VideaHealth Revenue, Valuation & Funding (2024)

[00:00] Hey, folks. My guest today is Florian Hillen. He's the founder and CEO of VideaHealth, a dental AI company. Prior to VideaHealth, Florian conducted AI research at the intersection of engineering and social science at MIT's Institute for Data Systems and Society, as well as at Harvard Business School. He also worked with McKinsey and Company and founded NINU, a digital health tech startup. He holds two master's degrees from MIT in computer science and technology policy and [00:21] a bachelor's degree in management technology. He completed the first German state exam in medicine as well. Florian, you ready to [00:26] >> take us to the top? [00:28] >> Yeah. [00:29] Are also a dentist? [00:32] >> I'm not. I'm not. But the first two years of med school were with dentists in Germany. So I had to learn all of that as well. [00:39] I see. Okay. So that's where like the dentist part of this comes in, [00:43] >> That's right. That's right. Exactly. [00:44] Okay. So what is VideaHealth? When customers pay for Are these dentists that are paying you directly? And if so, what do they get when they pay? [00:52] >> Yeah. So our Yes, dentists could be our customer and they are, but the major customer really are dental chains. They're called DSOs, dentist service organisations. And so you can imagine that they have actually up to thousand practices or even more, right? And then they employ the dentists. And so those are really our primary customers, so more enterprise level actually. But what do they get? So we are the leading provider of diagnostic AI platform. We call it [01:15] >> Videa Assist. And that means every time you, Nathan, go to the dentist and you get your general cleanup and you get x rays, our software takes these x rays in and then diagnosis and treatment plans them for you. And so we ensure that the dentist hygienist, the entire team, you know, doesn't miss any treatments, has a higher accuracy in diagnosis, as well as increases what we call the case acceptance rate. So it means that you as [01:38] >> a patient get a second opinion right there from the AI, right? And so with that, we can increase the case acceptance rate for treatments, which on the one side helps you as a patient to get the right treatment earlier. And downstream, you don't have costly procedures like crowns or implants or root canals. And for the patient, it's great. For the dentist, it's great as well because he can do the lucrative treatment now and not maybe [02:02] >> in two years. [02:04] Obviously, every DSO is gonna wanna upsell me, the patient in that dentist chair, right? And if they use Videa and Videa helps them upsell better, every DSO is gonna fall in love with you. In fact, they love you more if you help them upsell more. So, aren't you very incentivized to make sure the dentist can upsell something to the client in the seat? And if so, isn't that not a great experience for the patient? [02:29] >> So I get your point, but that actually is not what we are seeing in the market really. The problem is more that dentists, especially younger dentists, are primarily going to the DSOs, they just got off dentists who would have a lot of that. So they go to these dental chains, right? Because they cannot afford their own practice. And they actually very insecure at this point to really do the right diagnosis. So what they are doing is [02:51] >> actually over diagnosing. And what I mean by this is they are, you and Nathan maybe have five cavities, let's say, and you need like five fillings. They maybe showed you just two and three are skipped. That's literally what we have in the statistics, right? And so those three cavities, they come back and hunt you down the line, but then they are not any more cost effective fillings and small procedures, but then they may become crowns. So [03:12] >> what we really try to do is not to, we don't give a treatment recommendation for this Over treatments are more classified as like for this diagnosis, the cavity, you can do a crown or filling. That is in the hands of the dentist, but we want to make sure that they don't miss anything where you could do earlier on a less invasive procedure. [03:30] Oh, what's going on there, YouTube? Good to see you guys. Now imagine this. You love watching these interviews with SaaS founders, but imagine if we took all of the valuation data out from over 2,807 interviews I've done manually. Saves you a lot of time. Well, we've done this. We've built it into the beautiful interface inside of Founderpath. Check this out. I'll show you how you can access this in a second, but you log in, you connect [03:53] your Stripe account, you see your valuation real time, you can see what it it changed over the past eighty eight days and even set goals for valuation this year. Now the secret evaluation is there's many different ways to value a SaaS business. So the reason you're gonna see three or four different valuations inside of your Founderpath dashboard, this is all free by the way, is because depending on who's doing the buying of your SaaS company, you're [04:17] gonna get a different valuation. A VC is gonna pay a different valuation, Private equity firm is different. If you're gonna do a minority sale, that's different. And if you sell the whole business, that's a different valuation. You can see all those when I hover over here, right? So the teal is what