“What else could people pay for additional services? What we've seen is marketplaces or transactions spinning off these — if you have a really passionate user base doing camping, what about a marketplace to buy and sell used tents?”

CSS needs net revenue retention story even without SaaS expansion — consumables and marketplaces fill the gap

CSS lacks SaaS-style seat expansion, so NRR is structurally capped below 100%. Eric flags this as a known CSS limitation in public markets, but points to two paths: consumable add-ons (like Tinder boosts), and marketplace transactions that monetise existing user behaviour. The prerequisite is scale — he explicitly warns founders against adding a marketplace before $20-50M ARR, where focus still beats complexity.