Frank Bien

Everything Frank Bien said on any show that made the record, most notable first. Each card names its show and opens the statement there.

TOP FOUNDERS Insight

LTV-to-CAC ratios are almost meaningless for evaluating SaaS companies.

“Yeah, I mean, like when you look at lifetime value and that kind of CAC ratio in a SaaS company, it's almost meaningless.”

Frank Bien May 3, 2018 ▶ 13:59 1013 Guess How This Data Tool Will Break $100m In 2018

TOP FOUNDERS Insight

Enterprise SaaS companies have a problem if gross retention falls below 90%.

“I mean, you want to, you know, as a SaaS company, you know, playing in enterprise space, if you're more than 10%, losing more than 10% or below 90% overall, you know, from a gross retention, you have a problem.”

Frank Bien May 3, 2018 ▶ 11:21 1013 Guess How This Data Tool Will Break $100m In 2018

TOP FOUNDERS Disclosure

Looker avoids the downmarket to target enterprise growth modeled on ServiceNow.

“Yeah, we probably don't chase down market very much. I think, you know, if you were to look at us, you'd say, hey, you know, let's be probably a little bit smaller, but let's go after something like ServiceNow.”

Frank Bien May 3, 2018 ▶ 16:43 1013 Guess How This Data Tool Will Break $100m In 2018

TOP FOUNDERS Assertion Not checkable as stated

Looker's customer contracts range from $30,000 to $1 million annually.

“Yeah, I mean, our average customers, you know, the low end would be about 30,000 dollars a year, and the high end would be a million.”

Frank Bien May 3, 2018 ▶ 2:41 1013 Guess How This Data Tool Will Break $100m In 2018

TOP FOUNDERS Assertion Not checkable as stated

Looker has reached between 1,200 and 1,300 total customers.

“Yeah, so we're about 1200 customers, maybe 1300 now, somewhere in there, but, you know, we're growing really nicely.”

Frank Bien May 3, 2018 ▶ 4:23 1013 Guess How This Data Tool Will Break $100m In 2018

TOP FOUNDERS Assertion Not checkable as stated

Looker is growing its revenue by more than 50 percent year-over-year.

“You know, we don't go specific, but more than 50, that's for sure.”

Frank Bien May 3, 2018 ▶ 4:33 1013 Guess How This Data Tool Will Break $100m In 2018

TOP FOUNDERS Disclosure

Looker relies on inside sales for roughly 80 percent of its revenue.

“We're about 80% inside sales. So it's an inside sales SaaS motion.”

Frank Bien May 3, 2018 ▶ 6:51 1013 Guess How This Data Tool Will Break $100m In 2018

TOP FOUNDERS Disclosure

Looker targets a CAC payback period of under 18 months.

“We would look a little bit like a Marketo looked originally or something like that, but if it's more than 18 months, you know, we start to worry.”

Frank Bien May 3, 2018 ▶ 7:17 1013 Guess How This Data Tool Will Break $100m In 2018

TOP FOUNDERS Assertion Not checkable as stated

Looker sees 125 percent net revenue retention among enterprise customers.

“Oh, so you'll see like, you know, -25% on a cohort, you know, in the bigger customers.”

Frank Bien May 3, 2018 ▶ 10:41 1013 Guess How This Data Tool Will Break $100m In 2018

The other half of the tape: Frank Bien's own voice is left out of every number here. Other people bring the name up 254 times in 235 episodes across the shows. every mention, with the transcript →

Who brings them up most Nathan Latka 250Derek Steer 1

Every mention by year

One line per show, most statements first. The link opens Frank's full record on that show: the calibration, argument clarity, speaking style and every statement made there.

Show	Role there	Eps	Statements	Record
TOP FOUNDERSLEDGER	Former CEO, Looker	2 +100	9	—	full record on Top Founders →