Justin Clements: The pest control industry needs a tech overhaul, integrating services with property management boosts efficiency, and preventative measures ensure long-term success | SaaS Interviews

PestShare's innovative integration with property management software revolutionizes the outdated pest control industry.

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Add us on Google by Editorial Team May. 27, 2026

Key takeaways

• The traditional pest control industry is fragmented and outdated, necessitating a technological overhaul.
• Integrating pest control services with property management software streamlines operations and enhances visibility.
• Growth in the pest control sector is often measured by door counts and logo counts.
• PestShare’s pricing model is akin to a warranty system, with fees per door ranging from $5 to $29.
• Managing over 300,000 doors indicates PestShare’s significant presence in the market.
• Preventative pest control is crucial, as the absence of pests often signifies effective service.
• PestShare aims to achieve $18 million in annual recurring revenue by year’s end, reflecting robust growth.
• The company has consistently doubled its revenue annually since its inception.
• Onboarding processes can delay revenue recognition due to leasing cycles.
• Contracted revenue is often met with skepticism during fundraising efforts.
• PestShare’s integration with property management systems offers property managers valuable insights into resident experiences.
• The company’s growth strategy focuses on expanding door counts and enhancing service visibility.

Guest intro

Justin Clements is the co-founder and CEO of PestShare, an on-demand pest control platform embedded in property management software. He bootstrapped the company from 2019 to 2020, raised about $5 million before closing a $28 million Series A at a $100 million valuation in 2025, and crossed $10 million in ARR that same year.

The broken model of traditional pest control

• The traditional pest control model is fragmented and broken, requiring a technology layer to improve the process

  — Justin Clements

• Pest control services are often inefficient from request to execution.

• We still believe that professional pest control is the best remediation effort

  — Justin Clements

• A deep technology layer is necessary to facilitate effective pest control services.
• Current models do not adequately support seamless pest control operations.

• It’s a very fragmented very broken system right now

  — Justin Clements

• Technology can address inefficiencies in pest control service delivery.
• The integration of technology is crucial for modernizing pest control.

Integrating pest control with property management

• The platform integrates with property management software to streamline pest control requests and reporting

  — Justin Clements

• Integration provides property managers with visibility into pest control issues.

• We want to integrate ultimately in with that and that creates a number of benefits

  — Justin Clements

• Enhanced visibility allows property managers to understand resident experiences better.
• Integration simplifies the pest control process for property managers.

• Property managers as a client ultimately have the visibility to see what residents are experiencing

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  — Justin Clements

• Streamlined operations lead to improved pest control service delivery.
• Integration is key to modernizing pest control within property management.

Measuring growth in the pest control industry

• Our growth is primarily tracked by door counts and logo counts from property management companies

  — Justin Clements

• Door counts serve as a primary metric for growth in pest control.
• Logo counts reflect the company’s market presence and partnerships.

• We track mainly our door counts; our door counts are really more based off of our logo counts

  — Justin Clements

• Growth metrics are crucial for assessing the company’s success.
• Understanding growth metrics helps in evaluating market strategies.
• Door and logo counts are indicators of the company’s expansion.
• Growth measurement is essential for strategic planning and investor relations.

PestShare’s pricing and market presence

• Their pricing model is based on a coverage system similar to warranties, with fees ranging from $5 to $29 per door

  — Justin Clements

• The warranty-like pricing model offers flexibility for property managers.

• By door ultimately it ranges from anywhere from $5 plans all the way up to a $29 plan

  — Justin Clements

• PestShare manages over 300,000 doors, showcasing its market reach.

• We just breached over about 300,000 now

  — Justin Clements

• The pricing strategy aligns with the company’s service delivery model.
• Market presence is a testament to PestShare’s growth and strategy.
• Understanding the pricing model is crucial for evaluating the company’s value proposition.

The importance of preventative pest control

• Preventative pest control is essential because not seeing pests is often a sign that the service is working

  — Justin Clements

• Absence of pests indicates effective pest control measures.

• One of the common misconceptions is that if I’m not seeing anything then I have any pest control issues

  — Justin Clements

• Preventative measures are key to maintaining pest-free environments.
• Effective pest control requires ongoing service and monitoring.

• It’s your not having any issues because you have pest control

  — Justin Clements

• Preventative strategies challenge common misconceptions about pest control.
• Ongoing service ensures long-term pest management success.

Revenue growth and financial forecasting

• The company is targeting $18 million in annual recurring revenue by the end of this year, indicating strong growth expectations

  — Justin Clements

• Revenue growth reflects the company’s strategic focus and market expansion.

• We’re looking to do the same thing last year… targeting 18,000,000 ar by the end of this year

  — Justin Clements

• Doubling revenue annually highlights PestShare’s growth trajectory.

• We’ve doubled pretty much every year since inception

  — Justin Clements

• Financial forecasts are crucial for strategic planning and investor confidence.
• Revenue growth is a key indicator of the company’s market success.
• Understanding financial forecasts aids in evaluating the company’s future prospects.

Challenges in revenue recognition and fundraising

• The onboarding process creates a lag in revenue recognition due to the leasing cycle

  — Justin Clements

• Leasing cycles impact the timing of revenue recognition in SaaS models.

• We have kind of this lag of revenue that comes through at the onset of an onboarding

  — Justin Clements

• Contracted revenue is often viewed with skepticism during fundraising.

• When you’re raising the contracted revenue is you know unvalidated hopefully

  — Justin Clements

• Investors require validation of revenue streams during fundraising rounds.
• Understanding revenue recognition challenges is crucial for financial planning.
• Contracted revenue skepticism highlights the need for transparent financial reporting.

Disclosure: This article was edited by Editorial Team. For more information on how we create and review content, see our Editorial Policy.