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Clate Mask

CEO and Co-Founder, Keap · 3 appearances on the record.

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founderexecutive

Clate Mask is the co-founder and CEO of Keap, formerly known as Infusionsoft. He has led the company to scale its CRM and marketing automation platform for small businesses.

24statements → 14claims → 2claims resolved → 4.08/5average certainty → 1.46/5average debate potential → ≈4.0/5argument clarity, estimated → 36said about them ↓

1 supported 0 partly supported 1 contradicted 12 not checkable as stated how the 14 claims stand · each chip opens the sources

1 prediction · 13 assertions · 1 insight · 9 disclosures · every statement was checked. The prediction and assertions are the 14 claims: statements the public record can support or contradict. 2 are resolved, and 12 name no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

The record, in short

What the tape says about how Clate argues and how the claims held up. Everything they said, and everything said about them, is in the tabs below.

Their most notable supported claim

Assertion Supported
Mask: Tech IPO revenue benchmarks shifted from $27M to $150M
“One 50 is more like what it is today. The contact went public at twenty seven million.”
Clate Mask Apr 22, 2017 ▶ 13:42 637: Reason Infusionsoft Didn't IPO, Passes $100M ARR, $125M Raised, Helping 45,000 SMB's With Marketing and Sales Automation with CEO Clate Mask

Their most notable contradicted claim

Prediction Didn’t hold up
Mask: Infusionsoft's ultimate goal is serving five million small businesses worldwide
“It's literally five million small businesses worldwide.”
Clate Mask Dec 19, 2018 ▶ 5:09 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers

How they sound: not measured why? →

We measure speaking style by listening to the audio itself, and a fair number needs at least 2,000 words from one person on tape we have measured. There is too little of Clate Mask on measured tape to publish a rate. This says nothing about how they speak.

Everything Clate Mask said on Top Founders that made the record, most notable first. Filter by type, assessment or year in the ledger →

