Airmeet is an all-in-one events platform for hosting virtual & hybrid conferences, meet-ups, expos, and fairs that your participants love. The platform gives you the control to brand and customize your session stage, social lounge, reception, booths, and more. 2000+ brands like Walmart, Volvo, Accenture, HackerRank, University of Toronto host thousands of events every month on Airmeet across the globe. Within a span of one year, Airmeet grew from 10 employees to close to 200 and their SaaS spend was increasing by 40% MoM. Growing at this pace presented its own unique challenges across all verticals of the organisation.
Being a remote first company, Airmeet's SaaS requirements grew to 100+ tools and had quickly become one of their top three expenses. However, as more and more pressing issues started to take precedence, it became increasingly difficult for Naga's team to carve out the necessary time for each line item separately. Unless something really popped out on their credit card statement, SaaS expenses were essentially ignored and they did not explore savings opportunities on all of them. Let's face it - pricing in the SaaS industry is not transparent. Most vendors have custom pricing for their enterprise tiers and there's just no way of knowing how much a tool should actually cost. This meant that Airmeet was leaving a lot of money on the table (up to 30%) at a time when saving every penny mattered as it directly impacted their bottomline. It also led to long, drawn out negotiations with vendors which was super inefficient and consumed close to 3 months in certain cases for Airmeet.
"Since the number of tools and complexity of tools were so many, there was just no way for two, three of us to be able to understand the entire landscape and conduct proper negotiations with vendors.” - Naga Subramanya
The first thing we did for Airmeet was onboarding their entire SaaS stack on to our platform via a process that takes less than an hour. Next, we took all their contracts off of auto-renewals and got to work on delivering savings on their high cost line items. With this paradigm, we were able to make an instant impact and save thousands of dollars right off the bat for Airmeet. Over the course of next two months, we were able to renegotiate almost all of their contracts while also handling their new procurements. Nowadays, all Airmeet does is pay for and sign the contracts, we enable the rest for them.
"We've done almost 40-50 procurements in the last two months which is phenomenal because even if I had to spend just 20 minutes per contract, it's a 1000 minutes I don't have. And Spendflo was able to enable some of those procurements within 2-3 days at like 40-50% discounts from the first quote.” - Naga Subramanya
Earlier, Airmeet was essentially paying sticker price for all their G-Suite licenses as they did not know what similar companies were paying for the same and believed that they had very less negotiation leverage against a big company like Google. However, Spendflo was able to peep under the hood and enable better pricing for Airmeet by creating that leverage from license demand aggregation between companies and conducting data backed negotiations with the reseller. Our robust pricing database contains the benchmark for 1000+ tools and gives us a huge advantage when we negotiate with vendors.
"What really gave us the comfort to work with Spendflo in the first place was that we'd never lose money on them with their Savings Guarantee. Spendflo was the last SaaS tool that we had negotiated ourselves and we've never looked back since."
