This document discusses strategies for launching a startup and growing revenue from $0 to $10 million. It addresses questions like how many customers are needed at what price points to hit $10M in annual recurring revenue. It also covers topics like pricing models, identifying customer segments, purchasing processes, key metrics to track, and launch campaign ideas. The overall message is that startups need to focus on value-based pricing, understand their buyers, and leverage strategies like referrals, evangelism, and publicity to acquire and retain customers as they scale.
Launching Your Enterprise Startup from Zero to $10M in Revenue - Edith Yeung at Saastr
1. Launching Your Startup From
$0 to $10M in Revenue
Edith Yeung
General Partner
Race Capital
@edithyeung
2. Edith Yeung | Race Capital
Edith is a General Partner at Race Capital - an early-stage
Silicon Valley venture capital fund focusing on investing in
data infrastructure and enterprise software. She has
invested in over 50 startups including Agora.io (Nasdaq:
API), Lightyear/Stellar (valued $1.2B), Silk Labs (acquired
by Apple), Chirp (acquired by Apple), Fleksy (acquired by
Pinterest), Human (acquired by Mapbox), Solana, Oasis
Labs, Hooked, DayDayCook, AISense, and many more.
Prior to Race Capital, Edith was a partner at 500 Startups,
the world's most active early-stage fund and incubator
invested in Twilio, Credit Karma, Grab, and 2000 more
companies. Before 500, Edith was the general manager at
Dolphin Browser, a Sequoia-backed mobile browser with
over 150 million installs worldwide. Edith also worked with
many Fortune 500 companies such as Siebel, AMS, AT&T
Wireless, and Autodesk. She frequently speaks on China
and Silicon Valley technology and investment landscape.
She is also a frequent guest lecturer at Berkeley and
Stanford and commentator on BBC, CNBC, Wall Street
Journal, Bloomberg, SCMP, Techcrunch, etc.
10. Path to $10 Million Revenue ARR
1 Customer X $10M per yea
r
10 Customer X $1M per yea
r
50 Customer X $200K per yea
r
100 Customer X $100K per yea
r
200 Customer X $50K per yea
r
1000 Customer X $10K per yea
r
10000 Customer X $1K per yea
r
21. Only pay for the compute resources you use at per-second granularity with simple pay-as-you-go,
or discounted usage commitment pricing options.
Usage-Based Pricing
25. Path to $10 Million Revenue ARR
1 Customer X $10M per yea
r
10 Customer X $1M per yea
r
50 Customer X $200K per yea
r
100 Customer X $100K per yea
r
200 Customer X $50K per yea
r
1000 Customer X $10K per yea
r
10000 Customer X $1K per yea
r
31. Path to $10 Million Revenue ARR
1 Customer X $10M per yea
r
10 Customer X $1M per yea
r
50 Customer X $200K per yea
r
100 Customer X $100K per yea
r
200 Customer X $50K per yea
r
1000 Customer X $10K per yea
r
10000 Customer X $1K per yea
r
35. When B2B buyers spend only 17% of that time meeting.
When buyers are comparing multiple choices‚ the amount
of time spent with anyone sales rep maybe only 5% or 6%.
49. Path to $10 Million Revenue ARR
1 Customer X $10M per yea
r
10 Customer X $1M per yea
r
50 Customer X $200K per yea
r
100 Customer X $100K per yea
r
200 Customer X $50K per yea
r
1000 Customer X $10K per yea
r
10000 Customer X $1K per yea
r
50. 5 SaaS Launch Ideas +
Campaigns
From $0 to $10M in Revenue
51. 1 - Dropbox Referrals Program Increased Signups by 60%