Subscription analytics built for SaaS growth
In the latest episode of the Tekpon SaaS Podcast, host Cristian Dina welcomes Sara Archer, the Vice President of Sales at ChartMogul, to discuss the company’s role in driving growth for SaaS businesses through subscription analytics and a newly introduced CRM. The conversation dives deep into the challenges SaaS companies face, ChartMogul’s solutions, and Sara’s journey in the SaaS world.
ChartMogul established nearly a decade ago, is recognized for its robust subscription analytics and, more recently, its CRM capabilities, which explicitly cater to B2B SaaS businesses. Sara explains that the platform helps businesses consolidate various billing sources to calculate critical SaaS metrics like Monthly Recurring Revenue, Lifetime Value, and Retention Cohorts.
Initially, many SaaS companies start with simple tools like Stripe for billing, but as they scale, they face the complexity of integrating multiple billing sources. This is where ChartMogul steps in, simplifying the aggregation and normalization of data, thereby offering reliable metrics that are vital for investor presentations and internal decision-making.
How does ChartMogul help SaaS companies?
One of ChartMogul’s standout features is segmentation. Sara emphasizes its importance, quoting Christoph Janz, who said failing to segment customers can lead to misleading aggregate numbers and poor decisions. Effective segmentation allows businesses to identify growth opportunities within specific customer segments or geographies. This feature enables SaaS companies to refine their strategies and make data-driven decisions that enhance their growth trajectory.
The episode also explores the addition of ChartMogul’s CRM product, which launched in April of the previous year. While it can operate independently, it is most effective with their analytics. This all-in-one solution aims to streamline business operations, providing a unified view encompassing sales opportunities and customer data.
Sara recounts her journey at ChartMogul, from starting as a Revenue Operations Lead to becoming VP of Sales. Her first project involved implementing a new CRM due to the lack of data required for sales forecasting. This hands-on experience led her to a leadership position where her efforts have significantly influenced the company’s direction.
Reflecting on the SaaS community, Sara notes an exciting trend of smaller, localized SaaS events gaining prominence instead of large-scale conferences. These gatherings foster a collaborative environment where founders and makers can share tools and strategies, enhancing the community spirit.
In conclusion, Sara reiterates ChartMogul’s vision of aiding SaaS founders in growing recurring revenue through continuous innovation in their analytics and CRM products. She advises aspiring founders to embrace the lengthy journey of building a SaaS business, focusing on increasing customer count and maintaining a positive, fun approach to navigating challenges.