http://www.saas-nation.com/

1. Scaling SaaS by things that don’t scale

2. Scaling SaaS by things that don’t scale
lessons learned

3. What is Fluix?
• Paperless workflow solution
• Team of 35 in Ukraine and US
• Cloud + iOS
• Per user licensing model
• ~400 customers of all sizes

4. What we all do well
• Building Features
• Predictable Revenue
• Double down on what works

5. Competing with Big Guys?
Product
Better fit for
a use case
Flexibility
Power to
decision maker
Speed
Time = money

6. Sales - do things that don’t scale
• Say no to prospects if no fit
• Recruit users manually
• Let users touch the product
• Look beyond current use case

7. Product - do things that don’t scale
• Build all in one solution when possible
• Features for retention
• Emotional design
• Become friends with competitors
• Look beyond current use case

8. Hiring: tactics
• Clear role definition. Rewrite after 5-10 interviews
• Introductions deliver best candidates
• Agencies?
• Bay Area?

9. Hiring: closing
Great hires will always do reference check on
you. Help them!

10. Legal matters - no rush but don’t be late
• Terms of service
• Privacy policy
• Compliance checklists
• Trademarks

11. Security and compliance - invest early
• Sell to 2-3 Fortune 500 companies
• Uptime/performance monitoring
• Recovery procedures
• Legal stuff

12. Customer success - invest a lot
• Fly in key customers
• Visit customers
• Know their career path
• Make them love your team

13. Thank you
Igor Zhadanov
igor@readdle.com
www.readdle.com
www.fluix.io
+380(67)485.69.61