Software and subscription
Merridian
B2B document management software. 7 people.
$394,700
annual revenue
47
decisions
3
directors
2
years
7
team
The founder writes the software and closes the deals, and cannot keep doing both.
The debate they have open today.
What it is like
- Revenue5
- $394,700 a year in recurring revenue, growing 6% a month.
- Maturity5
- Two and a half years in. Solid product, no sales process.
- Complexity7
- Product, support, sales and engineering, with seven people.
- Pace5
- Slow. Everything goes through the founder.
- Risk7
- Better funded rivals, and buyers who take months to decide.
- Upside9
- The recurring revenue compounds and almost nobody leaves.
Its board
- Priya RaghavanProduct director · Level 17
- Daniel AshworthFinance director · Level 15
- Isolde KramerSales director · Level 14
Its rooms
Boardroom · Product · Sales
3 decisions. 44 more inside.
These are only 3 of the 47 documented decisions of Merridian.
Raising the price 40% for new customers and holding it for existing ones
The entry price did not cover the cost to serve. They raised it for new customers only, honoring the old rate for everyone already inside.
Selling the first ten customers by hand
The founder made all ten sales in one hour meetings. They ruled out building a signup page: ten conversations teach you what no dashboard will.
Charging from the first customer, with no free period
They started at $180 a month. Little money and a clear answer: someone who will not pay $180 is not going to change how their firm works either.
47 documented decisions
3 visible · 44 inside the .ziri
With their reasons, their dates, the rooms where they were decided and the links to every person who took part.