The Backbone Episode 65: Timing for SMB SaaS Companies to Scale Up
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Chapter 1: Introducing Ivan Makarov
In this episode of The Backbone, I have a conversation with Ivan Makarov, the Vice President of Finance at Webflow. Webflow allows users to design, construct, and launch robust websites visually without the need for coding. Ivan brings over 15 years of experience in finance within the tech sector, having previously held senior financial roles at notable companies like SmugMug and Flickr for eight years prior to his current position.
Ivan oversees a variety of functions at Webflow, including accounting, financial planning, business operations, legal matters, and compliance in corporate and tax areas.
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Section 1.1: Ivan's Career Path
In our discussion, we delve into Ivan's professional journey, tracing his steps from PwC to his roles at SmugMug and Flickr, eventually leading to his position at Webflow. We also explore the essence of what Webflow does and its mission in the digital landscape.
Section 1.2: Pricing Strategies for SMBs
We discuss how finance leaders should approach different pricing models, particularly the distinctions between trial-based and freemium strategies for small and medium-sized businesses. Ivan shares insights on the key metrics to focus on for optimizing each model.
Chapter 2: Moving Upmarket as a SaaS Company
As we navigate the conversation, we cover when a SaaS company focused on the SMB sector should contemplate expanding its market reach. Ivan elaborates on the financial considerations that leaders must take into account to prepare for this shift.
Section 2.1: Misconceptions About Finance Functions
We conclude by addressing common misunderstandings related to finance roles within rapidly growing software companies like Webflow.
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