SaaS Interviews with CEOs, Startups, Founders

After receiving his MBA from Stanford, Steven Benson worked in Sales at IBM, HP and Google where he was Google Enterprise's Top Sales Executive in 2009. In 2012 Steven founded Badger Maps, the #1 Sales App in the Apple App Store, which helps Field Sales People be more successful. How do you put touch on such a low price point? The sales cycle is quick, about 3 weeks, so we're able to put touch on most free trials even though starting price point is $35 a seat. Marketing, Sales, and customer success all tied together but manage themselves in pods. There is no variable comp, including the sales roles. Everyone is on salary and everyone owns equity so they can take part in upside. What is revenue growth? Back in December 2016 we were doing $130k, now in August 2017 we're at about $180k in MRR so about 80% yoy growth rate. We're using bank debt, 19% interest rate with LighterCapital, to fund growth because its non dilutive. In July 2017 spent about $15k on paid marketing. Has sales team of 30 that works those leads and makes up larger part of cost structure. Are you cash flow positive? (Minute 17) Yes because we're pulling cash forward in the form of multi year deals. We incentivize this by giving customers a 20% discount. Favorite business book is Predictable Revenue. I'm following Jason Lempkin at SaaStr. My favorite online tool is gmail. Steven has no kids, gets 7 hours of sleep and is currently 39. He wishes his 20 year old self would choose a career path that he enjoyed, that their are jobs in, and that he was good at. Connect with Nathan: Website Twitter Facebook Page Snapchat Instagram

I really enjoyed this interview with Dave for two big reasons: He's playing in a space that is not typical for B2B SaaS He's using freemium consumer adoption to drive enterprise leads at a very low CAC of $80 which he makes back in well under 12 months. Dave is the CEO of TeamSnap. He has more than 20 years of experience in technology leadership positions. He was previously CEO of SANRAD, a venture-funded storage networking company, which he joined in 2006. He also helped found LeftHand Networks, a Boulder-based company sold to Hewlett Packard. Prior to that, Dave was with Hewlett-Packard. An avid skier and wannabe competitive cyclist, Dave lives in Boulder with wife Deb and two children, Mariel and Gabe. He enjoys reading, cooking and microbreweries Revenue Model: Over 1m teams use TeamSnap and 250,000 of those teams pay Dave $80 per year to use TeamSnap to manage team communication, logistics, and more. The average team has 30 people ranging from coaches, to players, to players parents. TeamSnap leverages 3 revenue streams with the SaaS component making up 40% of the total revenue mix. SaaS revenues are about $20m in ARR from 250k teams paying $80 per year. Total revenue is approaching $50m which Dave expects the company will cross in Q1 2018. Overall the business is growing over 100% year over year. On Launching in 2009 in poor economy: Dave: 2009 was best time for us to launch. The trough of a recessions is best time to get company going due to low opportunity cost. In recession there are talented people available for hire. 2009 revenue was less than $100,000. It took Dave just 3 years to break $1m in ARR which happened in 2012. Fundraising First 5 years from 2009 to 2014 the company was bootstrapped. Dupont funded the company with his own capital and local area angels. He put a couple hundred thousand in himself in early days. In 2014 they took their first institutional capital and have sense raised a total of $43.7m. On seasonal users and how that affects TeamSnap gross logo churn monthly: Teams pay $15 during the season then stop paying us off-season. We don't look at this as churn because we know they come back next season. They are simply "in-active". The company looks at revenue per customer on an annual basis which averages about $80. On customer acquisition: We use our consumer app which people use for free to drive enterprise sales in a land and expand strategy. 30% of new consumer customers come through referrals. We've boosted that up by spending about $500k per month on Google and FB ads mostly. Payback is pretty strong, under 12 months. They'll pay $80 to acquire a customer that is worth about $280 over their lifetime which puts LTV to CAC ratio at about 3.5. Cash Flow: Net burn is really close to our discretionary marketing budget of $500k/mo. We are in good shape cash wise. Near September of next year (2018) we'll be cash flow breakeven at much higher revenue level. We'll figure out then what to do strategy wise. We are on the path to being a billion dollar company. I have no desire to sell out quickly to anybody. Build as big as can, shoot for IPO, create fantastic product over long haul. Strategy towards IPO: Large competitors like Comcast compete with us with their subsidiary called SportsEngine. Dicks sporting goods has a competitor in space called BlueSombrero and AffinitySports. Lastly, a private equity funded company called BlueStar Sports compete with us. Many of our competitors are purchasing small players and just aggregating. A short term private equity play versus a long term 20+ year deal. Would you accept $400m offer from Comcast? (minute 22) Well it would depend on the moment in time. In 2016 probably, in 2017 maybe, next year when revenue is higher, no way in hell! What is your favorite business book? The Hard Thing About Hard Things Is there a CEO you're following or studying right now? Samir, SendGrid CEO Whats your favorite online tool? Apple pencil to evernote. How many hours of sleep do you get every night? 7 What would you tell your 20 year old self? I'm married with 2 kids, married for 30 years, and I'm "approaching a milestone birthday". I wish my 20 year old self knew that "nobody does it alone". Connect with Nathan: Website Twitter Facebook Page Snapchat Instagram

Rob Frohwein. Back in 2008, he recognized that companies like eBay offered automated access to small business transactional data via APIs. He also realized that small businesses could simply share this data to allow underwriters to make better, faster credit decisions and provide a great user experience. Because of that, he co-founded Kabbage in Atlanta, Georgia, to leverage the power of real-time data automation through technology. The company has since expanded to serve all small businesses throughout the U.S., providing billions of dollars to more than 100,000 customers.

Tom Coburn. He's the cofounder and CEO of Jebbit. He left Boston College to pursue the company and is currently in the Forbes 30 under 30 list. He's also the cofounder of Enjoy Life Education, a non-profit that empowers teens to be the best versions of themselves, and SSC Ventures which invests in Boston College entrepreneurs.

Zach Benson. He's the cofounder and CEO of Assistagram and he's one of the standouts in the world of online entrepreneurship, especially, influencer marketing. He's a TedX speaker, social media trainer for international brands like The 4 Seasons, Ritz Carlton and Vice Roy. He was a past participant on "So You Think You Can Dance". He doesn't only manages his own Instagram network of millions, he's also guiding other influencers and Fortune 500 companies through Assistagram to social media success.

Nadim Hossain. He has over 17 years of experience in building marketing and selling cloud applications. Prior to founding BrightFunnel, he was VP of marketing at Power Reviews, paving the way for a $170M exit. He was also the marketing executive at Salesforce from 2007-2010. He has a BA from Cornell and an MBS from Stanford.

Greg Harris. His company is Quantum Workplace and he started with a vision to create tangible measures for leadership strength inside of companies. His company surveyed tools for measuring employee engagement and recognizing the best places to work. It's grown into an engagement platform that talent-minded companies use now to accelerate performance.

Harpreet Singh. He's one of the cofounders of Kvantum. He's in a lot of positions based in data science including big companies like Target and Sapient.

Garrett Moon. He's the CEO and founder of CoSchedule, the web's most popular marketing calendar and the fastest growing startup in North Dakota. As a thought leader, Garrett has been blogging and speaking about content marketing, social media marketing, and startup businesses for more than six years.

