Santi Bibiloni, COR
From $2K MRR to 7 Figures With B2B SaaS Sales
Santi Bibiloni is the co-founder and CEO of COR, a SaaS product for creative and professional teams that intelligently suggests how to run their projects, finances, and resources in order to improve profitability. In 2015, Santi was running a successful e-commerce agency in Argentina. As the business grew, it became increasingly difficult to track the profitability of client projects. At first, Santi and his partners assumed that larger agencies had already solved this problem. But when they did research, they learned that this was a very common problem and there was not a good solution out there. So the founders decided to build a solution. Once they had built an MVP, they managed to get two other agencies in Buenos Aires to try out their solution. But those early users hated the product. It had lots of bugs and a poorly designed user interface. But even then they were willing to keep using the tool because it was helping to solve a real pain. That early validation helped COR raise an angel round. But they spent most of that money on paid media that did not work. They tried running ads on Google, Facebook, LinkedIn - but at the time they did not have a robust solution and B2B SaaS sales through ads was not a good way to spend their money. They were stuck at about $2K in MRR and growth was slow. What helped them find traction was moving upmarket. Instead of selling to small and medium-sized businesses, they targeted mid-market and enterprise agencies - some of the largest in the world. They eliminated free trials, shifted to multi-year contracts, and built a B2B SaaS sales process around cold email outreach to CFOs. That shift helped COR reach between $1M and $2M ARR with 9% month-over-month growth, 114% net revenue retention, and just 4.5% annual dollar churn. They recently raised a Series A round and are targeting 180% year-over-year revenue growth.
