The document discusses key metrics for SaaS companies, including churn rates for new vs. old customers and strategies for improving net revenue retention. It provides examples of cohort analysis charts showing higher retention rates for newer customers. It also discusses pricing models based on activation and usage metrics to drive more spending per customer. The overall message is that world-class SaaS companies achieve net revenue retention rates above 130% through strategies like onboarding, upsells, and optimizing pricing and features for customer usage levels.
From the Desk of Vanta's CEO: Building to $10MM+ ARR (before taking a Series A)saastr
Have you ever wondered what it takes to aggressively grow a company ahead of institutional fundraising? Join Christina Cacioppo, Co-Founder and CEO of Vanta, as she shares the steps taken to achieve 400% YoY growth, and lessons learned throughout Vanta's pre-Series A journey.
In this presentation from SaaSFest 2017, Guillame Cabane from Drift discusses the importance of leveraging automation and personalization to increase sales velocity.
From the Desk of Vanta's CEO: Building to $10MM+ ARR (before taking a Series A)saastr
Have you ever wondered what it takes to aggressively grow a company ahead of institutional fundraising? Join Christina Cacioppo, Co-Founder and CEO of Vanta, as she shares the steps taken to achieve 400% YoY growth, and lessons learned throughout Vanta's pre-Series A journey.
In this presentation from SaaSFest 2017, Guillame Cabane from Drift discusses the importance of leveraging automation and personalization to increase sales velocity.
Startup Pitch Deck Template: The Kitchen Sink AppendixNextView Ventures
The second of our templates to help entrepreneurs create better pitch decks and more successfully raise venture capital. Find the first here: http://www.slideshare.net/nextviewvc/startup-pitch-deck-templates-next-view-ventures-slideshare
Mark Roberge is a Senior Lecturer with Harvard Business School, former CRO of Hubspot and author of bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.
With traditional acquisition channels becoming crowded and less effective, Patrick Campbell makes the case for Freemium as an acquisition model. Learn how to use Freemium as an effective growth lever for your business from these slides presented at SaaSFest 2017.
Keynote by Jean-Christophe Taunay-Bucalo, VP Global Sales & Customer Success at TravelPerk from #SaaStock17, Traction Stage, RDS, Dublin, Ireland. Tuesday 19th September 2017
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Optimize Your Funnel By Getting Inside Your Buyer's HeadDavid Skok
Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. In this talk given as part of the Heavybit speaker series, I discuss how to shorten the time to customer conversion from trials, freemium and open source products.
Opticon 2015-Hypothesize, Analyze, Optimize: Using Hidden Insights to Perfect...Optimizely
Featuring speakers from Rue La La, Princess Cruises
Abby Lokshin, Product Manager, Mobile, Rue La La
Abel Ramos, Product Owner, Shopping and Booking Web Scrum Team, Princess Cruises
Testing is an iterative process, oftentimes with confusing or inconclusive results. However, every experiment has something to teach you, and all too often, critical information is left unnoticed! Learn how to look for insights hidden behind the numbers and maximize the utility of every experiment you run.
If you don't have a few "wait! we're doing it all wrong!" moments in your career, you're, well... you're doing it all wrong. In this talk, Meghan Keaney Anderson, VP of Marketing at HubSpot will talk through a series of realizations the HubSpot team has had that went against common marketing practices, and the impact that inverting their approach made on the company's growth trajectory. Our discoveries can be your shortcuts.
2019 SaaStock Opening Keynote | Sales as a Science and Go To Market FitJacco vanderKooij
Keynote on the importance of the GTM stage and the three key frameworks that govern SaaS Sales. In this presentation we identified 3 specific way to reduce the changes of a start-up turning into a walking dead, by achieving profitability.
Monika Saha - Key Considerations When Operationalizing Your Pricing StrategyPrice Intelligently
Making changes to your pricing can be daunting, but in this presentation Monika Saha from Zuora outlines the steps you need to take in order to operationalize a change in your pricing strategy. You'll discover a whole host of learnings from this presentation given at SaaSFest 2017.
SaaS Marketing Plan: 5 Ways to Get your B2B App to Sell ItselfLincoln Murphy
Your B2B SaaS app will not sell itself unless it is designed to do so. This is a guide to getting your B2B SaaS to 'sell itself' was created by noted SaaS Marketing expert and Growth Hacker Lincoln Murphy of Sixteen Ventures.
This guide is full of actionable, unique, and thought-provoking ideas - Growth Hacks if you will - that are designed to allow your product to sell itself.
From attracting the right audience and driving user engagement, to making it easy to buy and easy to share through orchestrated virality, this guide covers all aspects of what's necessary to drive growth with SaaS companies of any stage and serving any market.
Whether you have a self-service sales model or one that requires outside sales reps to drive business, the tips and techniques contained in this guide and the source blog post will help you achieve your goals of efficiently scaling your sales process.
State of the Cloud 2021: The Age of Cloud Unicorns with Bessemer Venture Part...saastr
Unicorn birth rate is at an all-time high and the cloud economy is officially entering the age of decacorns. Bessemer Venture Partners shares the industry trends that led to the creation of these massive private cloud companies. Releasing vital insights for founders with big ambitions, Byron Deeter, Elliott Robinson, and Mary D'Onofrio share the insights from benchmark data and key frameworks that power the fastest-growing businesses in technology.
David Skok, General Partner at Matrix Partners, provides a simple model to understand a SaaS businesses, as well as the key levers founders, can leverage to drive SaaS success.
Startup Pitch Deck Template: The Kitchen Sink AppendixNextView Ventures
The second of our templates to help entrepreneurs create better pitch decks and more successfully raise venture capital. Find the first here: http://www.slideshare.net/nextviewvc/startup-pitch-deck-templates-next-view-ventures-slideshare
Mark Roberge is a Senior Lecturer with Harvard Business School, former CRO of Hubspot and author of bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.
With traditional acquisition channels becoming crowded and less effective, Patrick Campbell makes the case for Freemium as an acquisition model. Learn how to use Freemium as an effective growth lever for your business from these slides presented at SaaSFest 2017.
Keynote by Jean-Christophe Taunay-Bucalo, VP Global Sales & Customer Success at TravelPerk from #SaaStock17, Traction Stage, RDS, Dublin, Ireland. Tuesday 19th September 2017
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Optimize Your Funnel By Getting Inside Your Buyer's HeadDavid Skok
Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. In this talk given as part of the Heavybit speaker series, I discuss how to shorten the time to customer conversion from trials, freemium and open source products.
