SaaS Interviews with CEOs, Startups, Founders

Steve Olsher. He's the chairman and founder of Liquor.com. He's a New York Times best-selling author of What Is Your WHAT?: Discover The One Amazing Thing You Were Born To Do. He's also hosted the number 1 radio show, Reinvention Radio, and is a national keynote speaker and creator of the New Media Summit. Famous Five: Favorite Book? – The $100 Startup What CEO do you follow? – Giovanni Marsico Favorite online tool? — io How many hours of sleep do you get?— 7-8 If you could let your 20-year old self, know one thing, what would it be? – "I wished I would have trusted myself more" Time Stamped Show Notes: 01:10 – Nathan introduces to the show 01:35 – Steve was in Episode 342 02:02 – Steve is still in the process of selling Liquor.com 02:14 – Liquor.com is on ad revenue but is moving into the monetization strategy in Q3 and Q4 02:20 – Monthly impression is currently $3M 02:32 – There's nothing in the bottom line revenue because it just goes back to the business 02:45 – Gross margin varies 03:51 – The company's valuation 04:07 – Average open rate 04:14 – Depending on the promotion, the click rate varies 04:41 – People are more interested with contests than new products 05:26 – Steve has been doing events 06:24 – Liquor.com was like a family business 07:04 – New Media Summit does live events for different types of viewers 08:00 – The idea is to connect with people who have high-visibility platforms 08:34 – New Media Summit is bringing in icons and influencers to events 09:06 – Most people are podcasters 09:25 – The people in New Media Summit are focused on understanding the value of teaching and sharing their knowledge 09:47 – New Media Summit takes care of the podcasters hotel accommodation and meals 09:57 – The event will accommodate only 150 people 10:17 – There will be an influencer and mastermind on the last day of the summit 10:49 – Attendees can pay in full which is $4997—the early bird price 11:10 – The marketing just started and they have sold 2 tickets for the early bird 11:17 – There are some who invested in Steve's products and services and paid a seat deposit to attend the summit 11:30 – Minimum price to attend is $1300 plus the seat deposit 12:28 – Part of Steve's revenue comes from buying stage time 12:44 – Steve can easily pay $10K for a highly-curated event with 100 people 13:19 – An event should have a revenue model or plan of action in order to recoup 14:44 – There are some events that people don't want to go back to because they are just pitch fests 14:49 – Steve doesn't speak at events where 1-10 people are selling 15:22 – Steve's call-to action during his speaking is to sign-up on an order form which has a lot of bonuses 16:34 – An event venue is quite expensive which can average to about $150K for a whole day event 17:00 – Steve is also making money from the events 17:28 – They've got everything covered before the event starts 17:38 – There will be services and products offered during the event 18:03 – Steve will also pitch to future speakers 19:35 – The Famous Five 3 Key Points: An event should be well-planned and have a revenue model where they can recoup expenses. The main challenges in having an event is ensuring people attend and to have speakers who will NOT just sell during the event. Ad open rates always vary depending on the promotion. 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

Stephan Goss. He's the entrepreneur and technology executive behind his first company, Zeeto, which he started at the age of 22 and is still running today. He's led the company in expanding from a team of 3 people to 70 in just under 5 years and with the launch of the ad network, he plans on continuing the company's growth story in 2017. Previously, he founded Samples.com & Getitfree.us, which is the biggest free samples property on the internet. Famous Five: Favorite Book? – The Power of Habit What CEO do you follow? – Elon Musk Favorite online tool? — Slack and Gmail How many hours of sleep do you get?— 8.5-9 If you could let your 20-year old self, know one thing, what would it be? – "Keep going for it" Time Stamped Show Notes: 01:04 – Nathan introduces Stephan to the show 01:56 – Stephan bought Samples.com 3 years ago and Getitfree.us for 6 figures 02:31 – Everything started with Samples.com 02:48 – Stephan left Switzerland when he was 19 and spent 10 months living in tent 03:31 – Stephan and some of his friends were running ad campaigns on the internet 03:55 – Everything is lead generation with Samples.com 04:03 – They acquire users for $1 and they get $1.25 in return 04:30 – Stephan was making a 20-30% margin at first 04:59 – One of their large clients called and asked for more targeted leads who offered $8 05:46 – Stephan came out with a decent approach to find targeted leads 06:22 – Stephan was spending $10K for ads 06:51 – Stephan had a business partner and they had some cash flow to begin with 07:14 – The model of Samples.com was good because they can get their ROI fast 07:34 – Samples.com is still running 07:55 – Stephan continued the question asking model for the targeted market and scaled it 08:26 – The lead value is more of a composition of all the answers 08:46 – 2016 total top line revenue was $39M and total ad spend was around $20-25M 09:18 – Samples.com currently has 25 people 09:25 – Stephan spent the bottom line money on investing on the Zeeto site 09:42 – Stephan is currently breaking even with Zeeto 09:55 – Stephan still gets his salary from the company 10:23 – Zeeto's model is taken from Samples.com's question-model 11:10 – Zeeto is similar to Google Adsense 11:20 – Regular CPMs from Adsense range from $5-20 11:33 – Zeetos' CPMs range from $400-2200 12:00 – From Nathan's research, podcasters earn $15-20 CPMs 12:11 – Nathan shares how he asks his advertisers about their CAC and his audience 12:44 – With Google Adsense, there will be around 3 ads per page 13:27 – The technology