Craig Fuller

“In the four years since we've launched our SaaS business, we've achieved 20,000,000 in ARR, and we burn about a million dollars a quarter, but we add about $2,000,000 of net ARR per quarter.”

“We started out as a media company. That's how we monetized. And over time, data and recurring revenue have increasingly become part of our business.”

“Our data product, because this is really a SaaS conference, I'll talk a little bit about what we focus on, is high frequency data. So we're tracking the global economy and really at what's moving around the world within twenty four hours.”

“Bloomberg is really Bloomberg of freight, the Bloomberg of the supply chain is really the best description for FreightWaves. If you think of our business versus Bloomberg, Bloomberg is in many ways what they do in the financial markets, we do in the physical economy.”

“We have about 700 enterprise customers, so the average contract is about $25,000 add consistently 20 to 30 new enterprise clients a month. About 80% of that is inbound, So we didn't start spending any I think most SaaS companies do the first thing they do is they go and do AdWords through Google to drive activity, and then they hire a business development team. We did the opposite.”

“We have something called negative CAC, which means the more content we produce and the more revenue that we generate through advertising, it offsets much of your marketing and customer acquisition costs. So effectively, if you think of why most SaaS companies end up spending capital, number one is R and D, and then at some point in the cycle, they flip to marketing and customer acquisition. The nice thing is our customer acquisition is effectively zero or negative, so we have no capital tied up in direct customer acquisition.”