Max Percherskyi. He's a passionate SaaS entrepreneur whose mission is to connect professional SaaS companies and startup hubs to help them form long-term relationships and good, win-win partnerships. Currently, he's connecting angel institutional investors, cofounders, exceptional talent and partner companies across three different countries to make the PromoRepublic ventures succeed at a global scale. Prior to cofounding PromoRepublic, he worked in marketing agencies for ten years and was responsible for business development, digital marketing and sales. Famous Five: Favorite Book? – Top 101 Growth Hacks What CEO do you follow? – Jason Lemkin Favorite online tool? — WorkFlowly How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – Max would tell himself that not all people will love him Time Stamped Show Notes: 01:37 – Nathan introduces Max to the show 02:22 – PromoRepublic is a social media content automation tool that helps SMBs create their social media presence 02:38 – PromoRepublic is a SaaS business 02:45 – Pricing starts at $15 a month for an annual package 02:55 – ACV is $20 a month 03:00 – Max was in Episode 403 03:27 – PromoRepublic will soon have a $100 plan 03:53 – CAC is now $150-170 04:18 – Paid channels spend varies every month 04:33 – Affiliate network is the one that is working now 05:28 – PromoRepublic has raised $1.85M in total 06:12 – Team size is 22 06:26 – PromoRepublic has 3 offices 07:30 – PromoRepublic hired a sales guy to sell their high value plans 08:29 – There's commission for every plan sold 10:00 – PromoRepublic has around 5,500 customers, 3000 are from AppSumo 10:32 – Most of the customers from AppSumo just bought the product; some are active, some aren't 12:33 – Last month's MRR was $20K 12;54 – Logo churn is around 5.8% 14:07 – 2016 revenue was €110K 14:33 – 2017 total revenue will be around $300K 15:08 – PromoRepublic is going to receive a grant and will take an additional loan 17:25 – The Famous Five 3 Key Points: Your team size must align with your profitability. Paid advertising takes time—test to see which ads will work the best. Use your capital wisely. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Sravish Sridhar. He's the VP and General Manager at Kinvey Progress and was previously the CEO and founder of Kinvey before it was acquired by Progress. He's also an angel investor in multiple startups with successful exits. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? – Matt Barbey Favorite online tool? — If This Then That How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – "I would never become a movie actor" Time Stamped Show Notes: 01:50 – Nathan introduces Sravish to the show 02:18 – Kinvey's acquisition closed on June 1st and was announced on June 28th 02:30 – Kinvey does "backend as a service", which is a term that they coined 02:58 – Schneider Electric has a lot of apps that are used to interact with its hardware, employees and customers 03:13 – Kinvey is in charge of the backend features that an app needs 03:44 – "We make every frontend developer become a backend developer" 03:55 – Developers don't have to learn the backend processes, they can simply drag and drop 04:07 – Kinvey has three types of customers: 04:10 – First, those who are building apps as a hobby or trial and pay nothing up to $200 a month 04:22 – Second, business edition customers who pay an average of $24K a year per application 04:44 – Lastly, enterprise edition customers who pay around 6 figures a year 05:03 – ACV is around $80K to $90K 05:24 – When Sravish came up with the idea for Kinvey, he knew it should be a venture-backed company 05:46 – Sravish funded the initial capital of $150K 06:06 – Kinvey has raised over $15M before the acquisition 06:30 – It took Kinvey 15 month to launch their product 06:43 – In the second year, they started to build their revenue 07:10 – In 2013, they were doing high 6-figures in revenue 07:24 – They broke their million dollar mark in 2014 07:54 – Sravish invested in startups to learn strategies and build his financial portfolio 09:20 – Sravish has three things he looks for when investing in a startup: 09:22 – The team's relationship with each other 09:39 – The space of the startup 09:55 – The potential he has to help the startup to grow 10:40 – Kinvey has over 50 enterprise customers 12:54 – The acquisition of Kinvey by Progress was for $50M 13:13 – Sravish shares how the board and himself decided on the acquisition 14:40 – Sravish's discussion with Progress 15:43 – Team size prior to acquisition was 44 and everyone stayed after the acquisition, current team size is 65-70 16:00 – Kinvey had multiple offers and it took them 2-3 months to decide 16:40 – Progress matched the best offer 17:00 – Kinvey and Progress are both based in Boston 17:58 – Kinvey had direct sales models and enterprise sales reps 18:10 – CAC is $95K to $100K and LTV is $2.1-2.2M 18:33 – Payback period is 13-14 months 19:04 – Kinvey has 98% retention rate 20:40 – Progress has been thoughtful with their employees' restricted stock units (RSU) 23:40 – The Famous Five 3 Key Points: Choose the deal that will be a great fit for the long-term. Always consider the company and, most importantly, your team's future when making decisions. Investing isn't just about the financial gains, it's about your ability to believe in and help a company grow and succeed. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Chris Savage. He's the CEO and cofounder of Wistia, a leading video platform that enables business teams to harness the connective power of video. They help over 400K businesses connect better with their customers using video as the medium. Famous Five: Favorite Book? – Masters of Doom What CEO do you follow? – Ben Chestnut Favorite online tool? — Quip How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – "Persistence is the difference between success and failure" Time Stamped Show Notes: 01:51 – Nathan introduces Chris to the show 02:17 – Wistia is a SaaS business 02:20 – Wistia is a platform where you can upload your videos and customize them for your site 02:49 – Wistia charges based on the number of videos 02:55 – ACV is $100 a month and it's 25 cents per video 03:38 – Wistia is already 11 years old 04:09 – Wistia didn't make money their first year 05:08 – Chris and his cofounder needed at least 15K a month to live 05:55 – Wistia made a mistake when they weren't charging based on the storage 06:35 – Chris explains their decision to change their pricing 07:04 – Gross margin is in the 70s 07:43 – Total number of customers 08:00 – Wistia still has a free trial for 3 videos 08:05 – There are a few hundred thousand free users 09:21 – One the best things Wistia offers is inspirational and useful content for free accounts 10:05 – Wistia gets 15% of direct, attributable conversion from free accounts 10:30 – Wistia has raised two rounds with a total of $1M 11:09 – "We are very focused on long-term" 11:29 – Chris wants Wistia to be less complex for users 12:27 – Customer churn is 1.6% a month 12:47 – On a unit economic basis, Wistia is consistently expanding 13:11 – LTV is approaching $5K 13:20 – CAC 16:00 – Stretch goal in December of 2017 16:09 – Wistia is focused on profitability 17:06 – Wistia is doing a more than million dollars a month in revenue 17:22 – Wistia has raised less than what they're making monthly 18:50 – The Famous Five 3 Key Points: Changing the price of your product won't necessarily equate to profitability—balance is the key. Converting customers from free to paid takes a lot of testing and patience. Persistency is the difference between success and failure. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Roy Mann. He's a career entrepreneur, artist and 3D printing enthusiast. His experience is in the field of product development and marketing and before co-founding dapulse, Roy was part of Wix's senior management team, which is a big, runway success. Prior to joining Wix, he founded the online social game, Save an Alien. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Avishai Abrahami Favorite online tool? — FullStory How many hours of sleep do you get?— 7-8 If you could let your 20-year old self, know one thing, what would it be? – "Whatever you learn, you learn—and in the end, we all die" Time Stamped Show Notes: 01:50 – Nathan introduces Roy to the show 02:27 – dapulse is a tool for managing operations for teams 02:38 – dapulse is a SaaS product 02:40 – dapulse has a free trial of 14 days 02:52 – ACV 04:00 – Roy was in Episode 404 of The Top 04:06 – Team size is 70 04:14 – 1/3 is in engineering and they're expecting to grow to 100 this year 04:40 – Most of the team are in Israel and some are in the USA 05:00 – dapulse currently has 15K customers 05:15 – dapulse raised $25M at the start of 2017 05:34 – They've raised a total of $34M 06:13 – MRR is over $1M and $13M ARR 06:33 – dapulse is a B2B company, but their approach is like a B2C 07:06 – dapulse aims at individuals who will potentially purchase the product for their team 07:16 – dapulse has spent $1.5M just last month on online ads 07:45 – CAC 08:24 – Payback period 09:37 – dapulse's campaign can attract a high number of customers 10:27 – Roy wants to build a product that fits everyone 10:42 – dapulse has a negative net revenue churn 11:18 – Monthly logo churn is between 1.5% to 2% 12:13 – Churn is calculated on the top line 13:48 – dapulse has -.05 net revenue churn 14:20 – dapulse sells to large companies through their Instagram ads 15:40 – dapulse doesn't give an incentive for those who post about their user experience 16:47 – 2017 ARR goal is $17M 17:21 – December 2016 ARR is $6.5M 18:10 – The Famous Five 3 Key Points: A B2C approach can still get you customers, even if you're B2B company. If people gain value from your product and enjoy it, they will share about it. We all make mistakes, just make sure you learn and move on. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Mark Organ. He's the founder and CEO of Influitive, helping companies mobilize their advocates to produce massive increases in referral leads, reference calls, social media participation and more. He revolutionized B2B marketing and the founding CEO of Eloqua, the world leader in marketing automation software, which was acquired by Oracle for $871M. In between, he was the go-to marketing consultant for SaaS companies in North America and Asia. Famous Five: Favorite Book? – Getting to Yes What CEO do you follow? – Dara Khosrowshahi Favorite online tool? — LinkedIn How many hours of sleep do you get?— 6 If you could let your 20-year old self, know one thing, what would it be? – "How important it was to build new relationships with people" Time Stamped Show Notes: 01:40 – Nathan introduces Mark to the show 02:17 – Mark left Eloqua even before the acquisition 03:25 – It was the VCs that pushed Mark to leave 03:54 – Mark still had a great exit from the company 04:10 – Influitive helps companies grow by getting more value out of their happy customers 04:46 – Mark saw the importance of mobilized customers when he was still in Eloqua 05:13 – Influitive created communities where companies invite their customer advocates 05:51 – ACV is $50K annually 06:10 – Influitive currently has 270 customers 06:33 – ARR is close to $10M 06:51 – it would take 4-5 years for Influitive to reach their $100M ARR mark 07:02 – Influitive was founded in 2010 07:21 – Influitive has raised $50M 08:09 – Mark shares why he had to raise 09:13 – Influitive's growth is faster than Eloqua's 09:40 – 2016 revenue 10:05 – Influitive is averaging more than 50%, year-over-year growth 10:50 – Influitive is cash flow positive on some months 11:08 – Team size is 125 with 8 people in sales 11:22 – "I want all the sales guys to make money" 12:03 – Increased quotas make it impossible for salespeople to hit their numbers 12:55 – CAC is around $40K 14:10 – Payback period is a year to 15 months 17:01 – The Famous Five 3 Key Points: VCs are there for a reason, trust them. Reaching one's quotas takes a much longer time than it did a decade ago. Networking and relationships are crucial to your personal and business life. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Naveen Gupta. He's an entrepreneur with experience building startups and growing a hundred million dollar profit and loss statements. Before cofounding BirdEye, which is his current company, he held executive positions at RingCentral, Monster and Yahoo. He's launched industry-leading products across advertising, consumer search, social media and monetization. He lives in Sunnyvale, California with his wife and two kids. Famous Five: Favorite Book? – Predictable Revenue What CEO do you follow? – Brian Halligan Favorite online tool? — Outreach and ZoomInfo How many hours of sleep do you get?— 4-5 If you could let your 20-year old self, know one thing, what would it be? – Naveen wished he would have taken more risks and pursued his dreams of starting a company Time Stamped Show Notes: 01:40 – Nathan introduces Naveen to the show 02:19 – BirdEye is the leading SaaS product that helps businesses on their customer journey 02:54 – The two things that drive purchases are customer experience and business ratings 03:20 – BirdEye grows 160%, year-over-year in revenue 03:33 – BirdEye has 25K paying customers 04:40 – Business model is based on location and not per seat 05:20 – On average, a business would have 2-3 locations 05:47 – BirdEye caters from SMBs to enterprise businesses 06:07 – BirdEye has a broad platform which has different functionalities 07:42 – Pricing on SMBs start at $3K and $100K for enterprise per year 08:12 – ACV is around $5K 08:33 – 50% of the revenue is SMB, 30% mid-market enterprise and 20% for channels 09:00 – ACV is per location 09:24 – MRR is close to $2M 10:43 – BirdEye was launched in 2012 10:55 – They came up with the idea after looking for a surgeon with great reviews to take care of their mother 12:07 – BirdEye was initially bootstrapped 12:33 – BirdEye has raised a total of $33M 13:16 – Team size is 170 globally 13:48 – Around 60 are on engineering, 70 on the sales sides and the rest are in different departments 14:30 – BirdEye is investing heavily on hiring the best people 14:45 – CAC is around $1K for a new business 15:05 – Payback period is 3-4 months 15:21 – 60-70% of their contracts are paid up-front, annually 16:00 – Revenue churn 16:11 – Net churn is close to 0.5% 16:28 – BirdEye is still too young to calculate LTV 16:48 – Naveen's estimate is 3-5 years 17:05 – Paid ads spent annually is $200K 17:55 – Gross margin is 85-90% 18:43 – To acquire new customers, they email potential clients and ask them if they want to know their competitors' reputations and how they compare to them 19:24 – 2016 ARR was close to $13M and 2017 will be close to $30M 19:37 – 2015 ARR was $5M and 2014 was $1.5M 21:10 – The Famous Five 3 Key Points: Have a business model that will benefit not just your own company but your customers as well. Most people rely on business reviews before trying out a product or service. Hire the best people and you'll have the best product and provide the best customer experience. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

David Barrett. He started programming at the early age of 6 and has been aspiring to become an expense report magnate ever since. He attended the University of Michigan where he worked in a virtual reality lab before moving to Texas to render 3D graphics engines for the video game industry. Next, he moved to California to join Travis of Uber in building a peer-to-peer file transfer technology called Red Swoosh, which was acquired by Akamai in 2007. In 2008, David left that company to start Expensify and has since been relieving the world's frustration one expense report at a time. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Elon Musk Favorite online tool? — Google Docs How many hours of sleep do you get?— 8 If you could let your 20-year old self know one thing, what would it be? – "It is possible for everyone else around you to be wrong and for you to be right" Time Stamped Show Notes: 01:46 – Nathan introduces David to the show 02:38 – Expense reports have been overlooked 02:56 – David took the opportunity that will take care of expense reports 03:18 – Expense report is synonymous with any business 03:52 – David shares how his eagerness to help the homeless led him to create an expense report reimbursement app 05:09 – David was in Episode 655 of The Top 05:16 – Expensify isn't looking to raise another round at the moment as they just raised $25M 05:23 – Expensify is currently profitable and not burning capital 05:27 – Team size is 120 05:33 – Expensify was founded in 2008 06:04 – Expensify currently has 42K customers 06:21 – Expensify also has millions of free users 06:49 – Pricing has a free account which offers 10 receipts a month and a paid account starts at $9 per active user 07:15 – Enterprise plans also start at $9 08:21 – ARR is still under $100M 09:44 – The expansion is the bulk of Expensify's revenue growth 10:40 – Expensify has a $5 plan for a group 11:10 – Revenue retention is over 100% annually 11:24 – Every 3 years, a customer pays 500% more 12:55 – The most effective strategy to acquire customers is to hand their product to the individual employees and promote it within their own companies 14:14 – David shares how the payment shifts from the employee's personal card to the company's expenses 16:16 – The target is to share to at least one other person 16:35 – Expensify doesn't have any paid channels 16:40 – They do lots of conferences which is more for establishing brand leadership 17:25 – They spend a single digit million, annually, for their conference 17:32 – Their conference is ExpensiCon 18:00 – Only 100 selected people can join 19:35 – David believes that the cost of sales doesn't equate to the cost of customer acquisition 21:38 – The most important decisions are not quantifiable 22:40 – David won't sell Expensify for $300M 16:10 – The Famous Five 3 Key Points: Getting your own clients to refer you is the best way to grow your customer base. The most important decisions for your company are sometimes not quantifiable. Focus on the best possible brand or product you can offer. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Jeremiah Wilson. He founded Convirza over 15 years ago. As the patent-holding inventor of The Maculon, the original, passive, remote conversation monitoring device and sales management system, he shaped the call tracking and marketing analytics industry. He's positioned the capital raises and recent acquisition. Famous Five: Favorite Book? – 48 Laws of Power What CEO do you follow? – N/A Favorite online tool? — Salesforce App How many hours of sleep do you get? — 6 If you could let your 20-year old self know one thing, what would it be? – "I wished I believed in myself more" Time Stamped Show Notes: 01:51 – Nathan introduces Jeremiah to the show 02:22 – Convirza acquired a portion of their competitor's assets to expand their customer base 02:56 – Jeremiah shares how they found out about the acquisition 03:29 – Call tracking is what drives the calls 04:00 – Convirza also listens to the calls with machine learning to check the quality of the call 04:46 – If a phrase that the sales agent used didn't drive conversion, it should be changed 05:00 – Convirza tracks the attribution rate 06:20 – Convirza finds out which billboard led a prospect to call, the cost of the billboard and the actual sales made from those calls 06:54 – Convirza only focuses on where the lead came from and the conversation itself 07:01 – "Our objective is strictly the audio, strictly the call" 07:54 – Convirza is a SaaS business and charges a platform fee plus minutes 08:13 – ACV is around $600K 08:40 – ACV is per business 09:27 – Prior to Convirza, Jeremiah was a national trainer for a company in Ohio and was teaching people how to sell on the phone 10:35 – In 2000, salespeople were looking into live call recordings 11:20 – Jeremiah set-up the stick and the device that could plug into a computer and record calls 12:00 – Jeremiah started with 100 units which cost him $70K 12:20 – Convirza was launched in 2001 13:30 – Convirza had their first client within six months that paid $20K 13:47 – 2010 revenue is $3M 14:05 – Convirza listened to their clients in order to improve their product 14:17 – Convirza has raised $24M in total 14:46 – The investors are private investors 15:55 – Convirza has over a thousand customers 16:09 – Convirza has 50K unique businesses using them 16:42 – 2017 ARR goal is $10M 17:33 – Gross logo churn is 3% 17:44 – Convirza has been focused on having their net negative churn negative for the last 2 years 18:56 – Team size is 66 with 7 in sales and 25 as engineers 19:21 – They have a team of 40 in India who are augmented in their engineering 19:47 – Convirza has an office in Utah and California 20:08 – Pre-acquisition CAC is $1200 21:00 – From the acquisition, they gained around 500 customers (more than double of what they had) 21:23 – LTV is 4 years 21:41 – Convirza's best source for customers is their webinars 21:52 – They partnered with similar associations and publications in the space to promote their webinars 22:54 – Payback period is 9 months 22:18 – Paid spend was around $6500 in July 2017 24:01 – Gross margin is 60% 24:24 – Convirza built their own platform 26:05 – The Famous Five 3 Key Points: Acquire a part of your competitor's assets to grow your own business and customer base. Having another team in another country can be your secret key to success. Focus on one specific goal at a time. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Artem Borodatyuk. He's the founder of NetPeak Group and cofounder of Seed Fund WannaBiz. He's focused on the development of B2B SaaS product companies. His first SaaS company was an all-in-one SEO platform for professionals called Serpstat.com, with 2000 customers and 100K users. Famous Five: Favorite Book? – From Third World to First What CEO do you follow? – Elon Musk Favorite online tool? — Google Spreadsheet How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – "Find some experienced entrepreneur and mentor" Time Stamped Show Notes: 01:44 – Nathan introduces Artem to the show 02:23 – Serpstat was born as a cure to a search tool that was built by Netpeak 03:00 – Netpeak is the biggest SEO agency in Eastern Europe 03:20 – Netpeak currently has 300 projects in 4 markets 03:38 – Netpeak was founded in 2007 and was initially bootstrapped 03:43 – They haven't raised funds for the agency side of Netpeak 04:27 – 2016 revenue of the agency side of Netpeak was $5-$15M 04:50 – Serpstat was initially created to be used by Netpeak itself 05:35 – In April 2015, Serpstat became independent 07:00 – In 2016, Serpstat received $250K of funding for 15% equity from Digital Future, a local VC fund 07:41 – Serpstat will almost hit their $1M ARR mark 07:58 – July 2017 MRR 08:26 – Igor Gor is Serpstat's evangelist; he markets their product 08:45 – Team size is 52 in Serpstat with 20 in marketing 09:25 – ACG is $69 09:39 – Total number of customers is between 1000 to 2000 paid customers 10:36 – Serpstat can be paid in monthly payments or a one-time payment 12:03 – Serpstat loses 1-3% of their users monthly 12:40 – CAC 13:50 – LTV 14:20 – Serpstat spends $2K monthly on AdWords and $1K on Facebook Ads 15:04 – Serpstat is based in Ukraine 15:38 – Serstat plans to expand globally soon 16:02 – Gross margin is around 89% 17:23 – In July of 2016, monthly revenue was $20K 17:54 – 2016 revenue is almost $190K 19:30 – The Famous Five 3 Key Points: Create a product that can be used by your own company; that way you can attest to its usability and value. Europe offers different recurring payment plans than what is offered in the US. Take an offered fund as an opportunity to grow your company. