A Cup of Capital

Aishwarya Patki
Numbers speak louder than words. Today, my guest is Florent-Aurélien Couturier-Crouzillac, an associate at DTCP in their Growth Equity team. We talk about SaaS and its important metrics – from the POV of the investor. Florent explains which SaaS metrics count for the most with VCs, what is a good level for each, and how the founders can improve them. We also discuss how the VCs envisage a winning team and how a founder should build his team. Florent ends the episode with critical advice to listeners: you must listen to all advice, but you need not comply with all of it!
In this podcast, we also talk about:
  • His investment thesis as part of the Growth Equity team at DTCP
  • Specific types of B2B SaaS model based on pricing, users, and other factors, and how to pick the perfect model for your business (tip: it depends on your target customers)
  • Optimal pricing approach for your product
  • Most important metrics that Florent, as an investor, looks at to determine whether the company is a good investment (ARR, ARR growth)
  • What pre-IPO company metrics should look like and reasons why they might fall below the ideal levels (capital efficiency, sales, and marketing efficiency, i.e., magic numbers, ACV) and how he prioritizes them
  • Does a high ACV work in your favor and a low ACV against you? ACV implications in terms of go-to-market strategy and your sales teams
  • His expectations in terms of how your team looks like at this stage, and the need for founders to analyze their team at regular intervals

Link to Florent’s LinkedIn:

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