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Sep 21, 2021 · 19m · top-founders

SalesImpact In Talks to Raise $6m at $80m Valuation as they pass $4.5m Run Rate For Their Sales Coaching Platform

Paul Fifield · 11m spoken Nathan Latka · 5m spoken
0:00 / 0:00

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, SalesImpact.io CEO Paul Fifield discusses how his live B2B sales coaching platform scaled from $1 million to nearly $4 million ARR, detailing its pedagogy, proprietary technology roadmap, and upcoming fundraising at an $80 million valuation.

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 31.8% of the talking time here. How this is scored →

Nathan as informed peer 5.8 Guest teaching 4.2 Guest disagreement 2.2 Nathan pushing back 4.4
05100:0010:000:44–5:46 · Nathan as informed peer 5/10 Introducing Paul Fifield and the SalesImpact.io Concept Latka probes the core business mechanics and challenges the durability of content businesses. Fifield explains the multi-year learning progression model across various go-to-market roles.5:46–8:48 · Nathan as informed peer 5/10 Coach Incentives, Stage 2 Capital, and Global Pedagogy Latka drills into coach compensation and course formats. Fifield educates the host on their global live pedagogy and how Stage 2 Capital LPs act as a talent network.8:50–11:07 · Nathan as informed peer 6/10 Course Development Economics, Retention, and Headcount Latka extracts specific unit economics regarding curriculum development costs ($15k-$20k per 10-hour course) and coach scale. Fifield provides net retention metrics and expansion plans into customer success teams.11:07–15:33 · Nathan as informed peer 7/10 Proprietary Platform Transition and Self-Serve Product Roadmap Latka questions the necessity of selling equity for a low-capex business and warns about high valuations limiting exit options. Fifield counters by detailing a massive 30-million-person TAM that justifies maximizing speed over bootstrapping.15:33–17:24 · Nathan as informed peer 6/10 Community Acquisition Strategy and Competitive Moats Latka demonstrates deep industry awareness by suggesting community acquisitions like RevGenius, mirroring Outreach's acquisition of Sales Hacker. Fifield confirms the strategic alignment while highlighting Stage 2's LP moat.0:44–5:46 · Guest teaching 4/10 Introducing Paul Fifield and the SalesImpact.io Concept Latka probes the core business mechanics and challenges the durability of content businesses. Fifield explains the multi-year learning progression model across various go-to-market roles.5:46–8:48 · Guest teaching 5/10 Coach Incentives, Stage 2 Capital, and Global Pedagogy Latka drills into coach compensation and course formats. Fifield educates the host on their global live pedagogy and how Stage 2 Capital LPs act as a talent network.8:50–11:07 · Guest teaching 4/10 Course Development Economics, Retention, and Headcount Latka extracts specific unit economics regarding curriculum development costs ($15k-$20k per 10-hour course) and coach scale. Fifield provides net retention metrics and expansion plans into customer success teams.11:07–15:33 · Guest teaching 5/10 Proprietary Platform Transition and Self-Serve Product Roadmap Latka questions the necessity of selling equity for a low-capex business and warns about high valuations limiting exit options. Fifield counters by detailing a massive 30-million-person TAM that justifies maximizing speed over bootstrapping.15:33–17:24 · Guest teaching 3/10 Community Acquisition Strategy and Competitive Moats Latka demonstrates deep industry awareness by suggesting community acquisitions like RevGenius, mirroring Outreach's acquisition of Sales Hacker. Fifield confirms the strategic alignment while highlighting Stage 2's LP moat.0:44–5:46 · Guest disagreement 2/10 Introducing Paul Fifield and the SalesImpact.io Concept Latka probes the core business mechanics and challenges the durability of content businesses. Fifield explains the multi-year learning progression model across various go-to-market roles.5:46–8:48 · Guest disagreement 2/10 Coach Incentives, Stage 2 Capital, and Global Pedagogy Latka drills into coach compensation and course formats. Fifield educates the host on their global live pedagogy and how Stage 2 Capital LPs act as a talent network.8:50–11:07 · Guest disagreement 2/10 Course Development Economics, Retention, and Headcount Latka extracts specific unit economics regarding curriculum development costs ($15k-$20k per 10-hour course) and coach scale. Fifield provides net retention metrics and expansion plans into customer success teams.11:07–15:33 · Guest disagreement 3/10 Proprietary Platform Transition and Self-Serve Product Roadmap Latka questions the necessity of selling equity for a low-capex business and warns about high valuations limiting exit options. Fifield counters by detailing a massive 30-million-person TAM that justifies maximizing speed over bootstrapping.15:33–17:24 · Guest disagreement 2/10 Community Acquisition Strategy and Competitive Moats Latka demonstrates deep industry awareness by suggesting community acquisitions like RevGenius, mirroring Outreach's acquisition of Sales Hacker. Fifield confirms the strategic alignment while highlighting Stage 2's LP moat.0:44–5:46 · Nathan pushing back 4/10 Introducing Paul Fifield and the SalesImpact.io Concept Latka probes the core business mechanics and challenges the durability of content businesses. Fifield explains the multi-year learning progression model across various go-to-market roles.5:46–8:48 · Nathan pushing back 4/10 Coach Incentives, Stage 2 Capital, and Global Pedagogy Latka drills into coach compensation and course formats. Fifield educates the host on their global live pedagogy and how Stage 2 Capital LPs act as a talent network.8:50–11:07 · Nathan pushing back 4/10 Course Development Economics, Retention, and Headcount Latka extracts specific unit economics regarding curriculum development costs ($15k-$20k per 10-hour course) and coach scale. Fifield provides net retention metrics and expansion plans into customer success teams.11:07–15:33 · Nathan pushing back 6/10 Proprietary Platform Transition and Self-Serve Product Roadmap Latka questions the necessity of selling equity for a low-capex business and warns about high valuations limiting exit options. Fifield counters by detailing a massive 30-million-person TAM that justifies maximizing speed over bootstrapping.15:33–17:24 · Nathan pushing back 4/10 Community Acquisition Strategy and Competitive Moats Latka demonstrates deep industry awareness by suggesting community acquisitions like RevGenius, mirroring Outreach's acquisition of Sales Hacker. Fifield confirms the strategic alignment while highlighting Stage 2's LP moat.

