StarZero All shows Try the podcast clipper →

Nov 15, 2020 · 17m · top-founders

TeamSnap Cut 50% Workforce, Hiring Back Now As COVID Recovery Builds

Dave DuPont · 10m spoken Nathan Latka · 4m 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, TeamSnap co-founder and CEO Dave DuPont discusses how the youth sports platform navigated pandemic shutdowns, executed a 50% workforce furlough, and leveraged freemium economics alongside enterprise club sales to sustain long-term growth.

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 30.9% of the talking time here. How this is scored →

Nathan as informed peer 4.0 Guest teaching 2.8 Guest disagreement 1.3 Nathan pushing back 1.8
05100:0010:000:16–4:08 · Nathan as informed peer 3/10 Latka Subscription Promotion and Podcast Premium Benefits After an initial subscription promo monologue, Nathan probes Dave on how TeamSnap managed to survive early COVID-19 lockdowns. Dave explains how communications kept user retention afloat despite zero live sporting events.4:08–7:48 · Nathan as informed peer 5/10 Evolution of Freemium Model and Club Level Pricing Nathan breaks down TeamSnap's freemium mechanics, testing Dave on 21-day trial conversion rates and who actually pays within youth sports organizations. Dave explains their expansion into league and club level contracts.7:49–10:45 · Nathan as informed peer 4/10 User Metrics, Monetization Strategy, and Projected Growth Nathan assumes TeamSnap avoids upselling by roster size, but Dave clarifies they actually offer tiered pricing for larger rosters. Dave also shares that revenue is expected to stay flat during 2020 rather than their usual 45% annual growth.10:45–13:39 · Nathan as informed peer 4/10 Fundraising History, Board Alignment, and Crisis Forecasting Nathan questions Dave on runway calculations and board alignment during pandemic cutbacks. Dave reframes the decision process, stating they forecasted market activity drops rather than targeting a set runway duration.13:39–15:44 · Nathan as informed peer 3/10 Furloughing Half the Workforce and Phased Rehiring Dave transparently details furloughing half the company (80 employees) in March 2020 and their cautious process of rehiring 15% as sports activity returned. Nathan listens respectfully and confirms team size breakdown.15:44–17:14 · Nathan as informed peer 5/10 Enterprise Sales Strategy, Media Monetization, and CAC Nathan asks about direct sales headcount and unit economics. When Dave provides a 6-to-7 month CAC payback period, Nathan quickly calculates and confirms the effective customer acquisition cost of 60 to 80 dollars.0:16–4:08 · Guest teaching 2/10 Latka Subscription Promotion and Podcast Premium Benefits After an initial subscription promo monologue, Nathan probes Dave on how TeamSnap managed to survive early COVID-19 lockdowns. Dave explains how communications kept user retention afloat despite zero live sporting events.4:08–7:48 · Guest teaching 3/10 Evolution of Freemium Model and Club Level Pricing Nathan breaks down TeamSnap's freemium mechanics, testing Dave on 21-day trial conversion rates and who actually pays within youth sports organizations. Dave explains their expansion into league and club level contracts.7:49–10:45 · Guest teaching 4/10 User Metrics, Monetization Strategy, and Projected Growth Nathan assumes TeamSnap avoids upselling by roster size, but Dave clarifies they actually offer tiered pricing for larger rosters. Dave also shares that revenue is expected to stay flat during 2020 rather than their usual 45% annual growth.10:45–13:39 · Guest teaching 4/10 Fundraising History, Board Alignment, and Crisis Forecasting Nathan questions Dave on runway calculations and board alignment during pandemic cutbacks. Dave reframes the decision process, stating they forecasted market activity drops rather than targeting a set runway duration.13:39–15:44 · Guest teaching 2/10 Furloughing Half the Workforce and Phased Rehiring Dave transparently details furloughing half the company (80 employees) in March 2020 and their cautious process of rehiring 15% as sports activity returned. Nathan listens