Hear from Hired's CEO Mehul Patel on how to move from transaction to recurring revenue. Hired is a marketplace that matches tech talent with innovative companies. Hired combines job matching with unbiased career counseling to help people find a job they love. Through Hired, job candidates and companies have transparency into salary offers, competing opportunities and job details.

1. Lessons Learned from Hired CEO:
How to Move from Transactional
to Recurring Revenue
Mehul Patel
CEO
Hired
@twitter

2. Mehul Patel
CEO
Hired
@twitter
Lessons Learned from Hired CEO: How to Move from
Transactional to Recurring Revenue

3. Convergence of Marketplaces + SaaS Business Model
?
1990s
No real marketplaces yet
— they were listings for
everything
2000s–2010s
Marketplaces exploded
— we had better listings
and marketplaces
evolved to transaction
and service platforms
NOW
What’s next for 2018 and
beyond?

4. Where SaaS & the Marketplace Model Creates Magic
Annual Recurring Revenue

5. A Pyramid is Worth
a Thousand Words
Values Team
Go To
Market
Roadmap
Customer
Success
Invest Trade-OffsMetrics
Customer
Industry
Press
How we tell our story
How we serve customers
How we work
Who are we

6. Who are we
Go To
Market
Roadmap
Customer
Success
Invest Trade-OffsMetrics
Customer
Industry
Press
How we tell our story
How we serve customers
How we work
Leverage your
company values
to drive stability.
1
Values Team

7. Who are we
Go To
Market
Roadmap
Customer
Success
Invest Trade-OffsMetrics
Customer
Industry
Press
How we tell our story
How we serve customers
How we work
Hire people
strategically.
2
Values Team

8. How we work
Values Team
Go To
Market
Roadmap
Customer
Success
Customer
Industry
Press
How we tell our story
How we serve customers
Who are we
Divide and conquer
your goals? Your
workforce? Your
team?
3
Invest Trade-OffsMetrics

9. How we work
Values Team
Go To
Market
Roadmap
Customer
Success
Customer
Industry
Press
How we tell our story
How we serve customers
Who are we
Set core operating
business metrics —
you focus on what
you measure.
4
Invest Trade-OffsMetrics

10. How we work
Values Team
Go To
Market
Roadmap
Customer
Success
Customer
Industry
Press
How we tell our story
How we serve customers
Who are we
Create a decision
framework.
5
Invest Trade-OffsMetrics

11. How we serve customers
Values Team
Invest Trade-OffsMetrics
Customer
Industry
Press
How we tell our story
How we work
Who are we
Find your pricing
sweet spot.
6
Go To
Market
Roadmap
Customer
Success

12. How we serve customers
Values Team
Invest Trade-OffsMetrics
Customer
Industry
Press
How we tell our story
How we work
Who are we
Decouple new
business and
upsells/retention.
7
Go To
Market
Roadmap
Customer
Success

13. How we serve customers
Values Team
Invest Trade-OffsMetrics
Customer
Industry
Press
How we tell our story
How we work
Who are we
Build a roadmap
that drives lock-in.
8
Go To
Market
Roadmap
Customer
Success

14. How we tell our story
Values Team
Go To
Market
Roadmap
Customer
Success
Invest Trade-OffsMetrics
How we serve customers
How we work
Who are we
Bring the market to
you through
strategic
storytelling
9
Customer
Industry
Press

15. How we tell our story
Values Team
Go To
Market
Roadmap
Customer
Success
Invest Trade-OffsMetrics
How we serve customers
How we work
Who are we
Listen to your
customers.
10
Customer
Industry
Press

16. 10 Things to do when Moving from Transactional to
Recurring Revenue
1. Leverage your company values to drive stability.
2. Hire people strategically.
3. Divide and conquer your goals? Your workforce? Your team?
4. Set core operating business metrics — you focus on what you measure.
5. Create a decision framework.
6. Find your pricing sweet spot.
7. Decouple new business and upsells/retention.
8. Build a roadmap that drives lock-in.
9. Bring the market to you through strategic storytelling.
10. Listen to your customers.

17. THANK YOU

18. ICON LIBRARY
(If you need ’em)

24. Convergence of Marketplaces + SaaS Business Model
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