Opticon 2015-Hypothesize, Analyze, Optimize: Using Hidden Insights to Perfect...Optimizely
Featuring speakers from Rue La La, Princess Cruises
Abby Lokshin, Product Manager, Mobile, Rue La La
Abel Ramos, Product Owner, Shopping and Booking Web Scrum Team, Princess Cruises
Testing is an iterative process, oftentimes with confusing or inconclusive results. However, every experiment has something to teach you, and all too often, critical information is left unnoticed! Learn how to look for insights hidden behind the numbers and maximize the utility of every experiment you run.
If you don't have a few "wait! we're doing it all wrong!" moments in your career, you're, well... you're doing it all wrong. In this talk, Meghan Keaney Anderson, VP of Marketing at HubSpot will talk through a series of realizations the HubSpot team has had that went against common marketing practices, and the impact that inverting their approach made on the company's growth trajectory. Our discoveries can be your shortcuts.
2019 SaaStock Opening Keynote | Sales as a Science and Go To Market FitJacco vanderKooij
Keynote on the importance of the GTM stage and the three key frameworks that govern SaaS Sales. In this presentation we identified 3 specific way to reduce the changes of a start-up turning into a walking dead, by achieving profitability.
Monika Saha - Key Considerations When Operationalizing Your Pricing StrategyPrice Intelligently
Making changes to your pricing can be daunting, but in this presentation Monika Saha from Zuora outlines the steps you need to take in order to operationalize a change in your pricing strategy. You'll discover a whole host of learnings from this presentation given at SaaSFest 2017.
SaaS Marketing Plan: 5 Ways to Get your B2B App to Sell ItselfLincoln Murphy
Your B2B SaaS app will not sell itself unless it is designed to do so. This is a guide to getting your B2B SaaS to 'sell itself' was created by noted SaaS Marketing expert and Growth Hacker Lincoln Murphy of Sixteen Ventures.
This guide is full of actionable, unique, and thought-provoking ideas - Growth Hacks if you will - that are designed to allow your product to sell itself.
From attracting the right audience and driving user engagement, to making it easy to buy and easy to share through orchestrated virality, this guide covers all aspects of what's necessary to drive growth with SaaS companies of any stage and serving any market.
Whether you have a self-service sales model or one that requires outside sales reps to drive business, the tips and techniques contained in this guide and the source blog post will help you achieve your goals of efficiently scaling your sales process.
State of the Cloud 2021: The Age of Cloud Unicorns with Bessemer Venture Part...saastr
Unicorn birth rate is at an all-time high and the cloud economy is officially entering the age of decacorns. Bessemer Venture Partners shares the industry trends that led to the creation of these massive private cloud companies. Releasing vital insights for founders with big ambitions, Byron Deeter, Elliott Robinson, and Mary D'Onofrio share the insights from benchmark data and key frameworks that power the fastest-growing businesses in technology.
David Skok, General Partner at Matrix Partners, provides a simple model to understand a SaaS businesses, as well as the key levers founders, can leverage to drive SaaS success.
Lean UX + UX Strat, from UX Strat conference, September 2013Joshua Seiden
Slides from my talk at UX Strat, 2013. (www.uxstrat.com)
How to use Lean UX methods to execute on business, product, and design strategy.
I presented a slightly altered version a few days later at Fluxible 2013. (http://www.fluxible.ca)
Click! You have a new visitor. What happens next? Do they barf and bounce or smile and stay?
The answer depends on a lot of little things, some obvious, some not.
This session is a breakdown of the best practices for B2B lead generation websites, based on hundreds of website projects. You will learn:
• What are the key elements of high-performing service pages?
• What features are common to blog templates but probably shouldn’t be?
• What three elements determine if visitors sign up for emails?
From social proof to CTAs, videos to chatbots, we will break down the options for UX elements and how they work with (or against) the psychology of your visitors.
The demand to generate content and amplify it in B2B can be overwhelming. How do you make it seem like you’re everywhere when you can’t spend 24/7 making content and can’t spend every dime on paid social to promote it? We are going to uncover the ways you can repurpose your content quickly and easily. Better yet, potential customers will wonder how you manage to be everywhere — and how you always seem to know the problems they’re trying to solve. You’ll learn how to create a content generation machine that won’t burn you out, and the what/where/how of promoting it on LinkedIn and Facebook Ads to get the most out of everything you create. You’ll leave with a blueprint you can start following that very day to get a plan in place that turns hard content work into smart content marketing.
Takeaways:
How to create and repurpose content your target audience cares about, how to use tools to speed up the process, how to measure success, and how to run on paid social without breaking the bank.
A ready to use Template for pitching your Business for funding! See updated v...Alok Rodinhood Kejriwal
Please check the updated and current version of this presentation here - https://therodinhoods.com/post/a-funding-pitch-and-business-deconstruction-template/
Lots of capable entrepreneurs struggle to create effective Business pitches and presentations that they could use to raise funding.
This simple template with an example addresses that pain point and attempts to helps entrepreneurs quickly create a business pitch that they could use when presenting to VCs and angel investors etc.
A mentor master class I've been doing for The Refiners, the cross-boarder acceleration program for foreign founders in Silicon Valley. Business models are hard to define for entrepreneurs because as a startup this is precisely your #1 mission: research (in the R&D sense), experiment, pivot and ultimately find a scalable business model for your company. I wish there was a magic recipe in this process. But there isn't. However, there's a methodology that helps and many mistakes to avoid that I wish I had known about when I started 15+ years ago. This is what these slides are about.
Dharmesh talks about the lessons learned in his 10 years at Hubspot.
See all talks here: http://businessofsoftware.org/2016/07/all-talks-from-business-of-software-conferences-in-one-place-saas-software-talks/
Similar to SaaStock 2019 - nathan latka (25/10) (20)
Rory O’Driscoll - The war is over and the cloud won. What comes next?SaaStock
The COVID recession has not impacted the 20-year love affair investors have had with SaaS. But as the era of "SaaS for X" draws to a close, where are the next opportunities for today's cloud startups? Rory O’Driscoll, partner at Scale Venture Partners and early investor in SaaS pioneers like Box, Docusign, and Bill.com, takes a data-driven look at the evolution of the SaaS market then looks ahead to the next generation of enterprise software: the Intelligent Connected World.
Jacco vanderKooij - This time it’s personal: Business ethics & ego in a globa...SaaStock
The moral imperative for SaaS vendors is the idea that "what got you to this point, will not get you to the next point". Many founders/leaders of a company have achieved their success by bucking the trend and ignoring the advice of trusted advisors. This for many is perceived as having an ego. But this was needed for survival to make it this far. Then suddenly this method stops working. That point has come for many of us, as the problems we face today are far greater than any single company can tackle. It requires companies to work together as a team, it asks for die hard competitors (Apple and Google) to create a unified front, and may even require a joint venture between a multinational and a small start-up with innovative products. This is the time to put your ego in check and let common sense prevail.