around Samples.com and Zeeto is considerably pretty hard 14:43 – Facebook and Google has all this data regarding leads that other big companies don't have 15:13 – Zeeto's goal is to help publishers have a better revenue model 15:21 – Zeeto's product has just been launched 16:32 – Stephan sees Zeeto as an additional feature to the paywall 17:01 – Zeeto is incremental 18:18 – It will be more complicated for Zeeto to write questions for each of the articles rather than by being an addition to the paywall 18:24 – "Questions are built to be more broad" 18:59 – Stephan doesn't know what is really going to work yet 19:25 – Stephan's goal this year is to see where they're going to fit in 19:50 – Anything that will drive people to the web will work well 20:19 – Stephan's sample call-to-action 20:34 – You can make custom questions fitted to the website 20:46 – The goal is to optimize questions for the best response rate 21:22 – Zeeto was built from scratch 21:54 – Nathan struggles with which of his advertisement he should show to his new subscribers 22:00 – Nathan sends them an email autoresponder 22:27 – Zeeto has a user group that has interesting attributes 23:07 – 3 advertisers are not enough to do it efficiently 23:14 – Zeeto now has 200 advertisers 23:37 – Zeeto is completely free and they'll send a check for the revenue share 25:05 – The Famous Five 3 Key Points: It's easier for people to give out their details in exchange for something free. To collect your targeted leads, you need to have focused questions. Stay encouraged and Just keep going for it! 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

Ran Korber. He's the CEO and founder of BreezoMeter. His ambition is to improve the health and quality of life for billions of people across the globe by providing accurate and actionable air quality data. It's truly the leading air quality analytic company and one of Israel's top 10 promising startups in 2015 with millions of daily users. Famous Five: Favorite Book? – Zero to One What CEO do you follow? – Elon Musk Favorite online tool? — Slack and HubSpot 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? – "Keep going, you're doing well" Time Stamped Show Notes: 01:10 – Nathan introduces Ran to the show 01:57 – BreezoMeter helps companies to increase user engagement 02:38 – BreezoMeter makes the invisible visible by providing highly accurate, location-based, air quality which includes data that can be integrated to any device or technology 03:08 – Using BreezoMeter's data, the Dyson air purifier turns on whenever the air quality outside is substandard 03:16 – A notification will be sent to the Dyson app as well 03:29 – Dyson is BreezoMeter's customer and BreezoMeter tells Dyson's customers about the air purifier 03:58 – The air purifier turns on automatically and, as an owner, you want to make sure that the product you bought is working 04:37 – BreezoMeter provides a license to their APIs 04:53 – Customers pay on a monthly basis 04:58 – BreezoMeter is data as a service 05:14 – All of BreezoMeter's customers are enterprises 05:23 – The customers use BreezoMeter's data in big volumes 05:49 – Average monthly RPU is higher than $1K a month 06:04 – Ran just read Jason Lemkin's From Impossible to Inevitable 06:29 – BreezoMeter broke a million in sales last year 06:34 – Ran hopes they'll break $10M in sales this year 06:54 – Ran is an environmental engineer 07:05 – In 2012, Ran was searching to buy a house for his family 07:10 – Ran's wife has asthma and Ran knows how air pollution can have severe health effects 07:45 – We all want to protect our families 07:51 – Ran asks the bureau of protection and environment in Israel about the place with the cleanest air and they don't have any data that can answer the question 08:08 – Together with Ran's colleague, they built the app 08:19 – BreezoMeter was founded in 2014 08:26 – Team size 08:39 – BreezoMeter has raised $5M 08:48 – The last round was in July 2016 08:57 – The first round was a seed round with $2M 09:54 – All of BreezoMeter's investors are approachable and they share the same vision 10:12 – Total number of users 10:46 – Dyson has an air purifier and you can download the Dyson link app that will show the air quality data 12:00 – Customers pay depending on the combination of the features they use and the volume of API calls 12:20 – BreezoMeter earns more from their features 13:03 – BreezoMeter doesn't disclose their pricing because of their enterprise clients 13:48 – BreezoMeter caters to different industries 14:13 – CAC 15:51 – BreezoMeter raise funds to expand and increase their revenue 16:21 – For every sales rep, the revenue is $500K to $1M in annual revenue 16:37 – BreezoMeter has 4 sales rep 17:01 – The churn is due to some of the companies having medical devices 18:30 – BreezoMeter's customers are paying at least $3K a month 19:32 – The Famous Five 3 Key Points: Air pollution directly impacts our health—therefore, knowing the air quality around us can inform our decisions regarding what products to use. A SaaS company that serves mainly enterprise businesses has a possibility of scaling faster. Keep on going and believe that you're doing well. 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

