Ambassador

“Like, that's when you know you've hit something magical, when you feel like you're gifting somebody by being an ambassador, not just like, you know, here's my Instagram post of this protein powder that someone's paying me to talk about.”

“We actually only, we raised under three million.”

“I think when we sold, we were around eight.”

“It was definitely multiple revenue, you know, instead of like an EBITDA multiple.”

“Over the course of 10 years, I mean, I gained probably 40 pounds. You know, I, you know, I wasn't eating healthy, right? Like I was traveling a lot. I wasn't sleep. I probably was sleeping like three or four hours a night. A long period of many years in a row.”

“The first few years of ambassador was all me. And I, at points I owned almost a hundred percent over time, more, there were investors and then team received, you know, a bigger chunk of the equity”

“We raised our prices every quarter for almost five years, and we didn't lose customers.”

“Average customers paying us about 2000 per month.”

“We've operated super, you know, capital efficiently being profitable today. We will be this year cashflow from a cashflow perspective last year, we were a little bit in the red year before we were in the black.”

“Not quite doubling. So we're not, not quite there, but you know, for us, it's a matter of not just growth at all costs.”

“And again, we haven't raised, it's three million is a lot of money for a lot of people, and it is for us too, but as you know, for most venture-backed companies, I mean, a company our size could have raised 10 or 20 or thirty million dollars, and you can build…”

“We obviously do way more than three million dollars a year.”

“Every person has to answer a question they have to spend as much time, potentially more time with a small customer as they do with an enterprise customer.”

“I think we, it's funny. We just did one. I think it was seven, seven, basically seven.”

“We basically tried to do like the most fully loaded version, which was a portion of, it was all of sales, a portion of success, and even a portion of engineering. So it was like a pretty, and then obviously like marketing too.”

“We're in the low, you know, low single digits per month.”

“I mean, we're north of 50,000 now in terms of lifetime value, which is pretty great.”

“I wasn't willing to leverage the business to maybe become a billion dollar company that I'd rather build a sustainable lasting business in an area that hasn't seen success.”

“VCs aren't typically telling people to do that, but it's a really great option for companies that are sharing enough capital where they don't need to worry about being diluted.”

“We started 2015 with just about 11 or 12 people. So it was a big year. 2015. We raised a little bit of money and went from basically 11 to 40.”

“Just under two and a half million. ... We raised about 400 K a few years back, so it was really the second, it was, I guess, formally an A, but it was a smaller A, at least what we're seeing, you know, especially last year.”

“Over 300.”

“It's probably over a thousand a month would be, probably 1500 a month would probably be average, and we still have some legacy customers, and we have some that are several thousands a month, but average is probably, you know, a bit over a thousand per month.”

“I had this idea that we would be freemium, and Dropbox was like the most popular software out. We wanted to be freemium. I think the story I tell is we had 600 customers not pay us. 600 customers didn't pay.”

“So it was about three and a half million dollars.”

“Yeah, so run rate was about probably just under 3.84 million roughly.”

“So one of the things that we really learned was actually most people would think this is counterintuitive, but actually charging more and going up market Significantly reduced churn.”

“We don't measure it annually, but it's probably, our retention is probably close to 85%, 85%, which is which is maybe 10% churn. I mean, there's a couple different ways to measure it, but we also look at, you know, net dollar churn as well, so that, that's und…”

“Through our own referral program, we pay 25 dollars if you refer a scheduled demo. So if someone schedules a demo and completes it, then we'll give you a 25 dollar gift card. They become a customer. We'll give you an Apple Watch or you know, 500 dollars. So li…”

“Probably 25 to 50,000. So yeah, decent amount.”

“20 to 40, let's say. I mean, again, it all varies.”

“And we know that demos will close at, or, you know, at you know, five percent.”