Andy Byrne - Your checklist for revenue confidenceSaaStock
How can you create confidence in your revenue outlook at a time when all your planning assumptions have changed? When Covid hit, leading Silicon Valley Venture Capital firms asked Clari CEO Andy Byrne to call on the company’s experience to deliver a series of clinics on this question for CEO’s of portfolio companies. In this practical how-to session Andy shares the checklist of 13 must-do tasks and analyses revenue leaders can take their team through to establish certainty of their revenue outlook. Attendees will get practical guidance on assessing pipeline risk, protecting renewals and finding new sources of growth.
Aaron Ross - The playbook to (re)igniting growthSaaStock
The world’s economies aren’t going to recover anytime soon. There’s more risk – and opportunity – than ever before. How can a business pivot, survive and thrive? Based on the very newest material in the 2nd Edition of From Impossible To Inevitable, Aaron Ross dives into the surprisingly few big levers that ignite – or stifle – growth. Based on lessons learned from some of the world’s fastest growing companies, including:
• Entrepreneurial Depression and the Anxiety Economy
• How to cut through customer and prospect paralysis
• How $3B Investor Sagemount Triples Company Valuations In Three Years
• How Twilio Nailed A Billion Dollar Niche
• 3 Uncommon Practices of Hypergrowth CMOs
Tricia Gellman - Re-think the funnel: High-touch engagements in a low-touch w...SaaStock
It’s official. The digital future is here. It’s not going anywhere, and if you’re not on board, you’re in trouble. So, in this new world where digital channels have become the primary (and sometimes the only) customer-engagement model, how can you adapt and thrive? Tricia Gellman, CMO of Drift will discuss exactly that, and how in a new low-touch world, you can continue to have high-touch engagements and hit your revenue goals. You'll uncover how savvy marketers can “think outside the screen”, optimise different channels and double down on customer experience and communication.
Tomasz Tunguz - 10 Learnings from Redpoint 2020 GTM SurveySaaStock
Glean insights into the current state of Go-to-Market Strategy through a data-driven analysis led by Tomasz Tunguz, Managing Director at Redpoint Ventures. This presentation will outline the Top 10 learnings from the Redpoint 2020 GTM Survey and provide a snapshot of the best practices performed by industry leaders across growth stages. What are the most common structures for sales, account executives, and development representatives teams? How much of your ARR should be spent on marketing programs? What gross margin payback period should you be targeting? These questions and more will be answered in a cohort analysis of over 500 companies.
Rafael Sweary - Shifting priorities, reducing risk and strategizing for the n...SaaStock
COVID-19 sent the entire ecosystem into a new reality. Rafael Sweary, co-founder and president of WalkMe, the leading Digital Adoption Platform will share how WalkMe, with 800+ employees and 10 global offices, quickly adopted its plan and execution and turned the COVID-19 disruption into a big opportunity. The session includes in-depth, multi-faceted explorations of the complex issues (from shifting product priorities to board communication) and provides a practical guide, tips, and proprietary data that you can use in your plan today.
Nathan Latka - Grow 2x during crisis: The secret to Customers, Cash, and Crea...SaaStock
Nathan Latka is a tour-de-force of data. Over the last few months he’s collected 3 tactics for customers, cash, and growth by interviewing 100 SaaS CEO's during COVID. In this session, we'll talk through all 9 tactics so you can:
- Grow your customers even when you think you can't
- Get cash from places you didn't know you had access to
- Drive growth using tactics no one knew about 3 months ago
If you want up-to-the-minute, on-the-money insights alongside hard metrics; this is the session for you.
Meagen Eisenburg - Marketing in times of crisisSaaStock
The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs - the biggest impact for the business. Join TripActions CMO Meagen Eisenberg as she highlights her approach to ensuring Marketing delivers on its mission-critical role even in times of uncertainty or crisis.
Matt Henderson - Walking the SaaS tightrope: Protecting revenue whilst plotti...SaaStock
For most SaaS companies, now is the time to carefully protect revenue. As lockdown and shelter-in-place measures begin to lift, attention must turn to the economic recovery. SaaS has a major role to play. SaaS improves the efficiency of existing businesses, makes it cheaper and easier to start new ones, and lowers the barriers to economic access. As a result SaaS companies need to combine two modes of thinking: protecting revenue today, whilst plotting growth tomorrow.
Mark Roberge - The science of re-establishing growth: When, where, and howSaaStock
Over the past few months, we have moved our operation into a virtual setting, reset budgets and revenue plans, and pivoted to target market and messaging aligned with the economic context. Now what? Are we being too aggressive? Or too conservative? What should we be tracking to understand these critical questions? Mark Roberge, managing director at Stage 2 Capital, professor at Harvard Business School, and former CRO at HubSpot, will share his frameworks to quantitatively answer when, where, and how to scale. He will present the scientific, data-driven approach he implements in companies to assess product-market-fit, go-to-market-fit, and the appropriate pace of scale. He will also illustrate front-line tactics used to accelerate companies toward re-establishing growth.
Henry Schuck - Hit Your Number: How ZoomInfo Developed a Winning (and Leading...SaaStock
With the recent COVID-19 crisis and its massive-scale impact on shifting market trends and budgets, sales organizations are now faced with two options: sink or swim. Who is your ideal buyer? What does the new remote selling look like? How can (and should) you adapt? You’ll walk away from this session learning how our best-in-class (now remote) sales team recently blew past our 1,000 demo per day target as well as other major takeaways to help you: Identify your ideal buyer; Shift your selling strategy; Ensure sales effectiveness.
Personio is said to be one of Europe's next unicorns and received a Series C funding led by Accel in January and has the ambitious goal of becoming Europe's leading HR software for SMBs. As we all know, Covid-19 has turned the world upside down and has presented businesses with major, and unthinkable, challenges. Yet as many of us struggle to keep pace with the changing market, Hanno Renner, co-founder and CEO of HR software provider Personio, will share his insights on how he led his team in adapting their growth targets and current strategy to the new situation. We’ll dive into how – with the right team, products, and processes – you can continue to accelerate your growth in any situation, no matter the challenge.
David Skok - How to survive and thrive in the post COVID eraSaaStock
David will start at the very high level analyzing the huge forces that are disrupted the world, and then drop down to how they will cause a major shift in the world equivalent to going through the industrial revolution in a highly compressed timetable. He will look at how the new world is going to be different to the old world. He will then look at the macroeconomic impacts, and then drop down a level to look at the impact on the tech industry, and then drop down to look at the impact this will have on your SaaS business. He will discuss how, as a SaaS entrepreneur/CEO you want to take action to reposition your business for the new world. And finally he will give tactical advice on how to minimize churn and optimize bookings.
