      SaaStr · 2015-04-27
      · 4055d
    

Aaron Levie on Box's Path to $250M ARR: Going Upmarket and Scaling Enterprise Sales

In a 45-minute interview at SaaStr Annual 2015, Box CEO Aaron Levie discusses how the company scaled from $0 to $250M in ARR by shifting from selling tools to silos to selling solutions enterprise-wide. He explains the SaaS growth model to institutional investors during Box's IPO roadshow and emphasizes the importance of aggressive investment in sales and marketing when capital is cheap and market opportunity is vast.

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Metrics in this report

Annual Recurring Revenue at IPO

250$M

at time of interview

Box at 2015 SaaStr Annual

Hypothetical ARR - Department Silo Strategy

25$M

ceiling estimate

If Box only sold to departmental silos

IPO Roadshow Investor Meetings

400count

approximately

Institutional investors pitched during Box IPO roadshow