TeamSnap Revenue: $35.6M ARR in 2020 — How Dave DuPont Held It Flat Through COVID

TeamSnap reached $35.6 million in annual recurring revenue in August 2020, according to its GetLatka profile — barely above the $35 million it recorded in June 2019. Co-founder and CEO Dave DuPont called that flat line a win. "We expect our revenue this year to be the same as last year," he told Latka in 2020, months after COVID had shut down organized sports — the very activity his software exists to coordinate. "Given everything that's going on in the sports world, I count that as a victory." Within a year he'd be handing the CEO seat to a new owner's pick.

TeamSnap revenue, year by year

TeamSnap doesn't publish revenue, and DuPont told Latka on tape that the company doesn't "usually talk about" it. What exists on the record is the handful of figures GetLatka has logged from his interviews:

The profile also lists 270,000 customers at a $132 average ACV — multiply those and you get $35.64M, so GetLatka's own arithmetic closes on the 2020 number.

The 45% growth claim — and why the recorded numbers don't back it

Here is where this story needs an honest audit, because an earlier version of this article got it wrong. On the tape, DuPont says growth "has been 45 percent per year since we last talked" — referring to his prior Latka appearance in 2017 — "in users and revenue." Taken as a revenue claim, that cannot be right: $33 million in September 2017 to $35 million in June 2019 is under 3 percent a year, and GetLatka's own rows say so. Read it as a user-growth figure and it becomes plausible — DuPont cited 5 million monthly active users and 1.5 million daily actives in the same conversation, and the show intro put nearly 20 million total users on the platform. The most defensible reading: users compounded fast after 2017, revenue did not, and the two got compressed into one sentence on a live show. We flag it rather than repeat it.

How TeamSnap actually makes money

The old version of this post also contradicted itself on the business model — freemium in one section, a 21-day free trial in the next. The tape resolves it: they're the same funnel. New teams get the premium product free for 21 days, DuPont explained, and there's no hard stop at the end — "it's pay us if you want to continue to use the premium features," with a free tier below it for everyone who doesn't. About 30 percent of trials convert to paid, a rate DuPont said had held "consistent for a decade." Note what that 30 percent measures: conversion from an active premium trial, not from the whole free user base — a distinction the earlier article blurred into an implausible-sounding freemium stat.

Team plans ran $10 to $20 a month for the entire team in 2020, typically paid by a coach or manager, with a pricier tier for rosters over 30 players. But DuPont was explicit that the team product was no longer the main event: "increasingly we're selling TeamSnap to the club or league," where the organization pays for every team at once and buys registration and scheduling on top. That's a classic B2B sales motion — about 15 quota-carrying reps in 2020, spanning club-and-league sales plus a newer team selling advertising and commerce deals to brands. On acquisition cost, DuPont's metric was time, not dollars: CAC on the self-serve side paid back in six to seven months. Host Nathan Latka converted that to $60–80 per paying customer on air; DuPont went along with it, but that dollar range is the host's arithmetic off the price band, not a figure the CEO volunteered.

March 2020: modeling a 50% collapse, furloughing half the company

DuPont's COVID account is the most specific part of the tape. In March 2020 the company assumed the business would fall roughly 50 percent through the summer, then claw back to 70 percent participation by fall. Around March 13 he concluded cuts were unavoidable; he "grieved over the weekend," put the plan to his executive team on Monday the 16th, and nine days later TeamSnap furloughed about half its staff — roughly 80 people. "That was one of the worst days of my life," he told Latka.

The downside case never fully arrived. The actual initial hit was "about a third," DuPont said, and usage climbed from there — member organizations kept paying to run online workouts and stay in touch even with games cancelled. By the time of the interview TeamSnap had brought back about 15 of the furloughed staff and was running with a little over 80 people, about a third of them engineers — down from the 150 employees GetLatka recorded in 2017. He'd raised $48 million to date, he said in round figures; the profile logs $47.6 million across seven rounds, the last a $25 million Series C in 2017.

What happened after the tape

The flat-through-COVID story had a second act DuPont didn't stick around to run. On April 14, 2021, Chicago private-equity firm Waud Capital Partners announced a growth investment that gave it majority ownership of TeamSnap. Peter Frintzilas — previously of Intralinks — came in as CEO, with Waud's Andrew Rueff as executive chairman, and DuPont stepped back from the top job at the company he'd led since 2009. In December 2023, under Frintzilas, TeamSnap acquired MOJO Sports, the youth-sports video and coaching platform founded by former Disney executive Ben Sherwood.

A note on dates

GetLatka's database stamps this interview July 31, 2015. That is wrong on its face: the tape discusses COVID shutdowns, a March 2020 furlough, and a $48 million funding total that wasn't reached until after the 2017 Series C. Internal evidence — furloughs in late March, sports "coming back," a fall season still ahead — places the conversation in mid-2020, and we've attributed every figure accordingly. Where this article says DuPont "told Latka," the year is 2020 unless stated otherwise.