Snow: Divvy reduced CAC by 75% after COVID caused a 30% drop
Sterling Snow · SaaStr CRO Confidential: Founders Fund Partner Sam Blond + Divvy CRO Sterling Snow · Nov 17, 2022 · at 24:45
Divvy CRO Sterling Snow reflects on how Divvy adapted to macroeconomic shocks by focusing on onboarding and underwriting efficiency.
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“And for our business, we immediately, you know, revenue drops 30% overnight, and so we get, we got thrust into that efficiency mindset for just a second during COVID, and then it obviously went crazy again, but during those moments, we had an initiative that reduced our CAC by like 75%, and it was around reducing friction With how people onboarded with us, the underwriting kind of the self-serve component to that.”
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