SaaS Interviews with CEOs, Startups, Founders

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

Chau Nguyen. He's the founder and CEO of Hirewire, an on-demand hiring app for hourly workers. In his previous venture, Chau hired over 20K people only to realize his hiring process was broken—and that's when he got the idea for Hirewire. To date, Chau has raised $4.1M in funding. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Elon Musk Favorite online tool? — Slack 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? – "There is no replacement for hard work" Time Stamped Show Notes: 01:14 – Nathan introduces Chau to the show 01:47 – Chau's previous venture was Campus Special 01:50 – It's an online platform for college students 02:00 – They had 4K sales representatives meeting merchants 02:11 – Chau had Campus Special for 8.5 years before selling to a public company a few years back 02:28 – Chau was 25 when he launched Campus Special and he's 36 now 02:47 – Campus Special was doing $15M in revenue when he sold it for $25M 03:45 – The negotiation was just about what the buyers would pay for it 03:55 – It was bittersweet for Chau to sell Campus Special but still proud of it 04:27 – Chau owned 100% of Campus Special 05:00 – Chau stayed on board with the acquirer for a year 05:30 – Chau thought that he can use his past experience in hiring 06:15 – With Hirewire, Chau saw the need to invest heavily on the product and technology, hence the fund raise 06:29 – Initial raised was $2M and the next round was $2M as well 06:36 – Both rounds are convertible note 06:47 – Hirewire is a marketplace where employers and job seekers can connect 06:52 – It is a mobile app to speed up the process 07:00 – There's chatting with images and videos 07:06 – Next release will be focused on on-demand hiring 07:25 – Hirewire has a monthly subscription for employers and free for applicants 08:10 – Hirewire has a pay as you go model for small businesses 08:20 – The monthly subscription is usually for big companies like McDonalds 08:40 – Hirewire's core customer based are the recurring customers 08:48 – Hirewire focuses on the restaurant industry which has the highest turnover 09:08 – Hirewire charges per location per month, starting at $50 to $100 depending on usage 09:53 – Hirewire was first launched in Atlanta and was on beta for year 10:00 – They launched with nothing 10:24 – In one year, Hirewire got 4K employers to sign up, over 100K job seekers with around 1K people hired 10:56 – Hirewire has 2 drivers that allowed them to grow quickly 11:00 – First is hitting a pain point 11:44 – Second is doing the application online 12:14 – Hirewire is in 4K locations with 5K hiring managers 12:30 – Some locations can have at least 2 hiring managers 12:40 – Average MRR is a little over 200K 13:06 – Hirewire has been and is still testing pricing 13:31 – Gross customer churn 13:40 – A restaurant's churn could be 100-200% like losing an entire team 13:56 – Prior to launch, Chau was really afraid of what will happen but still think that they make the hiring process easier and faster 14:19 – Ultimately, people will stay where they're happy and making money 14:31 – Hirewire is retaining 95% of the employees which makes the churn 5% 14:50 – Team size is around 15 based in Atlanta 15:07 – Hirewire does paid acquisition 15:17 – 50% of the job seekers are from organic traffic 15:23 – Hirewire also uses social media channels to drive users and has spends $10-25K monthly 15:54 – Freightos has a marketplace model plus SaaS 16:38 – Chau's goal for Hirewire is to be very sticky with high retention on the employer side 17:19 – Hirewire is not making money on the marketplace aspect and just on the SaaS aspect 19:10 – The Famous Five 3 Key Points: You can't stay at where you are forever, change is constant so move on and start anew. Leverage what you've learned in the past to create something that can refine the system. Always test your product first. 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

Mathilde Collin. She's the CEO of Front, a SaaS company working on redesigning email for teams. She started with Y Combinator in the summer of 2014, and today has 20 employees and 1700 customers. Famous Five: Favorite Book? – Zero to One What CEO do you follow? – Patrick Collison Favorite online tool? — Slack How many hours of sleep do you get?— 8 and a half If you could let your 20-year old self, know one thing, what would it be? – "People that are struggling should be super motivated because that's what everyone go through" Time Stamped Show Notes: 01:04 – Nathan introduces Mathilde to the show 01:33 – Mathilde was in Episode 413 of The Top 01:43 – Back then, they had 1200 customers, $13M raised, around a million in revenue in 2015 01:53 – An average customer pays 200 a month leading to an MRR of $240K 01:58 – Gross churn was 3% 02:10 – Front now has 40 team members 02:13 – "We tripled our revenue" 02:15 – The number of customers didn't triple because they had bigger companies using Front 02:43 – Current MRR is around $750K 03:02 – Front still has 80% of what they've raised last year 03:13 – Total capital raised was $14M 03:45 – Front is burning $250K a month 03:50 – Mostly from head count 04:29 – Churn has always been low 04:35 – Net churn has always been negative which -10% monthly 04:50 – User churn is around 3.5 - 4% 05:04 – MRR churn is low 05:30 – The teams that are paying Front more per month tend to be very sticky 06:10 – Gross margin is 88% 06:22 – Front APP is the easiest way to manage a shared inbox as a team 06:29 – A sample of shared inbox is support@contact or a social media account 06:37 – Front simplifies everything in one place 06:54 – For Front's growth, they lend it and extend it 07:00 – Net negative churn is coming from existing customers 07:04 – Existing customers have been upgraded to new plans or added teams 07:10 – HubSpot started with 1 team and now they have 13 teams with Front 07:26 – Front now has a marketing team with 3 people 07:35 – Front has now done more advertising and content 07:41 – The most effective for Front is AdWords 07:52 – Monthly CAC is around $15K 08:03 – Front tracks sales qualified leads 08:26 – It takes 7 trials to get 1 new paying customer 08:38 – After the trial, the customer will be categorized as an enterprise or SMB and mid-market companies 08:50 – The goal is for the sales people to get the trial set up 09:02 – The sales cycle is 3 weeks 09:20 – 95% of the customer is going through 3 weeks than the offered 2 weeks 09:26 – People are using Front than Slack because Slack is usually for before synchronous communication 09:34 – Front is for a synchronous communication 09:40 – A synchronous is every communication that is done externally should have an upfront 09:49 – Slack messages can also be distracting with the team 10:13 – Front competes more with Intercom than with Slack 10:25 – Intercom is usually better for customer communication while Front is for general communication 10:43 – Front is an email client 11:40 – Customers are buying Front to replace email 11:46 – In other cases, Front replaces helpdesk solutions like Desk, Zendesk, Freshdesk, Help Scout, etc 12:12 – Mathilde won't sell Front now even for $95M 12:25 – "I think I will sell when I'm not as confident as today" 12:37 – Front makes Mathilde happy 13:04 – Mathilde is now 28 13:15 – Front was launched in early 2015 13:29 – Mathilde wanted people to be happy at work so she made Front 15:07 – Mathilde has always been happy and confident that they can do a series B 15:56 - "I do have some inbound" 16:30 – Mathilde was part of an article in Entrepreneur.com 19:10 – The Famous Five 3 Key Points: Growth can be measured by several different metrics—the important thing isn't the metric, it's the important thing is consistency. Stay with what makes you and other people happy. People love reliability—if you can deliver that in a product or service you're on to something. 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

