Surfer SEO

“No, no sales team. Oh, yeah, that's a good moment. I'm looking for a super professional sales, head of sales. So, yeah, no sales, and we would love to start it.”

“I was commenting on Facebook groups, and so on, but actually, I got a ban for self-promotion on one of the biggest SEO groups. Which one? SEO Signals Lab. SEO Signals Lab. That was fun. And through that ban I got known Stephen Kang, who is the owner of that gr…”

“We had the term sheet, but in the end it wasn't finalized just because we didn't receive the money. And in the meantime, we started selling early access subscriptions that gave us this initial boost of cash.”

“Monthly recurring revenue, 25 K, or maybe this is how much they generate, so a third of that is how much we pay, so slightly less than 10 K USD we pay every month. Yeah, that's correct. 10. Yeah. We can say eight, 8000 us dollars.”

“Sometimes it was even 20% month to month, and we have never experienced a month that was slowly, slower growing than a month before.”

“It's 30% recurring commissions, so they are really into selling our product.”

“Oh, we just hit 250.4.”

“Yeah, LTV is like 800 dollars, I think. Yeah, it is 800 dollars in LTV, and if you calculate an ROI of an ad it will be 10 bucks.”

“There was super popular keywords everywhere extension that become paid. And in a two weeks from that point, we released our to fill the gap of a free extension that shows the search volume of a keyword.”

“Like these tools are focused more on keyword research and on backlinks analysis, while we are more like a data-driven tool that gathers a lot of information from pages that are ranking the top 10 to tell you whether you are missing something or overusing when …”

“So we released a free SEO tool, Chrome extension that is used by over 202 150,000 people. Every day”

“We try to spend no more than 40% of the recurring revenue, so we have this pillow that will help us through hard times when they come”

“Because we have a paid trial, which is one us dollar per week.”

“It's about 4000 customers.”

“If you are just starting, or if you are just below ten million dollars ARR probably, you should focus on building a shut up and take money money product. So, focus on getting those early adopters. They will basically Either buy your product or not. They don't …”

“If you're profitable over one million dollar a year, you do invest in SEO, so we just waited for some time.”

“Right now it's like 500 K users, and it's one of the reasons why we are so efficient with our marketing spend.”

“So yeah, my name is Lucia and I'm CEO and co-founder of Surfer, a B to B SaaS product that we grew to fifteen million ARR in around five years with less than one million dollar in, of marketing spent in total.”

“Where we didn't have any kind of free trial, so whenever you wanted to try Surfer, you had to Pay the money up front. So it's roughly 15%.”

“So here is, the slide is actually wrong because it includes Jasper partnership, but cut it, like, in half, and you'll, you'll have an idea how much revenue does affiliate partnership along affiliate marketing brings us. So roughly, like, million and a half for…”

“And then we thought, yeah, maybe it's a good idea to let people try Surfer without, you know, paying up front 15, 59 dollars just for, like, a credit card details. We'll charge them after seven days. That's probably going to make the conversion much higher. An…”

“30% commission, you know, it's freezing, but it's worth it.”

“Our niche was highly competitive, so we were to compete with Ahrefs, SEMrush, HubSpot, big domains, big players, so if that's the case, you will need to wait for results for a long time, like a year or so, and you'll need to invest a lot of money, and if you a…”

“Don't go to like, big conferences trying to sell your product if you're just getting started. What to do instead? Go for a local meetup. You will be able to form much more intimate relationship with your customers, area adopters. It will compound over time as …”

“20% of our revenue is brought by Jasper.”

“And as you can see right now, 3000 affiliate marketers. So we partner with 3000 affiliate marketers. A single half-time person is managing this, ah, this whole, ah, process.”

“Jasper costs similar amount as Surfer, while Ritesonic is a few times cheaper. And, well, they bring the leads, they got the trial, and no conversion. So, well, it didn't work because of the pricing.”

“As you can see, three point half million last year, it was over 30% of our revenue in total at Surfer. And it was all brought only by commissions that were tracked.”

“28 hours later, we've managed to introduce the integration to the market that was really doing great.”

“We had everything ready, I can tell you. The design was done, ah, the product was done, everything was ready, and we had to turn it down, just because the terms and the legal stuff, we couldn't accept it.”

“We started with paying 30% recurring commission.”

“Out of these 3000 affiliates Every single one created Surfer SEO review, targeting keyword surfer SEO review, which made us really dominate the SERPs with the message that we wanted, because we, they are our affiliate.”

“If you consider that not everyone is really following the affiliate links, you got a lot of press, you got a lot of reviews, but not every single person is using the affiliate link, so you can consider impact of affiliate marketing two times bigger than the co…”

“We've did, like, 20 integrations, and only one is really doing great.”