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Shaul Olmert. He's the cofounder and CEO of Playbuzz, an award-winning, storytelling platform that empowers publishers, brands, and agencies worldwide to create interactive content for editorial and commercial purposes. The world's top publishers and brands worldwide use Playbuzz's desktop and mobile-friendly storytelling tools to improve audience engagement, optimize social sharing, increase site traffic and lengthen page-viewing time. Famous Five: Favorite Book? – N/A What CEO do you follow? – N/A Favorite online tool? — Evernote How many hours of sleep do you get?— 4 If you could let your 20-year old self, know one thing, what would it be? – Shaul would have told himself that everybody else in the world is as clueless as he is Time Stamped Show Notes: 01:40 – Nathan introduces Shaul to the show 02:25 – Playbuzz is a platform that helps make one's storytelling more compelling and engaging 03:10 – Playbuzz's tools are completely free for publishers 03:20 – Playbuzz currently has tens of thousands of publishers 03:24 – Playbuzz has market leaders using their toolset 03:46 – Playbuzz makes money when publishers opt-in to their monetization program 04:11 – Advertisers want to present their brands to the audience that is listening 04:54 – Playbuzz's revenue is in the dozens of millions on ad spent on the platform 05:18 – Playbuzz's volume is high and consistently growing 06:10 – Playbuzz manages the distribution of the content items which will benefit the publishers as well 07:00 – Nathan summarizes how he understands Playbuzz to work 07:50 – The brands create their content and Playbuzz shares them on their partnered website 08:16 – Playbuzz charges per view 08:35 – The charge depends on how long their content is being viewed or listened to 10:00 – Playbuzz is creating new ways to grow their engagement 10:37 – Playbuzz has two revenue streams 11:53 – Playbuzz has been around for 5 years and has been in the market for 3 years 12:36 – Playbuzz has 2 founders and 170 employees globally 12:54 – Playbuzz has raised a total of $31M 13:40 – Shaul shares what he thinks of Disney's efforts in advertising 14:43 – "The more value we create, the more our value increases" 14:54 – Playbuzz is still burning capital and scaling up 15:10 – Playbuzz is constantly creating to optimize data 15:36 – The majority of the funds go to engineering, product and data 15:49 – Shaul believes that eventually they will win the war by having superior technology 16:50 – Shaul shares his take on using voice searches for collecting data 17:30 – Shaul is looking to take podcasts to a wider audience 19:15 – The Famous Five 3 Key Points: Content is KING. No matter how good your content is, if you can't share it with an audience, it's useless. Voice searches will change how we do advertising, and this change will happen soon. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

John Nardone. He's the CEO of Flashtalking, a first generation adtech pioneer. He served as the founding board member of the Internet Advertising Bureau. He's known for his groundbreaking work at Pepsi, Modern Media and Marketing Management Analytics and received the Adtech Industry Achievement Award in 2012. As CEO at [x+1], he helped transform that business into a top-rated data management platform or DMP. Rocket Fuel acquired the company for $230M in 2014. Famous Five: Favorite Book? – Getting Naked What CEO do you follow? – Steve Jobs Favorite online tool? — Amazon and eBay How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – "I might have started having kids a little bit sooner" Time Stamped Show Notes: 01:52 – Nathan introduces John to the show 02:40 – Flashtalking was a partner of [x+1], currently known as Rocket Fuel 02:45 – Days after the acquisition, John got an offer to work with Flashtalking 03:23 – John decided to give-in to the offer and saw Flashtalking as an opportunity to stay in adtech 03:39 – John joined Flashtalking in 2015 03:53 – Flashtalking had been around since 2000 and it was bootstrapped by the founders 04:25 – Flashtalking came to the US in 2010 05:36 – John joined the company, mainly because of his vision and excitement for innovation and marketing 06:43 – John has bought a part of the company 07:03 – Flashtalking uses real-time data to personalize the communication with each consumer 07:10 – A simple example is retargeting 08:04 – Retargeting can happen on multiple devices 08:27 – One of Flashtalking's clients is Walmart 08:56 – Flashtalking analyzes the customer's behavior on a website 09:54 – Smartphone and current devices have changed the way we consume digital marketing 10:50 – Location data is included with the data that Flashtalking gathers 11:13 – Flashtalking makes the decision for what kinds of ads to show to the customers 11:30 – Flashtalking charges per CPM 12:05 – There are discounts for those with bigger volumes 13:01 – Flashtalking is not currently using AI technology 14:10 – Flashtalking currently has 40 clients that account for 80% of the revenue 14:26 – Flashtalking focuses on their big, global clients 15:20 – Average volume of impressions is 15B to 40B a month depending on the season 17:00 – Flashtalking focuses on helping their clients improve and get the experience that will drive their success metrics 17:50 – Team size is 280 globally 17:56 – Flashtalking hasn't raised any capital aside from the buyout and it has been profitable since Day 1 19:10 – The Famous Five 3 Key Points: Your vision will lead you to the companies that will help you grow, and eventually change the world. Technology has significantly affected how we consume advertising. There are specific markets where AI technology can be used well. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Shan-Lyn Ma. She's the CEO and co-founder of Zola. Launched in October 2013, Zola is an online wedding registry for millennials. In just three years, it has become the fastest growing wedding registry in the country, seeing 10x revenue growth year-over-year and 3x growth in 2017. Over seven million guests have attended a Zola wedding and 350 million in gifts have been added by Zola couples. Famous Five: Favorite Book? – How to Create Products Customers Love What CEO do you follow? – Sheryl Sandberg Favorite online tool? — Headspace How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – "That stressing out about things do not make them better" Time Stamped Show Notes: 01:47 – Nathan introduces Shan-Lyn to the show 02:32 – In Q4 of 2016, Zola reached $120M in GMV runway 03:30 – GMV is reflective of the number of wedding gifts that are given to couples when using Zola as a wedding registry 03:56 – Zola is an ecommerce business, it's a typical retailer 04:40 – Most of the items offered in Zola are what the couples want as wedding gifts 04:50 – Zola has added Airbnb as this was requested by couples 05:20 – Zola takes a percentage from an Airbnb gift card purchased on Zola 06:14 – Zola goes after the brands that are usually requested by couples and some brands have reached out to Zola for their products to be on Zola's website 06:54 – Since 2013, 300K couples have registered with Zola 07:25 – The number of new couples signed-up in 2016 08:10 – Over time, more and more couples are using Zola as their ONLY wedding registry 09:40 – More guests will buy from Zola if the couples are using Zola exclusively as their wedding registry 10:02 – Zola incentivizes couples by adding the gifts that they want 10:24 – There's an additional feature where couples can bring any product to Zola 11:12 – First year revenue 11:38 – Zola had a seed round of funding of $500K in a convertible note 12:17 – Zola has raised additional capital with a total of $40M in VC funding 12:36 – Zola has passed through the typical startup life-cycle 14:14 – Paid ads spend is more than $100K 14:41 – The hot KPI that investors are looking for is the LTV:CAC ratio 15:51 – CAC depends on the channel and historical data of the channel's performance 17:42 – "We are not trying to create more lifetime value" 18:30 – The challenge for Zola is getting newly engaged couples to find out about their services and sign-up for them 19:49 – Zola currently has over 50K products 20:22 – Zola just launched their new product, Zola Weddings, a free website for couples to manage their whole wedding 23:25 – The Famous Five Key Points: Listen to your customers desires and needs and respond accordingly. LTV:CAC ratio is what investors are usually looking for in a company. Create more products that could be an extension of your existing products—this will encourage your clients to use your products more. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Matthew Schiltz. He's an experienced, senior executive with a proven track record in building successful, high growth technology and cloud companies ranging from the private startup stage to public companies. He's responsible for his current company, Conga, and its growth strategy which includes financing, driving global sales and expanding product offerings. His extensive executive management and leadership experience is driving strong company growth which has resulted in several Inc 500, Fast 50 and Top 100 Places to Work awards. Past CEO successes include Insightful Corporation, CourtLink, DocuSign, Tier 3 and Blue Box Group. He has received several industry accolades in recognition of his past successes and is considered an expert on software, technology, and cloud business practices. Famous Five: Favorite Book? – The 7 Habits of Highly Effective People What CEO do you follow? – Dan Springer Favorite online tool? — Email How many hours of sleep do you get?— 6-7 If you could let your 20-year old self, know one thing, what would it be? – Matt would let others know that SaaS technology is about the people Time Stamped Show Notes: 01:58 – Nathan introduces Matt to the show 03:07 – Matt is the first professional CEO hired for DocuSign 03:38 – Matt was also recruited by the board of Conga as their CEO 04:41 – Matt has worked with founders who are great in product and technology, but were not able to grow their company as a CEO 05:25 – The partnership with DocuSign's founder was a successful experience 06:18 – Conga is one of the top 5 global ISV (Independent Software Vendors) in the Salesforce ecosystem 06:44 – Conga specializes in data and electronic contracts 06:57 – They take live, Salesforce data and turns it into dynamic documents that are automated 07:21 – Conga is pure SaaS play 07:45 – Renewal rate is astronomically high 08:08 – Conga has a negative revenue churn 08:44 – Conga has a mix of mid-market and enterprise customers 10:30 – The customers pay directly on the number of seats 11:05 – Customers can start with one product, then expand to five products 11:55 – Conga's customer base is two thirds midmarket and one third enterprise 12:33 – Conga's document generation product pricing starts at $200 monthly for 10 seats 12:59 – "It's a pretty low risk threshold" 13:30 – The Salesforce AppExchange is the number one customer vehicle for Conga 16:06 – 80% of Conga's customers regard them as offering a critical tool that they need to use 17:00 – Conga has over 9000 customers globally 17:30 – Conga is growing quickly 18:03 – Conga grew 200% last year and another 100% this year 19:59 – Conga is in a typical gross margin rate 20:10 – The majority of Conga is owned by Insight Venture Partners of New York 20:46 – Conga has announced Salesforce Ventures as a strategic investor in May 2017 21:15 – Matt shares how they decide which companies to acquire 21:50 – Is it a good strategic fit for Conga? 