Vasco Pedro - The future is here: How humans and AI will propel the hybrid wo...SaaStock
The threat of AI taking over our jobs is a belief that many still have today. But nothing can be further from the truth—as with any disruptive technology, some jobs will be replaced by machines, while many more opportunities will be created and augmented for more efficiency and value. This is evident with the current COVID-19 crisis in how organizations that are utilizing a hybrid workforce of humans and AI-powered virtual agents have been able to optimize the customer experience. While conversational AI provides 24/7 automated self-service, live agents are given more bandwidth to focus on more complex, higher-value work that requires personal interactions.
Tim McCormick - SaaSOptics Case Study: Increasing cash flow in a crisisSaaStock
In this keynote, SaaSOptics CEO Tim McCormick will discuss the difficult balancing act of getting cash in the door by reducing AR balance while also maintaining a positive relationship with your customers in the process. After all, we’re all feeling the effects of COVID-19's economic impact. Attend, and you’ll learn:
-How we reduced AR balance by 70%
-How to automate collections communications
-How to reallocate your resources to better support your customers"
Some companies struggle to unlock growth despite having happy customers and Product-Market-Fit. Unlocking growth requires the company to find Go-To-Market Fit. Tae Hea shares a way to find GTM Fit -- called “Surfing to GTM Fit.” Why surfing? Unlocking growth feels like the transition from paddling to surfing. Surfing is a three step process: 1) catching the wave (finding the urgent pain to get leads), 2) riding the wave (executing a playbook to find and close the same type of customers), and 3) having the right surfboard (personalizing your GTM model).
Kristen Habacht - Gimme the leads: Aligning sales and marketing at the right ...SaaStock
No one likes scoring MQLs to find the best leads to follow up with, and account-based marketing has played a key role in driving revenue growth. As the conversation in SaaS turns to moving marketing’s focus further down the funnel, the sales and marketing teams must work with ever-greater synchronicity. But there's still a case for qualified leads, especially when selling to smaller companies with a high-velocity sales cycle. We explore successful lead-gen strategies that have struck the balance between account-based and high-velocity marketing to drive qualified leads into the arms of hungry salespeople.
Keith Casey - Transform the customer experience with a modern customer identi...SaaStock
With an abundance of devices, increasing reliance on technology, rapidly-evolving customer requirements, and higher expectations for security, privacy, and customer experience, companies who want to succeed must find ways to ensure their customers can engage with their services at any time, from any device, in a secure and safe manner. A modern CIAM solution must not only meet today’s security and compliance standards but create frictionless customer experiences to meet customers where they are in the ways they need. This webinar will focus on key trends to guide organizations as they design a ciam solution that will meet their current and future needs: ciam and iam features are increasingly overlapping; frictionless, consistent omni-channel experiences facilitated by single sign-on; improved developer support; further emphasis on security and compliance
UiPath Test Automation using UiPath Test Suite series, part 3DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 3. In this session, we will cover desktop automation along with UI automation.
Topics covered:
UI automation Introduction,
UI automation Sample
Desktop automation flow
Pradeep Chinnala, Senior Consultant Automation Developer @WonderBotz and UiPath MVP
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
Elevating Tactical DDD Patterns Through Object CalisthenicsDorra BARTAGUIZ
After immersing yourself in the blue book and its red counterpart, attending DDD-focused conferences, and applying tactical patterns, you're left with a crucial question: How do I ensure my design is effective? Tactical patterns within Domain-Driven Design (DDD) serve as guiding principles for creating clear and manageable domain models. However, achieving success with these patterns requires additional guidance. Interestingly, we've observed that a set of constraints initially designed for training purposes remarkably aligns with effective pattern implementation, offering a more ‘mechanical’ approach. Let's explore together how Object Calisthenics can elevate the design of your tactical DDD patterns, offering concrete help for those venturing into DDD for the first time!
Slack (or Teams) Automation for Bonterra Impact Management (fka Social Soluti...Jeffrey Haguewood
Sidekick Solutions uses Bonterra Impact Management (fka Social Solutions Apricot) and automation solutions to integrate data for business workflows.
We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases.
This video focuses on the notifications, alerts, and approval requests using Slack for Bonterra Impact Management. The solutions covered in this webinar can also be deployed for Microsoft Teams.
Interested in deploying notification automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
Accelerate your Kubernetes clusters with Varnish CachingThijs Feryn
A presentation about the usage and availability of Varnish on Kubernetes. This talk explores the capabilities of Varnish caching and shows how to use the Varnish Helm chart to deploy it to Kubernetes.
This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
Kubernetes & AI - Beauty and the Beast !?! @KCD Istanbul 2024Tobias Schneck
As AI technology is pushing into IT I was wondering myself, as an “infrastructure container kubernetes guy”, how get this fancy AI technology get managed from an infrastructure operational view? Is it possible to apply our lovely cloud native principals as well? What benefit’s both technologies could bring to each other?
Let me take this questions and provide you a short journey through existing deployment models and use cases for AI software. On practical examples, we discuss what cloud/on-premise strategy we may need for applying it to our own infrastructure to get it to work from an enterprise perspective. I want to give an overview about infrastructure requirements and technologies, what could be beneficial or limiting your AI use cases in an enterprise environment. An interactive Demo will give you some insides, what approaches I got already working for real.
GraphRAG is All You need? LLM & Knowledge GraphGuy Korland
Guy Korland, CEO and Co-founder of FalkorDB, will review two articles on the integration of language models with knowledge graphs.
1. Unifying Large Language Models and Knowledge Graphs: A Roadmap.
https://arxiv.org/abs/2306.08302
2. Microsoft Research's GraphRAG paper and a review paper on various uses of knowledge graphs:
https://www.microsoft.com/en-us/research/blog/graphrag-unlocking-llm-discovery-on-narrative-private-data/
Generating a custom Ruby SDK for your web service or Rails API using Smithyg2nightmarescribd
Have you ever wanted a Ruby client API to communicate with your web service? Smithy is a protocol-agnostic language for defining services and SDKs. Smithy Ruby is an implementation of Smithy that generates a Ruby SDK using a Smithy model. In this talk, we will explore Smithy and Smithy Ruby to learn how to generate custom feature-rich SDKs that can communicate with any web service, such as a Rails JSON API.
