SWOT Analysis Mobile Logo
Miro logo

Miro Sales

To advance human creativity and innovation by providing a visual collaboration platform that enables teams to become the essential workspace for 100M teams

Stay Updated on Miro

Get free quarterly updates when this SWOT analysis is refreshed.

Miro logo
Align the strategy

Miro Sales SWOT Analysis

|

To advance human creativity and innovation by providing a visual collaboration platform that enables teams to become the essential workspace for 100M teams

Strengths

  • PRODUCT: Industry-leading visual collaboration platform with 99.9% uptime and over 1,000 integrations with other enterprise tools
  • MARKET: Strong brand recognition with 45M+ registered users and 150,000+ paying customers across 180+ countries
  • ECOSYSTEM: Robust partner network of 400+ consultants and technology partners extending platform capabilities
  • RETENTION: Best-in-class net revenue retention of 120%+ driven by land-and-expand strategy and strong customer success programs
  • INNOVATION: Rapid product development with quarterly major releases and AI-powered features driving high user engagement

Weaknesses

  • PRICING: Complex pricing structure creates friction in sales cycle, extending average deal close time to 45+ days
  • SALES: Enterprise sales motion not fully optimized with 65% of AEs not meeting quota in mid-market and enterprise segments
  • MARKETING: Lead generation efficiency declining with CAC increasing 30% YoY as digital ad costs rise and channels saturate
  • PRODUCT: Feature parity challenges against newer competitors in specific verticals threatening customer retention in key industries
  • TALENT: Revenue organization experiencing 28% turnover rate, well above SaaS industry average of 20%

Opportunities

  • EXPANSION: Enterprise segment growing at 40% CAGR with only 20% penetration in Global 2000 companies offering substantial growth runway
  • VERTICAL: Industry-specific solutions for high-growth sectors (healthcare, financial services, education) could increase ASP by 35%
  • PARTNERS: Expanding channel partnerships could unlock 30% more revenue with minimal CAC through leveraging partner relationships
  • AI: Integration of AI workflows could increase user engagement by 70% and create new revenue streams through premium AI features
  • GLOBAL: APAC market growing at 55% with minimal competition presents opportunity to establish early market leadership

Threats

  • COMPETITION: Microsoft, Figma, and Lucid aggressively expanding visual collaboration capabilities with deeper integration into existing ecosystems
  • ECONOMY: Corporate IT spending projected to decrease by 12% in upcoming quarters as companies optimize software portfolios
  • CONSOLIDATION: Enterprise customers moving toward unified workplace platforms reducing budget for point solutions by 25%
  • PRICING: Downward pricing pressure as competition intensifies, with new entrants offering similar features at 40% lower price points
  • INNOVATION: Rapid acceleration of AI capabilities by competitors could leapfrog current feature advantages within 12-18 months

Key Priorities

  • GROWTH: Accelerate enterprise market penetration with industry-specific solutions while optimizing sales motion to improve quota attainment
  • PRODUCT: Develop AI-first collaboration features that maintain competitive advantage while creating new revenue streams
  • PARTNERS: Scale channel partner program to reduce CAC and accelerate global expansion, particularly in high-growth APAC region
  • RETENTION: Strengthen customer success programs to maintain best-in-class net revenue retention amid increasing competitive pressure
Miro logo
Align the plan

Miro Sales OKR Plan

|

To advance human creativity and innovation by providing a visual collaboration platform that enables teams to become the essential workspace for 100M teams

CONQUER ENTERPRISE

Become the standard visual platform for Fortune 1000

  • VERTICALS: Launch 3 industry-specific solution packages with dedicated GTM for healthcare, finance, and education by Q3 end
  • CERTIFICATION: Train and certify 100% of enterprise sales team on AI-powered solution selling by end of quarter
  • ACCOUNTS: Increase F1000 logo penetration from 20% to 30% through targeted enterprise campaign with 50+ new logos
  • EXPANSION: Improve average multiproduct adoption in enterprise accounts from 1.8 to 2.5 products per customer
MONETIZE AI

Transform AI capabilities into premium revenue streams

  • PRICING: Launch AI premium tier with 3 exclusive features at 25% price premium with adoption by 15% of enterprise customers
  • ADOPTION: Increase AI feature utilization from 28% to 60% of eligible users through targeted enablement campaign
  • ROI: Develop and implement AI value calculator demonstrating minimum 3x ROI for premium features to drive conversions
  • INNOVATION: Release 2 industry-first AI capabilities that solve vertical-specific challenges for target enterprise segments
SCALE CHANNELS

Make partners a primary growth engine globally

  • REVENUE: Increase partner-sourced ARR contribution from 22% to 35% of new bookings through enhanced incentive program
  • EXPANSION: Certify 250 additional partners on enterprise selling motion with emphasis on APAC region specialists
  • ENABLEMENT: Create AI certification program for partners with 80% completion rate and measured performance improvement
  • MARKETPLACE: Launch partner AI solution marketplace with 25 specialized applications generating $2M in new ecosystem revenue
MAXIMIZE RETENTION

Create unbeatable customer outcomes and loyalty

  • NRR: Increase net revenue retention from 123% to 130% through targeted expansion and improved renewal processes
  • ADOPTION: Launch early warning system identifying accounts below 50% adoption threshold with intervention program
  • CHAMPIONS: Develop customer advocacy program generating 100+ new customer references and 25 published case studies
  • INSIGHTS: Implement AI-powered usage analytics dashboard identifying expansion opportunities with 90% account coverage
METRICS
  • Annual Recurring Revenue (ARR): $750M
  • Net Revenue Retention (NRR): 130%
  • Enterprise Logo Count: 450
VALUES
  • Customer centricity
  • Innovation
  • Collaboration
  • Transparency
  • Growth mindset
Miro logo
Align the learnings

