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Nov 25, 2020 · 18m · top-founders

Tootris Launches Daycare as a Service, 100 Customers

Alessandra Lezama · 11m spoken Nathan Latka · 5m spoken Eric Yuan · 4s 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, TOOTRiS founder and CEO Alessandra Lezama explains how her B2B childcare platform enables employers to sponsor on-demand, vetted care benefits to boost remote workforce productivity.

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 34.6% of the talking time here. How this is scored →

Nathan as informed peer 4.2 Guest teaching 3.5 Guest disagreement 2.5 Nathan pushing back 3.8
05100:0010:001:54–4:14 · Nathan as informed peer 5/10 Introducing TOOTRiS and Employer Childcare Benefits Model Nathan probes whether TOOTRiS is purely software or a productized service and establishes who actually pays. Alessandra clarifies that employers sponsor the platform as a corporate benefit for their workforce.4:15–7:43 · Nathan as informed peer 8/10 Analyzing TOOTRiS Pricing, Seat Utilization, and Revenue Metrics Nathan challenges Alessandra's rough customer estimate of 100 employers and uncovers that only half the contracted seats are active. He forces a recalculation of actual MRR down from $120k to around $50k-$60k.7:43–9:54 · Nathan as informed peer 2/10 Pandemic Workforce Challenges and Childcare Demand Resurgence Alessandra describes the shifts in remote work productivity and the resurgence of childcare demand during the pandemic. The segment concludes with a mid-roll sponsor read.9:57–15:33 · Nathan as informed peer 6/10 Navigating California Regulations and Childcare Safety Verification Protocols Alessandra immediately corrects Nathan's false assertion that California childcare centers are shut down by law. Nathan pivots to parental hesitation and tests the platform's verification filters in real time.15:34–18:17 · Nathan as informed peer 4/10 Marketplace Adoption Metrics, Placement Volume, and Supply Deficits Nathan presses for specific daily placement figures, prompting Alessandra to explain that 600 children have been helped through free marketplace connections during COVID-19 before transitioning into standard closing questions.18:17–18:44 · Nathan as informed peer 0/10 Episode Summary, Key Takeaways, and Final Interview Conclusion Monologue outro where Nathan recaps the company's metrics, model, and origin story.1:54–4:14 · Guest teaching 4/10 Introducing TOOTRiS and Employer Childcare Benefits Model Nathan probes whether TOOTRiS is purely software or a productized service and establishes who actually pays. Alessandra clarifies that employers sponsor the platform as a corporate benefit for their workforce.4:15–7:43 · Guest teaching 3/10 Analyzing TOOTRiS Pricing, Seat Utilization, and Revenue Metrics Nathan challenges Alessandra's rough customer estimate of 100 employers and uncovers that only half the contracted seats are active. He forces a recalculation of actual MRR down from $120k to around $50k-$60k.7:43–9:54 · Guest teaching 3/10 Pandemic Workforce Challenges and Childcare Demand Resurgence Alessandra describes the shifts in remote work productivity and the resurgence of childcare demand during the pandemic. The segment concludes with a mid-roll sponsor read.9:57–15:33 · Guest teaching 7/10 Navigating California Regulations and Childcare Safety Verification Protocols Alessandra immediately corrects Nathan's false assertion that California childcare centers are shut down by law. Nathan pivots to parental hesitation and tests the platform's verification filters in real time.15:34–18:17 · Guest teaching 4/10 Marketplace Adoption Metrics, Placement Volume, and Supply Deficits Nathan presses for specific daily placement figures, prompting Alessandra