Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

2018 State of Software (SaaS): Revenue Data From 1000+ SaaS Companies

5,303 views

Published on

Nathan Latka keynote delivered in Dublin at SaaStock focuses on 8 steps founders must go through to grow valuation.

Who will IPO next?
What should ARR be in year 5?
What should your dollar based CAC be if you've raised $10m?

Featuring insight from David Skok, Matrix Partners, Chris Jantz from Point Nine Capital.

Published in: Business
  • Be the first to comment

2018 State of Software (SaaS): Revenue Data From 1000+ SaaS Companies

  1. 1. STATE OF SASS 2018 October 2018 How Do You Stack Up To Other $1M,$10M,$100M SaaS Companies? @NathanLatka
  2. 2. Worldwide Public Cloud Services Revenue 2GetLatka.com $305B This Year https://www.gartner.com/newsroom/id/3871416 $305bn 2018
  3. 3. $1bn Market Cap Club October 2018 Data 3GetLatka.com Who is next Salesforce? https://www.bvp.com/strategy/cloud-computing/index
  4. 4. To Increase Valuation,Prove These 8 Steps 4GetLatka.com You’re not worth more just because you’ve raised more TIME VALUE Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no-touch funnel work? (No Founder Selling) Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Year 1 Year 2 Year 3-6 Year 7+ David Skok: Matrix 100 Forum Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  5. 5. 5 Agency —> Behavioral Remarketing SaaS 2018 ARR $30M CUSTOMERS 500 FUNDING $80k TEAM SIZE 180 Use agency clients to hunt for problems you can codify GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Dominic Edmunds, SaleCycle CEO on The Top Entrepreneurs Podcast, Feb 12th, 2018 5
  6. 6. 6 Value Grows to $5-10M After First Step De-Risk 2018 ARR $1.5M CUSTOMERS 2000 FUNDING $0 TEAM SIZE 9 Qebot helps businesses manage workflows in one spot GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Raising $1M on a $4M Pre-Money Right Now Matthew White, Qebot CEO on The Top Entrepreneurs Podcast, June 19th, 2018 6
  7. 7. 7GetLatka.com MONTHLYPRICEPOINT CUSTOMER COUNT Source: GetLatka.com SaaS Database, The Top Entrepreneurs Podcast $1 $100,000 $10,000 $1,000 $100 $10 1 10 100 1,000 10,000 100,000 Too few customers, too cheap price point OrangeDox $90k ARR Plotting 71 Young SaaS Startups,Who’s in Trouble? Monthly Price Point vs. Customer Count, n=71 Postalytics $1.6M ARR Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  8. 8. KarmaCirclesSifteryProximate.io ComnPlusBLUErabbitEngineCloudKPIAttentiveGreendeck.copre.do - innovation OAG AnalyticsAdyaClappiaAdjusti.coconsent.ioSimplyInsight xiQBurstIQSupportNinjametadata.iosaas2saasUninstall.io BlurbizLeadiroBlurbizLeadGuru.ioIndemand Maximus Live CorednaContent LaunchNetzei bant.ioUserbrainPropeller CRMSegMetrics prevero DomainMarket.comRevBoss LeadCrunchGiraffe360PoptinClientlyDocuFirst VytmnFuelPandaQlicketProspectifyDevslopesSiteManagerchatmaticRightMessageAri MeiselLeadFuzeDemio UpContentVidalytics Orangedox Skubana Fleeq.ioProspect.io Postalytics People.ai PayKickstart Missinglettr Findo GetAccept Tagove TravelFlan Lumen5 Avocode GoPBN Weblium 0 500 1000 1500 2000 2500 3000 3500 $- $500,000 $1,000,000 $1,500,000 $2,000,000 $2,500,000 $3,000,000 $3,500,000 $4,000,000 Where do you fall on this graph? 8GetLatka.com ARR vs. Customer Count? n=71 ARR Postalytics 450 Customers, $300/mo CUSTOMERCOUNT 1000 3,500 3,000 2,500 2,000 1,500 500 $500,000 $1,000,000 $1,500,000 $2,000,000 $2,500,000 $3,000,000 $3,500,000 $4,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Orangedox 300 Customers, $25/mo Source: GetLatka.com SaaS Database, The Top Entrepreneurs Podcast
  9. 9. KarmaCirclesSifteryProximate.io ComnPlusBLUErabbitEngineCloudKPIAttentiveGreendeck.copre.do - innovation OAG AnalyticsAdyaClappiaAdjusti.coconsent.ioSimplyInsight xiQBurstIQSupportNinjametadata.iosaas2saasUninstall.io BlurbizLeadiroBlurbizLeadGuru.ioIndemand Maximus Live CorednaContent LaunchNetzei bant.ioUserbrainPropeller CRMSegMetrics prevero DomainMarket.comRevBoss LeadCrunchGiraffe360PoptinClientlyDocuFirst VytmnFuelPandaQlicketProspectifyDevslopesSiteManagerchatmaticRightMessageAri MeiselLeadFuzeDemio UpContentVidalytics Orangedox Skubana Fleeq.ioProspect.io Postalytics People.ai PayKickstart Missinglettr Findo GetAccept Tagove TravelFlan Lumen5 Avocode GoPBN Weblium 0 500 1000 1500 2000 2500 3000 3500 $- $500,000 $1,000,000 $1,500,000 $2,000,000 $2,500,000 $3,000,000 $3,500,000 $4,000,000 Fastest Way to $1.5M in ARR? 9GetLatka.com ARR vs. Customer Count? n=71 ARR CUSTOMERCOUNT 1000 3,500 3,000 2,500 2,000 1,500 500 $500,000 $1,000,000 $1,500,000 $2,000,000 $2,500,000 $3,000,000 $3,500,000 $4,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? ORANGEDOX 300 Customers, $25/mo To hit $1M in ARR the fastest, focus on <500 customers and charge >$300/mo Postalytics, 450 Customers, $300/mo Source: GetLatka.com SaaS Database, The Top Entrepreneurs Podcast
  10. 10. KarmaCirclesSifteryProximate.io ComnPlusBLUErabbitEngineCloudKPIAttentiveGreendeck.copre.do - innovation OAG AnalyticsAdyaClappiaAdjusti.coconsent.ioSimplyInsight xiQBurstIQSupportNinjametadata.iosaas2saasUninstall.io BlurbizLeadiroBlurbizLeadGuru.ioIndemand Maximus Live CorednaContent LaunchNetzei bant.ioUserbrainPropeller CRMSegMetrics prevero DomainMarket.comRevBoss LeadCrunchGiraffe360PoptinClientlyDocuFirst VytmnFuelPandaQlicketProspectifyDevslopesSiteManagerchatmaticRightMessageAri MeiselLeadFuzeDemio UpContentVidalytics Orangedox Skubana Fleeq.ioProspect.io Postalytics People.ai PayKickstart Missinglettr Findo GetAccept Tagove TravelFlan Lumen5 Avocode GoPBN Weblium 0 500 1000 1500 2000 2500 3000 3500 $- $500,000 $1,000,000 $1,500,000 $2,000,000 $2,500,000 $3,000,000 $3,500,000 $4,000,000 Charge >$300/mo to <500 Customers 10GetLatka.com ARR vs. Customer Count, n=71 ARR CUSTOMERCOUNT 1000 3,500 3,000 2,500 2,000 1,500 500 $500,000 $1,000,000 $1,500,000 $2,000,000 $2,500,000 $3,000,000 $3,500,000 $4,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Postalytics, 450 Customers, $300/mo To hit $1M in ARR the fastest, focus on <500 customers and charge >$300/mo ORANGEDOX 300 Customers, $25/mo Source: GetLatka.com SaaS Database, The Top Entrepreneurs Podcast
  11. 11. Low Price Point VS.High Price Point 11GetLatka.com PRICE CUSTOMERS Y1 ARR CHURN $25 300 $90k 6% $300 450 $1.6M 4% Raising $500k at a $7M valuation Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database, The Top Entrepreneurs Podcast
  12. 12. 12GetLatka.com Time Value Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no-touch funnel work? (No Founder Selling) Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Year 1 Year 2 Year 3-6 Year 7+ Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? David Skok: Matrix 100 Forum Step 2: What Problem Do You Solve? You’re not worth more just because you’ve raised more
  13. 13. 13 Eliminate Paradox of Choice in Onboarding 2018 ARR $1.2M CUSTOMERS 2000 FUNDING $0 TEAM SIZE 11 Lumen5 helps you create “CNN” style videos from blog posts GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: The Top Entrepreneurs Podcast, Michael Cheng Lumen5 CEO Sept 4th, 2018 13
  14. 14. 14 Create Account Video Source Video Size Video Design Preview GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 14Source: lumen5.com Eliminate Paradox of Choice in Onboarding Lumen5 helps you create “CNN” style videos from blog posts
  15. 15. 15 Create Account Video Source Video Size Video Design Preview GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 15Source: lumen5.com Eliminate Paradox of Choice in Onboarding Lumen5 helps you create “CNN” style videos from blog posts
  16. 16. 16GetLatka.com Create Account Video Source Video Size Video Design Preview Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 16Source: lumen5.com Question Based Onboarding Lumen5 helps you create “CNN” style videos from blog posts
  17. 17. 17GetLatka.com Create Account Video Source Video Size Video Design Preview Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 17Source: lumen5.com Question Based Onboarding Lumen5 helps you create “CNN” style videos from blog posts
  18. 18. 18GetLatka.com Create Account Video Source Video Size Video Design Preview Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 18Source: lumen5.com Ask User For 1 Decision Per Step Lumen5 helps you create “CNN” style videos from blog posts
  19. 19. 19GetLatka.com Create Account Video Source Video Size Video Design Preview Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 19Source: lumen5.com Load Template To Make Choice Easier Lumen5 helps you create “CNN” style videos from blog posts
