Today, I’m spotlighting two Atlanta-based SaaS startups that are on a tear in growth – LeaseQuery and OneTrust. Both of these companies have experienced monumental growth by addressing excruciatingpains. In fact, those pains are brought about by regulations forcing companies big and small, near and far to address.
LeaseQuery is addressing the upcoming FASB 842 and IFRS 16 regulations where companies must now disclose its leases on the balance sheet. Before, companies could just lump leases as lease expenses, never actually disclosing what the leases were. All public companies are to report leased assets (e.g. real estate, vehicles, ovens, etc.) starting in 2019. Private companies must start recording in 2020.

https://www.linkedin.com/company/leasequery 
OneTrust’s rise has been further pronounced after it’s more public position in enabling companies to manage data privacy. Facebook’s recent handling of user data that was scooped by Cambridge Analytica was an example of user privacy being a hot topic. Europe’s newest crackdown on how people’s data is stored by corporations called General Data Protection Regulation (GDPR) has helped accelerate OneTrust’s significant growth. GDPR goes into effect May 25, 2018 affecting any company with any data of the European Union’s population – sold customers or not. This regulation will influence data protection guidelines worldwide with significant fines for any (and each) infraction of companies violating GDPR.
https://www.linkedin.com/company/onetrust 
These companies were started by founders not only experiencing the pains themselves, but by founders who saw the emerging trends worldwide. By moving swiftly to address these pains, they’ve been able to learn and leverage that growth for even faster growth. It’s a beautiful thing to watch companies addressing real pains scale.
What are some other companies that have addressed legal and regulatory changes? Are there changes you know about in your area/ industry of expertise that have not been addressed yet (or minimally)?


I attended a meetup recently with a Q&A session with George Azih CEO of LeaseQuery, a company that has grown from 5 to 50 employees in the last year. His company is solving a real pain-point. In fact, what his tool provides addresses a mandate by upcoming financial reporting regulations — specifically, lease accounting.

Having spent several years growing the business largely alone, he de-risked much of the business by proving traction. The company has been able to grow at rocket-pace all while still being bootstrapped. Nice.
A couple points that he attributes to the company’s success so far:
  • The product is a SaaS application that helps companies comply with new accounting regulations around lease accounting. Read: This is a MUST-have.
  • He has a strong leadership team that he regards as the three legs of a stool – he runs product and has two partners, Chris and Brendan, running sales and engineering, respectively.
  • The company sells and collects 3-year commitments upfront. This reduces the risk of vendor change after one year (and two). Instead of providing discounts, the company assures customers their price will be locked with continual product improvement.
  • His primary role as CEO is now removing impediments from the team. He enables his team to do their best work.
  • The real impetus for George to focus on the product/ company after 3 years as a side-gig was a stress-induced illness.
  • Building the business slowly also helped George become a deep expert in this area of accounting. He shared his knowledge via blog posts to build credibility with his target audience.
  • The CEO’s number one tip is how bad things can actually be good… and conversely, good things can be bad. Read: do your best with what you’ve got.

Not to take away from the great leadership and team in place executing, but it’s powerful to see how a MUST-have product can help a company grow.