Presentation deck from SaaStock 2019

1. Building a Global Business
out of India
All rights reserved by Freshworks Inc.
Presented by
Arun Mani,
President, Europe Freshworks
SaaStock Dublin

2. Freshworks Overview
SaaS Products
12
$250m
in Funding
250k+
Businesses
120+
Countries
11
Offices
Globally
All to help our clients create WOW moments
9
years old

3. Pop Quiz
Do you know the number of SaaS
businesses founded in India in the
last 10 years?
❏ 101 to 500
❏ 500 to 1k
❏ 1k to 2k
❏ 2k to 3k
❏ 3k+

4. Pop Quiz
Answer
3.5K+

5. Broad Array of SaaS Companies from India

6. The “Tried and True” Silicon Valley Model
Pick a niche market (or)
a large market with 10x promise
Go upmarket with
more and more features
Sales-driven expansion
Invest heavily in expansion
Must be ready to lose money
for a long, long time.

7. Our Recipe for Success
Pick a massive
market segment
Pick a path with
least resistance
Play to your
strengths & disrupt
Pick your path
to $100M

8. 1. Pick a Massive Market Segment
SMB SaaS Revenue (Billion $) Enterprise SaaS Revenue (Billion $)
SMB SaaS spend will overtake Enterprise SaaS spend
20202015
Google study

9. 2. Pick Your Path to $100M
To serve the Long-Tail of SMB profitability
ARPA($peryear)
# of customers (in 1,000s)

10. 3. Pick a Path with Least Resistance
Create a 10x better solution for
an existing category
Create a new category

11. 4. Play to Your Strengths & Disrupt

12. We Chose 3 Distinct Disruptive Approaches
Disrupt with
design & matching
GTM motion
Blitzscale with
multiple products
Accelerate with
twin engines

13. Craftsmanship
1. Disrupt with Design & Matching GTM motion
Large Market
Search driven online lead gen
Intuitive DIY Products
Easy Trial
Affordable and Open Pricing
Self-Serve Low Touch Sales
Enthusiastic Customer Engagement
demdesign.in

14. 2. Blitzscale with Multiple Products
To serve customers who are tired of having to use multiple tools for each function
Problem Solution

15. 2. Blitzscale with Multiple Products
Deliver on SaaS promise with multiple products
2. Multi-product adoption
1. New Products
3. More customer value
5. Reduce churn
4. ACV increase

16. Blitzscale with Multiple Products
Grow a forest one tree at a time
>$50
M
>$10
M
>$5M >$1M

17. 3. Accelerate with Twin-Engines
Fuel growth with sales led expansion into mid-market & enterprise segment with mature products
SMB
Mid-market
• Inbound (SEM driven)
• Product-led
• User centric
• Low touch, self-serve
• High velocity
• Outbound (Sales driven)
• Field sales lled
• Business decision maker centric
• Relationship driven & high-touch
• High ARPA

18. If you can delight the end user in the
SMB segment you can delight the end user in the mid-market & enterprise segment
3. Accelerate with Twin-Engines

19. Years from $1M to $100M ARR

20. Your story here...
Your Market? Your Strength? Your Disruption?

21. Thank you & all the best!
www.freshworks.com