  20. 20. 20GetLatka.com Create Account Video Source Video Size Video Design Preview Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 20Source: lumen5.com Get To “Preview” As Fast As Possible Lumen5 helps you create “CNN” style videos from blog posts
  21. 21. 21GetLatka.com Create Account Video Source Video Size Video Design Preview Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 21Source: lumen5.com Sign Up To Value in <30 Seconds Lumen5 helps you create “CNN” style videos from blog posts
  22. 22. 22 Where the hell do I start? Don’t do this. Too many options. GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 22
  23. 23. Activation Metrics Compared to Churn 23GetLatka.com What one thing do you want users to do? Activation Churn ARR Activation Metric and Churn Teamwork Customer Count Add Project $18M20,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 3% Source: GetLatka.com SaaS Database, The Top Entrepreneurs Podcast
  24. 24. 24 Teamwork 100% Focused on “Add Project” One option wins GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 24
  25. 25. Activation Metrics Compared to Churn 25GetLatka.com What one thing do you want users to do? Activation Churn ARR Activation Metric and Churn Teamwork Customer Count Add Project $18M20,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Price Intelligently Connect Stripe $8M600 3% <1% Source: GetLatka.com SaaS Database, The Top Entrepreneurs Podcast
  26. 26. Activation Metrics Compared to Churn 26GetLatka.com What one thing do you want users to do? Activation Churn ARR Activation Metric and Churn Teamwork Customer Count Add Project $18M20,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Price Intelligently Treehouse Connect Stripe $8M600 Start a Course $30M80,000 3% <1% 0% Source: GetLatka.com SaaS Database, The Top Entrepreneurs Podcast
  27. 27. 27 Treehouse Teaches You to Code Only one option, “start course” GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 27
  28. 28. Activation Metrics Compared to Churn 28GetLatka.com What one thing do you want users to do? Activation Churn ARR Activation Metric and Churn Teamwork Customer Count Add Project $18M20,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Price Intelligently Treehouse Connect Stripe $8M600 Start a Course $30M80,000 Expensify Submit a Receipt 3% <1% 0% Net Negative $70M45,000+ Source: GetLatka.com SaaS Database, The Top Entrepreneurs Podcast
  29. 29. 29 Expensify Helps You Get Reimbursed From Boss Submit receipts, bottoms up approach GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 29
  30. 30. 30GetLatka.com Time Value Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no-touch funnel work? (No Founder Selling) Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Year 1 Year 2 Year 3-6 Year 7+ Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? David Skok: Matrix 100 Forum Step 3: Does It Work? You’re not worth more just because you’ve raised more
  31. 31. 31 50% 55% 60% 65% 70% 75% 80% 85% 90% 95% 100% Months 0 1 2 3 4 5 6 7 8 9 10 11 12 Churn Jan 11 Feb 11 Mar 11 Apr 11 May 11 Jun 11 Jul 11 Aug 11 Sep 11 Oct 11 Nov 11 Dec 11 Churn starts off high then tapers off. Indicates that the remaining users are more likely to stay. Cohorts less likely to churn as you improve product. GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? High Growth Company Churn Cohort Pattern M2+ Churn Decreases Over Time 31
  32. 32. 32 50% 55% 60% 65% 70% 75% 80% 85% 90% 95% 100% Months 0 1 2 3 4 5 6 7 8 9 10 11 12 Churn Jan 11 Feb 11 Mar 11 Apr 11 May 11 Jun 11 Jul 11 Aug 11 Sep 11 Oct 11 Nov 11 Dec 11 “Churn Trough” where same cohort expansion starts more than making up for churn GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Eventually Should Reach “Valley” Cohort Expansion drives Net Negative Churn 32
  33. 33. 33GetLatka.com Time Value Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no-touch funnel work? (No Founder Selling) Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Year 1 Year 2 Year 3-6 Year 7+ Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? David Skok: Matrix 100 Forum Step 4: How Many People Pay? You’re not worth more just because you’ve raised more
  34. 34. 34 Using Virality To Drive Growth No Touch, land, land, land, land GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 34Source: GetAccept.com
  35. 35. 35GetLatka.com Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Using Virality To Drive Growth No Touch, land, land, land, land 35
  36. 36. Do You Have a Predictable Viral Co-Efficient ? 36GetLatka.com Art of invites, conversions, and K>1 Sept. 2016 Data { K = i x conv% } Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  37. 37. Do You Have a Predictable Viral Co-Efficient ? 37GetLatka.com Art of invites, conversions, and K>1 Sept. 2016 Data { K = i x conv% } I = number of invitations each user sends out in one cycle of the loop Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  38. 38. Do You Have a Predictable Viral Co-Efficient ? 38GetLatka.com Art of invites, conversions, and K>1 Sept. 2016 Data { K = i x conv% } I = number of invitations each user sends out in one cycle of the loop conv% = rate at which invitations convert into new users Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  39. 39. Do You Have a Predictable Viral Co-Efficient ? 39GetLatka.com Art of invites, conversions, and K>1 Sept. 2016 Data { K = i x conv% } I = number of invitations each user sends out in one cycle of the loop conv% = rate at which invitations convert into new users Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? K = for each user you have how many new ones they create
  40. 40. Do You Have a Predictable Viral Co-Efficient ? 40GetLatka.com Art of invites, conversions, and K>1 Sept. 2016 Data { K = 10 x conv% } K = for each user you have how many new ones they create I = number of invitations each user sends out in one cycle of the loop conv% = rate at which invitations convert into new users Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  41. 41. Do You Have a Predictable Viral Co-Efficient ? 41GetLatka.com Art of invites, conversions, and K>1 Sept. 2016 Data { K = 10 x 20% } K = for each user you have how many new ones they create I = number of invitations each user sends out in one cycle of the loop conv% = rate at which invitations convert into new users Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  42. 42. Do You Have a Predictable Viral Co-Efficient ? 42GetLatka.com Art of invites, conversions, and K>1 Sept. 2016 Data { 2 = 10 x 20% } K = for each user you have how many new ones they create I = number of invitations each user sends out in one cycle of the loop conv% = rate at which invitations convert into new users Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  43. 43. Do You Have a Predictable Viral Co-Efficient ? 43GetLatka.com Art of invites, conversions, and K>1 Sept. 2016 Data User Joins Invites N people to join Accepts? User lostYes Then Then No Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? { K = i x conv% }
  44. 44. Single Customer Cash Flow 44GetLatka.com Spend $1200 in month 1 to acquire $100/mo paying customer -$1,200 -$900 -$600 -$300 $0 $300 M onth 1M onth 2M onth 3M onth 4M onth 5M onth 6M onth 7M onth 8M onth 9M onth 10M onth 11M onth 12M onth 13 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  45. 45. Single Customer Cumulative Cash Flow 45GetLatka.com $1200 spent to acquire $100/mo gets recovered in 12 months -$1,200 -$900 -$600 -$300 $0 $300 M onth 1 M onth 2 M onth 3 M onth 4 M onth 5 M onth 6 M onth 7 M onth 8 M onth 9 M onth 10 M onth 11 M onth 12 M onth 13 M onth 14 M onth 15 Negative Cash Flow Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  46. 46. 46GetLatka.com Time Value Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no-touch funnel work? (No Founder Selling) Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Year 1 Year 2 Year 3-6 Year 7+ Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? David Skok: Matrix 100 Forum Step 5: Does No Touch Funnel Work? You’re not worth more just because you’ve raised more
  47. 47. If Virality Works,Cuts Payback in Half 47GetLatka.com Pay $1200 for one customer who brings in +1 for free, you get $$ back faster -$1,200 -$900 -$600 -$300 $0 $300 M onth 1M onth 2M onth 3M onth 4M onth 5M onth 6M onth 7M onth 8M onth 9M onth 10M onth 11M onth 12 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? { K = ix conv% }
  48. 48. Single Customer Cumulative Cash Flow w/ Viral 48GetLatka.com $1200 spent to acquire gets recovered in 12 months -$1,200 -$800 -$400 $0 $400 $800 $1,200 $1,600 M onth 1M onth 2M onth 3M onth 4M onth 5M onth 6M onth 7M onth 8M onth 9M onth 10 M onth 11 M onth 12 M onth 13 M onth 14 M onth 15 Cash recovered in 8 months instead of 12 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money?
