Asana is now planning to double the size of its sales team in 2020
Asana is the tool we all know even if we don't use it ourselves. With that famous B2C CEO that decided to do SaaS next.
It's crossed $250,000,000 in ARR and is starting to march upmarket
Here are 5 Interesting Learnings from Asana at $250M ARR:
Asana is now planning to double the size of its sales team in 2020
140% NRR for $50k+ customers
125% NRR for $5k-$50k customers
100% or so NRR for < $5k customers
Given it still skews 60% SMB, this is consistent with other market leaders like Zendesk, etc
We saw with Zendesk and Shopify the SMB growth keep pace with enterprise, and we saw with Slack enterprise be the engine of growth
Asana is in middle
Asana has the challenge many of you do. The Big Customers are growing fastest (100% YoY), but 40% of its revenue is still from accounts < $5k ACV.
Asana is growing 55% at $250m+ in ARR!! But new customer growth was ~10% YoY.
So again, lean way, way into your existing customers.
#6. Churn has returned to pre-Covid levels. So no more blaming Covid here.
#7. Asana added 130+ new features in 2020. How about you? Agile wins in very competitive spaces. Asana is in a very competitive space.
You just have to add admin-level controls if you want to go enterprise. So do it early.