Gomez: Traditional SMB SaaS customers fail at self-serve onboarding
Aranthe Gomez · How She Landed $13m Valuation with $1.8m in ARR Last Week for SMB SaaS · Dec 25, 2022 · at 8:08
Aranthe Gomez, founder of Serviceform, explains to Nathan Latka why selling software to non-tech-savvy traditional SMBs requires high-touch customer support rather than pure self-serve onboarding.
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“So working with that target market, we have seen that we just can't hand over the tools to them and tell them, great, you pay us a month, a subscription fee. Now you can go figure it out. And here's your health documentation. It just doesn't work that way. We've tried it.”
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More from Aranthe Gomez
Gomez: Finnish companies rarely expand outside their domestic market
“If you have operated in the Finnish market, you would know a lot of companies don't tend to go outside.”
Gomez: Serviceform generates approximately $150,000 in MRR
“Actually, it's more. It's about 150,000. I mean, MRR.”
Gomez: Serviceform raised a $2.2 million seed round
“We raised our big funding round, a big seed round of 2.2 million.”
Gomez: Serviceform grows between 8.5% and 9% month-over-month
“So I think growth wise, it's now being 8.5 to nine percent month on month.”
Gomez: Serviceform sold 15% to 20% equity in its $2.2M seed round
“Yes, absolutely. It's around that.”
Gomez: 95% of Serviceform's business comes from its 20-person outbound team
“The other reason why we have too many people is because of entire business so far, I would say maybe about 95% of it is outbound sales driven. So that's where, you know, more people come in sales, and we have about 25% sales team. Actually, 20.”