5 SaaS companies, 5 growth plays: ScreenshotAPI.net

Trying to grow one SaaS product is hard enough. We thought it would be fun and smart to buy five different SaaS companies and grow them all at the same time.

We learned really quickly it wasn't going to be a one-size-fits-all. Even though 4/5 companies are product-led growth companies, each company currently uses its own unique growth plays.

ScreenshotAPI.net currently has around 170 customers. We acquired the business in late 2020 when it was doing $543 MRR. It's currently at $5,300 in MRR (according to Stripe).

It's a single-purpose, intent-driven tool with a very clear value proposition for an equally clear pain, so I knew I couldn't go and force the issue in acquiring MORE customers. We've been working on our content/SEO strategy, so if someone needed to automate screenshots, there was a good chance they'd find us.

Therefore, I decided to dig into the existing users and customers to find opportunities to increase MRR.

We were getting new users from really cool, marquee companies, so I decided to do extremely personalized outreach to identify any potential features we could build to upsell these users at large companies. I wanted to increase the ARPU and LTV.

Here's a play we found success with for ScreenshotAPI.net:

Setup Metabase to send daily Slack alerts for specifically non-gmail users (ie. signed up with their company email address)
Create a custom_field in Hubspot that allows me to add "Total Number of Screenshots Taken" (product usage data that I wanted to track and also highlight in my outreach) as a variable_field in an automated email
Add these users to the HubSpot sequence asking for feedback, feature requests, and case study/testimonials.

After doing this for about 60 days, I was able to find two specific Enterprise-y features that I could pitch as an upsell to these users at larger companies. The results were encouraging:

Within 30 days, we closed 2 customers totaling $1800 in MRR and grew the total MRR by 50%.

You can read a more in-depth breakdown of some of the numbers and learnings on our Grow and Tell newsletter: growpage.io.

Feel free to email me [email protected] if you have questions. Obviously, every company is a little different, but if you want some help hunting for your SaaS company, let me know.