Mariano Suarez-Battan. He's the founder and CEO of MURAL, a digital whiteboard for exploring complex challenges visually. Global 2000 companies like IBM, Intuit, Steelcase, and Autodesk have deployed MURAL at scale to enhance collaboration in their digital workplace. A former startup in residence at IDEO, Mariano also founded Three Melons, a game studio that designed and published online games like Bola, which was acquired by Playdom and Disney in 2010. Famous Five: Favorite Book? – Purple Cow What CEO do you follow? – Aaron Lewis Favorite online tool? — LinkedIn 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? – To trust in your gut always Time Stamped Show Notes: 02:12 – Bola has created games for large brands like Lego 02:23 – Back then, the social games industry was moving fast with Zynga, Playfirst and Playdom 02:31 – Mariano thought that, strategically, it made sense to grow bigger with those companies 02:45 – It was also a great decision, financially and professionally 03:00 – Mariano started Bola in Argentina 03:24 – Acquisition price was with stock and equity 04:12 – The cash was $4-5M 04:26 – $600K was the payback for the investors 04:44 – MURAL was a startup in residence in IDEO 05:03 – IDEO brought in Collaborative Fund as a funder for MURAL 05:10 – MURAL's vision is to make every designer share their design thinking globally 05:36 – IDEO was like an incubator 05:49 – Prior to IDEO, MURAL has raised closed to $1M 05:59 – Collaborative Fund invested money on MURAL while IDEO made MURAL known to big companies like IBM 06:33 – Some of IDEO's DNA are in MURAL 07:00 – MURAL's pricing 07:02 – $12 per member per month and billed annually, $16 billed monthly 07:10 – The pricing on the website is for online customers 07:23 – A quarter of their customers are online and the rest are enterprise costumers 07:46 – MURAL is a SaaS business 08:22 – MURAL has over 40K active users monthly 08:58 – MURAL has no free plan but has introduced a free education plan to help kids 11:00 – MRR is around $280K 11:11 – Average ARR 12:06 – Currently, MURAL has raised a total of $2.4M 12:16 – Team size is 35 12:45 – Most are in product development and engineering 12:55 – Office is located in San Francisco 13:30 – Gross monthly churn 14:17 – Some of the customers are entrepreneurs selling to multiple departments 15:23 – MURAL churn on online customers is quite high 15:38 – Average cost per new customer 15:55 – One of MURAL's new customer is from an event they've sponsored 16:04 – The cost of the sponsorship with other expenses was $3K 16:29 – What Mariano does is split up general cost with the number of new customers 16:50 – Gross margin is around 85% 18:45 – The Famous Five 3 Key Points: The investment in your company doesn't always need to be cash. Before going into an acquisition or partnership, go on a vacation and think about it with a clear head. Having different revenue sources leads to different churn sources—focus on where churn is the least. 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

Patrick Bosworth. They launched in 2012 with 3 co-founders and are now at 105 people. They help hotels—specifically, they help hotel locations better optimize their pricing. They raised $51 million serving over 3000 individual hotel locations paying on average 17 grand per year. They will very soon be doing about a $50 million run rate, 75% gross margin which they tripled over the recent future. This is incredible how they worked that fixed cause structure to drive more growth and bring the margin up over time. They spend about $20,000 on CAC; so there is a super healthy payback period at about 14 months. They are based in San Francisco and Las Vegas. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? – Matthew Prince Favorite online tool? — Gnome How many hours of sleep do you get?— trying to get 8, but is getting 7 hours If you could let your 20-year old self, know one thing, what would it be? – I wish that I had believed that it was okay for me to be happy back then Time Stamped Show Notes: 00:44 – Nathan introduces Patrick Bosworth to the show 01:23 – Patrick is the co-founder and CEO of Duetto Research, his focus is driving vision and growth at a company 01:50 – Patrick thinks his MBA from Harvard is crucial in the building of the company; a friend of Patrick's convinced him of the opportunity to build a tech business and introduced him to co-founder Craig Weissman, who was at Sales Force at the time 02:15 – In the fundraising process, his MBA created credibility as well as his co-founder's MBA from Cornell. Another co-founder also went to Harvard and they were all able to maximize their networks 03:01 – Patrick did the two-year program and it helped him get a grounding in business terminology considering his background was in the arts and in politics 03:37 – If the network is the main concern, there are short term programs, but they are expensive 04:02 – Nathan says he is willing to spend money for people who enter the program to get access to the network 04:23 – Duetto is a hotel software company leveraging on medium data to help hotel managers make smarter decisions on pricing optimization 04:47 – Duetto gets the demand from a particular hotel and picks the price for each customer segment, channel and room type for the next 13 months 04:57 – This has increased the revenue of the hotels from 6.5 to 8.5% which increases their profit from 75 to 100% 05:15 – Duetto gets revenue from the subscription payment that is paid annually based on the product they are buying and number of rooms in the hotel 05:42 – Patrick is surprised that companies are not taking advantage of the performance kicker 06:41 – Last month, 5% of the revenue came from the flat SaaS model 07:10 – The target customer varies – if it is a strong brand like the Marriott, they need to go directly to them rather than the real estate owner; in smaller brands including independent hotels, they need to go to the management company 08:32 – On a per property basis, they are getting $17,000 to $18,000 per hotel per year and it varies according to the number of rooms and products they are buying 08:50 – The company was founded in 2012 09:17 – Patrick and Marco worked on the business idea for about a year and met with Craig in September 2011; it took them 5 months to court him 09:52 – While Patrick and Marco were fundraising, they were only getting $1 - $2 million valuations but when Craig joined, it jumped up to $10 million 10:49 – Craig has more equity than Patrick 10:58 – They have raised four rounds of capital amounting to $58.3 million 11:33 – The payback period is 14 months and they are spending around $20,000 to acquire new customers 11:51 – They have literally not lost a customer in 5 years 12:55 – Selling to the lodging market is difficult because it is an old school industry that does not embrace technology quickly 13:17 – The company tried to spend more on additional sales reps or demand gen but the cash got spent inefficiently 14:12 – Duetto can grow by expanding their reach geographically 14:31 – By the end of the quarter, they are close to 3000 hotels in 98 countries 15:04 – There is a lag in gross and deferred bookings, but the current run rate is a fraction of Nathan's calculation of $50 million 16:10 – The company has a larger services organization than most and they grew from 30% to 70% gross margin in the past year 17:06 – They staffed up sales globally and the services organization with the platform growth margin north of 95%, but the blended gross margin including the onboarding services dips down in the 70s 18:26 – They had a fixed cost structure 18:41 – Patrick says they did spend a million bucks a month during the early years and it was partly due to naiveté 19:56 – The investors have big expectations and they were the ones that reassured Patrick of the capital and growth 20:34 – In the last round in 2015, they were able to raise $30 million 21:55 – The investors changed their mindset in 2015 and in 201

