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Miro Sales

Accelerate revenue growth by empowering global visual collaboration to achieve $2B ARR leadership by 2035

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Accelerate revenue growth by empowering global visual collaboration to achieve $2B ARR leadership by 2035

Strengths

  • PRODUCT: Leading visual collaboration platform with 60M+ users and 99.9% uptime reliability
  • MARKET: Dominant position in $16B collaboration market with 180% net revenue retention rate
  • CUSTOMER: Strong enterprise adoption with 99% of Fortune 100 using Miro for strategic initiatives
  • TECHNOLOGY: Robust real-time collaboration engine supporting 1000+ concurrent users per board
  • BRAND: Industry-leading NPS of 71 and recognized as leader in Gartner Magic Quadrant

Weaknesses

  • PRICING: Complex pricing structure creating friction in SMB segment with 23% conversion rate gap
  • SALES: Limited enterprise sales capacity with 18-month average deal cycle for Fortune 500
  • PRODUCT: Feature complexity overwhelming new users with 31% first-week churn rate
  • MARKET: Over-dependence on North American market representing 67% of total revenue
  • INTEGRATION: Limited native integrations compared to competitors with only 100+ apps

Opportunities

  • AI: $12B AI collaboration market growing 47% annually with untapped automation potential
  • GLOBAL: International expansion opportunity with only 8% market penetration in APAC region
  • VERTICAL: Industry-specific solutions for healthcare and finance representing $3B TAM
  • ENTERPRISE: Large enterprise segment growth with 89% willing to pay premium for advanced features
  • MOBILE: Mobile-first collaboration trend with 45% of users requesting native mobile features

Threats

  • COMPETITION: Microsoft Teams integration threats with 280M active users and bundled pricing
  • ECONOMIC: Economic downturn reducing collaboration software budgets by average 15-20%
  • TECHNOLOGY: Emerging AR/VR collaboration platforms disrupting traditional visual collaboration
  • REGULATION: Data privacy regulations in EU and Asia limiting cross-border collaboration features
  • SATURATION: Market saturation in core segments with 73% of target customers already using tools

Key Priorities

  • GROWTH: Accelerate enterprise sales capacity and reduce deal cycles to capture market leadership
  • AI: Integrate AI-powered automation features to differentiate and justify premium pricing
  • GLOBAL: Execute international expansion strategy focusing on high-growth APAC markets
  • PRODUCT: Simplify user onboarding and reduce complexity to improve conversion rates
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Accelerate revenue growth by empowering global visual collaboration to achieve $2B ARR leadership by 2035

SCALE ENTERPRISE

Accelerate enterprise revenue growth and market dominance

  • CAPACITY: Hire 45 enterprise AEs and 30 SEs, achieving 95% quota attainment across team by Q2 end
  • VELOCITY: Reduce enterprise deal cycle from 18 to 12 months through improved sales processes
  • EXPANSION: Achieve 195% net revenue retention in enterprise segment through strategic upselling
  • PIPELINE: Generate $850M qualified enterprise pipeline with 28% win rate improvement
AI ADVANTAGE

Lead market with AI-powered collaboration innovation

  • LAUNCH: Ship AI Smart Templates and Auto-summarization to 100% of enterprise customers by Q2
  • ADOPTION: Achieve 67% monthly active usage of AI features among paying enterprise users
  • REVENUE: Generate $25M incremental ARR from AI premium tier and advanced feature adoption
  • DIFFERENTIATION: Patent 8 unique AI collaboration technologies maintaining competitive moat
GLOBAL REACH

Expand international presence and revenue contribution

  • EXPANSION: Launch localized operations in 5 APAC markets with dedicated sales and success teams
  • REVENUE: Achieve $95M international ARR representing 42% of total company revenue mix
  • LOCALIZATION: Complete product localization for 12 languages with cultural adaptation
  • PARTNERSHIPS: Establish 15 strategic channel partnerships in international markets
OPTIMIZE GROWTH

Improve efficiency and reduce customer acquisition friction

  • ONBOARDING: Reduce new user time-to-first-value from 14 to 5 days through UX improvements
  • CONVERSION: Increase trial-to-paid conversion rate from 23% to 35% through simplified pricing
  • EFFICIENCY: Improve sales team productivity by 32% through RevOps tools and automation
  • RETENTION: Achieve 96% gross revenue retention through proactive success management programs
METRICS
  • Annual Recurring Revenue: $420M
  • Net Revenue Retention: 185%
  • Enterprise Win Rate: 28%
VALUES
  • Innovation
  • Collaboration
  • Customer Success
  • Growth Mindset
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Align the learnings