  49. 49. Andrew Chen: All Users Send Invites Each Month 49GetLatka.com Works same as compound interest on principle Source: https://blog.gruffdavies.com/tag/viral-coefficient/ { K = i x conv% } Assumes all current users send new invites each cycle
  50. 50. Andrew Chen: All Users Send Invites Each Month 50GetLatka.com Works same as compound interest on principle { K = i x conv% } Assumes all current users send new invites each cycle Source: https://blog.gruffdavies.com/tag/viral-coefficient/
  51. 51. David Skok: Only New Users Send Invites Each Month 51GetLatka.com { K = i x conv% } Assumes only new users send new invites each cycle Assumes users invite entire “contact list” at signup, then stop sharing Source: https://blog.gruffdavies.com/tag/viral-coefficient/
  52. 52. David Skok: Only New Users Send Invites Each Month 52GetLatka.com { K = i x conv% } Assumes only new users send new invites each cycle More conservative model, takes more cycles to be exponential growth Source: https://blog.gruffdavies.com/tag/viral-coefficient/
  53. 53. 53GetLatka.comChris Janz, Point Nine: http://christophjanz.blogspot.com/2014/11/three-more-ways-to-build-100-million.html Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Chris Janz,Point Nine: 8 Ways to $100M Pick your target carefully
  54. 54. 54GetLatka.comChris Janz Point Nine: http://christophjanz.blogspot.com/2014/11/three-more-ways-to-build-100-million.html Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Chris Janz,Point Nine: 8 Ways to $100M Pick your target carefully
  55. 55. Want $100M in ARR? 55GetLatka.com $1 $10 $100 $1,000 $10,000 $100,000 $1,000,000 $10,000,000 1 10 100 1,000 10,000 100,000 1,000,000 10,000,000 ACV v. Customer Count, n=680 Where is dead zone? ANNUALCONTRACTVALUE CUSTOMER COUNT $10,000,000 $1,000,000 $100,000 $10,000 $1,000 $100 $10 10 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 100 1,000 10,000 100,000 1,000,000 10,000,000 Source: GetLatka.com SaaS Database
  56. 56. Want $100M in ARR? 56GetLatka.com $1 $10 $100 $1,000 $10,000 $100,000 $1,000,000 $10,000,000 1 10 100 1,000 10,000 100,000 1,000,000 10,000,000 ACV v. Customer Count, n=680 Where is dead zone? CUSTOMER COUNT $10,000,000 $1,000,000 $100,000 $10,000 $1,000 $100 $10 10 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 100 1,000 10,000 100,000 1,000,000 10,000,000 Danger zone. Source: GetLatka.com SaaS Database ANNUALCONTRACTVALUE
  57. 57. 57GetLatka.com Time Value Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no-touch funnel work? (No Founder Selling) Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Year 1 Year 2 Year 3-6 Year 7+ Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? David Skok: Matrix 100 Forum Step 6: Add Customers From Diff.Sources? You’re not worth more just because you’ve raised more
  58. 58. Bootstrapped Companies Stay <$1 Dollar Based CAC 58GetLatka.com Dollar Based CAC vs. Company Age n=103 DOLLARBASEDCAC COMPANY AGE GenooBrandVerityProcessMaker Built.io LBA Ware Teamwork.com Vutu SocialRep BrightLocal Crazy Egg SaleCycle Shopper Approved Memsource PDFFiler Tradable Bits JaneApp VWOFindEmails LeadDyno Visme Price Intelligently Maropost JivoChat SignEasyLinkody RankWatch etailinsights Vertical IQ KickoffLabs ConvertKit ShufflrrHubstaff KV Social BuzzBuilder CallTrackingMetrics Outleads EasyWebinar Business Hangouts WebinarNinjaORBTRCorporate360FunnelEnvySitecake Prezly Sleeknote Siftrock JumpDEMAND Interact Lucky Orange Walls.io Pulse InsightsAirdnaLeadGnomeNotablist Vainu SharpSpring Appointlet Hubstaff BraxHotjarSeventh SenseClickFunnels EasyRedir Qebot DonationMatchRewangoknak. 50skills Datability vFairsHireMojo ConveYourChili Piper Rela WebinarNinjaInspireBeatsSniplyTARS1HUDDLEElafris Missinglettr RingLead Lumen5 Vidalytics Chatmatic Coredna UpContent bant.io RocketReachPayKickstart GoPBNmailshakeWebliumOrangedoxNetzeiMaximus Live Poptin ComnPlus Leadiro Propeller CRMSegMetricsProximate.ioAdjusti.co$- $0.20 $0.40 $0.60 $0.80 $1.00 $1.20 0 2 4 6 8 10 12 $0.60 $0.40 $0.20 0 2 4 86 10 12 $1.00 $0.80 $1.20 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database $0.00
  59. 59. Funded Companies Push To >$1 Dollar Based CAC 59GetLatka.com Dollar Based CAC vs. Company Age n=369, funded companies CAC COMPANY AGE PredictLeads BLUErabbit Prospect.io KarmaCRM KarmaCirclesCliently Bizness Apps GetAccept Greendeck.co Badger Maps Parkbench Chefs For Seniors Parkbench TravelFlan nurseVersity AvocodeFuelPandaIndemand CloudLead LeadFuze ​ Omnisend Screenful Lexicata HipLead StoryTap Frrole Sorry As A Service Proposify Serpstat Smartbeat Pty BurstIQ Adya Texting Base eClincher ProcurementExpress.com RapidFunnel metadata.io La Revue Com'Ent : Contenus addictifs Uninstall.io TINT Ringostat EngageRocket Reply Blurbiz ArchiveSocial Reamaze Venngage Mention RoomChecking MedStack DOORBOOST ProLeads Inbound Marketing Kwanzoo Contentools consent.io DevslopesGiraffe360 ​ RightMessage Usersnap Screen6 Paubox CrazyLister Filestage ​ Zapnito PromoRepublicNumberz Financial Management Vytmn FileboardIllumineto Sabor trials.ai Tagove prevero Qlicket Select Staffing The SaaS Co.Cliently Slidebean SiteManager WebPT UnbounceWoopra CStoreProHibox Fabl Metrilo Turtl IAMIP Sverige ABGrowSumoLINKETT DomainMarket.com Fleeq.io Prospectify Cirrus Insight ZembulaCaliberMind RevBoss xiQ Musqot Marketing Technology CrazyLister Gus ChatClose.com Brand24 ScreenCloud Process Software ClearView Social Tilkee Pure Chat Hornet Stories Socedo Talkpush Tilkee Intellibrand Yeti Data Kapta Adzerk AdEspresso GetAccept Datanyze Cladwell ​ Skubana Zinrelo chatmeter Plivo Spark Rock Content ListenLoop ParallelDotsProggio CariClubKomikoAstronomer DocuFirst ZendeskFashion Nova Omny Radio Periodico Mural Shorthand BuildFire DetectifySaleScout IdealSpot Teckst Hubdoc Pipefy CoSchedule Citia Webflow Personyze Ambassador Wishpond Loop54 Stackify SaaSquatch Nimble Cladwell TARA.ai AppZen Exponea Everlance Castle SalesWise OAG Analytics Unomy Apptivo Instapage 15Five ​ Mintent ​ Repsly ​ Vero ClearVoice MarketMuse GenieBelt Mobilewalla MARIANA The Hotels Network Privy Podium DemandJump ​ Smartcat Ceterus Hiver SalesSeek indico botkeeper Spacer.com Onfleet ​ Traackr TapClicks Perkville test IOEnplug TruSignal Voxpopme Hatchbuck Databox BreezoMeter Proven NarrativeDx Plotly Any.do BrandYourself Switch Automation Lessonly PacketZoom Haste Assessoria Contabil E TributariaBigchainDB Brandfolder MindTouch​ Now Interact PostmanCrystal MarketFactory Madwire Pingboard BounceX Klipfolio Vendasta Fision Kira Talent Insightpool, a TrendKite HYPR Flowhub Choozle PageCloud SigOpt IVY SirqulDetectify monday.com Sococo CB Insights Jebbit BrightFunnel HiConversion Accelo Full Circle Insights Limelight Health DocSend Broadly Help Scout Rapt Media CommercialTribe Stratifyd Workboard Beeswax ShipHawk LiquidPlanner Scoop.it Treehouse SoftwareVendasta KnowBe4 Ryver Purple RESULTS.com Grow Funnel Grow Front Pipedrive Movable Ink Knotch Redox Zuberance Stantive Technologies Group Trex Celect ForceManager Verdigris Rainforest QA Workato Troops Progress LeanData Mattermark BiziblePandaDoc Optimove JazzHR ObservePoint PandaDoc Ace Metrix ​ VideoBlocks CompStak Apptimize ​ Cloudbeds HealthLoop prooV RJMetrics Cloud Elements Bynder InfoScout ​ Riskalyze Fond Skillshare Hireology Gong.io JazzHR Encompass Wochit Engagio DroneDeploy Hireology Pendo SocialFlow CloudabilityFeedvisor FloQast BirdEye ROKT monday.com Vena Solutions Workable SEMrush TeamSnap Brightpearl Zwift QASymphony Sailthru Wayin Influitive CloudCheckr Kahuna Vena Solutions FullContact Typeform Classy Socialbakers Sift Science Dashlane Dashlane Pendo Duetto S.A. de C.V. DialogTech LocalyticsSecurityScorecardOutreach Showpad Vidyard Vidyard UserTesting Collibra Percolate Booker Software CloudHealth Technologies Copper Demandbase Showpad BloomReach Wave HQ Segment Collibra ZOOM.COM.NG Coveo Namely Tradeshift Bill.com $- $0.50 $1.00 $1.50 $2.00 $2.50 0 2 4 6 8 10 12 $1.50 $1.00 $0.50 0 2 4 86 10 12 $2.50 $2.00 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database $0.00
