Muhammad Younas · vFairs
Published September 6, 2024Explore the lesson. Sign in to access the slide download.
Topics covered: Our next speaker I just want you guys imagine something imagine going from 1.; Went from boom to burst but we were able…; Customers who already were going to shift their virtual….
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“our next speaker I just want you guys imagine something imagine going from 1.9 million bucks of ARR to $ 17.9 million of AR in Under 12 months please help me welcome to the stage Mr Muhammad Eunice from V [Applause] Paris is is co baby the right word yeah kind of sort of it was born a lot more earlier than that but yeah it boomed that coach us up competitive space can't wait to learn”
“went from boom to burst but we were able to still sustain the revenue and again growing from there so we'll walk you through how we went from a point solution to an all-in-one event management solution where we now provide event tech for virtual events but also for even person events badge printing solution mobile app lead capture app abstract management and so forth so I'm just going to walk you through that but before I do that I just want you to know where we stand today Gartner for the first”
“customers who already were going to shift their virtual event contracts to inperson event contracts just because they want to go back uh to that space so we started with just virtual piece that first quadrant but over the last two years we buil the other three quadrants and all of them all of them were co-created with customers who already paid us for all of that upfront so just one of the things that I want you guys to know about is that if you are so we”
“once we did that we uh co-created a lot of u a lot of just social proof with those customers so one of our favorite customers is University of Maryland they were one of our initial customers and what we did was we worked with them to get a case study a video testimonial tons of social media post from them on LinkedIn of how much they like V fars and just by doing that and just by having them introduce us to a lot of”
“Co-created with customers Expanded to new use cases Moved from point solution to suite. Expand Value BULLET 1 BULLET 2 BULLET 3”
“Beachhead Segment Strategy Virtual Job Fairs Virtual Conference, Trade Shows, Internal events Event Apps Badge Printing Check-in solutions”
“Expanded Geography Tested paid media in new countries Launched localized pages Won regional G2 badges”
“Capturing Higher Education Market Social proof of one Top 100 university… …helped close 30 more”
“Account Domino: Leading FMCG Company $25,000 in 2018 to over $500k in 2023 Won global account. Recruitment + Onboarding. Started with Virtual Career Fair”
Video
Scaling Smarter: Lessons Learned From Scaling to Over $30M & Pivoting At Different Growth Phases - Slide Deck
As the CEO and founder of vFairs, Muhammad Younas is on a mission to provide innovative and scalable solutions to businesses around the world and help vFairs become the world’s most loved technology to power events. With over 15 years of experience in the technology industry, he has a proven track record of building successful products and businesses that drive growth and innovation.
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SaaSOpen, September 2024 Scaling Smarter: Lessons Learned From Scaling to Over $30M & Pivoting At Different Growth Phases Muhammad Younas CEO & Founder, vFairs
Over the next 20 minutes I’m going to show you EXPAND VALUE Repositioned product for new use cases. Moved from point solution to suite. EXPAND MARKETS INCREASE SHARE OF WALLET Penetrated new geos efficiently. Broke into a lookalike industry. Identified “wedge” accounts. Invoked account domino effect.
Our Revenue Growth
Our Revenue Growth Offered Virtual Job Fairs only
Our Revenue Growth All virtual events (conferences, trade shows, job fairs etc.)
Our Revenue Growth All-in-one suite(virtual, in-person, hybrid events)
Gartner Customer Choice Award 2023
4 Event Tech Live Awards 2023 Best Hybrid Event Platform Best Event Networking Technology Best Virtual Event Platform Best Sustainable Tech Solution
Leader on G2 Grid
Co-created with customers Expanded to new use cases Moved from point solution to suite. Expand Value BULLET 1 BULLET 2 BULLET 3
Started by Solving Recruitment Pain Points via Virtual Job Fairs
Unlock New Use Case via Co-Creation + = Job Fair Exhibit Hall Chatroom Webinar + engagement tools + = Conference Co-created piece
Beachhead Segment Strategy Virtual Job Fairs Virtual Conference, Trade Shows, Internal events Event Apps Badge Printing Check-in solutions
Journey from Point Solution to Suite
Journey from Point Solution to Suite Won virtual slice first…. Then, completed the wheelhouse
Journey from Point Solution to Suite
Leads by product 2022-2024 Virtual to in-person mix went from 85-15 to 45-55 Established better product diversity balance Virtual event heavy mix
Understood regional nuances. Penetrated new geographies. Captured lookalike industries. Expand Markets I’m going to show you NUANCE NEW GEO LOOKALIKES
Expanded Geography Tested paid media in new countries Launched localized pages Won regional G2 badges
Localized Pages
Expanded Event Types Tested paid media in new countries Expanded use cases with existing customers through internal referrals
Expanded Industries Create case study with 1 higher ed example Leveraged it to win 30 top universities Repeated the same with foodservice groups
Capturing Higher Education Market Social proof of one Top 100 university… …helped close 30 more
Expanded Industries Case study helped us win Cornell, Columbia, UPenn
Expanded Industries Case study helped us win $500K deal
Matured customer success function. Domino: Won over internal departments via referrals. Converted wedge deals into global accounts. Increase Share of Wallet I’m going to show you CUSTOMER SUCCESS REFERRALS WEDGE DEALS
Perfected Delivery of Product and Service
Moving into Adjacencies Rolling out the Job Fair to other geographies Moving into Onboarding Fairs Actively seeking out referrals to eventual own the global account
Account Domino: Leading FMCG Company $25,000 in 2018 to over $500k in 2023 Won global account. Recruitment + Onboarding. Started with Virtual Career Fair
Account Domino: Global Healthcare Leader $6,000 in 2018 to $234,000+ in 2023 Started with Virtual Career Fair Won 10+ geographies for recruitment & conferences
Over the last 20 minutes, I showed you: EXPAND VALUE Repositioned product for new use cases. Moved from point solution to suite. EXPAND MARKETS INCREASE SHARE OF WALLET Penetrated new geos efficiently. Broke into a lookalike industry. Identified “wedge” accounts. Invoked account domino effect.
SaaSOpen, September 2024 Thank you! [redacted email] Muhammad Younas CEO & Founder, vFairs