respectfully and confirms team size breakdown.15:44–17:14 · Guest teaching 2/10 Enterprise Sales Strategy, Media Monetization, and CAC Nathan asks about direct sales headcount and unit economics. When Dave provides a 6-to-7 month CAC payback period, Nathan quickly calculates and confirms the effective customer acquisition cost of 60 to 80 dollars.0:16–4:08 · Guest disagreement 1/10 Latka Subscription Promotion and Podcast Premium Benefits After an initial subscription promo monologue, Nathan probes Dave on how TeamSnap managed to survive early COVID-19 lockdowns. Dave explains how communications kept user retention afloat despite zero live sporting events.4:08–7:48 · Guest disagreement 1/10 Evolution of Freemium Model and Club Level Pricing Nathan breaks down TeamSnap's freemium mechanics, testing Dave on 21-day trial conversion rates and who actually pays within youth sports organizations. Dave explains their expansion into league and club level contracts.7:49–10:45 · Guest disagreement 2/10 User Metrics, Monetization Strategy, and Projected Growth Nathan assumes TeamSnap avoids upselling by roster size, but Dave clarifies they actually offer tiered pricing for larger rosters. Dave also shares that revenue is expected to stay flat during 2020 rather than their usual 45% annual growth.10:45–13:39 · Guest disagreement 2/10 Fundraising History, Board Alignment, and Crisis Forecasting Nathan questions Dave on runway calculations and board alignment during pandemic cutbacks. Dave reframes the decision process, stating they forecasted market activity drops rather than targeting a set runway duration.13:39–15:44 · Guest disagreement 1/10 Furloughing Half the Workforce and Phased Rehiring Dave transparently details furloughing half the company (80 employees) in March 2020 and their cautious process of rehiring 15% as sports activity returned. Nathan listens respectfully and confirms team size breakdown.15:44–17:14 · Guest disagreement 1/10 Enterprise Sales Strategy, Media Monetization, and CAC Nathan asks about direct sales headcount and unit economics. When Dave provides a 6-to-7 month CAC payback period, Nathan quickly calculates and confirms the effective customer acquisition cost of 60 to 80 dollars.0:16–4:08 · Nathan pushing back 1/10 Latka Subscription Promotion and Podcast Premium Benefits After an initial subscription promo monologue, Nathan probes Dave on how TeamSnap managed to survive early COVID-19 lockdowns. Dave explains how communications kept user retention afloat despite zero live sporting events.4:08–7:48 · Nathan pushing back 2/10 Evolution of Freemium Model and Club Level Pricing Nathan breaks down TeamSnap's freemium mechanics, testing Dave on 21-day trial conversion rates and who actually pays within youth sports organizations. Dave explains their expansion into league and club level contracts.7:49–10:45 · Nathan pushing back 3/10 User Metrics, Monetization Strategy, and Projected Growth Nathan assumes TeamSnap avoids upselling by roster size, but Dave clarifies they actually offer tiered pricing for larger rosters. Dave also shares that revenue is expected to stay flat during 2020 rather than their usual 45% annual growth.10:45–13:39 · Nathan pushing back 2/10 Fundraising History, Board Alignment, and Crisis Forecasting Nathan questions Dave on runway calculations and board alignment during pandemic cutbacks. Dave reframes the decision process, stating they forecasted market activity drops rather than targeting a set runway duration.13:39–15:44 · Nathan pushing back 1/10 Furloughing Half the Workforce and Phased Rehiring Dave transparently details furloughing half the company (80 employees) in March 2020 and their cautious process of rehiring 15% as sports activity returned. Nathan listens respectfully and confirms team size breakdown.15:44–17:14 · Nathan pushing back 2/10 Enterprise Sales Strategy, Media Monetization, and CAC Nathan asks about direct sales headcount and unit economics. When Dave provides a 6-to-7 month CAC payback period, Nathan quickly calculates and confirms the effective customer acquisition cost of 60 to 80 dollars.

