Comment by 11thEarlOfMar | Hacker News Reader

Comment by 11thEarlOfMar | Hacker News Reader

Several things I'd consider...

- Is the $60M greater or lesser than last year? How strong is that growth? How does your growth compare to competitors, if there are any?

- How much did that revenue cost the company? For example, if marketing expenses were $100M to win $60M revenue, that's probably a problem. If marketing was $20M, the company may be healthy.

- With $60M in revenue, customers see some value, but what is the buying behavior of customers? Do they in general sign up and use for a while, then stop using? Do they 'buy up' to additional services (if that's your business model). Are there a significant number that continue to use and pay?

- The concern about delivering value may just be healthy customer-focused anxiety, or, it may be due to undesirable customer buying behavior. I'd get to the bottom of that. If the buying behavior is not negative, then your management may actually be pretty solid. If the buying behavior is poor, you're going to need to make a judgement call on whether you believe management can work through it.

- Also consider that at Series C, several VCs are already betting that your company will succeed. What is the track record of the investors?

Thanks for making good points. The VCs are pretty solid, they are some of the most respected VCs in Sand Hill Rd. Do you think they would push for an exit (IPO/Sale) and that would make it worth staying?

The revenue is 60M with cash flow positive (6M) this year, so I think all other expenses were less than 54M (including marketing).

Can you elaborate a bit about "healthy customer-focused anxiety"? I think a lot of customers go into our service thinking it might prove useful without seeing any value first. We have a good marketing and sales team, but I think (and it's my thought) that now they are finding that they are not getting that much value from this service.

Now, I believe the management is solid and they are working to really re-focus on creating more customer value which really makes me happy. Yet, I still think there are several small sized competitors that could provide what we do at a lesser price.

I am hoping that this year's quarterly results will help me calm down. Because, I think if the company is not increasing it's return or on it's path to a successful IPO, then it's better I seek a higher paying job.

'Healthy customer-focused anxiety' meaning they are focused on providing value to the customers with a sense of urgency and importance. I.e., the fate of the world relies on them providing true customer value. Thinking chicken and egg, the founders may have been successful thus far because of such a mindset, rather than developing that mindset because of poor performance. That is a purely speculative statement, but if I were in your position, I'd want to get a sense of which came first.

If I summarize the snapshot you've provided:

- Series C: VCs have bet on your management 3 times.

- Respected Investors

- Solid Management, in your opinion

- Significant revenue with + Cash flow

You most likely won't be dealt too many hands that strong. I'd stay with them at least another 12 months.

One last point. If you have options, I believe you're privy to their value at least annually. The Board of Directors should determine the company's value at least that often. (it's very subjective, but informative, a VC's job is all about company value). You might want to ask your HR representative for that information, going back as many years as they're willing. That info would provide insight into what they are thinking about the company's growth so far.

Good luck.

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