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Jun 22, 2022 · 18m · top-founders

First B2B SaaS for VR Headsets Breaks 1.5m Downloads, $1m in ARR, $33m Round Closed

Daniela Perez Fuentes · 8m spoken Nathan Latka · 6m spoken
0:00 / 0:00

gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

Gravity Sketch Co-Founder and Chief Experience Officer Daniela Perez Fuentes sits down with Nathan Latka to break down the company's rise as a pioneering B2B SaaS platform in virtual reality. She details their product-led growth model, bottom-up enterprise adoption, and the path from academic bootstrapping to closing a $33 million funding round while targeting $6 million in annual 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 44% of the talking time here. How this is scored →

Nathan as informed peer 4.8 Guest teaching 2.2 Guest disagreement 1.5 Nathan pushing back 2.8
05100:0010:000:42–3:40 · Nathan as informed peer 4/10 Founding Story and Origin of Gravity Sketch Daniela gently corrects Nathan on her executive title (Chief Experience Officer rather than CEO). Nathan quickly accepts the clarification and explores their origins and core VR product concept.3:40–6:27 · Nathan as informed peer 5/10 Product Engagement, Flow State, and Core Success Metrics Nathan inquires about DAU engagement and key activation metrics. Daniela explains user flow state and defines exports and collaborative sessions as their primary value metrics while deflecting on exact monthly export volume.6:27–8:36 · Nathan as informed peer 6/10 Enterprise Pricing Model and Early Bootstrapping Challenges Nathan pushes firmly when Daniela tries to keep pricing confidential, refusing the vague answer until Daniela gives a concrete range of $50k to $100k per year enterprise contracts.8:39–13:17 · Nathan as informed peer 4/10 Sponsor Spotlight: Flatfile Data Onboarding Platform Following the Flatfile ad read, Nathan steps through the company's funding history ($1.7M seed to $33M round) and employee headcount breakdown.13:18–16:27 · Nathan as informed peer 7/10 Bottom-Up Enterprise Adoption and Revenue Expansion Nathan demonstrates financial acumen by multiplying ACV by enterprise logo count to pinpoint ARR at over $1M and presses on how they commanded such a strong valuation multiple in their $33M raise.16:29–18:06 · Nathan as informed peer 3/10 The Famous Five Rapid-Fire Questions Standard Famous Five rapid-fire closing segment followed by Nathan's outro recap of Gravity Sketch's core metrics.0:42–3:40 · Guest teaching 3/10 Founding Story and Origin of Gravity Sketch Daniela gently corrects Nathan on her executive title (Chief Experience Officer rather than CEO). Nathan quickly accepts the clarification and explores their origins and core VR product concept.3:40–6:27 · Guest teaching 4/10 Product Engagement, Flow State, and Core Success Metrics Nathan inquires about DAU engagement and key activation metrics. Daniela explains user flow state and defines exports and collaborative sessions as their primary value metrics while deflecting on exact monthly export volume.6:27–8:36 · Guest teaching 1/10 Enterprise Pricing Model and Early Bootstrapping Challenges Nathan pushes firmly when Daniela tries to keep pricing confidential, refusing the vague answer until Daniela gives a concrete range of $50k to $100k per year enterprise contracts.8:39–13:17 · Guest teaching 2/10 Sponsor Spotlight: Flatfile Data Onboarding Platform Following the Flatfile ad read, Nathan steps through the company's funding history ($1.7M seed to $33M round) and employee headcount breakdown.13:18–16:27 · Guest