Pricing by legal entities and ARR
“We try to align it with value and then we try to find some sort of proxy that you also can measure, right? So we typically find, you know, number of legal entities and some sort of AR tier”
Founder conversationLeader $5m+
How Younium Reached 200 Customers and $6.5M With $30K ACV on $10M Raised
Niclas Lilja explains how he went from cold calling CFOs in 2017 to a B2B subscription billing platform, and how he prices, hires reps and sets quotas.
Niclas Lilja · Younium
Published April 11, 2024About this resource
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What you’ll learn
Niclas Lilja, founder and CEO of Younium, explains how he went from cold calling companies in Sweden in 2017 to running a subscription billing platform for B2B software companies with 200 customers and an average ACV of around $30K. He covers pricing by legal entities and ARR tier, how he sets quotas at five times OTE for his six reps, and why Younium has raised about $10M while trying to stay near a one-to-one ratio with ARR.
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First customer came from cold calls
“the first one was actually me on the phone calling, you know, 20 companies back in my hometown.”
Why the CFO is the buyer
“Our thesis is what the, you know, you can sort of get by with a lot of things, but in the end, it all falls down into the lap of the CFO and they have to figure out the solution.”
Do not over-set early quotas
“I think it's also overly optimistic thinking that you will have that on day one when you don't have a brand, you don't have a solution, you don't have the customer reference, you don't have it right.”
Raising roughly one-to-one with ARR
“Around 10,000,000 US dollars, but I think we're trying to keep it as sort of a one to one on our own AR.”
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Niclas Lilja
Founder & CEO · Younium
- Company revenue
- $6.5M
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