Latka Blog
26 Latka blog articles in Interview.
Owner.com's sales team had a gong, and in 2022 it was getting hit constantly — while 30% of new customers churned inside ninety days. Kyle Norton's fix started with making the growth number go down on purpose.
A newsletter with ten subscribers — “your mom and your siblings” — can earn money on beehiiv from day one. Tyler Denk explains the sequencing bet behind that trick, with the revenue numbers to show it worked.
For thirteen years, investors told Muck Rack CEO Gregory Galant he was an idiot for growing profitably instead of raising. Then the market flipped, and the $8-domain company took a $180 million round at $50 million ARR — on its own terms.
Numerator collected one of every 500 US grocery receipts and sold the picture to P&G, Coke and Nestlé. Dennis Moore walked through the $130M roll-up's mechanics in 2018 — three years before Kantar bought it for a reported $1.5 billion.
In November 2018, mParticle was earning $3 million a month from just 150 enterprise customers with 150% net revenue retention. Michael Katz explained the pricing meter behind it — and six years later, Rokt bought the company.
James Isilay knew nothing about B2B sales intelligence when he started Cognism. His answer at every revenue threshold up to $71M ARR was the same one he used on his first two bad hires — find someone who had already done it, and put them in the room.
Before Workboard, Deidre Paknad spent seven years turning around a company that raised $60M and shipped nothing. The second company grew to $6M revenue on a very different rule: never sell the tool before you've sold the alignment.
The swag industry fell 20–40% in 2020. Swag.com doubled — because Jeremy Parker had built remote-distribution infrastructure three years before anyone needed it. The whole story runs on curation: 300 SKUs, one perfect domain, under $4M raised.
Companies are supposed to slow down as they get bigger. UserTesting sped up — 25% growth at $60M, 40% at $85M — and Andy MacMillan explained exactly why on tape, days before announcing a $100M round into the teeth of a pandemic.
Three acquirers came knocking at once, a growth round was forming — and Chris Savage realized the company he'd rebuild after selling Wistia was Wistia. So he borrowed $17.3M, tendered his investors at 20x, and turned profit into the strategy.
The bravest decision in Salesloft's history wasn't a product launch — it was a shutdown. Kyle Porter cancelled a business doing $7M a year to bet everything on sales engagement, and the July 2019 tape explains exactly how the bet compounded.
Cloudbeds grew from $10M to $50M+ by consolidating the 18 systems a hotel runs on. The next act, Adam Harris explained on tape, is the money itself: payments, direct bookings at a sub-5% take, and a $87B intermediary-fee pool to raid.
Four founders, equal equity, a site launched in 14 days — and by month seven, $8M a month in revenue on a 2% take of $400M in NFT trading volume. Jack Lu's May 2022 interview is a time capsule of the fastest revenue ramp we've ever recorded.
Expensify broke every growth rule at once: a fake product that became real, a janitor-first sales motion, zero advertising, zero commissions — and it worked all the way through an IPO. The tape where Barrett explained it, and the decade of numbers since.
Search-as-an-API sounds like a product story. Algolia's growth was really an organizational bet: no support team, engineers facing customers directly, and a two-motion model where 300 enterprise accounts paid for everything else.
Sondre Rasch helped build Norway's social safety net, then noticed the internet's labor market didn't have one. By April 2023 SafetyWing was at a $24M run rate, doubling yearly — and Rasch disclosed his Series B valuation on the tape for the first time anywhere.
A services firm in Ghent built an iPad app for one client's trade-show booth and noticed every company had the same content chaos. Pieterjan Bouten turned that observation into $30M of ARR at 130% net retention — and explained the quota math on tape.
Three co-founders, $2.9M raised in 2013, and then nothing — just customer revenue compounding 100% a year until Webflow passed $14M ARR with 65 people. Vlad Magdalin's 2018 interview is the cleanest bootstrapper's blueprint in our archive, with a twist ending.
Jumio's a16z-backed first act ended in Chapter 11. Its second act was verifying 150,000 identities a day at 46% annual growth. Stephen Stuut walked through the machine — hybrid computer vision, prepay contracts, and a land-grab strategy — in July 2017.
Manny Medina managed Outreach by inputs — bookings per quarter, seats active daily, payback months — and let ARR take care of itself. The 2019 tape where he opened the machine, and where the machine went: $4.4B valuation, ~$300M revenue.
Scribd solved the hardest problem in consumer subscriptions — acquisition cost — by building the audience first and the business model second. Trip Adler explained the whole machine on tape at 500K subscribers; the million came right on schedule.
The question in this post's title was live when Sarah Bird sat down in 2019 — cash-flowing, growth slowing, PE circling. She answered it with unusual candor, and history answered it completely: Moz sold in 2021. Here's the machine that got bought.
Most founders dream of hitting $6 million in annual recurring revenue. Sid Bendre and his team at O’Leave didn’t just hit that… Read More…
Jake Mor was 14 years old when he wrote his first line of Objective-C code. Today (June 2025), at 28, his company… Read More…
A 28-year-old French founder just proved you don’t need VC money to build a $8M ARR SaaS company. Here’s exactly how David… Read More…
Salad pays gamers for idle GPU time, takes a 23% margin on rewards, and mined web3 protocols to solve the two-sided market problem. Bob Miles walked through the whole machine — mid-raise, at a $70M valuation, on a $5M run rate.
Sign up to access all features
Sign up with GoogleSign up with LinkedInAlready have an account? Log in
GetLatka is trusted by 200k+ founders, researchers, and marketers.
No contracts, cancel at any time
