SaaS Interviews with CEOs, Startups, Founders 847: SaaS: How DaPulse has 3x'ed Revenue YoY
Nov 18, 2017
21:08
Roy Mann. He's a career entrepreneur, artist and 3D printing enthusiast. His experience is in the field of product development and marketing and before co-founding dapulse, Roy was part of Wix's senior management team, which is a big, runway success. Prior to joining Wix, he founded the online social game, Save an Alien.
Famous Five:
- Favorite Book? – The Hard Thing About Hard Things
- What CEO do you follow? – Avishai Abrahami
- Favorite online tool? — FullStory
- How many hours of sleep do you get?— 7-8
- If you could let your 20-year old self, know one thing, what would it be? – "Whatever you learn, you learn—and in the end, we all die"
Time Stamped Show Notes:
- 01:50 – Nathan introduces Roy to the show
- 02:27 – dapulse is a tool for managing operations for teams
- 02:38 – dapulse is a SaaS product
- 02:40 – dapulse has a free trial of 14 days
- 02:52 – ACV
- 04:00 – Roy was in Episode 404 of The Top
- 04:06 – Team size is 70
- 04:14 – 1/3 is in engineering and they're expecting to grow to 100 this year
- 04:40 – Most of the team are in Israel and some are in the USA
- 05:00 – dapulse currently has 15K customers
- 05:15 – dapulse raised $25M at the start of 2017
- 05:34 – They've raised a total of $34M
- 06:13 – MRR is over $1M and $13M ARR
- 06:33 – dapulse is a B2B company, but their approach is like a B2C
- 07:06 – dapulse aims at individuals who will potentially purchase the product for their team
- 07:16 – dapulse has spent $1.5M just last month on online ads
- 07:45 – CAC
- 08:24 – Payback period
- 09:37 – dapulse's campaign can attract a high number of customers
- 10:27 – Roy wants to build a product that fits everyone
- 10:42 – dapulse has a negative net revenue churn
- 11:18 – Monthly logo churn is between 1.5% to 2%
- 12:13 – Churn is calculated on the top line
- 13:48 – dapulse has -.05 net revenue churn
- 14:20 – dapulse sells to large companies through their Instagram ads
- 15:40 – dapulse doesn't give an incentive for those who post about their user experience
- 16:47 – 2017 ARR goal is $17M
- 17:21 – December 2016 ARR is $6.5M
- 18:10 – The Famous Five
3 Key Points:
- A B2C approach can still get you customers, even if you're B2B company.
- If people gain value from your product and enjoy it, they will share about it.
- We all make mistakes, just make sure you learn and move on.
Resources Mentioned:
- Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost.
- The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
- GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more
- Klipfolio – Track your business performance across all departments for FREE
- Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience
- Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments
- Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible
- Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books
- Show Notes provided by Mallard Creatives