22:02 – Is it a great people fit? 22:30 – Conga has 250-500 employees 23:53 – Matt shares his thoughts on Conga taking the IPO route as a funding event 25:05 – DocuSign just announced their intention to go public 27:35 – The Famous Five 3 Key Points: Not all founders can grow their business; the right CEO can be the answer. The growth of a company isn't based solely on the product, but the people who are behind it. The IPO route for funding is a fantastic place to start. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Aseem Badshah. He's the founder and CEO of Socedo which is a twenty person, B2B, social media demand generation company backed by Techstars Ventures, Vulcan Capital and Divergent Ventures. Before this company, he was the founder of Uptown Treehouse, a social media marketing agency working with brands like Uniqlo, Nike, Western Union and Lenovo. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Satya Nadella Favorite online tool? — Outreach How many hours of sleep do you get?— 6 If you could let your 20-year old self, know one thing, what would it be? – "Be patient and focus, above all, on people" Time Stamped Show Notes: 01:34 – Nathan introduces Aseem to the show 02:06 – Socedo helps B2B marketers find the relevant prospect on social media 02:37 – "The last 9 months have been all about efficiency" 02:47 – Socedo now has $4K in MRR per month per AE 03:42 – Socedo is now moving away from the outbound and ABM model 03:47 – Socedo targets SMB companies now 04:03 – Socedo has free trials on their website 04:18 – The point is to become a pipeline for their AEs 04:58 – Socedo is helping Pendo's growth 05:08 – Socedo is looking at moving up their ACV 05:57 – Socedo helps B2B companies cut through the noise 06:24 – On the sales side, Socedo is more focused on selling to B2B as opposed to B2C companies 07:00 – Average MRR 07:23 – Aseem ties employee count to growth 07:45 – The idea of scaling too quickly isn't really healthy 08:40 – Aseem wants to make sure that their focus is on the right segment of the market 10:00 – Everywhere in SaaS is crowded these days 10:21 – The outbound path is where Sodeco will bump into their competition 10:54 – Sodeco is specifically serving the B2B social media marketers who are underserved individuals 11:20 – Sodeco helps them grow their presence 12:34 – Hootsuite is great for marketers who are managing their content for their audience 13:00 – Sodeco finds and grows the audience by targeting the right prospects on social media 14:44 – The Famous Five 3 Key Points: Scaling up does NOT necessarily mean growing your team. Even though your market may be crowded, you can find a way to stand out. Managing your audience is a very different process from growing your audience. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Stefan Thomas. He's the CTO of Ripple. He's also the producer of the popular "What is Bitcoin?" video and the founder of the largest website for novice bitcoin users, WeUseCoins.com. He created a set of open-source bitcoin libraries called BitcoinJS, which today are maintained and used by Bitcoin businesses of all sizes including BitPay, Blockchain.info, BitAddress, Coinpunk and others. Famous Five: Favorite Book? – Draw to Win What CEO do you follow? – Thomas Mcleod Favorite online tool? — StumbleUpon How many hours of sleep do you get?— 3 or 8 If you could let your 20-year old self, know one thing, what would it be? – Schedule your blocks of time. Clean up and separate your spaces. Tell yourself to stick to what you should be doing. Time Stamped Show Notes: 01:38 – Nathan introduces Stefan to the show 02:15 – Stefan got into crypto 7 years ago 02:22 – "What is Bitcoin?" video now has 10 million views and two versions 02:52 – Bitcoin is different from how current financial institutions work 03:27 – Blockchain has a lot of definitions and for Stefan, blockchain is a shared ledger 04:03 – With any technology, it is about how it can make a change that is beneficial to everyone 05:43 – Stefan currently focuses on their project, Inter Ledger, which is essentially a protocol that can tie different ledgers together 05:54 – It is an open project and Ripple is a contributor 06:44 – Some of the crypto users have gotten a little too mainstream 07:18 – People are now looking at the possibility of getting what they want without having to rely on clunky, shared ledgers 07:41 – Stefan sold WeUseCoins to a company who has invested in bitcoin 08:20 – Stefan didn't make much from the exit 08:36 – Stefan is responsible for the technical vision of Ripple 09:00 – Ripple's customers are mostly banks 09:05 – Banks license Ripple's technology and software 09:33 – You can get the most from bitcoin technology without changing how financial institutions work 09:53 – Small banks can interoperate with other banks without going through huge hubs 10:04 – "Creating that efficiency by creating competition" 10:20 – Siam Commercial Bank in Thailand is one of Ripple's customers 10:30 – Siam Commercial Bank and SBI Remit in Japan have partnered to license Ripple's technology 10:40 – Thailand expats staying in Japan can now send money to Thailand through their partnership 12:18 – Shared ledgers are growing smaller and smaller with these new coins coming out and by private blockchains 12:27 – Stefan believes that the next interesting technology will be the interoperability of the blockchains and central ledgers 13:02 – Ripple has only been focused on payments, but there are hundreds of use cases for blockchain 13:28 – Payments is the underlying thing for any kind of asset movement 13:55 – Ripple is also focused on the crossing borders advantage to it 15:21 – Licensing fee of Ripple depends on their customers 16:21 – Team size is 170 16:36 – Ripple has raised $94M and has sold some digital assets 16:55 – Stefan joined Ripple before it was incorporated and he has equity 18:31 – The Famous Five 3 Key Points: Changes in technology are intended to make life better for the collective. With bitcoin technology, payments have become more efficient and convenient. The vision that you had years ago will definitely change overtime. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Scott East. He founded his company MSIGHTS in 2004 to help marketers make better decisions with better data and reporting. His experience includes global ads and digital agencies of Fortune 20 telecom and AOL prior to founding MSIGHTS. He understands how to engage marketers as he has 20+ years in this area. His new book, The Cuttlefish Marketer: The Five Essential Traits of a Modern Marketer, focuses on helping marketers transform themselves into modern marketing leaders. Famous Five: Favorite Book? – E-Myth What CEO do you follow? – Jason Fried Favorite online tool? — LinkedIn Sales Navigator How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – Scott wished he had focus more on "pull goals", not "push goals" Time Stamped Show Notes: 01:54 – Nathan introduces Scott to the show 02:38 – Scott wrote a book because it was on his bucket list 03:00 – Scott's publisher is Advantage Media 03:46 – The book is now available on Amazon and Apple 04:06 – It has sold around a couple of hundreds of copies 04:20 – Scott worked on his book for 10 solid months 05:05 – MSIGHTS provides data management and performance reporting services for large marketing departments 05:21 – MSIGHTS' primary model is a SaaS model and they charge based on the data they integrate 05:38 – "We giveaway licenses for free in our platform" 05:58 – Scott wants as many enterprise companies as possible to use their reporting for decision making 06:18 – MSIGHTS charges based on the volume that they're integrating onto the system (in bulk) 07:00 – MSIGHTS' professional service is a recurring service 07:40 – Scott shares why the SaaS model is different from a professional service, even if both services are recurring 08:24 – ACV is $250K per client 08:47 – MSIGHTS has 35 people 09:20 – Scott shares how the data they receive needs to be analyzed 10:15 – MSIGHTS integrated the data and added the translation key, but it took the founders more than an hour to decide if they would take it 11:03 – Scott self-funded the company 11:33 – MSIGHTS was officially launched in 2003 12:00 – First year revenue is around $150K 12:10 – 2013 revenue 12:31 – 2016 revenue was $3.21M 13:04 – Churn is less than 5% annually 13:30 – Some of their clients have been with MSIGHTS for five years plus 13:50 – MSIGHTS is still bootstrapped 14:15 – Blended gross margins is a low 85%, platform side is 80% plus and 70% on professional service 15:05 – Last month total revenue is around $264K 15:30 – CAC 15:54 – Payback period is around a month 17:53 – The Famous Five 3 Key Points: If you want something and it's within your reach, GO for it! Having a great product could mean you're bootstrapped for years, even a decade. Professional services can be a recurring service. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Oscar Nelson. He's the CEO of Musqot, the marketing technology and SaaS company he co-founded after spending 12 years in various marketing roles in small and large companies. Industry-wise, he's had a mixed background from consulting, media, telecommunications and enterprise software. He considers himself a business generalist more than a specialist. Famous Five: Favorite Book? – The Five Dysfunctions of a Team What CEO do you follow? – Jason Lemkin Favorite online tool? — DocuSign How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – It is more important to focus on your cofounder than your business idea Time Stamped Show Notes: 01:52 – Nathan introduces Oscar to the show 02:18 – Musqot is a marketing performance management app 02:24 – Musqot helps their customers increase their marketing effectiveness and efficiency, enabling their marketing ROI 02:44 – ACV is around $25K annually 02:55 – Some customers pay 6 figures 03:04 – Musqot was founded in 2014 03:16 – On their second year, Musqot launched their beta product and just a year ago, they launched their real product 03:40 – Musqot was bootstrapped. They were able to sustain their first year without revenue through personal financial support and savings 04:05 – Oscar and his co-founder have initially put in around $100K for the company 04:47 – First year revenue 05:37 – 2017 target is $3M in ARR runway 06:12 – Musqot just recently passed their $100K MRR mark 07:06 – Musqot currently has 60 customers 08:14 – Musqot's expansion is due to their support and onboarding efforts 09:13 – Team size is 25 with 20 full-time employees and 5 consultants 09:30 – 5 are in sales, 2 are in presales and onboarding, 1 in marketing and the rest are in development 10:45 – Musqot gets customers from different sources 11:00 – Musqot is on the Salesforce AppExchange 12:14 – Full weighted CAC 13:31 – Payback period is roughly a year or more 14:10 – Paid ads spend is around $20K monthly 14:50 – The bigger customers are happy and tend to stay longer than the smaller customers 15:32 – Logo churn is around 2% and revenue churn is negative 16:27 – Musqot has raised $1.2M 16:44 – Musqot's HQ is in Stockholm, Sweden and Bangalore, India 17:40 – The Famous Five 3 Key Points: A startup can thrive through personal savings and financial support if need be. Share your business ideas with your business partner and make sure that your thoughts and visions for the company are aligned. Plan carefully where you will place your paid ads. