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85% of Business App Trials Start on Day 0. Don’t Waste Your Shot. The Latest Data from 75,000 Apps and RevenueCat

SaaStr

So RevenueCat has its latest “Sate of Subscription Apps 2025” report out and there is a ton of great stuff in here. So they see 40% of all mobile subscriptions — and a ton of data from it. Across a stunning 75,000 paid subscription mobile apps. The data across ~40% of all paid mobile subscription apps in U.S.

Data 211
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Usage-Based Revenue Models: Successes and Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential

SaaStr

As Checkr follows usage-based pricing, it’s a transactional business that needs to be managed differently than a typical subscription SaaS model since they only earn revenue when the customer is using the product. The SMB sales team was incentivized purely on logo acquisition rather than revenue.

Revenue 296
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The False Choice of Prepaid vs. Monthly Contracts

SaaStr

Nothing is a bigger headache in a Fortune 500 company that having to go back to procurement every single month to get an invoice approved. As Zoom use exploded during Covid, even more SMBs needed Zoom. And as a result, even more chose monthly subscriptions. It’s how big company procurement and budgeting processes work.

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5 Interesting Learnings from Freshworks at $400,000,000 in ARR

SaaStr

Started 10 years ago as “Freshdesk” and a low-end / SMB helpdesk to rival Zendesk, Freshworks has since expanded its product footprint across IT management (Freshservice) and CRM (Freshsales) to a stunnning 49% growth rate at $350m in ARR. 62% of revenue from annual subscriptions. Headquartered in the U.S., NRR of 118%.

Scale 361
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Annual or Monthly Payments for SMBs? Data from Zoom, Freshworks, Expensify, Squarespace, and More

SaaStr

Dear SaaStr: What is the average percentage of annual vs. monthly plan sold for a BtoB SaaS startup targeting the SMB market? Once the customers get large enough, and you have a brand … in the enterprise, for six figure deals … almost all will want to pay annually via invoice. 20%+- will pay annually to save money.

Data 285
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How to Cross 500,000 SMB Customers with Bill’s Founder CEO Rene Lacerte

SaaStr

SMB customers. Your suppliers might actually be your customers 30% of Bill.com’s core revenue comes from suppliers making payment choices, completely reframing their TAM calculations. They expect products to be more elegant and integrated, with features like payments, workflow, and AI.” From Zero to $1.4

SMB 130
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10 Learnings on High-Velocity Sales to SMB with Gorgias CEO and VP of Sales

SaaStr

So many teams are hiring SDR/BDR teams, and it’s really tough to make that work in SMB sales. Firstly, payment should be easy for customers. Allowing monthly subscriptions is important, and credit card payments are key. Who will be looking for this product? Who is the likely and ideal buyer? Mid-Market? Enterprise?