LeanData Closed Sales via Pizza Delivery Demos, But It Didn't Scale
Evan Liang · 794: SaaS: How He Used Pizza to Hit $7.5m in ARR and $18m Raised for his Lead Scoring Tool · Sep 26, 2017 · at 11:56
Evan Liang, co-founder and CEO of LeanData, discusses an unconventional ABM experiment where LeanData bought and delivered pizza to prospective teams in exchange for a remote product demo.
0:00 / 0:03exact quote · 3.1s
720p mp4 · rendered on demand · StarZero watermark
“We did, but it was not a scalable model.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Evan Liang
LeanData Has Zero Hosting Costs by Running Natively Inside Salesforce
“I have no hosting bandwidth storage costs because I am an app that natively Salesforce, the customers have already paid for that.”
Liang: SaaS LTV Models Should Cap Expected Customer Lifespan at Five Years
“If you look at our turnovers and stuff like that, you, you're, your number of years is quite high. So we try to cap it like five years.”
LeanData's Primary Competition Is Internal Teams Building Custom Solutions
“I mean, our number one competition really is people building yourselves, right?”
Liang: LeanData's average ACV is $20,000 to $30,000 per year
“So, I mean, it's typically SaaS. I mean, on average, it's probably 20, 30,000 dollars a year. But we have large enterprises that are six figures, and we have some SMBs that are a little bit smaller than that.”