Insight
Ferber: Customer success should handle upselling while sales focuses on acquisition
“And customer success, by the way, customer success for me is, ah, they are the guys that upsell. So again, going back to that example, you have a product, you partner with another company to, ah, add their product to your offer, offering. Who does that? In my …”
Disclosure
Ferber: Britech Global's Brazil venture debt carries an 18% annual interest rate
“It's like it's like 18% a year.”
Insight
Ferber: Expanding products within the same ICP enables cheaper upselling and higher retention
“When you go to the next product, very important if you stay in the same ideal customer profile. Because it's, it will be easier to sell to the same client than to acquire a new client. It's always this. So staying in the same customer ideal customer profile It…”
Insight
Ferber: Cross-product data consumption creates customer lock-in and mitigates SaaS churn
“When you have multiple products, The same client, using your multiple products, you're, you start locking up your clients. So, usually one product consumes data from another product, and this creates a lockup and it's great for, mitigate your churn”
Insight
Partner before acquiring to validate SaaS product fit without upfront capital
“So, the advantage of the, of doing this way is that you don't need money to acquire these guys as when you buy the company you have to, of course use money, but if you partner now and buy later, you can experiment if that product really has a market fit with y…”
Insight
Ferber: Domain-specific CS segmentation dramatically reduces vertical SaaS churn
“In my opinion, too, if you are a vertical B to B, you must have segmentation in your customer support and your customer success teams. This is going to, so your, both teams will need to have domain expertise on what you do. So, If they talk the same language o…”
Insight
Ferber: Selling to Other Internal Departments Still Counts as the Same ICP
“When I say ICP, It can be a different persona inside the same company, ah, but not the same user.”
Disclosure
Ferber: Britech Sold 34% Equity in Early 2015 VC Round
“I don't know these numbers on my mind. So you make, you can make the calculations, but it was like you, so just to make, make easier, they got like a 34% of our equity with them.”
Disclosure
Ferber: Britech targets an 8x ARR valuation multiple
“We are targeting eight times. Eight times ARR”
Disclosure
Ferber: Britech plans to double annually through 70% organic growth plus M&A
“Keep, keep growing organically, 70% per year and add like 30, 35% for inorganic growth. So the idea is to double the business every year from now on.”
Disclosure
Ferber: Britek operates at 110% to 120% Net Dollar Retention
“In our case, we are working in a range between one 10 to one 20%.”
Disclosure
Ferber: Britek's expansion revenue rose from 27% to two-thirds of growth
“If you take a look at, for example 2019, 27% of the growth came from the customer base. If you take a look at 2020, 30% came from the customer base. And if you take a look at 2021, Two-thirds of the growth came from the customer base. Only one, one-third came …”
Assertion Not checkable as stated
Ferber: Britech Serves Over 350 Customers
“Over. Three 50.”
Assertion Not checkable as stated
Ferber: Britech Achieved 70% Year-Over-Year ARR Growth
“70%.”
Assertion Not checkable as stated
Britech Averages 20% Upsells From Existing Customer Base
“Yes, we have like on average, 20% upsells in the base, and the rest comes from new clients.”
Disclosure
Britech Prices by Use Cases and Portfolios Instead of Per Seat
“We are not a drive it by number of users or seats. We are drive it by number of use cases. And number of portfolios, investment portfolios, our clients control with our technology.”
Assertion Not checkable as stated
Britech ACV Ranges From $5K to $300K With a $28K Average
“So I told you we have like 28,000 dollars as our ACV on average, but of course we have guys paying us like what I have the numbers in Brazilian race. So like 5000 per year up to what? Let me see. Like to 300,000 per year.”
Assertion Not checkable as stated
Ferber: Britech Achieved 20-Fold Revenue Growth in Six Years
“It's like a 20 fold revenue growth in six years.”
Disclosure
Ferber: Britech Acquired First Two Businesses for Combined $600K
“Like in dollars, it was like 600,000 dollars. Both.”
Disclosure
Ferber: Britech Global is seeking to raise $50 million
“Fifty million dollars.”
Disclosure
Ferber: Britech's $50M round will have zero secondary sales
“No, no secondary. So it's just it's just for acquisition.”
Prediction Didn’t hold up
Ferber: Britech expects to close its third acquisition in October 2021
“So we are running by the way, we are running our third acquisition at this moment. We expect to have the closing early October”
Disclosure
Ferber: Britech Global Reinvests 40% of Revenue into Growth
“So we have like a, 40% of the revenues being invested in growth.”
Assertion Not checkable as stated
Ferber: Britech Global's Sales Payback Period Is Under Eight Months
“So payback is less than eight months.”
