SaaS Interviews with CEOs, Startups, Founders

Sharat Potharaju and Ravi Pratap Maddimsetty, co-founders of MobStac. Famous Five: Favorite Book? – Traction What CEO do you follow? – Ed Catmull who wrote Creativity Inc for Ravi Favorite online tool? — Rapportive How many hours of sleep do you get?— 5 If you could let your 20-year old self, know one thing, what would it be? – "That entrepreneurship is a very, very painful journey" Time Stamped Show Notes: 02:07 – Nathan introduces Sharat and Ravi to the show 02:23 – Sharat and Ravi were classmates since fifth grade and were roommates in college 02:53 – MobStac is trying to solve the problem of online to offline device connections 03:04 – They use the technology of WiFi, bluetooth and beacons in mobile devices 03:17 – Beaconstac is one of MobStac's products 03:22 – It is a SaaS-based product that uses Bluetooth beacon technology 03:29 – It allows businesses to gather analytics 03:34 – It charges monthly 03:47 – Beaconstac is MobStac's main revenue stream 04:08 – Businesses use bluetooth beacons that can be deployed to physical stores 04:18 – Beaconstac's platform can then be used to track marketing and analytics 04:27 – Pricing starts at $49 to $99 monthly 04:34 – The price will vary depending on the number of beacons deployed in any physical location 04:45 – Average cost per beacon is $5 monthly which is on top of the starting price 05:25 – Beaconstac has a mixed group of customers, from mom and pop stores to enterprises 05:57 – Some would pay $50 a month and $5000 a month for others 06:04 – There are currently around 10K beacons deployed in total 06:27 – MobStac is a software company 07:03 – MobStac has partnered with a Chinese OEM who makes the hardware 07:35 – The pay for the hardware is a one-time cost 07:40 – "You own the beacons once you pay for the beacons" 07:43 – Charge per beacon is $22 07:50 – The margin is very small 08:07 – They make revenue mostly from the software and not from the hardware 08:15 – MobStac was launched in 2010 08:24 – It was focused in building products in the mobile space 09:20 – After pivoting, first year revenue was not zero but it was small 09:35 – 2014 revenue was less than $250K with 10-15 people on the team 09:54 – Current team size is 20 10:00 – The company is based in Bangalore, India but Sharat goes to New York as well 10:17 – Last month total MRR is close to $25K 10:22 – Target ARR by the end of 2017 is 500K 10:37 – Which was only from the Beaconstac product 10:56 – Beaconstac currently has 100 customers 11:12 – One of Beaconstac's biggest customer is Google India 11:14 – Google has deployed over 2000 beacons at 117 train stations 11:28 – It is the largest public Wi-Fi project in the world 11:32 – The beacons are used to send notifications and awareness to people who are waiting at the stations 11:46 – Sample notification 12:20 – MobStac has raised $3.5M 13:07 – The strangest customer acquisition strategy they've done 14:10 – Google has made the beacon technology compliant with the chrome browser 14:23 – Someone who is near a beacon can receive a notification as long as he has a chrome browser and bluetooth on; no need to download an app 15:15 – One of their customers is a freelancer who bought a beacon so whenever he goes to an event, the beacon will send a notification to other attendees to market his services 15:56 – MobStac isn't spending anything on paid marketing 16:01 – Ravi does some content marketing for the company 16:37 – Cap table 17:31 – Sharat and Ravi still own more than half of the company 19:00 – The Famous Five 3 Key Points: Don't be scared to pivot if it is for the betterment of your company. The easiest and cheapest way to market your product is by using it. Entrepreneurship is definitely not an easy route—prepare your mindset for a rough (but worth it) journey. 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

Patrik Fagerlund. He's been working with mobile internet since the 90s. He's an engineer by training and now, he's the CEO and founder of Widespace, a mobile adtech company. Outside of work, he loves spending time with his family with his four kids and his wife along with many activities and sports. Famous Five: Favorite Book? – Business Insider What CEO do you follow? – Elon Musk Favorite online tool? — Slack and Flatly 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 what you want to be" Time Stamped Show Notes: 02:00 – Nathan introduces Patrik to the show 02:36 – Widespace is a mobile advertising campaign 02:40 – It was spun out in 2007 from what Patrik thought was a great media channel 03:04 – Patrik sold media fueled by their technology 03:10 – Selling media per CPM which is $10 per impression 03:31 – This was the business model in 2009 04:00 – $2M was the total ad spend for the previous model and 40% went to the company 04:26 – Team size was 9 04:38 – Widespace's current business model spent $30M for ads 04:40 – Team size is 130 04:41 – "We're moving into selling technology at a rapid space" 04:49 – Widespace extends their tools and technology for both the supply and demand 05:09 – Widespace focuses more on selling their technology 05:28 – The model is close to SaaS, but the pricing depends on the volume and usage 06:11 – Of the top 50 global advertisers, Widespace serves 70% of them 06:24 – Widespace works with most of the umbrella agency companies in the world 06:51 – The tech of Widespace is a full-stack offering 07:01 – The algorithm is based on interests 07:18 – If Widespace goes against other legacy technologies in adtech, Widespace will outperform them 07:46 – A customer pays 50% of their ad spend to make use of Widespace's technology 07:54 – It's a volume game, the more a customer pays, the less Widespace charges 08:04 – If a customer puts $20M into Widespace's system, it will go down to below $10M 08:53 – Average ARR is around $4M 09:06 – Since Widespace is a full-stack, they service both demand and supply 09:11 – There's a cap on the demand side and a supply cap to serve the supply 09:26 – The suppliers are the top publishers in the world 09:45 – Widespace takes a cut from the demand and supply side 09:56 – Widespace charges on the extended version of the algorithm as well 10:11 – Last year's processed ad spend is shy of $40M 10:49 – 2016 total revenue is around $17M 11:04 – Widespace was initially bootstrapped 11:16 – Widespace has raised close to $30M 11:33 – Over the years, Widespace had propositions from strategics but they turned them down 12:08 –Widespace is currently working with 500 suppliers/publications 12:17 – Widespace keeps control of their supply and has deeper integration 13:07 – A few years ago, Widespace was the only one who was servicing the publishers 13:40 – Widespace doesn't have any exclusivity 15:02 – The Famous Five 3 Key Points: Adjust your technology depending on the needs of your target market. Find the right partners with whom you can grow your business. Be what you want to be! 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

Eyal Hertzog. He's been a venture-backed technology entrepreneur for over 20 years. He's the founder of Metacafe, Israel's fastest growing video sharing site which has reached over 15M uniques at its peak. Previously, he founded Contact Networks which was one of the first social networks in 1999. He's now at Bancor Network and has been an outspoken thought leader on cryptocurrency in Israel and is a talented piano and bass musician. Famous Five: Favorite Book? – The Spider and the Starfish What CEO do you follow? – Elon Musk Favorite online tool? — Google Keep 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? – "You never stop evolving" Time Stamped Show Notes: 01:49 – Nathan introduces Eyal to the show 02:40 – Bancor is a non-profit organization which is in a new model that has been rising recently 03:36 – Similarly to Etherium, Bancor is also a token that is solving the problem of liquidity 04:00 – Eyal talks about any kind of liquidity that works today with crypto tokens 04:14 – There is a token that represents gold and a token that represents a dollar which you can convert back to gold and dollars 04:24 – "Real assets from the real world are already represented in the blockchain" 04:47 – Bancor provides a different way that doesn't require traders to bid for an asset; it automatically finds a market trait according to a certain formula 05:09 – Nathan shares about his interview with Joe Zhou who is the founder of Firstblood 05:56 – The pricing of ether and other cryptocurrencies is always changing 06:25 – Bancor provides a much better solution than cryptocurrencies exchanges, like what Coinbase is doing, for liquidity 06:46 – Bancor is an alternative way to convert cryptocurrencies 06:52 – The exchanges that are based on smart contracts are automated so they won't require central services 07:14 – Bancor did their own ICO for their token which is BNT or banking network token that will be used in Bancor's network of token conversion 07:26 – Within three hours, Bancor raised $153M 07:44 – It was in June 12, 2017 08:03 – Bancor was very open during their ICO and told people that everyone who will invest in 2 hours will have an opportunity and they will get exactly the same rate 09:11 – There are currently 20 people involved in Bancor's operation 09:31 – Bancor liquidates as little as possible which is less than 10% 10:11 – Bancor currently has 12445 token holders 10:22 – Eyal has worked with VCs for a long time prior to Bancor 12:05 – People who hold a lot of cryptocurrencies are called "whales" 12:29 – The goal of people in the crypto world is to build a new financial ecosystem 13:14 – The foundation where the proceeds from the crowdsale go is called V Protocol 13:27 – The foundation sold 50% of the tokens and the other 50% went to different buckets 14:07 – Bancor runs on the ethereum blockchain so they already have miners and won't need miners for their own tokens 15:18 – Nathan summarizes Bancor's figures 16:40 – Eyal had a dream to build something that will have a cultural effect or something that will change how we do things 17:07 – When Eyal learned about bitcoin, he thought that it would be a huge, cultural evolution one day 17:55 – In terms of completed ICOs, Bancor ranks number one 18:28 – Eyal shares where the demand for Bancor came from 20:34 – The Famous Five 3 Key Points: There are better ways to do cryptocurrency exchanges that benefit the token holder more. Be open to your investors, so you can earn their trust. You are always learning and evolving. 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

Mitchell Reichgut. He's the CEO and co-founder of Jun Group. Prior to founding Jun Group in 2005, he led Bates Interactive, the online unit of Bates Worldwide Advertising which is now owned by WPP. As general manager and creative director, he helped grow Bates Interactive into a 70-person integrated unit with clients such as EDS, Warner-Lambert and many others. Before joining Bates, he was the creative director at Think New Ideas. He began his career as Art Director at Grey Advertising where he created print and TV ads for clients. Throughout his career, he's worked with major brands in the industry including Procter and Gamble, Parker Brothers, Reebok and others. Famous Five: Favorite Book? – Anything written by Seth Godin What CEO do you follow? – Jack Welch Favorite online tool? — Google Calendar How many hours of sleep do you get?— 5 If you could let your 20-year old self, know one thing, what would it be? – Mitchell wished he knew the kind of discipline it took to make things work Time Stamped Show Notes: 02:05 – Nathan introduces Mitchell to the show 03:08 – The "Jun" in Jun Group means truth 03:11 – Mitchell founded his company believing that advertising can be transparent, honest and deliver tangible results 03:19 – Jun Group's job is to get millions of people to engage with videos and visit websites of the Fortune 500 brands 03:38 – Nathan reads Jun Group's website line 03:52 – Mitchell gives an example of a spaghetti sauce brand that targets Hispanic mothers who are 35 and up, in the USA 04:01 – Jun Group will use the video of the brand to connect with their target market on their phone, tablets and computers 04:16 – Customers can opt-in in exchange for something like rewards points 04:38 – Jun Group is an in-app solution 05:37 – Jun Group only charges when someone chooses to engage and the client gets the value of what they're paying for 06:06 – When you don't interrupt people, they tend to watch to the end 06:08 – Jun Group gets 90% of people to watch a 30-second ad until the very end 06:13 – 3-5% of the viewers are visiting the brand's website 06:50 – From the publisher, the brand will appear in a mobile app 07:29 – Each app integration creates an interaction depending on the app user's behavior 07:46 – In web environment, app developers pay CPI 07:52 – Jun Group never had a pop-up and they never interrupt 08:14 – Jun Group has a sophisticated tech platform that works well with app developers 08:21 – "Apps are complex business" 08:41 – Jun Group was bootstrapped until 2015 08:47 – Then they had a private equity deal with Howard Capital 08:58 – They've raised $28M 09:09 – They've decided to raise because they found the right partner 09:55 – Growing an adtech business is quite unusual and requires hard work 10:02 – Jun Group has brands, app publishers and consumers that they need to take care of 10:27 – Jun Group is an adtech platform and not really an agency 10:30 – Most adtech platforms lose money and want to grow fast 10:49 – Jun Group has been growing slowly, but steadily and profitably 11:13 – The revenue comes from commitments from brands and media buying platforms, some are per project and some are per annual commitment 12:00 – Jun Group's pricing model varies depending on what the ad is 12:34 – A CPM (cost per thousand) in the industry usually costs $8 up 12:40 – Jun Group charges cost per engagement which is more than the average CPM 13:22 – Mitchell left Bates and started Jun Group at home 13:31 – Mitchell didn't really plan to be an entrepreneur 13:53 – Mitchell get into the adtech industry with his partner when it was just starting 14:12 – By 2008 and 2009, Jun Group was earning $1-2M in revenue 15:08 – Jun Group usually take a percentage from the sales they make 15:39 – Most of the money goes back to the campaign 16:05 – Jun Group had debt with WTI or Western Technology Investment that helped the company grow 16:34 – The debt was in millions 17:05 – The media spent through Jun Group's system 17:18 – Jun Group is still cash flow positive 17:53 – Jun Group really had a strategic partnership with their seed round 18:44 – The Famous Five 3 Key Points: Have the right partners who will not just provide the funds but help the company grow. Adtech isn't an easy industry with fast growth; it takes time and the right model to thrive in it. It takes firm, hard discipline to make things work. 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 s

Evan Leong. He's the VP of Product at Devslopes, a learn-to-code platform focused on taking beginners to paid professionals to curated project-based videos. He's always been involved with startups since 2015, when he took the leap from a corporate job to join the startup world full-time. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Jeff Bezos Favorite online tool? — Trello How many hours of sleep do you get?— 5 If you could let your 20-year old self, know one thing, what would it be? – Follow your instincts, follow your gut, and don't let age stop you from what you want to do Time Stamped Show Notes: 02:05 – Nathan introduces Evan to the show 02:31 – Devslopes is a learn-to-code platform for iOs, MacOS and TvOs 02:39 – A version for Windows will be available soon too 02:48 – Devslopes is similar to Treehouse 03:00 – Devslopes has been around for a year and a half 03:10 – Devslopes has just converted to SaaS 03:22 – They garnered 130 subscriptions just after the launch 03:33 – Average pay per customer is a little over $20 a month 04:05 – Devslopes was funded through Kickstarter and an investor 04:15 – They raised $190K in Kickstarter 04:35 – Devslopes' CEO is a good salesperson and they had a strong community even before Kickstarter 05:04 – The Kickstarter campaign was blasted around 05:11 – The community size is around 10K 05:22 – Devslopes has raised an additional of $300K from Redfoo of LMFAO 05:42 – Devslopes was launched in March 2016 05:53 – First year revenue was $600K 06:04 – 2017 goal is to reach a million 06:39 – Devslopes has large courses that will take people more time to stick with them 06:48 – Devslopes is pumping out target topics which are 2-3 hour courses 07:13 – Team size is 8 07:48 – The CEO started in e-learning marketplaces 08:05 – By the time Devslopes started, the CEO already had 40K students on Udemy 08:33 – Devslopes gets students from affiliates too 09:12 – Devslopes want to fully dive into the learning experience 09:32 – They liked the idea of having everything in one program so they created the SaaS model 10:17 – Devslopes publishes to affiliates the content that the affiliates want to promote 10:26 – Udemy likes to promote 30-60 hour courses 10:43 – Devslopes is also on Skillshare, Learnability and Inkydeals 10:58 – 90% of the content goes to Udemy and the rest are spread out to the rest 11:08 – 90% of the revenue is from Udemy, too 11:30 – Devslopes is just starting to use Facebook ads which is their only paid marketing 12:05 – CAC 12:11 – Most of what Devslopes gets from Facebook ads is social presence but no paid leads yet 12:44 – The charge of Udemy fluctuates depending on how they promote their content 13:21 – Evan focuses on the product and handles the team 13:37 – Devslopes currently have 5K iOs downloads and a couple of thousand from Mac 15:30 – The Famous Five 3 Key Points: With the advancement in technology, more people are opting to learn from the comfort of their own home. Target your market so it will be easier for the company to adapt a new business model. Customers will stick with your product if it is of value to them. 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

Joe Zhou. He's the founder and CEO of FirstBlood, an eSports startup that recently broke the speed record for crowdfunding, specifically in the crypto world. Prior to founding FirstBlood, Joe co-founded Alt-Options, a Boston based fintech or financial technology startup that built the first American style option trading platform for digital currencies. Joe holds a BSBA from Boston University Questrom School of Business and an entrepreneur residence at Babson College. Famous Five: Favorite Book? – Lean Startup What CEO do you follow? – Elon Musk Favorite online tool? — Slack 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? – Joe wished he was less concerned about how he was perceived in school Time Stamped Show Notes: 02:11 – Nathan introduces Joe to the show 03:00 – FirstBlood is a platform that allows players to play games, not just for fun but for money 03:23 – FirstBlood charges money for each game or tournament played 03:49 – FirstBlood was launched in April 2016 03:55 – Joe's co-founder, Anik, is also a big gamer 04:08 – They were both fans of League of Legends 04:14 – They attended a Hackathon where they were challenged to build an application that has never existed before 05:00 – Joe co-founded Alt-Options while he was still in college 05:15 – The technology was built from scratch 05:18 – There were about 2K users during the testing phase 05:50 – It was bootstrapped and $50K was raised from families and friends 06:02 – There were a group people who wanted to get into the space and Joe worked with them as a consultant for half a year 06:44 – Joe decided to do the token issuance because of the support they were getting 06:55 – DAO was successful until hackers were able to get into it due to a bug 07:19 – FirstBlood was one of the most promising projects that was going to DAO 07:26 – DAO or Decentralized Autonomous Organization is like a decentralized venture capital firm; it was managed by every person who has a token in it 07:52 – FirstBlood was operating under Project Tron in the DAO community 08:15 – After the bug, FirstBlood started building what was needed to run a successful crowdfunding campaign 08:52 – Joe and Anik gave talks and presented multiple ethereum meetups regarding their project 09:37 – Joe came home with a budget of 3-5 years runway for the entire team 09:46 – They've raised $5M in funding 09:52 – Team had 6 people and now they have 15 people 11:14 – They've calculated the ethereum's pricing and deployed the contract to the network 11:51 – FirstBlood raised the money in just the first four blocks and processed in just 7 minutes 12:41 – FirstBlood has sold 465,313 ether tokens 13:10 – Joe shares why they released their own FirstBlood tokens 13:16 – Ethereum has some limitations 13:34 – The FirstBlood tokens are given unique utilities that are crucial to making the network work 13:42 – First layer is the transactional level utility where both ether and FirstBlood tokens work 14:20 – Witness program utility can only be run by FirstBlood tokens 14:52 – DotA is the first mobile strategy game and now is a stand alone 15:53 – When a game is settled, a set of information is sent to a network of witness nodes 16:02 – Witness nodes will then run tests using computational power to fetch the data and cross reference the data to make sure that it is valid 16:14 – The data then gets published into the blockchain and smart contract 16:32 – The winner of the games will pay a small percentage fee to the network 17:40 – The token price isn't that important for the team 18:14 – The ratio of the token is arbitrary 19:24 – A lot of Dapps don't have a real money function yet 19:39 – FirstBlood is closed to launching the beta 19:59 – Currently, there are 1592 people who have FirstBlood tokens 20:51 – Joe doesn't think that it's risky for them to have a lot of people handling the network 21:06 – The selection process has a cap rate on how one will get selected 21:19 – "We did cap at 1% for a maximum impact" 22:20 – Joe can't disclose the amount he owns from FirstBlood tokens 22:50 – The allocation for founders is around 10% of the tokens 23:24 – Nathan asks Joe if it's possible to cash out a million tokens into real dollars if he ever needs it 24:35 – FirstBlood made the headlines because they raised a $5M equivalent to ether 26:38 – The fund is owned by the project 27:08 – The ether can be used to keep buying the project 27:30 – Some of the money from the funds are used to pay the team 28:03 – FirstBlood liquidates 80% of the ether post cross-sales and 20% remains in the smart contract 28:39 – FirstBlood has around $4M in the bank that pays salaries and other company expenses 29:55 – The technology of FirstBlood has made people more interested in the project 31:00 – The decision to raise $5M was from the advice they've received regarding what it takes to increase network profitability 31:51 – Ether was valued when Joe liquidated the 372K share