Emília Chagas. She's the CEO of Contentools.com, a company that helps over 700 companies plan, create, distribute and analyze content. As a content manager for over 8 years, she has led video, book and web-based strategies at both enterprises and SMBs. She's a 500 Startups entrepreneur and part of the Endeavor Promises Program. Famous Five: Favorite Book? – Hooked and The Hard Thing About Hard Things What CEO do you follow? – Eric Santos of Resultados Digitais/RD Station Favorite online tool? — ProfitWell and ChartMogul 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? – "How great life was" Time Stamped Show Notes: 01:20 – Nathan introduces Emília to the show 01:58 – Emília is currently in Florianópolis, Brazil 02:21 – Emília's average salary 02:54 – Emília currently has 30 people 03:03 – Average headcount expenses 03:24 – Contentools is a SaaS model 03:31 – Contentools offers a content marketing platform for companies with marketing teams 04:04 – Everything that a marketing team needs are converged into 1 software 04:13 – Average customer pay per month varies 04:46 – Contentools does scheduling and the processes of the content workflow 05:08 – Contentools has 300 customers, 700 companies are using the platform 05:21 – Some pay through their agencies 05:35 – Average MRR 05:48 – Around $70K per month 05:58 – Contentools has raised an Angel round and will raise a seed round next year 06:08 – Total funds raised was $500K 06:19 – Contentools was launched in 2015 06:30 – Emília has been working with startups and enterprises and they have the same problem dealing with content 06:53 – Contentools went beta in July 2015 07:11 – Emília has a big dream for Contentools 07:24 – SMBs need content solutions but no one is offering them one 07:39 – "Content is the beginning of marketing" 07:55 – The 4 founders still own 80% of the company 08:43 – All of Emília's ideas are currently focused on Contentools 08:55 – Contentools wants to create more business intelligence features and content that are targeted more to the customers' needs 09:42 – Emília won't sell the company at the moment 10:01 – Contentools is growing 10-20%, month over month in revenue 10:13 – Churn is usually around 2% and last month was net negative churn 10:49 – 3% gross churn 11:12 – Contentools is up selling their number of users and projects 11:58 – CAC 12:35 – 4 people on the team are focused on inbound marketing and there are also remote people 13:08 – Contentools doesn't have paid acquisition 13:47 – Contentools is adding 20-30 new customers a month 14:07 – The Angel round was in May 2017 14:24 – Contentools is updating their leads for their fundraising next year 14:40 – Valuation won't be out of the market 16:04 – If you fail updating one status, it'll all be gone 17:13 – The Famous Five 3 Key Points: Content solutions are often offered to enterprises, but SMBs need them too. One of the cheapest forms of marketing is your content. It's not easy for a content manager to handle the processes and workflow, so a good content management tool is necessary. 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

Stu Sjouwerman. He's a serial entrepreneur and currently the founder and CEO of KnowBe4.com. He's a big Shark Tank fan. He's based in Tampa, Florida. Famous Five: Favorite Book? – Positioning What CEO do you follow? – Elon Musk Favorite online tool? — SurveyMonkey How many hours of sleep do you get?—6 If you could let your 20-year old self, know one thing, what would it be? – "I wished that my 21 old self knew that Bill Gates was going to go into Windows server, in about 1995" Time Stamped Show Notes: 01:21 – Nathan introduces Stu to the show 01:46 – KnowBe4 is a new school IT 01:51 – KnowBe4 focuses on modern security and awareness training 02:08 – KnowBe4 is a SaaS company 02:46 – Average pay per user is $15/year 03:01 – The charge is annual upfront which is easier and most people prefer that 03:26 – KnowBe4 focuses on organizations with 50 users and up 03:36 – Average seat size varies 03:52 – Average seat size for SMBs is 200-300 and for enterprise 1500-3000 seats 04:21 – Stu sold his anti-virus company in 2010 04:35 – It was called Sunbelt and Stu's 4th startup 04:56 – "We are growing like crazy" 05:01 – KnowBe4 did $7M in 2015, $24M in 2016 and is targeting $50M this year 05:26 – KnowBe4 does inbound marketing and they send newsletters to their list of 1.2M people 05:40 – The list was built over several years 05:57 – KnowBe4 was bootstrapped for 5 years and Stu spent around a million building the company 06:07 – In December 2015, they took $8M from VC 06:47 – Total fund raised was $13M 07:11 – It was easy for Stu to let go of 20% of the company 07:25 – Stu's told Kevin Mitnick that he would give him 50% of his company in exchange for Kevin's 30-year experience in hacking 08:34 – The cap table 09:10 – Stu is confident that KnowBe4 will earn $50M this year 09:20 – Churn is 15% annually 09:33 – It is relatively easy to predict whether a SaaS model will be profitable 09:43 – KnowBe4 serves 9500 companies 09:55 – Average ARR 10:22 – March revenue 10:58 – Enterprise sales come in March 11:10 – Team size is 290 11:27 – CAC is around $2600 11:39 – CAC to LTV ratio is 7 12:02 – CAC payback is instant 12:17 – Average selling price per year 12:42 – Stu likes Vladimir Putin 14:03 – Eagles programs are state-sponsored programs that are offensive cyberattacks 14:49 – USA also has offensive cyber weapons, same with China and Russia 14:58 – Hackers go after the weak link in IT security, which is the human 15:15 – It comes in the form of an email 15:33 – KnowBe4 sends frequent phishing attacks that are similar to legitimate ones 15:43 – This will make the team aware and cause them to be on top of their toes in case they receive an attack 16:02 – KnowBe4 has a phish alert button 16:30 – KnowBe4 trains people with the real stuff 16:41 – Stu used to play soccer and is very competitive 16:49 – Stu has 2 reasons why he wants to go public: 16:52 – First, because he has never gone public before 16:57 – Second is to expand further and faster 17:12 – KnowBe4's biggest competitors are PhishMe and Wombat 17:26 – Stu gets their competitors' information from Owler 17:45 – There's a possibility of Stu acquiring one of their competitors once they go public 18:11 – Stu got $10M from his previous exit and he's NOT doing KnowBe4 for the money 18:57 – The biggest problem Stu had with his previous company was social engineering 19:08 – "Nobody is really taking care of the human IT security" 20:30 – The Famous Five 3 Key Points: There's a big gap in human IT security and more and more people aren't even aware they're being hacked. Going public can help a company expand further and faster, and perhaps even acquire the competition. There is no such thing as retirement. 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

