Daniel Wikberg
- CEO and Founder at Upsales
GetLatka interview
How Upsales Reached a $120M Valuation and 30% ARR Growth with Profitable Organic Expansion (Interview with CEO Daniel Wikberg)
Daniel Wikberg (CEO and Founder of Upsales) spoke to Nathan Latka on March 7, 2023.
Upsales figures from the interview
- Valuation (2023)
- $120M
- ARR Growth Rate (2023)
- 30%
- Revenue per Employee (2023)
- $200,000
- Cash Flow (Monthly Profit) (2023)
- $250,000
- Team Size (2023)
- 70
“I mean, I think we've been focusing a lot on finding the right niche for us. So we try to focus on a couple of verticals where we think we can make a difference. And also in the Scandinavian market, I think there's a clear gap in the kind of mid market. So you have all of these players for really small companies and then you have Salesforce and a couple more for enterprises, but companies with between a 100 up to a thousand employees, that's where we really make a difference.”
“I mean, I was 21 when I founded the company so I guess, you know, I had a lot of energy and I didn't realize how slow things were going. But yeah, I mean, we saw like gradual success continually. So yeah, I think just continue working. Nothing more fancy than that.”
“I would say our customer base is a little bit distorted because we have around eight or 900 direct customers. And I think those customers account for like 90 plus percent of our ARR. And then we have the other 50 of our number of customers which we inherited from the partnership we used to have with another company where we sold the white label version of Upsales.”
Bio
Daniel Wikberg is the CEO and founder of Stockholm-based SaaS company Upsales. He started the company in 2003 to help B2B companies grow revenue. Today, Upsales is a 70-person operation with over 90% recurring revenue and 1800 customers in 10 countries. They're at €13M ARR and have a long track record of profitable organic growth.