Host Analytics CEO Dave Kellogg discusses the enterprise performance management market and the pace of cloud adoption.
Insight
EPM software seat counts depend on centralization philosophy, not company size
“Corporate finance departments don't actually scale that much with the size of a company, and the number of users of our kind of software actually varies much more with the corporation's centralization philosophy. So some big companies are super centralized, an…”
Insight
Startups can hit $1M ARR with bad ideas, but rarely $10M
“You can get to one million with a bad idea. It's hard to get to 10 with a bad idea, right? So, so it's kind of a rite of passage to say there's a lot of risks taken out of it. If you can, you know, get to order a magnitude ten million in ARR there's a lot of r…”
Assertion Not checkable as stated
Host Analytics won CFO deals using 75-cent 'I heart EBITDA' stickers
“And we've won business literally for the cost of a 75 cent sticker. I met a CFO of a public company in a restaurant. One of my guys met a CFO of a public company in a bar. People just come up and start talking to you and wow, 75 cents.”
Insight
Discounting multi-year prepays below your churn rate creates a win-win
“If you're giving a discount smaller than your churn rate for a multi-year prepay, everybody wins.”
Assertion Not checkable as stated
Finance departments lag sales by 10 to 15 years in cloud adoption
“Like the finance department is like 10 to 15 years behind sales in adoption. If you take the two endpoints, right, sales was the first department to go cloud, and finance is really the last department to go cloud.”
Assertion Not checkable as stated
Host Analytics had roughly $10M ARR when Dave Kellogg joined
“So, so I think it was, let's just say plus or -10 in ARR.”