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CASE STUDY
InteractiveProduct-Led Growth Revenue & Cash Model
A freemium SaaS model that follows every workspace from sign-up to paid, dormant or reactivated, and on to MRR, cohorts and cash.
Business challenge
A product-led SaaS company needed to know which growth levers turn free usage into retained revenue, and how much support capacity and cash the plan really needs.
Outcome
Management can see which channel or funnel step to fix first, plan support hiring ahead of conversion, and judge whether a Series A is needed for growth or only for headroom.
Overview
A product-led growth model for a freemium SaaS business. Five acquisition channels bring in free workspaces; activation, engagement, dormancy, reactivation and free-to-paid conversion move every workspace between free, paid and dormant states, with conversion limited by customer-success capacity. Paid customers drive MRR by tier, cohorts and channel economics, which feed a monthly income statement, balance sheet and cash flow. It shares its 2024 and 2025 history and its 2026 financing (SAFEs, bridge note and Series A) with the SaaS start-up model and tests a different, usage-led growth path. How to use this model: On the Dashboard sheet, choose the scenario in cell D5 and the segment in G5, then the period, year and month in J5, M5 and P5; in row 7 of the Dashboard, choose with or without the Series A in D7 and switch referrals, search, social and partner channels on or off in G7 to P7; on the Channel economics sheet, compare acquisition cost, payback and lifetime value by channel; on the Sensitivity sheet, see how activation and free-to-paid conversion change new subscriptions, and where customer-success capacity becomes the limit.
Approach
Workspaces move each month between free, activated, engaged, dormant and paid states by channel, with conversion limited by customer-success capacity. Paid customers build MRR by tier and monthly cohort, and channel economics compare acquisition cost and payback. Everything feeds a three-statement model with deferred revenue, capitalised development and lease accounting, and checks reconcile users, customers, MRR and cash in every case.
Capabilities
Skills
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