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How Pilot charted a course of not raising too much money

A few weeks ago, we wrote about fintech Pilot raising a $100 million Series C that doubled the company’s valuation to $1.2 billion.

Bezos Expeditions — Amazon founder Jeff Bezos’ personal investment fund — and Whale Rock Capital joined the round, adding $40 million to a $60 million raise led by Sequoia about one month prior.

That raise came after a $40 million Series B in April 2019 co-led by Stripe and Index Ventures that valued the company at $355 million.

Both raises were notable and warranted coverage. But sometimes it’s fun to take a peek at the stories behind the raises and dig deeper into the numbers.

So here we go.

First off, San Francisco-based Pilot — which has a mission of affordably providing back-office services such as bookkeeping to startups and SMBs — apparently had term sheets that offered “2x the $40M” raised in its Series B. But it chose not to raise so much capital. 

I also heard that the same investor that ended up leading a now defunct competitor’s $60 million raise first asked to invest $60 million in Pilot as a follow-on to that Series B prior to making the other investment. While I don’t know for sure, I can only presume that what is being referred to is ScaleFactor’s $60 million Series C raise in August 2019 that was led by Coatue Management. (ScaleFactor crashed and burned last year.)

According to CFO Paul Jun: “There were many periods when Pilot turned away new customers and growth capital instead of absolutely maximizing short-term growth…Pilot prioritized building the foundational investments needed for scalability, reliability and high velocity. When it was presented with the opportunity for additional funding towards further growth in 2019, it declined to do so.”

Co-founder and CEO Waseem Daher elaborates, pointing out that the first company that Pilot’s founding team ran, Ksplice, was bootstrapped before getting acquired by Oracle in 2011. (It’s also worth noting that the founding team are all MIT computer scientists.)

“Ultimately, the reason to raise money is you believe that you can deploy the capital, to grow the company or to basically cause the company to grow at the rate you’d like to grow. And it doesn’t make sense to raise money if you don’t need it, or don’t have a good plan for what to do with it,” Daher told TechCrunch. “Too much capital can be bad because it sort of leads you to bad habits…When you have the money, you spend the money.”

So despite what he describes as “a great deal of institutional interest” in 2019, Pilot opted to raise just $40 million, instead of $80 million to $100 million, because it was the amount of capital the company had confidence that it could deploy successfully.

Also, Jun shared some numbers beyond the recent raise amount and valuation.

  • The company has tripled revenue every year since inception, except for 2020 when it doubled revenue.
  • Pilot claims to have had a cash burn of $800,000 per month in 2020 against a starting balance of $40 million.
  • The startup touts a 60% GAAP gross margin. Daher notes: “We feel really good about having long-term unit economics that will work for this business without resorting to offshoring or outsourcing in a way that could compromise quality and compromise relationships.”

Bottom line is companies don’t have to accept all the capital that’s offered to them. And maybe in some cases, they shouldn’t.

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Jeff Bezos’ investment fund is backing a startup hoping to be the AWS for SMB accounting

One of the biggest pain points for startups and small businesses is keeping up with back office tasks such as bookkeeping and managing taxes.

QuickBooks, it seems, just doesn’t always cut it.

Three-time co-founders Waseem Daher, Jeff Arnold, and Jessica McKellar formed Pilot with the mission of affordably providing back office services to startups and SMBs. With over 1,000 customers, it has gained serious traction over the years. And Pilot has now also received validation from some big-name investors. On Friday, the company announced a $100 million Series C that doubles the company’s valuation to $1.2 billion.

Bezos Expeditions — Amazon founder Jeff Bezos’ personal investment fund — and Whale Rock Capital (a $10 billion hedge fund) co-led the round, which also included participation from Sequoia Capital, Index Ventures, Authentic Ventures and others. 

Stripe and Index Ventures co-led Pilot’s $40 million Series B in April 2019. The latest financing brings the company’s total funding raised to over $158 million since its 2017 inception.

The founding team certainly has an impressive track record, having founded and sold two previous companies: Ksplice  (to Oracle) and Zupli (to Dropbox).

