Founder Interview Video
How Habu Reached Just Under 50 Customers With $300K Average Contract Value in Data Clean Room SaaS (Interview with CEO Matthew Kilmartin)
Chapters
- 0:00Introduction and What Habu Does
- 1:30Disney and L'Oreal Use Case Explained
- 3:15Pricing Model and Average Contract Value
- 3:35Consumption-Based Upsell and Slot Model
- 7:38Company Launch and COVID-Era POCs
- 8:34How Many POC Bets and Conversion Rate
- 10:53Customer Count and Network Effect
- 17:13Team Composition and Sales Motion
- 19:59Growth Rate and Triple-Triple-Double Mantra
- 20:50Series B Raise and Snowflake Partnership
- 21:58Why Take Strategic Capital from Snowflake
- 22:34Sales Rep Quotas and Vertical Segmentation
- 24:23Net Dollar Retention and CAC
- 25:06Acquisition Speculation and Investor Advice
- 26:47Closing Questions and Lessons Learned