Bill.com

“Bill.com has gone from one 10 to almost one 30 since IPO.”

“The majority of bill.com's revenue is no longer from software.”

“If you looked at our quarter last quarter we have now surpassed our revenues. Subscription pricing revenue has now been surpassed by transaction-based pricing revenue.”

“Before a hundred million, it's just a distraction.”

“Thinking about a go-to-market skin that's verticalized from messaging standpoint, from customer references, even segmenting customer, ah, sales teams so that they're calling specific verticals just makes you much more effective. You're not even changing the pr…”

“Bill.com. It's almost, outside of one recent acquisition, it's almost a hundred percent domestic. We have, you know, depending on how you count it, if you count all our acquisitions, yeah, maybe we have 300,000 customers. There's six million SMBs in the US alo…”

“If you want to control your own sales, control your own destiny, you either have a great self-serve platform or you have your own sales force.”

“If you look at our last four quarters since we've been public, every quarter it's accelerated in terms of growth.”

“Usually at zero to a hundred million dollars, you might have a couple of sales motions, maybe a couple, a few marketing channels. It's much simpler. You focus, but then after sometimes, sometime around a hundred million dollars, you tend to Start hitting dimin…”

“It works if you're like-sized companies, and you have a very complimentary offering that's selling into the same buyer persona.”

“I interview every single person, even to this day, and when I first start, the teams hate it.”

“Because you're not going to go out and get the best people from Salesforce or Bill.com or wherever. You're going to get people who are not those people who have an aspiration for the future of being those people, the same way we all do in our startup, and you'…”

“Last year, two and a half billion dollar acquisition by Bill.com.”

“We went from our first institutional round of funding to getting acquired in, in about four years, right? In a two and a half billion dollar exit.”

“So the accounting firms do represent a big bulk of client base.”

“You can't force a crossing of the digital divide overnight. So all of your listeners, everybody's trying to force that crossing. They had this great idea. We're trying to force that, but you can't, you have to have a bridge.”

“It took us, like you said, it was probably, 10 years before we started having meaningful revenue that others like, huh, that company might go public. And then you fast forward kind of two years later, three years later, we're filing for the IPO. We're launchin…”

“There's plenty of investment that we made over the years that didn't help us acquire customers. It didn't help us increase revenue. It was like, no, we just have to build infrastructure.”

“I think it was probably our series E or D. So we ended up getting to I for IPO. But in one of our investments, one of the investors is you know what? I'm not sure you guys have all the right regulatory stuff. I'm going to bring my outside counsel in to really …”

“The banks are very different, right? That's kind of elephant hunting. And so the teams there, they get the bank committed upfront and we drive that commitment in the contract to make sure that there is a commitment.”

“The accounts, we look at it signed in the same way as it would direct, but we look at the account, the revenue per accounting firm, right? So the quota is driven off of that. I see. And then they have an incentive to get X clients on board.”

“The opportunity for us to take this 3.2 million network members and give them something that is a paying product.”

“Yeah, a 121,000.”

“And on the payment side, we'd be like, we'll just cut you a check. So we didn't force people to connect their vendors, but then we did incentives from a pricing perspective, a check was A dollar 49 or whatever, a dollar 69 a day, and an ACH was 29 cents. So th…”

“In fact, I think in the last quarter numbers, we announced that the net revenue retention had bumped up to one 24, right?”

“It shows you what he's hooked up to headless within Salesforce too, because there's multiple things running into this. So he's got class. I call it classic Salesforce for sales, right? So Salesforce CRM that our sales team has always used for like 10 years. He…”