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How 10 Million Freemium Users Built Our Enterprise Model

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Presentation by Karl Sun, CEO of Lucid Software and Dan Cook, VP of Sales at Lucid Software, makers of Lucidchart. Our online flowchart maker solution is trusted by over 10 million worldwide users. Create your free account today: https://www.lucidchart.com - Presentation from the SaaStr Annual Conference in San Francisco, CA 2017.

Published in: Software
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How 10 Million Freemium Users Built Our Enterprise Model

  1. 1. How 10 Million Freemium Users Built Our Enterprise Sales
  2. 2. Dan Cook VP of sales @dancook22 Karl Sun CEO @karlxsun
  3. 3. aved Shapes hapes to save chart dard pes Leave Feedback PRESENT HISTORY 1 CHAT LAYERS 2 COMMENT SETTINGS SHARE Page 1 100% Avenir Next 12 pt AccountShareDesign Process FlowchartSavedile Edit View Insert Arrange Share Help
  4. 4. why we chose freemium
  5. 5. 2000 2005 2010 2015 1999 2003 2004 2006 2007 2010 2013
  6. 6. Marketing Data Scientists Support Product/Eng core competencies:
  7. 7. jason lemkin: “We’d all love to do freemium because we don’t have to hire salespeople …”
  8. 8. “… but what we all kind of figured out is there just aren’t enough businesses in the entire world to get to a $100 million business at freemium.”
  9. 9. Freemium No Touch Self-Service Light Touch Inside Sales High Touch Inside Sales Field Sales Field Sales with SEs sales complexity David Skok, Driving Saas Success Using Key Metrics, SaaStr 2016
  10. 10. Support  Sales Digital Marketing  Demand Gen Support  Customer Success End User Focused  Enterprise Focused 1. 2. 3. 4. 4 key functions:
  11. 11. support  sales
  12. 12. support  sales
  13. 13. digital marketing  demand gen
  14. 14. digital marketing  demand gen
  15. 15. Approved and Enabled support  customer success
  16. 16. Top of Funnel Middle of Funnel Sales Expand, Upsell, Cross sell David Skok, Driving Saas Success Using Key Metrics, SaaStr 2016
  17. 17. end user focused  enterprise focused Users Collaboration Licensing Identity Management App Integration
  18. 18. “Patient Zero” IT buyer reaches out Security features Enterprise deal closed Account “Enabled” 2010 1000 2011 2012 2013 2014 2015 2016 2017 Upsell at renewal journey of a freemium to enterprise customer 2000 3000 4000 5000 6000 #users
  19. 19. lucidchart.com

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