Miro Sales Retrospective

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Accelerate revenue growth by empowering global visual collaboration to achieve $2B ARR leadership by 2035

What Went Well

  • REVENUE: Achieved 34% YoY revenue growth reaching $275M ARR exceeding guidance expectations
  • ENTERPRISE: Enterprise segment grew 67% with average deal size increasing to $180K annually
  • RETENTION: Maintained 180% net revenue retention with 98% gross revenue retention rate
  • PRODUCT: Launched 47 new features including advanced analytics and security capabilities
  • INTERNATIONAL: International revenue grew 89% representing 33% of total revenue mix

Not So Well

  • PROFITABILITY: Operating margin decreased to -23% due to increased sales and marketing spend
  • SMB: Small business segment growth slowed to 12% with increased competitive pressure
  • CHURN: New customer churn increased 15% in first 90 days due to onboarding complexity
  • SALES: Sales efficiency metrics declined with 18% longer average sales cycles observed
  • COSTS: Customer acquisition costs increased 28% while maintaining same conversion rates

Learnings

  • FOCUS: Enterprise focus delivers higher value but requires specialized sales and success teams
  • ONBOARDING: Complex features need simplified onboarding to reduce early customer churn
  • MARKET: International markets require localized approaches and dedicated regional teams
  • EFFICIENCY: Sales productivity improvements needed through better tooling and processes
  • INVESTMENT: Growth investments should be balanced with path to profitability metrics

Action Items

  • ONBOARDING: Redesign new user experience to reduce complexity and improve time-to-value
  • SALES: Implement sales enablement program to reduce deal cycles and improve win rates
  • EFFICIENCY: Deploy revenue operations tools to improve sales productivity by 25%
  • RETENTION: Launch customer success program targeting high-risk accounts in first 90 days
  • PROFITABILITY: Establish clear timeline and milestones for achieving operating profitability
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Accelerate revenue growth by empowering global visual collaboration to achieve $2B ARR leadership by 2035

Strengths

  • DATA: Rich collaboration data from 60M+ users providing foundation for AI training models
  • INFRASTRUCTURE: Scalable cloud architecture supporting real-time AI processing capabilities
  • TALENT: Strong engineering team with 15% AI/ML specialists and growing talent pipeline
  • PARTNERSHIPS: Strategic AI partnerships with OpenAI and Google providing competitive advantage
  • INNOVATION: Active AI research program with 12 patents filed in visual intelligence space

Weaknesses

  • INTEGRATION: Limited AI features currently integrated into core product offering
  • RESOURCES: AI development budget represents only 8% of total R&D investment allocation
  • EXPERTISE: Shortage of senior AI product managers with collaboration domain knowledge
  • INFRASTRUCTURE: Legacy architecture components limiting advanced AI model deployment speed
  • STRATEGY: Unclear AI roadmap and prioritization framework across product development teams

Opportunities

  • AUTOMATION: $4.2B market for AI-powered workflow automation in collaboration tools by 2027
  • PERSONALIZATION: AI-driven content recommendations could increase user engagement by 40%
  • INTELLIGENCE: Smart meeting insights and action items generation representing premium tier
  • EFFICIENCY: AI-powered template suggestions could reduce project setup time by 60%
  • ANALYTICS: Predictive collaboration analytics for enterprise customers driving retention

Threats

  • COMPETITION: Microsoft Copilot and Google Workspace AI features creating competitive pressure
  • TALENT: AI talent shortage with 67% increase in compensation costs for qualified engineers
  • REGULATION: AI governance requirements potentially limiting feature development and deployment
  • TECHNOLOGY: Rapid AI advancement making current development investments potentially obsolete
  • ETHICS: AI bias and privacy concerns potentially limiting enterprise adoption rates

Key Priorities

  • ACCELERATION: Increase AI development resources and talent acquisition to maintain competitiveness
  • INTEGRATION: Rapidly integrate AI automation features into core collaboration workflows
  • DIFFERENTIATION: Develop unique AI capabilities that competitors cannot easily replicate
  • STRATEGY: Create comprehensive AI roadmap aligned with revenue growth objectives