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Jun 23, 2019 · 20m · top-founders

1429 Enterprise Collect Customer Data With This $11m ARR Tool

Richard Jones · 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

Host Nathan Latka interviews Richard Jones, CEO of Wayin, exploring how the enterprise SaaS marketing platform achieved an $11.5 million ARR and 125% net revenue retention by enabling major brands to collect consented first-party customer data.

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 33.9% of the talking time here. How this is scored →

Nathan as informed peer 3.7 Guest teaching 2.7 Guest disagreement 1.0 Nathan pushing back 2.7
05100:0010:0020:000:01–2:14 · Nathan as informed peer 0/10 Book Promotion: How to Be a Capitalist Without Any Capital Solo promotional monologue by the host advertising his book and introducing the episode metrics via soundbites.2:15–9:36 · Nathan as informed peer 4/10 Platform Overview: First-Party Data Collection and Enterprise Use Cases Richard explains the market shift toward first-party consumer data and privacy compliance, using customer case studies like Air New Zealand. Nathan asks clarifying questions about product mechanics and data ownership.9:36–17:51 · Nathan as informed peer 7/10 Wayin's Corporate Origins, Unit Economics, and Growth Trajectory Nathan drills deep into Wayin's unit economics, capitalization, and churn metrics. Nathan actively tests Richard's retention math, pointing out that 125 percent net retention paired with 25 percent expansion implies zero gross churn in their top cohort.0:01–2:14 · Guest teaching 0/10 Book Promotion: How to Be a Capitalist Without Any Capital Solo promotional monologue by the host advertising his book and introducing the episode metrics via soundbites.2:15–9:36 · Guest teaching 5/10 Platform Overview: First-Party Data Collection and Enterprise Use Cases Richard explains the market shift toward first-party consumer data and privacy compliance, using customer case studies like Air New Zealand. Nathan asks clarifying questions about product mechanics and data ownership.9:36–17:51 · Guest teaching 3/10 Wayin's Corporate Origins, Unit Economics, and Growth Trajectory Nathan drills deep into Wayin's unit economics, capitalization, and churn metrics. Nathan actively tests Richard's retention math, pointing out that 125 percent net retention paired with 25 percent expansion implies zero gross churn in their top cohort.0:01–2:14 · Guest disagreement 0/10 Book Promotion: How to Be a Capitalist Without Any Capital Solo promotional monologue by the host advertising his book and introducing the episode metrics via soundbites.2:15–9:36 · Guest disagreement 1/10 Platform Overview: First-Party Data Collection and Enterprise Use Cases Richard explains the market shift toward first-party consumer data and privacy compliance, using customer case studies like Air New Zealand. Nathan asks clarifying questions about product mechanics and data ownership.9:36–17:51 · Guest disagreement 2/10 Wayin's Corporate Origins, Unit Economics, and Growth Trajectory Nathan drills deep into Wayin's unit economics, capitalization, and churn metrics. Nathan actively tests Richard's retention math, pointing out that 125 percent net retention paired with 25 percent expansion implies zero gross churn in their top cohort.0:01–2:14 · Nathan pushing back 0/10 Book Promotion: How to Be a Capitalist Without Any Capital Solo promotional monologue by the host advertising his book and introducing the episode metrics via soundbites.2:15–9:36 · Nathan pushing back 2/10 Platform Overview: First-Party Data Collection and Enterprise Use Cases Richard explains the market shift toward first-party consumer data and privacy compliance, using customer case studies like Air New Zealand. Nathan asks clarifying questions about product mechanics and data ownership.9:36–17:51 · Nathan pushing back 6/10 Wayin's Corporate Origins, Unit Economics, and Growth Trajectory Nathan drills deep into Wayin's unit economics, capitalization, and churn metrics. Nathan actively tests Richard's retention math, pointing out that 125 percent net retention paired with 25 percent expansion implies zero gross churn in their top cohort.

