How to Win podcast with Peep Laja

Growing a SaaS Under HEAVY Competition - with Livestorm's Gilles Bertaux

Oct 30, 2023

Livestorm's Gilles Bertaux discusses how they succeeded in a competitive market, acquired customers through feedback and SEO, and grew past $10 million in revenue. They focus on differentiation, European advantage, and shipping key features with high quality. Strategy shifts after hitting revenue milestones and lessons learned are also shared.

18:24

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Episode guests

Gilles Bertaux

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Episode notes

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Quick takeaways

Livestorm's success was attributed to their investment in SEO and content marketing, driving organic traffic and generating leads.

The positioning of Livestorm as a webinar platform with a focus on mid-market plus plus, emphasizing security, privacy, and compliance, helped them stand out in the competitive space.

Deep dives

Investing in SEO and Content Marketing

Livestorm found success by investing heavily in SEO and content marketing. They wrote blog posts on a daily basis, focusing on keywords and creating a strong online presence. This strategy helped them drive organic traffic and generate leads for their sales team.

Introduction

2min

Acquiring Customers in a Competitive Market and Overcoming Challenges

3min

Differentiation and the European Advantage

8min

Improving Product Shipping Efficiency and Prioritization

2min

Strategy Shifts, Business Lessons, and Winning Tactics

4min

This week on How To Win: Livestorm's Gilles Bertaux, a meeting and webinar platform. You'll hear how Livestorm succeeded despite many well-known competitors. How they got their first customers. And how they grew past $10 million in revenue.

Key Points

1:00 - How Gilles got the idea for Livestorm and validated it with customers
2:00 - Getting the first set of customers
3:15 - Reaching $1 million ARR in 2-2.5 years
3:45 - Growth during COVID-19 pandemic
4:30 - Differences between Livestorm and virtual event platforms
5:45 - Importance of recurring revenue products
6:00 - Anti-active usage products retention rates
7:00 - Differentiation in the webinar space
8:00 - European privacy laws advantage
9:30 - Messaging differentiation vs. business strategy differentiation
10:00 - Shipping features fast vs. carefully
13:00 - Prioritizing features based on positioning
14:15 - Strategy changes after hitting $10 million revenue
16:00 - Lessons learned over 7 years
17:30 - How Livestorm won

Mentioned:

Livestorm
Gilles Bertaux on X
Gilles Bertaux on LinkedIn

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