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

0:00 · Nathan 59.6% · guest 40.4%0:00 · Nathan 59.6% · guest 40.4%3:00 · Nathan 24.8% · guest 75.2%3:00 · Nathan 24.8% · guest 75.2%6:00 · Nathan 34.2% · guest 65.8%6:00 · Nathan 34.2% · guest 65.8%9:00 · Nathan 16.6% · guest 83.4%9:00 · Nathan 16.6% · guest 83.4%12:00 · Nathan 20% · guest 80%12:00 · Nathan 20% · guest 80%15:00 · Nathan 30.4% · guest 69.6%15:00 · Nathan 30.4% · guest 69.6%
Sharpest disagreement ▶ 8:48 Dave refutes pricing assumption

Dave directly refutes Nathan's premise that TeamSnap never upcells based on player counts, explaining their multi-tier roster pricing.

 Hardest push from Nathan ▶ 11:58 Nathan presses on runway targets

Nathan pushes Dave to specify exact runway horizons targeted by the executive team when executing company-wide cuts.

 Biggest teaching moment ▶ 12:25 Reframing runway planning around scenario models

Dave educates Nathan on why TeamSnap eschewed traditional fixed-month runway metrics in favor of realistic activity drop forecasting during COVID-19.

 Nathan holds their own ▶ 17:08 Nathan deduces dollar CAC from payback period

Nathan demonstrates fast SaaS math by instantly converting Dave's payback timeline and monthly pricing into an exact dollar CAC range.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Latka Subscription Promotion and Podcast Premium Benefits 3211 After an initial subscription promo monologue, Nathan probes Dave on how TeamSnap managed to survive early COVID-19 lockdowns. Dave explains how communications kept user retention afloat despite zero live sporting events.
Evolution of Freemium Model and Club Level Pricing 5312 Nathan breaks down TeamSnap's freemium mechanics, testing Dave on 21-day trial conversion rates and who actually pays within youth sports organizations. Dave explains their expansion into league and club level contracts.
User Metrics, Monetization Strategy, and Projected Growth 4423 Nathan assumes TeamSnap avoids upselling by roster size, but Dave clarifies they actually offer tiered pricing for larger rosters. Dave also shares that revenue is expected to stay flat during 2020 rather than their usual 45% annual growth.
Fundraising History, Board Alignment, and Crisis Forecasting 4422 Nathan questions Dave on runway calculations and board alignment during pandemic cutbacks. Dave reframes the decision process, stating they forecasted market activity drops rather than targeting a set runway duration.
Furloughing Half the Workforce and Phased Rehiring 3211 Dave transparently details furloughing half the company (80 employees) in March 2020 and their cautious process of rehiring 15% as sports activity returned. Nathan listens respectfully and confirms team size breakdown.
Enterprise Sales Strategy, Media Monetization, and CAC 5212 Nathan asks about direct sales headcount and unit economics. When Dave provides a 6-to-7 month CAC payback period, Nathan quickly calculates and confirms the effective customer acquisition cost of 60 to 80 dollars.

Statements from this episode (9)

Assertion Not checkable as stated
TeamSnap: Sports rebounded 100% better in Canada due to pandemic management
“And in certain parts, it's actually over a hundred percent more Canada than the U S because they managed the crisis more effectively.”
Dave DuPont Nov 15, 2020 ▶ 3:54
Assertion Not checkable as stated
TeamSnap maintained a 30% free-to-paid conversion rate for a decade
“Our conversion to paid from the free trial is about, and this has been consistent for a decade, 30%.”
Dave DuPont Nov 15, 2020 ▶ 5:31
Assertion Not checkable as stated
TeamSnap reports 5 million MAUs and 1.5 million DAUs
“Monthly active users is five million. Daily active users is 1.5 million and You can do the math, but the average team has about 40 people on it.”
Dave DuPont Nov 15, 2020 ▶ 8:04
Assertion Not checkable as stated
TeamSnap historically averaged 45% annual growth in users and revenue
“We've grown steadily even since you and I talked and around, I think our average has been 45% per year. Since, since we, yeah, growth since we last talked in users and revenue.”
Dave DuPont Nov 15, 2020 ▶ 10:17
Prediction Not checkable as stated
TeamSnap expects flat 2020 revenue, halting its 45% annual growth trend
“We expect our revenue this year to be the same as last year. So not 50% growth or 45%, But the same as last year, but given everything that's going on in the sports world, I count that as a victory.”
Dave DuPont Nov 15, 2020 ▶ 10:33
Disclosure
TeamSnap's business dropped by one-third at the onset of COVID-19
“Round figures, Nathan, was about 30 about a third initially. And then we climbed up from there.”
Dave DuPont Nov 15, 2020 ▶ 13:18
Assertion Not checkable as stated
TeamSnap furloughed half its workforce (80 employees) in March 2020
“Yeah. So round figures we furloughed about half the people in the company. Okay. That was about 80 folks.”
Dave DuPont Nov 15, 2020 ▶ 14:49
Assertion Not checkable as stated
TeamSnap has rehired 15% of its furloughed workers as of late 2020
“We've brought back about 15% of the folks we furloughed, and we hope to bring back more over time, but we're going to be extremely conservative.”
Dave DuPont Nov 15, 2020 ▶ 15:19
Assertion Not checkable as stated
TeamSnap reports a typical CAC payback period of six to seven months
“Yeah, so our typical CAC we look specifically at CAC time to break even, and our typical CAC time to break even is six or seven months.”
Dave DuPont Nov 15, 2020 ▶ 16:59
Made with StarZero

Turn any episode into a week of clips.

This entire site, over 2,600 episodes transcribed, diarized, checked and made playable, runs on the StarZero media pipeline. Drop in your own episode and the podcast clipper finds the moments worth sharing, cuts them, captions them, and reframes them for every feed.

Try the podcast clipper Learn more