Podcast: on the path to $20m ARR

I had an interesting conversation about SaaS and Workable with the folk over at ChartMogul. In the podcast we discuss:

  • How Workable was started (in Greece) and eventually moved to Boston
  • SaaS Metrics and measurement in a high-growth environment
  • Customer Churn characteristics – Dealing with a high amount of “sleeper” accounts that eventually reactivate
  • Pausing vs. cancelling subscriptions, and the perceived difference for customers
  • The economics of a SaaS business past initial traction stage, and the difficulty of capturing/balancing other business costs
  • LTV, Payback Period and how to make them useful


There’s also a transcript of the discussion