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

0:00 · Nathan 85.5% · guest 14.5%0:00 · Nathan 85.5% · guest 14.5%3:00 · Nathan 7.8% · guest 92.2%3:00 · Nathan 7.8% · guest 92.2%6:00 · Nathan 10.8% · guest 89.2%6:00 · Nathan 10.8% · guest 89.2%9:00 · Nathan 34.3% · guest 65.7%9:00 · Nathan 34.3% · guest 65.7%12:00 · Nathan 38.1% · guest 61.9%12:00 · Nathan 38.1% · guest 61.9%15:00 · Nathan 28.4% · guest 71.6%15:00 · Nathan 28.4% · guest 71.6%18:00 · Nathan 33.8% · guest 66.2%18:00 · Nathan 33.8% · guest 66.2%
Sharpest disagreement ▶ 14:39 Clarifying gross churn across cohorts

Richard defends his retention metrics by distinguishing the near-zero churn in enterprise accounts from higher churn in mid-tier segments after Nathan challenges the math.

 Hardest push from Nathan ▶ 14:17 Nathan calls out retention math discrepancy

Nathan directly challenges Richard's revenue retention numbers by stating that 25 percent cohort expansion and 125 percent net revenue retention mathematically implies zero gross churn.

 Biggest teaching moment ▶ 3:40 Educating on privacy regulations and explicit data collection

Richard provides an in-depth breakdown of how GDPR, CCPA, and scrutiny on major tech companies have forced enterprise brands to rely on first-party opt-in data instead of purchased third-party cookies.

 Nathan holds their own ▶ 14:17 Host applies SaaS unit economic formulas in real time

Nathan displays financial expertise by immediately reconciling ARPU, expansion rates, and net retention figures to expose implied gross churn assumptions.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Book Promotion: How to Be a Capitalist Without Any Capital 0000 Solo promotional monologue by the host advertising his book and introducing the episode metrics via soundbites.
Platform Overview: First-Party Data Collection and Enterprise Use Cases 4512 Richard explains the market shift toward first-party consumer data and privacy compliance, using customer case studies like Air New Zealand. Nathan asks clarifying questions about product mechanics and data ownership.
Wayin's Corporate Origins, Unit Economics, and Growth Trajectory 7326 Nathan drills deep into Wayin's unit economics, capitalization, and churn metrics. Nathan actively tests Richard's retention math, pointing out that 125 percent net retention paired with 25 percent expansion implies zero gross churn in their top cohort.

Statements from this episode (9)

Assertion Not checkable as stated
Wayin's Average Initial Enterprise Contract Value Is $65,000
“Our average sort of foot in the door contract value is around 65,000 dollars.”
Richard Jones Jun 23, 2019 ▶ 8:03
Assertion Not checkable as stated
Wayin Collected Over 500M PII Records Across 152 Enterprise Clients
“We collected last year over five hundred million PII data records from these experiences across 152 enterprise customers.”
Richard Jones Jun 23, 2019 ▶ 8:17
Prediction Not checkable as stated
Wayin Will Collect Over 700M PII Records in 2019
“And we'll do well over seven hundred million This year.”
Richard Jones Jun 23, 2019 ▶ 8:27
Assertion Not checkable as stated
Wayin Generates Over $10M in Annual Revenue
“Ten million plus.”
Richard Jones Jun 23, 2019 ▶ 9:34
Assertion Not checkable as stated
Wayin's Product Subscription Revenue Grows 62% Year-Over-Year
“So our revenue around the weighing experience platform has grown about 62% in terms of product subscription revenue year over year over year.”
Richard Jones Jun 23, 2019 ▶ 11:40
Disclosure
Wayin Spends Just 2% of Its Revenue on Marketing
“So we're spending around two percent of our revenue on marketing, which is a smaller segment than many, many other CEOs that I speak to.”
Richard Jones Jun 23, 2019 ▶ 15:25
Assertion Not checkable as stated
Wayin's Customer Acquisition Payback Period Is Just Over One Year
“So payback is just over a year.”
Richard Jones Jun 23, 2019 ▶ 16:04
Disclosure
Wayin Raised a $2.5M Bridge Post-Merger Following $54.2M Previously Raised
“So Engage Sciences raised 4.2 million dollars. Weigh-in had raised 50 million dollars. Post merger, we've, we haven't really, right. We've only raised, we did a small bridge round of about two and a half million dollars.”
Richard Jones Jun 23, 2019 ▶ 16:33
Disclosure
Wayin Secured a Strategic Partnership With Adobe for Data Integration
“So we've come out with a strategic relationship with Adobe which was put in place a couple of weeks ago.”
Richard Jones Jun 23, 2019 ▶ 17:08
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