5 Fascinating Learnings from SmartSheet at $1 Billion in ARR


So there’s a quiet chief within the work administration area that’s quietly … blowing the doorways off.

Everybody is aware of Atlassian, Asana, Notion, most likely Monday.  However Smartsheet?

It’s best to know them.  They’re at $1 Billion in ARR now, rising a formidable 23%.  The general public markets aren’t utterly in love with the area — it trades at a mean $6.3 Billion, or simply 6.3x ARR.  Asana equally trades at simply $4 Billion at the moment on ~$700m in ARR, so about the identical.

However Smartsheet is an effective one.  Undervalued?  Yeah, perhaps so.

5 Fascinating Learnings:

#1. The Greatest Buyer Segments Are Rising the Quickest.

Smartsheet has 1000’s and 1000’s of small prospects, with an ACV of < $5k.  However the larger ones are those driving income progress at scale.  As you possibly can see, $100k+ prospects are rising the quickest, adopted by $50k, then adopted by $5k+ prospects.  And they now have 59 $1m+ customers, up from 40 a year ago.  And 51% of their revenue now comes from $100k+ deals.

#2.  NRR Has Fallen to 118%, However Nonetheless Comparatively Robust

Smartsheet isn’t immune from downgrade pressures lately.  In reality, NRR has fallen over 10% — from 129% to 118%.  Nevertheless it’s nonetheless comparatively sturdy.  They see it hitting 116% within the coming quarters.

#3.  94% of Clients Pay Yearly, Together with SMBs

Smartsheet has loads of smaller prospects, and that’s its roots.  Nevertheless it is aware of onboarding requires enterprise course of change, so for essentially the most half, it requires annual contacts, and has for years.

#4.  Driving ACV Up 16% Key To Development

Smartsheet has pushed its core buyer ACV up from $7,951 in 2023 to $9,225 — that’s +16% in somewhat greater than a 12 months.   That’s been important to them sustaining income progress.

#5.  Like Virtually Each Different SaaS Chief, They’ve Gotten Radically Extra Environment friendly The Previous 12-18 Months

A 12 months and a half in the past, Smartsheet wasn’t money circulate constructive, and it had detrimental non-GAAP working revenue.  12-15 months later, it’s a complete new world.  Smartsheet like most different SaaS and Cloud leaders held the road on prices and bills, however nonetheless grew income.  The outcome?  A a lot, rather more environment friendly firm in 2024.


And some different attention-grabbing learnings:

#6.  Rising Sooner Than Others As a result of “Non-Tech Clients”

Smartsheet added a $850,000 restaurant buyer deal, one other huge one at a high airline, and a 3rd at a media and leisure chief.  And so they grew a authorities contract to $1.6 million in ARR.  Non-tech prospects simply haven’t been as impacted by the “downturn” in spend as core tech prospects.

#7.  Solely 9% of Income From Clients Underneath $5k ACV

Whereas small prospects are Smartsheet’s roots, it’s onerous to get to $1B in ARR with $2k prospects.  As we speak, solely 9% of their income is from prospects beneath $5k ACV.

#8.  This fall’FY23 Was The Hardest Quarter.  Development Up Since Then

You’ll be able to see under that This fall’FY’23 was their hardest quarter, and Smartsheet solely added $2.9m in internet new ARR that quarter.  The subsequent quarter was a smidge higher, and so forth.  So many noticed their lowest quarter someday in early 2023 and are a minimum of by means of the bottom level of progress.

#9.  Worldwide Solely 16% of Income

I’d have anticipated extra, however in any occasion, a key progress vector for them going ahead.

Growth!  Fairly a run to $1,000,000,000 in ARR, Smartsheet!  We’ll examine again it at $2B in ARR, if not earlier than 😉


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