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Growing Our SaaS to $1M+ ARR: 7 People, 3 Years, No VC Money

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Re: Growing Our SaaS to $1M+ ARR: 7 People, 3 Years, No VC Money

#71

Earlier quoted context omitted.

FTA: > 5) The advantages of annual billing How do you encourage customers to choose annual billing?

One way is to only offer annual billing, but couple it with a 30 day trial. Hubspot operates like this and it results in a more invested user and substantially reduces churn and lowers support costs. It lowers churn because of you are going to pay for a year of something, you are going to be really sure it solves your problem. This approach only works though if you have a clear product-market fit.

I would like to note that in my opinion 30-days is a bit long. It's more efficient to offer 14 days. This motivates leads to try your product ASAP without postponing at a later date. Some people ask to prolong their trial and we do it, but again, in general it helps.

Re: Growing Our SaaS to $1M+ ARR: 7 People, 3 Years, No VC Money

#72
post #70
post #2

Hey guys, My name is Mike. I'm co-founder and product at Everhour. I'd be happy to answer your questions if any. Feel free to ask here or on Medium.

Ever thought about a WakaTime integration?

Unfortunately no. But I will be grateful if you briefly explain why it's worth doing. What benefits it can bring?

Re: Growing Our SaaS to $1M+ ARR: 7 People, 3 Years, No VC Money

#73

Question for this company / anyone who runs similar businesses - is $1MM ARR enough to pay 7 people? I'd be interested to know what they do in EBITDA and how they think about salaries. This is actually a general question I have about start-ups. The economics of having a business that makes $1 - $10mm in revenue and hires 7 - 100ish people is still difficult for me to understand. Yes, you can raise equity or debt beca…

Yes, I think $1MM is enough to pay 7 people, although it depends a lot on the specifics.

My business makes $2.2MM ARR and has 17 employees (counting the founders). We're profitable, although we try to put about as much money as we can afford back into growth, so we're right around break even. There are a number of factors to consider when thinking about whether this is "enough" money.

Location - We're based in St. Louis which has significantly lower cost of living than, say, the Bay Area (we moved from SF for this reason). St. Louis is much more expensive than some other parts of the world. So the amount of revenue a company "needs" is highly dependent on where it's located.

Types of employees - More than half of our employees are on the support team, and almost every came in as an entry level employee right out of college. We pay our support people very well (almost as much as the engineers) but it's definitely cheaper to employ a handful of entry-level support people vs. senior engineers. I think it's a common mistake to think that every startup is made up entirely of engineers.

Revenue per employee - Right now we're at about $130k ARR per employee, and like I mentioned, that's close to break even. If we keep growing somewhat quickly, we'll bring in enough new entry-level employees at lower salaries to bring the average down. But as our growth slows (which is happening, and happens to everyone eventually), our team becomes more and more senior and so we pay them accordingly. For this reason, I think we'll need to shoot for a higher $/employee. But not much higher I don't think. I bet $200k/employee would cover us long-term.

"Maximizing shareholder value" - One of the things that drives most tech companies to make so much money is that their primary goal (regardless of what their mission statement says) is to maximize shareholder value. When you're bootstrapped, you can choose not to do that. I work full-time as a founder/CEO and get paid well (probably about what I'd be making working for someone else, maybe a bit less). If I wanted to become a billionaire, then yeah, this business model wouldn't work. But that doesn't have to be the goal.

Re: Growing Our SaaS to $1M+ ARR: 7 People, 3 Years, No VC Money

#77
post #13

Earlier quoted context omitted.

probably works in Belarus where you pay people peanuts, and everything is cheap, also lots of lots of people lie about revenue to get attention.

I can not agree. Salary of an engineer here is $3000-4000 per month (after tax calculation). Still less than in USA, but I can not call it a trifle. As for our revenue, I told the truth. If you do not believe it, well, I will not persuade you. I think a knowledgeable person can check math. BTW, in the article I attached a screenshot from our analytics platform (ProfitWell). What caused your distrust?

I don't think folks realize how cheap Eastern Europe is and how low non-tech salaries are here. I imagine $3/4k goes a long way in Belarus. For example, where I am in Russia, my entire rent + utilities are less than just my utilities were in the US. Ukraine and Belarus are even cheaper.

Also, random side note - there are many "продукты из белоруссии" (Belarussian food product stores) in Russia with even lower prices than local goods. They have a bit of a Soviet feel including grumpy women in funny hats behind the counter, but have very cheap beer and sausage (колбаса).

Re: Growing Our SaaS to $1M+ ARR: 7 People, 3 Years, No VC Money

#78

Congrats! Love to see more and more of these stories. Is this a trend lately to see more companies going for cash-flow at the outset?

It seems to me that everyone understands that personal experience and especially everything money related is way more interesting. Secondly, more and more people believe in transparency. Today you helped someone, tomorrow they helped you.

Lastly, I can not say that time tracking is kind of "sexy" topic. We are not changing the world, thus top news resources aren't particularly interested in this field. Investors neither see us as an opportunity for good "exit". Therefore, businesses like us do not have other choice as to move towards "work-life balance" business. Where being profitable is a must!

Re: Growing Our SaaS to $1M+ ARR: 7 People, 3 Years, No VC Money

#79

Dear HN community. Just wanna thank everyone for such a warm feedback and interesting questions. I'll do my best to reply everyone. Although sometimes it's not easy to notice a new comment :)

this chrome extension: https://chrome.google.com/webstore/detail/hacker-news/geancn...

does a nice job of highlighting new comments since your last view.

Re: Growing Our SaaS to $1M+ ARR: 7 People, 3 Years, No VC Money

#80
Hi! Very interesting read and congratulations on the success. How you every had a higher price tag, or have you thought about raising it? It feels like a very low price, but I don't know what the average your customers are ending up paying - I guess they most often have several users per account?
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