Alex Yakubovich. He's the co-founder and CEO of Scout RFP. Prior to Scout, he was a co-founder of another startup which was acquired by LivingSocial in 2012. At that company, he led the operations team and helped the company become the largest online ordering providers in the country. He attended Case Western Reserve University where he studied mechanical engineering. Famous Five: Favorite Book? – Shoe Dog What CEO do you follow? – Marc Benioff Favorite online tool? — Salesforce 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? – Take big risks Time Stamped Show Notes: 02:25 – Nathan introduces Alex to the show 02:58 – Scout RFP helps companies make online purchases by finding suppliers and the best deals 03:14 – One of their newest customer's is Beam Suntory who makes Jim Beam bourbon 03:56 – They use Scout RFP to source for the best deals on raw materials that they use to make their liquor 04:15 – Scout RFP is a SaaS model 04:20 – Scout RFP charges per user basis 04:47 – They charge only the buyers who are making the purchase and not the suppliers 05:00 – Scout RFP also has different tools that they offer depending on the plans 05:34 – Average per seat is $5K annually 05:53 – All contracts are annual contract 05:59 – Scout RFP has raised capital: $27.5M in total 06:27 – Alex's last company just raised $500K and it had a great exit 07:00 – Alex has thought about what it's like to have big companies involved in your company 07:30 – The capital allowed them to not skim and invest on growth upfront 07:49 – Current team size is 50 07:59 – Half is the engineering and product side and half is for the sales side 08:29 – The exit price of the first company was in the tens of millions 09:37 – Alex has co-founders who were with him in the first company 10:43 – There are over 100 companies that use the platform 11:10 – The number of seats per company depends on the company 11:54 – Scout RFP has overall users and paid users 12:12 – Paid users is more than 3K 13:05 – Scout RFP is part of Silicon Valley Sourcing Leaders Group 13:31 – The group is about networking and sharing information and knowledge 13:49 – There are now sourcing leaders programs in New York 14:00 – The group helped Scout RFP to acquire new customers 14:30 – The organization hosts their companies 15:18 – Gross customer churn 15:31 – Logo churn is not that high 16:00 – Scout RFP has 17% net negative churn 16:58 – Scout RFP has a customer success team, a sales team, ADPR team and management team 17:38 – As a business grows with Scout RFP, the LTV grows as well 18:22 – The average deal size per business is quite consistent, about 10 19:09 – CAC to LTV ratio is 3 19:25 – Payback period is around 15 months 20:17 – Paid acquisition costs are around $40K a month 20:49 – They do LinkedIn ads, some Facebook and Google, and a lot of tradeshows 21:23 – Gross margin is 85-90% 21:44 – Target ARR this 2017 22:14 – Scout RFP is currently over $1.2M in MRR 23:54 – The Famous Five 3 Key Points: An acquisition is an opportunity to build a bigger and better business. Being in a group with your target market is a big opportunity for you to acquire new leads. Let your big questions guide you in growing your business. 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

Bruce Pon. He's the CEO and founder of BigchainDB and he's been playing in the crypto world. Famous Five: Favorite Book? – Mungerisms by Charlie Munger What CEO do you follow? – Vitalik Buterin Favorite online tool? — Streak CRM How many hours of sleep do you get?— At least 8 If you could let your 20-year old self, know one thing, what would it be? – "Buy bitcoin earlier" Time Stamped Show Notes: 02:03 – Nathan introduces Bruce to the show 02:44 – Bruce built BigchainDB to manage data 02:55 – Bitcoin is a payments cryptocurrency in a global network while Ethereum is a business logic in a global network 03:11 – People pass trusted data over the blockchain network for enterprise use cases and consumer applications 03:32 – From the business logic, you can exchange bitcoin and other types of value 03:42 – The problem with the use case on top of the bitcoin blockchain 3 years ago was it didn't scale 04:04 – Bruce was building io which is putting intellectual property into the blockchain 04:25 – You can sell your intellectual property over the network 04:48 – It was built over the bitcoin blockchain and got difficult to develop over time 04:54 – Ascribe.io needed meta data about the creative work, author and licensing model 05:04 - Ascribe.io isn't just built for bitcoin—it's like trying to using a Lamborghini to move your house 05:49 - Ascribe.io had AI, scientists and other PhDs who told them that building Ascribe.io wasn't worth it 06:09 – Team size is around 20 and is based in Berlin 06:24 – BigchainDB has raised $6M in price round series A 06:41 – Open source software is traditionally a dual license model 06:53 – BigchainDB is looking at an enterprise model 07:00 – They're looking into the ICO craze too 07:21 – BigchainDB is like a SaaS model 07:27 – They're looking at per transaction charges but it may not work for the long-run 07:54 – BigchainDB just released their 1.0 08:08 – They give premium support 08:27 – Bruce is looking into 5-6 figures per month for their starting price point 08:58 – One-third of the work in businesses happen in the back office 09:13 – Blockchain allows you to have a single source of truth 09:29 – BigchainDB unlocks the opportunity for different organizations to have a single source of truth 09:48 – When you can make IoT, AI and blockchain tools, you can track the product from the inception until it gets to the customer's hand 10:01 – The customer will now understand how the product is made 10:03 – The regulators will know that the product followed the guideline 10:07 – The company will know if there's a recall or quality issue and they will know where exactly the product is 10:40 – BigchainDB can work with different kinds of products 11:20 – Blockchain is definitely auditable 11:30 – Before the product comes to you, it will be signed by entities with a cryptographic key in every process 12:00 – With AI, you can also see who is in the very process of making your product 12:34 – The key metric Bruce is measuring is the number of people that are building upon them 12:56 – Target MRR is $100K by end of 2017 13:03 – BigchainDB is currently at $50-60K MRR 13:19 – Number of customers 13:44 – There are 300 developers in BigchainDB's channels and there are 5K clones of their software 13:54 – BigchainDB has 1K monthly downloads of their whitepaper 14:45 – The ratio of developer to clone is the 300 developers to 5K clone requests 16:05 – The Famous Five 3 Key Points: Data that is passed over the blockchain network can be used for enterprise use case and consumer applications. The beauty of blockchain is that it is auditable and has accountability capabilities. Some tools that are built over the bitcoin network won't always work; even if you have the best people in the industry. 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

Christoph Jentzsch. His background is in Theoretical Physics and he's been part of the Ethereum project since 2014 as a lead tester. At the end of 2015, he co-founded Slock.it, working on decentralized sharing economy through the connection of blockchain and IoT (Internet of Things). One of the more famous projects that he was part of was the DAO (Decentralized Autonomous Organization). Famous Five: Favorite Book? – Zero to One What CEO do you follow? – God Favorite online tool? — GIthub 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? – "Avoid the bug in the DAO" Time Stamped Show Notes: 01:50 – Nathan introduces Christoph to the show 02:20 – DAO stands for Decentralized Autonomous Organization 02:26 – It is a smart contract on the Ethereum blockchain which aims at connecting people to pull their funds together and run small contracts 02:45 – It failed and all the people got refunded 03:10 – Christoph believes that Anthony Di Iorio is one of the founders of Ethereum 03:24 – As a lead tester for Ethereum in 2014, Christoph was responsible for driving tests 03:39 – Consensus tests are for client implementation 04:10 – Nathan's analogy of cryptocurrency using railroad tracks 04:55 – Augur has launched their own token on top of Ethereum 05:18 – They created their own token of value in exchange of the virtual currency of ether 05:47 – There has been a lot of ICOs (Initial Coin Offering) lately and there has been opinions around them 06:03 – Bitcoin was always meant for virtual currency 06:09 – While Etherium has a virtual currency too called ether, its actual purpose is to be an open source platform to build decentralized applications or Dapps 06:22 – People now create simple Dapps issuing a token on the Ethereum blockchain to fund Dapps projects 06:32 – People thought DAO was an ICO but it wasn't 06:35 – DAO has collected a hundred million dollars in ether 06:44 – After that, many ICOs have gone out 07:40 – There are only a few hundred people who send ether into their contract 08:11 – There was an article Nathan had read regarding Bitcoin's current problem 08:28 – The main problem is public blockchains are not scaling 08:38 – In the protocol, one blockchain can only have 1 megabyte 09:04 – There is now a high demand that leads to a higher price 10:33 – Everybody can take part in the cryptocurrency game 11:45 – People can create their own blockchain but they're missing the network effect 12:18 – There are some minors who control the network 12:48 – As long as there are users in the system, they don't mind the minors 12:54 – Minors serve the blockchain, but Christoph believes the users are the ones in-charge 13:21 – After the DAO failed, there was a discussion of how things should be done 13:27 – Some are saying to split the blockchain into 2 versions: the new version is where people get refunded and the old version is the hackers who have the money 14:58 – There are now 2 Ethereum classes: ethereum classic and ethereum 15:19 – Christoph's focus is now on Slock.it where they've built a decentralized sharing economy 16:02 – It is built over the public ethereum and they don't have tokens 16:17 – They're using ether as a payment 16:33 – Most startups are called ICOs and make their own tokens to fund themselves 16:40 – Slock.it is VC funded with a seed funding of $2M 18:06 – Slock.it isn't currently getting any payment but they will in the future 18:38 – Slock.it collaborates with Innogy 18:51 – Innogy allows electric charging stations to connect with smart contracts in the blockchain 19:00 – A user can charge his car, making him enter the smart contract 19:10 – If you're the owner of a charging station and you have an electric car, you can set the price for the station and offer it to public 20:05 – Noke padlocks can now be open and closed through Bluetooth and Slock.it has added a payment option where it can be opened by paying 20:34 – Slock.it can be integrated into the device and it is different from Airbnb 21:28 – As long as the ethereum blockchain is alive, the Noke padlock can be used through Slock.it 22:10 – Christoph currently resides in Germany 22:45 – "As of now, crypto is not a very good currency" 23:23 – Ether is as volatile as bitcoin 23:45 – You can definitely exchange your tokens for real dollars, but it's not an efficient system 24:03 – Paying people with ether isn't that easy at the moment 24:12 – Currency is the least interesting aspect 24:19 – There's a limitation in scalability and in privacy 24:40 – Christoph thinks ethereum, smart contracts and blockchains own up as programmable money 25:55 – Slock.it is currently integrated into an existing hardware 26:20 – There are currently thousands of charging stations under Slock.it 26:36 – Team member is currently 14 26:48 – The seed round was in February 2017 28:02 – The Famous Five 3 Key Points: Some startups are coming out as an ICO to fund themselves, but not all of them are legal. Cr

Brandon Bruce. He's the COO and co-founder of Cirrus Insights, the sales plugin for Gmail and Outlook. The company is number 41 on the Inc. 5000 and the fastest growing company in Tennessee. Brandon once raced his bicycle 508 miles across Death Valley in 35 hours and 7 minutes. Famous Five: Favorite Book? – The Energy Bus What CEO do you follow? – Elon Musk and Jeff Bezos Favorite online tool? — Google Drive and Slack 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 would've tried to start a full-fledged company earlier" Time Stamped Show Notes: 01:50 – Nathan introduces Brandon to the show 02:25 – Brandon was in Episode 226 of The Top 02:38 – They had $550K in funding 02:48 – The team back then was 55-60 and now it's 70 02:59 – No additional funding has been raised 03:16 – Cirrus Insights is a fast-growing company that didn't rely too much on VC 03:35 – 5 years ago, Cirrus Insights wanted to solve the problem of going back and forth between Gmail and Salesforce 03:53 – Cirrus Insights brings Salesforce into the inbox 04:05 – They also help sales reps to seamlessly update Salesforce from the back end 04:13 – Salesforce isn't actually a CRM 04:38 – Cirrus Insights just launched Flight Plans, which is an extension of their philosophy 04:42 – It is fully built-in to Outlook and Gmail 04:44 – It allows people to setup a sequence of sales touches 04:58 – It's personalized and low scale 05:51 – Cirrus Insights' growth is mostly from the Salesforce app exchange 06:00 – Continued growth is still from word-of-mouth 06:31 – Cirrus Insights has passed 100K seats with an average seat price of $6 06:53 – The average seat price has gone up now 07:19 – Flight Plans is a new tier 07:24 – Cirrus Insights is the product name and Flight Plans is going to be an addition 07:27 – There are now 3 additions to the product 08:18 – Cirrus Insights has just passed $1M in MRR 09:00 – Customers are choosing Cirrus Insights over others because some are overpaying and underutilizing marketing operations 09:29 – Marketing and sales are now working as a team with Cirrus Insights 09:58 – Cirrus Insights now charges $8 per seat 10:32 – Marketing operation has 4 big, unicorn companies 10:49 – There are now hundreds of tools in marketing operation and it will be interesting to see a consolidation 11:04 – Brandon is thinking customers will just utilize the best tools for the job 11:33 – Cirrus Insights is trying to position themselves to be the best at what they do 11:43 – They're also continuing to offer more in the future 13:00 – Gross customer churn: 15-20% annually, but they're targeting to lower it down to 10% 13:30 – There's a lot less churn in the enterprise 14:17 – Net annual revenue churn is still negative and net seat churn is below 10% 15:16 – Most of the new leads are from word-of-mouth, with some small scale paid acquisition 15:22 – They're more focused on the content that can drive more people 15:25 – Brandon has read The Slow Sale which is about how slowing down can win more deals 16:30 – Budget for paid marketing is $25-50K 16:43 – They've done sponsorship for conferences, but the ROI is getting low 17:25 – Check out their podcast: Our Love Hate Relationship with Sales, which drives sales as well 18:22 – The Famous Five 3 Key Points: As saturated as the market is, there's still a way for your business to stand out. Marketing and sales teams are looking for tools that will not just help them with their workload, but encourage them to work together. If your company constantly adds value, word-of-mouth will be your driver of sales. 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

Jeff Glueck. He became the CEO of Foursquare in January of 2016 after 18 months as the COO of the company. Prior to that, he was the CEO of Skyfire Labs, co-founder of Site59.com and CMO of Travelocity. Previously, he was a strategy consultant at Monitor Company and served as a White House Fellow in the Clinton Administration. He holds a master's degree from Oxford as a Marshall Scholar and a bachelor's degree from Harvard College. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Adam Neumann Favorite online tool? — Stitcher 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? – "It's going to be okay when you take a risk" Time Stamped Show Notes: 01:46 – Nathan introduces Jeff to the show 02:53 – Jeff has been with Foursquare for 3 years 02:55 – Jeff joined the company while it was evolving into a hot social network in 2012 03:10 – Foursquare developed the technology of Pilgrim that turned it into a powerful enterprise business 03:19 – Foursquare's early valuation was based on the fact that it would be the next big social media network 03:51 – The valuation was only made up because it wasn't based on revenue 03:57 – When Jeff entered, they raised a round and they're now growing over 60% in the past 3 years 04:13 – Foursquare is now more rationally valued 04:55 – Foursquare has a powerful community of people mapping the world 06:05 – Pilgrim is based on Foursquare's nearly 12B check-ins 06:13 – Foursquare is having more check-ins today than it did 2 years ago 06:30 – The check-ins are called explicit ground trips 06:55 – Everytime someone check-in, they're mapping the business for Foursquare 07:15 – The explicit ground trip makes the program powerful 08:06 – Foursquare launched the Pilgrim SDK which is a white label way for their developers to add in background content and give users a better experience 08:24 – Using the Pilgrim technology, Capital One can ask its user if they want to opt-in for being informed about how to receive rewards points 08:36 – People overwhelmingly opting-in 09:08 – The notification from Capital One encourages people to actually use their mobile wallet 09:18 – TouchTunes uses the Pilgrim technology 09:25 – TouchTunes runs 65K jukeboxes through mobile app 10:37 – Pilgrim technology has learned when to send notifications 10:47 – Pilgrim technology also informs their developers of the best time to send notifications 12:08 – When Jeff joined, he saw how everyone, including Fortune 500 companies, was using them for free 12:15 – Jeff told their CEO that they're actually losing money and that they needed to start charging customers 12:42 – Foursquare didn't lose even a single developer after putting up a paywall 12:49 – The model was licensed-based depending on the usage 14:15 – Three of the largest headphones in the world are Foursquare's customers 14:40 – Jeff understands how the market changes 14:55 – 92% of the consumer spending is far from the 8% they spend on e-commerce like amazon 15:10 – Foursquare has predicted how Chipotle's sales will go down by 30% 15:20 – "We're not investors, we're technologists" 16:16 – Jeff believes that Foursquare's mission is to be a location intelligence company 16:34 – Jeff is proud of Foursquare's technology; they can build tools that help companies 17:07 – Foursquare started out as a consumer company but now, more and more apps are using them for their applications 17:51 – Jeff believes that in the future, they can also make real estate better 18:45 – 90% of Foursquare's revenue is from B2B 19:34 – Foursquare's paying customers are some of the biggest brands in the world who want a company that is as good as Google Maps 19:58 – People don't want to be dependent on Google in the future 20:18 – "A lot of smart companies want to build differentiated mobile experiences in the future and we're helping them do that, that is our business" 21:48 – The Famous Five 3 Key Points: Even if your company can go IPO, it doesn't mean that it should. Offering your services or products for free may work for the short-term, but if your service adds value to your customers, they WILL pay. Focus on what your company is 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

Dave Kellogg. Dave has more than 20 years of experience in high growth companies. Dave has been CEO of MarkLogic, CMO of Business Objects and member of Aster Data board of directors. Dave steered MarkLogic to $80 million in revenues. Business Objects witnessed equally impressive growth as it reached a revenue of billion dollars under his able guidance. Tune in and listen to Dave as he discusses various financial metrics of Hostanalytics. Targeting small businesses and enterprise level businesses, this company has grown 4x over the past 3 years. Read on and find out what makes this SAAS business tick. Famous Five: Favorite Book? – Chaos Monkeys What CEO do you follow? – Marc Benioff Favorite online tool? — WordPress How many hours of sleep do you get?— 8 hours If you could let your 20-year old self, know one thing, what would it be? – Go read Power: Why Some People Have It and Some Don't by Geoffrey Pfeffer Time Stamped Show Notes: 02:14 – Nathan introduces Dave to the show 03:19 – Host Analytics is a SAAS company that is disrupting the space for enterprise performance management 03:58 – Not dabbling in premise products at all 04:28 – Corporate finance does not scale up with growing company size; number of users for such a software is dependent on the centralization philosophy 04:42 – A big company might be heavily centralized with only a sprinkling of users, whereas a little company might have hundreds of users 04:52 – Pricing model is a combination of a fixed based fee and a user fee 05:00 – Fixed fee varies from 25k to 50k—both fixed fee and user fee are recurring 05:25 – User fee depends on the user type and to which extent the software features are being used 05:45 – Fixed fee per user per month may vary from a couple of hundred dollars to a thousand dollars 06:10 – Re-entered the startup world once he quit Salesforce and joined Hostanalytics 06:24 – Passed on the reigns at Mark Logic to Gary Bloom—Mark Logic is still doing very well 07:05 – Best strategy to exit a startup is to exercise 83B options 08:00 – Exercising all options results in FMP (Fair Market Value) equaling strike price 08:07 – You lose the optionality—shares might not increase in value at a later date 09:00 – Met VC's, entrepreneurs and angels while looking for a new opportunity after quitting MarkLogic 09:16 – Dave's buddies coaxed him to join Salesforce as CMO 09:39 – Learnt a lot about SAAS at Salesforce. However, he found out that he was more comfortable running smaller companies 09:58 – Dave met the founders of Host Analytics through a common friend who was on their board 10:31 – HostAnalytics was clocking revenues of $10 million when Dave joined them in 2014; a great board and a proven SAAS model are the other factors which compelled Dave to join the firm 11:20 – Revenues have grown 4x since 2014 11:42 – Founded in 2001, HostAnalytics grew via bootstrapping for seven years. They finally secured VC funding in 2008 12:01 – Raised $85 million to date 12:32 – Used 75 cent "I love EBITA" stickers and funnily enough, won customers due to that 13:47 – Servicing 700 customers, as of today 13:50 – Pareto's 80/20 principle is not applicable to them; they are bimodal with a dual focus on smaller businesses as well as enterprise businesses 14:20 – Both of them are run as different cohorts by different salesforces; revenues are split equally between small business and enterprise 14:50 – Each client is aggregating revenues of $70,000 per annum 15:13 – Payment terms are a tricky issue in SAAS 15:18 – While other SAAS players go for monthly and quarterly payments, HostAnalytics opts for annual payment 15:34 – If you are giving a discount smaller than your churn rate, then everybody wins 16:15 – Customer churn and revenue churn are surprisingly equal 16:25 – Spending on an average $1.5 to $ 2 for a dollar of AR to acquire a customer 17:16 – A team of 300 people out of which 100 are located in India, entire sales force of 60 is located in the US 17:23 – Company co-founded in US and India 18:10 – Average lifetime value of a client varies from 6x to 7x or half a million dollars 19:39 – Cloud penetration of this market is just 5% 19:57 – Finance department is 10 to 15 years behind sales in adoption of cloud 20:17 – 9.5 out of 10 people would say "Not now" 20:56 – Blended Gross Margin is lower since they have a slightly bigger services business than most SAAS companies 21:10 – ERP is a heart transplant. EPM is a knee transplant 21:20 – Services business helps reduce churn and create cash flow 22:57 – The Famous Five 3 Key Points: A big company might be heavily centralized with few SAAS users, whereas a small company might have hundreds of SAAS users. Focusing on services reduces churn and creates cash flow; however, gross margins are less compared to other SAAS companies due to this. Focusing on small businesses as well as enterprise businesses is important—at HostAnalytics, revenue is split equally between these two models. Resources Mentioned: Simple