  60. 60. Funded Companies Push To >$1 Dollar Based CAC 60GetLatka.com Dollar Based CAC vs. Company Age n=369, funded companies COMPANY AGE PredictLeads BLUErabbit Prospect.io KarmaCRM KarmaCirclesCliently Bizness Apps GetAccept Greendeck.co Badger Maps Parkbench Chefs For Seniors Parkbench TravelFlan nurseVersity AvocodeFuelPandaIndemand CloudLead LeadFuze ​ Omnisend Screenful Lexicata HipLead StoryTap Frrole Sorry As A Service Proposify Serpstat Smartbeat Pty BurstIQ Adya Texting Base eClincher ProcurementExpress.com RapidFunnel metadata.io La Revue Com'Ent : Contenus addictifs Uninstall.io TINT Ringostat EngageRocket Reply Blurbiz ArchiveSocial Reamaze Venngage Mention RoomChecking MedStack DOORBOOST ProLeads Inbound Marketing Kwanzoo Contentools consent.io DevslopesGiraffe360 ​ RightMessage Usersnap Screen6 Paubox CrazyLister Filestage ​ Zapnito PromoRepublicNumberz Financial Management Vytmn FileboardIllumineto Sabor trials.ai Tagove prevero Qlicket Select Staffing The SaaS Co.Cliently Slidebean SiteManager WebPT UnbounceWoopra CStoreProHibox Fabl Metrilo Turtl IAMIP Sverige ABGrowSumoLINKETT DomainMarket.com Fleeq.io Prospectify Cirrus Insight ZembulaCaliberMind RevBoss xiQ Musqot Marketing Technology CrazyLister Gus ChatClose.com Brand24 ScreenCloud Process Software ClearView Social Tilkee Pure Chat Hornet Stories Socedo Talkpush Tilkee Intellibrand Yeti Data Kapta Adzerk AdEspresso GetAccept Datanyze Cladwell ​ Skubana Zinrelo chatmeter Plivo Spark Rock Content ListenLoop ParallelDotsProggio CariClubKomikoAstronomer DocuFirst ZendeskFashion Nova Omny Radio Periodico Mural Shorthand BuildFire DetectifySaleScout IdealSpot Teckst Hubdoc Pipefy CoSchedule Citia Webflow Personyze Ambassador Wishpond Loop54 Stackify SaaSquatch Nimble Cladwell TARA.ai AppZen Exponea Everlance Castle SalesWise OAG Analytics Unomy Apptivo Instapage 15Five ​ Mintent ​ Repsly ​ Vero ClearVoice MarketMuse GenieBelt Mobilewalla MARIANA The Hotels Network Privy Podium DemandJump ​ Smartcat Ceterus Hiver SalesSeek indico botkeeper Spacer.com Onfleet ​ Traackr TapClicks Perkville test IOEnplug TruSignal Voxpopme Hatchbuck Databox BreezoMeter Proven NarrativeDx Plotly Any.do BrandYourself Switch Automation Lessonly PacketZoom Haste Assessoria Contabil E TributariaBigchainDB Brandfolder MindTouch​ Now Interact PostmanCrystal MarketFactory Madwire Pingboard BounceX Klipfolio Vendasta Fision Kira Talent Insightpool, a TrendKite HYPR Flowhub Choozle PageCloud SigOpt IVY SirqulDetectify monday.com Sococo CB Insights Jebbit BrightFunnel HiConversion Accelo Full Circle Insights Limelight Health DocSend Broadly Help Scout Rapt Media CommercialTribe Stratifyd Workboard Beeswax ShipHawk LiquidPlanner Scoop.it Treehouse SoftwareVendasta KnowBe4 Ryver Purple RESULTS.com Grow Funnel Grow Front Pipedrive Movable Ink Knotch Redox Zuberance Stantive Technologies Group Trex Celect ForceManager Verdigris Rainforest QA Workato Troops Progress LeanData Mattermark BiziblePandaDoc Optimove JazzHR ObservePoint PandaDoc Ace Metrix ​ VideoBlocks CompStak Apptimize ​ Cloudbeds HealthLoop prooV RJMetrics Cloud Elements Bynder InfoScout ​ Riskalyze Fond Skillshare Hireology Gong.io JazzHR Encompass Wochit Engagio DroneDeploy Hireology Pendo SocialFlow CloudabilityFeedvisor FloQast BirdEye ROKT monday.com Vena Solutions Workable SEMrush TeamSnap Brightpearl Zwift QASymphony Sailthru Wayin Influitive CloudCheckr Kahuna Vena Solutions FullContact Typeform Classy Socialbakers Sift Science Dashlane Dashlane Pendo Duetto S.A. de C.V. DialogTech LocalyticsSecurityScorecardOutreach Showpad Vidyard Vidyard UserTesting Collibra Percolate Booker Software CloudHealth Technologies Copper Demandbase Showpad BloomReach Wave HQ Segment Collibra ZOOM.COM.NG Coveo Namely Tradeshift Bill.com $- $0.50 $1.00 $1.50 $2.00 $2.50 0 2 4 6 8 10 12 $1.50 $1.00 $0.50 0 2 4 86 10 12 $2.50 $2.00 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? SEMRush $0.25 for $1 New ARR Pandadoc $1.30 for $1 New ARR CAC Source: GetLatka.com SaaS Database $0.00
  61. 61. Source: Hubspot Integration Partner 61GetLatka.com Vidyard Sept. 2016 Data
  62. 62. 62GetLatka.com PandaDoc Users Hubspot Integration 2018 ARR $12M+ CUSTOMERS 10,000 FUNDING $20M TEAM SIZE 170 PandaDoc pushes growth via app store optimization Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: The Top Entrepreneurs Podcast, PandaDoc CEO Mikita Mikado, May 17th 2018
  63. 63. Funded Companies Push To >$1 Dollar Based CAC 63GetLatka.com Dollar Based CAC vs. Company Age n=369 CAC Company Age PredictLeads BLUErabbit Prospect.io KarmaCRM KarmaCirclesCliently Bizness Apps GetAccept Greendeck.co Badger Maps Parkbench Chefs For Seniors Parkbench TravelFlan nurseVersity AvocodeFuelPandaIndemand CloudLead LeadFuze ​ Omnisend Screenful Lexicata HipLead StoryTap Frrole Sorry As A Service Proposify Serpstat Smartbeat Pty BurstIQ Adya Texting Base eClincher ProcurementExpress.com RapidFunnel metadata.io La Revue Com'Ent : Contenus addictifs Uninstall.io TINT Ringostat EngageRocket Reply Blurbiz ArchiveSocial Reamaze Venngage Mention RoomChecking MedStack DOORBOOST ProLeads Inbound Marketing Kwanzoo Contentools consent.io DevslopesGiraffe360 ​ RightMessage Usersnap Screen6 Paubox CrazyLister Filestage ​ Zapnito PromoRepublicNumberz Financial Management Vytmn FileboardIllumineto Sabor trials.ai Tagove prevero Qlicket Select Staffing The SaaS Co.Cliently Slidebean SiteManager WebPT UnbounceWoopra CStoreProHibox Fabl Metrilo Turtl IAMIP Sverige ABGrowSumoLINKETT DomainMarket.com Fleeq.io Prospectify Cirrus Insight ZembulaCaliberMind RevBoss xiQ Musqot Marketing Technology CrazyLister Gus ChatClose.com Brand24 ScreenCloud Process Software ClearView Social Tilkee Pure Chat Hornet Stories Socedo Talkpush Tilkee Intellibrand Yeti Data Kapta Adzerk AdEspresso GetAccept Datanyze Cladwell ​ Skubana Zinrelo chatmeter Plivo Spark Rock Content ListenLoop ParallelDotsProggio CariClubKomikoAstronomer DocuFirst ZendeskFashion Nova Omny Radio Periodico Mural Shorthand BuildFire DetectifySaleScout IdealSpot Teckst Hubdoc Pipefy CoSchedule Citia Webflow Personyze Ambassador Wishpond Loop54 Stackify SaaSquatch Nimble Cladwell TARA.ai AppZen Exponea Everlance Castle SalesWise OAG Analytics Unomy Apptivo Instapage 15Five ​ Mintent ​ Repsly ​ Vero ClearVoice MarketMuse GenieBelt Mobilewalla MARIANA The Hotels Network Privy Podium DemandJump ​ Smartcat Ceterus Hiver SalesSeek indico botkeeper Spacer.com Onfleet ​ Traackr TapClicks Perkville test IOEnplug TruSignal Voxpopme Hatchbuck Databox BreezoMeter Proven NarrativeDx Plotly Any.do BrandYourself Switch Automation Lessonly PacketZoom Haste Assessoria Contabil E TributariaBigchainDB Brandfolder MindTouch​ Now Interact PostmanCrystal MarketFactory Madwire Pingboard BounceX Klipfolio Vendasta Fision Kira Talent Insightpool, a TrendKite HYPR Flowhub Choozle PageCloud SigOpt IVY SirqulDetectify monday.com Sococo CB Insights Jebbit BrightFunnel HiConversion Accelo Full Circle Insights Limelight Health DocSend Broadly Help Scout Rapt Media CommercialTribe Stratifyd Workboard Beeswax ShipHawk LiquidPlanner Scoop.it Treehouse SoftwareVendasta KnowBe4 Ryver Purple RESULTS.com Grow Funnel Grow Front Pipedrive Movable Ink Knotch Redox Zuberance Stantive Technologies Group Trex Celect ForceManager Verdigris Rainforest QA Workato Troops Progress LeanData Mattermark BiziblePandaDoc Optimove JazzHR ObservePoint PandaDoc Ace Metrix ​ VideoBlocks CompStak Apptimize ​ Cloudbeds HealthLoop prooV RJMetrics Cloud Elements Bynder InfoScout ​ Riskalyze Fond Skillshare Hireology Gong.io JazzHR Encompass Wochit Engagio DroneDeploy Hireology Pendo SocialFlow CloudabilityFeedvisor FloQast BirdEye ROKT monday.com Vena Solutions Workable SEMrush TeamSnap Brightpearl Zwift QASymphony Sailthru Wayin Influitive CloudCheckr Kahuna Vena Solutions FullContact Typeform Classy Socialbakers Sift Science Dashlane Dashlane Pendo Duetto S.A. de C.V. DialogTech LocalyticsSecurityScorecardOutreach Showpad Vidyard Vidyard UserTesting Collibra Percolate Booker Software CloudHealth Technologies Copper Demandbase Showpad BloomReach Wave HQ Segment Collibra ZOOM.COM.NG Coveo Namely Tradeshift Bill.com $- $0.50 $1.00 $1.50 $2.00 $2.50 0 2 4 6 8 10 12 $1.50 $1.00 $0.50 0 2 4 86 10 12 $2.50 $2.00 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database SEMRush $0.25 for $1 New ARR
