SalesScreen
About the Company
SalesScreen is a sales gamification SaaS company that uses game-like elements to make sales tasks more engaging and motivating for employees. The company serves various industries such as insurance, software, real estate, and banking. Founded in 2011 by Sindre Haaland and his university friends, the company has become the world's leading platform in its niche. SalesScreen's unique approach to sales motivation involves visual displays and real-time updates, which help teams track their progress and celebrate wins. The company is headquartered in Norway but also has a significant presence in New York City.
The platform's typical users are businesses with high sales velocity, such as call centers and recruitment firms. These companies use SalesScreen to boost their sales performance and keep their teams motivated. As of now, SalesScreen is nearing $10 million in recurring revenue and continues to grow rapidly, with thousands of sales teams globally relying on its services.
Idea Behind Company
Sindre Haaland's fascination with computer science began at a young age, leading him to become a proficient coder by thirteen. His early entrepreneurial spirit was evident when he started a business at sixteen, offering computing services from a rented warehouse. Although this venture didn't succeed, it laid the foundation for his future endeavors. While studying computer science at the Norwegian University of Science and Technology, Sindre met his co-founders, Marius Ekerholt and Øystein Heimark. Together, they decided to create a SaaS business despite not having a concrete idea initially.
They started with consultancy projects to fund their SaaS development, working on mobile apps and websites. The breakthrough came when they pivoted from their initial idea of replacing corporate text messages to focusing on sales motivation. This pivot was inspired by a client's use of text messages to motivate their sales team, leading to the concept of SalesScreen.
Creating the Company
The first iteration of their product aimed to replace corporate text messages, but they soon realized the potential of combining sales data visualization with motivational elements. This shift occurred after clients requested to see sales data displayed on TV screens in their offices. The "aha" moment came when they saw the positive reaction from a sales team to their new real-time visualization tool. This success led them to abandon other projects and focus solely on developing SalesScreen.
Incorporating gamification was a crucial step in refining the platform. They introduced features like leaderboards, progress charts, and real-time celebrations of sales achievements. This approach resonated well with their clients, making the platform more engaging and effective. The team's dedication to client feedback ensured that SalesScreen continuously evolved to meet user needs.
Launching the Business
Initially, the founders used their consultancy firm to finance SalesScreen's development. This approach allowed them to build the product without external funding and gain insights from various clients. They gradually phased out the consultancy business by late 2015, relying entirely on the recurring revenue from SalesScreen. The platform's viral nature, driven by the excitement it generated in sales offices, helped attract and retain customers without a significant marketing budget.
As the business grew, they introduced more structured marketing, customer success, and sales development strategies. Bringing in experienced leadership also helped them scale effectively. SalesScreen expanded to multiple countries, with a significant focus on the USA and Europe. The platform now serves hundreds of customers and thousands of sales reps across 26 countries.
Earnings
SalesScreen has achieved impressive financial milestones, including a gross margin above 90% and a highly profitable business model. The company's efficient customer acquisition strategies and high renewal rates have contributed to its financial success. Despite being profitable, SalesScreen raised funds in 2018 to support further expansion.
Looking ahead, Sindre envisions every sales team using technology to stay engaged and motivated. He believes SalesScreen's unique approach, leveraging behavioral psychology, sets it apart from other tools. The company's bright future includes continued growth and innovation in the sales gamification space. Sindre's journey underscores the importance of addressing a clear market need and maintaining a tight focus on customer pain points to achieve business success.