Ryan Sevey. He's the CEO of Nexosis, an artificial intelligence and machine learning startup focused exclusively on developers. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Elon Musk Favorite online tool? — Aha! How many hours of sleep do you get?— 4 If you could let your 20-year old self, know one thing, what would it be? – "Learn how to be true to yourself" Time Stamped Show Notes: 01:25 – Nathan introduces Ryan to the show 01:55 – Nexosis was launched in 2015 01:59 – Nexosis offers a solution that big retailers are forecasting 02:24 – Nexosis has 300 developers who use their APIs 02:56 – Nexosis has developers from the retail space who have their point-of-sale data 03:11 – Nexosis will take the developers data and give out a result 04:13 – This result can help in the decision making for the future 04:34 – Nexosis gets people to be more proactive than reactive 04:52 – Nexosis found out how companies are using their historical data 05:14 – Nexosis adds more features to training 05:23 – Nexosis's add-on layers 05:41 – With sentiment analysis, one good example is Wendy's Twitter account 06:00 – You can use the number of tweets as a numerical value that can go back to your data 06:39 – One huge case involves a Wendy's beside a convention center; Nexosis can predict future revenues 06:51 – Nexosis can predict future revenues and can understand the real impact of an event 07:23 – Nexosis focuses on the developer ecosystem 07:38 – Nexosis charges .10₵ per 1000 predictions 08:17 – Nexosis makes money once the developer talks to the enterprise and shows the API 08:43 – Nexosis charges the developers by consumption 09:24 – Average pay per customer depends on the data that they have which usually starts at $10K 09:42 – Nexosis was founded in 2015 09:53 – Ryan and his co-founder have been looking at machine learning since 2012 10:09 – Nexosis was originally considered an information security company 10:21 – Team size is 15 and they're based in Ohio 10:38 – Nexosis has millions of API calls per month but their focus is on the number of developers 11:30 – Ryan's vision is for developers to enjoy Nexosis, be it as a hobby or use in a professional way 11:55 – Nexosis is currently serving 100 different enterprise type of developers 12:26 – What Ryan sees is when a developer signs up, he'll make 1-2 projects then invite his friend to try Nexosis 12:57 – Most of the developers are already in a company 13:10 – MRR 13:20 – Nexosis has raised a little less than $7M 13:39 – The long term goal for Nexosis is to raise more 13:56 – Twilio has survived their early days with VC funding 14:26 – Nexosis measures expansion rate rather than the churn 15:37 – Nexosis aims for 100% month over month growth and at the moment, they're hitting it 16:30 – Consumption in terms of the number of predictions is over a million 17:55 – The Famous Five 3 Key Points: There are companies who rely mostly on raising funds to scale. Knowing the data for your FUTURE can help in your decision making TODAY. No matter what—be true to 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

Sheri Atwood. She's the founder and CEO of SupportPay. She's also a former Silicon Valley executive and a child of a bitter divorce who also went through her own divorce a few years ago. She's created SupportPay when a search for a better way communicate about child support systems with her ex-husband proved totally fruitless. SupportPay is the first-ever automated child support payment platform poised to transform the complex, time-consuming & stressful process that impacts nearly 300M parents exchanging more than $900B in child support & child expenses worldwide. With SupportPay, today's modern families can spend less time managing and arguing about child support, and more time focused on raising happy, healthy children. Prior to starting SupportPay, she was a former vice-president at Symantec and also has been named #5 of 50 Women in Tech Dominating Silicon Valley and Top 40 Under 40 Executives in Silicon Valley. She's energetic, resourceful and lives by the motto "don't talk about it, be about it." Famous Five: Favorite Book? – What Got You Here Won't Get You There What CEO do you follow? – Sheryl Sandberg, Mark Zuckerberg, Elon Musk and Marc Benioff Favorite online tool? — Stack Exchange How many hours of sleep do you get?— 4 If you could let your 20-year old self, know one thing, what would it be? – "Enjoy the path, enjoy the lessons as you go" Time Stamped Show Notes: 01:23 – Nathan introduces Sheri to the show 02:37 – Sheri is going to lower the divorce rate by showing people that divorce just gets worst 02:49 – Millennials aren't getting married but are having babies 03:10 – Sheri uses SupportPay and invented it because she didn't have a solution 03:16 – Child support is made up of 2 things: a base payment that covers basic daily living expenses and then there's other additional expenses 03:34 – The argument is about where the money is going and if it is enough to raise a kid 03:46 – While doing an expense report in Symantec, Sheri thought of the idea of SupportPay 04:04 – SupportPay started in 2011 04:38 – Sheri was raised by her single mom who was an alcoholic 04:48 – Sheri was one of the youngest VPs in Symantec and she was able to save money from her salary 04:57 – Sheri had multiple houses, cars, boats, gave his ex-husband a house and 2 years worth of salary in the bank 05:24 – Sheri bootstrapped SupportPay at first and she learned to code 05:40 – SupportPay has raised $7.1M total 05:49 – The series A was for $4.1M 05:59 – Sheri has talked to people and there was nothing to support parents 06:13 – Sheri also received calls from vendors thanking her 06:35 – SupportPay is a SaaS business 06:40 – Pricing starts