Scaling Smarter: 3 Lessons Learned From Scaling to $30m/yr in revenue in 2024

Muhammad Younas, CEO of vFairs, shares the incredible growth journey of his company, scaling from $1.9 million to $30 million ARR. He details the pivotal moments, challenges, and key strategies that helped vFairs expand from a single-use virtual job fair platform to a comprehensive event management solution, catering to both virtual and in-person events. Muhammad emphasizes the importance of customer feedback, co-creation, and the power of leveraging existing clients for growth. Learn how vFairs navigated market shifts, sustained growth post-pandemic, and transformed its business model by staying close to customer needs.
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Timestamps:
0:00 - Introduction and Welcome
1:10 - Muhammad Younas' Story: The Start of vFairs
2:30 - Founding Philosophy: Customer Trust and Accountability
3:50 - Early Product Focus: Virtual Job Fairs
5:10 - Pivot to a Full Event Management Platform
6:30 - vFairs' COVID-19 Surge: From $1.9M to $17.9M in ARR
7:45 - Transition to In-Person Events Post-COVID
8:30 - Achieving Recognition: Gartner Customer Choice Award
9:20 - Customer Co-Creation: Building New Features Together
10:15 - Leveraging Customer Feedback for Product Expansion
11:10 - Localization Strategy: Expanding into Europe and Canada
12:00 - Success with University Clients: Building Social Proof
13:15 - Upselling and Cross-Selling: Maximizing Revenue from Existing Clients
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By the numbers.
See charts and graphs here: https://getlatka.com/companies/vfairs

Founded in 2016.
$30m in revenue in 2024.
268 employees.
1,300 customers.
Over 200 paid customers helped co-create new product features.
Captured 40-50% of the top 150 universities worldwide as clients.
Achieved a 10-15% increase in revenue by localizing the website in French, Arabic, and Spanish.
Significant growth from initial deals worth $45,000 to accounts now worth over $500,000.
Expanded services across 100 countries and 30 different departments for major clients.
20-30% of new revenue driven by upsells and cross-sells to existing customers.

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