a VC would pay. Yellow is what private equity And red is if you sold the whole thing outright. Now what's cool about this is this [04:39] is not built off random data. Again, you guys hear these interviews on YouTube. All these datas are built from real time valuation data points founder share with us on the show. So traction 1,200,000 seed round three point seven raise. They sold 22% of their business. Go in here and filter by the event. Maybe you only wanna see companies that have sold the whole business. Well, here are a bunch that have been acquired the valuation and the [05:03] multiple. Maybe you're going out right now and you're raising your seed round. We'll go in here and look at all this recent seed deals that went down, what they raised, what valuation they raised at and what percent that they sold. There's never been a larger dataset of SaaS valuations than what you can get now inside of Founderpath. And we're thrilled to bring it to you. All right, we're gonna go back to the YouTube video here in [05:27] a second, but if you wanna check this tool out, if you wanna jump in and sign up, you can check it out for free to get your valuation at this link. This link, founderpath.com/products/valuations. Or if you go to founderpath.com and hover over products, click on get your valuation here, and go ahead and sign up to give it a whirl. Again, all that valuation data live right inside the platform. I hope to see you there. Alright. Let's [05:53] jump back into the interview. And that's really the way went to the dentist, I was very frustrating because my aunt is an actual dentist in Ohio, but she's not the dentist I go to. The dentist I went to here in Austin, I sat down in the chair and they go, You need like these seven things done. It's all preventative maintenance and it's gonna cost $5,000. And I'm like, Screw you. I'm not, that's ridiculous. And by the [06:13] way, you just lost all my trust. I'm never coming back. They tried to upsell me $5,000. And I know for a fact, because I asked my aunt because I had the pictures. I asked my aunt if this was accurate or not. She's like, don't need all this. So then I lost total trust. [06:25] >> Yeah. I'm a bit biased. No, but Nathan, that's exactly what we're experiencing a lot as well. And so funny enough, everyone in my team and our company, we actually, we have a company internal link where we analyze for fun, like our x rays before we get any treatments. We actually have a lot of our engineers with exactly your experience and our AI then out of the seven, Mike actually had the same experience than you, they identified [06:49] >> three as being legit and the other four as being just way too early stage that you would do anything about it. And so for us, actually, you're bringing up a really great point because we just recently announced that we obtained FDA clearance for our cavity detection algorithm. And so there, there was a regulator body, a third body, right? FDA, which doesn't care about revenue or anything. They care about clinical advocacy, right? And so what we paid [07:13] >> attention to is that actually we are reducing the errors as well. So in our clinical study, we have shown that we reduce the missed cavities by forty three percent, which is huge, right? But at the same time, we reduced the errors by fifteen percent. So that means actually, if your dentist would have used our AI, you wouldn't have seen these seven cavities where So you need all of we actually elevate really the And that's pretty important. [07:35] >> Maybe that's my clinical background, but that's actually pretty important to our mission. [07:39] No, that makes a lot of sense. And so And I think the use case is clear. My audience understands the product clearly. Help me understand pricing. So what do one of these DSOs pay you per month or per year on average? [07:50] >> So the price ranges really, know, goes from 400 to $800, so to say, per month Per month? Per Yep. Exactly. But but it is like it's it's just all pricing. So it's it's it's it's per month, but usually it's longer term contracts, right? We usually have minimum of one year contract or something. [08:10] And how many practices are on the platform today? [08:13] >> Well, so we don't disclose complete numbers because we're literally onboarding every day, so I actually wouldn't even know. But like we have, we have right now dozens of DSOs which together accumulate over 3,000 offices. [08:24] So that's an area practice, right? [08:26] >> That's right. I use those interchangeably or you can use the patient. [08:30] Okay. Okay. So just to be clear, you said each practice you charge between 400 and 800 depending on what software level they want, etcetera. Then you said across a couple dozen DSOs, you've got about 3,000 practices right now and you're onboarding fast. [08:44] >> Yeah. And then we also have other aspects. Like, we also have partnerships. Like, some of this is not yet public, etcetera, where we are trying to get to to also practices which maybe are not part of a DSO, but they are more like seeing a mom and pop shop. Right? [08:59] What right trying to now is success you've had already so far. So you've already installed across 3,000 practices and you're expanding rapidly. [09:08] >> That's right. Yeah, exactly. We are not right now installed in 3,000. We are getting there right now. We are rolling it out to 3,000. That's why we're doing it. And