Founder Interview
How Livestorm Grew to Nearly 1,000 Customers with a $120 ARPU and 15-Person Team (Interview with CEO Gilles Bertaux)
- Interview Date
- June 19, 2019
- Interviewee
- Gilles BertauxCo-Founder and CEO
Company Metrics at Interview Time
Customers (2019)
Slightly below 1,000
Average Monthly Basket (ARPU) (2019)
$120 per month
Team Size (2019)
15
Net Burn (2019)
$25K per month
Annual Customer Churn (2019)
About 36% per year
Historical Snapshot
These numbers were reported by Gilles Bertaux during the interview recorded in June 2019 and are a historical snapshot, not current figures. See Livestorm’s current numbers.
Key Takeaways
- 01Livestorm had slightly below 1,000 customers as of June 2019, each paying an average of $120 per month.
- 02Livestorm officially launched at the end of 2016, after a bit of activity before that.
- 03A team of 15 people was in place at interview time, including one newly hired sales rep.
- 04Livestorm spent $5,000 to $6,000 a month on Capterra, a figure Gilles knew from the bills, though he did not have the click or trial numbers to hand.
- 05Annual customer churn was about 36%, excluding paused accounts that returned.
- 06Net burn was approximately $25,000 per month at interview time.
- 07Livestorm raised about 500K in a small 2017 fundraise in Paris (Gilles named no currency) and was in the middle of raising a new equity round at interview time.
- 08Growth was driven primarily by product virality, organic SEO, and paid placements on Capterra.
- 09Gilles declined to disclose how much the new round would raise.
Company Metrics at Time of Interview
| Metric | Value | Source |
|---|---|---|
| Customers (2019) | Slightly below 1,000 | Founder interview, June 2019 |
| Average Monthly Basket (ARPU) (2019) | $120 per month | Founder interview, June 2019 |
| Team Size (2019) | 15 | Founder interview, June 2019 |
| Sales Reps (2019) | 1 | Founder interview, June 2019 |
| Net Burn (2019) | $25K per month | Founder interview, June 2019 |
| Annual Customer Churn (2019) | About 36% per year, excluding paused accounts that come back | Founder interview, June 2019 |
| Capterra Monthly Spend (2019) | $5K to $6K per month | Founder interview, June 2019 |
| Sales Rep Base Salary (2019) | 40K (currency not stated) | Founder interview, June 2019 |
| Total Funding Raised (2017) | About 500K (currency not stated) | Founder interview, June 2019 |
| Official Launch | End of 2016 | Founder interview, June 2019 |
Growth Breakdown
Revenue
At interview time, Livestorm had slightly below 1,000 customers paying an average of $120 per month. Asked whether it was still burning capital to drive growth, Gilles said it was, with a net burn of around $25,000 a month. He gave no revenue figure of his own: the monthly revenue discussed on the call was the host's customers-times-price arithmetic.
Customers
Gilles reported slightly below 1,000 customers in June 2019, with roughly 60% coming from SMBs of 50 to 250 employees and a growing share from enterprise accounts with 1,000 to 10,000 employees.
Team
The team stood at 15 people at interview time. Gilles had just made his first sales hire, a significant step for a founding team that came from product and marketing backgrounds.
Funding
Livestorm raised about 500K in a small 2017 fundraise in Paris; Gilles named no currency. At the time of the interview, the company was in the middle of raising a new equity round, and he declined to disclose its size: "This is actually something I cannot disclose."
Growth Strategy
Product Virality
Because Livestorm hosts webinars directly in the browser, every webinar a customer runs exposes the product to attendees. Gilles credited this built-in virality as a primary driver of new customer acquisition.
Organic SEO
The team invested in ranking for high-intent keywords such as webinar software and web conferencing software. They also used their Capterra listing to capture top-of-page placement on competitive search results where direct ranking was harder to achieve.
Paid Placement on Capterra
Livestorm spent $5,000 to $6,000 per month on Capterra alone, a figure Gilles knew from the bills, and did "a lot of reviews" and "a lot of PPC" there. He did not have the click or trial numbers to hand, and he did not think Livestorm paid anything on G2 Crowd.
