Founder Interview Video
How Trust Keith Hit $1M ARR and 80% Gross Margin with 50 Customers (Interview with CEO Rory Codrington)
Chapters
- 0:00Introduction and Company Overview
- 1:03ARR, Customers, and Average Contract Value
- 1:29Team Structure and Bootstrapped Model
- 1:54Three Core Business Functions
- 2:19Mapping the Customer Experience
- 2:59Inputs, Outputs, and Swim Lane Diagrams
- 4:32Identifying Customer Value Moments
- 5:42Why 80% Gross Margin?
- 6:35Industry Gross Margin Benchmarks
- 9:20Determining Deal Gross Margins: Top-Down and Bottom-Up
- 10:33Solving Inefficient Resource Management
- 12:50Solving Customer Adoption Challenges
- 13:49Other Bottlenecks: Health Reporting, Onboarding, Handover
- 15:33Tracking Gross Margin and Setting Goals
- 16:50Levers for Increasing Gross Margin and Team Alignment