that should be in the next Our goal is to do that in the next twelve months. [09:19] Okay. But so that's why I ask these questions very specifically, right? So how many are you already in? Or are you guys or you're pre it's by the by the way, Florian, it's fine if you're early. [09:29] >> Yeah. [09:29] That's fine. You don't have to, like, hide that. It's cool. So you just got clearance. Are you guys pre install you don't have any install installations yet? [09:37] >> No. We have, like, about, I don't know, three digits or so right now. [09:41] Oh, okay. Got it. So call between a couple hundred and a thousand, and you're scanning [09:44] >> Exactly. And now we are trying to get to to 3,000 in the next twelve to fourteen months. That's really awful. [09:51] And you've already signed those contracts. It's just about getting it installed. Right? [09:54] >> That's right. It's all rolling out. Exactly. Right. It's like a lot Our focus right now, Nathan, is, you know, customer success and, you know, support, really. [10:03] Yep. Yep. No. Okay. That makes sense. Alright. Put this on a timeline for me. When did you write the first line of code for this? [10:09] >> Wow. The first line of code was really research to to some extent when when I was at at MIT and Harvard, which is 2016. And then 2018, published a paper about it and I started the company then at the end of twenty eighteen. Now Yeah. I'm free So the end of twenty eighteen, I founded the company. And yeah, that's actually really when we started because in the beginning it was like, to be honest, when we went [10:31] >> to the FDA for instance, right, to get this cleared, like they never had any They had no experience with dentists or dentistry whatsoever. They were familiar with like chest x rays and mammography, right? You maybe have heard these algorithms flying around, but they had no clue about dentistry. So there was really a time when you needed to educate them. [10:49] Mhmm. Now have you boot have you bootstrapped the company or did you decide to raise? [10:53] >> We decide to raise. It's just if you if you build AI products as well as in a regulatory environment, it's just really, really hard to bootstrap. Right? So so that's why we raised in total, like, over 26,000,000 right now by by Spark Capital, Zetaventures, Pillar VC. Phenomenal investors. [11:09] When was the last raise? [11:10] >> The last raise was a 20,000,000 raise by Spark Capital, and that was two months ago. [11:15] Okay. Got it. So 20,000,000 just down. What was that? Your a? [11:18] >> Yeah. That was our series a. Yeah. Exactly. [11:20] Interesting. And then just fill out that history for us. So when and how much was the the pre seed or the seed? [11:25] >> So the first check was actually from from MIT directly. So it was like when I found a company. And then and then and then we had a pre seed of a million. [11:34] What was that size from MIT? [11:36] >> That was 50,000. [11:37] That was like Oh, okay. [11:38] >> No. No. That was like when you were you just graduated from MIT, you had like all these ideas, you know, and you were like, let's go for it and so on. [11:46] But then then the pre seed was a million, then the seed was 5.4 by Pillar and Zetta, and and then recently the series a for 20,000,000. [11:54] Wait. Sorry. When was this million seed? [11:57] >> That was in well, that was also in also in 2018, and then the the the seed round, the 5,400,000 was in in September 2019. [12:08] Got it. $5.4 million. Okay. And so where did most of that 5,400,000 go? Was it really towards getting the approval, the FDA approval? The most of [12:15] >> the C tranche of 5.4 was product development. Exactly building up a team, right? That's like that's really where you build like the early stage team, the product, the FDA approval. Also that was all the time where we did like a lot of paid pilots, testing the product and so on. And now the series A money, the 20,000,000 is really about like, sure, continuously to fast product development. And we have like an entire product roadmap and execute [12:42] >> on that. So we absolutely focus on hiring more engineering product design, all across that. But then also, now sustaining, we just talked about the rollout, right? Sustaining our current clients and expanding to other clients, setting up customer success, commercial marketing, etcetera. So it's kind of like very classic stages to some extent. [13:00] And yeah, speaking of classic, I mean, most folks closing in Series A pre this most recent downturn, right, were selling between sort of 1015% of the business in that raise. Were you guys sort of in that same standard range? [13:11] >> Yeah, overall. Like we were in the standard range, right? We didn't have evaluation disclosed, but it was very healthy. [13:18] Yeah. Yeah. Yeah. I mean, again, if you're selling 10 to 15%, which is pretty standard at series a and you raise 20,000,000, you're flirting with call a 100 north of a 150,000,000 valuation. [13:26] >> Yeah. I mean, I I don't comment on it, but, like, you you probably know the the things. It's interesting though, you just commented on this. Right? There are lots of lots of companies right now, which I I I think like we have a very we have a very bright future. So we we race at the right time and and also we have a really great pipeline. So to say we have really high growth right now. So [13:46] >> that's awesome. But it is interesting