Desonera, a startup specializing in property tax (IPTU) review, is embarking on a significant expansion to accelerate its growth trajectory. Founded in 2023, the company is shifting its focus from individual homeowners to institutional clients like real estate funds and holding companies. This strategic pivot is coupled with a geographic expansion beyond its primary market of São Paulo.
A New Focus on Institutional Markets
The company's move into the institutional segment was prompted by a successful engagement with a real estate fund. After a property retrofit, the fund sought Desonera's help, leading to the identification of a R$ 260,000 overcharge in IPTU. This amount was successfully restituted by the municipality within approximately 90 days, validating the platform's capabilities for larger portfolios.
This pivotal case demonstrated that Desonera's technology could effectively serve entire commercial developments, not just individual properties. The startup now aims to conduct comprehensive audits for companies with extensive real estate portfolios across Brazil. CEO and co-founder Natasha Ribeiro stated the goal is to achieve three years' worth of growth in the next six months.
Proprietary Technology at the Core
Desonera's operations are powered by a proprietary platform developed in-house with an investment of around R$ 80,000. The system utilizes AI and no-code tools to automate the analysis of property tax assessments, a significant upgrade from its initial manual processes. This technology is central to identifying discrepancies in property data that lead to incorrect tax charges.
The platform effectively replicates the calculation engine used by the São Paulo municipality, allowing it to pinpoint errors in registered information such as built area or usage classification. According to Ribeiro, these inaccuracies are common, with analyses showing about one-third of evaluated properties are overtaxed. The system simulates the financial impact of these errors, providing clients with a clear path to potential savings.
Bootstrapped Success and Proven Impact
The company has achieved its growth without external investment, having been bootstrapped with founder capital. Desonera reached its breakeven point just eight months after its launch and has since self-funded its expansion. Its business model combines a subscription fee with a success-based commission, which constitutes its primary revenue stream.
To date, Desonera has served approximately 1,800 clients and generated over R$ 100 million in verified savings. The company, now with a team of 20, has also analyzed more than R$ 1 billion in IPTU-related charges. These figures underscore the significant demand for its services and the effectiveness of its tax review process.
Future Ambitions and National Expansion
While its technology is most refined for São Paulo, chosen for its large tax base and data availability, Desonera already serves clients in over 100 municipalities. The company is now preparing to adapt its platform for other major cities, with Rio de Janeiro slated as the next target. This expansion is a key part of its strategy to build a national presence.
Despite its national ambitions, the company sees immense untapped potential within its home market. Ribeiro notes that Desonera has captured less than 1% of the potential market in São Paulo alone. This vast opportunity, combined with its new institutional focus, provides a strong foundation for its ambitious growth targets.
Desonera's strategic shift towards institutional clients and geographic expansion marks a new chapter for the bootstrapped proptech. By leveraging its proprietary technology to navigate complex property tax regulations, the company has demonstrated a clear value proposition. This move positions Desonera to capitalize on a significant market opportunity and solidify its role as a key player in tax optimization.
Source: Startups.br.com