UserTesting's top enterprise accounts spend over $1M annually
Andy MacMillan · 1699 UserTesting Grabs $100m Series D w/ $84m in Revenues While Rest Of World Virus Panics, How Will CEO Spend Money? · Mar 19, 2020 · at 3:42
UserTesting CEO Andy MacMillan explains pricing tiers and enterprise ACVs to Nathan Latka.
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“We're doing you know, supporting massive research teams and design teams at some of the largest tech companies in the world that might be spending, you know, over a million dollars a year with us.”
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More from Andy MacMillan
SaaS customer success teams should not be incentivized on net retention
“One of my big areas of CEOs to think about the fact that you don't want to incent your post sales team on net retention. Let your sales team go sell the upsell. They're the sellers. You want a post sales team that gets up every day and just because my job is t…”
UserTesting's customer success team does no selling or upsells
“I have a chief customer officer who reports directly to me and they are solely responsible for making sure the customers are successful. They don't sell them anything. They don't upsell them anything.”
SaaS companies should focus on gross revenue retention over net retention
“So we're a company that believes net retention is really important to a SaaS company, but I'm a CEO that believes the focus of a SaaS company should be gross retention, not net, and that that's an even more upside.”
UserTesting raised a $100M round from Insight Partners
“We just raised a hundred million dollars from insight partners and have yet to announce that publicly, but pretty excited to have raised that.”