DiscoverOrg's aggregate net revenue retention across all tiers approaches 100%
Henry Schuck · 1517 How $165M ARR DiscoverOrg Sales Operation Works · Sep 19, 2019 · at 16:40
DiscoverOrg CEO Henry Schuck discusses blended net revenue retention and the impact of SMB churn with Nathan Latka.
0:00 / 0:01exact quote · 1.9s
720p mp4 · rendered on demand · StarZero watermark
“It's close to a hundred.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Henry Schuck
A first-day IPO stock pop is not a sign of bad pricing
“Yeah, there's gonna, you're gonna read articles that say, like, oh, the pop on day one, like, that just means you, like, did a bad job of pricing your IPO. It's not really true. Like, we had the best advisors, the best people around the table on this. You don'…”
Half of private equity firms misrepresent their founder-friendly approach
“Because you meet all these guys and they're like, oh, it's just like a marriage. We're going to be partners. You know, we like to let entrepreneurs run their businesses. And like half of them are telling the truth and half of them are not. The half that are no…”
Prospective 2012 buyers cut DiscoverOrg's acquisition offer in half after diligence
“These guys retraded me right at the end. They said, oh, come down to San Francisco, have lunch with us. So I came down to San Francisco, and they were like, yeah, you know, there's some things in diligence we didn't like, and so we're gonna cut the deal in hal…”
The DOJ held RainKing's antitrust review to the final decision deadline
“When we made the acquisition of Rain King, we actually, you have to get antitrust approval. And so we went, and the regular, the regulators didn't love the ranking acquisition because they felt very similar, two very similar companies, and so we actually went …”
Passing on ZoomInfo at $240M was right because the company wasn't ready
“A year earlier, I had an opportunity to buy Zoom Info for two hundred and forty million dollars and I passed. And that might feel like a bad decision. Like, oh, that was dumb. He had to pay eight hundred million dollars one year later. It wasn't a bad decision…”
Selling majority equity reduced pressure and improved Henry Schuck's operational execution
“I sort of viewed the first transaction like an exit. And then once that happened, it took a lot of sort of day to day pressure off of my shoulders. And so I could operate in a better way because it wasn't like all of my money in the company. It was like we wer…”