How Clientpoint CEO Andy Jedynak grew Clientpoint to $6.3M revenue and 5K customers in 2024.

hey folks my guest today is andy gennak he's a seasoned venture-backed hydro ceo has led a number of digital media sas iot mobile and app businesses he currently serves as president and ceo of client point a top-rated global sas platform in past lives he's played european pro basketball on produce television for nbc andy ready to take us to the top absolutely nathan good to see you again good to see you you have to tease us here with this nbc thing what was your favorite show that you worked on well i actually worked on a show called money matters which was fantastic because my uh set designer won a an emmy for design and my producer won an emmy for the show open which is the thing that happens in the first 20 seconds of the show so my team did really well with that and that so that makes it my favorite that's amazing okay so how do you get into client point and what is client point doing for customers today oh absolutely and client point's really interesting uh in the sense that we have a totally different view of how we do uh sas most solutions out there solve a problem e-sign video conferences document sharing calendar scheduling we don't look at ourselves as a solution to solve a problem we look at ourselves as a solution to help enable relationships we call ourselves a business relationship enablement tool and everything a relationship needs online today especially in this remote covered world happens all in one place called a client point so you meet with someone at one link you chat there you schedule meetings you share documents you e-sign anything you want to do happens at one link between you and whoever you're doing business with interesting okay so that's what you're doing now what are customers paying on average per month or per year to use your tool yeah on average it goes across the board if you look at um you know from the very very biggest of every small list uh it's probably an average about 75 dollars per user per month okay so that's consistent since 2018. no no real arpu expansion there yeah we we i think what's happened is actually our rates have gone way way up but also our largest customers have grown many many many times over and so the bigger you get the cheaper it is the price per seat so it stayed about the same as it was four years ago on average across the board i see can i don't obviously name the customer but what's the largest customer pay you today oh we are well i don't talk about our specific numbers but i'll say it's i'll say it's it's better than some figures okay i was going to say you know some of these public traded sas coming it's just amazing you see that you know 100 customers paying a million dollar per year but you've got at least one paying seven figures which is great yeah we do we do and it's broken up it's interesting our tool our solution we're really alone out there uh there's no one doing exactly what we do and when you look at all of our customers one third of our revenues are enterprise one-third of our revenues are our mid-market and one-third of our revenues are smbs interesting what's not a curiosity if you look at your rev all your revenue as a as a percentage as a pie is it also thirty percent enterprise revenue thirty percent or is enterprise 60 and that's what i meant it's actually if you look at it a pie is all of our revenues it's about 33 percent enterprise income 30 percent mid mark 33 33 small business so a lot more small business uh users uh which is so exciting because there's such a need even for solo players out there to be able to have a tool like this where everything's all in one place uh the alternative is you know you want a schedule calendly is a great tool we'll go over to calendar you want to meet zoom is incredible go over to zoom you want to have an e-sign we'll go over to docusign everything's all over the place in b2b relationships and then it's all anchored by email you want to share a document use a great tool called docsend or something else we just take all those tools we put them into one place whether it's those people that i named or if people would prefer to use our own version of those tools and pay less interesting yeah that makes sense now you when did you join the business what year i joined at the beginning of 2018. okay and the company was founded in in what 2008. you know it was actually started in 2009 it was built within a company that had a need to compete and wanted to do a better job so they built the software for themselves then and then a few years later they actually started selling it to other companies about 2011. oh what's going on there youtube good to see you guys now imagine this you love watching these interviews with sas founders but imagine if we took all of the valuation data out from over 2807 interviews i've done manually saves you a lot of time well we've done this we've built it into the beautiful interface inside of founder path check this out i'll show you how you can access this in a second but you log in you connect your stripe account you see your valuation real time you can see what it changed over the past 88 days and even set goals for valuation this year now the secret evaluation is there's many different ways to value a sas business so the reason you're going to see three or four different valuations inside of your frowner path dashboard this is all free by the way is because depending on who's doing the buying of your sas company you're going to get a different valuation a vc is going to pay a different valuation private equity firm is different if you're going to do a minority sale that's different and if you sell the whole business that's a different valuation you can see all those when i hover over here right so the teal is what a vc would pay yellow is what private equity and red is if you sold the whole thing outright now what's cool about this is this is not built off random data again you guys hear these interviews on youtube all these datas are built from real time valuation data points founders share with us on the show so attraction 1.2 million seed round 3.7 raised they sold 22 to their business go in here and filter by the event maybe you only want to see companies that have sold the whole business well here are a bunch that have been acquired the valuation and the multiple maybe you're going out right now and you're raising your seed round well go in here and look at all this recent seed deals that went down what they raised what valuation they raised at and what percent that they sold there's never been a larger data set of sas valuations than what you can get now inside of founderpath and we're thrilled to bring it to you all right we're going to go back to the youtube video here in a second but if you want to check this tool out if you want to jump in and sign up you can check it out for free to get your valuation at this link this link founderpath.com forward slash products forward slash evaluations or if you go to founderpath.com and hover over products click on get your valuation here and go ahead and sign up to give it a whirl again all that valuation data live right inside the platform i hope to see you there all right let's jump back into the interview and why they bring you in and what excited you back in 2018 uh three things uh first off uh one of the board members uh i i've had more than enough going on in my life but one of the board members pulled the friend card and said you've got to meet the ceo i said do me a favor they're looking to level up they're looking to bring in a sas guy you know i'm i'm a force former silicon valley tech ceo board member um they've got an incredible business you got to meet this guy and i said okay i'll i'll have coffee with them fantastic guy and a fantastic group of founders uh wonderful people that was number one i really really appreciate good culture and good people number two they had built an amazing product over several years and they just listened to their largest customers and every week every month every quarter they kept adding more features based on what based on what their customers said they wanted and they'd managed to build out a very very deep and extensive enterprise grade sas tool and then number three they they didn't know what they had i mean literally what they had built was something that could change the face of b2b sass and those three things i said you know what i'm going to jump in so i changed my life and jumped in at the time i love that now andy you mentioned aboard so how much did they have they raised a bunch of capital before you joined if so how much yeah uh almost nothing they brought in about a quarter million uh and and the rest they'd really done on their own they bootstrapped the company from the beginning um they had brought in a quarter million uh and then after that uh we brought me on and that we we expanded it from there but we haven't brought too much capital in which is interesting so so no no other outside capital besides the 250k even after you joined we have a bunch of individual investors most of them are our customers they're they're actually most of them are ceos of our customer customer companies who just love our product and want a piece of the action they've all invested but i mean the total investment of the company is less than five million dollars we've just done really really well on our own steam how have you structured that let's say someone listening right...