Living Security cross-sells enterprise SaaS via in-person cybersecurity escape rooms
Ashley Rose · LivingSecurity.com: Guess What Multiple They're Raising $5m Series A At · May 31, 2020 · at 3:27
Ashley Rose, CEO of Living Security, explains their go-to-market funnel and cross-selling strategy with enterprise clients to Nathan Latka.
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“With our cybersecurity escape room essentially it's an in-person training experience that we actually enable our clients to run continuously throughout the year with a subscription to the platform that manages it. And then that client, they usually bring, you know, a good portion of their users online. They're getting them trained up throughout the year. They love the experience. They love how immersive it is and the feedback. And then we're able to cross sell them onto our online platform”
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More from Ashley Rose
Rose: Living Security assigns expansion quotas to four Customer Success Managers
“We've got five account executives. We've got six BDRs and then our CSM team also carries a quota from an, from a growth and install based upsell perspective. And we've got four CSMs that carry quotas right now.”
Living Security boasts 1% gross churn and 312% net revenue expansion
“Right, so one percent revenue churn, gross revenue churn, and then over another, I think it was 312% in growth.”
Living Security expects a Series A to reach cash flow positive
“We think between five and eight million, we can take that in the door and we can actually get to cash flow positive.”