The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 11 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
East: Per-seat licensing hurts the value of enterprise data platforms
“To me, the license model for that type of system just really doesn't make sense because it really hurts the value proposition. I want as many people as possible. Inside the enterprise using our reporting for decision making, because it really drives better val…”
East: Relying on word-of-mouth was MSIGHTS's biggest growth mistake
“If I had to kind of name a big mistake that I've made over the last three years was not being more aggressive on the sales and marketing side and investing too much on word of mouth.”
East: MSIGHTS revenue splits 50-50 between SaaS licenses and professional services
“We have recurring platform license, which is about 50% of our overall revenue, and then we also have recurring PS revenue, which is the balance of the 50%.”
East: MSIGHTS is fully bootstrapped, having never raised outside capital
“No, I still haven't raised capital.”
East: MSIGHTS loses at most one client per year to churn
“But on churn, we maybe lose a client a year, if that much.”
East: MSIGHTS achieves 80% software margins and 70% services margins
“So generally speaking on the platform side, we have an 80 plus percent gross margin on platform. And then on professional services, we're 70”
East: MSIGHTS enterprise CAC reaches $25k for six-figure deals
“Our CAC, when we're looking at kind of lower price point clients, our CAC can be anywhere between a thousand to 5000 dollars for acquisition for a lower end client, but when you start getting up to enterprise, I mean, you can get 25,000 dollars on the CAC, and…”
East: MSIGHTS averages $250k annual revenue per enterprise client
“Our average revenue is about 250,000 dollars per per client. And that actually, we have clients that are on the lower scale paying 30,000 a year, and we have clients that are paying us over, over a million a year.”
Scott East: MSIGHTS reached $3.5M ARR in 2017
“Last month, I mean, we were running about three and a half million for ARR as of last month.”
East uses his book 'The Cuttlefish Marketer' purely for business development
“I think I've given away more copies than I've sold, but because I really use it more as a business development tool. I think the only person that really bought one so far may be my mom and my dad, and I forced them to buy it, but no, it's, I think we've sold a…”