Insight
Byers: The core web forms market cannot support a $100M business
“As you grow, you know, as you grow a business, one of the things that gets obviously more challenging is, I mean, realistically, the core and initial market forms, let's say, it's just, it's not going to grow to a hundred million dollar business.”
Opinion
Byers: Formstack rarely loses to Google Forms due to workflow automation
“And so we definitely have, I'm sure we lose business to them, but we don't hear it much because people are really starting to automate a process when they're thinking about form stack versus just quick data collection and quick form collection.”
Insight
Byers: 12-month payback is safer than targeting 3x LTV/CAC
“We actually went back to the twelve-month payback because it, A, is simpler for people to understand. It's actually a little bit more conservative because you can get pretty crazy in terms of keeping a, say, three LTV to CAC ratio.”
Disclosure
Byers: Formstack targets $100M in revenue rather than seeking an acquisition
“Yeah, I think at this point, we're still trying to grow a really Large enterprise, and I think we're trying to figure out how do we get to a hundred million dollars in revenue. And so, of course, we're always going to be entertaining, you know, an offer or som…”
Assertion Not checkable as stated
Byers: Formstack customers pay an average of $60 to $80 monthly
“On average, 6070, 80 bucks a month.”
Assertion Not checkable as stated
Formstack reaches 16,000 paying customer accounts and 100,000 active users
“I've grown to kind of 16,000 and there were about a 100,000 kind of active users sitting on top of those paid accounts.”
Assertion Not checkable as stated
Formstack sustains 30% to 40% annual growth over multiple years
“Yeah, I mean, we, we've kind of been in the 30 to 40% growth range probably for the past few years.”
Assertion Not checkable as stated
Formstack achieves flat net revenue churn through upmarket expansion
“And one of the things as we've really gotten better at going up market and expanding with customers, we've driven that kind of, we're not at a regular negative kind of Churn rate, but we are pretty flat.”
Assertion Not checkable as stated
Formstack ARPU doubled to $40-$50 per month by moving upmarket
“And that's where we really started to see our poop grow and go from say, 20 bucks a month to 40, 50 bucks a month because we were getting some big deals.”
Assertion Not checkable as stated
HIPAA compliance unlocked upmarket healthcare traction for Formstack
“And last year we really started to see some traction in up market, specifically healthcare. We got our product HIPAA compliant and which kind of became this gate that helped us really have very different conversations with customers.”
Assertion Not checkable as stated
Byers: Formstack customer acquisition cost is roughly $1,000
“Yeah, CAC is probably, I'd call it a thousand bucks per kind of acquisition.”
Assertion Not publicly verifiable
Byers: Formstack raised under $1M total in 2008-2009
“I mean, that was like a million bucks or a little bit less than that back in oh, eight or nine.”
Disclosure
Byers: Formstack seeks cash-funded acquisitions instead of raising new capital
“No plans right now. I think we're in good shape right now and looking to kind of just keep growing the business as is and look for potential acquisitions where, where it makes sense and where we've got the cash to fund it.”
Assertion Not checkable as stated
Formstack employs around 20 salespeople managing 4,000 trials per month
“Sales is about 20 and that grew dramatically last year. So we had had an inbound sales team who deal with the kind of 4000 trailers a month for, like I said, four or five years.”
Assertion Not checkable as stated
Byers: Formstack customer lifetime value is around $4,000
“Yeah, probably in the 4000 range.”