at $9.99 a month 06:51 – There's also a free version 06:55 – Each parent pays independently 07:05 – Average pay is $10 a month 07:28 – Sheri started hiring people in 2013 07:39 – Sheri learned to code the basic html, css and php by starting her own website 07:50 – Sheri self-studied from books that she found in Barnes and Nobles 08:08 – Team size is 25 and they just relocated to Sacramento, California from Silicon Valley 08:30 – Team has 14 engineers 08:39 – After raising $3M, Sheri realized she couldn't sustain a business in Silicon Valley 08:45 – Sheri was burning $95K a month 09:08 – Sheri's equity table is a mess now because of her tech people switching to another company for a better offer 09:16 – Sheri would have focused on revenue a little bit earlier 09:48 – Sheri didn't have revenue until July of 2016 10:08 – SupportPay was processing $3M in child support 10:19 – SupportPay currently looks at processing $4M a month in child support 10:30 – SupportPay has over 43K customers with 2K paying customers 11:03 – MRR is close to $100K 12:12 – SupportPay has a free 30 day trial 12:27 – The value of the product is the history, which can be used in court 12:46 – SupportPay also provides certified report records 13:31 – Churn on active users is 3% annually 13:57 – Conversion rate from visitor to paid user is 12% 14:50 – The bigger valuation for SupportPay is how it solves the problem of child support 16:00 – After getting into fundraising, SupportPay focused on their revenue 16:25 – 2016 revenue 16:41 – Sheri has talked to Salesforce to get them involved in SupportPay 17:10 – Salesforce is trying to move government applications into the cloud 17:15 – SupportPay will get Salesforce into the government space quickly 17:30 – SupportPay is built on the salesforce platform 18:00 – Tim Draper invested in SupportPay as he saw the value 18:17 – Sheri's goal for building SupportPay 20:20 – The Famous Five 3 Key Points: More millennials are having babies, but are not getting married—this leads to more parents having problems with child support. Having one less argument regarding child support will alleviate stress for the whole family unit. The divorce rate isn't getting any better, it's just getting worst. Resources Mentioned: The Top Inbox – The site Nathan uses to schedule emails to be sent later, s

Ryan Hungate. He's the co-founder of Simplifeye, it's the number one technology experience for healthcare providers, patients and their businesses. The company's platform of software solution health care providers improve productivity, efficiency and profitability. Ryan is an orthodontist and previous Apple retail strategist and Zach is a previous founder and Wall Street alum with a background in Tech MNA. Famous Five: Favorite Book? – The Lean Startup (Zach) What CEO do you follow? – N/A Favorite online tool? — Calendly How many hours of sleep do you get?— 5 (Zach) 3 (Ryan) If you could let your 20-year old self, know one thing, what would it be? – "How difficult business can actually be" Time Stamped Show Notes: 01:11 – Nathan introduces Ryan and Zach to the show 01:54 – Ryan's dad was a doctor 03:00 – Simplifeye tries to make doctors' lives easier 03:28 – Simplifeye provides the patients' information before they walk in during checkups 04:03 – Ryan and Zach are VC buddies 04:07 – They've raised money from their hedge fund friends 04:12 – They applied at AngelPad 04:35 – Simplifeye was a halfway project and they thought it would be big 04:52 – it was in 2015 when they got into AngelPad 05:02 – Zach gave up hundreds of thousands in a salary when he joined Simplifeye 05:14 – Ryan gave up his $500K salary 05:34 – They rationalize building a startup by getting validation from different capital companies 06:01 – They also know that they can be in every doctor's office 06:17 – Simplifeye has raised $3.5M 06:24 – Angelpad's terms 06:50 – It was September 2015 when Ryan and Zach came out to NY and ended up coming out with AngelPad strong 07:21 – Simplifeye's customers are healthcare practitioners who pay on a monthly basis 07:25 – Simplifeye tries to involve everybody—to teams of doctors, nurses, dentists and others 08:18 – Average pay is $2400 a year 08:39 – Expansion revenue is based on the size of the practice 09:08 – Simplifeye is also HIPAA compliant chat 09:28 – Simplifeye started with the Apple watch 10:00 – Nathan had Laurence Girard on Episode 575 who talked about the HIPAA compliant chat 10:16 – Being HIPAA compliant is a huge advantage for you 10:20 – Doctors communicate with each other in an insecure manner 10:35 – The limited standard 10:56 – Doctors will pay a fee if they break the standard 11:29 – Simplifeye always tries to be transparent 11:46 – Having Simplifeye can make doctors feel better in their daily processes 11:53 – Simplifeye just passed 1000 office signups 12:03 – MRR 12:44 – Simplifeye has 90% annual retention 13:24 – Team size is 13 14:42 – The Famous Five 3 Key Points: Doctors feel more comfortable using HIPAA compliant products and services. You have to trust your product in order to take that leap from the corporate world. Enjoy what you're doing and believe that you WILL be successful. 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