  64. 64. Source: Hubspot Integration Partner 64GetLatka.com Vidyard Sept. 2016 Data
  65. 65. 65GetLatka.com SEMRush Uses Hubspot as Growth Channel 2018 ARR $50M CUSTOMERS 30-50k FUNDING $40M TEAM SIZE 500 App Exchanges as growth drivers Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: The Top Entrepreneurs Podcast, SEMRush COO Eugene Levin, May 9th 2018
  66. 66. Keep 1:1 Ratio of “ARR:Funding Raised” 66GetLatka.com Keep your $$$ Raised : ARR ratio as close to 1 as possible ARR(millions) DOLLARS RAISED (millions) Zenefits Looker Namely ZOOM.COM.NG Branch Segment CloudHealth Technologies Booker Software Vidyard Showpad Greenhouse Software SecurityScorecard OutreachPendo Dashlane Sift Science Classy TypeformVena SolutionsFullContactFreightos PantheonKahuna Jelli Zwift GitLab Workable TrendKite Magnetic ROKT monday.com BirdEye Feedvisor YeswareFloQastPendoEngagio DroneDeployOrion Labs WochitEncompass Scout RFP HireologySkillshare SnapApp Talkdesk Riskalyze Fond HG DataHandshake Logz.io InfoScout Bynder Cloud ElementsCloudbeds HealthLoop ContentSquare ApptimizeCompStakPandaDoc Bizible Owler LeanDataProgressMattermarkFuse Workato Troops ForceManagerRainforest QA VerdigrisCelectTrexFrontAppKnotchRedoxContactuallyPipedrive KnowBe4 PurpleGrow RESULTS.comFunnelRyver ShipHawkBeeswaxCommercialTribeWorkboardPayStandStratifydRapt Media AcceloBroadlyLimelight HealthFull Circle InsightsDocSend Copper CB Insights HiConversionJebbitBrightFunnelInnoplexusShareRoot CleverTapBugsn IVY SirqulDetectifySigOpt Choozle PageCloud LeadGeniusHYPRKira TalentFlowhubInsightpool, a TrendKiteSignalKlipfolio SeamlessDoc BounceX PingboardSupportPay Postman Spiffy InternetCrystalNudge.aiNiche Brandfolder PandaDocLessonly Switch AutomationPacketZoomBigchainDBFruitStreet.comHaste Assessoria Contabil E TributariaAlycePlotlyNarrativeDx Modus ShoppableEnplugTruSignalVoxpopmeHatchbuckDataboxBreezoMeterBrandlivebotkeeperSalesSeekindicoSpacer.com VersiumBizomThe Hotels NetworkMarketMuseClearVoicePrivyMobilewallaVeroGenieBeltMARIANAMintent 15Five RippleMatch Instapage ApptivoHelloSign NimbleStackifySaaSquatchAppZenTARA.aiCladwellBoostinsiderZirra Webflow CitiaCoScheduleHelloTechPipefy BuildFirePeopleGroveSaleScoutShorthandTeckstIdealSpotDetectifyPeriodico MuralAttentive.lyZendeskRock ContentSparkListenLoopParallelDotsRiddle Skubana OneMobPromoRepublic AdEspressoAdEspresso Hornet Stories SocedoTilkeePure ChatTilkeeTalkpushIntellibrandYeti DataIntellaSphereSortableClearView SocialSlidebeanScreenCloudProcess SoftwareClose.comCrazyListerMusqot Marketing TechnologyGus Chat Cirrus Insight ZembulaOmniconvertSkycision Bombora Zapier FablGrowSumoTurtlOMXCStoreProMetriloIAMIP Sverige ABLINKETTHiboxSlidebean Cooleaf Select StaffingThe SaaS Co.Sabor Fileboard MarkerlySalesflareZapnitoPromoRepublic Screen6UsersnapPauboxFilestageCrazyListerVenngageMentionKvantumReamazeDOORBOOSTRoomCheckingExpressPigeonMedStackProLeads Inbound MarketingBadger MapsBoomerang.comRingostatSalesHuddlepr.coPublicfast TINTeClincherMailtrack.ioProcurementExpress.comTexting BaseProposifyFrroleSorry As A ServiceFreshdealStoryTapLexicataHipLeadHipLeadWeekdoneScreenfulOmnisendCloudLead Parkbench Badger MapsChefs For SeniorsGeenappPredictLeads$0 $50,000,000 $100,000,000 $150,000,000 $200,000,000 $250,000,000 $300,000,000 $0 $100,000,000 $200,000,000 $300,000,000 $400,000,000 $500,000,000 $600,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database $100 $200 $300 $400 $500 $600 $50 $100 $150 $200 $250 $300
  67. 67. 67GetLatka.com ARR(millions) DOLLARS RAISED (millions) Zenefits Looker Namely ZOOM.COM.NG Branch Segment CloudHealth Technologies Booker Software Vidyard Showpad Greenhouse Software SecurityScorecard OutreachPendo Dashlane Sift Science Classy TypeformVena SolutionsFullContactFreightos PantheonKahuna Jelli Zwift GitLab Workable TrendKite Magnetic ROKT monday.com BirdEye Feedvisor YeswareFloQastPendoEngagio DroneDeployOrion Labs WochitEncompass Scout RFP HireologySkillshare SnapApp Talkdesk Riskalyze Fond HG DataHandshake Logz.io InfoScout Bynder Cloud ElementsCloudbeds HealthLoop ContentSquare ApptimizeCompStakPandaDoc Bizible Owler LeanDataProgressMattermarkFuse Workato Troops ForceManagerRainforest QA VerdigrisCelectTrexFrontAppKnotchRedoxContactuallyPipedrive KnowBe4 PurpleGrow RESULTS.comFunnelRyver ShipHawkBeeswaxCommercialTribeWorkboardPayStandStratifydRapt Media AcceloBroadlyLimelight HealthFull Circle InsightsDocSend Copper CB Insights HiConversionJebbitBrightFunnelInnoplexusShareRoot CleverTapBugsn IVY SirqulDetectifySigOpt Choozle PageCloud LeadGeniusHYPRKira TalentFlowhubInsightpool, a TrendKiteSignalKlipfolio SeamlessDoc BounceX PingboardSupportPay Postman Spiffy InternetCrystalNudge.aiNiche Brandfolder PandaDocLessonly Switch AutomationPacketZoomBigchainDBFruitStreet.comHaste Assessoria Contabil E TributariaAlycePlotlyNarrativeDx Modus ShoppableEnplugTruSignalVoxpopmeHatchbuckDataboxBreezoMeterBrandlivebotkeeperSalesSeekindicoSpacer.com VersiumBizomThe Hotels NetworkMarketMuseClearVoicePrivyMobilewallaVeroGenieBeltMARIANAMintent 15Five RippleMatch Instapage ApptivoHelloSign NimbleStackifySaaSquatchAppZenTARA.aiCladwellBoostinsiderZirra Webflow CitiaCoScheduleHelloTechPipefy BuildFirePeopleGroveSaleScoutShorthandTeckstIdealSpotDetectifyPeriodico MuralAttentive.lyZendeskRock ContentSparkListenLoopParallelDotsRiddle Skubana OneMobPromoRepublic AdEspressoAdEspresso Hornet Stories SocedoTilkeePure ChatTilkeeTalkpushIntellibrandYeti DataIntellaSphereSortableClearView SocialSlidebeanScreenCloudProcess SoftwareClose.comCrazyListerMusqot Marketing TechnologyGus Chat Cirrus Insight ZembulaOmniconvertSkycision Bombora Zapier FablGrowSumoTurtlOMXCStoreProMetriloIAMIP Sverige ABLINKETTHiboxSlidebean Cooleaf Select StaffingThe SaaS Co.Sabor Fileboard MarkerlySalesflareZapnitoPromoRepublic Screen6UsersnapPauboxFilestageCrazyListerVenngageMentionKvantumReamazeDOORBOOSTRoomCheckingExpressPigeonMedStackProLeads Inbound MarketingBadger MapsBoomerang.comRingostatSalesHuddlepr.coPublicfast TINTeClincherMailtrack.ioProcurementExpress.comTexting BaseProposifyFrroleSorry As A ServiceFreshdealStoryTapLexicataHipLeadHipLeadWeekdoneScreenfulOmnisendCloudLead Parkbench Badger MapsChefs For SeniorsGeenappPredictLeads$0 $50,000,000 $100,000,000 $150,000,000 $200,000,000 $250,000,000 $300,000,000 $0 $100,000,000 $200,000,000 $300,000,000 $400,000,000 $500,000,000 $600,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database $100 $200 $300 $400 $500 $600 $50 $100 $150 $200 $250 $300 Zenefits $540M Raised, $120M ARR Don’t Be Zenefits (Rooting for you Jay!) $120M ARR: $540M Raised = 0.22
  68. 68. $4B Raised in One Chart 68GetLatka.com ARR vs. Funding for 3-6 year companies, n=286 ARR(Millions) DOLLARS RAISED (millions) Looker Namely Zoom Branch CloudHealth Technologies Booker Software Vidyard Showpad Greenhouse Software SecurityScorecard Outreach Pendo Dashlane Sift Science Classy Typeform Vena Solutions FullContact Freightos PantheonKahuna Jelli Zwift GitLab Workable TrendKite Magnetic ROKT monday.com BirdEye Feedvisor YeswareFloQast PendoEngagio DroneDeployOrion Labs WochitEncompass Scout RFP HireologySkillshare SnapApp Talkdesk Riskalyze Fond HG DataHandshake Logz.io InfoScout Bynder Cloud ElementsCloudbeds HealthLoop ContentSquare ApptimizeCompStak PandaDoc Bizible Owler LeanData ProgressMattermark Fuse Workato Troops ForceManager Rainforest QA Verdigris CelectTrex FrontAppKnotchRedox Contactually Pipedrive KnowBe4 PurpleGrow RESULTS.com FunnelRyver ShipHawkBeeswax CommercialTribeWorkboard PayStandStratifydRapt Media Accelo BroadlyLimelight HealthFull Circle Insights DocSend Copper CB Insights HiConversionJebbitBrightFunnelInnoplexusShareRoot CleverTap Bugsn IVY SirqulDetectifySigOpt Choozle PageCloud LeadGeniusHYPRKira TalentFlowhubInsightpool, a TrendKiteSignal Klipfolio SeamlessDoc BounceX Pingboard SupportPay Postman Spiffy InternetCrystalNudge.aiNiche Brandfolder PandaDoc Lessonly Switch AutomationPacketZoomBigchainDBFruitStreet.comHaste Assessoria Contabil E