In this episode of the SaaS Revolution Show, our host Alex Theuma is joined by Kevin “KD” Dorsey, Practice Lead: Revenue Leadership at Winning by Design, to share The SaaS Sales Playbook: $1M to $10MM ARR.
It’s not all new business, right? One of the things early companies tend to not focus on enough is actually churn – they’re so focused on getting new logos that they’re not paying attention to the system of what keeps the logos. If you have a high churn, getting to $10M takes a lot longer than if you have net negative churn where your accounts are growing. If you have neutral churn, $2M a year, you get there in five years. If you’ve got net negative churn, you’re getting there in three! With 10% yearly churn you’re getting there in just under seven, right? And so it’s making sure that from the beginning you’re also thinking about how do to keep the revenue that’s coming in, how do I make sure that they’re coming back? One of the things that Jacco coined a phrase recently that I really liked is that “recurring revenue comes from recurring impact.
- How running a podcast (“Live better.Sell Better”) helps in business and life
- His playbook to scale to $10MM ARR
- What’s best moved the needle
- The best advice he’s ever received
- His typical daily routine
- A sneak peek into his SaaStock 2022 topic 🤫
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