UpSales

“And I think you know, the early days, we never raised any capital. So you know, our first 10 years were like, Barely breaking even, you know, struggling to pay the bills every month. So we used to do a lot of customized consulting stuff for our clients. And I …”

“Going public and, you know, I'm still the majority shareholder turned out to be like the easiest way to continue running the business the way I want to do it.”

“I mean, it used to be like fifty-fifty of the new ARR, net new ARR came from new customers and expansion. Now because of all the kind of the smaller customers we inherited a while back, now it's around 60, 70% comes from expansions.”

“We started out as a typical CRM almost 20 years ago. And then we did a pivot a few years ago to start focusing more on, on recurring revenue businesses like ourselves.”

“And a lot of these very tiny customers migrated to up sales a while back to some, we went from like 600 customers to 1800 customers almost overnight.”

“So one year ago we were at 9.8. So we're growing the error at around, you know, between 30 and 35%.”

“So I sold 10% in, in the pre-IPO. And I had a partner our former CEO who was CEO for almost five years. He had seven or eight percent. So, so the total was like, 18% that was sold in the pre-IPO.”

“We almost try to kind of decrease the deal size when the customer joins us, because it makes everything easier and it decreases the risk for the customer as well. So, so yeah, we just try to add as many customers as we can and then grow them over time.”

“I mean, we're very proud of, you know, growing revenues 35% per year with, like 25, 30% free cash flow margin.”

“We do revenue recognition. We do all kinds of ARR and MRR analytics, and we spend quite a lot of time to, you know, enable our customers to manage SAS specific KPIs and targets, which is kind of a hassle in most other CRMs.”

“It used to be 200 in, in January before everything blew up, but I mean, I think we're net cash. We don't have any debt. So I think enterprise value ARR multiple is around 7.5 or eight, which is lower than a lot of our peers, I would say.”

“Yeah, so we did a secondary, a pre-IPO, which was around four to five million dollars. And then in the IPO, we raised around three million dollars but we never actually used that money because we had a debt.”

“I think we are today at around one 15, one 20, somewhere around that.”

“We're one of those weird, fast growing tech companies who also pays a dividend.”

“Especially when recruiting people, it has been an advantage that, you know, people can read our numbers and read the CEO comments and yeah, you get some increased exposure basically.”

“Their OTE would be around Between a 120 or a 150,000 dollars.”

“So, so I think maybe two thirds come from existing accounts and one third from new accounts.”

“Just finding five or 10 more good salespeople can bring us from 30% to 50% in growth rate.”

“So when I talk to investors, I usually say that we think that we can triple our revenue without bringing in a single new customer because the potential in the existing customer base is still massive.”

“It, it's not a long-term initiative because the people who are able to hit the numbers, they grow tired of this kind of banging the head against the wall strategy.”

“Yeah, it's around 1.2 million dollars is the current MRR.”

“I mean, I think now we are at around maybe 200,000 dollars per employee per year in revenue, something like that.”

“Now we are more and more looking for, you know, people with five, at least five years of experience selling software and giving them a quota between 500,000 dollars up to a million dollars per year.”

“Yeah, I mean, I would say pretty much the same. We had a really good quarter in, in Q four.”

“So I spent two days every quarter in investor meetings always in, in relation to when we released the quarterly reports.”