Olson says OnStrategy's average annual contract value is $30,000
Erica Olson · How my shift from SaaS to SaaS+ moved retention from 74% to 107% · Nov 14, 2022 · at 10:03
This episode carries Erica Olson's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Erica Olson shares customer metrics for OnStrategy following their transition to a hybrid SaaS-plus-consulting model.
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“Our annual contract value is about 30 K.”
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More from Erica Olson
OnStrategy refuses to sell software without mandatory bundled professional services
“There's no question. We don't ask you if you want services. We don't ask you if you want an add-on. If you want to buy from us, it's software and services. That's how we sell it.”
Olson says selling OKRs via outbound is like selling a root canal
“We don't do any outbound because selling strategy and OKRs is like selling a root canal. So we stopped doing that. It doesn't work for us.”
Olson avoids per-seat pricing because it creates barriers to OKR adoption
“We don't sell per seat, and the reason that we did that is because when we deploy OKRs, the more people that have OKRs, the better off we are. Why would we put a pricing barrier up in front of our customers?”
Olson says a 30% price hike pushed OnStrategy's retention past 100%
“We increased our prices about 30%. We shifted to a quarterly pricing model, matched that up with our, like, our job to be done, which is managing a quarterly process and got paid more for that. So that's really working for us, and that's how we got to more tha…”
OnStrategy measures customer success by client KPI attainment, not app utilization
“We built our own metrics based on not utilization because we don't really care about app utilization. We care about the fact that our clients are delivering organizational performance. So if they're not hitting their KPIs and their OKRs, We are failing as an o…”