2. Worldwide Public Cloud Services Revenue
2GetLatka.com
$355B This Year
https://www.gartner.com/newsroom/id/3871416
3. $10 Billion Market Cap Club
Sept 7, 2019
3GetLatka.com
Who is next Salesforce?
https://www.bvp.com/strategy/cloud-computing/index
4. To Increase Valuation, Prove These 8 Steps
4GetLatka.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+
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
Launch An Agency. Discover. Kill it.
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. 2. What Problem Do You Solve?
6GetLatka.com
These are the de-risking steps
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
TIME
VALUE
7. 7
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?
7Source: lumen5.com
Eliminate Paradox of Choice in Onboarding
Lumen5 helps you create “CNN” style videos from blog posts
8. 8GetLatka.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?
8Source: lumen5.com
Question Based Onboarding
Lumen5 helps you create “CNN” style videos from blog posts
9. 9GetLatka.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?
9Source: lumen5.com
Ask User For 1 Decision Per Step
Lumen5 helps you create “CNN” style videos from blog posts
10. 10GetLatka.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?
10Source: lumen5.com
Load Template To Make Choice Easier
Lumen5 helps you create “CNN” style videos from blog posts
11. 11GetLatka.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?
11Source: lumen5.com
Get To “Preview” As Fast As Possible
Lumen5 helps you create “CNN” style videos from blog posts
12. 12GetLatka.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?
12Source: lumen5.com
Sign Up To Value in <30 Seconds
Lumen5 helps you create “CNN” style videos from blog posts
13. 13
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?
13
14. 3. Does it work?
14GetLatka.com
These are the de-risking steps
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
TIME
VALUE
15. 15
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%
0 1 2 3 4 5 6 7 8 9 10 11 12
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?
Newer Customers Shouldn’t Churn As Much
15
OLDEST CUSTOMERS
Cohort Age in Months
CustomersStillPaying(Retained)
16. 16
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%
0 1 2 3 4 5 6 7 8 9 10 11 12
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?
16
OLDEST CUSTOMERS
Cohort Age in Months
CustomersStillPaying(Retained)
NEWER CUSTOMERS
Newer Customers Shouldn’t Churn As Much
17. 17
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%
0 1 2 3 4 5 6 7 8 9 10 11 12
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?
17
OLDEST CUSTOMERS
Cohort Age in Months
CustomersStillPaying(Retained)
NEWER CUSTOMERS
SIGNUPS LAST MONTH
Newer Customers Shouldn’t Churn As Much
18. 18
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%
0 1 2 3 4 5 6 7 8 9 10 11 12
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?
18
65% RETAINED
OLDEST CUSTOMERS
75% RETAINED
NEWER CUSTOMERS
Cohort Age in Months
CustomersStillPaying(Retained)
Newer Customers Shouldn’t Churn As Much
19. 19
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%
0 1 2 3 4 5 6 7 8 9 10 11 12
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?
19
65% RETAINED
OLDEST CUSTOMERS
75% RETAINED
NEWER CUSTOMERS
Cohort Age in Months
CustomersStillPaying(Retained)
When newer customers
hit 8 months, 10% more
continue to pay due to
onboarding and activation
improvements
Newer Customers Shouldn’t Churn As Much
20. 20
50%
55%
60%
65%
70%
75%
80%
85%
90%
95%
100%
0 1 2 3 4 5 6 7 8 9 10 11 12
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?
You Can’t Hit 100%+ New Retention Without Upsells
20
Churn Trough
When you learn how
to upsell, net revenue
retention mo/mo goes
above 100%+
Cohort Age in Months
CustomersStillPaying(Retained)
21. 21GetLatka.com
Price Against The Right Activation/Usage Metric
Source: The Top Entrepreneurs Podcast, Aaron Newman CEO CloudCheckr May 8th, 2018
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?
SEATS
FEATURES
USAGE, % CLOUD SPEND
Basic Pro Enterprise
More Spend
More Spend
22. Worldclass Net Revenue Retention is 130%+
22GetLatka.comSource: GetLatka.com SaaS Database
23. Worldclass Net Revenue Retention is 130%+
23GetLatka.comSource: GetLatka.com SaaS Database
26. 4. Can You Get Lots of People To Pay?
26GetLatka.com
These are the de-risking steps
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
TIME
VALUE
27. Product Marketing Isn’t Fluffy Duffy Magic, Its Engineering!
27GetLatka.com
Art of invites, conversions, and K>1
{ 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?
28. Do You Have a Predictable Viral Co-Efficient ?
28GetLatka.com
Art of invites, conversions, and K>1
{ 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?
29. Do You Have a Predictable Viral Co-Efficient ?
29GetLatka.com
Art of invites, conversions, and K>1
{ K = i x conv% }
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?
I = number of invitations each user sends out in one
cycle of the loop
30. Do You Have a Predictable Viral Co-Efficient ?
30GetLatka.com
Art of invites, conversions, and K>1
{ K = i x conv% }
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
I = number of invitations each user sends out in one
cycle of the loop
31. Do You Have a Predictable Viral Co-Efficient ?
31GetLatka.com
Art of invites, conversions, and K>1
{ K = 10 x
K = for each user you have how many new
ones they create
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?
I = number of invitations each user sends out in one
cycle of the loop
32. Do You Have a Predictable Viral Co-Efficient ?
32GetLatka.com
Art of invites, conversions, and K>1
{ 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?
33. Do You Have a Predictable Viral Co-Efficient ?
33GetLatka.com
Art of invites, conversions, and K>1
{ 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?
34. Single Customer Cash Flow
34GetLatka.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?
35. Single Customer Cumulative Cash Flow
35GetLatka.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
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?
Negative cashflow
13 month payback
36. If Virality Works, Cuts Payback in Half
36GetLatka.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
1
M
onth
2
M
onth
3
M
onth
4
M
onth
5
M
onth
6
M
onth
7
M
onth
8
M
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?
Ff
Extra cashflow from
second customer signup
37. Single Customer Cumulative Cash Flow w/ Viral
37GetLatka.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
10M
onth
11M
onth
12M
onth
13M
onth
14M
onth
15
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?
Negative cashflow
8 month payback
38. 5. Can You Close Sales Without Founder Closing?
38GetLatka.com
These are the de-risking steps
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
39. 39GetLatka.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: Chris Janz, Point Nine Capital
Chris Janz, Point Nine: 5 Ways to $100M
# Customers
AverageAnnualContractValue(ACV)
Hunting Elephants: $100k ACV
Hunting Deer: $10k ACV
Hunting Rabbits: $1k ACV
Hunting Mice: $100 ACV
Hunting Flies: $10 ACV
40. 40GetLatka.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: GetLatka.com SaaS Database
Average ACV vs. Customer Count
# Customers
AverageAnnualContractValue(ACV)
GETLATKA.COM
41. 41GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
$100m
Companies
Average ACV vs. Customer Count
GETLATKA.COM
42. 42GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
$100m
Companies
10,000 customers paying
$10k each year is a
winning combination.