Pilot’s pitch is about more than just software. The company combines its software with accountants to do things such as provide “CFO Services” to SMBs without a full-stack finance team. It also provides monthly variance analysis for all its bookkeeping customers, essentially serving as a controller for those companies, so they can make better budgeting and spending decisions.

It also helps companies access small business tax credits they may not have otherwise known about. 

Last year, Pilot completed more than $3 billion in bookkeeping transactions for its customers, which range from pre-revenue startups to larger companies with more than $30M of revenue a year. Customers include Bolt, r2c and Pathrise, among others.

Pilot has also inked a number of co-marketing partnerships with companies such as American Express, Bill.com, Brex, Carta, Gusto, Rippling, Stripe, SVB, and Techstars.

Ironically, Pilot says it aspires to the “AWS of SMB backoffice.” (In fact, co-founder Waseem Daher started his career as an intern at Amazon). Put simply, Pilot wants to take care of all those back office tasks so companies can focus more on growth and winning business.

Pilot strives to offer an “exceptional customer experience,” which is reflected in the fact that over 80% of the company’s business is driven by customer referrals and organic interest, according to Daher.

Whale Rock Partner Kristov Paulus said that white-glove customer service experience and Pilot’s “carefully-engineered” software make a powerful combination.

“We look forward to supporting Pilot in their vision to make back office services as easy-to-use, scalable, and ubiquitous as AWS has with the cloud,” he said.

Pilot’s model reminds me a lot of that of ScaleFactor’s, an Austin-based startup that raised $100 million in a year before it crashed and burned. But the difference in this case is that Pilot seems to have satisfied customers.

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TikTok partners with Whisk to pilot a recipe-saving feature on food videos

TikTok is expanding its integrations with third-party services, with the launch of a test that allows creators in the food space to link directly to recipes found on the Whisk app. This is being made possible by way of a new “recipe” button overlaid on related TikTok food videos. The feature makes a TikTok cooking video more actionable as it encourages viewers to not just watch the content, but also take the next step to save the content for later use.

The new button could also potentially drive significant traffic to Whisk — especially if a particular recipe went viral — like the “TikTok Pasta” videos have in recent days.

The addition is being made available in partnership with Whisk and is currently in “alpha testing,” TikTok confirmed to TechCrunch. TikTok says it has also worked with Whisk to help identify food content creators who could serve as the first adopters of the new functionality.

We found the feature in action on one of TikTok’s top food creators’ profiles, The Korean Vegan, aka Joanne L. Molinaro.

Image Credits: TikTok screenshot

The button was also first spotted by social media consultant Matt Navarra on the @feelgoodfoodie TikTok account.

The way the feature works, from the TikTok viewer’s side, is fairly simple.

A user who’s in the test group may come across a video on the app that includes the new button that reads: “See full recipe.” The button appears just above the creator name and video description on the bottom left of the screen — the same spot where the “Green Screen” button would otherwise appear. When tapped, you’re directed to a Whisk page where you can view recipe photos, see ingredients and choose to save the recipe to your own collection, if you’re a Whisk user.

This all takes place while still inside the TikTok app.

On the creator’s side, adding the recipe button to a video is done during the posting workflow via a new “add link” option.

The ability to add a “save recipe” feature to a TikTok video wouldn’t necessarily have to be limited to food content creators, however. Whisk allows anyone to create a recipe community on its platform, which means people can grow their followings simply by curating their favorite recipes around some sort of category or theme — like Instant Pot meals or favorite smoothie ideas or comfort baking, for example.

Image Credits: Whisk

Whisk has also been working more recently to expand its recipe communities to serve as a home for curators and creators alike by allowing them to point to their websites, if they have one, or link out to their social media profiles, including Instagram, YouTube and, of course, TikTok.

The idea is that fans would view the content on social media and be inspired, then visit Whisk as the next step in terms of saving the recipe, creating a shopping list or actually trying the recipe at home. This sort of “actionable” content could present a challenge to Pinterest, which has been expanding into short-form video through Story Pins. The feature allows Pinterest creators to share video content in the tappable “story” format — including recipe and cooking videos.

