Insight
King: SMB software adoption is driven by trusted resellers, not product superiority
“One thing we've come to know is that all products, you know, that are pretty good is the small business is going to rely on the expertise of someone they trust and they're going to, you know, and in any given case, you could argue one product's better than ano…”
Assertion Not checkable as stated
Vendasta operates at a remarkable 18-to-1 LTV to CAC ratio
“So overall, our LTV to CAC is, is really, really good. Like we're running, you know 18 to one right now.”
Assertion Not checkable as stated
King: Vendasta achieves 117 percent net revenue retention
“So we're you know, right now about 17% net negative or said differently.”
Assertion Not checkable as stated
King: Vendasta generated over $2.3 million in revenue last month
“No, I think we, I told you before. So this year we're just, we're about, we just did 2.3 and change last month.”
Disclosure
King: Vendasta adopted value-based pricing to reduce low-end customer churn
“So what we've actually done in the last six to seven months to mitigate that is we is we started to do what we call value-based pricing. We're at the low end. We actually don't charge as much But there's not that expectation. So they work up into our product, …”
Prediction Not publicly verifiable
Vendasta expects to end 2017 at a $28M ARR run rate
“This year we'll end the year at a run rate of twenty eight million dollars.”
Assertion Supported
King: Vendasta integrates 75 third-party products into its SaaS marketplace
“So we've now built a marketplace. We've got about six, 75 other products integrated against it, and we're bringing in some pretty big name brand products into that marketplace.”
Assertion Not checkable as stated
King: Vendasta has 9 of the top 10 newspapers as partners
“We have nine of the top 10 newspapers and For instance and that's where we started in that space.”
Assertion Not checkable as stated
King: Vendasta has approximately 15% annual gross revenue churn
“Yeah, it's about 15%.”
Assertion Not checkable as stated
King: Vendasta paying subscribers average $1,000 per month for subscriptions
“It's over. Yeah, it's over. It's about a thousand bucks a month. And we have lots of different add-ons and things, but the actual subscription is about a thousand bucks a month.”
Assertion Not checkable as stated
King: Vendasta resellers mark up software products 5x on average
“Our the average markup is five X on average. Now that varies dramatically with the model.”
Assertion Not checkable as stated
King: Vendasta has about 1,200 paying reseller partners
“Paying, so I think yeah, so we just about 1200 right now.”
Assertion Not checkable as stated
King: Vendasta reaches over 100,000 SMBs monthly through 13,000 reseller salespeople
“Yeah, and it's bigger companies, so I would say, like, we have about 13,000 salespeople in those companies that are using the product to sell to their SMBs, and we're selling to just over a 100,000 SMBs on a monthly basis every month.”
Assertion Not checkable as stated
King: Subscriptions comprise about one-third of Vendasta's monthly revenue
“You know so our subscription revenue is growing a little bit faster than some of our other cohorts. Our product revenue is growing too. So, you know Subscriptions about a third of that. And then the rest of it comes from product.”
Assertion Supported
King: Vendasta has raised about $13 million in equity capital
“So it's about thirteen million dollars.”
Disclosure
King: Vendasta grew 45% last year and targets 50% growth this year
“So we wanted, if you recall last time we talked, we were going to try to end the year at 48% last year. We actually ended up on 4502. And we hope to get to 50% growth this year.”
Assertion Not checkable as stated
Vendasta makes one-third of its revenue from software subscriptions
“Our subscription revenue is is now about a third of our revenue, so it's very meaningful, but our second order revenue is really what's really important.”
Assertion Not checkable as stated
Vendasta expects 2017 GAAP revenue to hit $22.8M
“No, our gap revenue will probably be about 20, 22.8.”
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Vendasta reached an $18.7M ARR run rate in December 2016
“Yeah, it was about 18, seven, just a little under, yeah.”
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Vendasta bootstrapped with a $1.3M consulting prepayment from Ritchie Bros
“It was about, I think it was about one point, you know, 1.3 million, and what we did was, is we got money from, ah, from a heavy equipment industrial auctioneer called Richie Brothers, and we used what they prepaid us to start that company.”
Assertion Not checkable as stated
Vendasta fully repaid its initial $3M government seed round
“In August of 2008, we ended up, it was a government backed BC and we paid all that money back. So it's not in our cap table, but you know, that three million dollars in those days was really everything that started our company forward.”
Assertion Not checkable as stated
Vendasta bills 100k SMBs monthly through its 1,100 reseller partners
“So we have about 1100 resellers. Marketing to just over 700,000 small businesses, and we bill about a 100,000 small businesses through those partners on a monthly basis.”
Assertion Not checkable as stated
Customers paying over $20k ACV generate 83% of Vendasta's revenue
“So we have, you know, a core, a cohort that pays us more than 20,000 dollars in annual contract value is about 83% of our revenue.”
Assertion Not checkable as stated
Vendasta maintains an eight-month CAC payback period
“So, you know actually the payback period right now is about eight months, and there's a couple of ways that we do that.”
