InGo Revenue & Funding (2023)

InGo reported revenue of zero in early 2020 after COVID-19 shut down the physical events market that had been its sole business. By mid-2021 the company was generating between $100,000 and $150,000 per month, and Barnett told Latka the company expected to reach approximately $2 million in annual revenue by the end of 2021.

InGo served approximately 80 customers, which the company calls communities, at the time of the interview, and Barnett said the company was adding roughly one new customer per week with the pace accelerating. Named customer logos include Fast Company and Inc., both of which use InGo on their event registration pages.

Pricing is $1 per member per year. The average contract value was $20,000 per year at the time of the interview and Barnett described it as rising quickly. Customers are primarily large media companies and event organizers operating in the higher mid-market and enterprise segment. Barnett said roughly 40 percent of sales meetings the company took resulted in a closed deal. The total addressable market Barnett cited was 700 million B2B professionals globally.

InGo monetizes through a per-member, per-year subscription embedded in customer websites and event registration flows. At $1 per member per year and an average contract value of $20,000, the implied average community size per customer is approximately 20,000 members, though Barnett did not state that figure directly; this is a GetLatka-derived calculation based on the two stated figures.

The company is profitable, a status Barnett confirmed was reached after the 2015 funding round and maintained through the interview date. Gross margin, burn rate, churn, and net revenue retention were not discussed in the interview.

InGo's growth engine is virality built into the product itself. When a member joins a community or registers for an event, InGo analyzes their social graph and notifies their connections, generating referral traffic without paid acquisition. Barnett described the company's customer acquisition as almost entirely inbound, with prospects discovering InGo through word-of-mouth activity on LinkedIn, Twitter, and Facebook before requesting a meeting. Event audience growth from an InGo integration was cited at 10 to 20 percent for physical events and 10 to 40 percent for digital communities. In April 2020 InGo ran its own virtual event on virtual events, seeding it with an email list of 200 people; those 200 used InGo referrals to grow attendance to 4,000, a 20x expansion that Barnett credited with generating the company's initial post-pivot customer pipeline.

InGo had 11 employees at the time of the interview, split roughly half between product and half between sales and marketing. Four engineers and one product manager made up the product side. The engineering team is fully outsourced to AgileEngine, a development firm whose Ukraine office InGo uses; Barnett described the relationship as functionally equivalent to an in-house team. A separate contract designer handles design work. The company is fully remote, with one team member in Arlington, Virginia, and others distributed across the UK, Austin, Texas, and other locations.