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Inflectra pays zero sales commissions, keeping all salespeople on salary
“But we have actually, and one thing, we have no sales commission. So everyone, even salespeople are all on salary, and everything is, is a team bonus that the company makes as a whole.”
Inflectra pays zero sales commissions, favoring salaries and company-wide quotas
“We don't we don't carry individual quotas. We have a company quota and we, everyone's paid salary. We don't do any commissions. That's one unique feature.”
Adam Sandman owns 100% of Inflectra with no employee equity pool
“No, actually none. It's there's no I'm sole owner.”
Adam Sandman: Spending under $5,000 monthly on an SEO agency is pointless
“And if you don't spend at least 5000 a month on SEO, it's not worth spending anything.”
No members of Inflectra's leadership team hold equity in the company
“I've got a leadership team, but, you know, no one has any equity.”
Sandman: Distributing private equity in bootstrapped companies creates major legal complications
“The problem with giving out stock when you're private and you're not, you know, investor backed is it's a lot of legal complications dealing with that, giving away private stock.”
Sandman: Inbound acquisition discussions valued Inflectra at 6x to 8x revenue
“We, honestly, we haven't got to a firm firm offer. So they're all talking, you know, six X, eight X, I would say, but we hadn't.”
Sandman: Inflectra plans phantom stock for employees upon receiving acquisition offer
“We will do that when we, if we, once we start yeah, the plan is once we get near an offer, an actual offer, we would do that. Exactly. That's exactly right. We do a phantom stock plan.”
Sandman: Inflectra's revenue is currently just under $10 million
“So it's our revenue right now is just under ten million.”
Sandman: Small companies should build partner channels for off-balance-sheet sales
“And this is something I would recommend anyone look at doing as a small company where you don't have a huge sales force launching a partner channel where you can bring in an off, they call it off sheet balance, off balance sheet sales folks is really important…”
Validate keyword intent via paid AdWords before writing organic SEO content
“So, first of all, I would recommend what we did is do AdWords, do paid search, find which keywords you rank for, find the competitiveness of those keywords on paid search, and then translate them over to content writing in organic, in the SEO search.”
Sandman: B2B companies must write in-house content alongside SEO agencies
“The problem with an SEO vendor, especially in B to B is they don't know your industry as well as you do. So they're not going to write such good content potentially, but you can write good content. You don't know what to write, where to write, where to structu…”
Breaking the first $1 million in revenue is the hardest founder milestone
“I say the hardest thing is to break the first million. I think then five is probably the next, but it's that, that I think that breaking the one million mark is the hardest of all, because I think what happens is you have to change everything you're doing.”
Inflectra would consider strategic acquisition offers between $50 million and $100 million
“I think at this point, probably 50 to a hundred million, something that, you know, we'd, we'd want to be the point where this was going to be, they're going to help take us to the next level as a company that we can't do ourselves.”
Sandman: Inflectra's Top Clients Remain Defense, Aerospace, and Supply Chain Firms
“That is definitely still the case. A lot of bio companies, I think to add it into the mix but definitely a lot of aerospace, when I see a defense, a lot of aerospace companies, but also maritime and large platform companies are making big hardware As well as c…”
Sandman: Inflectra grew 25% year-over-year, missing its 30% target
“It's been about a year, a period of a period, about 25%, so we would hope to be actually higher about, I think, 30, 35%, I may have said. So it's been a little bit lower than we'd, we'd hoped.”
Sandman: Inflectra sales cycles lengthened by 30-60 days due to compliance
“Typically our sales cycle is 60 to 90 days. A lot of deals are taking 30 to 60 days longer than that. And mostly it's not in the buyers. It's the procurement. It's the legal and the compliance. A lot of those stages are taking just incredible amounts of time.”
Inflectra customers who pass year one stay five to six years
“We find that customers after the first year will stay with us for five to six years, but if the first one or two years are rocky, they'll leave.”
Inflectra's Top Defense Clients Pay Several Hundred Thousand Dollars Annually
“So the largest defense type companies are probably paying, I have to get the numbers, it's somewhere in the I guess if you look across all their buying points, a couple of 100,000 dollars a year, that will be, and then mostly the large defense companies or aer…”
Sandman: Inflectra Operates Between 0% and 10% Profit Margin
“Depending on the year, zero to 10. Zero to 10%. Some years will be closer to breakeven.”
Inflectra's enterprise customer base includes Northrop Grumman and Lockheed Martin
“Customers from large defense contractors you probably don't know the names, large supply chain companies banks, insurance companies people like Cincinnati Insurance people like Northrop Grumman, Lockheed Martin, healthcare systems, hospitals supply chain, food…”
Sandman: Inflectra's average deal size is about $10,000 per year
“The average deal size is about 10,000 a year.”
Sandman: Inflectra's 2021 revenue was 60% cloud and 40% on-premise
“Total revenue was 60% cloud for 40% on-prem.”