Sunil Thomas. He's had a ton of experience working in tech companies and decided in 2013 to take the plunge himself and go all in with his 2 co-founders. They've since raised a total of $9.6 million – $1.6 million seed and $8 million in series A. They launched revenue in 2016, broke $1.5 million in total sales and this May 2017, broke $400,000 in MRR out of about $5 million ARR. He wants to double that by the end of the year, amounting to $800,000. They have a team of 45 based between California, New York and India—again, making it easier for mobile applications to understand what the heck users are doing in their apps. Famous Five: Favorite Book? – Play Bigger What CEO do you follow? – Satya Nadella of Microsoft Favorite online tool? — Slack How many hours of sleep do you get?— 7-8 hours If you could let your 20-year old self, know one thing, what would it be? – I wish I knew as much as my kids knew at 13, I had no clue what I was doing at 20 Time Stamped Show Notes: 00:44 – Nathan introduces Sunil Thomas to the show 01:32 – Sunil Thomas is the co-founder and CEO of CleverTap 01:46 – CleverTap combines people-based analytics with user engagement, it can be used in your mobile app and website and you get to understand what they are doing 02:23 – It is like a combination of Mix Panel plus App Boy for mobile apps and websites 03:17 – The average customer pays them $2500 – $3000 a month based on event data 03:37 – The top cohorts pay $10,000 to $20,000 a month 04:21 – CleverTap is one of the few companies that has both Accel and Sequoia as their funders and they have raised a total of $9.6 million dollars with a seed of $1.6 million and $8 million in series A 05:18 – CleverTap started in 2013 and has 3 co-founders—Suyin has had various work experiences in the tech industry 05:56 – CleverTap came about because of the need to engage users 06:47 – Nathan says there are only a limited number of apps a person engages with on a daily basis 07:02 – Sunil says their business is targeted on the companies and not the consumers 07:28 – There are more than 10,000 apps that go into the app stores every day 07:53 – The pricing starts at $1000 a month 08:23 – An average monthly active user does 15 to 20 events in your app 08:54 – They currently have 200 paying customers and 2000 apps that are sending them live data 09:13 – A plan of the company is to cover 10 million events a month for their free plan in 3 years 09:31 – The conversion rate is 30% for those who are using the free plan to a paid plan 09:44 – Nathan computes the revenue is at least $400,000 a month 10:05 – In terms of competition, there are three sets of apps: apps that get app data for sales, attribution provider apps and the one about user engagement and app analytics where CleverTap is 11:19 – Their growth churn is very low with everyone on the less than 1,000 plan who are still sticking around 11:51 – The company started to monetize just a year ago and has a 400,000 growth rate 12:15 – They have 45 people globally – 11 are in the US and 32 are in India with the core engineering team in India 13:10 – To acquire new customers, they have marketing qualified leads from websites and they hit bigger accounts on the outbound, focusing on direct sales rather than marketing and advertising 14:41 – The biggest expense is in the hosting 15:18 – It was hard during the early days, but it has now come to a point where they are benefitting 15:55 – In 2016, they broke $1.5 million in revenue and are targeting to get to $10 million by the end of the year 17:04 – The Famous Five 3 Key Points: Look for a need and fill the gap in today's current technology. Know your target market well! You may start slowly at first, but it will pay off in the end. 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 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

Keegan Peterson. Keegan is a technology entrepreneur blazing a trail in the legal cannabis industry. He has worked for many software and services companies. He founded Wurk which helps cannabis businesses pay their employees while adhering to the Federal and State Regulations. Keegan is also a former division one athlete from Florida Atlantic University. Famous Five: Favorite Book? – Stealing Fire What CEO do you follow? – Elon Musk Favorite online tool? — Asana How many hours of sleep do you get?— 5 to 6 hours If you could let your 20-year old self, know one thing, what would it be? – "I wish I would have started something earlier in my lifetime" Time Stamped Show Notes: 01:19 – Nathan introduces Keegan to the show 01:53 – Cannabis is a fascinating industry that is a great place for technology to play a big part in it 02:31 – For a year, Keegan financed Wurk but they've now raised $3M from venture capital (VC) 03:09 – Cannabis businesses include growing, selling, and extracting the plant 03:29 – "Marijuana" and "Weed" have a negative stigma, unlike "Cannabis" 03:46 – Wurk makes profit by selling a service to their clients 03:56 – Wurk ensures cannabis businesses' taxes are paid correctly and calculated correctly 04:33 – Payroll companies being backed by national banks cannot touch cash made from cannabis 04:54 – Wurk is a SaaS company and is in 17 legal cannabis states 05:17 – They sell their services directly to business owners 05:30 – They have hundreds of users on their platform 05:39 – Keegan launched Wurk 2 years ago, in August 2015 06:10 – They currently have 18 employees in 3 offices 06:28 – It's NOT a requirement to smoke cannabis to work for Wurk 06:40 – They do look for people who believe in cannabis as a progressing industry 07:13 – Wurk provides a whole difference face to the industry 07:30 – "We are not the traditional cannabis business" 07:45 – A large portion of Wurk's clients are in cannabis, but there are some clients that are not 08:12 – Most business owners in the business pay their employees in cash 08:27 – "We're trying to help solve that issue" 08:42 – The average client payment per month ranges from $10 to $30 09:03 – Number of employees and number of states the business is in are factors in a client's metrics that determine how much they pay to Wurk 09:55 – Wurk doesn't charge per customer; they charge per employee 11:00 – They don't have a lot of competition 11:16 – They have a low churn of 2 customers in 2 years 11:41 – Currently, they don't have an average Customer Acquisition Cost (CAC) because they mostly get referrals 12:01 – They have 5 full-time sales reps with 1 chief revenue officer and other employees are on implementation 12:18 – Their sales reps earn through salaries and incentives 13:40 – The Famous Five 3 Key Points: There are still industries that are not saturated. If there's hole in an industry, there's a market for a business that can fill that hole. Referrals or word of mouth is still one of the best ways to get a customer. 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 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

Tye Schlegelmilch to the show. Tye is the founder of Hinged following a 16-year career in finance, and most recently as co-CIO for Fortress Investment Group which has about 70B assets in their management. Prior to that, Tye was with a variety of different finance firms including Goldman Sachs. Famous Five: Favorite Book? – The Snowball What CEO do you follow? – Jeff Bezos Favorite online tool? — Skype and GoToMeeting How many hours of sleep do you get?— 5 to 6 hours If you could let your 20-year old self, know one thing, what would it be? – "I wish I've been more measured with certain things in my life" Time Stamped Show Notes: 01:08 – Nathan introduces Tye to the show 01:48 – Tye has a lot of friends who entered the entrepreneurial space 01:58 – As an engineer, he's always been curious about how he can make things work better 02:13 – He moved out to Connecticut and bought a house 02:17 – Tye saw an opportunity in being able to get things done, understanding what needed to be done, and when it needed to be done in a home 02:37 – Diving into entrepreneurship was just a result of his curiosity 02:55 – Hinged is a holistic online platform for homeowners to better understand, manage, and control all aspects of home ownership 03:43 – Hinged's business model is providing a full software solution for the service providers 04:05 – Hinged is highly selective with who they want (service providers) on their platform 04:20 – They take 5% of the revenue that goes through the platform to the provider that's providing the maintenance or repair 04:39 – Hinged is a marketplace 05:23 – They have several hundred homeowners on the platform 05:43 – Across Fairfield and Westchester Country, they have a few hundred service providers in 50 different categories 06:57 – On an average user basis, there are 20%-40% who have spent money on the platform 07:31 – Hinged launched in Feb 2017 08:32 – Appliance repairs are the hottest category on their platform 09:40 – The average price of services done on Hinged is about $1500 10:19 – Tye funded everything on Hinged 10:54 – Internally, they just discussed capital-raising 11:13 – The industry Hinged is in is a "land-grab" so they're looking into raising capital to expand 11:47 – Today there are 5 full-time employees and a development team from Cogniance 12:48 – They started with a sales team for service providers 13:02 – Teams are continuing to ramp on Hinged 13:35 – Hinged was very well thought out before Tye put money into it 14:05 – Tye's salary in finance ranged from back office administration to major league baseball players 16:06 – The Famous Five 3 Key Points: There will always be better ways to do things—keep on brainstorming. Don't hold yourself back from your own curiosity. Be selective with who you work with; this will affect the quality of 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 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