to explain that 600 children have been helped through free marketplace connections during COVID-19 before transitioning into standard closing questions.18:17–18:44 · Guest teaching 0/10 Episode Summary, Key Takeaways, and Final Interview Conclusion Monologue outro where Nathan recaps the company's metrics, model, and origin story.1:54–4:14 · Guest disagreement 2/10 Introducing TOOTRiS and Employer Childcare Benefits Model Nathan probes whether TOOTRiS is purely software or a productized service and establishes who actually pays. Alessandra clarifies that employers sponsor the platform as a corporate benefit for their workforce.4:15–7:43 · Guest disagreement 4/10 Analyzing TOOTRiS Pricing, Seat Utilization, and Revenue Metrics Nathan challenges Alessandra's rough customer estimate of 100 employers and uncovers that only half the contracted seats are active. He forces a recalculation of actual MRR down from $120k to around $50k-$60k.7:43–9:54 · Guest disagreement 1/10 Pandemic Workforce Challenges and Childcare Demand Resurgence Alessandra describes the shifts in remote work productivity and the resurgence of childcare demand during the pandemic. The segment concludes with a mid-roll sponsor read.9:57–15:33 · Guest disagreement 6/10 Navigating California Regulations and Childcare Safety Verification Protocols Alessandra immediately corrects Nathan's false assertion that California childcare centers are shut down by law. Nathan pivots to parental hesitation and tests the platform's verification filters in real time.15:34–18:17 · Guest disagreement 2/10 Marketplace Adoption Metrics, Placement Volume, and Supply Deficits Nathan presses for specific daily placement figures, prompting Alessandra to explain that 600 children have been helped through free marketplace connections during COVID-19 before transitioning into standard closing questions.18:17–18:44 · Guest disagreement 0/10 Episode Summary, Key Takeaways, and Final Interview Conclusion Monologue outro where Nathan recaps the company's metrics, model, and origin story.1:54–4:14 · Nathan pushing back 4/10 Introducing TOOTRiS and Employer Childcare Benefits Model Nathan probes whether TOOTRiS is purely software or a productized service and establishes who actually pays. Alessandra clarifies that employers sponsor the platform as a corporate benefit for their workforce.4:15–7:43 · Nathan pushing back 8/10 Analyzing TOOTRiS Pricing, Seat Utilization, and Revenue Metrics Nathan challenges Alessandra's rough customer estimate of 100 employers and uncovers that only half the contracted seats are active. He forces a recalculation of actual MRR down from $120k to around $50k-$60k.7:43–9:54 · Nathan pushing back 1/10 Pandemic Workforce Challenges and Childcare Demand Resurgence Alessandra describes the shifts in remote work productivity and the resurgence of childcare demand during the pandemic. The segment concludes with a mid-roll sponsor read.9:57–15:33 · Nathan pushing back 6/10 Navigating California Regulations and Childcare Safety Verification Protocols Alessandra immediately corrects Nathan's false assertion that California childcare centers are shut down by law. Nathan pivots to parental hesitation and tests the platform's verification filters in real time.15:34–18:17 · Nathan pushing back 4/10 Marketplace Adoption Metrics, Placement Volume, and Supply Deficits Nathan presses for specific daily placement figures, prompting Alessandra to explain that 600 children have been helped through free marketplace connections during COVID-19 before transitioning into standard closing questions.18:17–18:44 · Nathan pushing back 0/10 Episode Summary, Key Takeaways, and Final Interview Conclusion Monologue outro where Nathan recaps the company's metrics, model, and origin story.

