Matthew Prince

So, I mean, I think great SaaS companies have three characteristics.

They have a low cost of customer acquisition.

They have low churn.

and they have the ability to expand revenue from those existing customers.

I'd say we're really good at the first two things.

Our cost of customer acquisition is remarkably low.

Well, I mean, I think that more than half of our business comes from just straight inbound, no marketing involved, that is built around sort of the halo of the brand, word of mouth and otherwise.

On a traditional marketing basis, we've been terrible traditional marketers.

Like we've been very little.

You don't see Cloudflare billboards on the 101 in San Francisco.

We don't spend a lot on any of the traditional marketing channels.

And yet, every day, 15,000 new sites sign up for our service, most of whom heard about us with zero customer acquisition costs.

You know, as you go up, you know, for our larger customers, we've got we've got sales teams that support those.

But our sales team, you know, our our inside sales team is doing on average over one point three million dollars in ACV on a per ramped rep basis, which is over one period of time.

Over 12 months, $1.3 million in new ARR per year, which is about twice what you would get from a high-performing other SaaS company, where that's usually around $700,000 per fully ramped rep.

We've been very, very efficient at being able to acquire customers.

Our churn rates are very low.

Again, it varies between the self-service business, where

Um, we don't typically lose to other competitors.

Um, if we lose self-service businesses, it's usually cause they go out of business.