Building a mobile SaaS business is fundamentally different than one built on the web. Jacob shares his lessons from scaling a mobile SaaS app to millions in ARR.

1. DEEP DIVE: WHAT TO GET RIGHT
WHEN DOING MOBILE
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REVENUECAT
JACOB EITING
CEO
RevenueCat
@jeiting

2. Jacob Eiting
CEO
RevenueCat
@jeiting
Deep Dive: What to Get Right When Doing Mobile
Subscriptions from RevenueCat

3. What to get right on mobile
• Be personal
• Be a service
• Expect high churn
• Leverage the platforms for distribution
• Don't fear the Apple tax
• Let them pay everywhere

4. • The mobile device is personal
• Make your software personal
• Location data, photos, calendar,
address book
• Collect and enrich data
automatically
Be personal

5. • Not just an app
• Available everywhere
• Persist and enrich data
across devices and
platforms
Be a service

6. • If you are targeting low LTV, low intention user, expect high
churn 10-20% monthly
• Distribution is key
Expect high churn

7. • Apple and Google act as kingmakers
• Follow good design (HIG)
• Showcase the platform
• Build a relationship with developer relations
Leverage the platforms for distribution

8. • High churn business demands high distribution
• The App Store brings distribution
• A high friction purchase process can reduce conversions
by 30%
• Until you are a recognized brand (Spotify) just swallow the tax
• Don’t break the rules
Don't fear the Apple tax

9. • Users aren’t thinking about your COGS
• Let them buy on web, iOS, Android, Amazon, etc.
• Shameless plug: RevenueCat can help you there
Let them pay everywhere

10. THANK YOU