From ZERO to ONE million $$ ARR in SaaS sales: QuickBlox experience

Taras Filatov, founder/CEO, 22 April 2015

http://quickblox.com/

[email protected]

Growing SaaS sales from ZERO to

$1,000,000 ARR. QuickBlox

experience.http://www.conformato.org

Q U I C K B L O XC A N A D D C O M M U N I C A T I O N T O

E V E R Y A P P O N T H E P L A N E T

Quickblox in EcommerceBetter online transactions through

real time communication and

information exchange between

buyers and sellers

HOW CUSTOMERS USE QUICKBLOX TODAY

Kijiji uses Quickblox to connect classified customers in their app

Quickblox in sports, entertainment and social networking

Enabling Consumer-centric

sites, apps, and services to

engage their community

through OTT

Playdemic uses Quickblox chat in their Apple featured app

Quickblox in medical, financial and governmentProviding OTT communication which is

safe, private and regulatory compliant

Garda (The Irish Police Force) uses Quickblox to

power their missing persons app.

Quickblox in corporate

Allowing organisations to connect

their employees & members

with private, secure OTT

communications compatible

with existing systems

The Major League Baseball Player Association uses Quickblox

to power private chat amongst their members

OUR PRODUCTS

Q-municate is our native app for iOS,

Android and the Web.

Q-municate is our native app for iOS, Android and

for the Web. It integrates tightly with our API.

WORLDWIDE MARKET

If business use of OTT in applications is 2.5% of the Total Addressable market, then we are

operating in a $1.4 billion market just for business OTT services.

Visitors to quickblox.com

Countries in which we have paying clients

There are approximately 3,000,000 apps available in stores

worldwide a lot of them want OTT communications.

Search engine, , 3322

Search engine, , 8561

Search engine, , 17158

Search engine, , 24061

Search engine, , 34886

Direct, , 3021

Direct, , 6704Direct, , 9232

Direct, , 12664

Direct, , 16231

Link, , 2402 Link, , 1868

Link, , 4891 Link, , 4981 Link, , 4297

PEOPLE FIND US

We spend no money on marketing. Almost all of our

customers have found us organically through search

engines, social media and links. Search queries leading

to Quickblox include “chat sdk” and “video calling sdk"

Search engine traffic

Direct traffic

Link traffic

Visitors to our website

2012 - 2014

C L I E N T S O F Q U I C K B L O X

S A A S

50-80 developers register

per day

C L I E N T S O F Q U I C K B L O X

S A A S

47 enterprise prospects

per month

contact us proactively

Q : H O W T O C R E A T E A

P O W E R F U L

INBOUND

?

A : C O N T E N T + S E O

Most of traffic organic from

Google

Long-term content building

and SEM strategy since 2011

1839 pages indexed

Well structured semantically

1st Page in Google in

relevant requests

A/B TESTING

or

RED BUTTONS

RED BUTTONS

http://blog.hubspot.com/blog/tabid/6307/bid/20566/The-Button-Color-A-B-Test-Red-Beats-Green.aspx

Alas, it’s true, red buttons are more efficient!

RED BUTTONS

RED BUTTONS

MARKETING -> SALES

METRICS

"If you can not measure it, you can

not improve it."

Do you understand this?

http://www.quora.com/What-are-the-typical-conversion-rates-in-the-waterfall-funnel-model-between-INQ-Mql-SAL-SQL-Opp-Closed

Do you understand this?

At QuickBlox we didn’t until Q1 2015

http://www.quora.com/What-are-the-typical-conversion-rates-in-the-waterfall-funnel-model-between-INQ-Mql-SAL-SQL-Opp-Closed

MQL -> CLO: main metric for SaaS

CEO to focus on

http://www.quora.com/SaaS-marketing-metrics-What-are-the-average-conversion-rates-from-MQL-to-SQL-SQL-to-Opportunity-Opportunity-to-Close

http://www.saastr.com

Waterfalls and Funnels

Waterfalls and Funnels

Waterfalls and Funnels

How QuickBlox tracks Marketing -> Sales

metrics

Free users funnel (started tracking in 2014)

Enterprise clients funnel(started tracking in 2015)

How to make: Step 1, Raw data

Step 2, Pivot report

Step 3, Intermediary reports (if needed)

Step 4, Funnel

What next?

Change Measure

Grow! $3-6m ARR

Thank you for your

attention!

http://quickblox.com/

[email protected]