Average ACV vs. Customer Count
GETLATKA.COM
43. 43GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
$100m
Companies
$10m
Average ACV vs. Customer Count
GETLATKA.COM
44. 44GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
$1m
Average ACV vs. Customer Count
GETLATKA.COM
$100m
Companies
$10m
45. 45GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
$1m
Average ACV vs. Customer Count
GETLATKA.COM
$100m
Companies
$10m
< $100k
These guys are in trouble.
Either increase price, or
Find new customers - fast!
46. 46GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
$1m
Average ACV vs. Customer Count
GETLATKA.COM
$100m
Companies
$10m
47. $1m
$100m
Companies
$10m
47GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
ACV vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
GETLATKA.COM
48. $100m
Companies
$10m
48GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
ACV vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
GETLATKA.COM$1m
49. $100m
Companies
$10m
49GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
ACV vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
HUBSPOT
$10k ACV, 57k Cust
GETLATKA.COM$1m
50. $100m
Companies
$10m
50GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
ACV vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
HUBSPOT
$10k ACV, 57k Cust
SWIFTPAGE
$1k ACV, 84k Cust
GETLATKA.COM$1m
51. $100m
Companies
$10m
51GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
ACV vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
HUBSPOT
$10k ACV, 57k Cust
JOTFORM
$300 ACV, 180k Cust
SWIFTPAGE
$1k ACV, 84k Cust
GETLATKA.COM$1m
52. $100m
Companies
$10m
52GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
Price vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
HUBSPOT
$10k ACV, 57k Cust
JOTFORM
$300 ACV, 180k Cust
HOOTSUITE
$9 ACV, 16M Cust
SWIFTPAGE
$1k ACV, 84k Cust
GETLATKA.COM$1m
These guys are in trouble.
Either increase price, or
Find new customers - fast!
53. $100m
Companies
$10m
53GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
ACV vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
HUBSPOT
$10k ACV, 57k Cust
JOTFORM
$300 ACV, 180k Cust
HOOTSUITE
$9 ACV, 16M Cust
SWIFTPAGE
$1k ACV, 84k Cust
GETLATKA.COM$1m
ARR: $550m+
ACV: $10k
Customers: 57k
Funding: IPO
54. 54GetLatka.comSource: The Top Podcast Interview with Hubspot CEO, Brian Halligan September 2018
ARR: $550m+
ACV: $10k
Customers: 57k
Funding: IPO
55. $100m
Companies
$10m
55GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
How Hubspot Hits $1b in ARR
HUBSPOT
$10k ACV, 57k Cust
GETLATKA.COM$1m
Decrease ACV,
Then trust
Upsell Process
56. $100m
Companies
$10m
56GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
ACV vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
HUBSPOT
$10k ACV, 57k Cust
JOTFORM
$300 ACV, 180k Cust
HOOTSUITE
$9 ACV, 16M Cust
SWIFTPAGE
$1k ACV, 84k Cust
GETLATKA.COM$1m
Field Sales
57. $100m
Companies
$10m
57GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
ACV vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
HUBSPOT
$10k ACV, 57k Cust
JOTFORM
$300 ACV, 180k Cust
HOOTSUITE
$9 ACV, 16M Cust
SWIFTPAGE
$1k ACV, 84k Cust
GETLATKA.COM$1m
Field Sales
Inside Sales
58. $100m
Companies
$10m
58GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
ACV vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
HUBSPOT
$10k ACV, 57k Cust
JOTFORM
$300 ACV, 180k Cust
HOOTSUITE
$9 ACV, 16M Cust
SWIFTPAGE
$1k ACV, 84k Cust
GETLATKA.COM$1m
Field Sales
Inside Sales
Inside, Low Touch
59. $100m
Companies
$10m
59GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
ACV vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
HUBSPOT
$10k ACV, 57k Cust
JOTFORM
$300 ACV, 180k Cust
HOOTSUITE
$9 ACV, 16M Cust
SWIFTPAGE
$1k ACV, 84k Cust
GETLATKA.COM$1m
Field Sales
Inside Sales
Low Touch
Inside, Low Touch
60. $100m
Companies
$10m
60GetLatka.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: GetLatka.com SaaS Database
# Customers
AverageAnnualContractValue(ACV)
Price vs. Customer Count
INFOSCOUT
$160k ACV, 184 Cust
QUALTRICS
$27k ACV, 9k Cust
HUBSPOT
$10k ACV, 57k Cust
JOTFORM
$300 ACV, 180k Cust
HOOTSUITE
$9 ACV, 16M Cust
SWIFTPAGE
$1k ACV, 84k Cust
GETLATKA.COM$1m
Field Sales
Inside Sales
No Touch
Low Touch
Inside, Low Touch
< $100k
These guys are in trouble.
Either increase price, or
Find new customers - fast!
61. 61GetLatka.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: Chris Janz, Point Nine Capital
For best shot at $100m company,
what kind of customers should
you target?
62. Annual Contract Value (ACV) vs. Company Size in ARR
62GetLatka.com
Company Size in Annual Recurring Revenue (ARR)
GETLATKA.COM
%ofCompaniesSellingatDifferentACV’s
Rabbits, Mice:
<$10k ACV
Deer: $10k ACV
Elephants: $100k ACV
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?
63. Annual Contract Value (ACV) vs. Company Size in ARR
63GetLatka.com
Company Size in Annual Recurring Revenue (ARR)
GETLATKA.COM
%ofCompaniesSellingatDifferentACV’s
Rabbits, Mice:
<$10k ACV
Deer: $10k ACV
Elephants: $100k ACV
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?
64. Annual Contract Value (ACV) vs. Company Size in ARR
64GetLatka.com
Company Size in Annual Recurring Revenue (ARR)
GETLATKA.COM
%ofCompaniesSellingatDifferentACV’s
Rabbits, Mice:
<$10k ACV
Deer: $10k ACV
Elephants: $100k ACV
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?
65. Annual Contract Value (ACV) vs. Company Size in ARR
65GetLatka.com
Company Size in Annual Recurring Revenue (ARR)
GETLATKA.COM
%ofCompaniesSellingatDifferentACV’s
Rabbits, Mice:
<$10k ACV
Deer: $10k ACV
Elephants: $100k ACV
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?
