What You Need To Build a Two Sided SaaS ~ Dan Martell

Handshaker operates in a niche B2B marketplace, connecting startups with established enterprises, particularly in the tech sector. The platform aims to facilitate innovation by allowing large companies to discover new technologies while providing startups with opportunities for visibility and revenue. The discussion highlights the complexities of managing a two-sided marketplace, where both buyers and sellers must be adequately represented for the model to succeed.

Key challenges include navigating marketplace dynamics, sales forecasting for fundraising, and establishing a competitive pricing structure. The current monthly recurring revenue (MRR) is just under $3,000, with a target of reaching $10,000 by year-end. The pricing model for sellers ranges from $3,000 to $13,000 annually, depending on their stage, while buyers pay around $25,000 per year for access to innovation insights and the ability to confidentially request solutions from the community.

The conversation also delves into strategies for identifying potential enterprise customers, emphasizing the importance of targeting companies with dedicated innovation teams and technology-focused operations. The hosts suggest leveraging existing market data and patterns to inform pricing and sales strategies, ultimately aiming to build a sustainable marketplace that benefits both startups and large enterprises.

What You Need To Build a Two Sided SaaS ~ Dan Martell