how the VC market crashed just in the last four months. So I'm I'm very curious how this will [13:51] Yeah. No. Mean, close [13:52] >> you on this closed, [13:53] >> you certainly closed at the right time. [13:54] Now, obviously, you didn't know the market was gonna crash, so you can consider But it hey, it pays to be lucky sometimes. [14:00] >> Right, right. I mean, you saw a little bit six months ago, right, with the public markets. But overall [14:04] Oh, come on. Yeah. But no one- mean, nothing was Washington until really like a month ago. It's real- I mean, anyway, it's more than a month, you know. [14:11] >> I agree to add there. [14:11] Yeah. I mean, unless you think you're like super special and saw all this coming before everyone else, you'd be a very rich hedge fund manager right now if you did. [14:17] >> Yeah. Exactly. No. No. I'm I'm also not that's not my expertise. My expertise is building teams and companies and not so much, you know, like that's that's just one part of the job. Right? That's not all our job. [14:26] Tell me more about the team today. How many folks are full time? [14:29] >> We have 30 people and now are growing this. Just hired an amazing director of talent actually. It was awesome. So yeah. So we we want to to to get to a healthy sixty, seventy people end of this year. So that's our goal. And honestly, is a little bit equally. We just talked about this. A little bit equally split honestly between engineering product and then commercial. [14:50] Right. Very cool. And then you just mentioned fast growth. I mean, you were talking earlier about number of practices. You said you're in several 100 now, but call it less than a thousand, but you've got contracts up to like 3,000. You're doing the rollout over the next twelve months. But if we take that 300, you know, a couple 100 right now that you're already installed in times your smallest per practice price of $400. Right? You have [15:10] bigger ones at 800 per practice. But at your smallest, that would mean you're doing north of $120,000 of MRR today. Is that accurate? [15:16] >> Yeah. You're really fast. It might be. I mean, wouldn't disclose right now revenue, but like we are in a healthy we are in a healthy series a range. Let me put it this way. You know? And and the fast growth is exactly to that. Right? Because for us, we absolutely incentivize right now to roll this out through as many practices as we can as fast as as we can. Right? [15:35] Yeah. Sorry. I don't I'm not asking you to share No. What what your actual revenue is right now. I'm just multiplying a majority gave me. So you said 300 practice hundreds of practices, but not a thousand yet. And at least $400 per practice. 400 times three 100 is a $120,000 in MRR at least. So you're above that. [15:50] >> That's around it. That's around it. Cool. [15:53] And then and then when you say again, I haven't raised recently. Right? So when you say healthy growth for series a, I mean, what are folks looking for right now? Are you talking 300% year over year growth the past twelve months? [16:04] >> Yeah. I mean, that is difficult because like our You were right, like there, for instance, you know, in the last year or so, eleven months ago, like we were not able to sell so aggressively as we can now because we didn't have the FDA approval. That like is very technical now, but in the end we have a medical device. So there are limitations of how quickly you can sell. [16:21] Oh, there's physical component to this. [16:23] >> No, but it's a medical Software as a medical device is actually now a new category. So it's a software only product. But now actually, since a couple of years, there's actually a category at the FDA, which is software as a medical device. [16:36] Okay. But you don't just to be clear, you don't sell a piece of hardware? [16:38] >> No. No. But when I say I know what you mean because like medical device is a little bit misleading. Right? But here, I really mean just the algorithm is a medical device. [16:48] I see. I see. Yeah. No. That makes sense. Exactly. [16:50] >> Okay. That's quite interesting. It's very new. [16:52] Well, I mean, so were you basically exact I mean, just to calculate growth, Were you basically pre revenue exactly one year ago? You were still getting approved. Right? [16:59] >> Yeah, one year ago we had revenue because we actually, we didn't talk about another side of a business, but we also work with insurance companies to automatically adjudicate their claims. And that doesn't require FDA approval so that you can work already. And they are also on the practice side, there are products you can sell without FDA approval, but it's just not our core business. So we did have healthy revenue, but really now it goes into the [17:24] >> SaaS repeatable business motion, if you know what I mean, right? And not like, you know, high paid pilots and all of this, right? [17:32] I mean, but if we just I love how you arbitraged your initial cash flow there with the insurance business, which is great while you're waiting for the approval. But I [17:37] >> mean, just talking about [17:38] the pure SaaS motion, a year ago, I mean, you're doing under $20 or $30,000 bucks a month in revenue. I mean, it's peanuts, right? [17:44] >> Yeah. A year ago we were peanuts in revenue. [17:47] Yeah. I mean, you're bigger than that now, obviously. [17:49] >> We are bigger than that now. I mean, we had certainly