Yuri Ferber, founder and CEO of Britech Global, explains his financial SaaS company's pricing and account expansion model to Nathan Latka.
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“We are not a drive it by number of users or seats. We are drive it by number of use cases. And number of portfolios, investment portfolios, our clients control with our technology.”
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More from Yuri Ferber
Insight
Ferber: Customer success should handle upselling while sales focuses on acquisition
“And customer success, by the way, customer success for me is, ah, they are the guys that upsell. So again, going back to that example, you have a product, you partner with another company to, ah, add their product to your offer, offering. Who does that? In my …”
Yuri FerberJul 13, 2023▶ 10:50Top 3 Considerations When Growing Your Business from Single Product to Multi-Product
Disclosure
Ferber: Britech Global's Brazil venture debt carries an 18% annual interest rate
“It's like it's like 18% a year.”
Yuri FerberSep 29, 2021▶ 16:07Britech SaaS For Financial Firms Hits $10m ARR, up 70%, on just $3m Raised
Insight
Ferber: Expanding products within the same ICP enables cheaper upselling and higher retention
“When you go to the next product, very important if you stay in the same ideal customer profile. Because it's, it will be easier to sell to the same client than to acquire a new client. It's always this. So staying in the same customer ideal customer profile It…”
Yuri FerberJul 13, 2023▶ 2:32Top 3 Considerations When Growing Your Business from Single Product to Multi-Product
Insight
Ferber: Cross-product data consumption creates customer lock-in and mitigates SaaS churn
“When you have multiple products, The same client, using your multiple products, you're, you start locking up your clients. So, usually one product consumes data from another product, and this creates a lockup and it's great for, mitigate your churn”
Yuri FerberJul 13, 2023▶ 3:08Top 3 Considerations When Growing Your Business from Single Product to Multi-Product
Insight
Partner before acquiring to validate SaaS product fit without upfront capital
“So, the advantage of the, of doing this way is that you don't need money to acquire these guys as when you buy the company you have to, of course use money, but if you partner now and buy later, you can experiment if that product really has a market fit with y…”
Yuri FerberJul 13, 2023▶ 6:24Top 3 Considerations When Growing Your Business from Single Product to Multi-Product
“In my opinion, too, if you are a vertical B to B, you must have segmentation in your customer support and your customer success teams. This is going to, so your, both teams will need to have domain expertise on what you do. So, If they talk the same language o…”
Yuri FerberJul 13, 2023▶ 10:13Top 3 Considerations When Growing Your Business from Single Product to Multi-Product
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