categories
HOT TOPICS
- The Accelerator Conundrum
- The Startup Velocity Question
- Platform as a Service
- Man and Superman
- Web 3.0 = (4C + P + VS)
- The Future: End of Capitalism
- Capitalism 2.0
pivot
Multiple Pivots, Taking on Giants, to Over $100 Million in Revenue: Matthew Calkins, CEO of Appian (Part 6)
Sramana Mitra: Interesting. So you closed the $10 million round before the financial crisis on a questionable business plan. What happens next? Matthew Calkins: It’s an odd journey. Now we have $10 million and we could be strategic. That felt very nice because there was so much we wanted to do. We’ve always been an
Multiple Pivots, Taking on Giants, to Over $100 Million in Revenue: Matthew Calkins, CEO of Appian (Part 5)
Sramana Mitra: How many enterprise customers were you able to get in 2004? How were revenues scaling? Matthew Calkins: I think we were growing at about 20% to 30% in those years. Our customer gain was never what we wanted but still steady and lucrative. In fact, we didn’t have a growth problem until 2008
Multiple Pivots, Taking on Giants, to Over $100 Million in Revenue: Matthew Calkins, CEO of Appian (Part 4)
Sramana Mitra: What year are we talking? Matthew Calkins: 2003. There was a long transition and it was difficult for us. BPM naturally needs an interface in which you can consume all of the information that goes with it. You might need broad awareness and a portal interface would be good for that. You may need
Successful Pivot to a High Growth Business: Ray Grainger, CEO of Mavenlink (Part 7)
Sramana Mitra: The money that you had in the convertible note and your own money, that was financing 2010 then? Ray Grainger: It got us through 2010. It actually got us almost through 2011 as well. Sramana Mitra: In 2011, you generated revenue? Ray Grainger: Yes. We got up to a million dollars in 2011. Sramana
Successful Pivot to a High Growth Business: Ray Grainger, CEO of Mavenlink (Part 6)
Sramana Mitra: What did you do in terms of going and trying to recruit the next set of projects? Did you then go out to find projects that are in line with those people’s expertise? Ray Grainger: We decided to take a different path. The thousand people told us, “We really like your concept. It’s
Managing Multiple Pivots While Scaling to $50 Million: MotionPoint CEO Will Fleming (Part 7)
Sramana Mitra: How much of this is already in the market and how much of this is still in development? Will Fleming: It’s hard to quantify but some is in the market in terms of capability baked into the current offering. Certainly, the majority is in development. Sramana Mitra: This part of the pivot has
Managing Multiple Pivots While Scaling to $50 Million: MotionPoint CEO Will Fleming (Part 6)
Sramana Mitra: When you were describing this localisation thing, I was thinking, “Okay, it’s not just doing a site in another language. Selling in another geography is a whole different ball game.” Will Fleming: Exactly. Our customers were telling us this and we were thinking, “That’s not our business. We don’t have this capability and
Managing Multiple Pivots While Scaling to $50 Million: MotionPoint CEO Will Fleming (Part 5)
Sramana Mitra: I’m going to ask a couple of details about the structure of the business. What is the average deal size of one of these clients? Are we talking in the hundreds of thousands or millions? What average size contracts are these? Will Fleming: We do deals as small as tens of thousands and
