This content was created by Jason M. Lemkin. This content was uploaded by Jason M. Lemkin. This is a YouTube video titled "Calendly's Success: 90% Self-Serve Revenue Explained!" created on July 7, 2025. It features a conversation between Jason M. Lemkin and another speaker discussing the challenges and strategies of maintaining virality and conversion rates at scale, as well as the revenue model of Calendly, highlighting that 90% of their revenue is self-serve.
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Yeah, sorry, what was your question?
Oh, does it, does the virality at your scale get any harder? Whatever the coefficient is or the conversion or have you not hit that yet at this scale?
Well, we've definitely seen the. Yes, you see those conversion rates decline. But the good thing is like the top line, the denominator is getting bigger.
Yeah.
So that compensates a little bit for that degradation in that conversion rate.
Got it. And then we'll take some questions just to ground it and just, just some, some just to give folks a sense of. Because everyone uses Calendly. Right. How much roughly of your user base is like sales and revenue related and how much is like business, the enterprise versus like self, self serve and self procurement.
Yeah, so about. So you said, you know, self service is enterprise.
Yeah. And then like sales UTM versus everything else, meeting with my gardener, all the other things you could do with calendly. Right.
So it has evolved a lot during the course of our business. But today about 90% of our revenue is self serve. Still.
90% today?
Yeah, about 90% today. So they come in, they don't talk to a human. The product does the work of, you know, they sign up, converting them, nurturing them, expanding them, et cetera, et cetera. And then about 10% of our revenue is sales led. But even with the sales led portion of our revenue they typically start with using the product in a self serve way. So they've used the product in a self serve way and you know, maybe I have one person, one of our, you take one of our largest, maybe I can tell the story of one of our largest customers. It's a large financial services organization and they do about a million dollars in revenue with us. And the way they started using the product, the way it grew to a billion dollar customer with us is you had a few people in the company using it, they loved it and then they decided that they wanted to expand their usage of the product and so it became pro. Cameron got involved, it got involved, they did a long evaluation, a lot of contracting, blase, blase, blah. And you know, I think the entire sales, that expansion, sales cycle probably actually took us six or eight months or something like that.
But six or eight months to a seven figure deal or six or eight months to the first deal at your.
Big six or eight months from like we have some small footprint in the company and I forget exactly. Let's say it was sub $20,000 to it expanded to a million dollars to a seven figure.