Zvi Schreiber, founder and CEO of Freightos – the internet marketplace for the trillion-dollar international freight industry. Zvi was previously the CEO for Lightech which was acquired by G.E., and was also the founder and CEO of Unicorn Solutions which was acquired by IBM. Additionally, Zvi was the founder of G.ho.st, a predecessor of DropBox, which ended in a fire sale. He's spoken widely and was in many articles and patents. He has a PhD in Computer Science and he's the author of Fizz: Nothing Is as It Seems, which tells the history of physics as a novel. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? – Jeff Bezos Favorite online tool? — Mixmax How many hours of sleep do you get? — 7 hours If you could let your 20-year old self, know one thing, what would it be? – "It's okay for startups to take on a big conservative industry" Time Stamped Show Notes: 01:08 – Nathan introduces Zvi to the show 02:23 – Freightos is targeting the world of international freight 02:45 – 90% of the products sold in the West are imported – the entire lifestyle is dependent on international freight 03:18 – The biggest cost components in the freight industry is the trucking, ocean liners, port handling, and airlines 04:38 – "This big industry is very inefficient" 04:52 – Asking for a quote from a big freight forwarding company can take about 3 days 05:45 – Freightos is the "Expedia" for freight 06:09 – Freightos makes money by taking a cut of the transaction 06:24 – They basically do the marketing for the seller 06:40 – Freight forwarders are companies that arrange freight like Expeditors and H. Robinson 06:59 – Some more known forwarders are UPS and FedEx 07:24 – The buyers in this marketplace are the import/export companies 08:46 – Freightos helps with importing/exporting and not door-to-door deliveries 09:15 – Freightos only takes 2% from the freight forwarders' transactions 09:35 – They don't take any percentage from the buyer's end 10:02 – Many freight forwarders are using Freightos' software to automate their own pricing 10:23 – Freightos is a SaaS business 10:33 – They've recently raised $25M from an investment round led by G.E. 11:21 – In 2016, 90% of their revenue came from SaaS because they've just launched the marketplace that year 11:35 – Without the SaaS, freight forwarders are not able to do instant pricing 11:54 – The SaaS platform is serving about 1,000 freight forwarders all around the world 12:04 – Freightos is the market leader for the SaaS 12:22 – There are only a few thousand freight forwarders that matter and Freightos has 1,000 of them as customers 12:35 – January 2012 was the launch date of Freightos 12:43 – Freightos' team size is about 150 people across the world 13:17 – Every shipment involves 2 countries 13:26 – Their biggest office is in Jerusalem and Barcelona 14:07 – Their customers pay less than $1K/month to tens of thousands per month for the subscription 14:43 – The reason why most marketplace startups fail is because of the chicken-and-egg problem 15:06 – Freightos spent 4 years selling SaaS to companies 15:40 – Freightos' first year revenue was 0 15:45 – Their first revenue came in 2013 16:25 – It was in 2015 when Freightos earned their first million 16:56 – Each month, there are about several hundreds to a thousand transactions in their marketplace 17:33 – Freightos is starting to educate freight forwarders and importers/exporters that they don't need to wait anymore for pricing 18:16 – There are thousands of buyers already using their software 20:03 – The Famous Five 3 Key Points: Our lifestyle is heavily dependent on imported goods. Find an industry's pain point and start from there. Don't be afraid to create a startup in a big and conservative industry. 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 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

Stephen Stuut. He's the CEO of Jumio.com. He brings more than 25 years of experience fueling corporate growth and leading technology businesses. Before Jumio, he served as a CEO of TruePosition, a leader in location-based service technology. Prior to that, he was a president and CEO of Broadband Innovations delivering digital interactivity services to cable TV providers. During his 10 years, he has raised over $30M in equity from venture capital firms and strategic investors and ultimately sold the company to Motorola in December of 2005. Famous Five: Favorite Book? – A Book from McKinsey What CEO do you follow? – John Mallone and Greg Maffei Favorite online tool? — Outlook 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? – "Travel just a little bit less when your kids are young" Time Stamped Show Notes: 01:28 – Nathan introduces Stephen to the show 02:10 – Jumio is a SaaS business, particularly, trusted identity as a service 02:18 – Jumio does identity verification and document verification 02:35 – Jumio will validate the ID, making sure it isn't fraudulent 02:40 – Jumio does biometric facial comparisons from the selfie picture and ID picture for identity verification 03:11 – Jumio's customers are merchants who need to know the identity of a person 03:19 – Airbnb is one of Jumio's customers 03:29 – Jumio caters to airlines, bitcoin companies and banks that have money-laundering requirements 04:13 – "The world is moving to the internet online clamors" 04:17 – Walking into a building and flashing your ID is quite inconvenient 04:58 – Some, like Nathan, don't bother to change their license ID even if it's unrecognizable 05:35 – Customers typically pay 1 year worth of transactions in advance 05:49 – Average contract price 07:17 – Stephen isn't the founder but is a CEO who came in later 07:23 – The founder started Jumio after he argued with a credit card about his identification 08:15 – Jumio was founded in 2014 and Stephen came in 2 years after they launched 08:32 – Stephen was brought in by the investors 08:48 – Jumio has raised $60M to date 09:14 – Jumio just broke in 150K identity verifications in a single day 10:02 – The investors of Jumio 10:48 – Jumio has processed 26M verifications in 2016 10:55 – 2017 verification number 11:21 – The team in 2015 was around 90 and now it's around 110 in the west and a thousand in India 12:01 – Jumio is a hybrid blend of computer vision, facial recognition and human integration into one 12:27 – Stephen is an optical engineer and has designed laser weapons 13:14 – Jumio is well-known in the fintech and economy space 13:25 – Jumio has a sales force direct with a team of around 20 13:50 – Jumio does trade shows in the marketplace 14:28 – Jumio has the top 4 unicorns as customers 15:34 – Different markets have different value that they see from the pricing activity 16:51 – "This is very much a grab the market share and its transactions" 17:40 – The Famous Five 3 Key Points: It's a relief to know that verifying your identification can be easily done. Pricing value affects different markets greatly. Spend more time with your kids while they're young. 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 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

