Freshworks ya shigar da karar don fitowa fili, daya daga cikin tashin hankali na gaba na manyan labaran nasara na matasan Amurka-Indiya SaaS. Wanda ke da hedikwata a Amurka, amma tare da 3,800 na ma'aikatan 4,300 a Indiya, kuma abokan ciniki sun bazu ko'ina cikin duniya - Freshworks babban misali ne na makomar SaaS.

An fara shekaru 10 da suka gabata a matsayin "Freshdesk" da ƙaramin madaidaicin / SMB helpdesk don kishiya Zendesk, Freshworks tun daga lokacin ya faɗaɗa sawun samfurin sa a cikin sarrafa IT (Freshservice) da CRM (Freshsales) zuwa ƙimar girma na 49% mai ban mamaki a $ 350m a ARR . Har yanzu, kuma mafi ban sha'awa, da farko daga SMBs - kodayake hakan yana canzawa.

(A kula, yayin da nake buga wannan Freshworks mai yiwuwa a kusan $380m a cikin ARR. Za mu tattara kawai, saboda za su kasance a $ 400m ARR a lokacin mafi yawan jama'a ma sun karanta wannan).

5 Kyawawan Koyo:

#1. Tsayayyen tafiya sama da $5k a ACV. Yayin da kawai 25% na abokan cinikin Freshworks ke biyan sama da $5ka shekara, suna wakiltar 84% na jimlar ARR.. Kuma wannan adadin ya haura daga kashi 78% a shekarar 2019 zuwa kashi 84% a yau. Freshworks bai tafi babban kamfani ba. Amma ko da tare da SMBs, shine mafi girma waɗanda ke haifar da haɓaka a sikelin - 50% na ARR yanzu daga abokan ciniki tare da ma'aikata sama da 250. Kuma mafi yawan abokan ciniki a yanzu suna yin haɓaka mafi sauri. Kashi 2% na abokan cinikinsu yanzu suna biyan $50,000 ko fiye a cikin ARR. Amma waɗannan abokan cinikin da ke biyan sama da $50k suna wakiltar 34% na ARR (!), Daga 29% kawai shekara guda da ta gabata.

Samun smidge upmarket shine mabuɗin don Freshworks' sanya manyan lambobi a sikelin.

#2. NRR na 118%.  Wannan kyakkyawa ne mai ban sha'awa ga babban siyar da ACV SMB, kodayake kyakkyawa daidai da inda Zendesk yake a yau da kuma 120%.

#3. 49% karuwar kudaden shiga daga 20% ci gaban abokin ciniki. Wannan yana da ban sha'awa sosai idan aka ba da yawan abokan cinikin SMB da suke da su (ko da yake daidai da 118% NRR). Freshworks yana da kusan abokan ciniki 44,000 a ranar 31 ga Yuni, 2020 kuma yanzu yana da haɓaka 52,500 - 20% a cikin ƙidayar abokin ciniki a cikin shekara guda. Amma ARR yana haɓaka 49%.

#4.  Na biyu Freshservice da kuma Layukan samfuran Freshdesk sun wuce $100m ARR kowanne. Tunatarwa na yadda maɓalli na samfura da yawa na iya zama. Yawancin mu tsofaffin lokaci a SaaS za su ci gaba da tunanin Freshworks a matsayin galibi Freshdesk, amma wannan ba haka bane. Freshsales da kansa ya ketare $100m a ARR a cikin Disamba 2020. Kuma Freshssales shine mafi ƙanƙanta a cikin manyan samfuran 3, amma ko da a can, suna da abokan ciniki 6,500 a yau, vs. 8,900 akan Freshservice da 35,800 akan Freshdesk.

#5. Daga abokan ciniki 10,000 a cikin 2015 zuwa 50,000 a 2021. Kawai tunatarwa na visceral na yadda abubuwa ke haɗuwa a cikin SaaS. Abokan ciniki 10,000 babban ci gaba ne, kuma yawancin kamfanonin SaaS tare da manyan ACVs IPO a lokacin. Amma fara ne kawai. Freshworks ya ƙaddamar da tushen abokin ciniki daga 2015 zuwa 2021.

Da kuma bonusan karatun da ake samu:

#6. 62% na kudaden shiga daga biyan kuɗi na shekara-shekara.  Tunatarwa cewa, kamar Zuƙowa, ba dole ba ne ka tilasta biyan kuɗi na shekara-shekara. 62% na shekara-shekara ya tashi daga 54% a cikin 2019, don haka babban turawa a can. Amma har yanzu, 38% na abokan cinikin Freshworks suna biyan kowane wata.

#7. 18% kawai na abokan ciniki suna siyan samfuran 2 ko fiye a yau - amma waɗannan 18% suna wakiltar 45% na jimlar ARR.  Wata hanya don ganin yadda mahimmancin dabarun samfura da yawa galibi ke kan sikeli.  Kamar a Box da sauran shugabannin, manyan abokan ciniki suna so da siyan samfurori da yawa.

#8. Maɓallin sawun duniya don haɓaka.  Freshworks kamfani ne na SaaS na duniya, amma watakila yana nuna tushen sa, kawai 45% na kudaden shiga yana cikin Arewacin Amurka. Har yanzu babbar kasuwanta, amma 40% yana cikin EMEA da 15% ROW. Lallai sawun abokin ciniki na duniya.

#9. S/M/L ƙidaya abokin ciniki: 38,700 SMBs, 8,300 tsakiyar kasuwa, 1,300 kasuwanci. Yawancin ƙa'idodi waɗanda abokan ciniki na kowane girman za su iya amfani da su suna ganin rabe-rabe iri ɗaya.

Yawancin duka, Freshworks tunatarwa ne na adadin masu cin nasara da gaske za su iya kasancewa a SaaS a yau.  Yin gasa tare da duka Zendesk da Salesforce, da HubSpot da ƙari, har yanzu suna ci gaba da haɓaka 49% a $ 400m a ARR.

PlatoAi. Shafin yanar gizo3. Plarfafa Sirrin Bayanai.
Danna nan don samun dama.

Source: https://www.saastr.com/5-interesting-learnings-from-freshworks-at/