Latka Blog
246 articles on SaaS revenue, growth playbooks, and founder interviews from the Latka blog.
Brandwatch’s data backend is both its moat and its ceiling: 80 million sites crawled, roughly a thousand servers, and contracts that have to be worth $30,000 a year. Giles Palmer bought BuzzSumo to reach the customers that architecture locked out.
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.
Nathan Latka multiplied 130,000 customers by $250 a year on the call and got a $30M run rate. The harder number was the quarter of it that churns out annually — and the 24-month payback period Animoto uses to replace it.
Eighteen trillion dollars of US commercial payments still move by paper cheque. Jeremy Almond's answer is a subscription, not a transaction fee.
In February 2018, Raj De Datta would only put Bloomreach's revenue between $50M and $100M. The company itself later confirmed $150M ARR — here is the sourced record, reconciled against Latka's own database.
Nathan cited $9M in 2013 and $18M in 2014, then asked whether AppDirect had passed $100M. Daniel Saks would not say — but a $60M dataset row dated the same month as the interview, and a 49-person sales team, explain how the number got there.
Pete Catoe bootstrapped ECRS from $7,000 in 1989 to $30 million a year selling point of sale to grocers. Growth has been flat for two years, and he says that's how the business has always worked.
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.
Xactly's founder priced its IPO four dollars below what he wanted and sold to Vista two years later at double it. The reason he went public in the first place was the cap table.
Zinrelo is profitable on $2 million raised and growing 50% a year. Latka spends several minutes arguing that its new self-service tier is a mistake.
Three years, zero revenue, $100,000 in the bank — then Coralogix inverted the order of two verbs and went from a near-shutdown to $24M in run rate with net retention above 130%.
Nathan multiplied 185 customers by a $50,000 average contract and got $9 million. Cropin’s founder corrected him to $2.4 million — and the gap is the whole story of how agritech SaaS prices in India.
Every rival in flat-rate creative work resells freelancer time. Russ Perry put 470 of them on staff with benefits — and says the design was never the hard part.
Serge Barysiuk says PandaDoc delivers roughly 800 product updates to production a month across 40 teams. The CI pipeline is the part he sprints through; the flags, the rollout ladder and the packaged launch are the rest.
Vivek Sharma built a “logically correct” pricing model on square pixels of email real estate, then threw it out for the one event his code could actually see. That single axis carried $30,000 landings into seven-figure accounts.
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.
Coveo's CEO refused to give a revenue figure, then explained at length why the number the interviewer calculated for him was wrong — and what he measures instead.
In June 2017, Logz.io’s biggest competitor wasn’t a company — it was engineers installing free open source themselves. That same free software was Tomer Levy’s cheapest acquisition channel, and he was candid about what the trade cost him.
On tape in January 2023, Appbroda's Ashish Aggarwal declined to give a revenue figure. The $2M run rate got assembled anyway, out of three numbers he did give — and it is a slice of his customers' money, not a subscription line of his own.
Matt Ellison paid the proverbial dollar for a distressed British safety-software company that was being sued by its own largest customer. Eleven years later Evotix was at $17M ARR, growing 40% a year and six months from breakeven.
Neil Lustig joined Sailthru as CEO seven years after it was founded, doubled the average contract, and explains the retention arithmetic that holds a $48M business together.
The $130 million attached to SecurityScorecard is a forecast Aleksandr Yampolskiy gave three months before the year ended. The last figure in the record not flagged an estimate is $106 million, recorded October 2023.
Astronomer ended 2016 at a $600K annual run rate without a finished product — it billed $6K–$10K a month for access to its own engineers, then grew the accounts. Here is the arithmetic behind that first revenue year.
Jotform’s VP of enterprise operations would not confirm a revenue number on the Latka podcast. He explained everything else: two dozen in-house SEO people, video with a multi-year shelf life, and a free tier that closes the sale by itself.
ConvertKit — now Kit — reached $25M revenue with no funding by engineering flywheels: creator stories that generated photography that generated backlinks that generated search traffic. Nathan Barry explained every gear on tape, including the profit-sharing spreadsheet.
Nutrisense tripled to $3.3 million a month by selling glucose monitors it doesn't manufacture. The founder's answer on gross margin breaks the usual SaaS arithmetic in half.
Suresh Sambandam calls Kissflow a digital marketing company that happens to sell workflow software. At a $9M run rate, 99% of signups arrive without a salesperson.
Vendr can count how many products its customers buy in a category. In mature ones the number grows 25 to 30 per cent a year — which is the evidence behind Ariel Diaz's argument about speed.
A thousand customers at roughly $40,000 a year is $3.3 million a month — the same measurement two old GetLatka headlines each quoted in a different unit. Matt Straz explains why he never moved up-market.
In November 2018, Bynder founder Chris Hall told Latka the DAM company had gone from $19M ARR in January to roughly $4M a month in revenue. Here are the numbers as he actually gave them — including where GetLatka's own database gets the interview date and the CEO wrong.
Bruce Buchanan found his company inside his last one: airline checkout pages that doubled profitability when the right offer appeared after purchase. Rokt turned that thirty-second window into a $200M business — and explained its accounting more honestly than any founder we've taped.
Trulioo's Series D was $394 million, but only $150 million went into the business. CEO Steve Munford explains what a profitable identity company does with a round it doesn't need.
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.
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