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

0:00 · Nathan 63% · guest 37%0:00 · Nathan 63% · guest 37%3:00 · Nathan 23.1% · guest 76.9%3:00 · Nathan 23.1% · guest 76.9%6:00 · Nathan 30.1% · guest 69.9%6:00 · Nathan 30.1% · guest 69.9%9:00 · Nathan 51.2% · guest 48.8%9:00 · Nathan 51.2% · guest 48.8%12:00 · Nathan 12.2% · guest 87.8%12:00 · Nathan 12.2% · guest 87.8%15:00 · Nathan 19.8% · guest 80.2%15:00 · Nathan 19.8% · guest 80.2%18:00 · Nathan 65.3% · guest 34.7%18:00 · Nathan 65.3% · guest 34.7%
Sharpest disagreement ▶ 10:04 Immediate refutation of shutdown claim

Alessandra directly and firmly cuts off Nathan's premise that California childcare centers are legally shut down, detailing explicit state and CDC guidelines allowing them to stay open.

 Hardest push from Nathan ▶ 5:28 Challenging customer count vagueness

Nathan refuses Alessandra's casual estimate of around 100 employers, contrasting it with the precision expected of an early-stage SaaS founder.

 Biggest teaching moment ▶ 10:04 Educating host on state licensing and hygiene protocols

Alessandra completely dismantles Nathan's regulatory assumption by citing the Department of Social Services protocols and CDC guidelines governing open daycare operations.

 Nathan holds their own ▶ 7:03 Halving reported MRR via seat onboarding math

Nathan catches that signed seats are not yet active and recalculates the company's real monthly revenue from $120k down to $60k based on actual usage.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Introducing TOOTRiS and Employer Childcare Benefits Model 5424 Nathan probes whether TOOTRiS is purely software or a productized service and establishes who actually pays. Alessandra clarifies that employers sponsor the platform as a corporate benefit for their workforce.
Analyzing TOOTRiS Pricing, Seat Utilization, and Revenue Metrics 8348 Nathan challenges Alessandra's rough customer estimate of 100 employers and uncovers that only half the contracted seats are active. He forces a recalculation of actual MRR down from $120k to around $50k-$60k.
Pandemic Workforce Challenges and Childcare Demand Resurgence 2311 Alessandra describes the shifts in remote work productivity and the resurgence of childcare demand during the pandemic. The segment concludes with a mid-roll sponsor read.
Navigating California Regulations and Childcare Safety Verification Protocols 6766 Alessandra immediately corrects Nathan's false assertion that California childcare centers are shut down by law. Nathan pivots to parental hesitation and tests the platform's verification filters in real time.
Marketplace Adoption Metrics, Placement Volume, and Supply Deficits 4424 Nathan presses for specific daily placement figures, prompting Alessandra to explain that 600 children have been helped through free marketplace connections during COVID-19 before transitioning into standard closing questions.
Episode Summary, Key Takeaways, and Final Interview Conclusion 0000 Monologue outro where Nathan recaps the company's metrics, model, and origin story.

Statements from this episode (7)

Disclosure
TOOTRiS charges employers $1,997 monthly per participating employee
“1997 dollars a month per participating employee.”
Alessandra Lezama Nov 25, 2020 ▶ 3:25
Assertion Not checkable as stated
TOOTRiS sees 40% employee participation in zero-to-five childcare benefits
“You know, the surveys typically come in at about 40% participation, and that's primarily because we're focused on the zero to five age group.”
Alessandra Lezama Nov 25, 2020 ▶ 3:35
Assertion Not checkable as stated
TOOTRiS employers contract for an average of 60 childcare seats
“Alright, so on average, 60, 60 seats per organization.”
Alessandra Lezama Nov 25, 2020 ▶ 4:27
Assertion Not checkable as stated
TOOTRiS has approximately 100 enterprise childcare clients
“If I had to just throw a dart, I would say around a hundred.”
Alessandra Lezama Nov 25, 2020 ▶ 5:22
Disclosure
TOOTRiS seeded its marketplace with California's licensed childcare provider database
“All of California, with a high emphasis in San Diego, because our proof of concept was San Diego, and this is where we had the most interaction with providers. So we have the entire scope of, ah, of California lit. When we say lit, that means that we have uplo…”
Alessandra Lezama Nov 25, 2020 ▶ 11:56
Assertion Not checkable as stated
TOOTRiS has placed 600 children with childcare providers during the pandemic
“I'll say that we've helped 600 children since COVID started, not all which have paid to be connected with a provider.”
Alessandra Lezama Nov 25, 2020 ▶ 15:55
Assertion Partly supported
San Diego faced a 44% childcare slot deficit prior to COVID-19
“Prior to COVID, we were at about a 44% deficit in San Diego alone, very close you know, statewide.”
Alessandra Lezama Nov 25, 2020 ▶ 16:41
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