Cam Miller and Akin Onal, the founders of MORI/BabyMori.com. Cam is the chief growth officer and co-founder at MORI. He is responsible for building out their essential babies' brand and the creative use of marketing and technology. This summer, he represented the brand as one of the 500 startups at Mountain View Accelerator. Prior to MORI, he studied an MBA at London Business School, had various roles in Australia, France and the UK, and studied engineering business development finance and event management. Famous Five: Favorite Book? – The Lean Startup (Cam) Most recent read book – Bhagavad Gita Favorite online tool? — Slack (Akin) How many hours of sleep do you get?— 7-7/5 (Akin) If you could let your 20-year old self, know one thing, what would it be? – "I wish I got into entrepreneurship a bit sooner" Time Stamped Show Notes: 01:08 – Nathan introduces Cam and Akin to the show 01:47 – Cam and Akin met at JP Morgan 02:12 – There are a lot similarities between what they were doing at JP Morgan and what they are doing now 02:19 – MORI is a direct-to-consumer business model 02:33 – MORI has over 10K customers over 50 countries acquiring 1000 additional customers per month 02:57 – The non-subscription model is what MORI have on most countries 03:05 – MORI has really high repeat orders per month 03:13 – MORI is looking to relaunch a new and improved subscription model 03:31 – The sleeping bag has been their bestseller for the last 6 months 03:51 – A repurchase is when the same customer buys the same item, but a bigger size 04:35 – Half of the revenue per month comes from repeat customers 05:15 – The sweet spot on sales for repeat customers ends around 2-2.5 y/o 05:45 – Average cart price is $100 06:26 – MORI uses Klaviyo and MailChimp for their upsell 07:21 – The website's product recommendation is manual 08:35 – 2016 topline sales was around $500K 09:00 – 2017 goal is $4M topline 10:03 – Cam and Akin have pivoted over 1 and half years 10:09 – MORI had a subscription model before the e-commerce 10:24 – After launching the latest collection in an ecommerce platform, sales went up 11:32 – The subscription is only for a specific product 13:20 – A repeat customer is the one who goes to the site to buy again 13:33 – The subscription model is almost phased out 14:22 – A lot of the products on the site are bundled, but they're not part of the subscription 14:45 – The customer cohort of MORI outgrows them 15:53 – Paid acquisition last month was $50K 16:14 – They've recently launched a retargeting program 17:00 – MORI just closed a $2M round which was an equity round 17:28 – LTV 18:14 – LTV is measured on the growth trade and not on revenue 18:31 – Pre-money valuation 19:45 – The Famous Five 3 Key Points: The right model for your business can be proven by an increase of revenue. Keep in mind that your revenue growth is NOT the only basis of your LTV. Start entrepreneurship 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 Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

David Dunne. He's the CEO and co-founder of Velocidi, a marketing intelligence company that harnesses data for leading brands and agencies. In the 7 years since founding Velocidi, it enables marketers to make data-driven decisions that optimize marketing spend. David is currently leading the firm's next chapter into artificial intelligence. Famous Five: Favorite Book? – Selling the Invisible What CEO do you follow? – Richard Branson Favorite online tool? — Tidal 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? – "Hurry up, things are changing fast, you have to move faster" Time Stamped Show Notes: 01:07 – Nathan introduces David to the show 01:41 – Velocidi focuses on how AI can speed up insights 01:48 – Velocidi's technology has always been enabling the process of analysts driving the insights 02:22 – The analysts are Velocidi's customers 02:39 – Velocidi is a SaaS business selling licenses 03:01 – Pricing starts at $3K a month 03:23 – Average monthly RPU is around $6K 03:44 – Velocidi charges by the amount of data streams 04:20 – Velocidi uses API calls to bring in the data 04:42 – Velocidi was launched in 2010 05:19 – There are people who are with David in building Velocidi 05:44 – David was a part of a global business 06:11 – David was happy with Edelman, but he wanted to reinvent himself 07:46 – David was 43 when he started Velocidi 09:26 – Every entrepreneur takes risks 09:51 – David has always separated personal assets with work 10:15 – Velocidi was capital intensive for the first few years 10:56 – Velocidi has initially raised $3M from friends and families 11:01 – Velocidi just closed a $12M round 11:18 – David has ambitious plans for growing the business 11:49 – More capital allows you to have more options 12:10 – CAC 12:21 – Most of Velocidi's customers are large global agencies 12:31 – Velocidi is expanding into other industries 13:45 – LTV to CAC ratio 13:58 – David tries to look at some of the classic businesses for comparison 15:19 – Velocidi focuses on what they can give to customers 16:04 – Velocidi keeps their customers for at least 5 years 16:54 – Some of Velocidi's customers have thousands of customers and there's a lot of room to grow 17:39 – Velocidi is innovating their product at a much faster rate 17:55 – The innovations depend on the customer's' needs 18:21 – Velocidi is expanding their automated self-serve platform this year 18:40 – Velocidi has hundreds of customers 19:19 – Self-service means different things 20:08 – Analysts have been using excel and powerpoint 20:42 – Velocidi delivers the core-data and the clients tailor the data 21:11 – The quality of the data alongside a creative makes Velocidi's clients standout 23:01 – David believes that data with creative is a better creative 23:55 – Average MRR 25:36 – David won't sell Velocidi 26:53 – The Famous Five 3 Key Points: Entrepreneurs will always take risk—what matters is how big of a risk you're willing to take. Focus on what you CAN commit to your customers. Things change faster than you think; so KEEP moving and don't get left behind! 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 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

Aaron Klein. His career has largely been in the intersection of finance and technology. As co-founder and CEO at Riskalyze, he led the company twice to being one of The World's Top 10 Most Innovative Companies in Finance by Fast Company Magazine. Today, over 150 riskalyzers served thousands of advisors. Aaron has served as a Sierra College trustee and in his spare time, co-founded a school project for orphans and vulnerable kids in Ethiopia. Investment News has honored him as one of the industry's 40 Under 40 executives. Famous Five: Favorite Book? – Extreme Ownership What CEO do you follow? – Ben Horowitz Favorite online tool? — Twitter, Evernote and Uber 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? – "The most important skill that you will ever have in starting a company is making great hiring decisions" Time Stamped Show Notes: 01:15 – Nathan introduces Aaron to the show 02:07 – Riskalyze's mission is to empower the world to invest fiercely 02:20 – An average consumer struggles to invest and understand the concept of investing 02:39 – Warren Buffett said "Stock for the one thing the American consumer refuses to buy when they were at their cheapest and only wants to buy at their most expensive" 02:48 – Riskalyze invented risk numbers that they can create for short-term 03:06 – Riskalyze's focuses on the short term 03:43 – The harm usually comes from short-term decisions 03:58 – Riskalyze needs a context to understand how to make a good short-term decision 04:11 – Investors who don't use Riskalyze would normally ask if the 2% down on their portfolio is still okay 04:18 – 8% of that portfolio is actually normal 04:56 – "We tend to stereotype people based on their age" 05:12 – The typical questions in the industry would often base on the age of the investor 05:41 – Riskalyze has a team of academics who delve into the data and methodology behind the risk number 06:00 – Riskalyze's technology helps the advisor assess how much risk they can handle in a quantitative-objective way 06:27 – Riskalyze works with financial advisors and helps their investors become more successful 06:45 – Riskalyze is a SaaS business 06:48 – Riskalyze is launching their auto-pilot platform 07:19 – Pricing starts at $145 a month 07:36 – Riskalyze was launched in 2011 07:41 – Prior to Riskalyze, Aaron was in a brokerage firm and saw firsthand how poorly average investors thought about risk 07:54 – Aaron told his financial advisor friend about the risk and they founded Riskalyze 08:07 – Equity was 50/50 at first 08:27 – They've raised and brought in investors along the way 09:03 – Investors have seen a good return of up to 10X 09:48 – Riskalyze is currently focused on going to financial advisors first 09:59 – Riskalyze was capital efficient 10:02 – First round of funding was around $420K all equity 10:23 – Riskalyze is a substantial business and their ARR was a multiple of the capital deployed 10:40 – Total funds raised to date is $24M 11:10 – Team size is 175 from 90 last October 11:24 – Based in Auburn, California 12:21 – Riskalyze currently serves 19K advisors 12:25 – There's no free plan 12:42 – Advisors are known to be money efficient 12:59 – Riskalyze tried a free version 13:23 – The plan was originally $99 a month 13:40 – After they tested to push the price up, their conversion rate tripled 14:10 – Gross annual churn 14:32 – Riskalyze typically loses an advisor to retirement or death 14:48 – Riskalyze found a solution for retirement 15:33 – Aaron doesn't have the number for their net expansion RPU yet 15:50 – Riskalyze rolled out their advisor product in March 2013 15:53 – Then, they went into hyper-growth mode, from 380 customers to 2000 16:24 – They lost track of the data with only 4 people 16:50 – Cost to acquire new customers 17:10 – LTV 18:00 – Nathan recommends Klipfolio as a dashboard for Aaron 18:15 – Aaron rolled out a premier tier of Riskalyze in February which is $225 19:18 – Average MRR 21:30 – Aaron shares why Warren Buffett recommends investing in Vanguard 21:31 – Vanguard fits the people who are in their 70s and 80s 22:04 – Buffett also said that going to an advisor isn't necessary 22:18 – Aaron believes that Vanguard should still be a part of a person's portfolio; but what about someone who is a risk 45 and Vanguard is a risk 78? 24:45 – Nathan never went to an advisor as he found them fishy 25:15 – Aaron doesn't have any financial advisors at the moment but he will in 2-3 years 25:20 – Aaron believes that an advisor can help him maximize the money that he has for the future 26:08 – The reason to use an advisor 26:32 – Riskalyze wants people to get risk aligned with the risk they can handle 26:48 – Advisor charges a flat fee based on the investor's asset 27:34 – The value of human vice 29:14 – The Famous Five 3 Key Points: If an average consumer knows his risk number, he will be more confident to invest. An advisor will not only help you manage you