David Rogier. He's the CEO of MasterClass where he leads the company's vision of redefining digital learning by leveraging the expertise of world-class experts with the cutting-edge technology platform. David created MasterClass after seeing how the online education space was offering low-quality content and an unfair advantage of students. Famous Five: Favorite Book? – The Science of Shopping What CEO do you follow? – Jeff Bezos Favorite online tool? — Doodle How many hours of sleep do you get?— Average 6 If you could let your 20-year old self, know one thing, what would it be? – David would tell himself that entrepreneurship will be the hardest thing he'll ever do Time Stamped Show Notes: 02:05 – Nathan introduces David to the show 03:05 – MasterClass offers classes from the absolute best in the world 03:14 – Online classes are offered both pre-recorded and live, both price at $90 03:31 – Students can study anytime they want and they have access forever 04:04 – Prior to MasterClass, David worked for a VC fund in the Bay area 04:21 – David worked for Michael Dearing of Harrison Metal 04:50 – Michael wrote David a check for $500K to start his idea for his business 05:03 – David tried almost everything to get an idea until he remembered his grandmother's story 05:49 – His grandmother applied for medical school while working in a factory 05:55 – She was rejected by almost 50 medical schools 06:20 – The reason she was rejected was because she was a woman, foreigner and Jewish 06:27 – One school accepted her and she became a doctor 06:53 – She told David that education is the only thing that people can't take away from him 07:04 – David thought of getting into the education space and studied it 07:53 – MasterClass was launched in May of 2015 08:00 – Total capital raised was around $50M 08:35 – The fund goes to expanding the team as well as production so they can shoot more classes 08:42 – Team size is currently 68 and will be 100 at the end of 2017 09:04 – Year One: number of students 10:13 – When they started, David was expecting a 10X increase in sales daily 10:38 – David cried after their first day of sales 11:18 – Reid Benson who is part of David's sales team and was formerly with Netflix, wasn't even scared after the launch 11:58 – Reid told David that their CAC was amazingly low 12:34 – The first 3 classes were led by Dustin Hoffman, James Patterson and Serena Williams 13:06 – The CAC for different subjects was actually close to each other 13:43 – Paid ads spent on Day 1 were less than $100K 14:14 – Paid advertising on different channels works well for MasterClass 14:22 – Instructors are also promoting their classes 15:00 – David can't disclose the deal they have with the instructors 15:13 – Most instructors teach because they really want to teach and not just to earn from it 15:51 – David shares how they handle instructors who don't want to teach, but want to share their knowledge 16:10 – Classes are designed by how instructors want to share their own craft 16:14 – Instructors have complete control over their class 16:28 – David shares what a class looks like for Serena Williams 17:24 – MasterClass partners with the instructors in their classes 18:17 – David shares why he won't share the deal with the instructors 18:38 – James Patterson teaches with MasterClass because of his own reasons 21:00 – David shares why instructors pick MasterClass over LinkedIn, which is more popular 21:50 – There are now 20 classes in MasterClass 22:07 – The number of classes should double, year over year 22:52 – Half to 80% of their first students haven't taken any online classes before 23:10 – Not all students are fans of the instructors 23:43 – David won't sell MasterClass for $300M 25:15 – The Famous Five 3 Key Points: Never miss an opportunity being offered to you, it was offered to you for a reason; so trust yourself and go for it. Most successful people in their field want to share their craft through any way possible. Education is one thing that people can't take away from you. 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 audi

Eric Beans. He's the CEO of Texting Base and before that, he was the CEO of Appuix. He was also the former co-founder of Premier Mortgage Capital and the author of Changing the World Through Texting Software. He was in the production as the producer and writer of LA Style Magazine and he's "Chef Beans" on Daytime. Famous Five: Favorite Book? – Steve Jobs What CEO do you follow? – Brett Kingstone Favorite online tool? — Gusto 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? – "Make better choices on who I surround myself with" Time Stamped Show Notes: 02:00 – Nathan introduces Eric to the show 02:43 – Eric wasn't really a chef and he made food for the person who was running the show 03:01 – Texting Base is a personalized, mass communication platform for texting which is similar to email 03:17 – It looks like it is personally written 03:23 – Texting Base charges monthly depending on the quantity of the messages 03:33 – Texting Base is a SaaS business 03:38 – Minimum charge which is also the average is $50 and will go up depending on the number of messages 03:55 – Customer number is almost 500 04:09 – Average MRR 04:21 – Texting Base was bootstrapped and raised $262K 04:47 – They had investors like Kimberly Partoll and Brett Kingstone who was a former CEO of an IPO company 05:29 – Gross margin is 566% 06:33 – 14% of the cost structure is Texting Base's messaging fee 06:52 – Server costs is around $900 a month 07:14 – Processing fee is 2.5% 07:47 – Gross margin is around 79% 08:05 – The higher the volume, the lower the charge Texting Base gets from the provider 08:09 – They had a contract for volume 08:23 – They negotiated with Twilio directly 08:35 – Volume should be at least 100K a month 09:18 – Eric started Texting Base in 2012 09:21 – Eric needed the product—no one had it so he left banking and started the business 09:37 – It took 3.5 years to launch 09:49 – Team size is 5 10:12 – Target customers for Texting Base are real estate and mortgage providers 10:21 – Texting Base uses email blasts to reach their clients 10:56 – Eric has used email providers until they started building their own list 11:24 – CAC was $28 and now it's around $18 11:47 – Current churn is about 2.87% monthly 12:23 – LTV is still a bit early 12:57 – Texting Base doesn't have contracts with customers 13:08 – Last month, $850 was spent on PPC 13:32 – Eric gave some equity of the company to the investors 13:53 – The people who are building the product also have equity 15:25 – The Famous Five 3 Key Points: It takes time and patience to build a business, be sure that you're prepared for it. Create your own solution to the problem and don't be surprised if you end up solving multiple problems along the way. Your network can bring you places; nurture your relationships. 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

Andy Swan. He's the founder of LikeFolio. The company uses social data to determine shifts in consumer behavior on Main Street before it becomes use for Wall Street. This is his third financial technology company. The second, MyTrade, was acquired by TD Ameritrade in 2007. Famous Five: Favorite Book? – Think and Grow Rich What CEO do you follow? – Jeff Bezos Favorite online tool? — Gmail 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? – "A little bit more about patience" Time Stamped Show Notes: 02:07 – Nathan introduces Andy to the show 02:37 – MyTrade was geared directly towards option traders and active stock traders 02:50 – The technology allowed traders to copy someone's option trade which is very complicated 03:09 – It was sold because it was useless without a brokerage backend 03:48 – MyTrade had raised $500-600K and was sold just 3-4 months after the round 04:19 – Andy thought they had a good partnership with Ameritrade and that there was no plan of acquisition 05:06 – Andy stayed with Ameritrade for 3-4 years after the acquisition 05:30 – After 4 years, Andy and his brother spun off and created their own company 06:09 – Andy developed LikeFolio's technology after leaving Ameritrade 06:26 – LikeFolio sells insights on consumer behavior to professional investors and companies 06:35 – LikeFolio has a partnership with Twitter where they take every tweet and analyze it 06:54 – LikeFolio can map the trends in tweets and alert their clients about the shifts in behavior 07:40 – LikeFolio has different subscription plans 07:47 – LikeFolio's on-demand plan is $2K a month 07:56 – For extreme computing power and robust API, the plan costs $100-300K 08:11 – Most of the revenue is from the API plan 08:40 – LikeFolio On-Demand has just been launched 09:20 – Every contract of LikeFolio's is secure and LikeFolio isn't allowed to disclose anything 09:59 – Andy can't disclose the number of customers they have 11:18 – LikeFolio hasn't raised capital and Andy isn't planning on raising a round 11:38 – "I want to own it all" 12:02 – Andy doesn't want other people to have a say in his company and wants to be the decision maker in everything 12:36 – Andy's first company was Daytrade which was sold to a private equity 12:55 – It helped Andy to understand how to run a business in fintech 13:13 – Andy didn't raise money for Daytrade 14:03 – Team size is five; one in Louisville and four in Argentina 14:36 – One of toughest things LikeFolio faces is determining a tweet with the word "never"—it negates anything else in that tweet 15:01 – "I could NEVER live without weightwatcher" is missed by LikeFolio because it's a positive-negative sentiment 15:28 – LikeFolio takes a thousand tweets per month, per company so there will always be missed tweets 17:05 – The Famous Five 3 Key Points: With technology today, consumers' behavior can now be tracked on different online platforms—this can help businesses provide the right product or service for you. It's OK to be the only person responsible for your business; however, there's still a possibility that you may need help in the future. Be patient! 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

Chase Jarvis. He's one of the most influential photographers in the last 20 years. He's also the creator and CEO of CreativeLive. He's won awards for his images on six different continents, including his contributions to the Pulitzer Prize winning story Snow Fall—the acclaimed New York Times interactive story heralded as the "future of journalistic storytelling" and Emmy nominated for his work documenting the music scene in Seattle. In 2009, he created the Best Camera app which was the first photo app that shared images directly to social networks. It was #1 on iTunes, App of the Year on Wired and got many other awards. He's currently focused on his work as the founder and CEO of CreativeLive, the world's largest online education platform for creatives and entrepreneurs with over a thousand teachers, 1500 classes and 10K hours of classes. Famous Five: Favorite Book? – The Daily Stoic by Ryan Holiday What CEO do you follow? – Jeff Weiner Favorite online tool? — Evernote 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? – Chase would tell himself that mental health is the most important thing Time Stamped Show Notes: 01:48 – Nathan introduces Chase to the show 02:48 – Nathan describes his experience with New York Times 03:11 – We are now in a weird and modern era of journalism and media 03:20 – "If you're really focused on innovating and breaking out of the norm, you can do it" 03:35 – Snow Fall is a story of an avalanche 03:40 – Chase's friend was a victim in an avalanche so the story was extra special to him 04:01 – Feature storytelling is continuing to grow and evolve 04:10 – Physical newspaper is dying and has becoming uninteresting 04:23 – Chase believes that there will be platforms in the future that are embedded with native bells and whistles that will continue to evolve 04:45 – "Journalism is moving in the same direction as tech" 05:02 – As platforms become more templated, we'll become more interactive and have exciting experience with our news 05:24 – "Timing is everything" 05:30 – Chase shares his experience with his Best Camera app 05:38 – Being the first was challenging 05:43 – The developer was in a legal snafu which slowed down the creation of the app and paralyzed Chase's business 05:57 – Companies had already asked Chase if they could buy his app 06:13 – Chase has spent 10 years identifying himself as an artist and entrepreneur 06:30 – Chase was struggling with his overall identity 07:30 – Chase just shut down his app; moved on and learned from it 08:11 – "I got more juice to go help other people break through some of those problems" 08:40 – Specifically, Chase owns all the intellectual property of his app 09:39 – "We need to overcome the psychology of being stuck in paralysis and analysis" 10:05 – Chase was in his late 30s in 2009 10:27 – Chase thinks that humans are generally resilient so he didn't dwell much on what happened 10:34 – 5 years later, Chase wrote about his failure on his blog 10:59 – It's more about having an impact on the world rather than just getting money 11:25 – Chase got into Instagram only a year and a half ago 11:35 – Chase was trying to preserve a legal position 11:53 – CreativeLive sells content that are created by the top experts in the world 12:01 – There's a premium model where customers can see how things are done 12:07 – There are channels that can be watched for free 12:33 – CreativeLive has a total of 10M students, paid and free users 13:12 – CreativeLive has a high conversion rate relative to peers and commerce 13:31 – Average conversion rate is 1-2% 13:39 – CreativeLive is curated to creators by creators 13:51 – It is more community focused and is not a two-sided marketplace 14:00 – Competitors' classes can be created by anyone which is very different from CreativeLive 15:07 – Chase has no desire to limit the creators in CreativeLive 15:29 – CreativeLive designs their contract and relationship with their creators 15:50 – Chase is confident in CreativeLive and the value it brings to people 16:58 – "We make you look great" 17:05 – CreativeLive only makes the extraordinary 17:24 – The challenge that Masterclass is facing 18:44 – CreativeLive was bootstrapped for the first 2 years 18:56 – CreativeLive has raised $58.8 M in total 19:30 – Chase won't sell CreativeLive for $200M, even if it's from LinkedIn 20:06 – CreativeLive's mission is for people to educate themselves and make a living 20:26 – Chase would only sell if the vision of the buyer aligned with them 22:00 – The Famous Five 3 Key Points: Don't dwell on your past mistakes, use them as motivation to move on and create better. Contracts are made for a reason; study and check thoroughly before agreeing to one. Stay aligned with your mission and vision. 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 t

Venkat Nagaswamy. He's the CEO of Mariana IQ. He brings a long and diverse background in high technology to apply artificial intelligence and deep learning to help marketers make account-based marketing at scale a reality. "Big Kat," as he was nicknamed by friends and colleagues, has led teams in creating analytics, technology and business development solutions at McKinsey, Juniper Networks and GE Plastics, among others. He's worked in enterprise and digital consumer hardware, SaaS, corporate and business unit strategy, market entry strategy, and product development. He's a proud graduate of the University of Michigan and the Georgia Institute of Technology. He holds an MBA and a Master's in Aerospace Engineering. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Marc Benioff and Mark Zuckerberg Favorite online tool? — Calendly and Feedly 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? – "Being diligent and hard-working counts for a lot more than being smart and clever" Time Stamped Show Notes: 01:54 – Nathan introduces Venkat to the show 02:54 – Venkat was in Juniper trying to implement account-based marketing 03:14 – Venkat is trying to solve the problems in account-based marketing 03:27 – People buy a monthly subscription to Mariana IQ which will allow them to run campaigns targeting the same audience across different platforms 03:37 – Mariana IQ is a SaaS business 03:43 – Average pay is $4K a month per customer 03:55 – Venkat started Mariana IQ three years ago with his three co-founders 04:02 – Venkat also uses their technology 04:16 – Venkat and his co-founders felt that marketers need more tools to be successful in the field 04:36 – First year revenue was zero 04:45 – Late 2015, Mariana IQ made $155K and $550K in 2016 04:59 – Venkat is expecting to get 5x more in annual revenue this year 05:17 – MRR in June was $70-80K 05:45 – Mariana IQ has around 20 customers 06:00 – Zendesk is one of Mariana IQ's clients 06:13 – Zendesk wanted to target larger companies and so they gave Mariana IQ their data 06:30 – Mariana IQ used their API to find the targeted companies for Zendesk 06:54 – Venkat shares their success rate at Mariana IQ 07:27 – "We got better quality, 4x the volume while keeping the cost the same" 07:36 – Mariana IQ has raised capital 07:39 – First seed round was in 2014 which was led by Blumberg Capital 07:58 – David Blumberg owns Blumberg Capital and Bruce Taragin is who is on Mariana IQ's board 08:05 – Blumberg Capital has been around for 34 years 08:19 – The first round was a convertible note round with $6M capital 08:47 – Mariana IQ did another round in 2016 which was a priced round 09:10 – Mariana IQ has raised a total of $4M 09:48 – Venkat doesn't worry about growing into their valuation 12:00 – In Mariana IQ's first year, they were only getting beta customers 12:41 – Venkat shares the unconventional way he attracted more customers; a video of him in the shower, singing 13:05 –The video was posted on Twitter and got a million views 13:38 – "I'm the worst singer on the planet" 13:57 – Gross margin is around 80% 14:10 – Gross customer churn is quite high, at 3% 14:22 – Revenue churn 14:55 – Full weighted CAC is $22K per customer 15:06 – Customer LTV is $200-250K 15:40 – Venkat is looking at increasing their CAC by spending more on sales and marketing to increase their volume 15:54 – They will add two more salespeople 16:23 – Last month, they spent $2k on marketing alone 17:20 – The Famous Five 3 Key Points: Marketers are constantly looking for alternative ways to become more effective and successful in their industry. A business shouldn't worry about its valuation—as long as their confident with their product and continue to add value to their customers; it will work out in the end. It's necessary for companies today to invest in their sales and marketing to increase that engagement with their 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

Jeremy Haynes whose company is Megalodon Marketing. He's building all kinds of personal brands for celebrities and entrepreneurs alike. Famous Five: Favorite Book? – 48 Laws of Power What CEO do you follow? – Elon Musk Favorite online tool? — Infusionsoft, ClickFunnels and Stripe How many hours of sleep do you get? — 5 If you could let your 20-year old self, know one thing, what would it be? – "Speed is power, but power is nothing without control" Time Stamped Show Notes: 01:55 – Nathan introduces Jeremy to the show 02:28 – "Real results in real life" 02:33 – Jeremy's real life experiences have driven millions of dollars in infoproducts 02:43 – Jeremy only gives actionable advice 03:00 – Armando Montelongo is one of Jeremy's clients 03:02 – Armando had a show that ran from 2006-2009 which was called Flip This House, by A&E 03:10 – Jeremy brands himself as the largest go-to personality in digital agency 03:20 – 16 months after Megalodon's launch, Jeremy met Armando 03:28 – Armando explained to Jeremy how his TV show led to a business with $200M annual revenue in 2017 03:57 – $200M doesn't include any online revenue 04:05 – The entirety of its revenue came from selling event tickets to people over the phone and up-selling them 04:18 – There were 22K customers between 2006-2009 and the majority of customers have an average transaction value of $20K or more 05:18 – At first, Jeremy couldn't believe Armando's story because 2017 is the year of online advertising 05:35 – Armando paid Jeremy $5K per day to come in for 3 days in total 05:48 – Armando's business was built up on traditional media 06:05 – Jeremy did an assessment on Armando's business during his visit 06:15 – The business made 6-figures the first month of the launch after spending a mid 5-figures 06:30 – Armando is making a 7-figure revenue in the succeeding months 06:40 – Jeremy made 3 deals with Armando 06:48 – There was a monthly payment of $70K to pay for their social media partners 07:08 – Brandon Carter, Tai Lopez and Big Mike were some of his social media partners 07:14 – Dan Fleyshman and Branden Hampton from Elevator Studios have partnerships with big, social media brands 07:48 – $25K pays for 50 accounts to post to 100M people within 48 hours 08:38 – 33% of the social media activities is on Instagram as it's a powerful platform 09:00 – An account with 60K views in an hour can have 2% of that traffic go to the product 10:20 – There's a chrome plugin that helps you filter all Facebook posts 11:11 – Grant Cardone is the Number 1 sales trainer in the world 11:30 – Jeremy became a part of Grant's business as an email marketing manager; he trained 50 of his people to use Infusionsoft 11:46 – Jeremy ended up as a digital marketing specialist 11:50 – By Jeremy's sixth month, Grant's business was making a million dollars in digital revenue 12:28 – Jeremy started with $50K a year to $60K a year with a bonus 13:54 – Jeremy created an omnipresent advertising model for marketing automation 14:05 – Jeremy categorizes Grant's buyers 14:50 – Jeremy shows the buyers the ads they would want to see depending on their behavior and interests 15:21 – Jeremy shares an actual example using lead forms 15:43 – Jeremy tracks the leads from their customized URL and ads 16:29 – PlusThis is an Infusionsoft plugin where you can connect Facebook to Infusionsoft and generate an http post 16:47 – When a lead fills out a form, it will be generated to a campaign 16:51 – The first step in an marketing automation sequence will be an http post pushing the lead's data to the target audience where the lead should be 17:03 – Then, the audience will be connected to the ad that is made for them 17:10 – The sequence won't always be perfect 19:00 – Jeremy shares why people like him are needed to do this job 19:17 – People can hire from com 19:35 – Jeremy stayed with Grant for 13 months, then left to start his own agency 21:40 – The Famous Five 3 Key Points: Digital marketing is one of best ways to grow your revenue as a business. Know your worth and show people why you're worth it. Leave when you think it is the best time and/or option you have; then, continue to pursue your dreams. 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 f

