6. The “Tried and True” Silicon Valley Model
Pick a niche market (or)
a large market with 10x promise
Go upmarket with
more and more features
Sales-driven expansion
Invest heavily in expansion
Must be ready to lose money
for a long, long time.
7. Our Recipe for Success
Pick a massive
market segment
Pick a path with
least resistance
Play to your
strengths & disrupt
Pick your path
to $100M
8. 1. Pick a Massive Market Segment
SMB SaaS Revenue (Billion $) Enterprise SaaS Revenue (Billion $)
SMB SaaS spend will overtake Enterprise SaaS spend
20202015
Google study
9. 2. Pick Your Path to $100M
To serve the Long-Tail of SMB profitability
ARPA($peryear)
# of customers (in 1,000s)
10. 3. Pick a Path with Least Resistance
Create a 10x better solution for
an existing category
Create a new category
12. We Chose 3 Distinct Disruptive Approaches
Disrupt with
design & matching
GTM motion
Blitzscale with
multiple products
Accelerate with
twin engines
13. Craftsmanship
1. Disrupt with Design & Matching GTM motion
Large Market
Search driven online lead gen
Intuitive DIY Products
Easy Trial
Affordable and Open Pricing
Self-Serve Low Touch Sales
Enthusiastic Customer Engagement
demdesign.in
14. 2. Blitzscale with Multiple Products
To serve customers who are tired of having to use multiple tools for each function
Problem Solution
15. 2. Blitzscale with Multiple Products
Deliver on SaaS promise with multiple products
2. Multi-product adoption
1. New Products
3. More customer value
5. Reduce churn
4. ACV increase
17. 3. Accelerate with Twin-Engines
Fuel growth with sales led expansion into mid-market & enterprise segment with mature products
SMB
Mid-market
• Inbound (SEM driven)
• Product-led
• User centric
• Low touch, self-serve
• High velocity
• Outbound (Sales driven)
• Field sales lled
• Business decision maker centric
• Relationship driven & high-touch
• High ARPA
18. If you can delight the end user in the
SMB segment you can delight the end user in the mid-market & enterprise segment
3. Accelerate with Twin-Engines