847: SaaS: How DaPulse has 3x'ed Revenue YoY

SaaS Interviews with CEOs, Startups, Founders

Nathan Latka

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

4.6 • 683 Ratings

🗓️ 18 November 2017

⏱️ 21 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

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

Transcript

Click on a timestamp to play from that location

0:00.0	founded to pulse back in 2014 last time he was on about a year ago they were only doing
0:05.6	well not only was still so they're doing about 360 grand in monthly recurring revenue now
0:09.6	they've almost tripled over one point million dollars they've raised 34 million dollars in
0:13.2	capital have 15 000 paying customers again paying on average 72 bucks a month to use it
0:18.1	they're doing between 1.5 and 2% monthly logo churns,
0:21.7	spending about 1.5 million bucks per month
0:23.5	on paid marketing.
0:25.0	They have built this internal tool called Big Brain,
0:27.8	which helps them manage and make sure there are
0:29.8	while and other channels are performing well.
0:31.3	The team of 70.
0:32.4	This is the top where I interview entrepreneurs
0:35.8	who are number one or number two in their industry
0:38.6	in terms of revenue or customer base. You'll learn how much revenue they're making,
0:43.9	what their marketing funnel looks like, and how many customers they have.
0:48.3	I'm now at $20,000 per talk. Five and six million. He is hell bent on global domination.
0:53.5	We just broke our $100,000 unit sole mark.
0:56.2	And I'm your host, Nathan Latka.
0:59.6	Many of you listening right now don't have time to listen to every B-to-B SaaS CEO that I've interviewed.
1:04.7	If you want to get access to the database I've created with year-year growth rates, customer accounts, margins, and many, many other data metrics and data points,
1:12.5	you can go to g-et-l-a-tK-A dot com.
1:15.7	Here's the thing, though, this database, I keep it to myself.
	...

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