GetLatka interview
How Owner.com Grew from $3M to $20M ARR with Unreasonable SMB Go-to-Market Efficiency (Interview with CRO Kyle Norton)
Kyle Norton (Chief Revenue Officer of Owner.com) spoke to Nathan Latka on March 28, 2024.
Owner.com figures from the interview
- ARR
- $20M
- ARR at Kyle's Start
- $3M
- LTV CAC Ratio
- 4.5 to 1
- Burn Multiple (reported Mar 2024)
- Under 1
- Revenue Growth (reported Mar 2024)
- 2.5x year over year
“I've been with the business for just about two years. We started at three. We're just passing 20 right now.”
“We were closing tons of deals. The sales number looked pretty good, but, you know, rampant misalignment of customer fit, customer quality, the handoff. And so there was upwards of like a 30% churn.”
“We basically turned away 40% of closed won that we would have closed thirty days before I got there.”