teaching 2/10 Bottom-Up Enterprise Adoption and Revenue Expansion Nathan demonstrates financial acumen by multiplying ACV by enterprise logo count to pinpoint ARR at over $1M and presses on how they commanded such a strong valuation multiple in their $33M raise.16:29–18:06 · Guest teaching 1/10 The Famous Five Rapid-Fire Questions Standard Famous Five rapid-fire closing segment followed by Nathan's outro recap of Gravity Sketch's core metrics.0:42–3:40 · Guest disagreement 1/10 Founding Story and Origin of Gravity Sketch Daniela gently corrects Nathan on her executive title (Chief Experience Officer rather than CEO). Nathan quickly accepts the clarification and explores their origins and core VR product concept.3:40–6:27 · Guest disagreement 2/10 Product Engagement, Flow State, and Core Success Metrics Nathan inquires about DAU engagement and key activation metrics. Daniela explains user flow state and defines exports and collaborative sessions as their primary value metrics while deflecting on exact monthly export volume.6:27–8:36 · Guest disagreement 3/10 Enterprise Pricing Model and Early Bootstrapping Challenges Nathan pushes firmly when Daniela tries to keep pricing confidential, refusing the vague answer until Daniela gives a concrete range of $50k to $100k per year enterprise contracts.8:39–13:17 · Guest disagreement 1/10 Sponsor Spotlight: Flatfile Data Onboarding Platform Following the Flatfile ad read, Nathan steps through the company's funding history ($1.7M seed to $33M round) and employee headcount breakdown.13:18–16:27 · Guest disagreement 1/10 Bottom-Up Enterprise Adoption and Revenue Expansion Nathan demonstrates financial acumen by multiplying ACV by enterprise logo count to pinpoint ARR at over $1M and presses on how they commanded such a strong valuation multiple in their $33M raise.16:29–18:06 · Guest disagreement 1/10 The Famous Five Rapid-Fire Questions Standard Famous Five rapid-fire closing segment followed by Nathan's outro recap of Gravity Sketch's core metrics.0:42–3:40 · Nathan pushing back 1/10 Founding Story and Origin of Gravity Sketch Daniela gently corrects Nathan on her executive title (Chief Experience Officer rather than CEO). Nathan quickly accepts the clarification and explores their origins and core VR product concept.3:40–6:27 · Nathan pushing back 3/10 Product Engagement, Flow State, and Core Success Metrics Nathan inquires about DAU engagement and key activation metrics. Daniela explains user flow state and defines exports and collaborative sessions as their primary value metrics while deflecting on exact monthly export volume.6:27–8:36 · Nathan pushing back 7/10 Enterprise Pricing Model and Early Bootstrapping Challenges Nathan pushes firmly when Daniela tries to keep pricing confidential, refusing the vague answer until Daniela gives a concrete range of $50k to $100k per year enterprise contracts.8:39–13:17 · Nathan pushing back 2/10 Sponsor Spotlight: Flatfile Data Onboarding Platform Following the Flatfile ad read, Nathan steps through the company's funding history ($1.7M seed to $33M round) and employee headcount breakdown.13:18–16:27 · Nathan pushing back 3/10 Bottom-Up Enterprise Adoption and Revenue Expansion Nathan demonstrates financial acumen by multiplying ACV by enterprise logo count to pinpoint ARR at over $1M and presses on how they commanded such a strong valuation multiple in their $33M raise.16:29–18:06 · Nathan pushing back 1/10 The Famous Five Rapid-Fire Questions Standard Famous Five rapid-fire closing segment followed by Nathan's outro recap of Gravity Sketch's core metrics.