healthy numbers nonetheless, like absolutely, you know, six, seven digits in terms of like revenue from pilots and all of that. But the thing is I'm discounting this a little bit. Like that helped us a lot in in fundraising and all of that. And even like that was healthy revenue even which which helped us to substantiate our seat round. But for me, I what I really want [18:11] >> to get to as much, and this is really what we've hit, you know, now a couple of months ago, is this SaaS revenue, you know? Like not the, hey, the one time big chunks, like, you know, we had pilots of several 100 k, but [18:26] >> the SaaS repeatable revenue, this repeatable motion, and that's like that's the golden grail because then you can, like, double down on that, if that makes sense. [18:33] Of course. [18:34] >> Everything else is more like almost like service. It's almost feels like more that you've been doing a service company, you know? [18:39] Yeah. Which is, by way, there's nothing wrong with that to get stuff It helps you preserve equity as a founder. Makes a lot of sense. [18:46] >> And you can build a great product by the way, because like that's how you learn, right? [18:50] That's right. That's right. Yep. Exactly. In terms of growth, obviously, you your your your your ass is on the line now. Right? Series A raised, you've gotta go. It's there's no, like, slow growth. You can't grow 70% year over year. That would be a failure for what you've raised. You've gotta be way bigger than that. So, I mean, can you get above, you know, $5 or $6,000,000 of ARR this year? Like, how aggressive do you think you can [19:09] be this year? [19:10] >> Yeah. I mean, we are pretty aggressive. I mean, we also have We were very diligent about who we choose as a Series A investor. So we are in a fortunate position to choose a little bit. And we we took Spark Capital because they are phenomenal. And, you know, coming in as Series A, they have built amazing SaaS companies, Kata, etcetera, which I think are great. And and and that's, you know, we we aligned there on our [19:35] >> expectations. But that's exactly the growth we are we are streaming towards. [19:38] Alright. Very cool. Let's wrap up, Florian, with the famous five. Number one, last book that you read. [19:44] >> Zero to IPO from Frederic Kerrest, who's actually an angel investor in our company. [19:48] >> Very funny, Richard. [19:49] Number two, is there a CEO you're following or studying? [19:53] >> Freddie, actually. He is my mentor and I called him a couple of times actually. [19:56] Number three, what's your favorite online tool for building Videa? [20:02] >> It's so it's not the most used tool, but I really like Miro. [20:06] Miro. Yep. [20:07] >> I know. [20:09] >> The visual app whiteboard. [20:10] That's right. Number four. How many hours of sleep do get every night? [20:16] >> Five to six. Six. Six. Alright. And what's sleep? Actually try to really always minimum have more than six because I think sleep is actually I think that's like that's the most important component. I would cut on everything else except sleep. [20:28] Totally. And what's your situation? Married, single, kids? [20:32] >> Girlfriend, partner. But Okay. Not married, single kids. Also an entrepreneur. So that's that's fun. [20:38] And and, Florian, how old are you? [20:40] >> I'm 29. [20:41] >> 29. [20:42] Last question. Something you wish you knew when you were 30 or sorry, when you were [20:49] >> That honestly, can just do what you really want to do. Like you have a lot when you're early and young, you have like dreams and everyone tells you that that's like too complex. You shouldn't do that. You shouldn't study medicine and computer science and start a company here and so on. And you can just do it. Just because others don't do it doesn't mean you cannot do it. [21:07] Guys, videa.ai started off as a research project in school, now scaling nicely. He's raised, just raised a 20,000,000 series A scaling out to what's called DSOs. These are dentist shops basically, right? So they're helping dentists understand, is that cavity, does it need treatment now? Does it not need treatment? They're FDA approved. A lot of AI here, 30 folks on the team scaling nicely there across and already installed several 100 practices. Each practice pays between [21:30] 400 and $800 a month. They've got a clear path to getting install base up to 3,000 practices here by the end of this year. We'll see what happens. Florian, thanks for taking us to the top. [21:38] >> Awesome. Thank you so much. [21:41] One 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 [22:06] Central. 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 [22:28] fundraise, a big sale, a big profitability statement or something else. I don't want you to miss it. Additionally, if you want to take this conversation deeper and further, we have by far the largest private Slack community for B2B SaaS founders. You want to get in there. We've probably talked about your tool if you're running a company or your firm if you're investing. You can go in there and quickly search and see what people are saying. Sign [22:50] up 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 and 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. [23:09] We got to push them away. Click the thumbs up below to counter them and know that I appreciate your guys'support. Alright, I'll be in the comments. See you.