Complex SaaS Tools Suffer Churn on Small Teams but Scale Exceptionally
Oscar Nelson · 834: SaaS: He Hit 5x YoY Revenue Growth in Performance Marketing Space · Nov 5, 2017 · at 8:35
Oscar Nelson is the CEO of Muscat, discussing why Muscat pivoted away from smaller teams toward enterprise customer expansion.
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“We actually did see some early churn from the smallest teams, simply because it's quite a sort of deep, sophisticated product, and if you're only two or three guys collaborating in your marketing team you simply don't get enough value out of it. But whereas, if you're 20 or 30, all of a sudden, It becomes immensely more valuable because it's difficult to collaborate with such a team, and if you're 200 users, then you really can't live without it. So the bigger customers we have, the happier they are, and we learned that pretty quickly.”
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Muscat Reports a Fully Weighted CAC of $20,000 Per Customer
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