AdWords
The company bid on the same high-intent keywords through Google AdWords to complement its organic SEO efforts and capture demand from users actively searching for webinar solutions.
Structured Sales Motion
Gilles had just made Livestorm's first sales hire, and said it turned out to be "a huge success" that maximized the value of the leads coming in through the funnel. The rep's quota was to "close around 3 to 4 k more a month", which works out to almost 500,000 of new ARR a year, on a 40K base that Gilles called a regular level in Paris; he named no currency. He could not recall the commission rate, and the plan was set up so a rep is "incented to actually go with the yearly subscription and then reduce churn."
Best Quotes
“So Livestorm is a webinar software right in your browser and can host broadcast like this one, but one to 1,000 people at once right from your browser with all the marketing automation that you need.”
“I think our take is to cover more ground. So not, you know, just stick to the streaming, but, you know, get the registration flow, promotion flow, retargeting and so on.”
“So in average is... I'll say the average basket is around $120.”
“I'd say the annual net churn, you know, excluding all the pauses that come back, say 36. Yeah, 35 to 36 annual.”
“Raised capital in twenty seventeen. 2017 was a small fundraiser here in Paris for, like, a 500,000, and we are actually in the middle of the process for a new round.”
“The net burn was around minus 25 something.”
“So one thing I'm really addicted to is Notion to build like knowledge base inside a company that's that's a big one.”
What Happened Next
At the time of this interview in June 2019, Livestorm had slightly below 1,000 customers, a team of 15, and was actively raising a new equity round. The numbers on this page reflect what Gilles Bertaux reported during that conversation and are a point-in-time snapshot. Visit the Livestorm company profile on GetLatka for current figures and any updates since this recording.
View Livestorm’s current profile and metricsFull Transcript
Chapters
- 0:00Introduction and What Livestorm Does
- 0:24How Livestorm Competes with Zoom and GoToWebinar
- 0:41Average Pricing and Customer Segments
- 1:21Team Size and First Sales Hire
- 1:54Sales Quota, Commission Structure and Base Pay
- 5:08Launch Year and Customer Count
- 6:22Growth Channels: Virality, SEO, Capterra and AdWords
- 6:46Capterra Spend, SEO Keywords and Affiliate Outreach
- 10:43Churn: Monthly and Annual Rates
- 11:55Funding History and New Round in Progress
- 13:21Famous Five: Favorite Business Books
- 13:53Net Burn and Capital Efficiency
- 14:13Role Models, Favorite Tool and Personal Background
- 15:16Advice to Younger Self and Wrap-Up
Introduction and What Livestorm Does
Nathan Latka
00:00Hello, everyone. My guest today is Gilles Bertaux. He is building a company called Livestorm as the co founder and CEO. Okay. Let's jump right in. Gilles, are ready to take us to the top?
Gilles Bertaux
00:11Yeah. Sure. Thanks for having me.
Nathan Latka
00:12You bet. Tell us what the company is doing.
Gilles Bertaux
00:14So Livestorm is a webinar software right in your browser and can host broadcast like this one, but one to 1,000 people at once right from your browser with all the marketing automation that you need.
How Livestorm Competes with Zoom and GoToWebinar
Nathan Latka
00:24Okay. So so how do you beat Zoom WebinarJam, GoToWebinar?
Gilles Bertaux
00:28I think our take is to cover more ground. So not, you know, just stick to the streaming, but, you know, get the registration flow, promotion flow, retargeting and so on. So really cover more ground, not just the streaming, not just the webinar bot.
Average Pricing and Customer Segments
Nathan Latka
00:41I see. Okay. Give me some more context here, right? So on average, when people sign up to pay for this thing, what are they paying per month?
Gilles Bertaux
00:48So in average is... I'll say the average basket is around $120.
Nathan Latka
00:52Okay. And now are you generally focused on going up to kind of enterprise levels or staying for SMBs?
