Suvanto: Let low-tier churn occur naturally rather than actively firing customers
Pietari Suvanto · How they hit $12m ARR with just $4m Raised helping RevOps teams with Firmographic Data · Nov 29, 2022 · at 7:49
Pietari Suvanto, CEO of Vainu, explains how the B2B data company trimmed more than half its customer base without angering customers or causing PR fallout.
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“Well well we don't pay attention to them. So, I mean, if they want to pay, then they do. But of course that, that customer segment that that we don't want to keep typically the journey is very high. And so, so the problem sort of takes care of them. Itself on a natural basis, I would say. And then you put your time and money to those that you want to keep. And then, of course, the churn and the retentions go significantly up.”
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More from Pietari Suvanto
Suvanto: Vainu strategically cut its customer count from 2,500 to 1,200
“I think we had 2500 when we talked last time. Now we have 1200. So what we, we've actually, cause we've shifted the strategy a bit. We get rid of those customers that we felt is not good for our strategy and doubled down on those at work.”
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“Yeah, like ten million, something like that, yeah.”
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“Yeah, 1213, that's pretty accurate, yeah.”
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