Seat Expansion Is Unrealistic For Achieving Net Negative Churn With SMBs
Josh Mellick · 894 SaaS: How Broadly Got SMB Churn Sub 2%, 5m+ ARR · Jan 4, 2018 · at 10:10
Josh Mellick, CEO of Broadly, explains the unique expansion revenue constraints when selling software to small trade contractors.
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“The traditional kind of net negative turn comes about more seats. You know, it's hard to talk to, you know, Bob the plumber about more seats.”
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More from Josh Mellick
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“We try to keep it in the low two percent month over month, which is really good for this type of market. And then we can keep the dollar churn below, below even two percent.”
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“Yeah, so let me, so, so we actually did take a small angel round of about 500 K Not quite, 400 something in in mid-twenty 14. And then we did a three and a half million dollar seed mid-twenty 15, and then we did a 6.7 million dollar A in, in mid-twenty 16.”
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“Probably about 2500 or so small businesses, individual small businesses a few more individual locations than that, but yeah, average of a couple hundred bucks a month.”
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“Our average sales cycle is two days long.”