TributariaAlycePlotlyNarrativeDx Modus ShoppableEnplugTruSignalVoxpopme HatchbuckDataboxBreezoMeterBrandlivebotkeeperSalesSeekindicoSpacer.com VersiumBizom The Hotels NetworkMarketMuseClearVoicePrivyMobilewallaVeroGenieBeltMARIANAMintent 15Five RippleMatch Instapage Apptivo HelloSign NimbleStackifySaaSquatchAppZenTARA.aiCladwellBoostinsiderZirra Webflow Citia CoScheduleHelloTech Pipefy BuildFirePeopleGroveSaleScoutShorthandTeckstIdealSpotDetectify Periodico Mural Attentive.lyZendesk Rock ContentSparkListenLoopParallelDotsRiddle Skubana OneMobPromoRepublic AdEspresso AdEspresso Hornet Stories SocedoTilkeePure ChatTilkeeTalkpushIntellibrandYeti DataIntellaSphere SortableClearView SocialSlidebeanScreenCloudProcess SoftwareClose.comCrazyListerMusqot Marketing TechnologyGus Chat Cirrus Insight ZembulaOmniconvertSkycision Bombora Zapier FablGrowSumoTurtlOMXCStoreProMetriloIAMIP Sverige ABLINKETTHiboxSlidebean Cooleaf Select StaffingThe SaaS Co.Sabor Fileboard MarkerlySalesflareZapnitoPromoRepublic Screen6UsersnapPauboxFilestageCrazyLister VenngageMentionKvantumReamazeDOORBOOSTRoomCheckingExpressPigeonMedStackProLeads Inbound MarketingBadger MapsBoomerang.com RingostatSalesHuddlepr.coPublicfast TINT eClincherMailtrack.ioProcurementExpress.comTexting BaseProposifyFrroleSorry As A ServiceFreshdealStoryTap LexicataHipLeadHipLeadWeekdoneScreenfulOmnisendCloudLead Parkbench Badger MapsChefs For SeniorsGeenappPredictLeads$0 $20,000,000 $40,000,000 $60,000,000 $80,000,000 $100,000,000 $120,000,000 $140,000,000 $160,000,000 $180,000,000 $0 $20,000,000 $40,000,000 $60,000,000 $80,000,000 $100,000,000 $120,000,000 $140,000,000 $160,000,000 $180,000,000 $200,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database $20 $40 $60 $80 $100 $120 $140 $160 $180 $200 $20 $40 $60 $80 $100 $120 $140 $160 $180
  69. 69. $4B Raised in One Chart 69GetLatka.com ARR vs. Funding for 3-6 year companies, n=286 ARR DOLLARS RAISED (millions) Looker Namely Zoom Branch CloudHealth Technologies Booker Software Vidyard Showpad Greenhouse Software SecurityScorecard Outreach Pendo Dashlane Sift Science Classy Typeform Vena Solutions FullContact Freightos PantheonKahuna Jelli Zwift GitLab Workable TrendKite Magnetic ROKT monday.com BirdEye Feedvisor YeswareFloQast PendoEngagio DroneDeployOrion Labs WochitEncompass Scout RFP HireologySkillshare SnapApp Talkdesk Riskalyze Fond HG DataHandshake Logz.io InfoScout Bynder Cloud ElementsCloudbeds HealthLoop ContentSquare ApptimizeCompStak PandaDoc Bizible Owler LeanData ProgressMattermark Fuse Workato Troops ForceManager Rainforest QA Verdigris CelectTrex FrontAppKnotchRedox Contactually Pipedrive KnowBe4 PurpleGrow RESULTS.com FunnelRyver ShipHawkBeeswax CommercialTribeWorkboard PayStandStratifydRapt Media Accelo BroadlyLimelight HealthFull Circle Insights DocSend Copper CB Insights HiConversionJebbitBrightFunnelInnoplexusShareRoot CleverTap Bugsn IVY SirqulDetectifySigOpt Choozle PageCloud LeadGeniusHYPRKira TalentFlowhubInsightpool, a TrendKiteSignal Klipfolio SeamlessDoc BounceX Pingboard SupportPay Postman Spiffy InternetCrystalNudge.aiNiche Brandfolder PandaDoc Lessonly Switch AutomationPacketZoomBigchainDBFruitStreet.comHaste Assessoria Contabil E TributariaAlycePlotlyNarrativeDx Modus ShoppableEnplugTruSignalVoxpopme HatchbuckDataboxBreezoMeterBrandlivebotkeeperSalesSeekindicoSpacer.com VersiumBizom The Hotels NetworkMarketMuseClearVoicePrivyMobilewallaVeroGenieBeltMARIANAMintent 15Five RippleMatch Instapage Apptivo HelloSign NimbleStackifySaaSquatchAppZenTARA.aiCladwellBoostinsiderZirra Webflow Citia CoScheduleHelloTech Pipefy BuildFirePeopleGroveSaleScoutShorthandTeckstIdealSpotDetectify Periodico Mural Attentive.lyZendesk Rock ContentSparkListenLoopParallelDotsRiddle Skubana OneMobPromoRepublic AdEspresso AdEspresso Hornet Stories SocedoTilkeePure ChatTilkeeTalkpushIntellibrandYeti DataIntellaSphere SortableClearView SocialSlidebeanScreenCloudProcess SoftwareClose.comCrazyListerMusqot Marketing TechnologyGus Chat Cirrus Insight ZembulaOmniconvertSkycision Bombora Zapier FablGrowSumoTurtlOMXCStoreProMetriloIAMIP Sverige ABLINKETTHiboxSlidebean Cooleaf Select StaffingThe SaaS Co.Sabor Fileboard MarkerlySalesflareZapnitoPromoRepublic Screen6UsersnapPauboxFilestageCrazyLister VenngageMentionKvantumReamazeDOORBOOSTRoomCheckingExpressPigeonMedStackProLeads Inbound MarketingBadger MapsBoomerang.com RingostatSalesHuddlepr.coPublicfast TINT eClincherMailtrack.ioProcurementExpress.comTexting BaseProposifyFrroleSorry As A ServiceFreshdealStoryTap LexicataHipLeadHipLeadWeekdoneScreenfulOmnisendCloudLead Parkbench Badger MapsChefs For SeniorsGeenappPredictLeads$0 $20,000,000 $40,000,000 $60,000,000 $80,000,000 $100,000,000 $120,000,000 $140,000,000 $160,000,000 $180,000,000 $0 $20,000,000 $40,000,000 $60,000,000 $80,000,000 $100,000,000 $120,000,000 $140,000,000 $160,000,000 $180,000,000 $200,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database $20 $40 $60 $80 $100 $120 $140 $160 $180 $200 $20 $40 $60 $80 $100 $120 $140 $160 $180 Zoom $145M Raised, $150M+ ARR
  70. 70. 70GetLatka.com Eric Yuan,CEO Zoom 2018 ARR $150M+ CUSTOMERS 850,000 FUNDING $145M TEAM SIZE 800 Next IPO? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: The Top Entrepreneurs Podcast, Zoom CEO Eric Yuan, Dec 14th 2017
  71. 71. $4B Raised in One Chart 71GetLatka.com ARR vs. Funding for 3-6 year companies, n=286 ARR DOLLARS RAISED (millions) Looker Namely Zoom Branch CloudHealth Technologies Booker Software Vidyard Showpad Greenhouse Software SecurityScorecard Outreach Pendo Dashlane Sift Science Classy Typeform Vena Solutions FullContact Freightos PantheonKahuna Jelli Zwift GitLab Workable TrendKite Magnetic ROKT monday.com BirdEye Feedvisor YeswareFloQast PendoEngagio DroneDeployOrion Labs WochitEncompass Scout RFP HireologySkillshare SnapApp Talkdesk Riskalyze Fond HG DataHandshake Logz.io InfoScout Bynder Cloud ElementsCloudbeds HealthLoop ContentSquare ApptimizeCompStak PandaDoc Bizible Owler LeanData ProgressMattermark Fuse Workato Troops ForceManager Rainforest QA Verdigris CelectTrex FrontAppKnotchRedox Contactually Pipedrive KnowBe4 PurpleGrow RESULTS.com FunnelRyver ShipHawkBeeswax CommercialTribeWorkboard PayStandStratifydRapt Media Accelo BroadlyLimelight HealthFull Circle Insights DocSend Copper CB Insights HiConversionJebbitBrightFunnelInnoplexusShareRoot CleverTap Bugsn IVY SirqulDetectifySigOpt Choozle PageCloud LeadGeniusHYPRKira TalentFlowhubInsightpool, a TrendKiteSignal Klipfolio SeamlessDoc BounceX Pingboard SupportPay Postman Spiffy InternetCrystalNudge.aiNiche Brandfolder PandaDoc Lessonly Switch AutomationPacketZoomBigchainDBFruitStreet.comHaste Assessoria Contabil E TributariaAlycePlotlyNarrativeDx Modus ShoppableEnplugTruSignalVoxpopme HatchbuckDataboxBreezoMeterBrandlivebotkeeperSalesSeekindicoSpacer.com VersiumBizom The Hotels NetworkMarketMuseClearVoicePrivyMobilewallaVeroGenieBeltMARIANAMintent 15Five RippleMatch Instapage Apptivo HelloSign NimbleStackifySaaSquatchAppZenTARA.aiCladwellBoostinsiderZirra Webflow Citia CoScheduleHelloTech Pipefy BuildFirePeopleGroveSaleScoutShorthandTeckstIdealSpotDetectify Periodico Mural Attentive.lyZendesk Rock ContentSparkListenLoopParallelDotsRiddle Skubana OneMobPromoRepublic AdEspresso AdEspresso Hornet Stories SocedoTilkeePure ChatTilkeeTalkpushIntellibrandYeti DataIntellaSphere SortableClearView SocialSlidebeanScreenCloudProcess SoftwareClose.comCrazyListerMusqot Marketing TechnologyGus Chat Cirrus Insight ZembulaOmniconvertSkycision Bombora Zapier FablGrowSumoTurtlOMXCStoreProMetriloIAMIP Sverige ABLINKETTHiboxSlidebean Cooleaf Select StaffingThe SaaS Co.Sabor Fileboard MarkerlySalesflareZapnitoPromoRepublic Screen6UsersnapPauboxFilestageCrazyLister VenngageMentionKvantumReamazeDOORBOOSTRoomCheckingExpressPigeonMedStackProLeads Inbound MarketingBadger MapsBoomerang.com RingostatSalesHuddlepr.coPublicfast TINT eClincherMailtrack.ioProcurementExpress.comTexting BaseProposifyFrroleSorry As A ServiceFreshdealStoryTap LexicataHipLeadHipLeadWeekdoneScreenfulOmnisendCloudLead Parkbench Badger MapsChefs For SeniorsGeenappPredictLeads$0 $20,000,000 $40,000,000 $60,000,000 $80,000,000 $100,000,000 $120,000,000 $140,000,000 $160,000,000 $180,000,000 $0 $20,000,000 $40,000,000 $60,000,000 $80,000,000 $100,000,000 $120,000,000 $140,000,000 $160,000,000 $180,000,000 $200,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database $20 $40 $60 $80 $100 $120 $140 $160 $180 $200 $20 $40 $60 $80 $100 $120 $140 $160 $180 GitLab $140M Raised, $30-120M ARR
