Case Study: LiveChat reaches 15K customers without a sales team with ChartMogul

Zero to 15K customers with no sales team

LiveChat is a Polish SaaS company that began in 2002 as an on‑premise enterprise chat solution. The 2008 financial crisis forced a strategic pivot to cloud subscriptions amid painful billing and payment limitations (pre‑Stripe era), and the team committed to growing without a sales force or advertising budget—so they had to find a sustainable, low‑cost way to scale while preserving product quality.

They focused on inbound channels (SEO, content, affiliates, resellers and marketplaces), rejected freemium to protect experience and unit economics, and moved billing to Recurly with ChartMogul for automated churn, LTV and plan‑level analytics. The result: scalable, customer‑centric growth to 15,000+ customers, a 2014 Warsaw Stock Exchange listing, 50+ integrations and clear, actionable SaaS metrics.

LiveChat

Szymon Klimczak

CMO