Jones: G2Xchange Has 19 Full-Time Staff and Zero Salespeople
Ron Jones · Mini PE firm grow new acquisition to $2m ARR for gov contracting SaaS · Aug 29, 2022 · at 10:24
Ron Jones is the CEO of G2Xchange, a market intelligence platform for government contractors. He describes the company's team structure and product-led growth strategy to Nathan Latka.
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“19 full time, about six product engineering and those are all brought on in 2021 to help build everything that we're about to release, right? And then the rest of the seven contents, so there's also researchers, analysts, writers, right? So they focus on building the actual insights, you know, producing that. The rest of us wear multiple hats across different growth functions. So customer success marketing, right? Support. And another important distinction is that there's no salespeople, right?”
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Jones: G2Xchange Converts 30% of 14-Day Free Trials
“Introduced the 14 day free trial, you know, which we have since, you know, it kicked off towards the end of May, we've done about 30% drop inversion rate, which is pretty good.”
Jones: AWS and Deloitte are G2Xchange customers
“AWS is one of our customers. They sell, you know, lots of cloud services, as you know, to the government. Deloitte, another customer of ours management consulting, technology implementation.”
Jones: G2Xchange generates $250 annual ARPU across 7,000 users
“So we have a couple of tiers of membership, but it's we have an individual membership that's 500 dollars a year. We don't do monthly subscriptions. It's all annual. So 500 bucks a year. And we also have business memberships, you know, corporate memberships, wh…”
Jones: G2Xchange projected to hit $2M revenue in November 2022
“Yeah, we'll, we'll cross the two million mark in November. That's the projection, a two million mark in November.”