Two-thirds of Acuant's sales force carry a direct quota
Jose Caldera · Why Acuant Sold to Private Equity, New CEO Vision for Identity Space Targets 50% yoy Growth · Feb 10, 2021 · at 11:35
Acuant executive Jose Caldera describes the sales force structure and quota assignments at Acuant.
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“Two thirds of our sales force probably carry a quota.”
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Acuant generates 60% to 70% of total revenue from SaaS
“Oh, it's mostly SAS. I would say, you know, somewhere around 60, 70% is SAS business.”
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“A small fintech, for example, could go from, I don't know 10 to 15,000 dollars a year, right? And a large enterprise could be multi-million dollars.”
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“Depending on the sort of the tolerance of risk of the use case, we probably are talking about, you know, somewhere between a dollar per user to, if you go all the way to transaction monitoring and so forth over time, you're probably talking about two and a hal…”
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“Percentage wise, I think we're looking somewhere between 40 and 50.”
OEM partnerships drive a substantial portion of Acuant's revenue
“And we're talking very large partners that take an OEM, our technology, and then they sell it all over the world. And that is a very substantial part of our business in terms of how we sell through, through partners.”
Acuant sells AML directly but routes document verification through OEMs
“So in general, for example, if we're talking anti-money laundering, transaction monitoring, prior anti-money laundering, we usually go direct. And, but if we are selling our document verification and biometrics and I can detail identities concepts, those are b…”