# Wingback Financial Model SaaS infrastructure platform that lets non-technical teams build, manage, and deploy pricing & packaging plans without engineering involvement. - Canonical: https://finamodel.com/startups/wingback - Excel download: https://finamodel.com/startup-models/wingback.xlsx - Category: Dev Tools - Model type: SaaS ARR / Valuation - Funding round: Pre-seed - Funding: $19M - Founded: 2021 - Geography: Not in deck (team based in Europe inferred from 42cap lead investor; YC logo visible but unclear if YC batch). - Customer: B2B ## About the company Wingback is SaaS infrastructure for software companies to build and deploy pricing and packaging without engineering involvement. Its no-code Plan Editor supports custom enterprise offers, sales efficiency, and product-led pricing campaigns through billing integrations. The company raised a $1.9 million pre-seed round but had not disclosed revenue or customer metrics. Its commercial model is recurring B2B SaaS, likely priced by users, plans, or customers managed. The model is early-stage ARR: new logos, ACV, product adoption, expansion, and churn determine revenue. Product-led acquisition, sales cycles, billing integrations, support, and cash runway are the key drivers. ## What's included - 5-year monthly revenue build with stage-appropriate growth assumptions - Full P&L, headcount plan, and operating-expense schedule - Cash-flow statement, runway, and burn-rate tracking - Valuation via exit multiple with a DCF cross-check - Returns analysis with MOIC and IRR - Unit economics including CAC, LTV, payback, and cohort retention ## Product & value proposition - Wingback is described as "SaaS Growth Infrastructure". - Core product: a no-code Plan Editor that allows non-technical teams to select product features, bundle them into packages, and price them - then deploy live without developer time. - Integrates with Stripe and other billing/payment providers. - Three distinct use-cases surfaced: 1. Create custom pricing plans for specific customers (enterprise deal-desk). 2. Make sales teams work more efficiently. 3. Drive product-led growth with campaign tools. - Positioning analogy: "Pricing is the next frontier after billing. Stripe, Adyen, and Zuora have platformized the billing layer. Same with pricing and packaging today.". ## Revenue model - Wingback itself is a SaaS product sold to SaaS companies. - Likely per-seat or usage-based (per plan/customer managed) given the infrastructure positioning.. ## Traction & metrics - Pre-Seed round of $1.9m closed. Led by 42cap; participation from On Deck, YC (logo shown), Unpopular Ventures, and angels including Nicolas Dessaigne (Algolia co-founder), Dan Widmaier, Sergei Anikin, George Arison. - No revenue, customer count, MRR, ARR, growth rate, or retention figures disclosed in the deck. ## Competition / moat - Indirect competitive framing: current state is engineers building pricing in-house ("Not a priority", "Let's wait for the next major release"). - No direct competitor grid shown. - Moat claim: first-mover in "SaaS growth infrastructure"; analogising to how Stripe commoditised payments. - No CAC, LTV, payback, or margin data in deck. ## Team & funding ask / use of funds - **Torben Friehe** - Co-founder & CEO. Previously co-founder & CEO of B2B startup 1aim; scaled to $1m revenue and raised $6m; Fellow at On Deck ODF7. - **Yann Leretaille** - Co-founder & CTO. Previously co-founder & CTO of 1aim; full-stack developer with infrastructure focus; hired and led software teams. - Raised: $1.9m Pre-Seed. --- ## Recommended financial model - **Archetype + why:** SaaS ARR model. Wingback is an API/platform product sold to SaaS businesses on a recurring basis. The natural model is a bottom-up ARR build: new logos × ACV, expansion/contraction, churn - yielding MRR/ARR, gross margin, and a burn-to-runway bridge. A 3-statement is premature at Pre-Seed; the focus should be on the ARR waterfall and cash runway. - **Forecast horizon & granularity:** 3 years, monthly for Year 1, quarterly for Years 2–3. - **Key drivers & assumptions:** - New logo adds per month: 2–5 in Year 1, ramping to 10–20/month by Year 3; no deck data. - Average Contract Value (ACV): $6,000–$18,000/year based on comparable pricing-infrastructure / feature-flag tools (LaunchDarkly, Stigg, Lago); no deck data. - Net Revenue Retention (NRR): 110–120% target; typical for infrastructure SaaS with expansion via plan-count/API-call volume; no deck data. - Gross logo churn: 8–12% annually; no deck data. - Gross margin: 75–85%; cloud infra + Stripe pass-through; no deck data. - Headcount: 2 founders at close; model should ramp engineering + GTM hires funded by $1.9m Pre-Seed. - Burn rate / runway: derive from headcount + infra costs vs. revenue; $1.9m raised implies ~18–24 months at typical Pre-Seed burn. - Pricing model (per seat vs. usage vs. per-plan managed): flat monthly fee per customer or tiered by number of plans/features managed - needs confirmation from founders. - **Scenarios (Base / Bull / Bear - which variables flex):** - **Base:** 3 new logos/month growing to 10/month by Month 36, ACV $10k, NRR 110%, 10% gross churn. - **Bull:** faster PLG-driven adoption (5→15 logos/month), ACV expansion to $15k+, NRR 125%. - **Bear:** slow enterprise sales cycle, 2 logos/month plateau, ACV $6k, higher churn 15%. - Key flex variables: new logo velocity, ACV, NRR, time-to-first-revenue. - **Required sheets / outputs:** 1. Assumptions - all drivers in one place with scenario toggle. 2. ARR Waterfall - beginning ARR, new, expansion, contraction, churn, ending ARR; monthly. 3. P&L - Revenue, COGS, Gross Profit, OpEx (S&M, R&D, G&A), EBITDA. 4. Headcount Plan - role, start date, salary; feeds OpEx. 5. Cash & Runway - opening cash ($1.9m), monthly burn, months of runway; Series A trigger line. 6. Unit Economics - LTV, CAC, LTV:CAC, payback period (once GTM spend is input). 7. Dashboard - ARR, MRR, logo count, NRR, gross margin %, runway chart. ## Frequently asked questions ### Is the Wingback financial model free? Yes. The Wingback model is a free Excel download with live formulas. ### Can I change the assumptions? Yes. The workbook is editable and its live formulas recalculate when assumptions change.