Moshe Vaknin. He's been dreaming about his company YouAPPi since he bought his first iPhone 3. After a long and successful career working in a variety of positions, Moshe founded 3 successful startups before finally starting YouAPPi. As the CEO of the company, he brings vast experience in the fields of advertising, publishing and affiliate marketing, making him adept at identify opportunities that can be transformed into profitable realities. Famous Five: Favorite Book? – My Journey to Justice by Moshe Vankin What CEO do you follow? – Jeff Bezos Favorite online tool? — Whatsapp 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? – "Never give up" Time Stamped Show Notes: 02:41 – YouAPPi is a platform that enables users, publishers and developers to solve growing challenges related to mobile app development 03:19 – As an example, King, the maker of Candy Crush, is always looking for high-quality users for candy crush 03:30 – High-quality users are the ones who play and purchase virtual items 03:45 – YouAPPi will find these high-quality users 03:53 – The process of finding high-quality users is complicated 04:12 – King will have a better ROI to optimize their investment by partnering with a company like YouAPPi 04:47 – YouAPPi has an agreement with 4500 developers and publishers 05:13 – YouAPPi knows users behavior better than anyone else 05:21 – Moshe explains how YouAPPi learns the shopping behavior of each user 05:44 – By learning what to recommend to certain users, YouAPPI can better drive sales 06:50 – YouAPPi can't track the users and other private data 07:30 – As long as the user is within YouAPPi's publishers' network they can identify your device ID and recommend apps 07:56 – YouAPPi is getting paid per app installation and usage 10:52 – YouAPPi pays 70% of their revenue to their publishers 10:56 – From $20, the publisher gets $14 and YouAPPi gets $6 11:05 – YouAPPi was launched in 2011 11:15 – First year revenue was $250K which is the total cut from $1M 11:44 – 2016 total cut was $80M 12:05 – YouAPPi has raised closed to $20M 12:17 – "We have to invest building the platform" 12:19 – Total number of employees is around 130 with 10 offices globally 13:05 – YouAPPi's platform is for their own consumption 13:24 – "Our business model is our platform" 13:44 – YouAPPi is currently running hot on momentum and Moshe won't probably sell YouAPPi before 2019 14:10 – IPO recommendations 15:04 – HQ is in the Bay Area and Moshe is currently in Israel 15:33 – Top 2 competitors are Aerosource and AppLovin 17:07 – The Famous Five 3 Key Points: As long as you're on the right path, you can reach your dream. A good relationship the people in your network can exponentially expand your business. Never sell too early—if you've got a furnace full of momentum, to cash 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

Sergey Sholom. As a teenager, he was a championship-level gamer and created the first large gamer group called S-port Tournaments in Russia for Quake. After getting his PhD in mathematical modeling, Sergey founded Datcroft Games LTD in 2004. Over the past 13 years, the company has developed multiple worldwide popular games with millions of users. He continues to oversee a company with over a hundred employees and continues to bring new cutting edge games to the market. Their latest game called Pixel Wars which will be released in the summer of 2017, has already received critical acclaim and will become the game changer in mobile eSport. Famous Five: Favorite Book? – Richard Branson's What CEO do you follow? – N/A Favorite online tool? — N/A 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? – "Push more" Time Stamped Show Notes: 04:03 – The company was launched in 2004 04:29 – The make free games that sell virtual items—that's where the company gets it's revenue 04:43 – Around 5% of players buy virtual items 05:20 – Sergey had no revenue for the first 2 years of his company 05:58 – Sergey supported himself from other businesses 06:01 – His newest game has been in development for more than 2 years 06:13 – The team has 150 people with offices in 4 countries 07:34 – Datcroft Games had an 8-digit revenue in 2016 09:00 – Cryptocurrency helped Gamecredits to monetize their audience 09:20 – Sergey wants to prove game developers that more revenue can come from crypto 10:05 – Gamecredits is preparing to enter the Indian market 10:46 – Sergey believes that Apple promoting your game is just an extra advantage 11:35 – The number of followers that the Gamecredits store has 12:05 – Gamecredits is using its existing coin which has been on the market for 3 years already 12:34 – Gamecredits has been running the most successful crowd sale in the market 13:19 – Gamecredits will put 26.5 M crypto in marketing 14:17 – Sergey will have a way to exchange their coin in dollars 14:43 – Different cryptocurrencies are being put in Gamecredits 15:11 – Sergey is proud that they're able to run a real crowd sale with almost 10K crypto investors 15:23 – Not all ICOs are able to do that 15:34 – Gamecredits was able to raise capital from 4 tokens including bitcoin, ethereum, waves and gamecredits 16:05 – Gamecredits current tokens are mobilego tokens and their own gamecredits token 16:51 – The market is tremendous and the future community will be much bigger 17:46 – Apple and Google are for profit companies and Gamecredits is a non-profit 20:00 – The Famous Five 3 Key Points: It's possible for a gaming platform to penetrate the cryptocurrency market. The cryptocurrency market has been growing significantly, increasing opportunities for different investments. As a non-profit business, your focus needs to be on the change you can create, not the contributions you can earn. 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

Tran Hung. He's one of the founders of Uquid which is the world's first service offering debit card solutions for cryptocurrency holders. They currently support 79 of the biggest digi-coins including bitcoin, ethereum, litecoin, ripple, etc. They also offer worldwide mobile recharge support, bills payment services, grocery and pharmacy vouchers, ticketing services, and many other benefits. Famous Five: Favorite Book? – Secrets of Building Multi-Million Dollar Businesses by Adam Khoo What CEO do you follow? – Richard Branson Favorite online tool? — Google Translate 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? – Tran wished he would have started studying code earlier Time Stamped Show Notes: 03:00 – Uquid is a debit card for 79 cryptocurrencies 03:10 – Customers can get the physical card with a Visa logo that they can use to withdraw money 03:28 – The card can be loaded with cryptocurrencies 03:43 – Before getting the card, you need to have cryptocurrency 03:49 – Signup at Uquid's website to get a card 04:04 – There's a fee of $1 for 1 virtual card but you need the physical card to use in ATMs which is $16 04:20 – After getting the card, you can reload it anytime you want with cryptocurrency 05:10 – Uquid is using the market price of cryptocurrency 05:42 – Uquid takes 0.5% of everything spent using the card 05:53 – If Nathan spent $100 on groceries using the card Uquid will take .50₵ 07:34 – Last year, customers spent $1.6M in total transaction volume 08:09 – Uquid is growing fast in 2017 08:30 – In July, Uquid processed $900K in total transaction volume 08:50 – Uquid has already passed $3M total transaction volume on the first half of 2017 10:45 – The process of exchanging bitcoin to other currencies was complicated 11:19 – Uquid is doing $5K a month in service charges 11:30 – Uquid also offers other services where they charge 10-15% 12:05 – Uquid charges 3% from the vouchers 12:20 – In May, Tran thinks they'll make around $50K in total transaction charges 12:58 – Team size is 5 and they're based in UK 13;15 – Uquid is planning to release their own token 13:29 – Tran is looking to raise $4-5M 13:44 – Tran is thinking of selling 15% of Uquid to be able to raise $4M 14:35 – The Famous Five 3 Key Points: The market for cryptocurrencies is rapidly expanding. People are now finding more and more ways to mine coins. No matter what service you use, the charges can differ drastically depending on the type of transaction you're engaging 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

Martin Koppelmann. He is the co-founder and CEO of Gnosis, the decentralized platform for prediction markets. He has been an entrepreneur and thought leader in the blockchain space for more than 4 years. He is closely related to prediction markets and has worked on decentralized, market-driven, governance mechanisms. Famous Five: Favorite Book? – Martin does not read books, but considers Reddit a good resource What CEO do you follow? – some VCs, but no specific CEO Favorite online tool? — Slack, Trello How many hours of sleep do you get?— Less than 6 If you could let your 20-year old self, know one thing, what would it be? – He wished he looked earlier into game theory and economics Time Stamped Show Notes: 01:07 – Nathan introduces Martin to the show 01:43 – Bitcoin was the reason Martin got into the crypto and blockchain space 01:58 – This was during the time the Euro was having problems 02:09 – Martin started to evaluate how he looked at money; he learned about bitcoin and the possibility of creating different forms of money 02:35 – Gnosis has evolved 03:04 – They are assuming that Gnosis will be a decentralized platform for prediction markets; for betting, auctions and insurances 04:32 – Martin says companies like eBay, Uber and AirBnB will be replaced by a decentralized platform 04:51 – They may replace companies that go into information aggregation 05:02 – Instead of having different analysts determine the revenue of a company, markets and forecasts will be aggregated to one number 05:15 – Gnosis has zero customers and zero in revenue, but they have a team and have raised capital thru selling GNO tokens; they raised $12.5 million 06:14 – The tokens were sold for 250,000 ether, a blockchain currency, and at the time the tokens were sold, the ether was worth $12.5 million 06:55 – The token has its own value and is currently trading at $240 a piece 07:04 – Gnosis collects ether and pays their employees with it 07:33 – To convert ether into real dollars, Martin uses Kraken, Coinbase and Poloniex 08:40 – The foundation of crypto is its big vision and the vision to create something as big as the internet; however, currently, it is still just speculation 09:31 – The token itself is almost always issued in Ethereum; the consumer creates the rules so the first set of rules they made involved organizing the token sales 10:03 – Martin did the token auction and was completely controlled by the blockchain 10:40 – Compared to Bitcoin, Ethereum was easier to use for developers 11:10 – If crypto becomes the currency of the future, Martin says he hopes that people will become equally rich. He is currently working on a project where each person can issue their own currency and others would agree to accept each other's currencies 11:37 – They are trying to democratize money 12:27 – Nathan says there is a limited supply of ethereum in the blockchain 12:46 – Personally, Martin does not follow the bitcoin model 13:02 – Martin is thinking of a new world where people are part of a new economy; each one gets to issue their own tokens and the tokens have value 13:50 – Inflation can be used to finance a public good 14:11 – For example, let's say you want to create a platform like Uber, Uber is made to serve the public 14:35 – The operating cost is not what made Uber expensive to build, it was the spend on marketing and buying everyone on the platform 14:57 – Martin says there can be a new model where people can create value by joining the same platform 15:13 – The value creation happens when people join the platform, this is where tokens are useful and can be used as incentives 15:58 – The early adopters get more and those who join later will have to pay fees 16:12 – Nathan says this sounds like a network marketing scheme 16:25 – Martin says this is how Uber found success – in the beginning someone paid $2 billion and in the end, it's the users that pay; but, the curve can be much flatter 17:02 – Nathan asks Martin how values go up in crypto 17:42 – Martin says value creation is made when everyone agrees on something 18:15 – The thing about competing token issuances is that people need to find a way to combine their different tokens onto one platform 18:44 – Nathan says he can see the good intentions of the people who are in the crypto space, but he is trying to figure out who will win or lose when the crypto marketplace is more mature and established 19:28 – Martin says assuming there will be a winner and loser, the difference is found in people who have control over a platform 19:49 – For example, in Uber they can change rules and raise fees, but on a decentralized platform, you can structure it in a way that makes restrictions on yourself 20:16 – If you monopolize the platform, you can still get the fee but you have no control in changing it 21:02 – Martin says there is power in making your governance mechanism into something that does not allow you to change anything 23:31 – The Famous Five 3 Key Points: Crypto and blockcha

Nick Candito. He is the Chief Executive Officer and co-founder of the company called Progressly, championing the company's mission towards becoming the new standard for how teams find and execute business processes. He previously served as Relate IQ's head of user success and business operations which was acquired by Salesforce, the first automatic and intelligent CRM solution. Nick founded Progressly to address how large industries operate, innovate and share around core business processes. Famous Five: Favorite Book? – Leaders Eat Last by Simon Sinek What CEO do you follow? – Jeff Weiner, Satya Nadella, Dick Costolo, Jeff Bezos Favorite online tool? — Hubspot tools for email, Pocket How many hours of sleep do you get?— less than 8 If you could let your 20-year old self, know one thing, what would it be? – be patient, ask more questions and optimize by being around the best people Time Stamped Show Notes: 01:07 – Nathan introduces Nick to the show 01:49 – Nick thinks Salesforce will win the CRM space, as well as Microsoft and LinkedIn 02:25 – Nick is impressed by Base CRM and Social Capital 02:57 – Nick stumbled into tech as he was originally a finance major 03:15 – He started by joining a small software team building technology for the pharmaceutical industry and learned about the manual system of the tech industry 04:04 – Nick then joined Crimson Hexagon and he learned how to take a company to the next level using tools like Salesforce 04:38 – With RelateIQ, Nick learned how to create a sales system of engagement 05:18 – Nick thinks the best founding duo he has ever encountered is Adam Evans and Steve Loughlin 06:29 – Progressly is the operational system of records with a focus on the Fortune 1000 CROs or contract research organizations 07:24 – The company has a mobile first strategy (people who are working outside of office) 08:01 – Progressly works with a variety of companies; big companies that include Shell Oil and those in the mid-market segment 08:25 – The highest price is $49 per user, with the IT Group of Chevron they have 60,000 employees within the company 09:31 – The company was founded in 2014 and started to fundraise aggressively in 2015; they were able to raise $10 million in the seed, series A and after 10:22 – They had a very specific profile for their seed round and focused on a large institutional investor, a micro VC, and some high value angels—it played out the way they planned 11:17 – They are looking at getting a positive net churn and at how they can accelerate the growth of their accounts; for example, from site-wide deployment to regional deployment to enterprise deployment 13:28 – They are now in the hundreds in terms of customers; the energy and utilities sector has a high network effect 14:05 – Nathan just interviewed Geoff Moore who said the more specific or weirder the sector, the better 15:24 – The utility metric depends on what the user is running on operationally 16:03 – The active number of seats are in the thousands 16:46 – The first year revenue was pretty low because they did a paid pilot offering 17:10 – They were looking into the pilot to use case expansion 17:55 – They want to have a 100% growth, year over year 18:10 – It is easier to drive a high growth rate rather than have customers who can refer you to others 19:41 – Nick will celebrate when he gets to $5 million in ARR or accounting rate of return 20:40 – Currently, they are doing less than 300 grand per month 21:16 – Having an enterprise cycle in your business is slower upfront, but has the ability to experience significant growth in the long run 21:31 – They have 30 employees with some in product design and engineering 22:31 – The payback period is significantly lower than 12 months 24:38 – The Famous Five 3 Key Points: Target a specific group for your customer base to increase the chances of referrals. An enterprise account may prove to be slow at first, but it will pay off in the long run. Ask your customers to promote your business to other people. Resources Mentioned: 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

Anindya Datta. He is the CEO and Chairman of a company called Mobilewalla, a mobile consumer, audience platform company. Before Mobilewalla, he founded a company called Chutney Technologies where he was backed by Kleiner Perkins which was eventually acquired by Cisco Systems. He has been on the faculties of Georgia Tech, The University of Arizona and The National University of Singapore. He obtained his undergraduate degree many years ago and his MS and PhD degrees from the University of Maryland College Park. Famous Five: Favorite Book? – The New New Thing by Michael Lewis What CEO do you follow? – Jose Mourinho Favorite online tool? — Outlook and Gmail How many hours of sleep do you get?— 5 ½ hours If you could let your 20-year old self, know one thing, what would it be? – Drink less and study harder Time Stamped Show Notes: 01:26 – Nathan introduces Anindya to the show 02:21 – Mobilewalla collects data for how consumers behave on mobile and processes it for mobile marketers—they have two products: mobile audience and raw mobile data 03:38 – When companies buy the audience, Mobilewalla provides the IDs and it is a one-time deal; the raw data is given on a subscription-basis which is paid monthly 04:28 – Right now the SaaS model is earning more in terms of revenue, but Anindya thinks this will change in December 04:57 – They are currently modifying the audience pricing to become a recurring stream 05:10 – They are planning to offer the data segments needed by a company and get a monthly payment for it 06:07 – Mobilewalla gets their data from different sources including the ad request system in mobile, they barter with the ad company in exchange for data 06:54 – They also put a pixel in an ad and obtain data from you as you browse 07:23 – This includes your location 07:57 – The company started with buying the information they can collect from other companies' ads and then moved on to trading 08:32 – 2014 is their first revenue year where they got $1 million from the cut of the media buy 09:10 – 2015 was also all media buys where they got $4 million 10:18 – They stopped media buying in June 2016 and played a key role in the US presidential election—the revenue generated was $4 million: $750,000 in data and $3.25 million was from media 11:33 – The projection for this year is $5.1 million (all coming from data), but they have deals with companies that include media work 12:21 – Mobilewalla was one of the key data arms for a major party 12:33 – They created segments for evangelical Christians 13:31 – Anindya cannot share who they worked for but they can say the client was very happy with their work 14:10 – They raised their capital thru venture funding which are convertible notes worth $4 million; they have not yet raised a series B 15:50 – In May 2016, all the revenue was from data and they got $12,000. In June of this year, they hit $250,000—this is a 20x growth in 13 months 16:32 – In May 2017, they made $172,000 17:05 – On SaaS, they have 9 customers with subscription accounts and they pay from $8,500 to $41,000 a month 17:21 – The biggest chunk of audience revenue comes from Oracle, they get paid based on the segments that were sold 18:10 – In June, they were close to $100,000 from their mobile audience; there are over 250 organizations buying from them including Unilever and Procter and Gamble 19:12 – Ever since they started there are only two companies who have not continued working with them 20:01 – The company has two sellers – one in New York and one in Singapore 20:27 – The total team size is 38 with 3 focused on sales acquiring new clients; the average sales cycle for a SaaS client is 45 days 21:21 – There is zero variable marketing spend for the company 21:51 – The company headquarters is in New York and the US team is located in New York and Atlanta where the US engineering team is based 22:12 – The US team size is 10, the Singapore team size is 12, and the rest is based in Calcutta, India 24:21 – The biggest amount of money they generated during the election was the "get out to vote or GOTV" – they monitored every polling booth in a certain number of states and they were able to tell the ground team who voted and who did not 25:04 – During the election their data was acquired in real time 27:15 – The Famous Five 3 Key Points: Invest in a business that can bring in profit; this will give you the capital you need for your other businesses. Data is king. You CAN barter with other companies to reduce your spend on marketing. Resources Mentioned: 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