Andrew Fischer. He's a seasoned entrepreneur with extensive business development and sales experience in digital media and enterprise software or SaaS. He's recently launched Choozle, a simple and digital marketing platform in the fall of 2012. Based in Denver, Colorado, Choozle is the world's fastest growing digital advertising platform. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Jeff Green Favorite online tool? — Evernote 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 will probably reinforce the message of focus" Time Stamped Show Notes: 01:04 – Nathan introduces Andrew to the show 01:35 – Choozle is the fastest growing digital advertising platform because of Inc Magazine's annual ranking 01:45 – It will be Choozle's first year in Inc 02:02 – Choozle became profitable last year 02:16 – Choozle was launched in 2012 02:25 – Revenue is between $5-10M 02:29 – Team size is around 32 02:36 – Choozle raised a small round 02:54 – Choozle is a SaaS that installs on an agency level 03:07 – The lowest level of subscription is $99 for an agency with one client and up to $2K a month for unlimited accounts 03:21 – Average pay per customer is $300 a month 03:25 – Choozle has 250 clients 03:30 – Choozle offers hybrid-managed services 03:51 – Choozle is also an ad-tech company, so they take a percentage of media 04:03 – Media shares start at 40% 04:17 – Choozle is a premium player in the space 04:53 – 2016 revenue 05:00 – 2017 target revenue 05:34 – Majority of Choozle's revenue are coming from Q3 and Q4 05:51 – Choozle has raised $8.5M to date 06:02 – Choozle's grace capital is from non-traditional services like a family office 06:29 – The goal when they had a raise was to build a sustainable company 06:51 – The raise was an equity-based investment 07:02 – Average churn is 5-7% per month 08:03 – Andrew is currently happy with their churn rate 08:32 – LTV to be 08:52 – CAC 09:22 – Average payback period 09:34 – Choozle has 10 full-time salespeople, total team size is around 30 11:25 – The Famous Five 3 Key Points: The digital advertising space is quite saturated and the churn rate of a SaaS businesses is quite high. Aim for your company to not just be profitable, but sustainable as well. Don't limit who you allow as investors in 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 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

Heather Marie. She's the founder and CEO of Shoppable, a technology company that helps media companies, brands and retailers bring the checkout experience to anywhere a consumer discovers or engages with their products. While with Shoppable, she won the 2013 Women in Digital Award from L'Oreal, was named 1 of the 10 Most Powerful Millennials in Manhattan by Gotham Magazine, and 1 of the 11 Tech Gurus Changing the Luxury Game by Refinery29. The company was a 2014 Webby Award Honoree for Online Shopping, a 2016 Webby Honoree for Technical Achievement and named one of the 100 Brilliant Companies by Entrepreneur Magazine. Famous Five: Favorite Book? – Never Eat Alone What CEO do you follow? – Jennifer Hyman Favorite online tool? — Boomerang for 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? – "Just how long everything takes" Time Stamped Show Notes: 01:07 – Nathan introduces Heather to the show 02:07 – Shoppable creates a technology that helps people buy what they see online 02:37 – People see products in every place 02:50 – Shoppable created a patent pending technology that provides different locations to shop that is outside the traditional retail shop 03:20 – Heather started the company in 2011 03:36 – Heather pitched Shoppable to a number of different retailers 03:49 – Shoppable launched a technology with The Wall Street Journal 04:00 – The Wall Street Journal branding was able to bring in a bunch of retailers and advertisers 04:40 – Shoppable has grown to under 30M products across the whole platform 05:28 – Shoppable brings the technology to where the consumers already are 05:40 – com uses Shoppable on their website and customers can buy directly from the website 07:24 – Shoppable brings the technology to different types of companies 07:40 – Shoppable is also integrated with publications such as WSJ, Condé Nast and others 07:58 – Shoppable is a SaaS company and charges annually for licenses 08:20 – Average customer pay is 5 figures 09:11 – Prior to Shoppable, Heather was at post acquisition of com 09:26 – Heather was a founding member of Affinity Labs 10:21 – Heather got into Affinity right after college 10:39 – The exit with Monster was all cash with an additional incentive 10:49 – Heather made it for 2 years after the acquisition, doing research on Shoppable 11:45 – Heather had to make Shoppable work 12:01 – Heather knew that she would start her own company 12:21 – Heather had debt that she was able to pay off after the acquisition 12:55 – Heather kept a part of the money for Shoppable 13:40 – Heather also had to downsize her condo to keep her expenses low 15:13 – There are ways you can increase your buffer 15:33 – Heather had to change her habits 16:22 – Shoppable has raised $5M 16:33 – The last round was a year ago 16:43 – Heather isn't selling to Shopify 16:55 – Shoppable is above breaking even 17:24 – Team size is 20 and they are all based in New York 17:53 – Heather went on a business trip to NY and on her second day, she thought that Shoppable was made for NY 18:31 – Shoppable has around 438 merchants and 2000 brands 18:38 – One merchant could have hundreds of brands 19:15 – Average ARR 21:13 – The Famous Five 3 Key Points: As an entrepreneur, you need to know how to manage money well. Building a company requires research and an action plan—especially if that company is your first and last shot at building one. Be aware that things in business and in life may take longer that what you're expecting. 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 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

