The No BS Guide to achieving $45K LTV and sub-5% churn with Ronan Perceval2 min read
In the latest episode of the SaaS Revolution Show Alex Theuma is joined by Ronan Perceval, CEO and founder of Phorest, a Dublin-based SaaS company providing solutions for salons. They talk about how to navigate and grow revenues in the SMB market, what is an acceptable churn rate and how to make customers happy in order to maintain it.
Building and selling software to the enterprise was never Ronan Perceval’s thing. He did it through his previous startup, Demonware, one of Ireland’s early success stories. It brought him very little satisfaction, not being able to see the end result to the customer. He was much more interested in building solutions for the smaller companies, where he would personally know the owner.
A short term gig in the salon business, opened his eyes to the opportunity that laid in the industry made up of 5 million salons worldwide. That was 10 years ago. It took him the following 7 years to reach $1 million ARR, bootstrapping most of the way. For the past 3 years, Phorest has been growing 40-50% each year and has just reached $10 million ARR.
To get there Ronan has had to learn just how different the SMB market is from the Enterprise. Acquiring customers can be much more difficult all the while the revenue each brings is much less. However, working with many SMBs rather than just a few key clients, makes SaaS companies more resilient as losing accounts doesn’t have as detrimental of an effect. In those 10 years, he has gained a significant experience in figuring out how to acquire customers and keep them on board, a subject he and the rest of Phorest often write about on their blog, NothingVentured.rocks
Listen on to hear a preview of what Ronan will cover at SaaStock and learn about:
– How Phorest is organised internally to serve its customers best
– How to do Customer Success in the SMB space where you cannot afford account managers
– What is a good churn rate to have and how to maintain it?
– Why focusing on ACV in the SMB space is not a good idea as it leads to lower revenues in the end
– How Phorest is scaling globally from Dublin in both English speaking countries and non-English speaking ones
Get your ticket for SaaStock while you still can and come meet Ronan and many other successful Irish SaaS founders. You can use the code saasrevolution for a 20% discount.
Hidden Gems: The Rising Star Speakers of SaaStock19
We’re at a distinct turning point in the year. There’s a slight chill in the morning air, the shops are stocking up on knitwear, and Instagram is overflowing with #pumpkinspice everything. For some, this means the onset of Fall. For anyone working in the SaaS space, it can mean only one thing; SaaStock19 is just…
How To Grow A Prize Kabbage: Culture, Change and Capital with Kathryn Petralia
Although impeccably polite, you get the impression that Kathryn Petralia might be a little tired of the focus placed on her unconventional path to success at the helm of FinTech giant, Kabbage. The company, which provides AI-powered access to capital, directly to SMBs, has ranked on the Inc. 5000 list as one of America’s fasting-growing…
Break all the rulebooks: How ActiveCampaign reached $70M in ARR
On this week’s episode of the SaaS Revolution Show, we speak with Jason VandeBoom, Founder and CEO of ActiveCampaign about all the unusual things he has done to reach $70M in ARR and counting. A builder and maker of things from an early age, young Jason thought that the best way to cater for that…