Cameron Herold. He's known as the business growth guru. He's the mastermind behind hundreds of companies' exponential growth. He's built a dynamic consultancy whose current clients include the big 4 wireless carriers. His clients like that Cameron only speaks from experience. He's earned his reputation as the business growth guru by guiding clients to double their profit and revenue in just 3 years or less. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Travis Kalanick Favorite online tool? — CommitTo3 How many hours of sleep do you get?— 9 If you could let your 20-year old self, know one thing, what would it be? – "Everybody's insecure, everybody's nervous and just suck it up and run with it, because everybody's more worried about themselves and never about me" Time Stamped Show Notes: 01:16 – Nathan introduces Cameron to the show 02:04 – Cameron was featured on TED Talks' Raising Kids as Entrepreneurs and that's where his career got started 02:13 – Cameron got into College Pro Painters 02:24 – Cameron was the COO at 1-800-GOT-JUNK 02:29 – Cameron grew the company from 14 employees to 3100 employees in 6 years 02:33 – Cameron started coaching CEOs 10 years ago 02:48 – Brian Scudamore who was in Episode 409 and he is Cameron's friend 03:20 – Cameron shares why he chose the consultancy path 03:43 – "I don't need to build another company to feel good" 03:50 – Cameron likes doing what he does 04:02 – Cameron shares what happened in cryptocurrency in 2000 04:04 – There were 15K companies using currencies 04:14 – Electronic currency was tied to US dollars in terms of valuation but it was backed by nothing 04:27 – They took a percentage of every transaction 05:06 – One of the companies that Cameron helped was BlueGrace Logistics 05:18 – Cameron coached the CEO, Bobby Harris, and 5 other executives 05:21 – Form $80M top line revenue, they grew to $250M 05:33 – The company is all about culture and that is Bobby's focus 05:47 – Cameron does two 90-minute video calls with all of his clients 05:56 – It's mostly mentoring 06:08 – Cameron teaches how to put the right systems and processes in place 06:25 – Most entrepreneurs just wake up one day with the realization that they're clueless about what they're doing 06:44 – After experiencing substantial growth, a company has no idea what to do next 07:04 – There are a couple of companies that Cameron has equity in 07:30 – Cameron has a couple of groups on the investment side 07:43 – Cameron's two books, Double Double and Meetings Suck, speak to the core of what Cameron is doing 07:55 – Cameron wrote a book because he's a paid speaker and speaker bureaus want to put out more content 08:04 – Cameron is an advisor and investor for Tucker Max's Book in a Box 08:16 – Book in a Box does an 8-hour interview and strips the content from your head 08:40 – It costs $25K to pull the content out of your head and put it into print 08:44 – Thought leaders and CEOs need to have a book in this day and age 09:10 – Cameron shares how great Book in a Box is at what they do 09:24 – They also pulled some content from Cameron's previous speaking events and used the copy of his first book 09:29 – They provide a format for our thoughts and they ask the right questions 09:49 – Cameron has sold around 50K copies of Meetings Suck 10:03 – Cameron targets the leaders of the meetings, participants and discusses how the meeting should proceed 10:30 – Cameron wrote Double Double 6 years ago 10:52 – Cameron's speaking fee was $7500 before he had published his books, now it is $35K 11:11 – Cameron is one of the best speakers that we've had in a long time now 11:51 – "I think we're at the very, very peak of a market right now" 12:34 – Some of Cameron's clients have been with him for 3-4 years, some just a year and others 3-6 months 12:51 – Cameron's starting fee is $80K annually and goes up depending on the client's needs 13:20 – Cameron shares how he talked with Sprint's Jaime Jones 13:46 – "I don't understand their business and I don't need to" 14:35 – Cameron focuses on the people side of the business 15:16 – Cameron shares where he puts his money to increase his revenue stream 15:42 – Everything is a little overpriced now in real estate 16:04 – Cameron shares where his property is and how he is managing them 19:25 – The Famous Five 3 Key Points: Some entrepreneurs get overwhelmed by their company's incredibly, fast-paced growth and they need support in learning how to sustain that growth. Have the right systems and processes in place to carry the momentum of your business. Invest your money after you've done the research yourself and know exactly what you're getting into. Resources Mentioned: 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 busi

Jack Peterson. He's the co-founder of Augur which is a decentralized, prediction market platform that runs on the ethereum decentralized network. Famous Five: Favorite Book? – Handbook of Applied Cryptography What CEO do you follow? – Elon Musk Favorite online tool? — Ethereum 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? – "Don't spend too much time on impractical things" Time Stamped Show Notes: 01:10 – Nathan introduces Jack to the show 01:28 – Augur is a decentralized prediction market platform 01:34 – The platform exists on a ethereum decentralized network 02:09 – Bitcoin is the first blockchain which was initially intended for payment 02:19 – Ethereum is a blockchain that is flexible, you can upload programs where people can execute their programs 02:38 – Augur is a set of programs that run on the network of ethereum 02:54 – The founder of ethereum was on Episode 758 03:11 – Augur has a set of smart contracts on ethereum that people run 03:57 – Augur is currently finishing their beta test and it is not yet live 04:02 – Their smart contract code is undergoing security audits 04:12 – Jack shares how to use Augur 04:27 – The aim is to make the experience similar to accessing a regular website 04:40 – Augur is a venue to bet on any world event 04:49 – For example, making predictions with politics 05:40 – The market you create is where you can buy and sell shares of the event 06:25 – An example scenario: the Super Bowl 06:40 – A market is where someone can place their bet 07:10 – In a normal sportsbook, people can bet on the winner 07:19 – Who will win the Super Bowl? This is the market on Augur and people can place their bets 07:37 – You can buy and sell shares of any of the outcomes 08:17 – The people in the market set the price of the shares 09:06 – With the Super Bowl, there will be multiple outcomes 09:28 – When you set-up the market, you set-up the order book for each of the outcome 10:05 – You could place a bet by buying shares of the outcome 10:41 – When your bet wins, the value of the shares go up and if you lose, it will be zero 10:59 – "You're betting on how likely the outcome is to happen" 11:27 – Jack shares how someone who doesn't have any experience in crypto can participate in Augur 11:35 – First thing you need to do is get the crypto currency (you can use your credit card) 12:01 – Augur isn't involved with any platform that exchanges dollars to crypto, so you have to get it from third-parties 12:30 – You can buy ether from Coinbase and use the ether to place bets on Augur 13:10 – If you already have ether, you can already participate in a market 13:55 – Augur has an embedded plugin similarly to Paypal which is for Coinbase and ShapeShift 14:25 – If you signed in, you will have the ether to bet 15:05 – You can create a market on the trading page 15:37 – You're betting with whomever wants to participate in the market 15:48 – The person who creates the market will set-up an order book with actions 16:51 – Jack did a Token share 17:07 – "Our token is called rep" 17:58 – Token has raised $5.3M in August and September of 2015 18:10 – It was a $5.3M equivalent in crypto 20:30 – The Famous Five 3 Key Points: Ethereum is a blockchain that Augur uses to run its programs. There are multiple platforms available for dollar to crypto currency exchange. Maintain your focus on what's important. Resources Mentioned: 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

Steve Kirsh. He's the CEO of Token, a Silicon Valley startup company developing a modern platform for open banking. He's pioneered several computer core technologies like optical mouse, Internet search, spam filtering, and secure identity and founded 7 high tech companies—two with billion dollar market caps such as Infoseek and Frame Technology. He received his BS and MS in Electrical Engineering and Computer Science from MIT in 1980. Famous Five: Favorite Book? – Like A Virgin What CEO do you follow? – Elon Musk Favorite online tool? — SimplyFile 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? – "Just hire good, strong and experienced people" Time Stamped Show Notes: 01:25 – Nathan introduces Steve to the show 02:04 – Token supplies open banking software to banks 02:24 – There's no real API that works with banks and this is the problem 03:00 – One of Token's customers is Fidor Bank 03:02 – The problem is most banks don't have an open API where you can do things like move money 03:19 – Token can get into Fidor's API to drive its API 04:13 – Token has spent time creating an end-to-end secure architecture that is based on digital cryptography 05:24 – Steve thinks that there's no real need for blockchain for a lot of financial applications 05:38 – "The technology for blockchain is just not appropriate" 05:48 – The Bank of England did an experiment with etherium 06:24 – Token was launched in 2015 06:50 – Steve shares how Token came to life 07:15 – Token raised $18.5M in a series A 07:26 – There's legislation in Europe that requires banks to open their APIs and that's when Token came in 08:07 – Token charges per API calls 08:10 – Token gets the calls for free from the banks 08:50 – The charge depends on the API calls 09:18 – Nathan simplifies how the model works 10:05 – There's no equivalent to PSD 2 in the USA and it's only for banks in Europe 10:20 – This can only happen in the USA if people want to be compatible with the banks in Europe 11:33 – Token's first bank 12:11 – There are currently around 5 banks that are integrated with Token 12:25 – Team size is 25, split between San Francisco and London 14:20 – The Famous Five 3 Key Points: Find the perfect timing and opportunity to pitch your business. It is easier and more secure for banks to adapt a technology that has been tested than it is for them to create their own. Hire good, strong and experienced people for your business—it just makes like easier. Resources Mentioned: 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

James Smith. He's the co-founder and CEO of Bugsnag, the leading crash monitoring platform for web and mobile applications. The company helps companies like Airbnb, Lyft, Cisco, Pandora and Yelp catch and fix errors on their applications. Originally from London, James moved to the Bay area in 2009, leading the product team as the CTO of Heyzap. In his spare time, he likes hacking open source software, eating junk food and practicing his American accent. Famous Five: Favorite Book? – Radical Focus What CEO do you follow? – Jeff Bezos Favorite online tool? — eShares 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? – "If you don't ask, you don't get, apply it to your life" Time Stamped Show Notes: 01:11 – Nathan introduces James to the show 02:00 – If a company has a software, Bugsnag detects when the software is broken 02:22 – Bugsnag charges monthly 02:28 – The price varies depending on the company's needs 02:36 – Price starts at $29 a month to tens of thousands a month depending on the scale of the business 03:17 – Customer cohorts 03:57 – Team size is 35 and will be 45 at the end of the year 04:30 – James and his co-founder quit their job in 2012 and started Bugsnag in 2013 04:40 – James was the CTO for Heyzap which was a Y combinator company in the gaming space 04:59 – Heyzap wasn't able to solve the problem James had with Bloomberg 05:59 – James invested in Heyzap and learned a lot from his time with them 06:40 – Heyzap was acquired by the German company Fyber 07:06 – James' experience entering the startup world 08:30 – With Heyzap, James had to decide whether or not he'd buy his shares before the acquisition 09:43 – James' price was low because he was an early employee of Heyzap 10:41 – James was 29 when he left Heyzap 10:50 – Bugsnag was initially bootstrapped, then raised in 2013 11:08 – Bugsnag went with Matrix Partners 11:32 – Bugsnag raised a total of $9.5M 11:49 – Customer number is around 4000 companies 12:04 – Bugsnag has a free and premium model 12:14 – There are 60K software engineers who are using Bugsnag 12:21 – One third are organizations and the rest are using it for free 13:00 – First year revenue was $4.5K in ARR 13:27 – Bugsnag has broken $2M ARR already 13:47 – "The expansion revenue is really, really strong" 13:50 – Bugsnag is constantly in a net negative churn 14:06 – Logo churn is around 1% 14:40 – Bugsnag started with low deal sizes and grew them slowly 15:05 – People try Bugsnag for free and see its value 15:45 – Healthy net negative churn in the industry is around mid-single digit to low double digit negative churn 16:41 – The best driver of growth for Bugsnag is word of mouth 17:01 – Bugsnag also does conferences and had 18 conferences last year 17:10 – Sponsorship price per conference can go up to $10K 17:28 – Large companies go to conferences as well 17:35 – Payback period is the 12-month which is the rule of thumb 18:17 – Bugsnag is in a typical SaaS gross margin 20:25 – The Famous Five 3 Key Points: If you don't ask, you won't receive; therefore, just get out there and ask for what you want. Small deal sizes can grow and expand to large ones once people see your value. Consider owning a part of a company—especially if it's a company that you truly believe in. Resources Mentioned: 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

Jim Larrison. He's the co-founder and president of Dynamic Signal, the leading, customer-employee, advocacy engagement platform. Jim has been involved in a handful of startups that were successful from within big companies to venture-funded businesses. With a couple of sold businesses and an IPO, he is set to come forward with Dynamic Signal which has already raised over $68M in funding. Famous Five: Favorite Book? – Business Adventures and Into Thin Air What CEO do you follow? – Tony Hsieh Favorite online tool? — Owler How many hours of sleep do you get?— 5 If you could let your 20-year old self, know one thing, what would it be? – "It's important to fail and not to be scared of failing" Time Stamped Show Notes: 01:12 – Nathan introduces Jim to the show 01:53 – Dynamic Signal was founded 7 years ago with the mission to revolutionize how to communicate with your employee 02:03 – Big companies struggle to communicate with their employees 02:23 – Dynamic Signal focuses on simplifying this communication 02:34 – Some large companies don't use the internet to communicate—they send snail mail, newsletters or magazines 03:09 – Dynamic Signal works with Slack which is a collaboration tool 03:20 – Dynamic Signal is a top-down communication tool 03:43 – Dynamic Signal is a SaaS business with monthly subscription plans 03:59 – Dynamic Signal goes after global businesses, enterprises and corporate businesses 04:40 – Dynamic Signal charges by number of employees 05:36 – Big companies grow faster than the small companies 05:56 – Dynamic Signal segment customers depending on the number of employees and where the employees are based 06:20 – Nestle is a global business with hundreds of companies under their brand 06:43 – Dynamic Signal has no cap in the number of employees 06:57 – Global 50 companies have 23K to millions of employees 07:11 – Global 1000 companies have 5K to 25K employees and 5K employees below are for corporate businesses 07:26 – Dynamic Signal was launched in 2010 07:30 – Jim and his co-founder sold their previous company Adify to Cox 07:43 – It was for $350M 07:52 – It was a quick exit and they've raised $20-30M 08:06 – The original idea for Dynamic Signal was to go after advocates and influencers 08:25 – Jim saw that the biggest advocates for businesses like Oakley and Nike are their employees 09:30 – Jim and his co-founder built Dynamic Signal because they like working together, even after their successful exit 10:06 – When they started the company, they told themselves that they wanted to build the technology the right way 10:32 – Team size is around 200, some are in the field and some are in San Francisco 10:45 – Around 80 people are engineers/technical and 40 are on sales 11:17 – First year revenue 12:10 – 2016 ARR 12:40 – Jim's vision for the company is to go public 13:00 – Total customers is close to a couple of thousand 13:25 – Dynamic Signal has 20% of the global 200 companies 13:55 – Dynamic Signal's costs are driven to the technology 14:03 – Gross margin is around 85% 14:23 – Jim and his co-founder had a good relationship with Cox 14:36 – Cox also funded Dynamic Signal 15:52 – Jim hasn't seen any logo churn since they launched 16:03 – Dynamic Signal has a long sales cycle: from 240 days to years 17:15 – Jim has tried the seat bucket license but it hasn't worked as well as their previous pricing 18:00 – "The way we drive growth is 100% based on getting more usage and that's it" 18:35 – After the raise, Dynamic Signal is focused on expanding their business 18:50 – Paid spent is less than $500K 19:03 – Payback period 21:07 – The Famous Five 3 Key Points: Larger companies struggle to communicate and connect with their employees and oftentimes, need a solution. The biggest supporters and advocates of a brand are the employees. Get used to failing and don't fear it—it's part of your path to greater success and understanding. Resources Mentioned: 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

Brendan Candon. He's the co-founder and CEO of SidelineSwap, an online marketplace for athletes to buy and sell their sports gear. The company has over 100K users, participated in 500 startups and has raised $1.5M in venture funding. Famous Five: Favorite Book? – Leaders Eat Last What CEO do you follow? – Jack Ma Favorite online tool? — Slack and Appear 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? – Brendan wished he could have been more active in entrepreneurship while in school Time Stamped Show Notes: 01:20 – Nathan introduces Brendan to the show 01:43 – Brendan was in Episode 359 of The Top 02:33 – Brendan believes that SidelineSwap will make $5-6M in sales by the end of 2017 02:43 – SidelineSwap just launched their iOs app 03:28 – SidelineSwap is where athletes list their items for free 03:35 – You can list any new or used sports equipment 03:43 – SidelineSwap takes a 12% cut 03:49 – Their top KPI is gross merchandise volume 03:53 – They look at the number of sales they drive to the platform 04:51 – SidelineSwap currently has 15K sellers and around 23K buyers 05:22 – There are 2 sides of a marketplace: 05:30 – SidelineSwap gets supplies from the sellers which drive traffic 05:35 – There should be a balance between supply and demand 05:45 – SidelineSwap started by their search to see how many people had sports gear lying around 05:58 – They went to former college athletes, professionals and others in the industry 06:35 – They got some highly desirable gear from former known athletes 06:39 – SidelineSwap started with social media to drive traffic to the website 06:45 – They now have around 70K Instagram and Facebook followers 07:34 – SidelineSwap has marketing ads highlighting some gear that can be considered collector's items 08:25 – Total transaction volume since the launch of SidelineSwap is around $3.5M 08:35 – 70% happened in just the first 6 months 08:57 – Brendan thinks that getting the right supplies affects their growth significantly 09:08 – SidelineSwap also educates the buyers on the items that they're getting 09:30 – SidelineSwap tries to avoid jockstraps 09:43 – There are also different accessories that target the younger buyers 10:28 – eBay started in a similar way as SidelineSwap 11:00 – "We want to be the resource for every sports family" 11:21 – SidelineSwap wants to build the best possible shopping experience 11:45 – Average order value is $80 11:56 – SidelineSwap focuses on the number of gear listed 12:23 – In May, there were 3K buyers and 1500 sellers 12:48 – SidelineSwap has recently $1.5M in summer 12:56 – Total will be around $3.5 including a current negotiation 13:23 – Brendan shares how he pitched SidelineSwap as a marketplace 13:45 – Brendan believes there will be a sporting goods marketplace 14:19 – SidelineSwap is currently growing 30%, month over month 14:43 – Current team size is 10, some are in Boston and some are in New York 17:10 – The Famous Five 3 Key Points: There will be a marketplace for sports equipment in the near future. For every business, aim to achieve a balance with your supply and demand. Research where you can find the BEST resources for your supply—this will attract your target market. Resources Mentioned: 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

Eric Tang. He's a computer programmer and co-founder of Live Peer, a decentralized video live streaming platform incentivized with the blockchain. He was introduced to the blockchain in 2014, and it's pretty much everything that Eric thinks about now. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Jerry Colonna Favorite online tool? — MetaMask 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? – Eric would tell himself to be more focused and worry less Time Stamped Show Notes: 01:06 – Nathan introduces Eric to the show 02:07 – Wowza does video transcoding in a centralized way 02:30 – One of the big CDN players is Akamai 02:59 – There are two different cases for why people would use Live Peer over the other players in the industry 03:05 – Live Peer is in a decentralized world 03:11 – App developers nowadays are building decentralized applications 03:18 – The applications do not have a server 04:13 – They can duplicate their projects over the blockchain 04:17 – Live peer is the only solution for decentralized apps 05:20 – The government wouldn't be able to figure out the IP of Live Peer 06:06 – The idea of blockchain is the participants are the stakeholders 06:16 – When you use Facebook live, you're just a user and not actually benefiting from it 06:27 – In a decentralized world, if you're a participant of Live Peer, you earn tokens which grow and become more valuable 07:07 – From an ecosystem standpoint, the companies building businesses around bitcoin and ethereum are early coin holders 07:28 – Joseph Lubin, Ethereum's co-founder, is now hiring 400 people for ConsenSys to build applications around the ethereum ecosystem 07:55 – Ethereum provides a smart contract platform which bitcoin doesn't provide 08:47 – How Ethereum and bitcoin are competitors and how they are not competing explained 09:17 – Anyone can build their own bitcoin blockchain but they won't be always successful 10:18 – Eric thinks co-blockchains will also exist 10:50 – Eric thinks bitcoin is a great way to hold value as it has a great network now 11:11 – Ethereum has its own value and for a completely different purpose 11:29 – We use the ethereum platform to hold our tokens 11:50 – In the open blockchain world, anyone can be an investor 12:10 – There's just more risk in investing earlier 12:44 – Can someone cheat the system by having fake miners grow the value earlier? 13:00 – Some are pumping the tokens and selling them 13:13 – When a company comes, Eric would have them hold their tokens at first 13:48 – If you have a lot miners, you're already contributing a lot to the network 14:00 – The network will leverage the access capacity 14:12 – if you spun out a bunch of miners, Live Peers will have a large capacity in terms of amount of transcoding and live streaming work we can do 14:23 – This creates a cheaper price for the amount of live streaming 14:43 – Nathan makes a comparison using Live Peer 1 and Live Peer 2 as competitors 14:49 – When investors spend money on the 2 companies and contribute more resources, the prices of the service will go down for the consumers 15:07 – The longer they spend money, the more users they can drive 15:55 – If Nathan launches an email marketing tool, how can he create traction if people don't understand crypto 16:18 – There's actually a need for people to simplify the complexity of crypto 16:59 – Eric is thinking of providing incentives for individual stakeholders to get new users on board 17:23 – The big investors can put aside a big percentage of tokens and just incentivize it 17:37 – It's like an employment equity pool 17:54 – The early participants will benefit more from the ecosystem 18:03 – The first bitcoin transaction was 10K bitcoins for a pizza 18:16 – The bitcoin price to buy a pizza is a little over $2500 (a coin) 20:30 – The Famous Five 3 Key Points: More developers are building decentralized applications because of the security piece. The participants in the blockchain are the stakeholders as well. The one who will win is those who can spend more money and contribute resources for a longer span of time—this will attract more users and create cheaper prices for the consumers. Resources Mentioned: 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 po