Seymour Duncker. He's the co-founder and CEO of a company called iCharts, the leader in cloud business intelligence and analytics and a seasoned entrepreneur who has been both a consumer and developer of visual analytics. Before founding iCharts, Seymour assisted SAP's senior management in driving the company's product strategy and was an early team member at 2 enterprise software startups before that. Famous Five: Favorite Book? – The Inevitable What CEO do you follow? – Elon Musk Favorite online tool? — NetSuite and Salesforce 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? – "Spend a little more time outdoors" Time Stamped Show Notes: 02:26 – Nathan introduces Seymour to the show 03:12 – iCharts is a cloud-based business and intelligence analytics solution platform 03:24 – iCharts is a SaaS model 03:36 – iCharts partners with NetSuite which is a cloud-based EOP 03:48 – NetSuite uses iCharts as an embed BI (Business Intelligence) engine that powers iCharts for NetSuite's customers 04:05 – iCharts is like an app inside NetSuite 04:55 – iCharts can take any kind of data and visually represent it so that people can interact and analyze the data 05:16 – The analogy of iCharts is like the car's' navigation system which is separated from the car's build 05:55 – iCharts considers SaaS businesses as an ecosystem and NetSuite is a large ecosystem 06:05 – iCharts has a mixed business model 06:24 – iCharts is also looking into exclusive partnerships with a SaaS platform to distribute iCharts 06:55 – Pricing starts at $15K per annum depending on the number of users on a platform 07:54 – Seymour arrived in the USA, in 2010 08:10 – Seymour is from Germany 08:50 – When Seymour had an idea for a cloud-based business intelligence platform, he was thinking about where to build it 09:27 – Back then, it was easier to sell in the USA than in Germany 10:10 – Being in California was also a great idea for Seymour's wife, so they built iCharts in the USA 10:37 – Team size is 60 10:56 – Sales team has 20 people 11:35 – The majority of iCharts' market 11:49 – iCharts will know the pain points of the users of NetSuite 12:53 – iCharts will already have an idea of the customer's needs 13:45 – iCharts has around 200 customers 14:04 – iCharts started focusing on various markets 14:25 – iCharts has raised $23M to date but they were initially bootstrapped 15:07 – Churn is around 5-7% 16:20 – CAC 16:32 – iCharts is highly profitable from the initial time they closed a deal 17:04 – There's an advantage of growing faster and burning yourself as you grow too fast 17:44 – At the end of the day, it's all about having a high-functioning team that produces quality 18:04 – Average ARR 18:21 – iCharts also offers additional services for their larger customers 20:13 – The Famous Five 3 Key Points: Build your business wherever you'd like to—even if it means leaving your home country. Having a well-functioning team that produces QUALITY will drive your revenue and contribute to the success of your business. Make time for rest and vacations; this will relax and regenerate you. 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

Daniel Fagella. He started a mixed martial arts gym when he was an undergrad and sold it after getting a UPenn graduate degree in cognitive science. He did turn his grad school thesis on skill development into an ecommerce business that grew for 4 years, reaching $4.2M in top line sales and recently sold it for a million dollars with 90% paid upfront. He's now using his funds for TechEmergence.com in order to influence global AI policy for the better. Famous Five: Favorite Book? – Plutarch's Lives What CEO do you follow? – Last bio he read was Marcus Aurelius' Favorite online tool? — Asana 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? – Daniel would tell himself that dealing with the existential human condition could be done by contributing to a much bigger world Time Stamped Show Notes: 01:20 – Nathan introduces Dan to the show 02:08 – Dan was studying skill development and goal setting science in psychology for his undergrad 02:17 – Schooling was expensive; Dan decided that he'd rather use himself as a skill development guinea pig than a pizza deliverer 02:40 – Dan started teaching and making money at the back of a carpet store 03:11 – Dan's jiujitsu gym was the smallest business back then 04:03 – Dan sold the gym after 3-4 years with $250K ARR 04:14 – Dan was 25 when he sold the gym 04:41 – The membership fee was $157 05:07 – Dan sold it for over $100K with 10% upfront to his right-hand and friend 05:45 – The business ran for over 2-3 years after that 06:05 – Dan took $30K from the $113K 06:36 – Dan was also making $20K a month selling martial arts instructional resources online 07:09 – Dan was using Infusionsoft for his e-commerce business, Science of Skill 07:56 – The e-commerce was doing around $200K top line 08:42 – The biggest cost for Science of Skill was on merchant processing, customer acquisition, advertising and affiliates 09:26 – Dan likes to spend half of his CLV (Customer Lifetime Value) on acquisition 09:42 – The CLV for membership programs were around $100 and affiliates $50-60 10:00 – One of the affiliates was Survival Frog of Byron 10:23 – Byron drove Science of Skill into 6-figures 10:44 – Dan was paying affiliates upfront 11:15 – Byron of Survival Frog was on Episode 395 11:44 – There are agencies who get onto their email list by paying 12:14 – One of the agencies is com 13:02 – Finding the right people to advertise and won't tag you as spam 13:11 – Dan will find firearm sites in com—go through the website owners and email them to find the right people to target 14:11 – Dan sold Science of Skill in February 2017 for a little over a million dollars 14:22 – Science of Skill was valued by the multiple of net 15:11 – Science of Skill revenue in 2016 16:27 – Dan's ultimate goal 16:31 – The buyers are a private group of 2 buyers in Ohio who previously ran SaaS businesses then sold them to the government 17:05 – Science of Skill should be at Inc 500 for 2016 17:13 – Dan sold Science of Skill because he believed he has better and bigger things to do in life 17:25 – Dan's core objective involves the global conversation of neuroscience and AI 17:48 – TechEmergence focuses on the business applications of AI 18:08 – TechEmergence is not making money, but will make money primarily through advertising 19:09 – The goal now is to scale and make traction 19:21 – Current cash burn 20:05 – The Famous Five 3 Key Points: You can start your business literally anywhere. Focus on your goals and objectives, even if it means having to burn cash. The future will probably evolve around n_euroscience and AI. 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