Flies: <$100 ACV
66. Annual Contract Value (ACV) vs. Company Size in ARR
66GetLatka.com
Company Size in Annual Recurring Revenue (ARR)
%ofCompaniesSellingatDifferentACV’s
40% of companies that
hit $1m in ARR have
systems for ACV expansion
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?
67. Annual Contract Value (ACV) vs. Company Size in ARR
67GetLatka.com
Company Size in Annual Recurring Revenue (ARR)
%ofCompaniesSellingatDifferentACV’s
55% of $50m+ ARR
companies have ACV’s
greater than $10k
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?
68. 6. Can You Add Customers From Different Sources?
68GetLatka.com
These are the de-risking steps
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
69. Funding Raised vs. Annual Recurring Revenue
69GetLatka.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: GetLatka.com SaaS Database
Annual Recurring Revenue (ARR)
FundingRaised
70. 70GetLatka.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: GetLatka.com SaaS Database
Annual Recurring Revenue (ARR)
FundingRaised
GOOD:
MORE ARR
THAN FUNDING
Funding Raised vs. Annual Recurring Revenue
71. 71GetLatka.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: GetLatka.com SaaS Database
Annual Recurring Revenue (ARR)
FundingRaised
$50M ARR
$10M RAISED
GOOD:
MORE ARR
THAN FUNDING
Funding Raised vs. Annual Recurring Revenue
72. 72GetLatka.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: GetLatka.com SaaS Database
Annual Recurring Revenue (ARR)
FundingRaised
WORSE:
LESS ARR
THAN FUNDING
1:1 LINE
(ARR:FUNDING)
Funding Raised vs. Annual Recurring Revenue
73. 73GetLatka.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: GetLatka.com SaaS Database
Annual Recurring Revenue (ARR)
FundingRaised
WORSE:
LESS ARR
THAN FUNDING
1:1 LINE
(ARR:FUNDING)
Funding Raised vs. Annual Recurring Revenue
ARR: $50m
RAISED: $140M
SALESLOFT
74. 74GetLatka.comSource: The Top Podcast Interview with Hubspot CEO, Brian Halligan September 2018John Corrigan CEO Zoom, Jan 2019 on The Top Entrepreneurs PodcastKyler Porter CEO Salesloft, Aug 2019 on The Top Entrepreneurs Podcast
ARR: $50m
RAISED: $140M
SALESLOFT
75. 75GetLatka.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: GetLatka.com SaaS Database
Annual Recurring Revenue (ARR)
FundingRaised
WORST:
WAY LESS ARR
THAN FUNDING
Funding Raised vs. Annual Recurring Revenue
76. 76GetLatka.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: GetLatka.com SaaS Database
Annual Recurring Revenue (ARR)
FundingRaised
$5M ARR
$55M RAISED
WORST:
WAY LESS ARR
THAN FUNDING
Funding Raised vs. Annual Recurring Revenue
77. A Techcrunch Headline Is Not Worth Getting Diluted Over
77GetLatka.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: GetLatka.com SaaS Database
Annual Recurring Revenue (ARR)
FundingRaised
CEO’S avoid down rounds
and dilution by keeping
their ARR more than total
Funding raised
WORSE:
LESS ARR
THAN FUNDING
1:1 LINE
(ARR:FUNDING)
$5M ARR
$55M RAISED
WORST:
WAY LESS ARR
THAN FUNDING
78. 7. Can We Scale Without Crazy Churn?
78GetLatka.com
These are the de-risking steps
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
Time
Value
79. The Magic Cancel Button
79GetLatka.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
80. Top of the “Churn Funnel”
80GetLatka.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
81. “Cancel me, too expensive, can’t afford”
81GetLatka.com
Ok, can we give it to your for free?
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. Its free!
82GetLatka.com
…after you pay us $997 (or about 1 year ACV)
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
83. 83GetLatka.com
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
Its free!
…after you pay us $997 (or about 1 year ACV)
84. Still Want to Cancel? Look What You Lose!
84GetLatka.com
Humans hate losing something they already have. Sell that fear.
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
85. Still Want to Cancel? Look What You Lose!
85GetLatka.com
Humans hate losing something they already have. Sell that fear.
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
86. GetLatka.comAndre Durand CEO Ping Identity on The Top Entrepreneurs Podcast
ARR: $60m+
Customers: 54k
Funding: $0
Todd and Russell Co-Founders Clickfunnels on The Top Entrepreneurs Podcast
87. ClickFunnels Will Sell for $700m-$1.2b
In Next 12 Months
87GetLatka.com
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
88. 1% Improvements Make Huge Difference
88GetLatka.com
Flatline vs. Exponential
Exponential
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?
Flatline
Source: ForEntrepreneurs.com
89. Is Your Churn High Because of Price Point?
89GetLatka.com
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: ForEntrepreneurs.com
Gross Revenue Churn Annually
AverageAnnualContractValue(ACV)
90. 90
Create Account
Set up Team Inbox
Invite for Expansion
GetLatka.com
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: FrontApp.com
Getting expansion on Day 1
How Does Front App Drive Expansion?
90
91. Year 1 Pricing Page (2015)
No Touch, land and expand.
GetLatka.comhttps://frontapp.com/blog/2017/02/13/how-we-de-risked-our-saas-pricing-strategy/ 91
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?
92. Remove Free, Add “Catch a Big Fish” Option
Touch/Demo option added
GetLatka.comhttps://frontapp.com/blog/2017/02/13/how-we-de-risked-our-saas-pricing-strategy/ 92
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?
93. Year 3+ Automated Price Testing
New test every 3 weeks with cohort analysis
GetLatka.com 93https://frontapp.com/blog/2017/02/13/how-we-de-risked-our-saas-pricing-strategy/
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?
94. Automated Price Testing: Keep What Works
Current Winner
GetLatka.com 94https://frontapp.com/blog/2017/02/13/how-we-de-risked-our-saas-pricing-strategy/
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?
95. Pricing Axis Critical For Expansion, Upselling
95GetLatka.com
Test timing of introduction
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?
SEATS
FEATURES
USAGE
Basic Pro Enterprise
100 Contacts
10K API Calls
96. Pricing Axis Critical For Expansion, Upselling
96GetLatka.com
Test timing of introduction
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?
SEATS
FEATURES
USAGE
Basic Pro Enterprise
100 Contacts
10K API Calls
97. FrontApp.com ARPU Growth
97GetLatka.com
ARPU
CUSTOMERS
ARR
$ CHURN
$200
1210
$3M
-3%
$412
1700
$8.4M
-10%
$500+*
2500
$18M+*
-10%*
Cash Burn was $100k per
month, $200k/mo on
headcount, Growing MRR 10%
8/9/2016 6/1/2017 1/1/2018
$8m cash in bank, Cash Burn
was $250k per month, net
negative revenue churn of -10%
monthly
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?
