The Ledger
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Chasing features over initial onboarding harms B2B software products
“If you have a B to B application, you start accumulating surface area in the product, you start fielding requests for new functionality that your customers want or your prospects want. And it's very tempting to, you know, follow the latest bright, shiny object…”
Pearce: LiquidPlanner's primary competitor remains Microsoft Project
“It's still Microsoft Project, ironically.”
LiquidPlanner average ACV is around $10,000
“It's, I mean, it's still around that, that amount, I would say.”
Almost half of new LiquidPlanner signups are complex engineering firms
“Yeah, I would say last month it was Probably in the 40 to 50% ballpark.”
LiquidPlanner customer count remains steady at roughly 1,800 organizations
“Yeah, we're still around that mark because we're kind of, you know, we're starting to see more customers with more users as the functionality improves you know, we kind of see the smaller ones maybe going to task management solutions versus You know, really in…”
Paid channels generate 40% to 45% of LiquidPlanner leads
“I would say about 40, 40 to 45% of our leads are paid, you know, direct paid leads where we're working in different paid channels and then the rest are all organic.”
LiquidPlanner customer acquisition payback period exceeds 12 months
“We're probably a little past the first year.”
LiquidPlanner cuts paid spend by 25% while maintaining lead volume
“We actually cut our spend by 25% and kept our lead volume the same or better.”
LiquidPlanner enterprise CAC ranges between $7,500 and $15,000
“So I would say, you know, between. 7515 thousand.”
LiquidPlanner enterprise cohort retains approximately 100% net revenue
“I would say in, in the target customer set that we're going up to, after we're about a hundred percent net retention.”
Pearce: LiquidPlanner Generated Around $7M in 2015 Revenue
“I think we were just I should know this number off the top of my head. Just around seven.”
Pearce: LiquidPlanner Has Multiple Six-Figure ARR Customers
“We now have, you know, many customers that are above six figures in annual recurring revenue.”
Pearce: LiquidPlanner has not achieved net negative revenue churn
“Not yet. You know, we're still selling to the SMB and there's a lot of froth in the SMB market.”
Pearce: LiquidPlanner is approaching cash flow break-even while growing
“No, we're getting close to a cash flow break even, which is a great place to be, and you know, we're still growing, so.”
Pearce: LiquidPlanner is pacing toward a $10M run rate in 2016
“So we're on track for you know, a ten million dollar run rate, which I think is, is a big milestone for us.”
Pearce: LiquidPlanner Raised $3M Angel Round and $10M Series B
“We raised about a three million dollar angel run that lasted us five years, and then we raised a series B about two years ago for ten million.”
Pearce Raised LiquidPlanner's $10M Series B; Former CEO Raised Angel
“I raised a series B, so I raised the ten million, and then the former CEO raised the angel round.”
Pearce: LiquidPlanner Historically Generated Under $10K ARR Per Customer
“We've had kind of a transactional business for the most part, sub-ten K annual recurring revenue per customer.”