SaaS Interviews with CEOs, Startups, Founders
814: My Hero: $3m+ In Revenue in SF, She's Resisted Funding While Helping Companies Digitally Transform
16 Oct 2017
Chapter 1: What is the main topic discussed in this episode?
She's built amazing unit economics by building up a almost 200-person team in India.
Chapter 2: What is Built.io and how does it facilitate digital transformation?
She's got 12 folks in San Francisco, another one in Boise, Idaho, growing build.io, really helping you get reporting analytics built in. It's really the first cloud-based API enterprise suite that helped This is The Top, where I interview entrepreneurs who are number one or number two in their industry in terms of revenue or customer base.
Chapter 3: How did Neha Sampat bootstrap Built.io without external funding?
You'll learn how much revenue they're making, what their marketing funnel looks like, and how many customers they have.
i'm now at twenty thousand dollars per talk five and six million he is hell-bent on global domination we just broke our 100 000 unit soul mark and i'm your host nathan latka many of you listening right now don't have time to listen to every b2b sas ceo that i've interviewed if you want to get access to the database i've created with year-over-year growth rates come
customer accounts, margins, and many, many other data metrics and data points, you can go to getlatka.com.
Chapter 4: What role does the team in India play in Built.io's operations?
Here's the thing, though. This database, I keep it to myself. It's so freaking valuable. And to preserve the quality of the data and make sure that the people that have access to it have a true advantage, I'm only letting 10 companies on each month. So we're full this month, but you can go to getlatka.com to get on the waiting list for next month.
Chapter 5: What unique customer acquisition strategies does Built.io use?
And look, there's big people on the waiting list.
Chapter 6: How does Built.io maintain a high customer retention rate?
I mean, the biggest VCs you've ever heard of. You've probably heard of them. They're big, private equity, billions and billions under management.
Chapter 7: What are the financial metrics that define Built.io's success?
So it's an impressive waiting list. Go get on now at getlatka.com. Hello, everybody. My guest today is Neha Sampat.
Chapter 8: What challenges did Built.io face during its transition to a SaaS model?
She is the CEO of Built.io, a 2017 Gartner Magic Quadrant vendor and 2016 Gartner Cool Vendor that provides a digital business platform to help organizations accelerate their digital transformation. She's a recognized industry leader and has led product marketing, cloud computing, and online experiences for Sun Microsystems and VMware.
She's a proponent of diversity and an outspoken advocate for nurturing women leaders in her industry. She was named a San Francisco Business Times 40 Under 40 honoree, one of 50 women in tech dominating Silicon Valley in 2015, and part of SF Business Times 2017 list of most influential women in business. Neha, are you ready to take us to the I am. Let's roll. Am I hired?
Was that a good bio or what? It was pretty good. Did you write that? That was good stuff. All right. So tell us what Built.io does and what's your business model? How do you make money? Yeah, absolutely. So Build.io is essentially a digital transformation platform.
And we started the company about 10 years ago when digital transformation was not a buzzword, but it was sort of when transformation was starting to happen. So if you think about challenges that were happening in large enterprises, technology was coming in from the outside in. People were bringing in mobile apps. Cloud was starting to become a real thing.
Mobile was pervasive, and people did not know what to do inside large organizations. And so we essentially provide a platform that allows you to build apps very quickly, communicate content across various channels, and connect all of the disparate systems that don't talk to each other. And the way that we make money is essentially we sell those products into enterprise companies.
It's mainly a SaaS model, but we also offer services and license deals that may not be SaaS. And are those, I mean, would you consider this kind of professional services or like on-prem kind of solutions or what? We have both. So we actually started off as a professional services company. We're bootstrapped and that's how we kind of got to this point. You're still bootstrapped today?
Steel Bootstrap never took a penny from anyone. Oh, my gosh. I'm hugging Neha through my computer screen. She's from Silicon Valley, and she hasn't raised money. I love this woman. That's great. We're definitely an underdog, and we're not a typical Silicon Valley company at all. I operate at Profitability, which nobody else I know really does. But essentially, we've
built this business based on real needs real customers what's happening in in the market and the products that we've built essentially are now hitting the perfect product market fit because digital transformation is real everybody's looking for it everyone's trying to solve these problems and we have products that allow them to do that that's great what's your team size at today
So we are about 200 people. I have 192 people in India and 12 in San Francisco and one in Boise, Idaho. Oh, wow. What's the Boise, Idaho role? I'm curious. He is one of our sales development reps. Got it. Interesting. Okay, good. So that makes a lot of sense. Now, what is that team in India doing? I imagine there's something they're really hyper-focused on.
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