EP 545: Unomy Raises $3.4M, $160k MRR Helping Businesses Get Leads with CEO Gal Harzvi

Gal Har-Zvi: He's a passionate entrepreneur who lives and breathes B2B sales, marketing, and everything in between. He's one of the founders of Valueshine Ventures, the technology holdings company and a successful online marketer for various software categories and verticals. He's currently the CEO and founder of the company called Unomy.

Famous Five:

• Favorite Book? – Pitch Anything
• What CEO do you follow? – N/A
• Favorite online tool? — Calendly, ZoomUS, Yesware, SalesLoft, Boomerang
• Do you get 8 hours of sleep?— No
• If you could let your 20-year old self, know one thing, what would it be? – "Just do whatever you love and are passionate about and everything will be good"

Time Stamped Show Notes:

• 01:42 – Nathan introduces Gal to the show
• 02:14 – Unomy provides sales intelligence solutions
• • 02:27 – Unomy makes money by selling annual subscriptions
• 02:40 – Unomy was launched in 2014
• • 02:53 – Raised capital after 6 months
  • 03:00 – Launched the current version focused on enterprise sales a year ago
• 03:25 – First year revenue
• 04:05 – Unomy currently changed their business model because the first one was not successful
• 04:21 – 2015 revenue
• 04:36 – 2016 revenue goal
• 05:03 – Unomy currently has mid-market businesses, but gradually switching to larger accounts
• 05:36 – Average customer pay annually
• 05:49 – Average number of current customers
• 05:58 – Unomy has currently raised capital
• • 06:08 – Unomy did a seed round and a few convertible notes
  • 06:18 – Unomy is going to raise a Series A
• 06:39 – Gal shares why they are raising capital
• 06:56 – Unomy's competitors are raising capital as well
• 07:21 – Unomy will probably raise $5-6M
• 07:40 – Unomy's valuation
• 08:33 – In any round, a founder should expect to lose anywhere between 25-35% of their company
• 09:17 – Gal and Nathan discuss what an average deal is
• 09:45 – There are a lot of VCs in Israel
• 10:20 – Unomy has 3 branches
• 10:48 – Team size is 24
• 10:56 – Gross annual churn
• 11:35 – Customer's LTV
• 12:02 – CAC
• 13:20 – Number of companies in Unomy's database
• 13:58 – Gal shares what makes them better than their competitors
• 15:00 – Unomy has a variety of categories
• • 15:30 – Unomy was founded to help sales companies, not investors
• 16:06 – Unomy uses more sources than others
• 17:19 – Unomy has a guarantee and if you get a bounce email, you can get your money back
• • 17:38 – Unomy does real-time verification
• 19:10 – The Famous Five

3 Key Points:

• In any round, a founder should expect to lose anywhere between 25-35% of their company.
• A company should focus on why it was founded in the first place.
• Do what you love and are passionate about and the rest will take care of itself.

Resources Mentioned:

• Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments
• Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel
• Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal
• Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible.
• Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books.
• The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
• Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket
• Show Notes provided by Mallard Creatives