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Tim Sae Koo. He's a 26-year old, LA-based native residing currently in San Francisco, California. He's dreamed to become the first Asian American president of the United States to solve impactful problems with a purpose. He found his legacy rules to be inefficient. He studied entrepreneurship at University of Southern California and graduated early to naively start a company and fulfill his original life mission. His company is TINT. Famous Five: Favorite Book? – Delivering Happiness What CEO do you follow? – Mark Cuban Favorite online tool? — Wunderlist How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – "It's okay to make mistakes because that's how you're going to learn" Time Stamped Show Notes: 01:53 – Nathan introduces Tim to the show 02:26 – TINT is a marketing software platform that works with B2C brands 02:37 – They help source the best customer content on social media 03:11 – TINT is SaaS based 03:19 – ACV is from $1K to 5K a month or $12K to $60K a year 03:31 – The variations in price depend on different options including the number of hashtags to track 03:58 – They have a high base price 04:14 – The moderation feature can also be included using manual moderation or machine-learning 04:41 – TINT was launched in 2013 04:48 – TINT is completely bootstrapped 05:00 – Tim raised $370K for the previous company before pivoting to TINT 05:18 – The initial product was a consumer application and the market was quite saturated—this led to the pivot to TINT 05:55 – The initial company was getting zero revenue with 5K users and 3 team members 06:35 – Tim and the founders were paying themselves $36K a year 06:54 – Tim worked while he was still in college 07:35 – Keep your expenses low 07:44 – TINT's team size is around 30 07:52 – TINT currently has 700 customers 08:23 – Average MRR is around $700K 08:50 – 2017 goal is to get around $7.5M in revenue 09:15 – 2016 ARR is around $5M and cash basis is around $6M 10:08 – Current ARR is around $5.5M 10:30 – Tim hasn't raised capital yet because he thinks he won't be a good CEO if he does that 10:36 – Tim identifies himself more as a founder than a CEO 11:32 – TINT has always been profitable 12:16 – CAC is around $2K 13:00 – TINT is still figuring out the best channel for them to invest more 13:38 – Paid ads is $10-15K a month 14:10 – In the beginning, Tim used to acquire more customers by offering to draw any animal 15:20 – The main idea is to make something that can bring a smile to someone's face and that will help them remember Tim 15:35 – Team members are based in different states and other countries like Dubai, Brazil and London 15:50 – There's now a big push for a technology investment in Dubai 16:23 – Tim is now paying himself something modest, but nothing too grand 16:39 – Tim has two co-founders and half of the company is owned by the team; the other half for investors 17:35 – Tim shared how he started entrepreneurship and his plans for the future 18:20 – Tim might consider a $30M acquisition at the moment 20:10 – The Famous Five 3 Key Points: The most successful in the entrepreneurial world are not the ones who know how to expand their revenue; they are the ones who know how to reduce their expenses. Think about how you can make people happy—this will make you memorable. Be the leader, not the boss. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Victor Szczerba. He's the co-founder and CEO of Yeti Data, solving big data problems for customers. Prior experience includes running product strategy at the data division at SAP. He was a McKinsey consultant and sales VP for Tadpole Computer and Utopy. Famous Five: Favorite Book? – Zero to One and How to Win Friends and Influence People What CEO do you follow? – Elon Musk Favorite online tool? — Slack How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – "How to be patient" Time Stamped Show Notes: 01:44 – Nathan introduces Victor to the show 02:14 – Yeti Data makes virtual data warehouses 02:30 – Yeti Data's model is an enterprise SaaS model 02:45 – An average customer pays Yeti Data $250-500K a year 03:02 – "We love universal usage of our data with inside of the customer" 03:19 – Clients get data from their customers' behavior 04:24 – AI is a blanket term and machine learning is something very specific 05:08 – Victor shares how machine learning works and they put in details manually 05:52 – In digital marketing, there are ways to understand the customer and their purchasing behavior, but it still can be tricky 06:47 – Yeti Data currently has around 5 customers 07:07 – Yeti Data is close to reaching an $800K, ARR mark 07:31 – Yeti Data was launched 3-4 years ago and was in development mode for the first few years 07:50 – Yeti Data raised capital for RND and they've been really lean 08:07 – It was a convertible note 08:31 – 4% interest and 10% discount with a teaser for the second round 09:18 – On pre-revenue, Yeti Data has 3 core people and some consultants 10:03 – Amazon and Walmart have a software that is similar to Yeti Data 10:39 – Some companies that are in competition with Yeti Data are IBM and HP 11:08 – Yeti Data created a way to virtualize their data connections 12:00 – It is still too early for Yeti Data to have their metrics 13:00 – A good ARR of a million bucks can get Yeti Data to a good series A 14:30 – The Famous Five 3 Key Points: Regardless of how congested your market is, you can still find a way to stand out. Use your competition as motivation to push harder. Focus in on what you're good at. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Garrett Gunderson. He's the chief wealth architect at Wealth Factory and author of the New York Times' bestseller, Killing Sacred Cows. Wealth Factory helps entrepreneurs optimize cash flow, streamline their finances and keep more of their hard-earned money so they can make more powerful investments in their best wealth sector—their business. Famous Five: Favorite Book? – Scaling Up and The War of Art What CEO do you follow? – Rich Christiansen Favorite online tool? — OmniFocus How many hours of sleep do you get?— 6 If you could let your 20-year old self, know one thing, what would it be? – "It will be okay and I don't mean to stress as much as I did" Time Stamped Show Notes: 01:40 – Nathan introduces Garrett to the show 02:10 – It took Garrett two years of contemplating before writing Killing Sacred Cows 03:26 – Garrett worked with a publisher and the promotion firm Green Leaf 04:30 – Garrett is earning higher royalties for his book deal than the usual 05:00 – The possibility for bigger redistribution impacted the book deal 05:35 – Garrett was able to sell copies of the book even before it came out 06:10 – Garrett decided to have a publisher because it was more relevant than to self-publish 07:10 – Garrett self-published The Rockefellers last year 08:22 – Garrett co-published New Rules to Get Rich with Nightingale 08:45 – Garrett has self-published a few books which are more profitable than the one he made with the publisher 09:30 – Just because you're starting a business doesn't mean you know about investing 10:00 – For investing, investor DNA needs to be considered 10:04 – The core values, drivers and diversification 10:43 – There's no magic product or magic investment 11:40 – Nathan shares how he deals with his real estate investments 12:10 – People think they need to invest because the money is there 12:40 – It is more important to invest in the RIGHT opportunity and something that we KNOW 13:50 – There are good, bad and lucky investors—but don't rely on luck 14:37 – In terms of taxes: 14:42 – Never confuse deferral with deductions 16:00 – Garrett shares his stance on deferrals 16:54 – Tax should be a secondary consideration 18:00 – Garrett shares how he makes money 18:14 – Garrett works with entrepreneurs with $1-10M in ARR 19:10 – Garrett doesn't offer asset management, they're more on financial and cash flow management side 19:40 – Garrett's co-founder passed away in 2006 from a plane crash 20:20 – Wealth Factory's income is steady and they've raised their fees substantially 21:20 – "We're the very best people" 21:31 – 2017 revenue goal 22:27 – Wealth Factory has 10 new customers monthly 22:37 – Team size is 20 24:04 – The Famous Five 3 Key Points: Investing and starting a business are two very different things. Deferrals are different than deductions. Billionaires don't have the best financial advice. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Josh March. He's the founder and CEO of Conversocial, a customer engagement solution that helps businesses increase their customer loyalty by enabling effortless, in-the-moment, customer service to social and mobile channels. The largest global firms including Google, Sprint, Hertz and Hyatt Hotels turn to his platform to deliver an amazing, social, first, customer service experience at a large scale. He previously founded the leading social application platform, iPlatform, one of the world's first Facebook preferred developer which was acquired in 2012. Famous Five: Favorite Book? – The Four Steps to the Epiphany What CEO do you follow? – Ben Horowitz Favorite online tool? — Twitter How many hours of sleep do you get?— 6.5 If you could let your 20-year old self, know one thing, what would it be? – Be more self-aware and your own thinking can become your bias Time Stamped Show Notes: 01:40 – Nathan introduces Josh to the show 02:51 – iPlatform was sold to Betapond in 2012 03:28 – The acquisition was a mix of cash and equity 03:53 – Conversocial is an enterprise SaaS product 04:20 – Conversocial follows up on customers through social media sites 04:38 – Conversocial collects messages from different social media channels and analyzes them 05:04 – Conversocial has raised $20M of venture capital 05:33 – Conversocial started from iPlatform 06:00 – Josh saw that they needed to move quickly with Conversocial, so they raised funds 06:29 – The first round was $2.5M and was a priced equity round 07:24 – Some of Conversocial's customers were an upsell from iPlatform 07:34 – Team size is around 100 08:00 – Josh was initially involved with the product development of Conversocial and as they grew and hired great people, he began shifting more of his time to customer acquisition 09:33 – Their biggest customer pays around a million dollars annually 09:50 – Conversocial also has customers who pay from $25K to $200K 11:00 – Conversocial focuses on customer care 12:00 – The need for a customer contact center is greatly increasing 12:28 – Conversocial currently has 200 clients 13:30 – Conversocial has passed their $10M ARR mark 14:12 – Conversocial has a higher logo churn with small companies 14:47 – Conversocial's net churn is around 120% 16:21 – Josh flies a lot just to meet customers 17:48 – Fully weighted CAC varies dramatically depending on the deals 18:24 – Payback period is around 18 months 18:43 – Josh won't sell to Sprinklr 19:10 – Josh thinks Sprinklr's vision is far off of Conversocial's vision 20:30 – The Famous Five 3 Key Points: Focus on the needs of the customers and figure out how you can solve their problems. Social media is being used not only for marketing, but for customer service as well. An entrepreneur should go the "extra mile" just to get a client. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Christopher Day. He's been a successful entrepreneur, having sold two companies to a Fortune 100 company before turning 40. He's had businesses from residential painting to investment banking doing cross-border M&A transactions. Along the way, he has found time to mentor other entrepreneurs and participates in helping solve legislative issues to foster entrepreneurial growth in the State of Indiana. He's now building a platform with DemandJump that is looking to solve prescriptive analytics and qualified traffic. The DemandJump team has discovered marketers only have 20% visibility of their actual ecosystem. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Jack Welch Favorite online tool? — One Pager How many hours of sleep do you get?