1178 How QASymphony Used Integrations to Drive 115% Gross Revenue Retention, $20m in ARR

SaaS Interviews with CEOs, Startups, Founders

Nathan Latka

Ceo, Entrepreneurs, Founders, Software, Business, Entrepreneurship, Saas, Startups

4.6 • 683 Ratings

🗓️ 15 October 2018

⏱️ 22 minutes

🔗️ Recording | iTunes | RSS

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Summary

David Keil is the Chief Executive Officer of QASymphony and serves on the Board of Directors. Prior to joining QASymphony in June, 2014 he was CEO of Digistrive, an e-commerce software company that as acquired by Deem in 2014. Previously, Mr. Keil was the Chief Executive Officer of Integrated Broadband Services (“IBBS”), a software and services company (owned by private equity firm Pamlico Capital) serving the cable broadband industry. During Mr. Keil's four-year tenure at IBBS, the company doubled in size to nearly $40 million.

Prior to joining IBBS in 2007, he served as Chief Strategy Officer and later as Senior Vice President and General Manager of ChoicePoint, a NYSE global information services provider (acquired by Lexis Nexis) where he ran the $140 million Government Services division. Before joining ChoicePoint, he served as Executive Vice President for Novient, an enterprise software vendor. He also spent five years as a Managing Director at the investment bank Robinson Humphrey (now SunTrust Robinson Humphrey).

Transcript

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0:00.0	Have more fun. Don't focus so much on grades. It won't matter, but the relationships will.
0:03.9	We had David Kyle with us today. Join QA Symphony back in 2014. The company was founded in 2011.
0:09.5	It kind of stalled around 500 grand a year in 2014 before he came in. And with his team, they brought
0:14.8	an additional talent. They said, we're going to move up market a little bit. They now serve over
0:18.0	570 customers that pay on average kind of 30, 40, 50,
0:21.4	50-ish grand per year, first year, A CV. About a year ago in December 2016, they were doing about
0:25.7	10 million in run rate. They've grown 100% year over years. So doing around 20 million in AR today.
0:29.5	That's about 1.6 million per month. 115% gross revenue retention annually. So healthy numbers
0:34.6	there. They've got a team of about 130 people between London and
0:38.7	Lantin and some more folks overseas. Cact to LTV is super healthy, rooting for them as a jump and
0:43.6	dive into the $40 billion QA space. This is the top entrepreneurs podcast where founders share
0:51.7	how they started their companies and got filthy rich or crash and burn.
0:58.4	Each episode features revenue numbers, customer counts, and other insider information that
1:04.8	creates business news headlines. We went from a couple of hundred thousand dollars to two
1:10.0	point seven million.
1:14.5	I had no money when I started the company. It was a hundred and sixty million dollars,
1:19.9	which is the size of any IPOs. We're a bit strapped. We have like a 22,000 customers.
1:25.0	With over five million downloads in a very short amount of time,
1:28.7	major outlets like Inc are calling us the fastest growing business show on iTunes. I'm your host, Nathan Latka, and here's today's episode.
1:35.1	Hello, everyone. My guest today is David Kyle. He's the chief executive officer of QA Symphony
1:40.3	and serves on the board of directors. Before joining the company in June of 2014,
1:49.3	he was CEO of Digestrive, an e-commerce software company that was acquired by Deem in 2014.
	...

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