Founders must prove contracted-to-live ARR conversion before fundraising
Justin Clements · $28M Series A at $100M Val: The Pest Control SaaS Nobody Saw Coming · May 27, 2026 · at 12:23
Justin Clements, co-founder of PestShare, explains how vertical SaaS startups with lease-embedded revenue must validate their Contracted ARR (CAR) conversion rates before raising institutional capital.
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“Being able to give yourself enough time before you actually start fundraising, build that talk track, to build the proof in the pudding ultimately, to say, here's our contracted revenue, this is ultimately how we're converting, this is our confidence in the conversion, and in that top line, what we feel like we are going to convert”
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More from Justin Clements
PestShare raised its $28M Series A at a $100M valuation
“Yeah, we said a hundred million dollar valuation. You're right on the nose.”
PestShare is the first on-demand residential pest control platform
“So we're a kind of first ever on demand pest control platform that's designed to give residents the tools directly in their hands to request pest control services.”
PestShare manages 300,000 doors across 2,000 customer logos
“I think we're at roughly about close to 2000, and then on doors under management, ultimately, where I think we're, we just breached over about 300,000 now.”
PestShare charges between $5 and $29 per door monthly
“So by door, ultimately, it ranges from anywhere from five dollar plans all the way up to a 29 dollar plan, and really the way that it works is it's very much, very similar to kind of a warranty basis, and so we have a coverage-based system, so we'll have certa…”