Opinion
Hua: SaaS valuation multiples are random, ranging from 5x to 40x
“I think that these multiples are just, like, really random. Cause they're just kind of like in SAS, I've seen anything from like a five X to like a 40 X, you know?”
Disclosure
Hua: Apptimize ramps sales reps for one quarter before full quota
“They're off their, they're on their ramp quota for the first quarter. And then after that, they're on a full quota.”
Insight
Hua: Churn is a lagging metric that creates false security
“And so we started tracking usage and different adoption metrics and that gave us way more leading indicators because turn is the ultimate lagging indicator where you're like, you feel safe just ignoring it for a long time because it doesn't come up until final…”
Prediction Not checkable as stated
Hua: Apptimize will be cash-flow positive by early 2019
“The target, it sounds like it's going to take like to the beginning of next year, then we'll be pretty cashflow positive.”
Assertion Not checkable as stated
Hua: Apptimize's average contract value exceeds $35,000 per year
“It's our ACB has gone up to a little more than 35 K now per year.”
Assertion Not checkable as stated
Hua: Apptimize's largest customers pay over $300,000 annually
“And, but our biggest customers are paying more than 300 K per year.”
Disclosure
Hua: Apptimize aims to close its first $1M deal next year
“Like for the next year, we do want to close a million dollar deal and stuff like that. And that'll, that's pretty aspirational for us right now. Cause it's like it's already in the pipeline basically. Right. So we know we'll have to close one of these deals fo…”
Assertion Not checkable as stated
Hua: Apptimize generates right around $500k monthly recurring revenue
“No, we're very close to like, we're right around there right now.”
Disclosure
Hua: Apptimize sets salesperson quota around $800K with 50/50 comp split
“I think right now most of them are on around an 800 K per year quota. And you know, it's like 50 50 basin bonus.”
Assertion Not checkable as stated
Hua: Apptimize annual revenue churn is under 10%
“And so our turn is sub
10% in terms of, like, not counting growth, and then our goal is.”
Assertion Not checkable as stated
Hua: Apptimize's annual revenue churn was over 20% last year
“I think it was, like, 20%
A little more than 20%, even, I'm remembering.”
Assertion Not checkable as stated
Hua: Self-serve customers generate roughly 15% of Apptimize revenue
“It's around 15% right now.”
Disclosure
Hua: Apptimize assumes 3-year LTV despite 9-year calculated retention
“Based on what we were measuring it, like we haven't had enough churn that it looked like it was lower than, you know, like nine years or something like it was on average. It was really weird. So we just assume three because that's what is standard. And we want…”
Disclosure
Hua took zero secondary liquidity during Apptimize's funding rounds
“No, it all goes to operations. I mean, I'm already, you know, fine from like my previous career and everything. I just want to make sure that our company's doing really well.”
Disclosure
Hua: Apptimize offers non-linear tier pricing as active users increase
“Yeah, we definitely don't just scale linearly. So the more they the more they add on monthly active users, the like more economical to get per monthly active user.”
Assertion Not checkable as stated
Hua: Apptimize has no single customer over 10% of revenue
“No, we're still pretty balanced in terms of like still having a bunch of like diversity in the customer set.”
Disclosure
Hua: Apptimize has six salespeople and six SDRs
“There's, oh, actually now there's six salespeople. There's also six SDRs.”