Gilles Bertaux
00:57Well, we wanna cover, like, I'd say the full spectrum. So we'll have... Still have, like, 60% of our customer base is around, like, SMBs of, say, you know, 50 to 250 people, and now we get, like, more enterprises, leads, and customers coming down the funnel with, you know, 1,000 to 10,000 people in the company. So I'll say we can cover both end. I'm just actually right now structuring sales to cover those enterprises guy.
Team Size and First Sales Hire
Nathan Latka
01:21What's the team look like today? How many people?
Gilles Bertaux
01:2415. 15.
Nathan Latka
01:25Do you have
01:26any sales or no?
Gilles Bertaux
01:27I I just hired for sales.
Nathan Latka
01:29Is it... Was that nerve racking?
Gilles Bertaux
01:31I'm sorry.
Nathan Latka
01:32What? Was that... Did that make you nervous doing that?
Gilles Bertaux
01:35Yeah. Yeah. Absolutely. I mean, we're product guy. I from marketing. My co founders go from... Come from product. So it was kind of a, you know, kind of a, woah. Your step for us, you know, let's, know, have some sales and tell how it goes. And turns out it's a huge success for us. We we know we maximize the value of the leads coming in on the funnel. So Yeah. No huge win.
Sales Quota, Commission Structure and Base Pay
Nathan Latka
01:54How do you... What goals do you give this for salesperson? Do you have like a quota attainment or like an ARR close rate, things like that?
Gilles Bertaux
02:02Yeah. It's basically you gotta you gotta close around 3 to 4 k more a month. So... And then there is like a variable... So there is a fixed fee, right, a fixed salary, let's say, and then like commission based, and there is no limit. So you can, you know, close like a thousand, you know, a few thousand more per month.
Nathan Latka
02:18Yeah. So you basically want them closing about 36, somewhere between 30 and 40,000 in ARR each month.
Gilles Bertaux
02:25Each month. Yeah. That's almost 500,000, you know, per year per ARR per sales. Yeah. Yeah.
Nathan Latka
02:33Exactly. So 500,000 ARR kind of quota attainment per sales rep. That's kind of your first stab at your first sales hire to see if it works.
Gilles Bertaux
02:41Yeah.
Nathan Latka
02:42And what do you think the risks are? When... Why would that... What are the... Why might that not work?
Gilles Bertaux
02:47You mean the sales bar? Yeah. Well, I think I'll say the the the thing that... I see two friction. First one is having like a proper pitch to make sure we're different. You know? Right? I mean, the first question I ask is how do you beat Zoom and all those guys? So having like a proper pitch built to make sure we can, you know, differentiate ourselves sales wise. Second thing is being able to scale the pricing
03:11point and not just sell something around one twenty, but, you know, being able to actually maximize the basket and make sure you have something that you know actually be efficient cash wise because you have to actually pay the salary of the person actually sells and then you know be so sell more than that. So yeah, I think those are the two frictions, but so far so good. And we have a huge success with sales and, you
03:34know, it's in French, sell it sells it sells itself like bread.
Nathan Latka
03:39Yeah. What do you put what do you put commission at for your first sales hire? Are you at 20%, 30%?
Gilles Bertaux
03:44It's okay. Let me let me think about it. I think it's... I don't know. You know what? I just forgot about it. I don't want to say something stupid.
Nathan Latka
03:53No, no, it's okay. I mean, if I join you today as a sales rep, though, right? You're gonna say, Nathan, join us, we're gonna pay you a base of x, and we're gonna give you, you know, 10% of every sale.
Gilles Bertaux
04:02Exactly. So it's basically you have it where I'll say, like, you say, $1.01 3,000 more, which is the objective. Right? And then you have... I think it's going like 20 to 3%, something like that, for the quarter. Okay. And then... So that's for the monthly plans. And if you go with the yearly plans, you have also a different quota, I think, more elevated. So you can, like, be incented to actually go with the yearly subscription and
04:25then reduce churn.
Nathan Latka
04:26So minimum commission is maybe 10%.
Gilles Bertaux
04:28Yeah. Exactly.
Nathan Latka
04:29Yeah. Yeah. And then what... I mean, what do put base at? Are you talking, like, $30K, $50K, a $100K?
