How He Got First 4 Customers Paying $50-$200k ACV's for New CLM Tool

SaaS Interviews with CEOs, Startups, Founders

Nathan Latka

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

4.6 • 683 Ratings

🗓️ 17 May 2022

⏱️ 17 minutes

🔗️ Recording | iTunes | RSS

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Summary

Connect companies and customers on value

Transcript

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0:00.0	I can tell you in in 2021, we were close to a million dollars in total revenue for the company.
0:08.3	Yeah.
0:09.1	Majority consulting.
0:10.6	Yes, the majority consulting.
0:14.1	You are listening to conversations with Nathan Latka, where I sit down and interview the top SaaS founders, like Eric Wan from Zoom.
0:23.2	If you'd like to subscribe, go to getlatka.com. We've published thousands of these interviews,
0:29.6	and if you want to sort through them quickly by revenue or churn, cack, valuation, or other
0:34.6	metrics, the easiest way to do that is to go to gitlatka.com and use our filtering tool.
0:39.7	It's like a big Excel sheet for all of these podcast interviews. Check it out right now at
0:43.9	getlatka.com.
0:47.9	Hey folks. My guest today is Alex Smith. He's the co-founder in CCO at Kuvama. Customer Value
0:53.2	Management has been a passion for Alex through his 20-year career in B2B
0:56.7	SaaS across sales, pre-sales, delivery, and customer success.
1:00.7	He's based in Manchester, UK.
1:02.2	Start out as a physicist at Oxford University as an avid cyclist as well.
1:07.2	Now building Kubana.com to help connect companies and customers on value.
1:11.7	Alex, you ready to take us to the top? Yeah, jump in. All right. So tell me, maybe start
1:16.6	up with a customer story and explain why they're paying you and what they use you for.
1:21.6	Yeah. So that's a, it's a great question. The world of B2B SaaS has been transformed by the move to subscription.
1:32.5	Everyone knows that, but the move to SaaS and subscription means that the customer has so much
1:38.7	more choice, the customer has so much more power in the kind of the business-to-business
1:43.2	environment that we're operating in.
	...

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