Charlie Gaudet. He's the best-selling author of The Predictable Profits Playbook. He's a keynote speaker and creator of predictable profits methodology—the most reliable way to systematically generate predictable profits for small businesses. He's been an entrepreneur since the age of 4, creating his first multi-million dollar business at 24 and has helped others generate millions through his strategy. He's received a lot of awards, recognitions and has given business advice around the world including INC, Forbes and Fox Business as well on podcast and radio. He was named one of the American Geniuses Top 50 Industry Influencers. He's a crossfitter, Brazilian jiu-jitsu fighter and 3-time wrestling state champion. He lives in New Hampshire with his wife, 3 adorable kidpreneurs, and 1 badass dog. Famous Five: Favorite Book? – Losing My Virginity What CEO do you follow? – Richard Branson and Jeff Bezos Favorite online tool? — Infusionsoft 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? – Charlie would tell himself to stay in line and pick one particular craft to master Time Stamped Show Notes: 00:53 – Nathan introduces Charlie to the show 02:08 – Charlie is no longer in real estate 02:38 – Charlie grew his real estate company to $3-4M before getting out of it 02:46 – They built 2 roads and 30 homes 02:54 – Charlie was in Episode 343 03:21 – Charlie wasn't having fun in real estate so he shifted 03:32 – Charlie has always been growing businesses 03:48 – Someone came to Charlie asking him to help grow his business and paid him $500 an hour 03:54 – It was in 2009 04:18 – Charlie went to $500 from hour to $2500 an hour 04:36 – Charlie realized that there is value in coaching 04:49 – Charlie ended up making 1.1M when he changed his model 05:35 – In 2016, 90% of Charlie's income was percentage-based 06:05 – Charlie is going to a more scalable model in 2017 06:34 – Having the business that is dependent on Charlie won't be good in the long run 06:53 – Charlie can build a system around his coaching model 07:40 – Charlie had a client in the financial space 07:44 – Charlie created 4 emails in the financial space for a 12-hour promotion that made $212K 07:56 – The client is a small business company 08:12 – Charlie had a client who was selling to lawyers who also brought in $200K from the 4 emails that Charlie curated 08:32 – In some cases, Charlie would get a percentage of top line revenue and for others, he would still get paid per hour 09:20 – The baseline payment will still depend on the client 09:38 – Charlie is highly recommended by his clients 10:26 – Charlie will also bring outside expertise to help him 10:53 – When Charlie got into a marketing promotion, they controlled the whole promotion 11:30 – Something is always bound to happen and Charlie tries to have a contingency plan 12:00 – Charlie has made most of their money from the incentive-based model 12:20 – Recently, Charlie found out that lost $75K from the incentive-based model 13:33 – Most of Charlie's clients are using Infusionsoft 13:39 – For every email that they blast out, they have built in tracking 14:331 – Nathan is confused as to why Charlie would switch from the real estate to incentive-based coaching, which is hard to predict 14:37 – Charlie's company is named Predictable Profits for a reason 15:26 – Charlie has different coaches delivering value 15:56 – Group coaching can work on a scalable format 18:25 – The Famous Five 3 Key Points: If you lose interest in what you are doing; decide if it's time to take the leap and pivot to something new. Something is always bound to happen, so a contingency plan is necessary. If you focus on just one craft, you can grow consistently and exponentially. 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 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

Colin Day. He's the chairman and CEO of a company called iCIMS which he founded in 2000 with a vision to deliver applicant tracking software, emphasizing easy-to-use, unparalleled, customer service. iCIMS is the largest stand-alone provider of talent acquisition software in the industry and stands among Forbes top 100 fastest growing private cloud companies in the country Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Satya Nadella and Marc Benioff Favorite online tool? — Office 365 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? – "Trust your gut and trust your instincts" Time Stamped Show Notes: 01:08 – Nathan introduces Colin to the show 01:47 – iCIMS know they're winning by customer base 02:02 – iCIMS is next to Oracle 02:37 – iCIMS has a bedrock product that is their applicant tracking system 03:07 – iCIMS is a SaaS business 03:39 – iCIMS has multiple products, but the main product is the tracking system 03:52 – It handles compliance around data 04:14 – Pricing varies 04:21 – Recruitment becomes an important part of a company when they reach 100 employees 04:37 – iCIMS has price buckets that fit the smaller market, mid-sized and high-end markets 05:10 – How Colin started a SaaS business in 1999 05:17 – Colin graduated from Cornell with a degree in Psychology 05:23 – Colin wanted to do something entrepreneurial 05:38 – Colin's first client was from New Jersey 05:56 – Colin was logged into Comrise's proprietary system 06:21 – Colin then thought to buy the rights to Comrise's proprietary system to start his own company 06:48 – Colin started as a recruiter in 1997 07:36 – The CEO of Comrise believed in Colin 08:43 – Colin saw an opportunity and bought the system 08:57 – The CEO of Comrise loaned Colin the capital for iCIMS 09:40 – When Colin was working as a recruiter, they couldn't find enough technology to work 09:55 – It was a "hey day" when Colin spun out 10:20 – The capital was called a payroll loan 10:48 – Colin will call the CEO every time he needed money 11:11 – Colin didn't negotiate equity upfront 11:37 – iCIMS was charging monthly 12:23 – Current team size is around 650 12:33 – In November, they'll be moving from New Jersey to Old Bell Labs HQ 13:06 – iCIMS has grown without any outside money other than the loaned capital 13:17 – iCIMS has brought in a private equity company 14:14 – The money from the private equity company went directly towards the equity and not on the operational side of the company 14:29 – Besides getting an outside investor, it is also a good choice to get a private equity company 15:22 – Colin has a desire to win 16:12 – iCIMS's mandate is to convince the world to be contrarian 16:51 – Colin wants iCIMS to be the definition of winning 17:30 – Colin tries to always stay focused 18:18 – CAC 18:43 – Average annual contract price is around $30K 19:50 – Average MRR 20:40 – The Famous Five 3 Key Points: Don't be afraid to ask someone about their business plan. Always desire to win and stay focused – it works. Trust your instincts; don't doubt yourself. 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 Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Scott Duffy. He's the co-host of Business & Burgers and a contributor at Entrepreneur.com. He's also listed as one of the top 10 keynote speakers of Forbes and Entrepreneur. He started working for bestselling author and speaker, Tony Robbins. He's been a part of early stage exits and worked with big brands like CBSSport.com, NBC internet, Fox.com. He sold his last company to Richard Branson's Virgin Group. He's the best-selling author of the book called Launch!. Famous Five: Favorite Book? – You Are a Badass at Making Money What CEO do you follow? – Dave Meltzer Favorite online tool? — Skype How many hours of sleep do you get?— 5.5 to 6 hours If you could let your 20-year old self, know one thing, what would it be? – "You don't win by hard work alone" Time Stamped Show Notes: 01:02 – Nathan introduces Scott to the show 01:51 – Scott wants to tell The Top tribe that it is all about being real and integrity 02:01 – Scott is doing a lot of work regarding mindset 02:05 – Scott has a new book coming out called Breakthrough 02:26 – It is being published by Entrepreneur Press 02:30 – Scott was working on the timeline 02:54 – Scott shares a story about failing 02:58 – Scott had a business called Smart Charter 03:04 – Scott was looking for distribution and ended up making a deal with Virgin 03:16 – Scott was putting in $10K-15K of his personal money 03:33 – Scott closed a deal and they moved to their new office 04:12 – Scott is now officially a part of the Virgin Group 04:42 – Scott wasn't paying himself nothing before he sold the company 04:54 – Prior to Smart Charter, Scott was a part of Sports 1 USA 05:20 – Majority of Scott's savings went to Smart Charter 05:51 – Instead of taking money out out Smart Charter, Scott decided to go all in 06:18 – Scott now has equity with Virgin 06:57 – Scott sold Smart Charter in 2008 07:10 – Scott learned that the biggest job of an entrepreneur has nothing to do with business 07:19 – The most important job for an entrepreneur is to protect himself 07:44 – Smart Charter had an equity pool prior to Virgin 08:22 – The possible deal from Virgin 09:17 – In a matter of weeks, everything changed with Virgin/Smart Charter 10:05 – On Scott's first day with Virgin, he knew that if he messed up, there wouldn't be another chance 10:28 – Scott's superpower is in getting distribution for early stage companies 10:51 – As a small company, dealing with big companies does not make you better 11:19 – The deal with Virgin didn't turn out the way Scott thought it would 12:26 – As an entrepreneur, Scott thinks he was played 12:53 – Entrepreneurs have to know how to repackage the things that have happened to them 13:09 – Business & Burgers is a search for the best burger in America and offers a side of great business advice 13:14 – They hit the best restaurant and talk to the top local entrepreneur 13:35 – Next episode is Daymond John from Shark Tank 15:20 – The Famous Five 3 Key Points: Don't be discouraged; sometimes, you just have to learn things the hard way. Entrepreneurs need to know how to protect themselves. Take time building relationships – relationships are everything. 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 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