Allan Willie. He's the co-founder and CEO of Klipfolio, a software-as-a-service dashboard company with over 8500 paying customers including Jet.com, Zendesk, Aviva and Ikea. He previously co-founded a company called Espial, an internet device software firm that is now publicly traded on TSX. He lives in Ottawa with his wife and 2 daughters. Famous Five: Favorite Book? – Lead by Greatness What CEO do you follow? – Tobias Lütke Favorite online tool? — SEO Plus Chrome plug in and Owler How many hours of sleep do you get?— 6.5-7.5 If you could let your 20-year old self, know one thing, what would it be? – "Listen, build something of value and then see if you could raise money" Time Stamped Show Notes: 01:07 – Nathan introduces Allan to the show 01:50 – All of the meeting rooms in Klipfolio's office have different wallpaper 02:12 – Klipfolio is an online, cloud-based, dashboard vendor 02:18 – Klipfolio works with mid-sized businesses who use them for everything 02:40 – Nathan uses Klipfolio quite aggressively, especially for his Facebook live streams 04:17 – When Allan was last on The Top, he was passing 7K customers—now he has 8500 customers 04:36 – In January, Klipfolio announced a $12M raise which was an insight round from existing investors 05:14 – The initial round was to raise an external round 05:43 – "We did use market to validate" 06:12 – Klipfolio had verbal offers that were lucrative 06:40 – The valuation were multiples for some of the terms 07:00 – Klipfolio also had some acquisition discussions 08:08 – Allan won't call the acquisition discussions offers, because it would still have to go through a lot 08:59 – In every acquisition discussion, you want to layer how much information to present to another company 09:35- Customers usually get the $70 plan for the first month, then move up to $150 in a year 10:10 – Some of the customers are partners who can pay directly or pay as a partner 10:24 – 30% of Klipfolio's income come from their partner channels 10:35 – Last month revenue was $500-600K 11:16 – Klipfolio's valuation was between $700-800K 11:25 – Some of the VCs that Allan has talked to are putting terms in place with a higher valuation 11:47 – You have to sustain your valuation to get into the next round 12:34 – Anything on Klipfolio is being tracked 13:15 – The weirdest use case 13:25 – There are NGOs who use Klipfolio to push some of their metrics out 13:34 – Red Cross uses Klipfolio for flooding, zika virus and other stuff that is happening in Africa 14:11 – Churn has gone up slightly 14:35 – Klipfolio started paid ads for $120K a month 14:41 – Klipfolio has a blog about the lessons they've learned from Facebook Ads 15:24 – One of the cons of ads is that the conversion rate drops and churn goes up—which is normal 15:40 – CAC 15:54 – LTV 16:05 – LTV to CAC is still relatively healthy 16:26 – Team size is around 90 16:47 – The team is moving to a new space in November 18:20 – The Famous Five 3 Key Points: Maintain your valuation in order to get into the next round. Not all acquisition talks are considered offers. A company of great value has a better chance of raising money and getting acquired down the road. 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

Blake Smith. He's the CEO and co-founder of Cladwell, a clothing company that doesn't sell clothing. His goal is to fight for sustainability and human labor practices by enabling people to buy fewer, but better clothes. Blake was at The Top a year ago where he articulated that they passed 11,500 customers with each customer paying $6/month; so, they were doing about $70K MRR a year ago. They were at about 5% churn, monthly spending and at $17 to acquire new customers. They're based in Cincinnati and they've raised about $1.8M and $100K in revenue. Famous Five: Favorite Book? – Wooden on Leadership What CEO do you follow? – Ben Horowitz Favorite online tool? — Calendly How many hours of sleep do you get?— 2 If you could let your 20-year old self, know one thing, what would it be? – Blake would tell himself the importance of following your curiosity as opposed to having a strategy or a plan Time Stamped Show Notes: 01:04 – Nathan introduces Blake to the show 01:59 – Cladwell's current customers is around 17K in number 02:06 – Cladwell is an everyday styling app 02:50 – When you go to the Cladwell's website, you'll click "buy" 02:58 – Cladwell is also downloadable in the App store 03:12 – Cladwell is doing pricing tests 03:45 – Cladwell looks at other SaaS products that customers are paying for 04:02 – Cladwell also looks at other workout apps 04:21 – Cladwell is looking into charging $9 04:41 – "We're going forward unless proven otherwise" 04:47 – Pricing tests never end, especially with SaaS 05:31 – Last month total revenue is around $60K 05:41 – Cladwell used to bill quarterly 05:49 – Cladwell is around 900K ARR 06:17 – 80% of Cladwell's customers are using the web app on their mobile devices 06:42 – Last year's revenue in the same month 07:19 – Marketing spend last year 07:32 – Cladwell has recently raised a $1.2M round 08:07 – 2016 total sales is $760K 09:35 – Blake explains how the app works on a daily basis 09:40 – Every morning, the Cladwell app gives a recommendation of what to wear 09:53 – Cladwell recommends 3 outfits basing on what's in your closet and the daily weather 10:18 – Cladwell will also know what you wore for 3 days 10:55 – The more that you use the app, the better the experience is 11:35 – Majority of Cladwell's users are working millennial moms 12:18 – People have tried Cladwell's ideas before and onboarding was the biggest issue 12:33 – Cladwell did something similar to Google venture's sprint design process 12:56 – Cladwell provides a feed of all the potential items in a person's wardrobe 13:34 – A female customer will have an average of 60-70 pieces of clothing in her wardrobe 13:58 – The onboarding process is now easier for customers because of the feed 15:30 – Team size is around 15 16:02 – Cladwell's currently spending is still TBD 16:18 – Churn rate is a bit high 16:50 – From the 17K customers, around 5K has downloaded the app 18:00 – The Famous Five 3 Key Points: Onboarding is one of the biggest challenges for a styling company, customers lose interest using the product. More and more millennial mothers are finding it hard to manage their time; having an app that will save them time daily is heaven sent. Follow your curiosity—it can lead you to something GREAT. 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

