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TechCrunch

4 resources from TechCrunch we point people to, and the questions each answers.

📄 Article
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The net retention numbers by pricing model (122 percent top quartile for usage-based versus 109 percent without) plus the warning that switching is an org change, not a pricing page change.

Usage-based pricing is a company-wide effort

From TechCrunch by Kyle Poyar 10 min read

  • Top-quartile net retention was 122 percent with largely usage-based pricing, versus 110 percent for usage tiers and 109 percent for none.
  • About 85 percent of Twilio's net expansion comes from more usage, only 15 percent from new products.
  • Usage-based companies spend more on R&D than on sales: median ratio 1.5x, against 0.8x for companies without usage pricing.
  • Usage pricing shows up most where gross margins are thin (median 72 percent, bottom quartile 51 percent or lower).
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Answers How do I spot which accounts are actually ready to expand? How did Snowflake reach 158 percent net revenue retention, and what is actually copyable? Does usage-based pricing really lift expansion, and should we switch?
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The endpoint, with hard numbers: roughly 50 million dollars in annualised revenue, 6,000 clients across 90 countries, and never a rupee of outside funding.

Everstone acquires bootstrapped Indian startup Wingify for $200M

From TechCrunch by Manish Singh About 4 min read

  • Everstone bought a majority stake in Wingify at a 200 million dollar valuation in January 2025.
  • Wingify's annualized revenue had recently touched 50 million dollars with over 6,000 clients in 90 countries.
  • The company was built from 2010 without raising any external funding; Paras Chopra held 71 percent going into the deal.
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Answers How did Wingify get its first paying customers by writing for someone else's audience?
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The contemporaneous record, written while the claim was still true, with Scott Farquhar saying it in his own words rather than a retelling years later.

Atlassian's 2011 Revenues Were $102 Million With No Sales People

From TechCrunch by Erick Schonfeld About 3 min read

  • Atlassian did 102 million dollars of revenue in 2011, up 35 percent, with 17,000 paying enterprise customers and no salespeople.
  • It ran 450 employees worldwide and had been profitable for years.
  • It bootstrapped for eight years before taking 60 million dollars from Accel in 2010.
  • In October 2011 it cut entry pricing from 150 dollars a month for 10 users to 10 dollars a month.
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Answers How did Atlassian reach 100 million dollars in revenue with no salespeople, and where did that model stop working?
📄 Article
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The scale the free adoption eventually bought: 17 million developers, 500,000 organisations, and 98 percent of the Fortune 500, years before serious selling began.

API platform Postman valued at $5.6 billion in $225 million fundraise

From TechCrunch by Manish Singh About 4 min read

  • Postman raised 225 million dollars at a 5.6 billion valuation in August 2021, up from 2 billion a year earlier.
  • At that point it had 17 million developers across more than 500,000 organizations.
  • 98 percent of the Fortune 500 were customers, on a headcount of just over 425 people.
  • The round was reportedly priced at over 100 times revenue.
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Answers What did Postman do differently to get developers to adopt before it ever sold anything?
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