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

0:00 · Nathan 51.8% · guest 48.2%0:00 · Nathan 51.8% · guest 48.2%3:00 · Nathan 22.9% · guest 77.1%3:00 · Nathan 22.9% · guest 77.1%6:00 · Nathan 20.3% · guest 79.7%6:00 · Nathan 20.3% · guest 79.7%9:00 · Nathan 16.1% · guest 83.9%9:00 · Nathan 16.1% · guest 83.9%12:00 · Nathan 36.9% · guest 63.1%12:00 · Nathan 36.9% · guest 63.1%15:00 · Nathan 33.4% · guest 66.6%15:00 · Nathan 33.4% · guest 66.6%18:00 · Nathan 50.7% · guest 49.3%18:00 · Nathan 50.7% · guest 49.3%
Sharpest disagreement ▶ 13:04 Defending venture dilution over bootstrapping

Fifield directly pushes back against Latka's bootstrap bias, arguing that dominating the global category requires speed and venture capital.

 Hardest push from Nathan ▶ 14:27 Pushing back on $80M valuation limiting exits

Latka confronts Fifield with the risk that aggressive valuation rounds drastically reduce viable liquidity options to a handful of buyers like LinkedIn.

 Biggest teaching moment ▶ 14:50 Breaking down the 30-million-person GTM TAM

Fifield methodically breaks down LinkedIn headcount data across SDRs, AEs, CS, and RevOps to demonstrate the immense market opportunity.

 Nathan holds their own ▶ 15:33 Latka proposes the RevGenius acquisition play

Latka displays sharp market insight by anticipating a RevGenius acquisition strategy, startling Fifield into joking that Latka had accessed his email.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Introducing Paul Fifield and the SalesImpact.io Concept 5424 Latka probes the core business mechanics and challenges the durability of content businesses. Fifield explains the multi-year learning progression model across various go-to-market roles.
Coach Incentives, Stage 2 Capital, and Global Pedagogy 5524 Latka drills into coach compensation and course formats. Fifield educates the host on their global live pedagogy and how Stage 2 Capital LPs act as a talent network.
Course Development Economics, Retention, and Headcount 6424 Latka extracts specific unit economics regarding curriculum development costs ($15k-$20k per 10-hour course) and coach scale. Fifield provides net retention metrics and expansion plans into customer success teams.
Proprietary Platform Transition and Self-Serve Product Roadmap 7536 Latka questions the necessity of selling equity for a low-capex business and warns about high valuations limiting exit options. Fifield counters by detailing a massive 30-million-person TAM that justifies maximizing speed over bootstrapping.
Community Acquisition Strategy and Competitive Moats 6324 Latka demonstrates deep industry awareness by suggesting community acquisitions like RevGenius, mirroring Outreach's acquisition of Sales Hacker. Fifield confirms the strategic alignment while highlighting Stage 2's LP moat.