Assertion Not checkable as stated
Mask: Upfront setup fees drove Infusionsoft's monthly churn from 8% to 2%
“Would you directly associate that upfront fee with being the number one mover of your churn going from eight to two percent? Absolutely.”
Clate Mask Apr 22, 2017 ▶ 18:50 637: Reason Infusionsoft Didn't IPO, Passes $100M ARR, $125M Raised, Helping 45,000 SMB's With Marketing and Sales Automation with CEO Clate Mask
Disclosure
Clate Mask: Infusionsoft is profitable and no longer requires VC funding
“We've grown to a point where we're not dependent on venture capital. We're not dependent on outside revenues or outside funding sources. And we've built a profitable growing business that no longer requires that kind of funding.”
Clate Mask May 27, 2018 ▶ 2:00 1037 Clate Mask on ICON, Infusionsoft IPO, Exit Strategy
Insight
Mask: Companies should always stay private if private capital exists
“We just felt like there's no, it's always better to stay private longer. So if you can and you can get the capital, then do it.”
Clate Mask Apr 22, 2017 ▶ 15:18 637: Reason Infusionsoft Didn't IPO, Passes $100M ARR, $125M Raised, Helping 45,000 SMB's With Marketing and Sales Automation with CEO Clate Mask
Assertion Not checkable as stated
Mask: Infusionsoft improved its LTV:CAC ratio while expanding downmarket
“The LTV CAC is stronger than it was before, which is really great because a lot of times when you serve a less sophisticated customer, your CAC is going to go up or your LTV will go down. That hasn't been the case. We've got a better ratio than we had before.”
Clate Mask Dec 19, 2018 ▶ 11:31 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers
Disclosure
Mask: Infusionsoft lowered LTV by introducing a $99 price point
“Our LTV has gone down as well because we're bringing on a custom, because we now have a 99 dollar price point and customers who can come in without paying, you know, 250 or 300 dollars out the gate.”
Clate Mask Dec 19, 2018 ▶ 11:52 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers
Assertion Not checkable as stated
Mask confirms Infusionsoft has surpassed a $100 million revenue run rate
“But yeah, we're over the hundred million revenue rate at this point.”
Clate Mask Dec 19, 2018 ▶ 15:45 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers
Assertion Not checkable as stated
Mask: Infusionsoft has been cash-flow positive for about a year
“Correct. Have been for about a year.”
Clate Mask May 27, 2018 ▶ 9:42 1037 Clate Mask on ICON, Infusionsoft IPO, Exit Strategy
Disclosure
Mask: Infusionsoft has no intention or ambition to sell
“Another way you can do it is if the company sells, that's not our ambition. That's not our intent.”
Clate Mask May 27, 2018 ▶ 11:39 1037 Clate Mask on ICON, Infusionsoft IPO, Exit Strategy
Disclosure
Mask says he would reject a hypothetical $900M buyout offer
“I say no. We got a mission that's really exciting.”
Clate Mask May 27, 2018 ▶ 17:15 1037 Clate Mask on ICON, Infusionsoft IPO, Exit Strategy
Disclosure
Mask: Half of Infusionsoft's $125M funding went to secondary buyouts
“About one hundred and twenty five million, about half of which was capital for the business. [560] Nathan Latka: Okay. [560] Nathan Latka: Got it. [560] Nathan Latka: Versus what you, people were bought out earlier. [563] Nathan Latka: Investors already took r…”
Clate Mask Apr 22, 2017 ▶ 9:14 637: Reason Infusionsoft Didn't IPO, Passes $100M ARR, $125M Raised, Helping 45,000 SMB's With Marketing and Sales Automation with CEO Clate Mask
Assertion Supported
Mask: Tech IPO revenue benchmarks shifted from $27M to $150M
“One 50 is more like what it is today. The contact went public at twenty seven million.”
Clate Mask Apr 22, 2017 ▶ 13:42 637: Reason Infusionsoft Didn't IPO, Passes $100M ARR, $125M Raised, Helping 45,000 SMB's With Marketing and Sales Automation with CEO Clate Mask
Disclosure
Mask: Infusionsoft rejects thousands of unqualified business leads monthly
“We have thousands and thousands of businesses every month that we say no to. In our lead qualification process, because they're not yet ready for Infusionsoft.”
Clate Mask Apr 22, 2017 ▶ 16:39 637: Reason Infusionsoft Didn't IPO, Passes $100M ARR, $125M Raised, Helping 45,000 SMB's With Marketing and Sales Automation with CEO Clate Mask
Assertion Not checkable as stated
Mask: Infusionsoft has reached profitability and stopped burning cash
“We did get to profitability. That's been a great thing, so we're not burning a bunch of cash”
Clate Mask Dec 19, 2018 ▶ 2:09 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers
Assertion Not checkable as stated
Mask: Infusionsoft has reached 175,000 paying users
“A hundred, 175,000 paying users. So yeah, we don't report the non-paying users.”
Clate Mask Dec 19, 2018 ▶ 2:38 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers
Prediction Didn’t hold up
Mask: Infusionsoft's ultimate goal is serving five million small businesses worldwide
“It's literally five million small businesses worldwide.”
Clate Mask Dec 19, 2018 ▶ 5:09 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers
Assertion Not checkable as stated
Mask: Infusionsoft's churn rate remains steady at 2% to 3%
“Yeah, churn's still the same.”
Clate Mask Dec 19, 2018 ▶ 9:52 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers
Assertion Not checkable as stated
Mask: Infusionsoft CAC dropped below $2,000
“No, it's actually gone down to below two K.”
Clate Mask Dec 19, 2018 ▶ 11:49 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers
Assertion Not checkable as stated
Mask: 97% of Infusionsoft revenue is subscription revenue
“We're now at like 97% of revenue being subscription revenue.”
Clate Mask Dec 19, 2018 ▶ 15:33 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers
Assertion Not checkable as stated
Mask: Infusionsoft margins exceed 80%
“Far better. Our margins are over 80%.”
Clate Mask Dec 19, 2018 ▶ 15:51 1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers
Disclosure
Mask: Infusionsoft has 150k users, but only 3k attended ICON
“When you get to a point that you've got a 150,000 users and only 3000 of them can afford to leave their business for a week, come and put a lot of things on pause to invest in their growth.”
Clate Mask May 27, 2018 ▶ 2:49 1037 Clate Mask on ICON, Infusionsoft IPO, Exit Strategy
Assertion Not checkable as stated
Mask: Infusionsoft let all pre-VC employees sell shares in Series D
“Yeah, we made it possible for everybody that was, that had options prior to raising venture capital. So for all those brave souls who took the leap before we had any financial backing whatsoever, At the Series D, we gave them an opportunity to sell some shares”
Clate Mask May 27, 2018 ▶ 10:54 1037 Clate Mask on ICON, Infusionsoft IPO, Exit Strategy
Assertion Not checkable as stated
Mask: Infusionsoft core customers pay $250 to $300 per month
“So we focus on businesses that are two to 25 employees. The sweet spot for us really is two to 10 employees. That's where most of our customer base is. And on average, they're paying us between two 5300 bucks a month to get the benefits of sales and marketing …”
Clate Mask Apr 22, 2017 ▶ 3:19 637: Reason Infusionsoft Didn't IPO, Passes $100M ARR, $125M Raised, Helping 45,000 SMB's With Marketing and Sales Automation with CEO Clate Mask
Disclosure
Mask: Infusionsoft reaches approximately 135,000 users in Q1 2017
“We've got about 135,000 users now”
Clate Mask Apr 22, 2017 ▶ 11:20 637: Reason Infusionsoft Didn't IPO, Passes $100M ARR, $125M Raised, Helping 45,000 SMB's With Marketing and Sales Automation with CEO Clate Mask
Disclosure
Mask: Infusionsoft's LTV to CAC ratio ranges between 3.5 and 4.5
“We range anywhere between three and a half and four and a half. That's kind of, you know, where we typically go.”
Clate Mask Apr 22, 2017 ▶ 17:16 637: Reason Infusionsoft Didn't IPO, Passes $100M ARR, $125M Raised, Helping 45,000 SMB's With Marketing and Sales Automation with CEO Clate Mask

The other half of the tape: Clate Mask's own voice is left out of every number here. Other people bring the name up 36 times in 15 episodes on Top Founders. every mention, with the transcript →

Who brings them up most Nathan Latka 34Chris Ronzio 2

Every mention by year

tap a year for its mentions
008315620172018201920202021episodesmentions
03620172018201920202021episodes it came up in
002.535620172018201920202021episodesmentions per episode
2021 2 mentions in 1 episode
2020 2 mentions in 2 episodes 1 per episode
2019 15 mentions in 3 episodes 5 per episode
2018 8 mentions in 6 episodes 1 per episode
2017 9 mentions in 3 episodes 3 per episode

Appearances (3)

EpisodeDateSpeaking time
1243 Infusionsoft North of $100m in ARR, Details of Mars Mission to 5m SMB Customers Dec 19, 2018 10m
1037 Clate Mask on ICON, Infusionsoft IPO, Exit Strategy May 27, 2018 11m
637: Reason Infusionsoft Didn't IPO, Passes $100M ARR, $125M Raised, Helping 45,000 SMB's Apr 22, 2017 12m
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