Revenue Reveal Strategy

Christina shares a story about revealing Vanta's impressive revenue numbers during VC pitch meetings after keeping their growth private.

"We kept it low key on purpose because we had this great idea and I wouldn't spell out what we were working on. I'd rather they not know because then somebody might start knocking us off and copying.

I went to pitch this very smart VC. I start walking through the slides and get to the ARR ramp chart showing $10M. His jaw just drops and he was clearly speechless. He's looking at it and says 'I thought you were at like $2.5M.' At the end he was basically like 'We missed it, we're not gonna be able to do this.'

Then I go into a meeting with another VC who's very good at his job, and he says 'I thought you were at $9.4M because I'd taken your Twitter chart and backed it out.' He had counted the pixels and done the math. I was like 'That's great, you're so good at your job, it's so fun.'"