Benioff: SaaS startups must enforce multi-year subscriptions instead of month-to-month contracts
Marc Benioff · a16z Podcast | Where the Growth in Cloud and Enterprise Software Really Is (with Marc Benioff) · Jan 2, 2019 · at 8:39
Salesforce founder Marc Benioff reflects on early pricing strategy lessons learned during the 2001 dot-com crash when month-to-month customers cancelled en masse.
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“So when you're signing the customer, if you're just signing the month-to-month. It doesn't work. You've gotta sign them for one or two or three years at a time, and also that was an incredible part of the cash flow, too”
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