Anthony Diiorio. He's a serial entrepreneur, venture capitalist, community organizer and thought leader in the field of digital currencies, blockchain technology, and decentralized technology. He's the founder and CEO of Decentral and Jaxx and co-founder of the Ethereum project. He previously served as the chief digital officer of The Toronto Stock Exchange. Famous Five: Favorite Book? – The 7 Habits of Highly Effective People What CEO do you follow? – N/A Favorite online tool? — LastPass 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? – Anthony wished he didn't waste his time in university Time Stamped Show Notes: 00:55 – Nathan introduces Anthony to the show 01:38 – Anthony got into the industry in 2012 and thought that crypto was going to be more important than the internet 01:57 – Before, there was disruption in the internet—now, you can send value without third parties getting involved 02:21 – We're now moving onto the age of the movement of value 02:34 – Some third party disruptions come from banks and credit bank companies 02:53 – You can remove third parties in the value chain and connect more individuals at a lower cost 03:11 – With smart contract, you can now automate on blockchain and see a reduction cost 03:38 – A blockchain is a ledger system or an accounting system that tracks entries using cryptographics 04:20 – Digital currency didn't work before because there was no technology for it 04:48 – Since you can't duplicate something digital, you can claim what is yours 05:33 – Decentralized ledgers track what people are sending and receiving 05:57 – The decentralized networks are replacing centralized services 06:14 – Blockchain is the technology, bitcoin is the example of that technology 06:22 – All cryptocurrencies have blockchains below them 06:28 – Bitcoin is the first one to have its blockchain 06:30 – Ethereum has a blockchain behind it 06:39 – Blockchain makes the transactions visible and transparent 06:50 – Blockchain provides trust between two individuals 07:40 – Tokens are coins but are found on other platforms 07:45 – Ethereum is a platform that is made to build other platforms on top of it 07:51 – Ethereum provides the infrastructure layer 08:05 – There are now tons of projects building coins on the ethereum platform 08:38 – Bitcoin has its own coin while ethereum is like a product that incentivizes people to contribute to the network 09:39 – Ethereum is like an SDK depending on the developers 11:03 – Anthony had a talk with someone who's in the cannabis industry 11:06 – Anthony is creating a coin card system where you can buy any coin or currency in convenience stores 11:18 – Banks don't want to set up accounts for bitcoin companies because they're scared 11:47 – Anthony sees the same characteristics within the crypto space and cannabis space 12:40 – Ethereum is from Decentral, the hub that Anthony made in 2013 12:55 – Anthony sees people jumping to the crypto space without even researching 13:15 – Look online before investing because scams are everywhere 13:47 – Anything that states there's a fixed return is fishy so you should seek advice 14:03 – Do your due diligence 14:39 – Decentral is the brand and Jaxx is the product 14:48 – Anthony shares his initial experience with the industry 15:13 – Anthony bootstrapped Etherium 15:23 – Anthony left Etherium in 2015 to focus on the wallet space 15:30 – Anthony realized that the wallet is the browser for the technology 15:51 – The wallet contains the value of movement 15:56 – Anthony developed a multi-chain, multi-platform digital wallet that enables managing and receipt of valuable digital assets 16:23 –When you start your Jaxx, you're creating a key for your transactions 16:41 – You are in full control of your wallet 16:55 – Jaxx makes money through integration partners like ShapeShift 17:09 – Anthony made $60M from ShapeShift transactions 17:50 – Jax just signed 70 partnerships in the space 18:25 – The fund that Anthony used for Jaxx 18:45 – Jaxx is currently profitable and made $150K last month 19:03 – There are exchanges globally that enable you to buy and sell cryptocurrencies rather than wire transfers to your bank account 19:13 – There's also a bitcoin ATM and Anthony has it 19:32 – Jaxx's goal is to become the default interface that the masses can use to understand the power of blockchain 21:46 – The Famous Five 3 Key Points: With cryptocurrencies, you can send value without the disruption of third parties. Do your due diligence—while cryptocurrency is a hot space for investors, the chances of getting scammed is also very high. The power of blockchain isn't only beneficial for those who are already in the space, but for everyone. Resources Mentioned: 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 inc

Emily Paxhia. She's the founder of Poseidon Asset Management and she shifted her focus entirely to the cannabis industry, in 2013. Since that time, she's taken her experience of researching markets, companies and strategic opportunities and turned them entirely to the world of cannabis. Her focus on understanding where the market is headed rather than where it has been, has been critical to developing a diverse portfolio of companies that span the sector. With over 15 years working with Fortune 500 companies—developing products, resolving strategic errors and addressing new target audiences—her work has been fundamental to stewarding her companies' portfolios along the paths to success. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Mark Zuckerberg Favorite online tool? — Asana How many hours of sleep do you get?— 3-5 If you could let your 20-year old self, know one thing, what would it be? – "I wished I had took it easier" Time Stamped Show Notes: 01:04 – Nathan introduces Emily to the show 01:53 – Poseidon is a VC firm for cannabis 02:02 – Emily was from an industry where companies were looking to expand their market share 02:09 – Emily saw the cannabis industry as an opportunity—there was a demand for products 02:30 – Emily's parents passed away from cancer and she was told by some that cannabis could have helped her parents 02:43 – A dying cancer patient is prescribed medication that has side effects, then is issued more meds to handle the side effects—which is a difficult cycle 02:58 – Using cannabis appropriately could actually help with the side effects 03:05 – More and more cancer patients are experiencing relief while using cannabis 03:38 – Emily and her brother were 16 and 21 when their parents passed 04:07 – Prior to Poseidon, Emily was with Miner % Co. Studio 04:44 – As a financial professional, Emily had to assess her risk tolerances 05:04 – It's important to be mentally and financially invested 05:09 – Emily also had great support to bring Poseidon to life 05:53 – Current fund size is $20M going $25M 06:11 – Emily's brother is her business partner 06:36 – Emily shares a story when her brother brought in a company that Emily disagreed with at first 06:38 – In 2015, they've invested in a company called Surna 06:43 – The company had gone public and was in a lot of trouble 07:00 – Morgan had the idea to buy out the founders of Surna 07:15 – Morgan joined the board and helped the company get on track again 07:40 – Emily shares a time when the reverse happened; she brought in a company that Morgan was hesitant with at first 07:48 – The company was Wurk 08:00 – Emily was interested with Keegan's presentation 08:35 – Keegan was in Episode 735 of The Top 09:20 – There is an assumption that Emily and Morgan are always high—this is NOT true 09:44 – Emily takes cannabis for stomach pain, but it doesn't get her high 10:26 – Emily sees the cannabis industry as a wellness industry 10:50 – Emily is interested with business technology solutions that help businesses run smoothly 11:00 – She's also interested in agricultural technology solutions as well 12:06 – "Honestly, if I could, I would solve the banking issue in California" 12:21 – Banks are still dropping businesses and credit cards 12:35 – It gets challenging when someone loses their banking relationship 13:00 – Emily is currently in San Francisco 13:23 – Poseidon is modest in stating their expected returns 13:31 – Emily wanted to capture the growth of industry 13:59 – Poseidon has been running 40-44% IR 14:13 – Poseidon has 3 phases of diligence: 14:20 – They receive lots of emails and Emily tries to read and respond as much and as quickly as possible 14:56 – Emily meets the founders and the team as part of their due diligence 15:06 – The last phase is from getting into the details of actual financial projections to sourcing potential co-investments 15:25 – Poseidon currently has 30 active companies in their portfolio 15:28 – Over 40 in the lifetime of the portfolio 15:55 – Typical deal size is $500K to a million dollars 17:02 – Emily and her brother are talking about a company they want to launch 17:38 – Emily's three babies from their portfolio are: 17:42 – Flow Kana: a processing center working with small farmers 18:17 – Headset is a machine-data analytics company 18:37 – Emily really likes Wurk 18:49 – Baker is also exciting because it creates market opportunity 21:40 – The Famous Five 3 Key Points: To become successful, one must research the field in question. There's a great demand for new product and technology in the cannabis industry as the supply is low. Carry your past experience and knowledge into your current and future endeavors—employ the skills that transfer across disciplines. Resources Mentioned: 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

Julian Marchese. Julian was introduced to Nathan by a mutual friend and he's the CEO and portfolio manager at Marchese Investments in New York City. Julian is only 21 and was already featured in Bloomberg, CNBC and Dragon's Den, which is Shark Tank of Canada, where he managed to get 4 out of 5 dragons in the den that showed interest. Famous Five: Favorite Book? – Market Wizards What CEO do you follow? – Peter Jones Favorite online tool? — Quantocracy.com 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? – "Multi-strategy" Time Stamped Show Notes: 00:51 – Nathan introduces Julian to the show 01:47 – Going into the hedge fund world has always been Julian's passion 01:55 – Julian was introduced to the world of investing by his parents when he was 11 years old 02:50 – When Julian turned 18, he decided to start his own firm 02:58 – He waited until he reached the legal age 03:27 – Julian took a course in Toronto and people in press found it fascinating that he was studying trading at a very young age 03:48 – A lady took it upon herself to take Julian's story and publish it 04:05 – Some of Julian's first investors saw his story from the media 05:00 – Julian wanted to build a community for young learners like himself 05:10 – A lady emailed Julian because she wanted her daughter to join 05:36 – Julian met the lady and her daughter when they were in Toronto 05:51 – 2 years later, the lady invested $75K for 1% of Julian's management company 06;11 – The management company has raised $675K with a $4M valuation 06:38 – Hedge funds usually have multiple entities who have different roles 07:28 – Julian also pays himself for personal expenses which is around $25K to $30K 07:53 – The other costs are on the management company side 08:44 – The investors make money from the GP interest accumulated 09:43 – Julian was able to raise the $6M capital through value generation 09:45 – "I've been managing money since October 2015" 10:07 – The best months for Julian are the months where the market is down 10:28 – Julian latest deal was an institutional money manager 11:03 – Julian isn't doing traditional investments 11:42 – Julian explains how he does his investments 11:45 – First, they're able to trade volatility and how much the market moves up or down 11:59 – Most people invest in the stock market, they want to benefit with the stocks are up, but they also want protection when things go down 12:21 – One of Julian's strategies is to systematically sell insurance 13:04 – The investment return depends on the investors 13:40 – If you put in a million dollars in October 2015, today you will now have $1.2M 13:50 – You can take it all or leave any amount you want 14:09 – They now cater to different types of clients 14:36 – Julian doesn't worry too much about what other hedge funds usually worry about 15:10 – Julian worries more about their process and how can they develop more 15:20 – The real risk for Julian is when there's something wrong with his analysis process 15:45 – Strategies are reciprocal 17:04 – Julian has multiple strategies and none of those strategies are correlated 17:53 – Brexit can affect the volatility strategy but it's a selective strategy and not always in the market 19:03 – "The main risk to us are not macro events like a stock market crashing" 19:40 – Julian makes money from 53-55% of their trades 19:49 – They try to limit their exposures 20:02 – "The risks are very circumstantial" 21:20 – Julian is unsure of his future positioning, but it's completely content specific 23:23 – The Famous Five 3 Key Points: Having multiple strategies can help you stay on track. Start as early as possible—you are building your skills and knowledge base for the future. People desire taking risks in trading and stocks, but they also need the securities in place. Resources Mentioned: 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

Tom Kineshanko. He's been investing in cryptocurrencies, also called digital assets or tokens, since 2013. He founded and exited the first bitcoin and ethereum fund in Canada, invested in the ethereum cloud sale and has made 10x the returns in bitcoin after ethereum classic, golem and several other tokens. He's also the founder and general partner at First Block Capital, a digital asset fund manager where Tom leads investments in new token issuance. He's also the founder and CEO of Walter.ai—a company that is building a distributed Bloomberg terminal—which intends to make the best supplier of market data to the cryptocurrencies market. Famous Five: Favorite crypto-related book? – Introducing Ethereum and Solidity What CEO do you follow? – Brian Armstrong and Olaf Carlson Favorite online tool? — Cryptocurrencies exchanges How many hours of sleep do you get? — 8 plus If you could let your 20-year old self, know one thing, what would it be? – "I wish I understood which industries were sort of young-man game versus old-man game" Time Stamped Show Notes: 01:05 – Nathan introduces Tom to the show 02:31 – There's a market of new old coin tokens and there's little information about it 03:12 – "This is liquid venture capital" 03:15 – The tokens represent an exposure to startup projects 03:25 – As people know, investing in startups is about qualitative information rather than quantitative 03:45 – Tom decided to apply the distributing models in building companies 04:50 – Tom shares the common way to build companies 05:10 – Blockchain ecosystem has a technology that is a combination of 4 different technologies 05:15 – The technology allows secure transfer of value on the internet even without a third-party approval 05:28 – Blockchain is a secure transfer layer that overlays on your internet 06:06 – You can track the activity on the blockchain because it's an open source 06:16 – The tricky part is to identify who's doing what 06:46 – Every time there's a transaction on bitcoin blockchain, you're leaving clues to who you are and what you're up to 07:43 – The best use case of bitcoin blockchain is a stored value 08:22 – The issue with bitcoin blockchain is that it's not yet as trusted as gold 08:27 – Tom believes though that bitcoin blockchain will be as trustworthy as gold 08:38 – As an investor, you want to be diversified across multiple blockchains 08:56 – Every one of these tokens is the unit of currency within a blockchain 09:32 – Bitcoin is a unit in a chain with 21M units 09:38 – Tom uses the analogy of a train with several carts to explain bitcoin and blockchain 10:08 – Ethereum is a place you can go to build blockchains and host them 10:45 – If bitcoin becomes as trusted as gold, it can be worth billions of dollar 10:55 – "You can never prove that any blockchain is secure because there's always a bug they might find in the future" 11:03 – The longer you wait to find the bug, the more trusted it becomes 12:07 – Tom believes that the way blockchain is built is the way companies will be built in the future 12:15 – For investors interested in technology, go to Coinbase.com which is a mutual friend of Tom's 13:01 – Coinbase has different types of cryptocurrencies or tokens 13:05 – Tom recommends buying bitcoins on Coinbase 13:09 – Then open up a Poloniex.com account where you can buy whatever you want using bitcoins 13:54 – The people who took advantage of the gold rush didn't look for gold, but created something that can be of use for gold 14:50 – In the crypto world, you can design a microeconomy with incentives 14:55 – The people will join your microeconomy and work for you to get the incentives 15:08 – The incentives are the bitcoins 15:51 – Walter is creating an army of people who contribute data in exchange for a reward 15:55 – The people are getting paid with tokens 16:29 – Crypto businesses are difficult 16:52 – The easiest way to get good returns in the space is to buy tokens which are units of currency in micro-economies 17:14 – Tom uses the analogy of buying Facebook IPO 19:20 – There are games where you can earn cryptocurrencies and online casinos for cryptocurrencies 19:53 – When you buy cryptocurrencies, you are already in a crypto economy where you need to do your due diligence 20:33 – Ethereum is one of the currencies that you need to run apps 21:21 – A token is like a packet (in relation to IP protocols) 21:54 – Blockchain is the protocol layer upon which tokens are transferred around 23:33 – Tokens are also called cryptocurrencies 23:15 – A miner is someone who runs an algorithm on his own piece of hardware that checks for activity within a blockchain 24:48 – The ways that you can contribute data varies 25:51 – It's the first time in history that you can have liquid venture capital in the industry 25:58 – There's an extreme demand, but with a limited supply 26:44 – Tom believes that now is a good time to participate in cryptocurrencies 27:31 – Tom shares to Nathan the questions that Nathan can ask a

Louis Jonckheere. He's one of the co-founders of Showpad which is the second company that he's founded. He and his co-founders founded the mobile development agency, In The Pocket, in 2010 where he still is on the board. Prior to In The Pocket, he was a strategic project manager at NetLog where he first met one of his co-founders. He also holds a masters degree in law and business and he's currently the Chief Product Officer at Showpad. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Elon Musk Favorite online tool? — Google Apps How many hours of sleep do you get?— 5-6 If you could let your 20-year old self, know one thing, what would it be? – "That you should've sold your first company sooner" Time Stamped Show Notes: 01:21 – Nathan introduces Louis to the show 02:05 – Louis is the one responsible for product design and engineering, and he's also in charge of the product marketing team 02:36 – Louis collaborates with their sales team 02:50 – Louis asks their sales team about the improvements they could make to the product depending on customer feedback 03:13 – Showpad is a sales enablement platform 03:22 – Showpad creates a content management system for their clients 03:47 – The marketing team uses Showpad to reach salespeople 04:14 – The salespeople are in the same company 04:27 – 90% of what marketing creates never gets used 04:47 – Showpad is used internally in businesses 05:36 – Showpad is a SaaS business 05:51 – Average contract value is $50-60K per land deal 06:46 – A customer that signed-up can grow up to an average of 140% in 12 months 07:04 – The upsell happens gradually 07:43 – Showpad uses Stripe for credit card payments 07:58 – Showpad also uses Salesforce, NetSuite and HubSpot 08:12 – Showpad currently has 997 customers 08:30 – ARR is a bit over $20M 08:35 – Showpad has a big group of SMB customers 09:05 – Showpad only has annual contracts so they're not focused on MRR 09:15 – ARR goal this year is around $25-28M 09:48 – Team size is 220 with 30 sales people 10:00 – Showpad was launched in 2012 10:11 – Showpad was bootstrapped for 2 years 10:35 – The "bootstrapping mentality doesn't get you to scale" 10:45 – Paid advertising spend was around $60-70K in a month 10:58 – Consists mostly of AdWords and LinkedIn ads with some Facebook ads 11:25 – Total money raised is $61M and the last round was a series C 12:15 – Showpad has been very lucky with their investors 12:58 – Showpad will be Louis' first financial win 13:07 – In The Pocket is a profitable mobile agency 13:51 – Gross annual churn in 2016 was 6% 14:15 – As a platform matures, churn risk increases 14:42 – Net churn is around 30-35% in revenue 15:03 – Showpad has lost around 1-2 customers since they started 15:33 – CAC for the key cohort 15:42 – The golden rule for SaaS is for every dollar spent, you should get a quarter in return within 12 months 16:00 – Showpad currently has a 12-month payback 17:02 – LTV is around 5 years 17:28 – LTV in dollars is around $250K over 5 years 17:52 – Showpad is always aggressive with their targets 18:50 – Showpad has been adding dynamic mind maps to their product 19:33 – Most enterprise customers have been spending money on agencies to build a custom navigation presentation 19:48 – This is already a part of what Showpad offers 20:14 – The best marketing strategy for Showpad is events sponsorships 20:40 – Showpad has rented party buses for their customers in Europe 21:12 – Gross margin is 85% 21:25 – Revenue target by the end of 2017 is $28M to 30M 22:30 – 2016 revenue was $16.5M 24:21 – The Famous Five 3 Key Points: Marketing teams should coordinate with sales teams to find how they can make that successful deal. Don't discount a marketing strategy that may seem unconventional; it could be the very strategy that works. Reach for the best—set an aggressive target for your company. Resources Mentioned: 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

