Assertion Not checkable as stated
Tradeshift has never lost a customer after go-live
“We never, ever lost a customer that got on live.”
Insight
B2B software success directly correlates with access to capital
“Look in B to B, capital is everything. You can literally draw a straight line between the best performing B to B public companies today and how much capital they have access to.”
Insight
SaaS customer sentiment hits its absolute lowest point at go-live
“Every sales SaaS account goes through, like a value, it's almost like the hype cycle. In the beginning, you have the honeymoon, everybody's happy you've done the sale, and the lowest, absolute lowest point in that journey is go live. Because that's where all t…”
Disclosure
Tradeshift charges enterprise buyers, keeping its platform free for suppliers
“So, I mean, in this industry, there's for many years been this idea that the supplier should pay for it, but it doesn't really make any sense. The suppliers are trying to get online. The suppliers are trying to do business. The buyers are the one that really g…”
Insight
Change management costs enterprises more than the software itself
“And the reason that makes a ton of sense is for enterprise customer, the most expensive part is actually not the software. It's the change management.”
Insight
Selling a $50K enterprise deal takes the same time as $500K
“What you find is it's the same sales cycle to sell 50 K to enterprise. This is to sell 500 K. The only difference is really how much revenue capture, right?”
Insight
B2B software must target high volume or enterprise, avoiding mid-market
“No touch, low conversion cost, digital sales, or you want to do very high value capture enterprise sales force and the death zone is the middle.”
Disclosure
Tradeshift has raised $190 million in total capital
“A hundred and ninety million dollars.”
Assertion Not checkable as stated
Tradeshift's enterprise customer LTV exceeds $5 million
“Yeah, I would say definitely more than five.”
Assertion Not checkable as stated
Tradeshift is generating over $60 million in ARR
“Yeah.”
Assertion Not checkable as stated
Tradeshift's average enterprise ACV starts at $500K
“Oh, I would say we're probably in the high end of the public listed SAS B to B companies. So something like five on the K CV annual contract value and upwards.”
Assertion Not checkable as stated
Most Tradeshift enterprise contracts expand to over $1 million ACV
“And then over time of the contract, we see most contracts move into the one, 1.5 million dollar range, some even more, right?”
Assertion Not checkable as stated
Tradeshift's enterprise CAC payback period is roughly 12 months
“We're pretty much on par that an enterprise account, It costs essentially first year revenue before you before alive, right? So it's a one-to-one factor.”
Assertion Not checkable as stated
Half of Tradeshift's revenue comes through channel partners
“50% of our revenue today arrived through partners, and the brilliant thing about partners is they typically already have, and this is BPOs, SIs, you know, they have a relationship with the customer.”
Disclosure
Tradeshift uses Palantir-style forward-deployed engineering for pre-sales
“Where we spend the time is with the salespeople. We do a lot, almost like Palantir did in the early days. So for what deployed in years, prototyping with the customer, going out and showing concepts for what it can be and what it can look like.”
Assertion Not checkable as stated
Tradeshift has 600 employees, with one-third in sales
“So we totally, we are out 600 people doubling roughly year over year. And right now around a third of that is our sales force, right?”
Prediction Not checkable as stated
Tradeshift expects to cross $100 million ARR in 2018
“Probably next year.”
