Crystal

“Now about 30% of our employees came from an alumni referral, and we've actually had some boomerang employees come back, too.”

“After four years there's a one month sabbatical, a paid sabbatical with like two and a half thousand dollar Travel stipend.”

“The first principle is that I found that the people who, especially the ones who are kind of tossing around between a big offer at a big company that feels safer and your startup, they're actually attracted to the challenge.”

“Building real policies at our company that had, that I now share in the interview process and actually really helps. And I think it's also helping retain, it's Really helping retain people for the long term.”

“I think this problem is going to get more acute as top performers also experience risk aversion, and they also are going to look at, all right, what are my options in these safer environments?”

“The average startup tenure, which tends to be around, like, 1.82 years, depending on how you measure it.”

“Ultimately figuring out that we could increase our LTV from around roughly five, roughly 500 to 2000 total. And that's across the whole customer base.”

“We've got plenty of cash because we've been profitable for about three years.”

“Salesforce is also one of our larger customers too.”

“We've not raised since January, 2018. That was the last round that Salesforce put in.”

“A year ago, let me look it up real quick. I'm going to say three three ish somewhere out there.”

“We're around like 4.2 ish.”

“As far as new customers go, you can right now, if you go to Crystal's pricing page, there's a free user. You can't sign up for the self-service account.”

“It's, I'd have to get the updated account, but it's more, it's definitely more than 3000. So it's more than 10 X that it's more than 10 X the enterprise customer base in terms of just number of users.”

“It's about 30 to 40,000 people, depending on the month, who sign up monthly for our product, and they go through the motion of filling out personality assessments, downloading trials of our tools.”

“Some examples of those are like big professional services organizations, like Accenture is one of our big customers.”

“I would say 300 and 50.”

“So since like really the beginning of 20, 21, it's gone from almost zero percent B to B to about 60 to 65%.”

“That is around, around 8000 annual annual contract value versus the self-service, which is historically for us been mostly monthly contracts, but if it's annualized, it's five or 600 dollars.”

“There's a lot of that data out there. And it makes it makes personalization on one hand possible, but on the other hand, really hard because it's impossible to do all that research and actually put that into action in an efficient way. If you're a sales rep or…”

“We've got customers all over the place, but Primarily B to B. And if it is consumer, it's consumer, like very high ticket consumer items, really high touch sales processes, which are like very relational. So not so much transactional or e-commerce or anything …”

“On self-service accounts, LTV is just under 600.”

“So, so this year our projection my target is to average 10% month over month revenue growth. We're not there yet, and the reason that we, the reason that it's going to take a little while is because we've got a lot of that hangover churn but I'm pretty confide…”

“The highest churn got to was consistently seeing seven, seven-ish percent net MRR churn per month.”

“Within, within three months.”

“We have about just coming up on 2000 customers now.”

“Salesforce, Salesforce is our lead investor, and obviously they're a huge, scary company, but they've been, like, fantastic”

“We have raised a total of seven million.”

“There's two main revenue streams. One is a pretty standard SaaS model, and that's a 29 dollar a month account to get unlimited access to our tools. So somebody who wants to install our Chrome extension can get access to Crystal profiles whenever they're lookin…”

“And 83% of the time we can properly guess what the primary personality type is when they take that assessment. So Crystal will get that about four to five times accurately.”

“So we offer access to a large set of personality data. For a few hundred million people”

“Gosh, Crystal Nose has got some really interesting things we're doing with buyer personas right now, and that's going to be the inroad to the next level of hyper-personalization with messaging, I think.”