market : how to compete with incumbents?

Generative AI 228

Generative AI AI GCP(Google Cloud Platform) Startup 228

Intercom, Inc.

FEBRUARY 6, 2020

Our Senior Director of Demand Generation Brian Kotlyar recently spoke with Yvonne about her experience scaling Udemy for Business. This is Season Two of Scale , Intercom’s podcast series on moving from startup to scale-up. This is Season Two of Scale , Intercom’s podcast series on moving from startup to scale-up.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243

SaaStr

SEPTEMBER 15, 2023

Founder and CEO Girish Mathrubootham shares five big bets that paid off as he scaled this multi-product company. Instead of adding that cash to extend runway, Mathrubootham spent $45k over the next two months figuring out which online channel would scale for them. The total capital at the time was $85k. Why did he do this?

Sales Hiring 278

Sales Hiring Scale SMB SaaS 278

SaaS Metrics

JUNE 5, 2023

Ready to step into the world of B2C SaaS, where building a successful business is as much about the product as it is about marketing? Read more The post Building and Scaling a B2C SaaS Business first appeared on SaaS Metrics. It’s a cutthroat arena where only the sharpest minds and the boldest innovators thrive.

B2C 52

B2C Scaling SaaS Business 52

SaaStr

MAY 11, 2021

There are two things I see SaaS entrepreneurs who are post-Traction and post-Scale say again and again: We’re So Sticky. If you’re coming from a Freemium background, or B2C, that will sound amazing! Once we’re in, it’s so hard to rip us out. Our Churn is Basically Zero in the Enterprise.

B2C 269

B2C Churn Enterprise Revenue 269

SaaStr

AUGUST 4, 2021

3 days, more than 100+ sessions and 300 expert speakers, who will be sharing their best practices to help you scale faster, build smarter, and close more customers. From B2C to Billions: How Vimeo executed a B2B Pivot that Redefined Their Future with Vimeo’s CEO Anjali Sud. Hey SaaStr Fans, It’s here!

Scale 199

Scale AWS B2C SaaS 199