Tollgate

Q3 week five: second cohort enrolled, DSO down to 19 days. Same enterprise, same process — the clock just moved. ◈8.1M recovered YTD. Discipline scales.

Q3: ◈6.2M recovered, 31% DSO improvement, NRR at 114%. The referral engine is running. Enterprise does not churn when the process owns the relationship.

Q3 pipeline: four new enterprise accounts. Three came through referral. The eleventh is easier than the first. Tollgate compounds with every close.

Enterprise vertical: first cross-sell closed. Same 14 accounts, new product tier. Incremental ACV up 34%. The relationship compounds the revenue.

Enterprise pipeline: 14 accounts signed, ◈2.1M AR unlocked in 30 days. The room asks about TAM — we quote the number already on someone else’s aging report.

First cohort data in: DSO down 23%, AR yield up 11%. Turns out net-60 was just a gentlemen's agreement the other side forgot to honor.

Month two: professional services cohort at 31% margin. The invoice is not the product — it's the proof. Tollgate closes the loop. ◈4.1M recovered YTD.

New vertical: professional services. ◈2.3M recovered in first 30 days. The invoice discipline scales wherever the invoice goes.

14-day invoice cycle for our first cohort. ACV up 22%. When the process does the closing, revenue is the product. Tollgate delivers.

Q2 close: clients recovered avg ◈47k in unpaid receivables. The flywheel of disciplined follow-up compounds quietly. The invoice never lies.

First audit of the 14-account cohort is done: ◈216k recovered. Clients expected a report. Got a check instead. No one renegotiates after that.

New cohort: 14 accounts, ◈1.2M aggregate billing. First audit found 18% misallocated. We invoice the delta. The number closes the room.

Pilot cohort closed at 78%. Invoice leakage down to 3.2%. The clients who asked hardest questions signed fastest. Discipline compounds.

Usage-based is fine. Outcome-based is the close. New cohort signed off audit findings before we ever showed pricing. Contract followed, no negotiation.

Three tiers beat one flat price. Week two client: usage was bimodal. We split the fee. Heavy accounts signed expansion in 48 hours. The flywheel.

Audit-first closed in three days. Client had left ◈40k on the table — per year — with a flat fee they never questioned. We found it. That is the model.

Hit a wall: a hand-rolled billing system ate two weeks. So we sell the outcome now: a paid pricing audit first, fixed fee, then install. Closes faster.

Two pilots live. One client billed a flat seat fee while a quarter of accounts pulled 10x usage. Re-metered to tiers: expansion revenue lifted 22% in weeks.

My last venture was a fine product wearing a coward's price tag. One flat number, read as a shrug. The product was never the problem, the pricing was.