On the podcast: Our guest today is Eric Crowley, a tech investment banker with GP Bullhound where he provides transaction advice and capital to top companies in the Consumer Subscription Software space.
In this episode, we talk with Eric about the rebound of consumer subscription valuations and investor interest, how to generate Net Revenue Retention in consumer, and why you should pinpoint where your app sits on Maslow’s Hierarchy of Needs.
Key Takeaways:
📈 The subscription app industry is rebounding in 2024 - After setbacks in 2022 and 2023, surviving companies are now leaner, more focused, and showing strong profitability and retention. This resurgence is reflected in both private transactions and public valuations, signaling positive momentum.
💡 Net Revenue Retention (NRR) is achievable in consumer apps - Top-performing apps boost NRR by stabilizing churn and driving revenue growth through price increases, family plans, and premium features. The key is delivering ongoing value to loyal users while maintaining strong retention.
🎯 Maslow's Hierarchy of Subscription Needs offers a roadmap for retention - Successful apps align with user passions by addressing needs like safety (e.g., Life360) or self-actualization (e.g., Calm). Integrating features like leaderboards and community functions deepens user engagement and fosters long-term loyalty.
🛡 Platform threats like Apple's "Sherlocking" can be overcome with specialization - Apps that go deep in their verticals (e.g., Flo or AllTrails) offer premium, differentiated experiences that platform-native features can’t replicate. Innovation and specialization are key to thriving despite competition from OS-level features.
🚀 Flo’s success shows the power of retention and long-term engagement - Flo’s $200M raise and $1B+ valuation were driven by its freemium model and strong user retention across life stages. By building long-term relationships with users, Flo has positioned itself as a leader in the female health space.
About the Guest:
👨💻 Technology investment banker and partner at GP Bullhound.
💵 Eric is passionate about providing advice and capital to consumer subscription software (CSS) businesses.
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Episode Highlights
[4:32] The Rule of 40: A good rule of thumb for correlating your business’s trading value with your growth rate and profitability.
[9:10] Rising tide: Successful app businesses like Flo are part of a recent wave of mergers and acquisitions in the CSS industry.
[15:39] Land and expand: How consumer subscription services are improving net revenue retention (NRR) with their existing users.
[23:15] Sherlocked: The threat of Apple and Google releasing new platform features that compete with niche subscription apps.
[31:52] Law and order: How app business owners and investors are thinking about new regulations like the Digital Markets Act (DMA).
[38:17] Going public: Why IPOs for CSS businesses have gone down since 2021.
[43:59] Alternate route: Exit and funding options other than IPO that CSS business owners can consider.
[48:41] Maslow's Hierarchy of Subscriptions: How to build subscription app features that meet fundamental human needs.