The Exchanges

Every argument clarity score on this site is built from rows on this page. Each question and answer was assessed with names hidden, the host's own answers included, on four things from 1 to 5: directness (does it answer the question asked), coherence (do the ideas follow), precision (concrete details and clear references), compression (says a lot per word). The weighted mix (30/30/25/15) is the exchange score. A person's published score averages their exchange scores on raw tape only, at least 8 of them, shrunk toward the cohort mean. Full method →

Darren Gallup no published score: no usable exchanges on raw tape, and a fair score needs 8+ record → ← everyone

Every exchange below was scored with names hidden, four dimensions each from 1 to 5. An exchange's score is 0.30·directness + 0.30·coherence + 0.25·precision + 0.15·compression. The published score averages the raw tape exchange scores and shrinks small samples toward the cohort mean, so five great answers can't beat twenty good ones. Produced feed rows count only toward coarse estimates, never toward a full score.

clear all ✕

2exchanges match

0on raw tape

0redirected or not addressed

Darren Gallup ▶ 6:03 · How Cyber SaaS Hit $2m ARR and 190 Customers So Fast · Aug 10, 2023

Answered produced feed D 5 · C 5 · P 5 · Cm 4 4.85

Q Okay, and Darren, give me more of the backstory here. What year did you launch the company?

A Yeah, it's pretty fascinating. Um, my, my background is actually in music. I used to be a professional musician in my twenties, and then I started a record label, and then that, uh, that kind of was a bit of a tough go in 2007, so I started my first SaaS company, which was A back-end logistics management platform for music festivals and cultural events, and we started off with a lot of smaller towns, sort of, you know, Canadian events, and then eventually we ended up working with some of the biggest music festivals in the world, so by 2014, 2015, we were the, we were the back-end tools for Bonnaroo, Coachella, Burning Man, Just for Laughs Festival, X Games, like just a pile of really massive events in several different countries.

AI assessment note: “in 2007, so I started my first SaaS company”

Darren Gallup ▶ 4:21 · How Cyber SaaS Hit $2m ARR and 190 Customers So Fast · Aug 10, 2023

Answered produced feed D 5 · C 5 · P 4 · Cm 4 4.60

Q What are the pricing axes that you're upselling against? Is it number, you just mentioned FTEs, is it feature-based upselling or some utility-based upsell?

A There's a little bit of both. So there's definitely a feature. There's like three tiers when it comes to features. There's also a layer that we can put on top of our plans that provides expertise. So a heightened degree of expertise. I'm not talking about just standard customer success people, but having access to information security and data privacy expertise, uh, running workshops and upskilling into your team, that is a premium feature, but yeah, we do have our tiers that they're feature based. And then, For our more, our larger businesses, we do have a per customer sort of buckets, um, that, that sort of get involved. We do our, when we do deals with companies that are say four or 506 hundred employees, um, they're paying a little bit more because of the volume of people and that are integrating with the, and interacting with the tool.

AI assessment note: “There's a little bit of both. So there's definitely a feature.”

The Exchanges

Turn any episode into a week of clips.