Romulus Capital Due Diligence
Part 2: Business Model, Go-to-Market, Market Size & Traction
- What are the different revenue streams? What is the revenue model?
B2B - $20 monthly fee / user
Learning & development tool for employees. Sold as annual subscriptions by number of users.
Personal development tool for consumers. Similar model to Headspace and Calm both of whom sell to consumers and enterprise.
License emotional intelligence layer to conversations for AI, robotics, and communication companies
What do you expect the unit economics to look like? Any good comps from the market that you used to get to this number
View assumptions and calculations --> https://docs.google.com/spreadsheets/d/1cE-mC5vL-2PGLuXi7JP-IWCUuwf1X6_aCZqQcdPQqXI/edit?usp=sharing
What is the process by which the company acquires customers (for each major use case)?
Process for acquiring pilot customers for use cases: (1) Manager development (2) Junior training (3) Field Sales
What are the sales channels and partnerships being used to acquire customers (for each major use case)?
Our team is directly connecting with stakeholders and buyers; this manual process will be automated when we reach product-market fit and ramp up our sales-marketing engine
How do you retain your customers once you have acquired them? What are some key components to "delighting the customers"?
What has been the historical pricing? How does this compare to competitors' pricing in the industry (non-technical and technical solutions)? What is the expected pricing going forward?
Jhana (Acquired by Franklin Covey)
$40 monthly fee / user (2 year contract)
Jhana provides bite-size training & learning for people leaders to build the skills they need to be successful, in a simple, on-demand format they'll love.
1-1 Executive Coaches
$200-$600 per hour, $20,000 for 9 month engagement
Coaches provide customized consulting sessions to help executive reach their professional career and life goals.
How many managers, junior staffs, virtual teams would be included in the addressable market? How did you calculate this number?
160M Working Adults in US
77M Knowledge Workers and 24M Managers
Remote working is a new social contract with today's modern workforce
- What has been the revenue traction so far?
Could you break out the list of customers, their revenue (one-time vs. recurring), date of sign?
Raising round to build minimum set of skill modules and metrics for deployment.
Ready 2 months after investment
Ambit provides conversation analytics to coaching clients of Enact Leadership
Ambit provides conversation analytics to Neej's sales teams that present in-person to customers and also to sales development reps