Prediction certainty 3/5 debate potential 1/5

Tradeshift expects to cross $100 million ARR in 2018

Christian Lanng · 870 SaaS: $190m Raised, 150 Customers, $60m+ ARR for Supply Chain Management · Dec 11, 2017 · at 20:46

Christian Lanng is the CEO of cloud supply chain platform Tradeshift, discussing company revenue milestones with host Nathan Latka.

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“Probably next year.”

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More from Christian Lanng

Assertion Not checkable as stated
Tradeshift has never lost a customer after go-live
“We never, ever lost a customer that got on live.”
Christian Lanng Dec 11, 2017 ▶ 16:24 870 SaaS: $190m Raised, 150 Customers, $60m+ ARR for Supply Chain Management
Insight
B2B software success directly correlates with access to capital
“Look in B to B, capital is everything. You can literally draw a straight line between the best performing B to B public companies today and how much capital they have access to.”
Christian Lanng Dec 11, 2017 ▶ 9:13 870 SaaS: $190m Raised, 150 Customers, $60m+ ARR for Supply Chain Management
Insight
SaaS customer sentiment hits its absolute lowest point at go-live
“Every sales SaaS account goes through, like a value, it's almost like the hype cycle. In the beginning, you have the honeymoon, everybody's happy you've done the sale, and the lowest, absolute lowest point in that journey is go live. Because that's where all t…”
Christian Lanng Dec 11, 2017 ▶ 17:42 870 SaaS: $190m Raised, 150 Customers, $60m+ ARR for Supply Chain Management
Disclosure
Tradeshift charges enterprise buyers, keeping its platform free for suppliers
“So, I mean, in this industry, there's for many years been this idea that the supplier should pay for it, but it doesn't really make any sense. The suppliers are trying to get online. The suppliers are trying to do business. The buyers are the one that really g…”
Christian Lanng Dec 11, 2017 ▶ 2:48 870 SaaS: $190m Raised, 150 Customers, $60m+ ARR for Supply Chain Management
Insight
Change management costs enterprises more than the software itself
“And the reason that makes a ton of sense is for enterprise customer, the most expensive part is actually not the software. It's the change management.”
Christian Lanng Dec 11, 2017 ▶ 4:59 870 SaaS: $190m Raised, 150 Customers, $60m+ ARR for Supply Chain Management
Insight
Selling a $50K enterprise deal takes the same time as $500K
“What you find is it's the same sales cycle to sell 50 K to enterprise. This is to sell 500 K. The only difference is really how much revenue capture, right?”
Christian Lanng Dec 11, 2017 ▶ 7:42 870 SaaS: $190m Raised, 150 Customers, $60m+ ARR for Supply Chain Management
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