COVID impact & readiness at WebEngage
A thread.. (1/7)

Once my internal teams identified how this pandemic impacts our business, we put together a few models & dashboards to be better prepared for the risks.

Sharing this because SaaS is and we are better together

Some context setting first ..

WebEngage is a mid-market SaaS product.
We have inside sales driven approach to customer acquisition.
$30K ACV with customers in India, MENA, EU, US and SEA.
We are a highly sticky and daily use product.

And yes, customers love us!

(2/7)

If you are looking for a quick summary, there you go..

3 areas of impact:
Cash collections - forecasting a 15% dip in AMJ.
Revenue churn - 10%. attributed to customers deeply impacted by the pandemic. will recover.
Sales - growth forecasts down to 63% from 105% for FY21.

(3/7)

Cash Collections

It's been our lifeline for 8 long years. And hence, we put huge efforts since the beginning. Those are helping now.

Mar collections were 11% lower
New deals are taking longer to move to billing
Customers benefiting from tailwinds moving faster than usual

(4/7)

Revenue Churn

Some of our customers are deeply impacted. We are providing interim relief to them & recording revenue loss for ourselves (see the sheet below)

10.3% $ churn:
Temporary waiver (4%)
Downgrade (2.2%)
Right shifted (2.1%)
Death of business (0.5%)
Others (1.5%)

(5/7)

Sales Forecasts

We have scaled down our growth goals for the current year and beyond. Assuming slower sales motion and 6 months of revenue loss due to COVID-19, we are forecasting 63% revenue growth for FY21 as compared to pre-COVID goal of 105%.

(6/7)

My heart goes out to all businesses and individuals+families impacted by this pandemic.

I couldn't find any B2B/SaaS benchmarks to use for our crisis planning @ WebEngage. Hence I am sharing this in good faith. Hope you find it useful.

Stay strong. This too shall pass.

(7/7)