Shlomi Gian. He has served as PacketZoom's Chief Executive Officer since June of 2016. He joined the company after spending 4 years at Akamai, where he founded the emerging mobile business unit and service—the head of mobile market development. Before that, he was the general manager of mobile solutions at Cotendo that invented Mobile CDN back in 2011 before it was acquired by Akamai. Famous Five: Favorite Book? – Built to Last What CEO do you follow? – N/A Favorite online tool? — Mix Rank 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? – Shlomi would tell himself how exciting it is to do your own thing Time Stamped Show Notes: 01:18 – Nathan introduces Shlomi to the show 02:13 – PacketZoom helps mobile applications work better, especially when networks fail to deliver their service 03:15 – PacketZoom can make an application work in places where they don't usually work, like in trains and elevators 03:31 – PacketZoom eliminates roadblocks and gets you on the express lane 03:40 – PacketZoom is a SaaS business 03:43 – PacketZoom charges per daily active user 04:10 – A daily active user is anyone who uses the system up to certain usage point 04:18 – Now, a daily active user is measured by the number of calls and how many megabytes have been used 04:40 – Average customer pay is $400-4K per application 05:28 – PacketZoom has raised capital through an investor round 05:35 – Total raised is around $6M 05:54 – The founder of the company started the company in 2013 06:33 – After Akamai's acquisition of Cotendo, Shlomi was looking for a cutting-edge technology to bring into Akamai 06:43 – PacketZoom seemed to be the one that fits but doesn't have enough commercial traction 06:51 – At the time, the investors were looking for a CEO who had a business background and could grow PacketZoom in the market 07:03 – Shlomi met the investors through a headhunter 07:18 – Shlomi fell in love with the product and he decided to leave his comfort zone at Akamai 08:06 – PacketZoom started out selling to enterprise and now they're focusing on developers 08:26 – The headhunter was tied to the investors 08:54 – MRR was closed to none before Shlomi joined 09:20 – PacketZoom has a difficult product to built 09:34 – PacketZoom currently has 68 customers 09:59 – PacketZoom is tracking a few KPIs and the number of SDK installed 10:30 – The goal is to hit 15-20M active users by the end of the year 10:40 – PacketZoom is on track and halfway to their goal 10:57 – "We're doubling our activity since I joined" 11:11 – PacketZoom relies heavily on partnerships 11:27 – PacketZoom is partnered with ChinaCache, a large CDN public company selling exclusively in China 11:38 – PacketZoom also has resellers and they already have 3 European resellers 11:50 – PacketZoom is expanding to Asia and Latin America 12:12 – PacketZoom is the perfect partner for their resellers because the resellers are already selling performance 12:30 – The percentage PacketZoom gets depends on the partnership's commitment 12:45 – The partners take away the cost of operation and sales in their territories 13:00 – PacketZoom aims to work with larger partners who are willing to make greater commitments 13:17 – 2017 revenue goal is millions of dollars; they want to prepare for a series B eventually 13:46 – PacketZoom is close to passing the $88K MRR which can equate to a little over $1M in ARR 14:55 – PacketZoom just opened their office in Asia and are opening one soon in Europe 15:17 – PacketZoom has 3 sales people 15:24 – Company size is 20 15:54 – Paid marketing spend is less than $10K 16:48 – Zero customer churn for PacketZoom 18:29 – PacketZoom is a very unique product 19:21 – Assumed LTV 20:21 – The team is spread out in different states and countries 20:40 – Gross margin 20:58 – PacketZoom relies on other cloud infrastructures 21:19 – Gross margin now is 60-80% but will definitely change soon 23:55 – The Famous Five 3 Key Points: You may find the right company at the wrong time, but in order to make it work takes you making a decision. A company can definitely raise money on pre-revenue if the investors see its uniqueness and potential to grow. Start to build as early as possible. Resources Mentioned: 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

Adrien Nussenbaum. He's the co-founder and CEO of Mirakl which was founded back in 2012. He's currently based at the company's Boston office and is responsible for the business' growth in both the business to consumer and business to business sectors. Famous Five: Favorite Book? – Hemingway What CEO do you follow? – N/A Favorite online tool? — Instacart How many hours of sleep do you get?— 5 If you could let your 20-year old self, know one thing, what would it be? – "I would have helped my wife use Instacart" Time Stamped Show Notes: 00:50 – Nathan introduces Adrien to the show 01:20 – Mirakl is a technology company that allows retailers, distributors and manufacturers relaunch and operate an online marketplace of third–party vendors 01:45 – Mirakl is similar to Amazon 02:10 – Mirakl is a technology solution and most of their customers are large enterprise companies 02:39 – Mirakl doesn't compete with Amazon but allows their customers to have their own marketplace 03:05 – Mirakl's technology would allow Best Buy to have different merchants on their website 03:20 – From the consumer's perspective, they can purchase different products from different merchants within one website 03:28 – Mirakl currently has 125 customers in 25 countries 03:41 – Mirakl is a SaaS business 03:58 – Mirakl takes a small percentage of their clients' generated revenue 04:24 – Mirakl provides companies a technology that leverages 12 years of experience in operating 05:13 – Mirakl's cut depends on the revenue bracket they've set 05:49 – Mirakl's charges vary per industry 06:15 – Mirakl's customers charge retailers a certain percentage and Mirakl charges depending on those percentages 06:52 – Generally speaking, the charge is more than 5% 07:20 – Mirakl allows companies to operate a new business 08:15 – The additional earnings a company can get will be from the partnerships they have with other retailers using the Mirakl's platform 09:19 – Mirakl was launched in 2012 09:26 – Mirakl was initially bootstrapped using the money from the previous company acquisition 09:36 – Splitgames was acquired by FNAC in Europe 10:04 – Mirakl raised $2M in the first round and $20M in 2015 10:23 – Both were equity rounds 10:30 – Adrien was the founder of Splitgames and it was initially bootstrapped, but raised later on 11:30 – Adrien is French and he thinks that they are more conservative when it comes to risk than Americans 11:48 – Adrien's risk level when he started Mirakl was fair 11:56 – Mirakl has 2 founders 12:06 – The split was 50/50 but there's a bit more for the one who had the idea 13:02 – Adrien's had a background in banking prior to Splitgames 13:28 – Team size is 160 13:36 – 40% engineering and 25-30% sales 14:05 – Mirakl spends money on programs and lead generation 14:44 – Mirakl makes industry reports with people like Gardner 15:05 – Last month's total paid ads spend was around $30-40K 15:58 – Mirakl sells something that is strategic for their customers 16:42 – Payback period is less than a year 18:50 – The Famous Five 3 Key Points: Creating relationships will not only nurture your network, but increase your opportunities for revenue as well. One can be considered radical or conservative when it comes to taking risks; choose to which degree of risk you're most comfortable taking. In pitching to clients, you have to give them the assurance that your product is valuable to them and that they will NOT be needing any other product. Resources Mentioned: 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 Chung. He's the CEO and co-founder of Verdigris, a Silicon Valley-based internet of things startup focused on smart buildings. Previously, he was a principal engineer for Net Logic, AMD and PA Semi. He graduated with electrical engineering from Stanford University and lives in Sunnyvale, California. When he's not building, he's spending time with his family. Famous Five: Favorite Book? – How the Mighty Fall What CEO do you follow? – Mark Zuckerberg Favorite online tool? — Pivotal 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? – Mark wished that he'd be more growth minded and started earlier Time Stamped Show Notes: 01:07 – Nathan introduces Mark to the show 02:04 – Verdigris is an artificial intelligence company launched in 2012 02:10 – Verdigris focuses on developing technology for commercial buildings that are managing their energy 02:22 – One of Verdigris largest customers is Jabil, a large manufacturing firm 02:28 – Verdigris sensors on Jabil's electric panels collects data from the whole facility 02:40 – Verdigris synthesizes the data into simpler and more understandable reports that facilities' managers can review 02:49 – Then they can understand if they're losing money on electricity or potential equipment fail 03:21 – Verdigris is a combination of software and hardware 04:05 – Verdigris has a hybrid model 04:11 – Verdigris charged on the hardware when it gets installed and a recurring fee for the software 04:21 – The hardware is the bigger revenue stream 04:47 – For a 2-bedroom house, it will cost $1K to install Verdigris 05:23 – Each clamp is $50 a piece 05:54 – Verdigris has raised a total of $16M 06:05 – The first round of funding was in 2012 and Verdigris was launched at the end of 2011 07:11 – Because Verdigris has a hardware component that enables the SaaS, it becomes a sticky product 07:29 – Churn rate is lower than typical SaaS companies and retention rate is higher 07:46 – From a cost standpoint, hardware cost doesn't take all of equity capital 07:53 – You can also finance the hardware 08:34 – Verdigris measures the total amount of electricity measured 08:54 – Currently, they've measured a few megawatts—enough to power a small neighborhood 10:00 – For the SaaS side, monthly subscription fee is $50 or $80 per box depending on the level of service 10:40 – Verdigris gets their sales directly and holds their data infrastructure 10:47 – Verdigris uses Verizon as their back end for all data communication 11:30 – Verdigris is focusing on the commercial space first 12:10 – Customers pay per month is between $50-80 on data plans 12:28 - $1k a month is near average of what customers pay 12:44 – 80% of Verdigris's customers are paying customers 12:56 – Average MRR is around $260K 13:19 – Gross customer churn is zero 14:40 – Verdigris looks for customers who spend around $10K a month in electricity 14:56 – Team size is 30 15:05 – 90% is engineering 15:15 – There are 3 founders 15:23 – The founders are all engineers, one being more business minded than the other two 16:02 – CAC 16:07 – Verdigris doesn't do a lot of paid marketing 16:43 – Verdigris has spent around $10K in 3 months for ads 16:49 – Most people learn about Verdigris through Verizon 17:00 – Verizon's sales people in the field talk to their Fortune 500 customers selling different IT solutions 17:19 – When the customer matches Verdigris' customer profile, the sales team tell them about Verdigris 17:50 – Verizon found Verdigris 18:26 – 2017 revenue goal is over $5M which is 4x from last year's 20:50 – The Famous Five 3 Key Points: With so many SaaS products available, having a SaaS product that uses proprietary hardware creates a sticky, hard to replace product. Your target market should be curated with your pricing plans. Building a partnership with an already established company is beneficial, especially if you're a new one. Resources Mentioned: 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

Mikita Mikado. He's the CEO of PandaDoc, a company founded to accelerate the way organizations transact. He's an entrepreneur, engineer, and executive focused on creating self-sustaining companies. Famous Five: Favorite Book? – Pitch Anything What CEO do you follow? – Satya Nadella Favorite online tool? — Google Calendar 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? – Mikita would tell himself that he doesn't have to focus on making so much money and just focus on learning as much as he can Time Stamped Show Notes: 01:24 – Nathan introduces Mikita to the show 02:03 – Jared Fuller was in episode 193 of The Top and is still part of PandaDoc 02:25 – PandaDoc helps organizations the way they transact 02:39 – all kinds of transactions 02:52 – PandaDoc focuses on deals that have substantial value and paperwork 03:06 – PandaDoc can build proposals, quotes, contracts and close deals in a digital fashion 03:30 – PandaDoc's RPU has increased since last year 03:56 – Annual deals 04:10 – Average customer pay 05:10 – PandaDoc gets most of their customers from word of mouth 05:32 – Using SEO to expand operations 06:15 – PandaDoc gives their small customers templates that they can use in their deals 06:58 – The marketing team finds keywords that are most popular and relevant to them 07:20 – They use Moz and other tools to find keyword 07:59 – PandaDoc isn't built on top of PDF 08:03 – The templates from PandaDoc are in HTML and not PDF 08:41 – QuoteRoller was the first product that was launched in 2011 08:56 – Pivot to PandaDoc at the end of 2015 09:06 – Team size is now 106 09:23 – The last year total raised was $4.5M in cash and $2M in debt 09:41 – Currently, debt has been paid 09:50 – Total amount raised is $19.5M 10:17 – PandaDoc has more than 7K customers 10:30 – 2 different cohorts of customers 10:55 – PandaDoc has a legacy product and a new product 11:22 – Gross churn is satisfactory 11:50 – From last year's revenue churn, it was 9% 13:21 – Some inbound marketers use PandaDoc to close a deal then will stop using it 13:50 – 5% monthly logo churn is high for Mikita 14:38 – PandaDoc has around 100 team members and 2 are focused on target customers 15:13 – CAC and LTV varies 16:00 – Mikita is trying to get under 12 months of payback period 16:29 – Fully weighted CAC can be $1200 16:48 – How Mikita assumes CAC 18:47 – The industry's rule of thumb for payback period is 1.13 of ACV or 14 month payback period 19:05 – PandaDoc has channels with a payback period of 6 months and 2 years 19:29 – PandaDoc has an outbound sales team that is their delta force 19:54 – The outbound sales team finds the industries that PandaDoc should target 21:05 – Paid spend total is under quarter of a million 21:19 – PandaDoc is closed to hit a million in MRR 22:08 – "We want to make an impact" 22:22 – This is a horizontal product 23:47 – PandaDoc focuses on workflow and the actual collaboration on the workflow 23:58 – "We want to system of records for deals or transaction" 24:05 – PandaDoc isn't going to the CRM space 24:18 – Mikita has been in the CRM space before 24:43 – One of the challenges of CRM now is the emergence of AI 27:12 – Mikita's consideration on price of acquisition 30:20 – The Famous Five 3 Key Points: Create a product that can serve a different market and fill the gap that the others haven't seen. Let your goals guide you, but also keep in mind that having a business means being responsible for your employees. Multiple revenue cohorts will lead you to multiple marketing and sales strategies. Resources Mentioned: 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

Gavin Wheeldon. With over 15 years of experience working in technology led or enabled businesses, Gavin has a deep understanding of the impact of technology on the bottom line of an organization. He sold his last business, Applied Language Solutions, a global language technology and service business, and has used some of the earnings to set up a new company, Purple WiFi. Famous Five: Favorite Book? – Who Moved My Cheese What CEO do you follow? – Jack Welch Favorite online tool? — InsightSquared 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'd rather read more of finance" Time Stamped Show Notes: 01:24 – Nathan introduces Gavin to the show 02:29 – Gavin travels a lot and is frequently reliant on public WiFi—that's where the idea for Purple WiFi came from 03:02 – Gavin sold his last company for over $60M 03:20 – His last company was in the translation and interpretation industry 03:23 – They used machine learning to translate languages with incredible accuracy 03:43 – Theirs is also a human editing in between so the translation is perfect 03:59 – Gavin was 36 when he sold it 04:02 – It was completely bootstrapped 04:44 – There's no particular single owner of the space 04:54 – Fon does domestic hotspot and other traditional utility wifi 05:38 – Purple Wifi is the next generation of wifi 06:03 - Purple WiFi is SaaS business, charging annually depending on the number of wifi points 06:14 – For a single venue, the price is $13 a month 06:22 – Purple WiFi also caters to stadiums and airports 06:45 – An airport can average a hundred access points 07:10 - Purple WiFi currently has 17K installations 07:15 – It ranges from restaurants up to a whole city 07:53 – They now have around 80K access points 08:03 – Average MRR is close to a million 08:25 – Purple WiFi offers discount for bigger venues 09:00 – Sales cycle varies every hour 09:19 – A physical venue owner is usually clueless about what is happening in the venue 09:50 - Purple WiFi is channel-based and sells through partners 09:55 – Some of the partners are Telstra and Singtel and other national carriers 10:23 – Team size is over 100 10:30 – 45 are focused on sales and partnerships 10:46 – Telcos are usually built with partners 11:09 – They can build their own access points but it takes years and a huge investment 11:40 – Purple WiFi partners with half of the service providers in the USA 12:37 – Purple WiFi partners with Cisco and Ruckus for the access points 13:06 - Purple WiFi does post visit reviews which prompt the user to review the coffee shop or hotel 13:19 – There was around 500 increase in TripAdvisor reviews 13:21 – 600-700% increase in CRM generation 13:28 – The value of Purple Wifi can be seen from day 1 13:43 - Purple WiFi was launched in 2013 13:48 – First year revenue was $200K 13:59 – 2014 revenue was around $600K 14:13 - Purple WiFi consistently grows over 100% year over year 14:34 – 2017 target revenue 14:48 – Gross margin is 80% 14:59 – One of the challenges is the location and the huge number of data 15:35 - Purple WiFi is processing around 500K data from all of their access points in a day 15:50 – Purple WiFi has net negative churn and gross customer churn is 12% yearly 17:00 – LTV is around 10 years 17:10 – Most enterprise customers are signing 3-5 years with an upfront payment 17:33 - Purple WiFi has raised $13M 17:51 – The costs usually go to engineering and sales 18:07 - Purple WiFi spends on event sponsorship too 18:24 – They track the events prior to sponsorship 18:50 – Payback period is around 12 months 19:25 – Average CAC 19:39 - Purple WiFi is headquartered in Manchester, UK and US office is in Austin, Texas 20:26 - Purple WiFi is tremendously valuable for conferences 23:04 – The Famous Five 3 Key Points: Public wifi solutions are becoming more and more of a necessity especially for establishments and events. Having your own wifi solution allows you to gather data more than you could otherwise. Study your business before starting your business. Resources Mentioned: 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

Tomer Levy. He's the CEO and co-founder of Logz.io. Before co-founding Logz, he co-founded and was the CTO of Intigua, a company that innovated locker-like containers designed for large enterprises. Prior to Intigua, Tomer spent 6 years at Check Point, where he led its intrusion prevention system product from concept to market. He has an MBA for Tel Avi University, a BA in Computer Science, and is an enthusiastic kite surfer. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Jeff Bezos Favorite online tool? — Grammarly 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? – "Take it easy, you'll figure it out" Time Stamped Show Notes: 01:20 – Nathan introduces Tomer to the show 02:06 – Logz is a logins company 02:12 – Some of their customers are Kantar Media and British Airways 02:30 – Logz solves systematic problems in web servers and databases 02:41 – Logz is a SaaS business 02:52 – Logz caters to IT operations and security team of a company 03:24 – You can subscribe to Logz' website directly and pay monthly 03:29 – Logz has 2 main cohorts 03:32 – SMBs would pay around $10-15K a year 03:41 – SMEs would usually pay annually that can grow to hundreds of thousands 03:58 – Average pay is $10K-40K in annual contract value 04:10 – Logz was launched in 2014 and the product end of 2015 04:30 – Logz has an inside sales team 04:38 – Logz offers an open source platform like ELK which is around $500K a month 04:58 – Instead of libraries, ELK will be installed in the servers and take all the data 05:12 – ELK visualizes the data and Logz offer ELK with more capabilities 05:27 – Logz is based on the open-source community 05:55 – Logz isn't the developer of the open source 06:05 – Logz built a solution on top of the open source for log management 06:30 – ELK is like google search for all of your log data 07:02 – There are also other companies who are doing open SaaS 07:10 – Pantheon for WordPress and similar with Cloudera are doing open SaaS too 07:38 – Github just recently offered Git open source as a service 08:03 – Tomer has been writing content even before the launch of the company 08:14 – Logz is number for ELK search and they contribute the most in the open source community 08:43 – Open source has to be good and easy enough to get started so it will have mass distribution 08:51 – But it has to get to a point that it is difficult to scale and make it production grade 09:04 – Logz currently has a thousand companies on board 09:17 – Some are paid customers and some are on free 09:35 – Logz has raised money but they could have built a lifestyle business 09:52 – Logz raised $24M and the last round was $15.6M in October 2016 10:07 – Team size is 70 10:54 – Logz started in October 2014 and ran their first product by February 2015 11:05 – Logz started with 5 non-paying customers after shifting to paid model 11:38 – As your company grow, people will realizes your company's value and be willing to pay for it 11:49 – Logz has 0 revenue in 2014 and 2015 revenue was around 6 figures 12:44 – Logz has already broken a million dollar runway 13:02 – Logz competes mostly with engineers setting up their own open source 13:10 – The commercial side, Logz competes with AWS or Amazon Web Services 13:45 – Gross margin 14:12 – Logz pays $1-5M to Amazon for hosting 15:20 – Minimum MRR 15:46 – Team is based in Telavi, Israel 15:59 – Logz also has a team in Boston where Tomer currently is 16:11 – Gross monthly customer churn 17:07 – "We're very much a land and expand business" 17:43 – Marketing team has 8 or 9 people and 7 sales people 18:10 – Fully weighted CAC 18:40 – Payback period 19:22 – Logz also invest in paid marketing with around $5k a month 19:50 – Logz invests massively in events this year 20:23 – Logz spends a few hundreds of dollars in sponsorships 22:17 – The Famous Five 3 Key Points: When thinking about a business model, try and create on that is "land and expand". Starting as a free service is fine, but you need to make sure you're built to offer your customers more value behind the paywall. Great content coupled with great keywords builds great companies. Resources Mentioned: 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