Pinterest hoped to use Story Pins as a way to differentiate its short-form videos from rivals, noting during its earnings last week that Story Pins are “not as focused on entertainment,” but rather “what the Pinner could do to enrich their own lives.”

TikTok’s selection of Whisk as a new partner makes sense as the recipe app has gained a rapid following since its late 2019 launch. Today, Whisk sees over 1.5 million interactions per month on its platform. It also just won a “Best of 2020″ Google Play award.

Whisk’s TikTok button, however, is not the first integration of its kind.

Last month, learning platform Quizlet announced a similar TikTok feature aimed at creators in the education space. In its case, the buttons overlaid on top of videos would link directly to Quizlet’s study sets, like its digital flashcards. At the time, it wasn’t clear that the new Quizlet feature was a part of a larger effort to connect TikTok videos more directly with related apps and services — an addition that could lead to an expansion in TikTok content and, perhaps, influencer sponsorships, further down the road.

There’s potential for TikTok to form other partnerships like this as well, given the app’s ability to drive trends across a number of content categories, effectively becoming the video alternative to Pinterest’s image bookmarking site.

At year-end, for example, TikTok published lists of 2020’s “top trends” in cooking, music, beauty and style. On the style front, TikTok already ran a livestreamed video shopping pilot with Walmart that used influencers to drive purchases, demonstrating the potential in connecting video inspiration to consumer action in an even more timely fashion.

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R&D tax credits are due July 15. Neo.tax wants to help startups apply and raised $3M to do it

All founders love “free” money, but with the pandemic going on, the necessity of free money has taken on a whole new meaning this year. First, there was the scramble to secure PPP loans a few weeks back for U.S.-based startups, and then the second wave of PPP loans when Congress offered a second tranche of funding. Two weeks ago, I covered a company called MainStreet, which is helping startups apply for local economic development credits that cities offer to businesses relocating to their regions.

In the same vein, neo.tax wants to help startups secure R&D research credits from the federal government — which tend to be fairly easy to acquire for most software-based startups given the current IRS rules for what qualifies as “research.”

The free money is good, but what sets this startup apart is its ambitious vision to bring machine learning to company accounting — making it easier to track expenses and ultimately save on costs.

It’s a vision that has attracted top seed investors to the startup. Neo.tax announced today that it raised $3 million in seed funding from Andy McLoughlin at Uncork Capital and Mike Maples at Floodgate, with Michael Ma at Liquid 2 Ventures and Deena Shakir at Lux Capital participating. The round closed last week.

Neo.tax was founded by Firas Abuzaid, who spent the past few years focused on a Ph.D in computer science from Stanford, where he conducted research in machine learning. He’s joined by Ahmad Ibrahim, who most recently was at Intuit launching small business accounting products; and Stephen Yarbrough, who was head of tax at Kruze Consulting, a popular consultancy for startups on accounting and financial issues. Leonardo De La Rocha, who was creative director of Facebook Ads for nearly five years and currently works at Intuit, is an official advisor to the company.

Neo.tax’s co-founders Stephen Yarbrough, Firas Abuzaid and Ahmad Ibrahim. Image Credits: Neo.tax

Or in short, a perfect quad of folks to tackle small business accounting issues.

Neo.tax wants to automate everything about accounting, and that requires careful application of ML techniques to an absolutely byzantine problem. Abuzaid explained that AI is in some ways a perfect fit for these challenges. “There’s a very clearly defined data model, there’s a large set of constraints that are also clearly defined. There’s an obvious objective function, and there’s a finite search space,” he said. “But if you wanted to develop a machine-learning-based solution to automate this, you have to make sure you collect the right data, and you have to make sure that you can handle all of the numerous edge cases that are going to pop up in the 80,000 page U.S. tax code.“

That’s where neo.tax’s approach comes in. The software product is designed to ingest data about accounting, payroll and other financial functions within an organization and starts to categorize and pattern match transactions in a bid to take out much of the drudgery of modern-day accounting.

