The Official SaaStr Podcast: SaaS | Founders | Investors SaaStr 536: The Path to a Billion Dollars: How to Create Multi-Revenue Streams with Bill.com CRO Tom Clayton
Mar 9, 2022
Tom Clayton, the CRO of Bill.com, shares valuable insights on achieving billion-dollar success for SaaS companies. He discusses effective strategies for creating multiple revenue streams and highlights the role of analytics and innovative pricing models. Clayton explores the differences between horizontal and vertical growth strategies and shares the importance of partnerships in expanding revenue. He emphasizes the need for creativity and strategic collaborations to enhance market position while balancing organic and inorganic growth.
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Revenue Growth Strategies
- Maximize existing revenue by getting more value from current customers.
- Explore subscription pricing, premium services, adjacent products, and transaction-based pricing.
Vertical Specialization
- Consider specializing in a few key verticals to better target your market.
- Develop targeted messaging and customer references specific to each vertical.
Efficient Channels
- Focus on efficient distribution channels once the product has real market fit.
- This includes partnering with like-sized companies, upselling to large platforms, white labeling, and exploring adjacent players.