Gilles Bertaux
04:34I'm sorry. Can you go again?
Nathan Latka
04:35What do you put base compensation per salesperson at?
Gilles Bertaux
04:38The base. So the base for now is 40... 40 grand, $40 and 40? 40K here in France. That's a bit... That's kind of a regular thing to do here in in France, Paris, for example.
Nathan Latka
04:49So so a salesperson that joins you today, that knock that that hits their goal, 500 ks new ARR closed, you're going to pay them a minimum 10 percent of that. So 50 ks plus a 40 ks base, so they could potentially make almost $100,000
Gilles Bertaux
04:49Yep.
Nathan Latka
04:49And then if this works, then you hire 10 of them. Right?
Gilles Bertaux
05:06Exactly. Right.
Launch Year and Customer Count
Nathan Latka
05:08Alright. Let's go back, put this on a timeline. When did you launch the company? What year?
Gilles Bertaux
05:14So this year?
Nathan Latka
05:15You launched this year.
Gilles Bertaux
05:17I don't Can you go again? Maybe I
Nathan Latka
05:18I think When did you launch?
Gilles Bertaux
05:19Oh, we launched in twenty sixteen.
Nathan Latka
05:222016.
Gilles Bertaux
05:23Yeah. End of twenty sixteen was official launch. We had a bit of before that, but, end of end of twenty sixteen.
Nathan Latka
05:28And how many customers today?
Gilles Bertaux
05:31Slightly below 1,000.
Nathan Latka
05:33Okay. About a thousand. So what... Can I multiply those? You're doing about a... You call it a $100,000 a month?
Gilles Bertaux
05:38Yeah. That's that's pretty much close to it. Yeah. Yeah. Yeah.
Nathan Latka
05:43Okay. So I mean, yeah, because I take a thousand times a $120 ARPU, that puts you at a $120,000 a month.
Gilles Bertaux
05:48Yeah. That's that's that's about it.
Nathan Latka
05:49Yeah. Yeah. Okay. Good. And then where were you a year ago?
Gilles Bertaux
05:53A year ago was... You had to divide that by 10.
Nathan Latka
05:55Oh, good. Okay. So you're only doing $12,000 a month a year ago?
Gilles Bertaux
05:59It was a year ago. Oh, no. Actually, no. It was twenty four months ago when we're the first one... Sorry. Time flies actually was twenty four months ago. We were like divided by 10, then we went... Yeah. Exactly. So you have actually two divided by two in 2018.
Nathan Latka
06:13Okay. About $60,000 a month a year ago.
Gilles Bertaux
06:16Yeah. Yeah. That that is correct.
Nathan Latka
06:17And before that $6,000 a month.
Gilles Bertaux
06:19Yeah. Exactly.
Nathan Latka
06:20That would have been in 2017.
Gilles Bertaux
06:21Yeah. Exactly.
Growth Channels: Virality, SEO, Capterra and AdWords
Nathan Latka
06:22Very cool. Very cool. Okay. Where's most of growth coming from? How are you signing up customers?
Gilles Bertaux
06:27It's mostly inbound marketing. So we have SEO. Obviously, we have this webinar product. So, basically, people hosting webinars are basically doing promotion and, you know, demos for us. So there is a huge virality coming from the... Our customers. Then it's SEO, as I said, then it's AdWords, and we use also Capterra and G2 Crowd.
Capterra Spend, SEO Keywords and Affiliate Outreach
Nathan Latka
06:46Okay. So on Capterra and G2 Crowd, what terms are you optimizing for?
Gilles Bertaux
06:50Webinar webinar and Capterra.
Nathan Latka
06:53Paying or all just regular placement?
Gilles Bertaux
06:56Both. Both. Okay. Actually, we we do a lot of reviews. We do a lot of PPC on Capterra. So webinar for Capterra and for G2 Crowd, things that the directory is web conferencing.
Nathan Latka
07:06Is it... I mean, so does it... By the way, the Capterra listing right now, you've got 80 reviews on this thing. How many clicks will they drive you per month, would you say?
Gilles Bertaux
07:15Do you know? That is that is a good one. Actually, I don't have that data.