Derric Haynie. He's the CEO of Vulpine Interactive, a social media marketing agency that helps build contagious brand and passionate fans. Nathan met Derris at Los Angeles when they were at Sean Ellis' Growth Hacking event. Derris has an interesting story that goes from poker to social media to speaking, blogging, growth and digital marketing. Famous Five: Favorite Book? – They Ask You Answer What CEO do you follow? – Neil Patel Favorite online tool? — Queue How many hours of sleep do you get?— 8-9 If you could let your 20-year old self, know one thing, what would it be? – "I wished that I have been able to pursue business earlier and give up poker earlier" Time Stamped Show Notes: 01:51 – Derric believes that his agency will grow and exist on its own 02:02 – The peak of poker for Derric was in 2009-10 when he was 24 02:21 – Derric was making mid 6 figures and working 3 hours a day doing poker 03:00 – Derric had a lot of great mentors in poker 03:19 – Those that are better than Derric are really geniuses 03:27 – Derris started to feel his personal boundaries 03:57 – Derric knows that he'll never be the grand master in poker 04:02 – The best player in poker takes all the money 04:55 – Derric didn't pay himself for the first year and a half of his agency 05:03 – It was in 2014 05:22 – Derric got funding in 2015 of a total of $150k from his poker friends 06:06 – Derric was telling himself that he's not focused on revenue but on learning and finding the opportunities 06:34 – Derric spent around $25K attending conferences and events 07:19 – Derris' wife is his co-founder and they started paying themselves just last year 07:28 – They now make $5000 a month 07:51 – Derric and his wife are trying to structure a company for growth and scalability 08:10 – Vulpine now has 2 part-time employees 08:50 – Raising a child cost Derric around $3000 a month 09:06 – Derric had a lavish life that he gave up 09:31 – Derric has sold a lot of things 10:28 – Team size is 4 10:37 – Typical customers for Vulpine are ecommerce and SaaS businesses 10:48 –They also have to be thought leaders with a willingness to create great content 11:00 – Vulpine is good at repurposing great content and content should be originally from the company 11:21 – 2016 revenue is around $70-80K 11:41 – Check agency/transparency to see their financial score sheet 11:57 – Target MRR is $100K by December 2017 12:07 – If they don't hit $50K MRR by December, they will stop the company 12:32 – Average contract size is $2K a month with 3 months minimum 13:56 – Derric has been advised too that the contract should be at least for a year 14:21 – Derric was thinking of the best value that he can provide for his client when he decided on the 3-month minimum 14:36 – Derric believes that if he can't consistently deliver month over month, he should be fired 15:12 – Derric currently has 14 customers with some pro bono 17:27 – The Famous Five 3 Key Points: Poker may bring more money than your business, but sometimes it's not about money. At a certain point in your life, you have to give up things that you're used to and learn something new. In business (especially pricing) always have a market study and comparison first, or ask for advice. Resources Mentioned: 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

Hal Howard, 20-year Microsoft veteran who gave up a stable, secure position leading the Dynamics ERP development team to satiate a spark of creativity. Today, he's the founder of Komiko, a sales intelligence tool that helps their businesses understand what engagement with customers is working. Famous Five: Favorite Book? – Execution What CEO do you follow? – Satya Nadella Favorite online tool? — Vinfolio 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? – "Don't worry man. Everything's going to work out just fine" Time Stamped Show Notes: 01:45 – Komiko is a sales intelligence tool that helps their businesses understand what engagement with customers is working 02:12 – Komiko is integrated with different sources 02:20 – A cloud-based subscription-based model 02:37 – Hal was at Microsoft for 20 years 02:59 – left Microsoft because he wanted to build something new 03:16 – "There are still unexplored technologies around business applications" 03:54 – Customer pays an average of $30-35 a month per user 04:00 – Team size ranges from 3 to 500 04:11 – There are currently 2000 paying seats across 50 businesses in total 04:33 – Average MRR is $60K 05:19 – Team size is 10 05:37 – 8 are engineers 05:48 – Hal and his co-founder are doing both sales and product engineering 06:00 – Hal is more on the design 06:30 – Komiko is now a complimentary CRM 06:38 – Partnered with Salesforce and most of their customers are using Salesforce 07:19 – CRM is in a different decision set compared to Komiko 07:40 – Komiko works with corporate clients to help them understand what engagement works and what doesn't 07:59 – "We don't lose customers" 08:05 – In Komiko's lifetime, they've only lost 4 customers so far, 1 was acquired 08:28 – CAC is mostly inbound and Komiko was listed in AppExchange 08:44 – Hal and his co-founder alone were able to drive a lot of customers, mostly from referrals and the businesses they've worked with before 08:51 – Just started an outbound campaign in early 2017 08:59 – Has a partnership with GameSite 09:20 – GameSite's focus is how customers engage with the product 09:35 – GameSite is building a platform for customer success and Komiko's metric will help the overall customer solution 09:48 – Komiko raised some capital 10:03 – Total fund raised is around $2M 10:23 – Initial round was convertible note and then the seed round is priced round 10:37 – 2017 revenue target is at least a million dollars 11:04 – 2016 revenue is $15K 11:23 – Gross margin is around 75% 12:09 – Hal won't easily sell Komiko, but he might consider for at least $25M 14:43 – The Famous Five 3 Key Points: Nurture the network that you have, it will always help you in some way down the road. You have the option leave your comfort zone, you can explore and create something new. It's possible to not lose customer IF you consistently help the customers see value in your product. Resources Mentioned: 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

Jose Cayasso. He's a growth hacker, co-founder and CEO of Slidebean, 500 Startups alumni, and a frequent flyer miles hoarder. Famous Five: Favorite Book? – The Lean Startup and Traction What CEO do you follow? – Josh Pigford Favorite online tool? — [email protected] 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? – Jose would tell himself that he had to quit his day job and create something for himself earlier Time Stamped Show Notes: 01:38 – Slidebean has an office in New York City and Costa Rica 01:56 – Slidebean is a web-based tool for making presentations 02:00 – Slidebean focuses on making presentation more efficient 02:20 – Slidebean is a subscription service 02:26 – Most of Slidebean's customers are previous PowerPoint users 02:38 – Team plans start at $49 a month 02:52 – A single presentation service is also available 03:00 – Most of the revenue are from the recurring model 03:14 – Jose started Slidebean in 2014 03:25 – Originally, it was focused on end users 03:40 – Slidebean shifted to businesses that are doing presentations monthly 03:58 – Churn went down from 15% to negative churn in revenue 04:15 – Gross customer churn is currently at 3.5% 04:42 – Jose tried different measures for Slidebean to improve the churn rate 05:09 – They changed the business model while keeping the subscription and premium value 05:28 – Slidebean caters to 2500 paying customers 05:45 – Average MRR is around $120K 06:06 – Jose is originally from Costa Rica and he's not a fan of outsourcing 06:14 – "I still believe that office collaboration is the best" 06:38 – There's a lot of talent in Costa Rica 08:07 – Team size is 22 08:17 – Slidebean has raised a small seed round 08:22 – "We're in the break of profitability" 08:25 – Slidebean is burning around $25K a month 08:43 – Slidebean has raised a total of $850K on a seed round 09:08 – CAC is around $150 09:15 – It's quite low because Slidebean competes in SEO 09:22 – Prezi is one of Slidebean's competition 09:35 – Slidebean targets keywords through AdWords 09:56 – LTV is around $1000 or 18 months 10:39 – Total marketing cost is around $25K-35K including head count cost 11:17 – Gross margin is around 75-80% 11:53 – 2017 target revenue is $2M 12:03 – They don't need to raise more money at the moment 13:00 – 2016 ARR is around $750K 15:25 – The Famous Five 3 Key Points: A shift in business model can allow your company to grow while still retaining its value and growth. Find the right keywords for your business and use AdWords to target them, it can help lower your CAC. The earlier you create something for yourself in life, the better. Resources Mentioned: 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

Jessica Lee. Nathan met Jessica a few months ago and Jessica toured Nathan in 500 Startups' office in San Francisco. She's the founder of Bitesize. She helps companies drive revenue with text message conversations. Famous Five: Favorite Book? – #GIRLBOSS What CEO do you follow? – Sophia Amoruso Favorite online tool? — Trello How many hours of sleep do you get?— 6-8 If you could let your 20-year old self, know one thing, what would it be? – "Everybody has the same kind of challenges and overcoming them is the REAL WORK Time Stamped Show Notes: 01:37 – HandStack and Bitesize are the same company 01:49 – Bitesize helps brands drive revenue through interactive text messaging 02:00 – A new movie studio has a new movie and wants to reach a million movie goers 02:10 – Bitesize will reach people by text message 02:20 – The messages will be from a movie character and the approach is interactive 02:42 – Bitesize will drive the person to a download link at the end of the conversation 03:01 – Building a list for text is the challenge for Bitesize 03:25 – Bitesize uses manual texting tool 03:40 – There's a law that's protecting consumers where you can't randomly message people with algorithms or without human intervention 03:56 – Bitesize helps client send text with manual human intervention 04:27 – Jessica shares how an actual message happens 04:30 – The company will create a group chat, add people, and click send manually 04:39 – People's reply will go to your app and you can continue to interact with them 05:08 – The difference with the usual group text and from Bitesize is, you don't get to see other people's messages 05:34 – Bitesize charges per text and data 05:42 – Per text charge is .25₵ 06:11 – Most of Bitesize's costs is from data 06:16 – Twilio is at .02₵ 06:45 – Data charges can go up to .16₵ 06:58 – BiteSize's clients pay them for their marketing skills too 07:15 – For a thousand new messages, an average of 6% will reply which a lot higher than social media ads 07:45 – A lot of Bitesize's customers will send millions of texts 08:13 – Revenue is measured by campaigns: 140 for the last 6 months 08:41 – Bitesize has raised $125K from 500 Startups 08:56 – Team size is 6 09:03 – 3 in the bay area and 3 elsewhere 09:26 – Average MRR 09:58 – 50% of the campaigns are paying quarterly and some campaigns are daily 10:20 – Each campaign pays an average of $10K to $100K for the .25₵ per text messages 10:43 – 10% of Bitesize's customers are from referrals 10:50 – Initially, Bitesize was focused on outbound sales 11:08 – "Because our product was so unique, people like to know what it is" 11:38 – Bitesize originally started with political campaigns 11:49 – Because of Jessica's background, most campaigns are for the democrats 12:29 – Jessica believes that Bitesize is a tool that is meant to connect people in a more meaningful way than ads 13:05 – 2013 revenue is around $250 13:17 – 2016 revenue is $300K for 6 months 13:30 – They pivoted to a more commercial use case in the final 6 months 13:40 – 2017 target 13:59 – "My hope is to grow organically" 16:05 – The Famous Five 3 Key Points: Texts can be very spammy but if done right, the return is better than with online ads. Messages should connect people in a more meaningful way. Growing organically is cheaper, and it creates more resonance, but it's harder to do. Resources Mentioned: 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

Bo Jiang. He's the co-founder and CEO of Privacy.com, a new way to transact online without showing your credit card number or pin. He previously worked on mobile products with Hatch Labs, which is the venture studio that incubated Tinder and Pixie TV, which was acquired by Samsung. He holds a BS in Mathematics in MIT. Famous Five: Favorite Book? – High Output Management and Who What CEO do you follow? – Charlie Munger Favorite online tool? — Zoom 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? – "Pay attention and see things through" Time Stamped Show Notes: 01:34 – Bo has always been interested with Bitcoin and Krypto frequency where the idea of Privacy came from 01:56 – Privacy was a side project in Bitcoin 02:00 – Bo didn't pay anything for Privacy 02:10 – Bo retained the domain as an investment for the company 02:51 – Bo shares how he made the deal of using the domain for free 03:10 – Domains are assets but the value won't grow that much 03:28 – Bo gave the domain owner less than 10% of the company 03;40 – Privacy has a browser extension and mobile app 03:44 – It allows you to create unique card number for every purchase you make online with just one click 04:00 – You can use any name or details and set your own credit limit 04:20 – It's actually a debit card which can be linked to your checking account 04:30 – Currently, there's nothing that is completely unhackable 04:42 – Privacy takes the best practices and security measures to ensure the client's security 05:25 – The cards from Privacy can't be use anywhere else 05:38 – Privacy makes money from interchange 05:43 – Every time that there's a transaction using a card, the merchant pays Visa, Visa shares the fee with the bank, and the bank shares the fee with Privacy 05:56 – If Nathan uses $100 on an Amazon checkout, Privacy will get around 1% 06:51 – Privacy has raised $3.5M 06:59 – Transaction volume is how Privacy's revenue grow 07:10 – Privacy is more focused on how much people have saved from using them 08:06 – Privacy was founded in 2014 and was launched as a beta first, a year ago 08:30 – Privacy currently has 150K users 09:15 – Privacy is growing in double digits, month over month in transaction volume 09:23 – Privacy has already broken a million transactions in just a month 09:50 – Team size is 10 based in New York City with some in Florida and Oregon 10:16 – Bo is still thinking of Privacy having a premium feature 10:31 – Average MRR is around $10K 10:57 – Bo was inside of Hatch Labs 11:20 – Bo thinks that Tinder work because it was the right product at the right time 11:55 – Hatch Labs was a venture studio and had 10-20 projects at a time 12:41 – What IC puts in every project in Hatch Labs depends on the project 13:06 – Bo left Hatch Labs a year and a half ago 15:14 – The Famous Five 3 Key Points: While online shopping is becoming more of a necessity, online security can still be questionable so having an alternative to paying with a credit card is something people are looking for. Focus on your company's mission and the rest will follow. Don't overestimate or underestimate things – see through them. Resources Mentioned: 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

Amanda Newman. When she was 26 and working as a relator in Liberty, Toronto, she created a website for local deals, events, and news. Soon, other realtors were approaching her about the website, and she realized it had the potential spread all across North America. Today, Park Bench, her company, has grown from a fun little marketing idea to help a struggling realtor, into a multi-million-dollar company with 27 employees and a rapid growth rate. Famous Five: Favorite Book? – DotCom Secrets What CEO do you follow? – Gary Vaynerchuk Favorite online tool? — DocuSign How many hours of sleep do you get?— 7-9 If you could let your 20-year old self, know one thing, what would it be? – "To start writing down my goals" Time Stamped Show Notes: 01:54 – Amanda was in episode 353 of The Top 02:11 – In 2016, Amanda was doing $80K in MRR 02:16 - $4500 from upfront payment 02:25 – They build neighborhood focused website for real estate agents 03:07 – Amanda had 215 customers in 2016 with $880K revenue in 2015 03:15 – Each customer is paying $350 a month with a total of $70K MRR 03:20 – 5% churn, CAC of $400 and LTV of 20 months 03:26 - $7000 LTV with 8 people in the team 03:31- Founded in 2014 03:38 - Park Bench builds neighborhood websites 03:40 – They have the technology that aggregates local content 03:46 – They sell the exclusive rights to the neighborhood sites which are run by 1 real estate agent per neighborhood 03:53 - Park Bench provides training and guidance on how to use the website and leverage it 04:05 – "They become a conductor of their community" 04:18 - Park Bench currently over 1000 customers 04:46 – They invested a lot on Facebook advertising 05:00 - Park Bench gets 60-100 realtor inquiries who want to be the digital mayor of their neighborhood 05:10 - Park Bench has 3000 sq. ft. office with 30 employees 05:16 – In May, Park Bench hit $628K in revenue which is their biggest month by far 05:38 – It's the total revenue 05:38 – Last month, Park Bench sold to 150 realtors who have paid upfront of $4500-5000 05:57 – Churn is now 2.75% with 65-70% renewal rate 07:18 - $628K May revenue divided by $5000 to get 126 customers 07:38 – 75 existing customers and 50 new customers 09:00 – CAC is $676 and LTV is around $13K or 3 years 09:51 – Currently, Amanda isn't sure where to spend their money so they're investing more on Facebook ads 09:58 – They track the leads they get daily 10:16 – The Facebook algorithm is making it more expensive now to get new customers 10:25 – They invest more on content and wanted to drive more organic traffic 10:40 – They spend $6500 on ads monthly 11:02 – "We're just growing our business" 11:23 – On personal wealth creation, Amanda only thinks of being happy 11:37 – "I don't have to raise money, I don't have to sell the company" 11:40 – Amanda loves her team and enjoys being a part of it 12:15 – Gross margin is over 90% 12:45 – The investment deal should be strategic and can be from, like Keller Williams, for Amanda to accept it 13:00 – Amanda wants to access to more real estate agents 13:41 - Park Bench has country managers who work with clients whenever they need to 13:54 - Park Bench is starting to offer realtors other things they need like in marketing 14:02 - Park Bench knows lead generation too 14:30 – Amanda's parents sold their company to invest in real estate 14:50 – Amanda is still thinking if she will invest in real estate too 15:04 – "At this point, our best return is to invest in ourselves" 15:27 – Amanda's dad has a foundation and is currently in Kenya 18:02 – The Famous Five 20:46 – $1.9M 2016 revenue 20:53 – 2017 target revenue is $6.3M and currently on track 3 Key Points: Have a reliable support system that will make your customers be stickier. With Facebook's ever changing algorithms, it's better to invest more on creating great content to drive more organic traffic and leads. Write down your goals so you can keep track of them. Resources Mentioned: 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

Todd Johnson, a serial healthcare information technology entrepreneur committed to building great products, teams and companies. Todd has a track record of cultivating great ideas and great business that offer incredible company cultures and attention-grabbing brands. Before his current company, HealthLoop, Todd was the founder and CEO of Salar, a Baltimore, MD-based provider of acute care physician charge capture and documentation solutions. Famous Five: Favorite Book? – The E-Myth Revisited What CEO do you follow? – Donald Trump and Elon Musk Favorite online tool? — Gmail, Boomerang and Inbox 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? – Todd wished he could have took things less seriously Time Stamped Show Notes: 01:59 – Everyone needs healthcare at some point in their life 02:30 – Salar was able to replace paper processes at hospitals 03:08 – Salar was sold to the country's second largest medical transcription company 03:16 – It was a $15M exit 03:40 – Todd lives in Silicon Valley 03:57 – Todd has a couple of reasons why he chose to rent rather than to buy a property 04:37 – HealthLoop was initiated in 2009 and was an idea for over a year 04:51 – Todd joined HealthLoop in 2013 04:49 – The founder is a doctor from San Francisco 05:50 – He's still part of the board 06:28 – HealthLoop is a platform that automatically pushes notifications before and after a diagnosis or surgery 06:40 – It connects patients and doctors 07:00 – 5 years ago, there's no model around improving the quality of care 07:38 – Multiple parties benefit from an improvement in health care 08:28 – In order to retain the trust of the patients, you have to gain the doctor's trust as well 08:46 – HealthLoop has an enterprise subscription model 09:03 – Average contract is $120K to $150K that can escalate year over year 09:21 – They pre-pay the cases that they might have in a year 10:28 – HealthLoop's customers are very targeted 10:35 – The expansion per area depends on how the incentive shakes out 10:50 – HealthLoop is currently working with 70 groups and 20 hospitals 11:13 – HealthLoop has an older subscription model which some of their existing clients have 11:30 – HealthLoop has raised $21M 11:44 – HealthLoop is in an attractive space for competition 12:20 – They have 90% annual retention 12:43 – The institutional mindset 13:08 – Team size is 40 13:18 – 8 are in the sales team 13:53 – HealthLoop's current enterprise sales cycle is around 6-7 months on a 120 ACV 14:16 – CAC is quite high 14:55 – There are many competing organizations in the market 15:34 – LTV will depend per organization 16:07 – Todd is seeing a 150% growth from last year in terms of ARR 16:38 – There's so much unpredictability in the space which can be a bad thing 17:31 – Hospitals need to be thoughtful about spending cash 17:49 – HealthLoop will spend more on adapting to a new management 18:17 – HealthLoop's gross margin is around 70% 20:33 – The Famous Five 3 Key Points: There's not enough consumer tech that is solely dedicated to healthcare. At least once in our lifetime, we will need healthcare, and the ability to have a quick, back-and-forth communication with your health provider is powerful. Because of the aging baby boomer population, healthcare is an incredibly attractive space for investors right now. Resources Mentioned: 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