speaking balance: gold is Nathan, purple is the guest (3 minute bins)

0:00 · Nathan 48.8% · guest 51.2%0:00 · Nathan 48.8% · guest 51.2%3:00 · Nathan 9.1% · guest 90.9%3:00 · Nathan 9.1% · guest 90.9%6:00 · Nathan 51.1% · guest 48.9%6:00 · Nathan 51.1% · guest 48.9%9:00 · Nathan 55.5% · guest 44.5%9:00 · Nathan 55.5% · guest 44.5%12:00 · Nathan 34.3% · guest 65.7%12:00 · Nathan 34.3% · guest 65.7%15:00 · Nathan 66.9% · guest 33.1%15:00 · Nathan 66.9% · guest 33.1%18:00 · Nathan 89.5% · guest 10.5%18:00 · Nathan 89.5% · guest 10.5%
Sharpest disagreement ▶ 6:40 Guest resists disclosing contract sizes

Daniela repeatedly resists giving pricing numbers, citing confidentiality and wide variations across enterprise customers.

 Hardest push from Nathan ▶ 7:09 Host insists on concrete pricing bracket

Nathan cuts through the guest's hesitation by explicitly explaining why a vague answer doesn't help listeners and demands an ACV range.

 Biggest teaching moment ▶ 0:58 Guest clarifies executive title

Daniela immediately corrects Nathan's introduction, pointing out that she is the Chief Experience Officer rather than the Chief Executive Officer.

 Nathan holds their own ▶ 15:08 Host calculates ARR from logo count and contract value

Nathan instantly performs the mental math on 20 enterprise clients at $50k ACV to deduce the company's $1.2M run rate before the guest reveals it.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Founding Story and Origin of Gravity Sketch 4311 Daniela gently corrects Nathan on her executive title (Chief Experience Officer rather than CEO). Nathan quickly accepts the clarification and explores their origins and core VR product concept.
Product Engagement, Flow State, and Core Success Metrics 5423 Nathan inquires about DAU engagement and key activation metrics. Daniela explains user flow state and defines exports and collaborative sessions as their primary value metrics while deflecting on exact monthly export volume.
Enterprise Pricing Model and Early Bootstrapping Challenges 6137 Nathan pushes firmly when Daniela tries to keep pricing confidential, refusing the vague answer until Daniela gives a concrete range of $50k to $100k per year enterprise contracts.
Sponsor Spotlight: Flatfile Data Onboarding Platform 4212 Following the Flatfile ad read, Nathan steps through the company's funding history ($1.7M seed to $33M round) and employee headcount breakdown.
Bottom-Up Enterprise Adoption and Revenue Expansion 7213 Nathan demonstrates financial acumen by multiplying ACV by enterprise logo count to pinpoint ARR at over $1M and presses on how they commanded such a strong valuation multiple in their $33M raise.
The Famous Five Rapid-Fire Questions 3111 Standard Famous Five rapid-fire closing segment followed by Nathan's outro recap of Gravity Sketch's core metrics.

Statements from this episode (11)

Disclosure
Gravity Sketch operates a freemium model charging only enterprise customers
“Actually gravity sketch is free for everyone. Only like larger customers pay for it for security and so on. I mean, gravity sketch is secure for everyone, but they pay for extra, extra security and the services.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 2:18
Assertion Not checkable as stated
Gravity Sketch hit 1.5M downloads and 1,000 daily active users
“Today we have one million and a half downloads and we have about A thousand daily active users at the moment.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 3:30
Disclosure
Gravity Sketch tracks exports as its most critical product engagement metric
“The usage metric that we measure most is exports. So for us exports, and we're now starting to measure, this one is a bit of a newer, newer one, but it's collaboration sessions with more than two people in there.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 5:09
Assertion Not checkable as stated
Gravity Sketch enterprise contracts range from $50k to $100k annually
“Well, mostly it's like about, yeah, 50,000 dollars a year to a hundred dollars a year contract.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 7:40
Assertion Partly supported
Gravity Sketch closed a $33 million round in late 2021
“And then end of last year, we were able to close a round of thirty three million.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 11:04
Assertion Not checkable as stated
Gravity Sketch operates without a formal marketing team
“We don't really have a marketing team so far.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 12:10
Assertion Not checkable as stated
Perez Fuentes: All Gravity Sketch accounts originate via bottom-up adoption
“All of the accounts that we have come up from like bottom up.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 13:41
Assertion Not checkable as stated
Gravity Sketch has 20 enterprise customers as of mid-2022
“Today, enterprise customers, we have 20 enterprise customers.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 14:58
Assertion Not checkable as stated
Gravity Sketch generated $1.2M in revenue in 2021
“1.2 last year.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 15:21
Assertion Not checkable as stated
Gravity Sketch generated $300k in revenue in 2020
“We were at 300.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 15:28
Prediction Not checkable as stated
Gravity Sketch targets $6M in revenue for 2022
“We're looking to close at probably six million.”
Daniela Perez Fuentes Jun 22, 2022 ▶ 15:44
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