— 4 If you could let your 20-year old self, know one thing, what would it be? – "The power of relationships" Time Stamped Show Notes: 01:48 – Nathan introduces Christopher to the show 02:36 – DemandJump sells their platform on a subscription basis 02:41 – They have annual subscriptions and professional services 03:10 – 82% of the revenue is from SaaS, 1% is from a one-time payment and the rest is for the other model 03:48 – DemandJump allows marketers to have 100% visibility of their competitive ecosystem, which is the first time this has been made possible in history 04:57 – They show marketers where to focus to capture traffic from their competitors 05:15 – Average annual contract value is $45K with beta customers 05:30 – Average annual contract value now is $100K -$250K 05:43 – DemandJump has started to work with mid-market companies 06:00 – Self-service for mid-market will be from $200 to hundred million 06:27 – DemandJump currently has 22 customers 06:50 – DemandJump is getting close to their million dollar revenue mark 07:11 – DemandJump was launched in 2015 07:36 – The traffic cloud was built in October 2016 08:05 – 2016 revenue was $165K 08:20 – MRR by December 2016 was $10K 08:30 – 2017 goal is to hit $1.5 in ARR 08:54 – DemandJump raised $4M with 18 Angel investors on their board 10:08 – DemandJump is looking to raise another $5M with a 15% pre-money valuation 11;12 – Christopher sold software companies before 12:00 – Annual logo churn is 8-9% 12:24 – Annual revenue churn is almost the same with logo churn 13:00 – CAC is around $10K 13:31 – Most of DemandJump's customers pay annually upfront 13:55 – Paid marketing spend was around $5K 14:19 – 40% of DemandJump's budget goes to sales and marketing 15:49 – They will double or triple their paid marketing spend because of their target 17:20 – Assumed LTV is 36 months 18:54 – Team headcount is 17 19:29 – They're all based in Indiana 19:40 – 7 are in engineering, 3 focus on customer success, 3 on sales, 2 on marketing and a newly hired CFO 21:17 – The Famous Five 3 Key Points: Marketers will have a HUGE advantage if they have 100% visibility of their ecosystem. Paid marketing should be aligned to your target market, otherwise you're just wasting your money. Relationships and networking is of the UTMOST importance. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Gil Klein from MobFox where he's the managing director and a C-level executive at Matomy Media Group. Having joined the company in 2006, he's been the member of the executive management team since 2014. He previously served as senior VP of media and senior VP of clients for this particular group. He holds an MBA in International Management from the College of Management in Israel. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Brian O'Kelley Favorite online tool? — LinkedIn How many hours of sleep do you get?— 5.5 If you could let your 20-year old self, know one thing, what would it be? – Travel even more than you already have, experiment, take a lot of risks and spend as much time as you can with your family Time Stamped Show Notes: 01:57 – Nathan introduces Gil to the show 02:30 – Matomy is a global performance company that holds a few entities 02:44 – Gil personally runs and oversees MobFox, which is an mobile in-app audience SSP acquired by Matomy in 2014 03:15 – The acquisition was for $12M in cash 03:30 – Gil was with Matomy since 2006 and he helped the company grow 04:00 – MobFox makes money when their clients make money 04:17 – The tools of MobFox are usually for the developers and publishers focused on the in-app space 04:48 – MobFox tries to contact the best demand partners in the space like YuMe, AppNexus and PocketMath 05:50 – In 2015, MobFox generated $18M of the transaction volume 06:10 – MobFox's charges depend on the deals they have 06:32 – MobFox usually keeps 17-20% of the transaction 06:56 – MobFox has grown to 36% 07:09 – Gil believes that MobFox is currently in a great space 07:51 – In 2017, Gil's goal is to stretch as much as he can 08:21 – MobFox is currently working with 20-30K publishers, 4K are SDK-based 09:13 – MobFox currently has 180 DSP (Demand Side Platforms) 09:35 – A single DSP can have a thousand advertisers 09:42 – "We connect to a programmatic player" 10:00 – Current headcount of MobFox is 73-74 10:11 – 50 are engineers and the rest in sales, retention, HR and finance 10:26 – MobFox team is global 11:29 – Gil can and will do anything to get new customers, like suddenly showing up with presents and asking for a meeting 12:23 – "I try to listen to the customer" 13:15 – The Famous Five 3 Key Points: Set numbers for your goals, but aim to SURPASS those numbers. Find the best partnerships that you can where you can mutually benefit each other. Don't hesitate to TAKE risks! Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Andrew Pitz. He's an investment manager at Transamerica Ventures, the global venture capital fund of Transamerica that specializes in investing in insurtech, fintech and enterprise software companies. There, he has led the firm's investments in PolicyGenius, Digital Currency Group, Everplans, SmartAsset and Hixme. Famous Five: Favorite Book? – Venture Deals What CEO do you follow? – Jonah Goodhart and Vinny Lingham Favorite online tool? — Fortunes Term Sheet, Mattermark Daily, Crunchbase Daily How many hours of sleep do you get?— 5.5 If you could let your 20-year old self, know one thing, what would it be? – Andrew wished he had understood domain names and technology Time Stamped Show Notes: 01:42 – Nathan introduces Andrew to the show 02:16 – Transamerica and AEGON are global investment and insurance firms 02:56 – $140K is the fund size they're currently working with 03:04 – The fund was already set-up from the beginning 03:25 – Their first fund was in 2014, in the European market 03:47 – They had 17 unique companies with 23 investments 04:25 – They don't share company information with their parent company 04:39 – They don't want the corporate parent to be involved in the business 05:25 – They haven't had any exits yet 05:39 – Andrews shares fund-to-fund deals with FinTech Collective 06:38 – They put in a $2M check and the total funds raised were $75K to $100K 06:55 – They put in $1M to another fund to fund the deal they had 07:00 – Their first fund was around $10M 07:28 – FinTech Collective is based in New York 07:38 – Some of the fintech companies they've invested in are Art Invest, MoneyLion, 401k and Elephant Tech 08:24 – Andrew gets his salary and bonuses from the deals 08:50 – Andrew shares how their boss missed deals that are worth billions now 09:30 – There are instances where they need to let some deals pass 10:00 – In a week, they're receiving hundreds of newsletters from different companies (around 5000 in a year) 10:13 – Andrew studies 500 deals and meets with around 250 11:10 – Initial check size was $1-5M as a follow on investor 11:34 – Andrew chooses PolicyGenius and Hixme 12:40 – Andrew thinks PolicyGenius will have a good exit 13:07 – H2O as an open source 13:33 – Red Hat pioneered the open source 14:36 – The goal is to invest in direct technology and create partnerships 14:54 – Andrew shares the kind of partnerships they're looking for 15:14 – Andrew wanted to do work in Asia because of the many opportunities 17:05 – The Famous Five 3 Key Points: There are thousands of companies created daily—you have to research and choose which one to invest into wisely. Forming partnerships is MORE important than monetary gain. Technology can take you anywhere. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Christian Geissendoerfer. He's the CEO of Yoose, the leading expert in location-based advertising in Asia and Europe. He's an entrepreneur passionate about building businesses and leading teams. He recently started something parallel to Yoose which is a German Accelerator in Southeast Asia that helps German startups expand into that region. He loves living in Singapore and Vietnam, traveling the world and learning languages. He's fluent in German, English, French and Spanish. Famous Five: Favorite Book? – A Monk and the Riddle What CEO do you follow? – CEO Collaborative Group Favorite online tool? — Xero and Zapier How many hours of sleep do you get?— 5.5 If you could let your 20-year old self, know one thing, what would it be? – "Do it over again" Time Stamped Show Notes: 01:50 – Nathan introduces Christian to the show 02:28 – Yoose is a location-based mobile advertising company 02:36 – Yoose helps brands to target people in specific geographic locations 03:28 – Yoose is aggregating inventory from different mobile networks 04:05 – Yoose is buying the inventory for the company and running campaigns on specific locations 04:25 – Yoose is selling a premium product 04:42 – Yoose charges per CPM 04:59 – There's current request for CPC charges 05:23 – Yoose was launched in 2008, in Berlin, and moved to Singapore in 2010 06:00 – 2016 revenue is in the million dollar figure range 06:08 – Team size is 15 and the majority are based in Vietnam 06:16 – Yoose is a bootstrapped business 07:12 – Yoose is working on a different platform based on audience profiles and attribution 08:10 – Customers use Yoose over their competitors because of the full service they offer 08:49 – Yoose is also geographically focused 09:12 – Yoose is currently working with the major media agencies and secondary agencies 09:35 – There are 25-30 agencies in total 09:47 – Yoose has partnerships in different countries that they serve too 10:32 – Yoose and the partners both take a cut from the charges 10:45 – "We are transparent on costs on both sides" 11:00 – The EBIT (Earnings Before Interests and Taxes) margin in the space vary 11:14 – Yoose is in the middle of the margin, depending on the country 11:43 – At this stage, Christian is putting the capital back into the company 12:46 – Christian has put all his personal money into starting Yoose 13:08 – Christian has worked in France prior to Yoose 13:43 – Christian initially wanted to build something similar to Tinder 15:33 – German Accelerator works with the German government and has been in the US market for 5 years, they're now expanding to Southeast Asia 16:05 – Christian gets his salary from the government 17:32 – The Famous Five 3 Key Points: Be transparent with your partners, so you'll gain their trust. This will also lead to more partnerships. The corporate world can help shape and grow your skills but don't regret taking another route to succeed. Create something that you want, yourself. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Bonnie Crater. She's the CEO of Full Circle Insights. She's a 5-time VP of marketing and executive at many software companies in Silicon Valley. She's been named one of the 100 Most Influential Women by the Silicon Valley Business Journal and one of the Top 20 Women to Watch by Sales Lead Management Association. Famous Five: Favorite Book? – N/A What CEO do you follow? – Marc Benioff Favorite online tool? — Docusign How many hours of sleep do you get?