Scrase: Usage-based SaaS demands different management than typical seat-based subscriptions
Lindsey Scrase · Usage-Based Revenue Models: Successes & Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential · Jan 8, 2025 · at 10:25
Lindsey Scrase, COO of Checkr, explains why usage-based revenue models require different sales and operational management compared to seat licenses.
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“This is a transactional business and usage based, and that needs to be managed very differently than a typical subscription SaaS model. And we earn revenue when the customer is using the product. It's versus the license space where you're, as a seller, on the one hand, if it's a SaaS product, you buy, you sell this many seats or licenses, and the customer goes live, then you really can set it and forget it for the following year, at least. Whereas here, you have to be laser focused on making sure that they are going live, adopting, and using the product as intended.”
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