SaaS Interviews with CEOs, Startups, Founders
FullCast Hits $1.1m ARR, Pure SaaS From $1m Agency in Rev Ops Space
09 Nov 2020
Chapter 1: What is the main topic discussed in this episode?
We ejected all those services customers. We moved to pure product and product when we started at the end of that transition was close to about a half a million dollars still, because it converted those services customers onto the platform.
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And you'll get interviews three weeks earlier from founders, thinkers, and people I find interesting. Like Eric Wan, 18 months before he took Zoom public.
We've got to grow faster. Minimum is 100% over the past several years.
Or bootstrap founders like Vivek of QuestionPro. When I started the company, it was not cool to raise. Or Looker CEO Frank Bean before Google acquired his company for $2.6 billion.
We want to see a real pervasive data culture, and then the rest flows behind that.
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My guest today is Dharmesh Singh. He's a lifelong learner who's looking to add value to every relationship he touches. He co-founded Fullcast.io with Bala in 2017 to transform how go-to-market operations are done based off his prior experience scaling ops at Salesforce and Microsoft. Dharmesh, you ready to take us to the top?
Yes, sure.
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Chapter 2: How did Fullcast.io transition from agency services to pure SaaS?
It might be an account manager. It could be a CSM. All those are runtime policies that need to get enforced. And that stuff is done either through custom code or depending on IT. So we are essentially building this platform so teams can have a no-code experience where they can come in and build a plan. click on a button, push the plan into execution, and then keep it sync all the time.
And Dharmesh, when these teams fall in love with you and they really integrate you, what do they start paying on average per month?
Um, our average deal size across customers is about 70 K for the year, uh, right now. Um, and you know, that's the average. We've got some customers that have started with only what, 20 reps and they're as low as in the 30 K. Uh, we got customers at 600 reps and they're all the way up to 150, 200 K. Yep. Okay.
Got it. So you, your upsell revenue and your expansion opportunities right now, purely based off number of seats, uh,
A number of people as well as modules. So depending on, you know, are you looking for territory segmentation? Are you looking for quota? Are you looking for planning, headcount planning? So all those different modules.
And take me back to sort of day one, right? So when you found the company?
We founded the company end of 2016. We left Salesforce in December of 2016 to go work on this full time.
And who's we? How many founders?
Me and our partner, Bala, the two of us, we were at Salesforce. We worked at Microsoft. So we've been together for about 14 years and then we decided to bail.
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