The Ledger
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Half of Smartsheet Expansion Revenue Occurs Without Human Sales Reps
“There's also half of our expansion that happens without a human being being involved.”
Smartsheet Serves 65,000 Paying Brands Averaging $1,000 in ARR
“We serve about 65,000 distinct brands today on a paid basis. On average, each one of those, Nathan, provide about a thousand bucks a year ARR, but the diversity is huge. It goes all the way from 200 bucks a year to 1.65 million a year.”
Smartsheet Is an $80M ARR Business Growing Over 60% Annually
“We're about an eighty million dollar business today on a deal basis, and we're a super grower in the last, our category over the last five years is north of, well north of 60% a year.”
Mader Predicts Smartsheet Will Hit $100M ARR by Mid-2017
“So we're going to hit triple digit ARR here come mid year in 2017.”
Mader: Blended Averages for CAC and LTV Lead to Destructive Spending
“I see too many businesses look at averages and averages can either completely turn you upside down or completely leave you under investing. So we never look at the average. We always look at the discreet item markets.”
Mader: Businesses Must Assign Fully Loaded CAC to SEO Content Campaigns
“Very often people say, is there, you can only assign CAC to something on which you're spending money, like an advertising campaign, but you should also do the same thing on your SEO campaigns. Who's actually writing the content.”
60% of Smartsheet's New ARR Comes From Unassisted Sales
“Customers, 60% of our new AR that comes in is unassisted in nature. That means a human being is not speaking with the prospect.”
Smartsheet's $80M ARR Exceeds Its $70M Total Capital Raised
“So far, it's one of the more efficient, if not one of the most efficient SaaS companies out there, where we've raised 70, we still have a lot on the balance sheet, and we have ARR that exceeds the total amount raised.”
Smartsheet Adds Tens of Millions in ARR Burning Low Single Digits
“No, our investment model right now is not, but you know, we're adding tens of millions of ARR a year burning low single digits.”
Smartsheet Generates Over 1,000 Product Trials per Month
“We get well north of a thousand trials a month and it is really distributed Nathan across across SEO partner marketplaces like the office three 65 ecosystem, Google apps marketplace or G suite marketplace.”
Smartsheet Annual Unit Churn Is Under 1% for Accounts Over $5K
“We really report on the customers who are engaged with us in sort of an over 5000 dollar a year ARR, which is not a particularly high number, and that unit churn is less than one percent on a unit basis.”
Smartsheet Retains Most of Its $35M Spring 2014 Funding Round
“We raised 35 in the spring of 2014 and it's fueled as well. We still have most of that on the balance sheet and just have been a very efficient growth company over the last couple of years.”