The Ledger
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DocSales ties sales bonuses directly to global MRR and churn targets
“For instance, sales need to generate more than five K in new MRR, but we have global goals. The MRR growth rate should be more than 15%. The churn rate should be less than two percent per month. So if sales department hit that their goals, but the company does…”
Quiguela: Startups should adopt RevOps mindset early and implement at PMF
“I think as soon as revenue operations is a culture thing, It's a mindset. We should think about it since the first day of the company, but we have to implement it after we reach the product market fit.”
Quiguela: US B2B SaaS Must Support ACH for Large Accounts
“In the U S it's a little bit different, but for larger accounts, we need ACH. If I'm just doing credit card, probably I'm going to lose those customers, you know.”
SaaS companies should track revenue leakage rather than overall churn
“So the tip here is don't look at churn. Look at what we call revenue leakage. Revenue leakage is everything that make us lose money.”
DocSales doubled its ARPU and tripled paying customers in one year
“In a year, we doubled our ARPU.
We tripled the number of paying customers.”
Quiguela: Small accountant accounts at DocSales churn at 5.3% monthly
“All the accountants with one or two users have just 30 months. It's not bad, but if you take a look on this one, it's the triple, you know. Look at the churn. 5.3% per month.”
Quiguela: DocSales sees $1,400 LTV and 1.4% monthly churn among accountants
“So when we sell to accountant offices, we have a LTV of 1400 dollars. The payback of cost of acquisition is like four months, only four months. Our LTV per ARPU, it's 45 times, which means 45 months. We spend the first four months to pay the acquisition, and t…”
Quiguela: DocSales operates with 12 employees serving 1,000 customers
“We are not big enough to have, like, a customer success department, a support department, and someone, a revenue department, so we are in 12 guys, 1000 customers, 12 guys only.”
DocSales growth stalled for six months at $26k-$30k MRR
“Our growth rate was flat during like six months in a row.
And I thought,
oh my God, what's going on?
If we are selling well, if everything looks well, what happened?
What's going on with the company?
So at the time we were at the 26 or 30,000 dollars in MRR.”
DocSales delayed its international launch to focus on Brazil during COVID-19
“So we started this business in Brazil two years ago. The idea was to be international first, but then we were caught by the COVID pandemic. Actually we and everybody else, right? And we had to change our plans. And then we focused for the first two years in th…”