Results of testing and addition of upsell options
*Estimates based off 2500
customer count and historical
data
Source: The Top Entrepreneurs Podcast, Mathilde Collin CEO FrontApp June 1, 2017
98. 98
2017 ARR
$8.4M+
CUSTOMERS
1700
CASH IN BANK
$8M
CASH BURN
($250K)
GetLatka.comSource: The Top Entrepreneurs Podcast, Mathilde Collin CEO FrontApp June 1, 2017 98
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?
FrontApp.com ARPU Growth
Results of testing and addition of upsell options
99. 8. Can We Scale And Make Money?
99GetLatka.com
These are the de-risking steps
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?
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
Time
Value
100. Largest expense at
scale?
Headcount.
100GetLatka.com
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?
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?
101. Annual Recurring Revenue (ARR) Per Employee
101GetLatka.com
Annual Recurring Revenue Per Full Time Employee (FTE)
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?
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?
GETLATKA.COM$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
1-10
Employees
11-100
Employees
101-300
Employees
301+
Employees
GETLATKA.COM
102. Annual Recurring Revenue (ARR) Per Employee
102GetLatka.com
Annual Recurring Revenue Per Full Time Employee (FTE)
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?
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?
GETLATKA.COM$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
1-10
Employees
11-100
Employees
101-300
Employees
301+
Employees
GETLATKA.COM
103. Annual Recurring Revenue (ARR) Per Employee
103GetLatka.com
Annual Recurring Revenue Per Full Time Employee (FTE)
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?
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?
GETLATKA.COM$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
1-10
Employees
11-100
Employees
101-300
Employees
301+
Employees
GETLATKA.COM
104. Annual Recurring Revenue (ARR) Per Employee
104GetLatka.com
Annual Recurring Revenue Per Full Time Employee (FTE)
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?
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?
GETLATKA.COM$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
1-10
Employees
11-100
Employees
101-300
Employees
301+
Employees
105. Annual Recurring Revenue (ARR) Per Employee
105GetLatka.com
Annual Recurring Revenue Per Full Time Employee (FTE)
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?
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?
GETLATKA.COM$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
1-10
Employees
11-100
Employees
101-300
Employees
301+
Employees
106. Annual Recurring Revenue (ARR) Per Employee
106GetLatka.com
Annual Recurring Revenue Per Full Time Employee (FTE)
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?
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?
GETLATKA.COM$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
1-10
Employees
11-100
Employees
101-300
Employees
301+
Employees
More than $150k
In ARR per employee?
Hire faster.
107. Annual Recurring Revenue (ARR) Per Employee
107GetLatka.com
Annual Recurring Revenue Per Full Time Employee (FTE)
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?
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?
GETLATKA.COM$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
1-10
Employees
11-100
Employees
101-300
Employees
301+
Employees
Less than $150k
In ARR per employee?
Slow down hiring.
108. Annual Recurring Revenue (ARR) Per Employee
108GetLatka.com
Annual Recurring Revenue Per Full Time Employee (FTE)
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?
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?
GETLATKA.COM$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
1-10
Employees
11-100
Employees
101-300
Employees
301+
Employees
Best in class CEO’s
Generate $150k+ in
ARR per employee
110. Second biggest expense
at scale?
Marketing.
110GetLatka.com
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?
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?
111. Annual Recurring Revenue (ARR) vs. Dollar Based CAC (DBC)
111GetLatka.com
Annual Recurring Revenue Categories
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?
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?
GETLATKA.COM
DBC(DollarsSpentfor$1NewARR)
112. Annual Recurring Revenue (ARR) vs. Dollar Based CAC (DBC)
112GetLatka.com
Annual Recurring Revenue Categories
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?
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?
GETLATKA.COM
DBC(DollarsSpentfor$1NewARR)
$100m+ Raised
$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
113. Annual Recurring Revenue (ARR) vs. Dollar Based CAC (DBC)
113GetLatka.com
Annual Recurring Revenue Categories
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?
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?
GETLATKA.COM
DBC(DollarsSpentfor$1NewARR)
$100m+ Raised
$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
114. Annual Recurring Revenue (ARR) vs. Dollar Based CAC (DBC)
114GetLatka.com
Annual Recurring Revenue Categories
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?
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?
GETLATKA.COM
DBC(DollarsSpentfor$1NewARR)
$100m+ Raised
$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
115. Annual Recurring Revenue (ARR) vs. Dollar Based CAC (DBC)
115GetLatka.com
Annual Recurring Revenue Categories
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?
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?
GETLATKA.COM
DBC(DollarsSpentfor$1NewARR)
$100m+ Raised
$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
Companies that have raised
$10m-$100m with more than
$10m in ARR spend $1.03 on
average for $1 new dollar of ARR
116. 116GetLatka.com
Annual Recurring Revenue (ARR)
DBC(DollarsSpentfor$1NewARR)
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?
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?
GETLATKA.COM
Annual Recurring Revenue (ARR) vs. Dollar Based CAC (DBC)
Your ability to pay more
for new customers is
critical for driving to a
$10m+ ARR run rate
$10-100m Raised
$1-10m Raised
<$1m Raised
Bootstrapped
117. 117GetLatka.com
Annual Recurring Revenue (ARR)
DBC(DollarsSpentfor$1NewARR)
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?
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?
GETLATKA.COM
Annual Recurring Revenue (ARR) vs. Dollar Based CAC (DBC)
ARR: $130m+
DBC: $1.20
Customers:1500
Funding: PE
Ping Identity
120. 120GetLatka.com
Free Cash Flow 2018
ARRGrowthRate2018
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?
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?
GETLATKA.COM
E40; 2018 ARR Growth Rate vs. Free Cash Flow
121. 121GetLatka.com
Free Cash Flow 2018
ARRGrowthRate2018
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?
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?
GETLATKA.COM
E40; 2018 ARR Growth Rate vs. Free Cash Flow
% ARR GROWTH +
% FREE CASH FLOW
= E40%
122. 122GetLatka.com
Free Cash Flow 2018
ARRGrowthRate2018
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?
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?
GETLATKA.COM
E40; 2018 ARR Growth Rate vs. Free Cash Flow
% ARR GROWTH +
% FREE CASH FLOW
= E40%
123. 123GetLatka.com
Free Cash Flow 2018
ARRGrowthRate2018
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?
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?
GETLATKA.COM
E40; 2018 ARR Growth Rate vs. Free Cash Flow
% ARR GROWTH +
% FREE CASH FLOW
= E40%
140%
+ 18%
= E158%