$130M ARR Vista Owned Company Made These 2 Moves Right After Acquisition

🕒 Time Stamped Show Notes:
00:00 – Nathan's introduction to today's show
00:35 – Why Numerator helps CPG companies with advertising data
00:55 – How they panel 300k consumers through their purchase history
01:30 – Why they pay their consumers for their data
02:15 – How they collect hundreds of thousands of receipts each day
02:45 – Why they loyalty data is so interesting to these manufacturers
04:00 – How 20% of their revenue comes from professional services
04:30 – Why the average customer pays them $75k annually
04:55 – How they've made 12 different acquisitions over the years
05:30 – Why he joined before the Vista Equity acquisition
06:20 – How they work with other portfolio companies synergistically
07:30 – Why he joined the company in the summer of 2016
08:00 – How Numerator has grown to $130M in total ARR
08:45 – Why they are growing more than 100% year over year by driving expansion revenue within existing logos
09:30 – How they are driving 30% revenue expansion on average
10:20 – Why they are exhibiting 90% gross revenue retention annually
12:00 – How Numerator has invested in product improvements to increase price
13:30 – Why they spend 25% of their total revenue on sales and marketing
14:10 – How they aim for payback within 12 months on new customer acquisition
14:50 – Why their team 1,500 is remotely distributed
16:20 – The core changes they made when Vista made the acquisition
18:20 – The Famous Five

Husband to Irene. Father to Abbey and Mike. Studied Statistics at Michigan. Play sports, especially golf and paddle tennis. Love to use data to analyze things. Professionally that means using data to help CPG companies make better decisions. Personally, that means a love for poker and wagering.

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