Scott East

CEO & Founder, MSIGHTS · 1 appearance on the record.

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founderexecutiveauthoroperatormsights.com ↗

In 2004, East founded MSIGHTS, a marketing data operations and analytics platform that automates performance reporting and data governance for enterprise marketing teams. Prior to founding MSIGHTS, he worked across ad agencies, telecom, and AOL, and co-authored the book The Cuttlefish Marketer.

12statements → 7claims → 0claims resolved → 3.67/5average certainty → 1.42/5average debate potential →

7 not checkable as stated how the 7 claims stand · each chip opens the sources

7 assertions · 1 opinion · 2 insights · 2 disclosures · every statement was checked. The predictions and assertions are the 7 claims: statements the public record can support or contradict. 0 are resolved, and 7 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 Scott argues and how the claims held up. Everything they said, and everything said about them, is in the tabs below.

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 Scott East on measured tape to publish a rate. This says nothing about how they speak.

What they said12 Episodes1

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

Insight

East: Per-seat licensing hurts the value of enterprise data platforms

“To me, the license model for that type of system just really doesn't make sense because it really hurts the value proposition. I want as many people as possible. Inside the enterprise using our reporting for decision making, because it really drives better val…”

Scott East Nov 6, 2017 ▶ 5:49 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Assertion Not checkable as stated

East: MSIGHTS revenue splits 50-50 between SaaS licenses and professional services

“We have recurring platform license, which is about 50% of our overall revenue, and then we also have recurring PS revenue, which is the balance of the 50%.”

Scott East Nov 6, 2017 ▶ 7:24 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Opinion

East: Relying on word-of-mouth was MSIGHTS's biggest growth mistake

“If I had to kind of name a big mistake that I've made over the last three years was not being more aggressive on the sales and marketing side and investing too much on word of mouth.”

Scott East Nov 6, 2017 ▶ 16:14 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Insight

East: Future-oriented 'pull goals' are more sustainable than 'push goals'

“I think a pull goal is one of those things where you look a lot more in the future and you pull yourself up rather than using push, which I think depends too much on how energetic you are and focused you are.”

Scott East Nov 6, 2017 ▶ 19:18 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Assertion Not checkable as stated

East: MSIGHTS averages $250k annual revenue per enterprise client

“Our average revenue is about 250,000 dollars per per client. And that actually, we have clients that are on the lower scale paying 30,000 a year, and we have clients that are paying us over, over a million a year.”

Scott East Nov 6, 2017 ▶ 8:22 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Assertion Not checkable as stated

East: MSIGHTS serves fewer than 20 total enterprise clients

“I mean, it's less than 20 clients.”

Scott East Nov 6, 2017 ▶ 13:04 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Assertion Not checkable as stated

East: MSIGHTS loses at most one client per year to churn

“But on churn, we maybe lose a client a year, if that much.”

Scott East Nov 6, 2017 ▶ 13:13 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Disclosure

East: MSIGHTS is fully bootstrapped, having never raised outside capital

“No, I still haven't raised capital.”

Scott East Nov 6, 2017 ▶ 13:53 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Assertion Not checkable as stated

East: MSIGHTS achieves 80% software margins and 70% services margins

“So generally speaking on the platform side, we have an 80 plus percent gross margin on platform. And then on professional services, we're 70”

Scott East Nov 6, 2017 ▶ 14:20 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Assertion Not checkable as stated

Scott East: MSIGHTS reached $3.5M ARR in 2017

“Last month, I mean, we were running about three and a half million for ARR as of last month.”

Scott East Nov 6, 2017 ▶ 15:06 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Assertion Not checkable as stated

East: MSIGHTS enterprise CAC reaches $25k for six-figure deals

“Our CAC, when we're looking at kind of lower price point clients, our CAC can be anywhere between a thousand to 5000 dollars for acquisition for a lower end client, but when you start getting up to enterprise, I mean, you can get 25,000 dollars on the CAC, and…”

Scott East Nov 6, 2017 ▶ 15:32 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Disclosure

East uses his book 'The Cuttlefish Marketer' purely for business development

“I think I've given away more copies than I've sold, but because I really use it more as a business development tool. I think the only person that really bought one so far may be my mom and my dad, and I forced them to buy it, but no, it's, I think we've sold a…”

Scott East Nov 6, 2017 ▶ 3:54 835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together

Appearances (1)

Episode	Date	Speaking time
835: $3m+ in Revenue, How to make a SaaS and Professional Service Model Work Together	Nov 6, 2017	11m

Scott East

The record, in short

How they sound: not measured why? →

Appearances (1)

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