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

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.

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