  72. 72. 72GetLatka.com Sid Sijbrandij,CEO GitLab 2018 ARR $30-120M CUSTOMERS 5,000 FUNDING $140M TEAM SIZE 267 Recent $100M Raise Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: The Top Entrepreneurs Podcast, GitLab CEO Sid Sijbrandij, Dec 14th 2017
  73. 73. ARR Targets For Companies With <$70M Raised 73GetLatka.com ARR vs. Funding for 3-6 year old companies <$70M Raised, <$50M in ARR, n=275 ARR DOLLARS RAISED Vidyard Showpad Greenhouse Software SecurityScorecard Outreach Pendo Dashlane Sift Science Classy Typeform Vena Solutions FullContact Freightos PantheonKahuna Jelli Zwift Workable TrendKite Magnetic monday.com BirdEye Feedvisor Yesware FloQast Pendo Engagio DroneDeploy Orion Labs WochitEncompass Scout RFP HireologySkillshare SnapApp Talkdesk Riskalyze Fond HG DataHandshake Logz.io InfoScout Bynder Cloud ElementsCloudbeds HealthLoop ContentSquare Apptimize CompStak PandaDoc Bizible Owler LeanData Progress Mattermark Fuse Workato Troops ForceManager Rainforest QA Verdigris CelectTrex FrontApp Knotch Redox Contactually Pipedrive PurpleGrow RESULTS.com Funnel Ryver ShipHawk Beeswax CommercialTribeWorkboard PayStandStratifyd Rapt Media Accelo Broadly Limelight HealthFull Circle Insights DocSend Copper CB Insights HiConversion Jebbit BrightFunnel Innoplexus ShareRoot CleverTap Bugsn IVY Sirqul Detectify SigOpt Choozle PageCloud LeadGeniusHYPR Kira Talent FlowhubInsightpool, a TrendKiteSignal Klipfolio SeamlessDoc BounceX Pingboard SupportPay Postman Spiffy Internet CrystalNudge.ai Niche Brandfolder PandaDoc Lessonly Switch Automation PacketZoomBigchainDBFruitStreet.comHaste Assessoria Contabil E TributariaAlyce Plotly NarrativeDx Modus Shoppable EnplugTruSignalVoxpopme Hatchbuck DataboxBreezoMeter Brandlive botkeeperSalesSeekindicoSpacer.com VersiumBizom The Hotels NetworkMarketMuse ClearVoicePrivy MobilewallaVeroGenieBeltMARIANAMintent 15Five RippleMatch Instapage Apptivo HelloSign NimbleStackify SaaSquatchAppZenTARA.aiCladwellBoostinsiderZirra Webflow Citia CoSchedule HelloTech Pipefy BuildFire PeopleGroveSaleScout ShorthandTeckstIdealSpotDetectify Periodico Mural Attentive.lyZendesk Rock Content SparkListenLoopParallelDotsRiddle Skubana OneMob PromoRepublic AdEspresso AdEspresso Hornet Stories SocedoTilkee Pure ChatTilkeeTalkpushIntellibrandYeti DataIntellaSphere Sortable ClearView SocialSlidebeanScreenCloudProcess Software Close.comCrazyListerMusqot Marketing TechnologyGus Chat Cirrus Insight Zembula Omniconvert Skycision Bombora Zapier FablGrowSumo TurtlOMXCStoreProMetriloIAMIP Sverige ABLINKETTHibox Slidebean Cooleaf Select StaffingThe SaaS Co.Sabor Fileboard MarkerlySalesflareZapnitoPromoRepublic Screen6 Usersnap PauboxFilestageCrazyLister VenngageMentionKvantumReamaze DOORBOOSTRoomCheckingExpressPigeonMedStackProLeads Inbound Marketing Badger Maps Boomerang.com RingostatSalesHuddlepr.coPublicfast TINT eClincher Mailtrack.ioProcurementExpress.comTexting Base Proposify FrroleSorry As A ServiceFreshdealStoryTap Lexicata HipLeadHipLeadWeekdoneScreenful Omnisend CloudLead Parkbench Badger Maps Chefs For SeniorsGeenappPredictLeads$0 $10,000,000 $20,000,000 $30,000,000 $40,000,000 $50,000,000 $60,000,000 $0 $10,000,000 $20,000,000 $30,000,000 $40,000,000 $50,000,000 $60,000,000 $70,000,000 $80,000,000 ARR $60,000,000 $50,000,000 $40,000,000 $30,000,000 $20,000,000 $10,000,000 $60,000,000$50,000,000$40,000,000$30,000,000$20,000,000$10,000,000 $70,000,000 $80,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database 1:1 Line
  74. 74. ARR Targets For Companies With <$70M Raised 74GetLatka.com ARR vs. Funding for 3-6 year old companies <$70M Raised, <$50M in ARR, n=275 ARR DOLLARS RAISED Vidyard Showpad Greenhouse Software SecurityScorecard Outreach Pendo Dashlane Sift Science Classy Typeform Vena Solutions FullContact Freightos PantheonKahuna Jelli Zwift Workable TrendKite Magnetic monday.com BirdEye Feedvisor Yesware FloQast Pendo Engagio DroneDeploy Orion Labs WochitEncompass Scout RFP HireologySkillshare SnapApp Talkdesk Riskalyze Fond HG DataHandshake Logz.io InfoScout Bynder Cloud ElementsCloudbeds HealthLoop ContentSquare Apptimize CompStak PandaDoc Bizible Owler LeanData Progress Mattermark Fuse Workato Troops ForceManager Rainforest QA Verdigris CelectTrex FrontApp Knotch Redox Contactually Pipedrive PurpleGrow RESULTS.com Funnel Ryver ShipHawk Beeswax CommercialTribeWorkboard PayStandStratifyd Rapt Media Accelo Broadly Limelight HealthFull Circle Insights DocSend Copper CB Insights HiConversion Jebbit BrightFunnel Innoplexus ShareRoot CleverTap Bugsn IVY Sirqul Detectify SigOpt Choozle PageCloud LeadGeniusHYPR Kira Talent FlowhubInsightpool, a TrendKiteSignal Klipfolio SeamlessDoc BounceX Pingboard SupportPay Postman Spiffy Internet CrystalNudge.ai Niche Brandfolder PandaDoc Lessonly Switch Automation PacketZoomBigchainDBFruitStreet.comHaste Assessoria Contabil E TributariaAlyce Plotly NarrativeDx Modus Shoppable EnplugTruSignalVoxpopme Hatchbuck DataboxBreezoMeter Brandlive botkeeperSalesSeekindicoSpacer.com VersiumBizom The Hotels NetworkMarketMuse ClearVoicePrivy MobilewallaVeroGenieBeltMARIANAMintent 15Five RippleMatch Instapage Apptivo HelloSign NimbleStackify SaaSquatchAppZenTARA.aiCladwellBoostinsiderZirra Webflow Citia CoSchedule HelloTech Pipefy BuildFire PeopleGroveSaleScout ShorthandTeckstIdealSpotDetectify Periodico Mural Attentive.lyZendesk Rock Content SparkListenLoopParallelDotsRiddle Skubana OneMob PromoRepublic AdEspresso AdEspresso Hornet Stories SocedoTilkee Pure ChatTilkeeTalkpushIntellibrandYeti DataIntellaSphere Sortable ClearView SocialSlidebeanScreenCloudProcess Software Close.comCrazyListerMusqot Marketing TechnologyGus Chat Cirrus Insight Zembula Omniconvert Skycision Bombora Zapier FablGrowSumo TurtlOMXCStoreProMetriloIAMIP Sverige ABLINKETTHibox Slidebean Cooleaf Select StaffingThe SaaS Co.Sabor Fileboard MarkerlySalesflareZapnitoPromoRepublic Screen6 Usersnap PauboxFilestageCrazyLister VenngageMentionKvantumReamaze DOORBOOSTRoomCheckingExpressPigeonMedStackProLeads Inbound Marketing Badger Maps Boomerang.com RingostatSalesHuddlepr.coPublicfast TINT eClincher Mailtrack.ioProcurementExpress.comTexting Base Proposify FrroleSorry As A ServiceFreshdealStoryTap Lexicata HipLeadHipLeadWeekdoneScreenful Omnisend CloudLead Parkbench Badger Maps Chefs For SeniorsGeenappPredictLeads$0 $10,000,000 $20,000,000 $30,000,000 $40,000,000 $50,000,000 $60,000,000 $0 $10,000,000 $20,000,000 $30,000,000 $40,000,000 $50,000,000 $60,000,000 $70,000,000 $80,000,000 ARR $60,000,000 $50,000,000 $40,000,000 $30,000,000 $20,000,000 $10,000,000 $60,000,000$50,000,000$40,000,000$30,000,000$20,000,000$10,000,000 $70,000,000 $80,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database 1:1 Line