Nathan Latka
07:18Okay. What's... If you had to guess, like, a range?
Gilles Bertaux
07:21Yeah. I I would I would say around between 200 and 300.
Nathan Latka
07:26Clicks per month?
Gilles Bertaux
07:27Yeah. Yeah. I think that that's about that's about right, actually.
Nathan Latka
07:29And then what do you pay for that? Like, 1,000, 2,000?
Gilles Bertaux
07:33No. Actually, it's much more than that. I think somewhere in, like, 5... Yeah. 5 to 6 thousands.
Nathan Latka
07:37It worth it?
Gilles Bertaux
07:40Yeah. Because then... Oh, no. It's not clicks. It's actually sign up.
Nathan Latka
07:40So you
07:44get 200, 300 sign
Gilles Bertaux
07:44Yeah.
07:46Yeah. Actually, there is more... Actually, it's more clicks, and then it's one... 200 to 300 sign up. So that gives us around... I think the average cost per lead that we get on Capterra is around 40 to $50.
Nathan Latka
08:01Okay. That's... That is for a new paying customer?
Gilles Bertaux
08:06That's not. That's just for the lead, for the trial.
Nathan Latka
08:08Okay. So if I take $5,000 of total spend on Capterra divided by 300 clicks to you
Gilles Bertaux
08:08Yeah.
Nathan Latka
08:08That would be about $17 a click.
Gilles Bertaux
08:18Yeah.
Nathan Latka
08:18But you're saying you think those aren't clicks, think those are actually trial sign ups?
Gilles Bertaux
08:23Yeah. Yeah. So I I really don't have the data here, so I'm not sure. But basically, the funnel goes like Capterra then visits on the website then go with the trial, essentially. Right? So I know that we pay because I have bills, so it's like like 5 to $6,000 on Capterra per month, And we get... And and I'm really not really sure about the number of story that we get from Capterra.
Nathan Latka
08:44And... That, would you pay more or less on G2 Crowd?
Gilles Bertaux
08:47No. Actually, we don't pay on G2 Crowd. I don't think so.
Nathan Latka
08:50Okay. Do you know how many trials you get from there?
Gilles Bertaux
08:52We don't get that much. It's mostly like contact requests from the phone.
Nathan Latka
08:56Yeah. Yeah. Yeah. Very cool. And then SEO keywords, what's like your keyword that you're most proud that you rank really high for?
Gilles Bertaux
09:02The usual. So webinar software, web conferencing software, best landing pages, webinar, that kind of thing. So mostly, like, I'd say, driven, like really people searching actually for webinar software and so on.
Nathan Latka
09:15Yeah. But how do you how do you win that? Right? So when I search webinar software, I don't see you anywhere on the first page. Oh, I do actually. Sorry. Sorry. I see you right near the bottom.
Gilles Bertaux
09:22Yep. So, how we go from here? So there is actually two things. So it's Tapugana software that's highly competitive. So this is... Actually, if Tapugana software, I think the top pages would be Capterra and Udocraft, if I'm not mistaken.
Nathan Latka
09:33Yeah. It's Capterra and venture of Venture Harbor.
Gilles Bertaux
09:36Exactly. So we basically hack our first position position going to... From Capterra to make sure we can be found on those first results. Then we make the SEO work to, you know, climb the pages, so forth, webinar software and so on, and all the related. And we also bid through AdWords on the same keywords.
Nathan Latka
09:54Have you reached out to ventureharbor.com, which has the number two spot for that keyword and try to give them an affiliate cut to put you at the number one spot?
Gilles Bertaux
10:01Yeah, we reached out but you know, usually that either they don't want to change the article or they don't want to get you know, affiliation or something. So you know, we reach out but that they get paid.
Nathan Latka
10:11I mean, this is like a big hack, right? They say at the top disclosure, we sometimes use affiliate links. So like, they definitely are getting paid by so number one is this company I've never heard of called EverWebinar, I guarantee you that's an affiliate link. So if you I'm just curious, like, if you reach out and you offer to pay, and you literally your cold email says, Hey, we'll pay you two x whatever EverWebinar
10:29is paying you, right? I bet you they put you at the number one spot. I'm curious if that performed for you.
