Braze

“If you raise too much money, you know, you try to grow too fast in the early days before the market is really there. You find yourself trying to claw up this curve, but it's pretty inelastic. You know, if you are trying to sell to job titles that don't exist, …”

“If we go all the way to 20 16 into our series C, every single fundraising round that we raised, we only had one term sheet.”

“We're a little bit over 1200 employees today, a little bit over 1500 customers. We are managing the relationships of over four billion monthly active users on behalf of our customers, and we do that in large part through the sending of messages.”

“Three million apps in the App Store before we got to two million in ARR.”

“Over the last year, we had to go and upgrade a bunch of HR and finance systems, and we went from great systems built by, you know, emerging startups with really intuitive UI, UX, and actually really attractive price points, and we had to upgrade to clunky ente…”

“Global smartphone sales graph, and it was rapidly accelerating from that 2011 to 2015 period. Interestingly enough, it wasn't until that actually started to level off a little bit that we started to see our revenue opportunity take off.”

“You know, these are, these were companies that had 50, a hundred, a 150 employees. And all of a sudden they were trying to sell five products because in order for them to actually kind of hit the growth targets that they had signed up for, they needed to acces…”

“Letter A actually ends up being the only one that exists in reality, right? So this isn't a question about risk tolerance. It's actually a question about how do we navigate market dynamics over time Taking into account things like the fundraising environment, …”

“One of the most important things we did was that we vertically integrated the data flow, and we went right into our customers' products when the data was being generated, and we made sure that it would get to our stack as fast as possible. That was one of the …”

“And one of the things that I've always really loved about Braze and our customer base is that we sell to job titles that didn't exist when we started the company.”

“Today, that customer base, the combined user bases of all of our customers are almost five billion monthly active users. We sent over two trillion messages last year. We processed over 11 trillion data points in order to understand when to send those messages,…”

“Right after that, you know, we went from 20 to 207 X-ing in four years.”

“Which meant that, you know, if you were still just kind of blasting out emails to everyone, as people had been doing with the likes of a, you know, what is now called Salesforce Marketing Cloud, that, that would eventually just stop working.”

“We own, we have less than 2000 customers, even today.”

“Today about 43% of our revenue comes from outside of the United States.”

“Through that time period we raised our, you know, our seed round, our series A, our series B. In each one of those rounds, we only got one term sheet. And we actually ran out of money twice and had to float, you know, a small loan in order to make payroll.”

“Back in 2012 when we launched our beta, we had more developers sign up for the, we were called Appboy at the time, for the Appboy beta than we even have customers today. 12 years later, having gone public and now worth, you know, billions of dollars.”

“Fun fact, WeWork has run out of money more than once. Ah, the first time was actually when they were outfitting that office space, and they left us with bare concrete floors, ah, in this, like, nice little, ah, oven box, ah, up on the top floor.”

“The teams and the budgets and the org charts and the skill sets that people invest in and the way that they Develop their career paths, and they build their careers around your technology, are one of the most enduring aspects of, you know, really building any …”