Founder Interview Video
How Zenefits Reached About 10,000 Customers at a 65% Gross Margin While Targeting $100M ARR (Interview with CEO Jay Fulcher)
Chapters
- 0:00Introduction and Jay Fulcher's Background
- 0:28Taking Over Zenefits: The First Week and the Pivot
- 2:04Managing Investor Expectations and Resetting the Vision
- 4:21Controlling Cost of Goods Sold and Extending Runway
- 5:48Transitioning the Insurance Book of Business
- 7:21Gross Margin, Pricing and Average Contract Value
- 10:00Customer Count and Retention Metrics
- 12:09ARR Milestone Target and Revenue Discussion
- 14:11Team Size and Office Locations
- 15:39Capital Strategy, Runway, and M and A
- 17:31Competitive Landscape and the HR Market Opportunity
- 20:16Famous Five: Books, CEOs, Tools, and Sleep