Michael Segala. He's the CEO and co-founder of a company called SFL Scientific, a data science consulting firm that specializes in big data solutions. He's for leveraging machine learning in analytics techniques to arrive at insights to numerous industries— from healthcare to stock market predictions. Before founding the company, Michael worked as a data scientist in some of the well-known companies such as Compete Inc., Akamai Technologies and he also holds a PhD in Particle Physics from Brown University. Famous Five: Favorite Book? – The Challenger Sale What CEO do you follow? – Larry Page and Sergey Brin 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? – "Diversify my education, learn more than just science from the early set, it will help you out" Time Stamped Show Notes: 01:09 – Nathan introduces Michael to the show 01:56 – The founding members of SFL Scientific are particle physicists 02:41 – They have a deeper understanding of the problem—from the academic and business perspective 02:58 – SFL Scientific is completely bootstrapped with $2K as their initial funds 03:07 – SFL Scientific got their first client only a few weeks after their launch 03:24 – The first client was a group of people from Stanford studying sleep apnea 03:30 – Sleep apnea is a disease that makes you stop breathing for a couple of minutes while sleeping and can lead to death 03:46 – The group's idea is to take the sound and record it through an iPhone app at night 03:59 – The group hired SFL Scientific to build an entire suite of AI machine-learning product solution 04:04 – SFL Scientific also got an FDA resolution for the product 04:30 – SFL Scientific is a complete professional-based consulting firm 04:40 – They write specific algorithms for the clients depending on their needs 05:18 – SFL Scientific got their first client in 2015 05:24 – Michael is now 31 05:44 – The pricing depends 06:17 – For a high-level R&D-based projects, the charge is hourly 06:34 – SFL Scientific does R&D-based projects with minimum requirements 07:10 – Most clients don't understand the scope of the project so SFL Scientific asks business questions or strategy 07:45 – SFL Scientific provides the possible end result 08:08 – First year revenue is low 6 figures 08:27 – SFL Scientific has 3 co-founders 08:38 – Michael does more on the sales stuff such as talking with client, one handles the technical and the other handles the implementation of behind-the-scenes coding 09:14 – Equity is almost equal with Michael getting 34% 09:37 – The first 2 years, they invested back into the company most of what they got 09:53 – They had some very low salaries 10:27 – SFL Scientific almost broke a million in 2016 10:42 – 2017 revenue might go over and above a million 10:57 – Team size is 10 11:30 – SFL Scientific currently has a dozen clients 11:38 – One of the clients takes up around 20% of the revenue and Michael knows that it is dangerous 12:00 – SFL Scientific has no churn yet 12:08 – SFL Scientific mitigates a couple of ways the employees can work on multiple projects at a time 12:24 – SFL Scientific doesn't invest only in one problem—go vertical to diversify the risks 13:12 – Looking at data science in general, the challenges are unanimous 13:34 – SFL Scientific is capable of understanding and solving cases from different industries 14:07 – Nathan just finished Thinking in Systems 15:48 – If you don't have decent data to support a model that is accurate to a certain degree, you're not going to get anywhere 17:03 – SFL Scientific looks at the potential of a project 17:16 – Michael is most excited with the health industry in terms of AI and machine learning 19:15 – The Famous Five 3 Key Points: Consider yourself lucky when you're completely bootstrapped and you end up getting your first client only after a few weeks of launching. It's quite risky to only solve one problem as a company; diversify your services so you have a greater chance of surviving. Study different fields and see how you can solve cases from these different industries. 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 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

Owen Sadeghpour. A year ago, he was the technical employee or founder at an earlier company and has raised over $50M. Now, he's working at a successful company. He's also got a different project called You Exec. Famous Five: Favorite Book? – Blue Ocean Strategy and How to Win Friends and Influence People What CEO do you follow? – Jeff Bezos Favorite online tool? — Squarespace How many hours of sleep do you get?— 6-10 If you could let your 20-year old self, know one thing, what would it be? – "The older you get the more you realize that human relationships are 50% of your work" Time Stamped Show Notes: 01:05 – Nathan introduces Owen to the show 01:46 – You Exec is a community of professionals that are looking to improve their careers or the way they have relationships with people 01:57 – You Exec creates incredible resources for free and for paid members 02:13 – The paid members have the advantage of more features than the free members 02:26 – Paid members pay $4/month 02:43 – You Exec also takes insightful books, like The Lean Startup, and summarizes them 03:30 – You Exec's content is usually posted on many different channels 03:35 – Some of these channels include Medium, LinkedIn and Facebook 03:56 – You Exec has a mailing list that people subscribe to 04:25 – You Exec used to be something else 04:33 – As a technical person, Owen would write technical articles which were posted on Hacker News, a Y-combinator news stream 04:43 – Owen's article landed on the front page 04:59 – Owen's first article was Google and Facebook Ad Traffic is 90% Useless 05:20 – Nathan shares how he found Owen and what piqued his interest in him 05:50 – Owen has been a follower of Hacker News 06:02 – The first article wasn't intentionally made to blow up 06:49 – When Owen submitted the article, it got 30 upvotes only after a few minutes 07:03 – The readers were mostly looking at the tools that Owen featured 07:16 – By the time Owen got 50-60 points, Owen noticed that it wasn't getting on the front page which was supposed to happen 07:27 – Owen got some coffee and after 6 hours, he got tons of emails and the article was on the front page 08:20 – Owen's objective in creating the article was to share with engineers that they're wasting their money 09:10 – The article got a total of 30K views 09:47 – Owen wants people to see You Exec's value; that's why they sign up 09:51 – Owen doesn't share You Exec's numbers 10:40 – You Exec has around 1k signups on the paid membership 11:11 – Owen has Google Analytics on while working so he saw where the referrals are coming from 11:56 – The first article still gets around 10 readers a day 12:20 – Owen focuses on insights to bring traffic 12:50 – Owen is passionate in improving patients' lives 13:08 – Owen believes that a media company is great, but his passion lies in helping individuals 13:44 – You Exec also pays for resources 14:25 – When You Exec pushes out a weekly newsletter, they include references to the creditor 14:50 – The article should save You Exec's members hours of work 15:25 – You Exec pushes out all the sources of things 16:44 – The Famous Five 3 Key Points: Create something of value and people will stick with you. More and more people are finding ways to shave hours off their workload WITHOUT sacrificing their quality of work. Relationships with your colleagues are KEY to having a great work experience. 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 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