Miro Sales Retrospective

|

To advance human creativity and innovation by providing a visual collaboration platform that enables teams to become the essential workspace for 100M teams

What Went Well

  • GROWTH: Enterprise segment exceeded targets by 18% with average deal size increasing 25% year-over-year
  • PRODUCT: New AI-powered whiteboarding features drove 40% increase in daily active users across existing accounts
  • EXPANSION: Net revenue retention reached 123%, outperforming SaaS industry average of 110% and previous quarter's 118%
  • PARTNERSHIPS: Strategic alliance program delivered 22% of new ARR, up from 14% in previous quarters

Not So Well

  • EFFICIENCY: Sales productivity declined with cost of customer acquisition increasing 30% and sales cycle extending to 45+ days
  • SEGMENTATION: SMB segment performance missed targets by 12% with higher than expected churn of 15% versus 10% target
  • MARKETING: Lead conversion rates dropped from 3.2% to 2.4% as digital channel performance declined across platforms
  • COMPETITION: Win rates against primary competitors decreased from 65% to 52% in competitive sales situations

Learnings

  • SPECIALIZATION: Industry-specific solutions showing 35% higher conversion rates and 28% faster sales cycles than generic offerings
  • ENABLEMENT: Sales teams with completed AI certification program achieving 45% higher quota attainment than non-certified teams
  • PRICING: Value-based pricing conversations more effective than feature comparisons, improving ASP by 22% when consistently applied
  • ADOPTION: Strong correlation between first 30-day feature adoption and long-term retention, with 3x churn risk for low adoption accounts

Action Items

  • TRAINING: Implement mandatory AI certification program for all revenue teams by end of Q2 with 100% completion rate
  • VERTICALS: Accelerate development of three industry-specific solution packages with dedicated marketing campaigns by Q3
  • PARTNERS: Expand channel enablement program to certify 250 additional partners on enterprise selling motion within 60 days
  • EXPANSION: Launch customer success program targeting accounts with <50% feature adoption to improve expansion opportunities
Miro logo
Drive AI transformation

Miro Sales AI Strategy SWOT Analysis

|

To advance human creativity and innovation by providing a visual collaboration platform that enables teams to become the essential workspace for 100M teams

Strengths

  • INNOVATION: Early AI adoption with generative capabilities for visualization, content creation, and meeting summarization driving 45% increased engagement
  • TALENT: Strong AI/ML engineering bench with 30+ specialists from top tech companies positioned to rapidly build AI-first features
  • DATA: Massive proprietary dataset from 45M+ users provides rich training foundation for developing specialized collaboration AI models
  • INTEGRATION: Seamless API framework enables rapid incorporation of third-party AI capabilities from OpenAI, Anthropic, and Google
  • FUNDING: Dedicated $50M innovation budget for AI capabilities development, exceeding industry average investment by 35%

Weaknesses

  • MONETIZATION: Unclear AI feature monetization strategy with most AI capabilities currently bundled in existing plans without premium pricing
  • ADOPTION: Only 28% of eligible customers actively using AI features, indicating potential product-market fit challenges
  • MESSAGING: Sales and marketing narratives around AI benefits not clearly differentiated from competitors, blurring value proposition
  • ANALYTICS: Limited measurement framework for AI feature ROI, making it difficult to prove business impact to customers
  • TECHNICAL: Computing infrastructure not fully optimized for AI workloads, creating potential scaling challenges as usage grows

Opportunities

  • WORKFLOW: AI-powered workflow automation could reduce collaboration friction by 60% and create new use cases beyond traditional visual collaboration
  • INSIGHTS: Knowledge extraction from collaboration artifacts could create entirely new product category with 40% price premium opportunity
  • INTEGRATION: AI connectors to enterprise knowledge systems could increase platform stickiness by 3x and reduce churn by 35%
  • VERTICAL: Industry-specific AI models for regulated industries could unlock $100M+ in new revenue from sectors with specialized compliance needs
  • ECOSYSTEM: Developer platform enabling third-party AI applications could create app marketplace with 25% revenue share potential

Threats

  • COMMODITIZATION: Core AI features becoming table stakes as competitors integrate similar capabilities, eliminating differentiation within 12 months
  • PRIVACY: Growing regulatory constraints around AI data usage could limit model training capabilities, especially in EU markets
  • SPECIALIZATION: Vertical-specific competitors developing deeper AI capabilities for targeted industries with 2x better performance metrics
  • COST: Increasing compute costs for AI inference could impact gross margins by 8-10% without corresponding pricing adjustments
  • EXPECTATIONS: Customer AI expectations outpacing delivery capabilities, creating expectation gap that could impact satisfaction scores

Key Priorities

  • PREMIUM: Develop tiered AI feature pricing strategy that clearly demonstrates value and drives new revenue streams
  • VERTICAL: Focus AI development on industry-specific models that solve unique customer problems in target verticals
  • ECOSYSTEM: Create AI developer platform to extend capabilities through partner ecosystem while sharing economics
  • ADOPTION: Implement AI-specific customer success programs to increase feature adoption and demonstrate clear ROI metrics