One insight is that rather than creating a single model for all small businesses, neo.tax tries to match similar businesses with each other, specializing its AI system to the particular client using it. “For example, let’s train a model that can target early-stage startups and then another model that can target Shopify businesses, another one that can target restaurants using Clover, or pizzerias or nail salons, or ice cream parlors,” Abuzaid said. “The idea here is that you can specialize to a particular domain and train a cascade of models that handle these different, individual subdomains that makes it a much more scalable solution.”

While neo.tax has a big vision long term to make accounting effortless, it wanted to find a beachhead that would allow it to work with small businesses and start to solve their problems for them. The team eventually settled on the R&D tax credit.

“That data from the R&D credit basically gives us the beginnings of the training data for building tax automation,” Ibrahim explained. “Automating tax vertical-by-vertical basically allows us to be this data layer for small businesses, and you can build lots of really great products and services on top of that data layer.“

So it’s a big long-term vision, with a focused upfront product to get there that launched about two months ago.

For startups that make less than $5 million in revenue (i.e., all early-stage startups), the R&D tax credit offers up to a quarter million dollars per year in refunds from the government for startups who either apply by July 15 (the new tax date this year due to the novel coronavirus) or who apply for an extension.

Neo.tax will take a 5% cut of the tax value generated from its product, which it will only take when the refund is actually received from the government. In this way, the team believes that it is better incentive-aligned with founders and business owners than traditional accounting firms, which charge professional services fees up front and often take a higher percentage of the rebate.

Ibrahim said that the company made about $100,000 in revenue in its first month after launch.

The startup is entering what has become a quickly crowded field led by the likes of Pilot, which has raised tens of millions of dollars from prominent investors to use a human and AI hybrid approach to bookkeeping. Pilot was last valued at $355 million when it announced its round in April 2019, although it has almost certainly raised more funding in the interim.

Ultimately, neo.tax is betting that a deeper technical infrastructure and a hyperfocus on artificial intelligence will allow it to catch up and compete with both Pilot and incumbent accounting firms, given the speed and ease of accounting and tax preparation when everything is automated.

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Pilot raises $15M to bring bookkeeping into the modern era

The first time Waseem Daher, Jessica McKellar, and Jeff Arnold worked together on a startup, they built one that allowed administrators to patch security updates to a system without having to restart it.

So it might come as a bit of a surprise that the next big technical challenge the three MIT graduates want to tackle is bookkeeping . But after selling Ksplice to Oracle back in 2011, it was actually the financial software they had built internally that made the jaws of the finance teams at Oracle drop, Daher said. They had created a continuously-updating internal version of QuickBooks, keeping a close eye on their spending and accounting and not having do hire a bookkeeper to do so, out of pure frustration with the process. And today that’s basically launching as Pilot, a startup that has now raised $15 million in a financing round led by Index Ventures.

“If you look at the history of bookkeeping, it goes back to the 1400s,” Daher said. “Probably the oldest written records were of transactions. Around 1400s, we invented double-entry bookkeeping, a system for how money moves into and out of various accounts of companies. That system, as articulated in 1400 in Venice, is basically still what people do in every American business today. You hire a bookkeeper or bookkeeping firm, you send them all your stuff and they track and produce the set of books. The way it’s done today is the same way it’s done in the 90s, the 40s.”

When a company starts working with Pilot, the actual core experience on the customer side doesn’t really change all that much: they still work with a human on the other end. But the bookkeeper from Pilot is working with the internal tools they have built to bring in the data from the company, organize it and structure it, and produce a set of books that are more accurate than someone might have produced than just doing it by hand. Customers will get the kinds of questions you might expect from a normal bookkeeper as they look to clarify what’s happening, but in the end the process happens much more seamlessly. They can integrate directly with their existing services like Expensify or Gusto (or ask Pilot to help out with that) and then go from there.

That kind of human-software mix is something that’s increasingly common in services businesses — like Pilot — as the tech industry figures out what should be automated and what should still be handled by a person. There are still a lot of things that a person can catch, but there’s also the actual human relationship, which isn’t a kind of repetitive task you’d want to automate with an algorithm. To begin, Pilot isn’t trying to force companies to completely rip out their bookkeeping software and start from scratch, and instead start to collect the electronic information they already have.

