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5 Critical GTM Lessons from Selling Our Last Business for $519m

bookface.ycombinator.com · 4 words · saved by 1 readers

@Jonty Knox and I previously built and sold Voxbone (AWS for real-time communications) for $519m in Oct of 2020. A half-a-billion dollar deal with a NASDAQ-listed company…during covid lockdowns…done entirely over Zoom. It’s by far the hardest thing I’ve ever done. The deal fell apart three times over a 9-month period. Every time it came down to valuation. We knew we had leverage, and if we waited them out, they’d eventually pay our price. Sure enough, they did. What gave us confidence in our leverage was our industry-leading customer economics. Our customers were more profitable, churned less frequently, and expanded at a much faster rate than everyone else in the industry. In the quarter before we sold, our LTV to CAC was just over 8 (for context, anything over 3 is considered exceptional). All of this was carefully engineered many years in advance. In 2016, saddled with mid-tier growth, we intentionally set out to design and build a go-to-market strategy with three objectives

Account | Y Combinator

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