SaaS: How DaPulse has 3x’ed Revenue YoY

Roy Mann

In Episode #847, Nathan interviews Roy Mann. He’s a career entrepreneur, artist and 3D printing enthusiast. His experience is in the field of product development and marketing and before co-founding dapulse, Roy was part of Wix’s senior management team, which is a big, runway success. Prior to joining Wix, he founded the online social game, Save an Alien.

Famous Five:

  • Favorite Book? – The Hard Thing About Hard Things
  • What CEO do you follow? – Avishai Abrahami
  • Favorite online tool? — FullStory
  • How many hours of sleep do you get?— 7-8
  • If you could let your 20-year old self, know one thing, what would it be? – “Whatever you learn, you learn—and in the end, we all die”

Time Stamped Show Notes:

  • 01:50 – Nathan introduces Roy to the show
  • 02:27 – dapulse is a tool for managing operations for teams
  • 02:38 – dapulse is a SaaS product
  • 02:40 – dapulse has a free trial of 14 days
  • 02:52 – ACV
  • 04:00 – Roy was in Episode 404 of The Top
  • 04:06 – Team size is 70
    • 04:14 – 1/3 is in engineering and they’re expecting to grow to 100 this year
    • 04:40 – Most of the team are in Israel and some are in the USA
  • 05:00 – dapulse currently has 15K customers
  • 05:15 – dapulse raised $25M at the start of 2017
    • 05:34 – They’ve raised a total of $34M
  • 06:13 – MRR is over $1M and $13M ARR
  • 06:33 – dapulse is a B2B company, but their approach is like a B2C
    • 07:06 – dapulse aims at individuals who will potentially purchase the product for their team
  • 07:16 – dapulse has spent $1.5M just last month on online ads
  • 07:45 – CAC
  • 08:24 – Payback period
  • 09:37 – dapulse’s campaign can attract a high number of customers
  • 10:27 – Roy wants to build a product that fits everyone
  • 10:42 – dapulse has a negative net revenue churn
  • 11:18 – Monthly logo churn is between 1.5% to 2%
    • 12:13 – Churn is calculated on the top line
  • 13:48 – dapulse has -.05 net revenue churn
  • 14:20 – dapulse sells to large companies through their Instagram ads
  • 15:40 – dapulse doesn’t give an incentive for those who post about their user experience
  • 16:47 – 2017 ARR goal is $17M
  • 17:21 – December 2016 ARR is $6.5M
  • 18:10 – The Famous Five

3 Key Points:

  1. A B2C approach can still get you customers, even if you’re B2B company.
  2. If people gain value from your product and enjoy it, they will share about it.
  3. We all make mistakes, just make sure you learn and move on.

Resources Mentioned:

  • Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost.
  • The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
  • GetLatka – Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more
  • Klipfolio – Track your business performance across all departments for FREE
  • Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience
  • Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments
  • Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible
  • Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books
  • Show Notes provided by Mallard Creatives