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348% Increase in ARR

100ms is building powerful, high-quality, low-code SDKs that will allow developers to build truly interactive experiences with gold-standard audio-video quality in days, not months. Its founders Kshitij Gupta, Aniket Behera, and Sarvesh Dwivedi have built and led live video teams at Hotstar and Facebook Live at world-record scales.

Location: California, USA

Industry: SaaS

Challenges

  • 100ms has established a strong Product Market Fit (PMF) with leading Indian EdTech giants such as Byju’s, Whitehat Jr, and Classplus.
  • In order to further drive user and revenue growth, the company is now eyeing expansion into the United States market.
  • The objective is not only to identify a Product-Market Fit but also a Channel-Market Fit, to effectively target mid-market and enterprise customers.
  • Given that sales cycles in this segment are expected to be considerably longer, it is crucial to identify cost-effective channels for both initial customer acquisition and nurturing them through the sales cycle.

Strategy

  • To facilitate the expansion of our US Go-To-Market (GTM) strategy, we proactively initiated Search Engine Optimization (SEO) and content marketing efforts three months ahead of time.
  • This not only allowed us to gauge the market’s search intent but also resulted in a remarkable 400% increase in non-branded SEO traffic.
  • In our Google Ads approach, we focused our efforts on targeted competitor campaigns, as we believed they had a higher likelihood of generating sales and a shorter sales cycle.
  • By closely aligning our sales and marketing efforts, we were able to effectively penetrate the US market and establish a strong presence in the mid-market and enterprise customer segments.

Outcomes

348%

Increase in ARR

$1.6 Million

New US Pipeline Generated

71%

CPL Reduction

19%

Sales Cycle Reduction

100ms | Pipeline Dashboard
100ms New Logo

I have to give a shoutout to John, our Demand Generation Manager, who has been a key factor in boosting our revenue. He knows his stuff when it comes to paid ads, SEO, and optimizing our Hubspot processes. Thanks to his skills, we’ve seen a significant increase in website traffic, conversions, and revenue.

Aniket

Aniket Behera

COO & CoFounder, 100ms

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