Statements from this episode (14)

Disclosure
SalesImpact builds subscription live learning platform for go-to-market teams
“Essentially we're building a live learning platform for pretty much every role in a go to market team. And I guess one of the unique things is it's a subscription based model. And so what basically we were able to provide customers and teams and reps. Is a con…”
Paul Fifield Sep 21, 2021 ▶ 1:47
Assertion Not checkable as stated
SalesImpact grew ARR from $1M to nearly $4M in nine months
“So we were about a one million of ARR when we talked back in Jan, just over. So we're close to four now.”
Paul Fifield Sep 21, 2021 ▶ 2:34
Assertion Not checkable as stated
SalesImpact serves over 200 customers including Gong and Outreach
“We're over 200 customers. We've landed companies like Gong Outreach, Klaviyo, G.T. Is just about to sign”
Paul Fifield Sep 21, 2021 ▶ 2:42
Disclosure
SalesImpact previously raised $3M seed round from Stage 2 Capital
“So we've, we raised a three million seed round with stage two capital, which is co-founded, co-founded by Mark Roberge. And JPO who used to work at Bessemer.”
Paul Fifield Sep 21, 2021 ▶ 6:20
Assertion Supported
Stage 2 Capital LPs include 250 top go-to-market executives
“What's unique about the stage two capital is that all the people have all the LPs are literally 250 of the sort of biggest go to market leaders in the world. You have literally invested and created this kind of fund that we have access now to people like the p…”
Paul Fifield Sep 21, 2021 ▶ 6:30
Disclosure
SalesImpact pays $15K to $20K to develop a 10-hour course
“It's multiple thousands per hour of class development, right? So you'll be in the sort of like 15 to 20,000 dollar range for like a 10 hour course.”
Paul Fifield Sep 21, 2021 ▶ 9:39
Disclosure
SalesImpact maintains approximately 120% net revenue retention
“Net revenue retention's about a 120%”
Paul Fifield Sep 21, 2021 ▶ 10:21
Disclosure
SalesImpact plans to launch $99 monthly self-serve tier in early 2022
“We're going to be opening up single user access in February, March next year. So literally anybody could like sign up with a credit card, For something like 99 bucks a month.”
Paul Fifield Sep 21, 2021 ▶ 11:39
Disclosure
SalesImpact scales its coaching platform using third-party LMS Docebo
“Oh, we use Docebo. So we still use Docebo now.”
Paul Fifield Sep 21, 2021 ▶ 12:40
Disclosure
SalesImpact prepares to raise funding at $80M pre-money valuation
“So we're about to raise again now at an AT pre.”
Paul Fifield Sep 21, 2021 ▶ 14:13
Disclosure
SalesImpact plans $6M to $7M raise before early 2022 Series A
“Probably about sort of a six or a seven. And then do a major A round in sort of February, March.”
Paul Fifield Sep 21, 2021 ▶ 14:20
Assertion Not checkable as stated
LinkedIn data shows 30 million professionals across B2B sales roles
“There's fourteen million, like, reps in B to B. There's 3.2 million SDRs, 4.6 million customer success people, 4.4 million sales engineers, 3.2 million in revenue operations.”
Paul Fifield Sep 21, 2021 ▶ 15:05
Assertion Not checkable as stated
Fifield denies SalesImpact is in acquisition talks with RevGenius
“I am not in discussions with Jared, Jared right now.”
Paul Fifield Sep 21, 2021 ▶ 15:50
Prediction Not checkable as stated
SalesImpact projects 500% to 600% year-on-year growth
“I think all I can say is that, you know, I think we're on track to do You know, five, 600% growth year on year on year. I think you kind of watch this space.”
Paul Fifield Sep 21, 2021 ▶ 17:32
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