Gilles Bertaux
10:34Yeah. Yeah. That would be interesting. You know what? I'll just... I'll ask actually because we're actually in a in a process of building this affiliation program with us. So it would be a good opportunity to test. Thank you.
Churn: Monthly and Annual Rates
Nathan Latka
10:43That's funny. Alright. Churn's critical on a SaaS company. What's your churn?
Gilles Bertaux
10:46That's a big one. I feel I would say three to five if you, you know, take take the... All the all the guys that say that pause and then come back.
Nathan Latka
10:56Okay. So you said about 3% churn, that's revenue churn monthly?
Gilles Bertaux
11:00Yeah. Yeah. Three to 5%. And that... I'd say the annual net churn, you know, excluding all the pauses that come back, say 36. Yeah, 35 to 36 annual.
Nathan Latka
11:11So do you have with 60% or 5% gross revenue churn monthly that 60% annually, and then you said you maybe expand, call it 26%. So your net revenue retention annually is more like 66%. Is that right?
Gilles Bertaux
11:27Yeah. Yeah. It's a 36% churn, you know, for the for the customers, 36
Nathan Latka
11:33That's net though. Right?
Gilles Bertaux
11:35Yeah. If you exclude all the guys that actually pause it in and come back.
Nathan Latka
11:39So 36% net churn would be 64% net retention.
Gilles Bertaux
11:42Yeah. Yeah, that that will be right.
Nathan Latka
11:44Yeah. So if you're turning 60% gross, that means you're expanding 24% to give you again the net of 64. Very cool. Okay. And then what about funding? Have you done this bootstrap to raise capital?
Funding History and New Round in Progress
Gilles Bertaux
11:55Yeah. Raised capital in twenty seventeen. 2017 was a small fundraiser here in Paris for, like, a 500,000, and we are actually in the middle of the process for a new round.
Nathan Latka
12:05How much do you wanna raise?
Gilles Bertaux
12:07This is actually something I cannot disclose.
Nathan Latka
12:10Well, ignore what you're actually debating. I'm just saying, like, what's... What do you think the right amount is to raise right now?
Gilles Bertaux
12:15I think... Yeah. So I think somewhere between like 3 to six, I think will be a good here in Paris will be as a market practice.
Nathan Latka
12:23And is that gonna be on a convertible note or actual equity?
Gilles Bertaux
12:27No, actual equity.
Nathan Latka
12:28And what I mean, what is the market like in Paris? Are investors comfortable paying four, five x ARR?
Gilles Bertaux
12:35Yeah. Actually, the market is changing pretty fast in Paris. We actually had the first series c's above like 200,000,000. So, I mean, there is a huge change. VCs are more comfortable being that kind of that kind of valuation.
Nathan Latka
12:48So you think you can get five x?
Gilles Bertaux
12:51I believe we can get five x.
Nathan Latka
12:53Yeah. Hopefully, it's more... I mean, you're doing 1.4 right now. So right, multiply that times five, that puts you at like 7.2 in terms of in terms of five x. If you raise six on 7.2, you're giving up like 80% of the company. You don't want to do that?
Gilles Bertaux
13:04No. No. They don't want to do that if it's... I think... Yeah. Again, I think you have like the good range is three to six at a 20... Yeah. 25 something. Yeah, Which gives you like a, I say a range between 11 to 15 pre.
Famous Five: Favorite Business Books
Nathan Latka
13:21Yeah, yeah, yeah, yeah, yeah. 11 to 15 pre. Yeah, yeah, yeah, exactly. Very cool. Let's wrap up here with the famous five. Number one, what's your favorite business book?
Gilles Bertaux
13:31This one here, you know, the hacking... Yeah. Hacking Sales. Well, actually, another good one here I see is Blitzscaling. I've actually read a few a few months ago, pretty cool. And also play... I don't know. I I cannot pick one.
Nathan Latka
13:46That's a good one.
Gilles Bertaux
13:47I'd say, like, the Play Bigger is actually a good one also. How to build a new category, which is extremely relevant when you're already credit market.
