How Janeapp CEO Alison Taylor grew Janeapp to $100M revenue and 18K customers in 2025.

hello everyone my guest today is Allison Taylor she does like talking about SAS healthcare growth insurance billing pricing churn customer service sales and human behavior basket of expertise all in one she's lucky to have a little life that allows her to talk about all these things every day as co-founder of a company called Jane Allison are you ready to take us to the top yeah all right so the URL is Jane app comm tell us what the company does and what's your revenue model how do you make money yeah we're a SAS company I don't know how broad your listeners they're all sounds they know SAS okay fantastic so I can talk in acronyms yes I was gonna hate me so I applaud your service yep software as a service yeah so if people pay their monthly fees and and it's based on licenses so the number of practitioners using our service so we have it's a it's a practice management software okay great and you're selling sorry directly to the hospital and then they're buying the seats are your sales yeah so this is where Jane's a little bit different we're actually allied health so specifically for physio Kyra massage naturopath osteo so there's been a lot of there's a lot of options in the space for MDS and GPS and we're kind of going to that next year down and they're very much ignored by the software industry in general interesting I want to dive more to that in a second but on average what are people paying you per month this sort of thing so our base price is 74 but our average customer right now was about 95 we've started with that really we call them VSP is the very small businesses so we started on that that end of the market we're almost consumer but and then we'll go into enterprises we grow so I have to ask you this I mean a trend we see in SAS companies that planets kind of spaces churn is just through the roof maybe it's totally is your space but how are you gonna get in your turn and what is it it's under five percent year-over-year so we're really really sticky and we've done that just by being really perfect so we've had perfect market fit and a really amazing customer service and we don't have any sales stuff Allison what does that mean under five percent is that logo churn a revenue turn or net or gross its revenue turn okay is that net or gross that's gross okay gross and that's annual that's a great number annually yeah that's annual yeah so our our churn is really low because we just have really it's proven to be a perfect product so there's not anything else for them to go to and it's also being quite a bit of a land grab how do you how do you measure you said use the word perfect kind of twice there in the last minute how do you how do you measure that how do you know that well because there is no churn so there's nothing else that they're going to and also because I'm the first customer so I was the customer that started the product what your was a co-founder that was in 2011 I opened my practice and originally and my co-founder created the product for me as he was doing my branding and marketing and so there was nothing out there was solving my own problem and then that's just how Jamie wasn't tell me more about that that initial story what were you yeah what were you teaching what was the problem so not teaching I was opening a practice so small business doing Wham okay yeah physio power massage naturopath osteo it's a multidisciplinary practice and I was looking he was doing my branding my website and we were looking for something for online booking and electronic charting specifically that would work with all the different disciplines and back in 2011 especially everything was just horrific they awful it looks like the page was like half loaded as the page would load and a big this is this is the full experience for my patient and I was spending all this money on t-i-is and building a beautiful practice and so I thought oh that building out of the space got it yeah so I needed something sorry wrong acronym that's on a Saturday s yeah that's not allowed here it's a landlord kind of thing yeah seriously and so I needed something that was going to work with all the different disciplines and I complained a lot and then he just said okay we'll build you something for developer yeah they've done sort of apps just for other clients before but not it wasn't really his main thing but now it's his name thing interesting sometime yeah and so he built me the original version in about six weeks we went live I ran it for a year on a Mac Mini in my clinic and then other people started asking us what it was because they were using my online booking and they were seeing it so that was our full market research we did like half a dozen clinics they're really can we use this they just paying him to do this at the beginning or he had equity and you just an equity you know we were friends and I did say you have to charge me enough that I can be a pain in the ass client so I was like whatever you charge me make sure it's enough when I charge yourself like this it was like thirty thousand oh that's good so he still had to like if you wanted a design change he couldn't just be like oh I can't do this we're not paying me he had to kind of listen otherwise he wasn't getting the last 50 percent there's none of free service I could I actually want to be a pain in the ass yeah that's so funny yeah you absolutely can no problem tell me let's fast forward today how many customers are now on the platform yeah we've got 18,000 practitioners we're all around the world so we started in Canada all right all paying and we don't have a freezer free trial so we find that that's a bad experience for customers to come into an empty account and we also do a lot of work to bring over their data for them so they're all paying and they're all we started in Canada now we're growing really quickly in the US there's actually been some market changes recently that it's accelerated our growth in the US by about six months from what we were excited I know things no although that is fascinating and I can talk about insurance for forever I'm really good at parties like know how to talk about all the things that I never want to talk about I sat in an insurance billing class something's wrong with you it's a really deep rooted problem I wake up at night thinking about gorge billing codes and get all excited I see a tag instead of using a drop-down it's ridiculous anyway so yeah their market changes is there's a competitor that was a free model and they went to a paid model and there's another competitor that cut shut down completely and so all of a sudden we're getting all of these people jumping on board where they were though were they legitimate competitor so like how they were they you know doing many many millions in revenue and oh yeah yeah one's practice Fusion so they were an ad based model in there I think they primarily market to MDS but we our market doesn't have anything and so they've been using all the software that's designed for Indies and doctors and so they been we've had a huge influx from that and it's just people all of a sudden we're looking out there like what's it what's out there looking what's around and we've had it's just word of mouth growth so we're in facebook groups and people just talk about us we don't even see it it's kind of invisible to us so sometimes I'm like what do we do if it just takes off so quickly that we can't handle the growth yep bootstrap terview raised rates dropped oh that's great that's great yeah and Allison I one way Tribune is math right so 18,000 people at the ARPU you told me earlier 95 bucks I mean that puts you guys at 1.7 million a month is that accurate so 18,000 users we lumped together part-time practitioners so a lot of our practitioners will work like one day a week or two days a week or the hub smaller practices and we love together so we're at 4.7 million is our arr that's great okay yeah so we're still we're still teeny-tiny and the world of well I'd yourself some give yourself some credit though I mean that's a very respectable business it would give you a lot of credit for doing that totally bootstrap so four point seven million today that's about three hundred ninety grand per month in revenue where were you at twelve months ago with your growth rate we've doubled so 105 percent I think those are our revenue increase last year and the same with the year before so we're hoping to get a 100 percent again this year yeah so March 2017 you're doing somewhere around called 180 grand and you've again more than doubled that yeah I know prime Alice and I just said in March March 2017 you're about 180 grand in revenue you've more than double that today we have yeah yeah and what you increasing sorry what's your goal for this year to double again that's great that's yeah it's tough I can do it it's tough that's good I love it talk about you just tell me about your acquisition right tell me more about that what's it what's it decrease to um what's it it's increased Oh it's increased oh yeah yeah it's increase I mean what we want to see is a diversification from geographies as well as disciplines and that's how our town gets to be big enough to be worthwhile so last year actually we spent the year building out our software to accommodate us insurance which is a little bit different than Canadian insurance and we're like this is the play if it doesn't work in the...