📌 Full revenue data, funding history, and metrics for AODocs: https://getlatka.com/companies/aodocs 📅 Weekly interviews every Tuesday. Stéphane Donzé bootstrapped AODocs and Talarian to $60M in combined 2026 revenue on $0 raised. Three customers pay him over $2M a year each. Google is one of them. CHAPTERS The $55M Bootstrap 0:00 $55M in revenue, $0 raised — Stéphane confirms the number 1:39 AODocs alone accounts for about $30M of the group total 1:44 Revevol founded 2007 as Google's first European partner, AODocs spun up in 2012 Funding 10 Years of R&D With Zero Investors 2:18 The cloud migration business did a couple million in 2010 and paid for the software 2:50 Roughly $500K in the red across 2020 and 2021 3:06 Peak burn never exceeded $200K a month — the discipline that made it work The Road to $60M 3:40 130 people at AODocs, 250 across the whole group 4:25 Targeting 15%+ growth in 2026 4:39 Why $60M is the number, and why margin grows faster than revenue The $6M Mail Merge Nobody Knows About 6:35 YAMM did about $1M in 2016 — roughly 6x that today 7:00 17 million downloads, top 3 in the Google Workspace marketplace 7:44 Two opposite go-to-markets: a handful of huge clients vs. tens of thousands of tiny ones Turning Down $600M 8:18 Private equity calls 4 times a week, and has for 10 years 10:09 Nathan offers 15x revenue live — $500M to $700M, all cash 10:32 "There's no exit strategy" — why 15x still isn't enough Inside a $2M Enterprise Contract 11:44 The top 3 AODocs customers each pay north of $2M per year 12:00 Google, Veolia, Airbus — pricing on documents processed, not seats 13:32 Why Google pays millions for document control instead of building it The Go-To-Market 14:46 Over 50% of the sales pipeline arrives inbound 15:16 The LinkedIn campaign he runs 1 month before every event 15:56 $10K–$20K for small event slots, $100K+ for the big ones 📊 Every number from this episode, sourced and dated: https://getlatka.com/companies/aodocs