Subskribe revamps quote-to-revenue approach for new ‘post-subscription SaaS’ world – TechCrunch


Check out most SaaS pricing strategies on a subscription basis and they often have a free version for a certain number of seats, a pro version for a larger set of seats, and an enterprise version for large companies.

But what about everything in between — the company that’s just above the 10-seat threshold for the free version, but won’t grow fast enough to make the pro version worth it?

Enter Subskribe, a startup bringing flexibility to the quote-to-revenue world, where it has often been difficult for sellers to quote a software when information is found in different places, reconcile them and then billing subscriptions and one-time invoices Services.

The company was founded in 2020 by Durga Pandey, who previously worked at Google, the company started with former Zuora engineering director Yibin Guo and former Okta senior director of business technology Prakash Raina.

“Everyone loves a recurring model, but the customer doesn’t want to pay for a $5,000 license when they can afford $10 a month,” CEO Pandey told TechCrunch. “The SaaS model has changed a lot in the past 10 years. It was similar to a Netflix subscription. Today, the way software is sold is a lot like your cell phone plan, where you pay $40 a month for 400 minutes.”

Instead, Subskribe’s technology is designed as an adaptive quote-to-revenue system built so that merchants can structure more ramp deals that offer increasing discounts as usage grows and add creative upsells and cross-sells.


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Every part of the process, from quote to invoicing, references the same repository of dynamic orders, ensuring a unified experience from start to finish. As a result, companies get a deal optimized for their growth and ultimately spend less money, Pandey added.

The company officially launched Thursday with a handful of clients and $18.4 million in seed and Series A funding from 8VC, which led the A round, and Slow Ventures, which led the seed. The round brought together a group of senior finance and operations executives at companies including Amplitude, Asana, Coupa, Dialpad, Okta, Plaid and UiPath.

Pandey plans to use the new funding to expand its engineering team and will also focus on expanding its customer base and product development.

Subskribe has only been selling for four months, so there aren’t many growth figures he can talk about, but he did say there were some big names in his customer pipeline that were about to be signed.

“Our goal is to establish ourselves as the actual player in this space and provide a product that allows these customers not to worry so much about the money making process,” added Pandey.

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