Weirich: RealLink shifted from consumer focus to B2B SaaS
Matt Weirich · Virtual Leasing Tour SaaS Hits $5m Revenue, Sells 60% at $34m Valuation Bringing on New Strategic Partner · May 12, 2021 · at 3:05
Matt Weirich, co-founder and CEO of RealLink, describes the company's strategic evolution over its first 10 years.
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“Here we are 10 years later working on the B to B SaaS side of it instead of the consumer side of it”
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More from Matt Weirich
Weirich: Usage-based pricing led customers to minimize platform usage
“Early on when we launched our company, we actually charged based on usage. And what we found very quickly was that the only result that drove was teams trying to minimize their usage.”
Selling B2B real estate tech agent-by-agent is a failed GTM strategy
“We realized very quickly that was not a B to B go to market strategy. Brokerages did not want to pay for technology for their agents. And so we had to sell agent by agent by agent. And it just was not an easy or feasible go to market strategy for a startup.”
RealLink sales reps carry a $600K quarterly ARR quota
“And so we've really settled of a goal quota of Around a 180 properties per quarter, give or take... So if they're adding a 180 properties, rough, Matt, we could expect them to do about 600,000 ARR.”