How we acquired over 100 enterprise customers for our SaaS as a category creator.

B2B SaaS Podcast

Ryan Austin, Founder & CEO of Cognota, discusses how they have grown to over 100 enterprise customers with ACV in the range of $20K-$50K at over 150% YoY growth last year. We explore their top-of-funnel lead generation strategy, sales cycles, retention, and expansion strategy.

Here are some key points from the discussion:

• Cognota is the first learning operations system for learning and development teams, as well as other business functions in the enterprise.
• They have approximately 108 enterprise customers using their platform, with ACV in the range of $20K to $50K.
• Around 80% of their new leads come from inbound content strategies, including webinars, blogs, and ebooks.
• Their sales cycle has a win rate of almost 25%.
• Their NRR stands at around 145%, with almost 90% logo retention.
• We discuss what it takes to build a new category and how they are approaching this challenge.
• Finally, we touch on external funding and their future vision.

https://www.youtube.com/watch?v=7zEFfo-hypo