Pavemint

Rent parking ahead of time, anywhere

B2C, B2B, Enterprise SaaS

Discovered market opportunity for enterprise SaaS, shifted company to +$1M avg ARR per customer.

Role

Director of Product

Accountable KPIs

LTV, Retention, Arrival Performance, Lot Checkout, Onboarding Conversion, New Revenue

Team

Managed 1 Product Manager, 2 Project Managers, 8 remote engineers

Impact

While leading product at Pavemint, I took our CAC inefficient two sided marketplace to a positive CAC:LTV ratio and single sided marketplace with shift to enterprise SaaS products, launching valet tools, self-park tools for cities, municipal parking platforms, and stadium tools. Our first customer was Austin FC with their new stadium, increasing their inventory count without incurring additional construction costs, saving them millions and putting parking revenue into the community. I also managed and stood up the PDLC from end to end, leveraging agile best practices. I was also invited to present on maps solutions at Apple HQ and managed WWDR relationship. I led A/B testing and improved usability of maps and driver arrival tools to reduce customer issues by +500% and introduced ALPR into web platform to bring license plate reading into pre-existing mobile devices, speeding check in and check out times by over a minute and reducing mis-entries by 87%. Through consumer research, we found our customers preferred engaging with chatbots and SMS tools, which we developed to create single click vehicle retrieval, check in, check out, and payments.

$1M

New ARR from first customer after SaaS transition

New cities and markets launched in while leading product in 2 years vs only 1 city in 3 years before I arrived

$10M

Average saved in parking construction costs for new stadiums, apartments, and complexes

Total people managed across product, project management, and engineering

Highlights

Shifting our business model required us to rapidly build tools that could validate if we were headed in the right direction, measure their impact, understand their usage, and reinforce. We focused on buying smart software packages for ALPR, gate integrations, and more so we could focus on simpler SMS retrievals and tools for users. By focusing on building less, we got to market faster.

Enterprise SaaS vs Peer to Peer

Pavemint was built on an Airbnb-style model of renting out your driveway. However, the problem was it required a two-sided marketplace where we needed to convert hosts and drivers. This wasn't sustainable. Therefore, we shifted to reach businesses that already had an active driver base but needed localized inventory. By connecting nearby businesses and homes with larger venues, we created parking networks that reduced our need to source drivers and focused on connecting available inventory to demand. This also focused on securing our company's mission of improving greenspace and air quality by reducing traffic and unnecessary construction. By connecting drivers with nearby inventory and routing tools to connect them to their ultimate destination, we saved Austin FC $10M alone in construction costs.

Business Landscape

Because of our broad appeal, we worked with a vast number of partners with very unique needs. From cities looking to improve traffic flow to small businesses looking to monetize a few of their spaces, we had to create products that allowed self serve onboarding yet also were customizable for large, enterprise scale. This led us to a self-serve flow and self-park tools for scan and pay, allowing us to increase customer conversions by over 1000% by sending them direct to value. Whereas the close cycle for our enterprise customers like Austin FC, University of Texas, Shelter Island, or more could take months, self serve tools let us close in hours and ship signs within the week.

Platform

React Native