— 7.5 If you could let your 20-year old self, know one thing, what would it be? – "My path has been just fine" Time Stamped Show Notes: 01:53 – Nathan introduces Bonnie to the show 02:24 – Full Circle Insights helps marketing people accurately measure and track the impact of their marketing campaigns on pipeline and revenue 02:50 – Full Circle Insights has an annual contract and usual contract which pays $30K a year 03:00 – Full Circle Insights launched their product in 2012, but it was started in 2010 03:10 – "Never start a company on December 31st" 03:18 – The IRS would want a tax return for 1 day of business 03:51 – Bonnie quit her VP of marketing job prior to Full Circle Insights 03:58 – Bonnie was invited by her friends to start Full Circle Insights and there are 4 founders 04:20 – Two of the founders were from Salesforce, including Bonnie 04:49 – Full Circle Insights is built on Salesforce 05:01 – Full Circle Insights was on Salesforce's AppExchange 05:54 – Bonnie was a CEO in 2001, but it was a failure and she had to hire and fire a hundreds of people 07:35 – Bonnie was a VP of marketing a couple of times with different companies after the failure 08:04 – Full Circle Insights was initially bootstrapped, they raised $11M 08:14 – They raised money because they were going broke 08:21 – They were paying themselves 08:50 – First capital was raised in 2012 09:12 – Her first product was built from the money the founders had put in 09:32 – Dan, the CTO, is the developer 09:53 – Full Circle Insights has around 150 customers 10:12 – Team size is 35 10:38 – 8 in engineering and product, 12 in sales, 4-5 in marketing, 7-8 in customer success and some in accounting 11:17 – Full Circle Insights have broken around $4M in ARR 11:33 – Full Circle Insights' model is to double, then triple 12:33 – Full Circle Insights has 90% renewal rate 12:40 – Churn is usually from acquisition and CMO changes 13:26 – Bonnie was hoping to have a 100% renewal rate in the coming years 14:37 – Full Circle Insights has a sales rep who has a puppy that he brought to the tradeshow 14:53 – The puppy became a booth magnet and they were able to acquire new customers 15:25 – Fully weighted CAC is $18-20K 15:30 – Payback period is less than 6 months 16:30 – Lowest marketing expenses is digital marketing and the biggest is from tradeshows and events 17:31 – LTV 18:30 – Full Circle Insights' new VP of sales 19:01 – ARR target is $7M 20:50 – The Famous Five 3 Key Points: Never start your business on the last day of the year. We all make mistakes and we just have to learn from it—just don't make the same mistake twice. Be creative and do what you need to do to draw new customers in. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Ron Jacobson. He's the co-founder and CEO of Rockerbox and Hindsight. Ron was a project manager at AppNexus and a proud McGill alumni. Follow him on Twitter. Famous Five: Favorite Book? – Made in America What CEO do you follow? – Elon Musk and Mark Cuban Favorite online tool? — Spectacle How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – "There are going to be a lot of highs and there are going to be a lot of lows, but you just got too keep moving" Time Stamped Show Notes: 01:36 – Nathan introduces Ron to the show 02:01 – Rockerbox is an online marketing technology company 02:09 – Hindsight is a secondary offering which is an off-site analytics platform, complementary to Rockerbox 02:28 – Rockerbox is a management service and Hindsight is the SaaS part 03:00 – Rockerbox was launched in early 2014 03:03 – Team size is 18 03:13 – Target customers are marketers 03:25 – Rockerbox has partnerships with publishers and data providers 04:40 – Through different partnerships, they're able to know the source of potential customers 05:25 – First year revenue was $640K gross 05:30 – 2015: under $2M , 2016 was around $4M and it will probably be $8M this year 05:48 – 10% of the customers are on Hindsight 06:50 – In 2016, Rockerbox has served 50 customers 07:19 – Hindsight currently has around 13 customers with a MRR of $16K 07:43 – Some of Rockerbox's customers are Vimeo and Vanguard 08:16 – CAC and LTV 08:26 – No logo and revenue churn yet 08:50 – Some small companies can't scale and their pricing is "take it or leave it" 09:32 – 5 team members are focused on Hindsight 09:59 – Hindsight is self-funded and is based on Rockerbox 10:14 – Ron shares why they raised funding despite doubling Rockerbox's ARR 11:05 – Ron has reached out to people whom he hasn't talked to for decades just to acquire new customers 11:16 – Ron shares the content of his email 13:10 – The Famous Five 3 Key Points: Having fewer customers with a larger paywall works well, it allows you to focus more on your customers' needs. Stick to your pricing and your target market. Through the highs and lows, just KEEP MOVING. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Arun Saigal. He's the co-founder and CEO of Thunkable, a Ycombinator-backed startup in San Francisco. Thunkable is a platform that allows anyone to build their own mobile app without needing to know how to code. Prior to Thunkable, Arun was the lead android developer at Quizlet. He also worked at Khan Academy, Aspiring Minds and Google. He holds a BS in electrical engineering and computer science from MIT. Famous Five: Favorite Book? – High Output Management What CEO do you follow? – Shantanu Narayen Favorite online tool? — Google Calendar How many hours of sleep do you get?— 7-7.5 If you could let your 20-year old self, know one thing, what would it be? – "Investing in others is one of the best ways to invest in yourself" Time Stamped Show Notes: 01:26 – Nathan introduces Arun to the show 02:13 – Thunkable is a drag-and-drop tool to make a mobile app 02:23 – The space is quite crowded 03:08 – Thunkable is simple but powerful enough for non-coders to have a powerful app 03:20 – Thunkable is currently free 03:34 – Thunkable has raised $3.3M to date 03:59 – Arun shares why they've raised first before implementing a paywall 04:07 – They wanted to hire the team and have the platform that they needed with the money raised 04:30 – They'll start charging in a few months 04:48 – Thunkable was launched in 2016 04:53 – Team size is 10 05:16 – Thunkable has turned on their revenue for a small stream 05:35 – The charge is a high 5-figures and is an annual contract 06:16 – Long-term model: charge for a premium product 06:36 – When they turn-on their features, that's when Thunkable will charge 07:25 – Arun saw problems they didn't know existed from those who were building an app for Thunkable 08:30 – Arun wants to help people who really need an app for free to solve their problems 09:00 – The conversations they'll have with people who will use Thunkable for profit 09:24 – Target price is $20 a month 09:40 – Arun believes they can maintain profitability 10:14 – Arun believes that SMBs need Thunkable more than the enterprise businesses 11:03 – Thunkable's goal is to capture most of the apps from the app store 12:38 – December 2017 MRR goal is $10K 14:16 – The Famous Five 3 Key Points: Assist those who need help in any way that you can. Choose your timing wisely when it comes to putting up your paywall. You learn and grow by investing in other people. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Ian Blair. He founded BuildFire while he was in college and has grown up to become one of the most successful app builders with 30 employees and close to 10K apps in the app store. His expertise is online marketing and growth hacking. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – David Skok and Jason Lemkin Favorite online tool? — Ahrefs How many hours of sleep do you get?— 7.5 If you could let your 20-year old self, know one thing, what would it be? – Ian wished he would have taken a crash course on how the world actually works Time Stamped Show Notes: 01:55 – Nathan introduces Ian to the show 02:37 – BuildFire is a mobile app building platform that allows non-technical people to build their own app with no coding required 02:50 – BuildFire is like the WordPress for mobile app 03:18 – BuildFire allows customization 03:36 – Ian started BuildFire in college 03:40 – BuildFire has a reseller program 04:18 – In 2013, they were making $300K a year 04:32 – It was just for white labelling 04:42 – BuildFire was officially built with the technology in 2014 05:02 – BuildFire has raised $2.5M so far in a convertible note 05:46 – It was in 2015 when BuildFire broke their $1M a year mark 06:20 – In January of 2016, BuildFire 2.0 was launched where they added customization 06:48 – Since then, things took off 07:05 – In December 2016, BuildFire was doing a little less than $300K a month 07:33 – This year, BuildFire is developing 07:59 – BuildFire has an ongoing subscription fee and upfront payment 08:20 – BuildFire is getting close to $200K a month for their SaaS side 08:33 – BuildFire is now leaning more into their professional services 09:15 – Total number of customers 09:25 – Customers pay starts at $59, $149 or $499 a month 09:50 – Average a month is around $400 per customer 10:40 – Team size is 40 10:57 – Ian self-funded BuildFire initially 11:11 – Their current CTO started the initial development for BuildFire 12:00 – BuildFire gets customers mainly through online marketing 12:20 – Paid ads spend is around $10K a month 12:30 – BuildFire also has a lot of organic traffic and they're going to tradeshows as well 13:48 – Monthly logo churn 14:25 – Revenue churn 14:50 – BuildFire is on its way to a more predictable revenue model by the end of 2017 15:31 – CAC 17:00 – SaaS businesses are capital intensive 20:00 – The Famous Five 3 Key Points: Listen to your customers and make adjustments to your products depending on their needs. Online marketing is a necessity for every businesses. College won't teach you how the real world works. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives

Jae Kwon. After graduating from Cornell in 2005 with a BS degree in Computer Science, he worked as a developer at Alexa and Yelp and has co-founded iDonethis, a productivity service. He since worked on open-source projects including a CoffeeScript compiler and interpreter written in Javascript, an end-to-end encrypted email system called Scramble.io, and a cryptocurrency exchange. He invented and refined The Tendermint Consensus Algorithm with the aim of liberating the blockchain from the costs and drawbacks of proof-of-work mining. His mission is to make the technology more accessible in order to accelerate the adoption of decentralized ledger technology. Famous Five: Favorite Book? – Snow Crash What CEO do you follow? – N/A Favorite online tool? — GitHub and Chat How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – "Find the problem and solve it" Time Stamped Show Notes: 01:37 – Nathan introduces Jae to the show 02:46 – Bitcoin is something that you want to be small and accessible 03:10 – Blockchain is not owned by any entity but is still secure 03:24 – Tendermint is one of the engines that enable the creation of blockchain 04:05 – Tendermint's partner in Europe is Ponton 04:46 – Tendermint was initially self-funded by Jae 05:03 – Jae saw the need to build Tendermint 05:08 – People were struggling with bitcoin fork 05:51 – Proof of work is how bitcoin secures itself, which is like a lottery system 06:40 – The transaction fee for block reward in bitcoin is much smaller 07:55 – Proof of work in the blockchain has its drawbacks 08:30 – The validators are the users of Tendermint—they validate the block and sign off and vote on what the next block should be 09:20 – Jae's opinion on Dash's masternode 09:50 – Cosmos is the internet of blockchain 10:18 – Jae has all in his money in Tendermint 10:31 – Team size is 20 10:40 – Tendermint was funded through a fundraiser 11:00 – "We avoid the term ICO because we don't want to be associated with a security offering" 11:13 – Tendermint released their own token and they'll create the cosmos hub 11:30 – The tokens will allow you to vote on the blockchain 12:10 – Tendermint had a cap of $17M 12:32 – They were accepting bitcoin and ether in exchange of an atom 13:00 – Part of the liquidation went to the Cosmos software and development 14:00 – Out of the $17M, less than $3M has been liquidated so far 15:47 – The Famous Five 3 Key Points: The block reward in the blockchain allows people to not just earn tokens, but contribute as well. Keep your liquidation conservative and focus on the development of your product. If you see a problem and you think you can create the solution, DO IT. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives