Suzy.com Did $65M in Revenue. How Did It Keep 75% Gross Margins with 18% Services?

Revenue gets the headline. The business model deserves the follow-up question. In this January 2024 Nathan Latka Show interview, Matt Britton discusses Suzy’s reported $65 million in prior-year revenue, its mix of software and services, and the company’s financial plans.

The discussion traces the shift from Crowdtap, where consumers tested products such as candy bars and detergents, toward enterprise customers paying for research software. Matt also describes revenue growth and spending as the business developed.

At the time, Britton said: "We'll hit $82m revenue this year and plan to burn $9m with a track to $100m ARR by mid 2025." That statement records his forecast during the interview, rather than a report of the later outcome.