At the ARRtist Summit 2022 in Q4 2022, Vulcavo was still at the beginning of its B2B sales journey. Nine months later, Denis broke all company sales records—in just one month. How Vulcavo went from €5K ACV and >3-month sales cycles to closing a €180K 5-year contract in under 9 months—with 4x shorter sales cycles.
Last year, we only ever had one-year contracts. Now, our standard is a three-year contract—we don’t even offer anything else anymore. And then there’s the five-year contract (€180K Total Contract Value) that I closed on top of that. Last year, we always had monthly payments. Now, we have yearly upfront payments as our standard… which, of course, gives us a massive cash flow advantage in terms of liquidity. (08:50)
Initial Situation
"At ARRtist, I first got a real wake-up call about everything you need to consider in SaaS. That’s also where I got in touch with you after watching your talk—you basically ‘arrested’ me right after. You laid out a clear plan for us to make our sales SaaS-ready, because this business model was completely new to me based on my previous professional experience." (00:45)
4x Shorter Sales Cycles
"We used to have sales cycles of 120, 150, even 300 days. And to be honest, if we were tracking properly, we actually lost deals about three times along the way because we completely lost contact—only to dig them up again later and restart the process.
Now, our sales cycles are much shorter. Just today, I closed a deal in seven days, which isn’t even our fastest. Many are around 20 to 30 days, and the longest ones are about 70 days." (06:18)
2-3x Higher Average Contract Value by Switching from Monthly to Annual Upfront Payments
"Yes, our ACV has doubled—almost tripled, actually." (08:25)
"Last year, we only had one-year contracts. Now, our standard is a three-year contract—we don’t even offer anything else anymore. On top of that, I closed a five-year contract (€180K Total Contract Value).
Last year, we always had monthly payments. Now, we have yearly upfront payments as our standard… which, of course, gives us a massive cash flow advantage in terms of liquidity." (08:50)
👉 Get in touch with Denis directly if you (or someone you know) would be a great fit for his sales team!
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