“Uber’s like that, the drivers are humans but the software makes them much more effective,” Index Ventures’ Mike Volpi said. “You can see it in a lot of applications where in IT support there’s a few businesses like this, you troubleshoot using software, and when you can’t you fix it pass it to humans. In customer service chats, a lot of times it’s an AI, and when the questions get tricky enough it rolls over to humans. It’s interesting because there are tasks which humans are fundamentally needed and there are tasks that are mundane that software can do and the human can avoid doing. It’s an interesting thesis around this hybrid.”

Prior to Pilot, the team sold another company to Dropbox called Zulip, and spent some time at the company as it continued to scale up (Dropbox is now in the process of going public). Some of the challenge alone was somehow assembling a team that found some fascination with the intersection of accounting, machine learning and working directly with customers, but so far McKellar said that they’ve been able to put one together thus far. And, more importantly, now that they are starting to roll out their service they can start getting some perspective on the industry as a whole.

“I think people can get motivated by almost any problem if you know you’re tackling a big problem for many people,” McKellar said. “But there’s quite a lot of subtlety to what we’re building. The rules and principles of bookkeeping are well define but the real world is really messy, and designing the right systems to automate bookkeeping at scale is actually a tricky thing. We have an incredible engineering team that is able to tackle this with the right mindset it. The analogy you can draw is self-driving cars — that’s a system normally done by a human, everyone understands what it takes to drive a car, what actions you should take. It’s difficult for people to put into words, what are the rules given a set of inputs, but it needs to work and be reliable.”

As more and more of this information comes in, and more and more companies start to work with Pilot, they can start spotting trends in the industry. For example, if a 17th SaaS business with a similar business model to other Pilot companies signs up, they could down the line take a look at their info and spot potential discrepancies based on anonymized trend data picked up from other comparables in the industry — or do a better job of spotting inefficiencies or others. And there are some obvious funnels for this already, like getting the right information for tax purposes to accountants.

There’s going to be a lot of increasing activity in this space, though. Already you’re seeing some funded projects like botkeeper, which are looking to find some ways to automate a bookkeeping service. There’s nothing quite so formalized and an obvious tool that looks to take out QuickBooks (and, again, a lot of these seem to be playing nice for now), and there’s always the chance that Intuit could try to take on the space itself. But at the end of the day, Volpi says it’s based on the team that they’ve assembled — and that combination of humans and algorithms — that gives them a shot at succeeding.

“If you look at a fundamental level, the bookkeeping for the doctor’s office or florist, it is really all following the same underlying principles,” McKellar said. “One of the engineering challenges is to build the tooling and systems and software in a way that’s intelligent. It has to be a set of processes that can flexibly accommodate every vertical over time. In some sense this company, why we raised this, was to validate a huge hypothesis — it’s possible to automate bookkeeping at scale across a range of industries.”

Here’s the rest of the investors in this round, since it’s a long list: Patrick and John Collison, Drew Houston, Diane Greene, Frederic Kerrest, Hans Robertson, Adam D’Angelo, Paul English, Howard Lerman, Joshua Reeves, Tien Tzuo, as well as many others.

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YC-backed Pilot is building a contractor platform geared for the future of work

desktop What’s a six year old startup doing entering Y Combinator? Plotting a new growth trajectory after a pivot. Pilot may be a veteran in Silicon Valley startup terms but it reckons the freelance contractor marketplace model it switched to around a year and a half ago is ideally positioned to serve a future of work that’s increasingly fragmented and distributed. Read More

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Tesla To Begin Model S Battery Swap Pilot Program Next Week

Tesla_Model_S_Chassis_Battery Tesla showed off its upcoming battery swapping technology for the Model S electric vehicle last year, which would let users change out their battery rather than charging when on the road for a quick fill-up that’s speedier than actually refuelling a standard car’s gas tank. Starting next week, it’s launching the pilot program of that advancement in Harris Ranch, California, at… Read More

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