1427 Tool Helps You Drive Expansion Revenue, Passes 30 Customers $700k in ARR

SaaS Interviews with CEOs, Startups, Founders

Nathan Latka

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

4.6 • 683 Ratings

🗓️ 21 June 2019

⏱️ 17 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Alex Raymond is the co-founder and CEO of Kapta (https://kapta.com/)

🕒 Time Stamped Show Notes:

00:00 – Nathan's introduction to today's show

0:25 – How Kapta helps account management teams get increase visibility

1:20 – Why companies pay them between $25k and $100k annually

2:05 – How they launched the company in 2016 as an employee engagement platform

3:35 – Why 30 customers are using Kapta right now

4:45 – How they are connecting directly into CRMs and financial systems

5:20 – Why they are doing north of $60k in MRR

6:10 – How they've more than doubled revenue year over year

7:20 – Why they've raised $1.5M in total capital

8:00 – How they've gotten to 110% net revenue retention annually

9:30 – Why they are starting to get annual payment upfront

10:00 – How they are spending less than $10k to land a new deal

10:50 – Why Kapta has scaled to three full-time employees in Boulder

11:45 – How they would look to raise $3-5M in a Series A in 2019

13:15 – The Famous Five

Transcript

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0:00.0	My new book is out How to Be a Capitalist without any capital. It hit the Wall Street Journal
0:05.2	bestsellers list and I just wanted to say thank you. I hope you get it at capitalist book.com.
0:12.0	Here's what user Jay Eggleston said in an Amazon review. Warning, this book is addicting.
0:17.0	Is Nathan the new Tim Ferriss? He said, I met Nathan during my college days when he was still
0:21.2	CEO of Hale. I knew he was inspiration since the day I met him. The book is totally a Nathan
0:26.1	Ladka original and this is the new four-hour work week. Warning though, it is addicting. I'm not sure
0:31.1	how long I've been reading it now and the only thing that is making me from put it down is the
0:34.5	dreaded workday tomorrow. Six people found that helpful. Get the book today at Capitalistbook.com.
0:40.8	Coming from a guy that jumped in about, what was this?
0:43.7	Two, three years ago, 2016 pivoted.
0:45.9	Now helping really accounts drive expansion revenue,
0:49.3	something I see very few people focused on.
0:51.3	He's serving about 30 customers.
0:52.8	They pay on average, call it $25,000
0:54.2	bucks in ACV, doing about 62 grand right now and monthly revenue. That's up 100% year over
0:58.6	year from, again, about a year ago. Over 110% net revenue retention on his own base. So clearly
1:02.9	he's eating his own dog food. It's working. Willing to spend up to 10 grand to acquire a new
1:06.4	$25,000 ACV customer. So less than six-month payback, which is important because they're
1:11.4	trying to manage and they are managing to cash flow positivity. Three people full-time, everything else.
1:15.7	It's all consulting.
1:17.6	This is the top entrepreneurs podcast where founders share how they started their companies and got
1:24.1	filthy rich or crash and burn.
	...

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