  75. 75. ShareRoot Innoplexus BrightFunnel Jebbit HiConversion CleverTap BugsnDetectify Sirqul IVY SigOpt PageCloud Choozle Signal Insightpool, a TrendKite Flowhub Kira Talent HYPR LeadGenius Klipfolio Pingboard SupportPay Nudge.ai Crystal Spiffy Internet Postman Niche PandaDoc Haste Assessoria Contabil E TributariaFruitStreet.com BigchainDB PacketZoom Switch Automation Lessonly Alyce NarrativeDx Plotly BreezoMeterDatabox Hatchbuck VoxpopmeEnplugTruSignal Shoppable Brandlive Spacer.com indico SalesSeek botkeeper Versium MARIANA GenieBelt Vero Mobilewalla PrivyClearVoice MarketMuseThe Hotels Network Bizom Mintent RippleMatch 15Five HelloSign Apptivo ZirraBoostinsiderCladwell TARA.aiAppZenSaaSquatch Stackify Nimble Citia HelloTech CoSchedule Pipefy Detectify IdealSpot TeckstShorthand SaleScoutPeopleGrove BuildFire Periodico Mural Zendesk Attentive.ly RiddleParallelDots ListenLoopSpark Rock Content OneMob PromoRepublic AdEspresso AdEspresso IntellaSphere Yeti Data IntellibrandTilkeeTalkpushPure Chat TilkeeSocedo Hornet Stories Slidebean ClearView Social Sortable Process Software ScreenCloud Gus Chat Musqot Marketing Technology CrazyLister Close.com Skycision Omniconvert Zembula Hibox LINKETT IAMIP Sverige ABMetriloCStorePro OMX Turtl GrowSumo Fabl Slidebean The SaaS Co.Select Staffing Cooleaf Sabor Salesflare Markerly PromoRepublic Zapnito CrazyLister Filestage Paubox Usersnap Screen6 ProLeads Inbound Marketing MedStack ExpressPigeonRoomChecking DOORBOOST Reamaze Kvantum MentionVenngage Badger Maps Publicfastpr.co Sales Huddle Ringostat Boomerang.com TINT ProcurementExpress.com Mailtrack.io eClincher Texting Base Freshdeal Sorry As A Service Frrole Proposify StoryTapScreenful Weekdone HipLead HipLead Lexicata Omnisend CloudLead Chefs For Seniors Badger Maps Parkbench Geenapp PredictLeads $0 $2,000,000 $4,000,000 $6,000,000 $8,000,000 $10,000,000 $12,000,000 $0 $2,000,000 $4,000,000 $6,000,000 $8,000,000 $10,000,000 $12,000,000 ARR Targets For <$10M Raised 75GetLatka.com ARR vs. Funding for 3-6 year companies <$10M Raised, <$10M in ARR, n=176 ARR DOLLARS RAISED $12,000,000 $10,000,000 $8,000,000 $6,000,000 $4,000,000 $2,000,000 $12,000,000$10,000,000$8,000,000$6,000,000$4,000,000$2,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: GetLatka.com SaaS Database 1:1 Line
  76. 76. How Much ARR Should You Have In Y3-6? 76GetLatka.com Company Age v. Annual Recurring Revenue Run Rate, n=684 $(50,000,000) $- $50,000,000 $100,000,000 $150,000,000 $200,000,000 $250,000,000 $300,000,000 0 2 4 6 8 10 12 14 16 18 20 $150,000,000 $200,000,000 $250,000,000 $50,000,000 $100,000,000 $300,000,000 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? 1 3 5 7 9 11 13 15 17 19 Company Age ARR Source: GetLatka.com SaaS Database
  77. 77. Funded Companies ARR In Y3-6 77GetLatka.com Company Age v. Annual Recurring Revenue Run Rate, n=283 GitLab Looker ROKT KnowBe4 CloudHealth Technologies NamelyTalkdesk Zwift Greenhouse Software Modus Riskalyze WorkatoInfoScout Vidyard SecurityScorecard CopperFondBirdEye Dashlane FileboardBombora Bynder MagneticWorkableDashlaneShowpadInstapageTypeformSkubana BounceX CB InsightsSift ScienceOutreach Booker SoftwareForceManagerVena Solutions BizibleFeedvisorZapierWebflow SkillshareHireologyFullContactPendo Rainforest QAmonday.com Cirrus InsightBrandfolder PipedriveJelliFreightos Classy PurpleGrow EncompassIVY 15FiveCloudbedsCloud ElementsHG Data WochitYeswareTrendKite ApptivoChoozleBeeswax Handshake VidyardSnapAppAcceloLeadGeniusHornet Stories PostmanShipHawk ContactuallyPandaDocHYPR FloQastParkbench LeanDataHelloSign VersiumCommercialTribe LessonlyWorkboardCooleafHiConversion Kira TalentShoppableBroadly KnotchApptimizeEngagioKlipfolioCelectTINT TrexLimelight HealthRESULTS.com ProgressCompStakCleverTap EnplugCoSchedule BuildFireAdEspresso Jebbit TruSignalVoxpopmeRedox Pendo Full Circle InsightsThe Hotels Network MarketMuseScreen6Flowhub PayStandHealthLoopBoomerang.com PandaDocInsightpool, a TrendKiteLexicata SirqulLogz.io PantheonKahunaBrightFunnelPeopleGrove Periodico MuralSaleScoutStratifyd HelloTechMattermark Pingboard VerdigrisSignal ClearVoice eClincherPrivy Rock ContentNicheSortable FablVenngageMentionBranch HatchbuckZembulaSocedo NimbleGrowSumo UsersnapOneMobClose.com Switch AutomationTilkeeKvantumFunnelPlotly Badger MapsOmnisend StackifyMobilewallaSpiffy Internet InnoplexusVeroProposifyPageCloudAdEspressoCrazyLister HipLeadScreenCloud ReamazeBadger Mapsbotkeeper DetectifyTurtl ClearView SocialShorthandSlidebean HipLeadBugsnTeckst Rapt MediaPure Chat OMXTilkeeGenieBeltMusqot Marketing TechnologyPaubox TalkpushIntellibrand SlidebeanDocSend FuseDroneDeployOmniconvert Select StaffingMailtrack.ioDataboxBreezoMeter CitiaSaaSquatchThe SaaS Co.NarrativeDx MintentAppZenTroops Crystal Ringostat SalesSeekProcess Software Attentive.lyMARIANATARA.ai CloudLeadPacketZoomWeekdoneDOORBOOST CStoreProZapnito SparkRyverMetriloIdealSpot ProcurementExpress.comListenLoopIAMIP Sverige AB Nudge.aiCladwell MarkerlyScout RFP indicoPipefyBigchainDBBoostinsiderYeti DataAlyceZirraSigOpt RoomCheckingSabor ExpressPigeonParallelDots FrroleFilestageGus Chat RiddleMedStackZendeskPredictLeads DetectifyCrazyLister Texting BaseSpacer.comLINKETT pr.coStoryTap SupportPayShareRootChefs For SeniorsFruitStreet.comProLeads Inbound MarketingPublicfast ScreenfulSorry As A Service Orion LabsSkycisionHaste Assessoria Contabil E Tributaria HiboxPromoRepublicSalesflareIntellaSphereGeenappFreshdeal Owler$- $20,000,000 $40,000,000 $60,000,000 $80,000,000 $100,000,000 $120,000,000 0 1 2 3 4 5 6 7 $80,000,000 $60,000,000 $40,000,000 $20,000,000 $100,000,000 $120,000,000 1 2 3 4 5 6 7 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? ARR COMPANY AGE Source: GetLatka.com SaaS Database Average: $3.4M Average: $4.4M Average: $17.9M Average: $19.9M 0 $0
  78. 78. 78GetLatka.com ClickFunnels CallTrackingMetricsSharpSpring Seva Engenharia Eletrônica S.A. Pipeliner CRM Business Hangouts Price IntelligentlyWebinarNinja HotjarConvertKit Corporate360 JivoChatVainu Airdna Hubstaffknak. VenturePactPrezlyWebhose.io EasyWebinarLucky OrangeJumpDEMAND SignEasyelastic.ioRankWatchVertical IQ VismeSendlane MoosendOutleadsEthnioQebot SleeknoteWalls.io etailinsights SwoopTalentBuzzBuilderShufflrrKonnect InsightsHubstaff LeadDynoSiftrockPulse Insights KickoffLabsInteractBraxAppointlet KV SocialtchopSeventh Sense ORBTRCredoLeadGnome TackFunnelEnvyRewangoEasyRedir CooperatizeNotablist TribeBoostLinkodyAround.io SitecakeDonationMatch SuiteCRMSilvrbackRevcontent SpokalIBM$- $10,000,000 $20,000,000 $30,000,000 $40,000,000 $50,000,000 $60,000,000 $70,000,000 0 1 2 3 4 5 6 7 $30,000,000 $60,000,000 $40,000,000 $20,000,000 $50,000,000 $10,000,000 $70,000,000 1 2 3 4 5 6 7 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? COMPANY AGE Source: GetLatka.com SaaS Database Bootstrapped Companies ARR In Y3-6 Company Age v. Annual Recurring Revenue Run Rate, n=153 0 $0 ARR
  79. 79. 79GetLatka.com ClickFunnels CallTrackingMetricsSharpSpring Seva Engenharia Eletrônica S.A. Pipeliner CRM Business Hangouts Price IntelligentlyWebinarNinja HotjarConvertKit Corporate360 JivoChatVainu Airdna Hubstaffknak. VenturePactPrezlyWebhose.io EasyWebinarLucky OrangeJumpDEMAND SignEasyelastic.ioRankWatchVertical IQ VismeSendlane MoosendOutleadsEthnioQebot SleeknoteWalls.io etailinsights SwoopTalentBuzzBuilderShufflrrKonnect InsightsHubstaff LeadDynoSiftrockPulse Insights KickoffLabsInteractBraxAppointlet KV SocialtchopSeventh Sense ORBTRCredoLeadGnome TackFunnelEnvyRewangoEasyRedir CooperatizeNotablist TribeBoostLinkodyAround.io SitecakeDonationMatch SuiteCRMSilvrbackRevcontent SpokalIBM$- $10,000,000 $20,000,000 $30,000,000 $40,000,000 $50,000,000 $60,000,000 $70,000,000 0 1 2 3 4 5 6 7 $30,000,000 $60,000,000 $40,000,000 $20,000,000 $50,000,000 $10,000,000 $70,000,000 1 2 3 4 5 6 7 Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? COMPANY AGE ARR Clickfunnels, $68M ARR Source: GetLatka.com SaaS Database Bootstrapped Companies ARR In Y3-6 Company Age v. Annual Recurring Revenue Run Rate, n=153 0 $0
  80. 80. 80GetLatka.com Time Value Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no-touch funnel work? (No Founder Selling) Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Year 1 Year 2 Year 3-6 Year 7+ Timeline Who will we sell to? What problem do we solve? Does it work? Many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? David Skok: Matrix 100 Forum Step 7: Scale Without Churn? You’re not worth more just because you’ve raised more
  81. 81. The Magic Cancel Button 81GetLatka.com clickfunnels.com churn funnel Timeline Who will we sell to? What problem do we solve? Does it work? Many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: clickfunnels.com
  82. 82. Top of the “Churn Funnel” 82GetLatka.com Identify objections Timeline Who will we sell to? What problem do we solve? Does it work? Many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Timeline Who will we sell to? What problem do we solve? Does it work? Will many people pay? Does no touch funnel work? ( No Founder Selling Can we add customers from different sources? Can we scale without crazy churn? Can we scale and make money? Source: clickfunnels.com

×