Insight
Haaland: SDRs doing under 50 calls weekly will never hit quota
“I've talked to people who's doing 10 cold calls, ah, you know, a week, or 50, like, you're never gonna get to your target.”
Prediction Not checkable as stated
Haaland predicts SaaS valuation multiples will return to 8x-9x
“In this market, you would be insane not to honestly. So yeah, I do think we're going to bounce back to that level. Hopefully not in a too far distant future.”
Prediction Open · timeframe Jun 2024
Holland Expects Next Funding Round to Value SalesScreen North of $120M
“Right now you know, it's definitely going to be north of a hundred and twelve million, hundred and twenty million dollars.”
Assertion Not checkable as stated
Haaland: Enterprise SaaS SDRs need 58 prospects and 33 calls per meeting
“58 prospects added to a sequence was necessary to get a meeting an average. And also, you needed to do at least 33 cold call attempts to get a meeting.”
Assertion Not checkable as stated
Haaland: Startup SDRs require 70 to 90 calls per meeting
“We have tons of customers that it's more start-ups, and they have 70, 80, 90 calls. Ah, to get a meeting.”
Insight
Haaland: High-level ARR targets are useless unless translated into individual work
“It doesn't help to be constantly talking about, we need to break the ten million dollar AR, or we need to deliver on this objective, if people don't understand what that actually means in work for them.”
Insight
Haaland: Gamifying closed deals is just recognition; true gamification targets inputs.
“Once you're gamifying outcomes, like close to one, the one deal, Like, that's recognition. That's not gamification. You need to gamify the actions that people need to take consistently to get to the outcome. That's where you can actually change people's behavi…”
Insight
Haaland: Sales competitions should use raffles to engage core performers
“When you're running a competition, not only, you know, reward the top one, two, three performers, Try to make it into a lottery, for instance, so that every contribution counts, it gives you a ticket, and then you spin the wheel, or you know, do a raffle. Sudd…”
Insight
SaaS companies should leverage credit facilities during recessions to avoid dilution
“Well, I think it's a brilliant way to get access to capital during a recession. So if you have recurring revenue and it's fairly predictable, you can leverage, you know even your setup or a vessel to get either a credit line or some loan upfront so they can co…”
Assertion Not checkable as stated
SalesScreen conducted layoffs via back-to-back 1-on-1s in a single day
“Now, in our case, we did one-on-ones with everyone that was affected, and we did it back to back in one day.”
Disclosure
Holland Positions SalesScreen as a Counterbalance to AI Platforms Like Gong
“We're definitely a sales tool meaning, you know, that that's the people that we talk to, but I would say we're kind of like a counterbalance to a lot of the craze recently, you know, with the outreach and I think it was Gong announcing yet another, you know, G…”
Prediction Not checkable as stated
SalesScreen Surpassed $6M ARR and Projects $10M by End of 2021
“We're probably gonna end this year around 10. So I think if I'm gonna look at my book revenues right now, we're a bit north of six million dollars.”
Disclosure
SalesScreen Raised an Uncapped Convertible Note Ahead of Upcoming Growth Round
“And then we did a convertible note this year, just getting up to a bigger round. No, I was only on a discount on the next round.”
Prediction Partly held up
Haaland projects SalesScreen will reach $8 million in revenue in 2023.
“Just to set, like, sales screen in a bit of a context we should be around eight million dollars this year.”
Assertion Not checkable as stated
Haaland: SalesScreen customers pay an average of $2,500 per month
“Per month average right now it's 2500 dollars.”
Prediction Not checkable as stated
Haaland: SalesScreen bridge round will enable profitability within five months
“We did a small bridge and that is luckily for us sufficient to keep going sort of profitable within the next five months.”
Disclosure
VCs proactively offered founder secondary liquidity to win SalesScreen's deal
“I think we were one of the fortunate ones that got approached by quite a lot of VCs since we didn't raise anything prior to that date. And for them to kind of like sweeten the deal, they suggested that themselves.”
Assertion Contradicted
Haaland: SalesScreen is at around $8M in revenue
“Yeah, we're a little bit well, around eight million dollars.”
Disclosure
SalesScreen turned down an offer valuing the company at $120M
“Actually we were never valued at that level or actually we were, but we didn't accept that offer.”
Disclosure
SalesScreen Average Deal Size Reaches Approximately $24,000
“An average deal for us it sits around the 24 K today.”
Assertion Partly supported
SalesScreen Bootstrapped to $3M ARR Before Raising Outside Capital
“We actually bootstrapped all the way up to 20 18 and surpassed three million dollars in ARR as a bootstrap company, a hundred percent employee owned before we Took out outside money for the first time.”
Assertion Not checkable as stated
SalesScreen Paid Out Dividends to Shareholders at $2M ARR
“We passed two million dollars in AR and we were growing nicely. We had this amazing company culture and everyone was making, you know, good dollars. We're paying out dividends.”
Assertion Not checkable as stated
Oracle, Dell, and SAP Inbounded for SalesScreen's Technology Around 2017
“Oracle, Dell, SAP, like these companies were knocking on our door requesting like a quote and starting to talk with us. Interested in our gamification technology”
Disclosure
SalesScreen Raised Initial $2M in Equity Alongside $4M in Debt
“I raised like two million dollars just to have something to start with. And then since then I haven't really done any missions either. Just taken, I guess, total four million more in loan.”