Net Burn and Capital Efficiency
Nathan Latka
13:53Yep. And by the way, I meant to ask you, mean, you still burning capital to drive growth?
Gilles Bertaux
13:58We're burning capital. I mean, we are actually pretty... I'll say... I know how to say that in English.
Nathan Latka
13:58Like, is
14:03it like $55 a month burn, $10 a month, a 100?
Gilles Bertaux
14:07No. It would be like minus 20. The net burn was around minus 25 something.
Nathan Latka
14:11Okay. That's net 25,000.
Gilles Bertaux
14:12Yeah. Exactly.
Role Models, Favorite Tool and Personal Background
Nathan Latka
14:13That's not bad. Alright. Number two, is there a CEO you're following or studying?
Gilles Bertaux
14:19Yeah. So actually, like... So the guys... Mean, I don't follow per se CEO, CEO, but more of the companies I have applied as a role model. So, you know, like Slack, Intercom, those guys. And here in France, the CEO of a company called Alan, which I like most.
Nathan Latka
14:34Spell it.
Gilles Bertaux
14:36Alan. So a l a n. It's like insurance... New kind of insurance based company to, you know, for health care and so on. I think you guys have something similar in The US called high score.
Nathan Latka
14:48Yeah. Lemonade, things like that.
14:49Number three, what's your favorite online tool for building your company?
Gilles Bertaux
14:54So one thing I'm really addicted to is Notion to build like knowledge base inside a company that's that's a big one.
Nathan Latka
15:01Number four, how many hours of sleep are
15:02you getting every night?
Gilles Bertaux
15:04Eight. That's been
15:05my best to get eight.
Nathan Latka
15:06And what's your situation married, single kids?
Gilles Bertaux
15:09Single, with a girlfriend. That's right.
Nathan Latka
15:11And how old are you?
Gilles Bertaux
15:13I'm 28.
Nathan Latka
15:1420?
Gilles Bertaux
15:1528.
Advice to Younger Self and Wrap-Up
Nathan Latka
15:1628. Okay. Last question. What do wish your 20 year old self knew?
Gilles Bertaux
15:22Take, you know, take it easy. I'd say, you know, everything's gonna be okay.
Nathan Latka
15:26Guys, livestorm.co doing about a $120,000 a month right now in revenue, up from $60,000 a month just a year ago. They're currently raising three to six on somewhere between, call it, 11 and 15,000,000 pre money valuation in France. They're building again... Paris growing quickly. They've raised $500,000 today, burning $25,000 a month. They have about 15 folks on their team, 60% annual revenue churn, 24% expansion, spending $40 to get a new customer that's paying again about, you
15:49know, way more than that. Right? So payback's pretty instant in less than a month. Over a thousand... About a thousand customers, again, paying $120 a month as they look to scale in the webinar space, but inside of a browser live real time with less friction. Gilles, thanks for taking us to the top.
Gilles Bertaux
16:03Thank you for having me.
Nathan Latka
16:05One more thing before you go. We have a brand new show every Thursday at 1PM central. It's called Shark Tank for SaaS. We call it deal or bust. One founder comes on, three hungry buyers, they try and do a deal live and the founder shares back end dashboards, their expenses, their revenue, ARPU, CAC, LTV, you name it. They share it and the buyers try and make a deal live. It is fun to watch every Thursday, 1PM
16:29central. Additionally, remember these recorded founder interviews go live. We release them here on YouTube every day at 2PM central. To make sure you don't miss any of that, make sure you click the subscribe button below here on YouTube, the big red button, and then click the little bell notification to make sure you get notifications when we do go live. I wouldn't want you to miss breaking news in the SaaS world, whether it's an acquisition, a big
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17:11up for that at nathanlatka.com/slack. In the meantime, I'm hanging out with you here on YouTube. I'll be in the comments for the next thirty minutes. Feel free to let me know what you thought about this episode. If you enjoyed it, click the thumbs up. We get a lot of haters that are mad at how aggressive I am on these shows, but I do it so that we can all learn. We have to counter those people. We
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