The Ledger
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Domartini: Over-indexing on customer centricity risks turning SaaS companies into system integrators
“By becoming customer centric, we are moving, to my liking at least, way too much as a solution integrator, system integrator type of company.”
A VC investor demanded an exit one year after funding Cleeng
“One of the investors, the one that came in actually in 18 we are facing a few challenges in in 19, and they tell us, look guys we'd like to do an exit at the time where we started to spend like crazy.”
Relying on investors creates the wrong organizational behavior
“I don't want anymore to rely on investors because it creates the wrong behavior as you build your organization.”
Raising venture capital almost killed Cleeng
“How the fundraising almost killed us. That's literally what happened at that moment. We raised money. We were super happy, but actually it turned out not to be the best best choice in our life.”
Cleeng secures over $1 million ARR per customer with per-user pricing
“So even though we work still on a pair user basis, since we go after clients with potentially millions of users, you end up with an AR of a million or more with certain clients.”
Domartini: Bureaucracy starts slowing down decisions at just 100 employees
“So very important to I think resist the temptation of a form of bureaucratic model as you grow, and again, hundred employees, not like Microsoft size, but it already starts to wait on, on our capacity to decide effectively.”
The COVID-19 pandemic saved Cleeng despite early fears
“How COVID actually saved us. So in the early days of COVID, we were very scared, but actually it turned out to be more of a positive.”
Domartini: Cleeng restructured pricing by benchmarking Salesforce, Looker, and AWS
“Large part of the reorganization on pricing is when we signed the Looker, when we signed the Salesforce. You know, you really go deep as a CEO to understand, okay, but why Salesforce is building like this? Why Looker is building like this? Why AWS is being lik…”
Cleeng manages 35 million accounts and $500M in gross billing
“We manage about thirty-five million accounts, half a billion in gross billing, so we became quite, ah, sizable nowadays.”
Domartini: Cleeng Has 120% to 130% Net Dollar Retention
“From a net dollar retention. We are a 120, 130%.”