Aug 25, 2026 · 18m · top-founders
He Makes $50m/yr on Cookie Popups, Controls 2% of all Web Traffic
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gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions
In this interview with Nathan Latka, Didomi co-founder and CRO Raf Buchris explains how the company scaled its consent management platform to process 2% of global web traffic, completed strategic M&A deals, transitioned to private equity ownership, and reached over $50 million in annual recurring revenue.
How this conversation actually went
Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Nathan holds 26.8% of the talking time here. How this is scored →
Nathan as informed peer 6.0 Guest teaching 3.5 Guest disagreement 1.8 Nathan pushing back 4.2
speaking balance: gold is Nathan, purple is the guest (3 minute bins)
Sharpest disagreement ▶ 14:26 Refuting merger-of-equals premise
Buchris immediately rejects Latka's suggestion that Sourcepoint was equal in size, stating Didomi was clearly larger in ARR despite Sourcepoint having raised more capital earlier.
Hardest push from Nathan ▶ 8:49 Refusal to accept multiple evasionWhen Buchris claims he cannot disclose the 2021 valuation multiple, Latka refuses to move on and forces him to provide a concrete range above 10x.
Biggest teaching moment ▶ 16:05 Prudence in regulatory AI adoptionBuchris educates Latka on the specific legal constraints of compliance software, explaining why CMP providers cannot aggressively deploy generative AI agents like other SaaS verticals.
Nathan holds their own ▶ 14:03 Mathematical deduction of revenue scaleLatka demonstrates deep SaaS financial mastery by cross-referencing growth rates and 2023 milestones to accurately triangulate Didomi's $15M-$18M ARR figure.
the scores for every segment, with the reasoning behind each
| Chapter | Topic | Nathan as informed peer | Guest teaching | Guest disagreement | Nathan pushing back | Why |
|---|---|---|---|---|---|---|
| Previewing Didomi's Scale, Funding, and Enterprise Contracts | 5 | 4 | 1 | 3 | Latka opens by probing Didomi's scale, asking if they have million-dollar ACV accounts and clarifying the definition of being the largest CMP. Buchris explains their global footprint, noting that their SDK powers consent on roughly 2% of all global web traffic and billions of monthly consents. | |
| Pricing Architecture and Enterprise Direct Sales Strategy | 6 | 4 | 2 | 4 | Latka drills into pricing models, self-serve versus enterprise direct sales, and the metrics behind their Addingwell acquisition. Buchris details why large enterprise deals cannot be closed purely on self-serve product-led growth and justifies paying a premium multiple for cross-sell synergy. | |
| Historical Venture Capital Rounds and Multiples Psychology | 7 | 3 | 2 | 7 | Latka pushes hard to extract the exact revenue multiple paid during the 2021 peak market funding round. Buchris attempts to demur, but Latka presses with multiple bracketed estimates until Buchris concedes it traded above a 10x forward ARR multiple. | |
| ARR Growth Benchmarks and Private Equity Expectations | 8 | 4 | 3 | 6 | Latka investigates historical ARR milestones, private equity governance, and profitability metrics. He models the company's financial growth curve live on air, calculating revenue trajectory and PE valuation multiple bounds based on Buchris's growth and margin disclosures. | |
| Sourcepoint Acquisition, Enterprise Scale, and Team Breakdown | 6 | 5 | 3 | 4 | Latka tests the premise of the Sourcepoint acquisition being a merger of equals. Buchris refutes that assumption, clarifying Didomi was larger in ARR, and explains why compliance technology cannot recklessly implement autonomous AI agents without risking enterprise liability. | |
| Founder Lifestyle, Angel Portfolio, and Final Summary | 4 | 1 | 0 | 1 | The conversation shifts to a lighthearted concluding discussion about Buchris's personal life in Nice, angel investments, and poker hobby before Latka delivers the final company summary. |
Statements from this episode (18)
Buchris: Didomi provides consent software to Sky, Les Echos, and Adevinta
“We are one of the largest providers helping the largest publishers in the world, including Gutenberg, Sky, Les Eco, Adivinta, big marketplaces.”
Buchris: Roughly 2% of global web traffic runs through Didomi's SDK
“We got an SDK that we display on the different websites, on our customers' websites, and just to give you one number more or less two percent of the global web traffic is going through our SDK.”
Didomi prices platform based on monthly unique visitors across devices
“We basically price on the monthly unique visitors, ok? So the more traffic you get on the different devices, the more you're gonna be charged.”
Didomi uses direct sales reps and almost no resellers
“At Didomi, you need to call a sales, ok? We have almost no reseller, ah, so you go on our website, you ask for a demo, you're gonna get a sales.”
Buchris: Enterprise buyers won't pay six-figure ARR without talking to sales
“Didomi is super focused on enterprise admin market, and I don't really believe that you can, you know, pay hundreds of thousands of euros ARR without talking to us. Not yet, or we haven't succeeded to do that so far.”
Buchris: Addingwell reached several million euros in ARR before Didomi acquisition
“A few millions in AR. That's something that we can say.”
Buchris: Addingwell was under three years old and paying dividends before acquisition
“When we approached them, they had less than three years, and the growth was just insane, and the BDA was so positive that they can pay, you know, some dividends.”
Buchris: Private equity is better suited than VC for M&A consolidation
“We did double track between VC and NP, and P was much more adapted for the next phase of the dummy, doing more and more M&A, consolidation,”
Didomi raised its 2021 Series B at over a 10x multiple
“It's not the five or seven X. So it's more than above that. Above 10 X. I can say.”
Buchris: Didomi hit €1M ARR in under two years from launch
“Company was launched in 2017. We started to sell early 2018. Man, I think that in less than two years we did the first million of AR.”
Buchris: Didomi crossed €10M ARR around late 2023
“Maybe 2020, maybe end of 2023, something like that.”
Buchris: Tier 1 SaaS companies in 2026 must hit Rule of 60
“If you want to be a tier one company in twenty-twenty-six, you need to reach it, but we're not there.”
Buchris: Didomi group operates around break-even after two acquisitions
“As we acquire, we acquired one profitable and one non-profitable company, and Didomi was more of a break-even. So, no, I would say we, more or less.”
Buchris: Founders shouldn't overnegotiate PE valuation during equity rollovers
“We didn't try to overnegotiate valuation because as founder, you roll out tons of, you do a big rollover, ok, of your equity.”
Buchris: Didomi held higher ARR than Sourcepoint during acquisition
“We're bigger than them in terms of ARR.”
Buchris: Didomi secures at least one multimillion-dollar annual contract
“I cannot mention the name, but we get one multimillion dollar customer.”