Assaf Resnick. He's the founder and CEO of BigPanda, an algorithm-make IT operations platform that turns IT alert noise into insight, unifies fragmented operations and enables digital enterprises to attain dramatic or pretty high service levels. Prior to founding the company, he was an investor for Sequoia Capital where he focused on early stage companies across enterprise software, SaaS and the internet sector. Famous Five: Favorite Book? – The Goal What CEO do you follow? – N/A Favorite online tool? — Salesforce 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? – "Start a company early" Time Stamped Show Notes: 01:17 – Nathan introduces Assaf to the show 01:52 – Sometimes, Assaf would still ask himself why he left Sequoia 02:00 – Assaf spent 6 years in Sequoia and it was an opportunity of a lifetime 02:19 – Assaf started in Sequoia when he was 29 02:36 – Assaf was bitten by the entrepreneur bug, so he left Sequoia 03:30 – Assaf's stayed in Sequoia for personal career growth 03:43 – Sequoia is different from other VC firms 04:31 – For Assaf, Sequoia expresses the combination of opportunities in the market 05:33 – Assaf is proud of the deals that he had made with Sequoia 06:00 – Assaf found Snaptu to be an interesting deal they invested in 07:00 – BigPanda automates the ability of human-beings and IT operations to keep up with data centers that are radically evolved 07:50 – The big part of IT spending usually goes to the engineers 08:00 – In the data centers, they have to keep the software and infrastructure that is radically transforming running 08:40 – A data company needs to have a handful of tools, data centers and servers 09:15 – One of BigPanda's clients is a Fortune 50 and a large networking company 09:30 – The company now has SaaS offerings and gives the SLA (Service Level Agreement) that they promise to companies 10:15 – The company has teams of engineers in Ukraine, California and India that use 15 monitoring tools to see what is happening 10:37 – The company has 70K data points they need to keep track 11:05 – The amount of data engineers they need has become an issue 11:27 – The problems in the war room can be both preventative and reactionary 11:45 – BigPanda uses a lot machine learning and dynamic classroom instruction to get through the noise 12:10 – An alert can be a problem with the server and something that you can just leave out 13:31 – One should examine if the "if/then statements" are dynamic 13:45 – The "if/then statements" vary day by day, then variables change quickly 14:13 – BigPanda was launched in 2012 14:20 – BigPanda is a SaaS company which charges annually 14:45 – Pricing average 14:51 – BigPanda caters to very large companies 15:20 – Team size is 60 15:28 – BigPanda has raised almost $35M 15:46 – BigPanda has done a regional series B 16:08 – BigPanda partners with Sequoia, Mayfield and In Battery 16:28 – At the end of 2015, people started devaluing some unicorns 16:59 – When Assaf saw rain clouds forming, he thought it made sense to get a winter coat from a capital perspective 17:40 – BigPanda had plenty of pipelines 18:02 – Half of the company is based in Palo Alto and half is in Tel Aviv, Israel 19:03 – Half of the people are in engineering and product, the other half is marketing 19:49 – BigPanda is very disciplined with their model 20:39 – BigPanda has around 25 companies from Fortune 500 22:20 – The Famous Five 3 Key Points: If you've committed to always being there for your client, you better follow through on that. No matter how many engineers you have, there's always a chance of them missing a lapse in the data. Start your business 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

Manny Fernandez. He's a Stanford University educated Angel investor, serial entrepreneur and best-selling author featured on CNBC's Make Me a Millionaire Inventor premier episode. He's been successfully investing his own ideas as well as taking companies from startup to exit. Recently, he was named by INC magazine as one of the 33 entrepreneurs to watch in 2016. Famous Five: Favorite Book? – Think and Grow Rich What CEO do you follow? – Steve Jobs Favorite online tool? — LinkedIn, Twitter and Facebook 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? –"Wisdom and experience beats, no matter how [many] great talents you have" Time Stamped Show Notes: 01:11 – Nathan introduces Manny to the show 01:51 – Manny's first company was an investment property 02:10 – It was a 6-figure transaction 02:21 – Manny decided that he wanted to go from 1 investment to 10 02:39 – One of Manny's most notable investments is TaskRabbit 02:58 – Manny is the founder of SF Angels which has 32 members 03:08 – The deal flow comes from others 03:30 – The funds for an Angel round is $250K per year 03:46 – As an Angel, you're looking for the deal flow 04:46 – One of the members of SF Angels is an early investor of TaskRabbit and SF Angels was invited 05:00 – Angels can invest as an individual or as a group 05:32 – Everyone has different preferences 06:31 – Some of the investors in SF Angels are successful enough 07:01 – The potential of investing in SF Angels is different from real estate 07:11 – If you're investing in something that is really working well, results are astronomical 07:47 – Manny suggests to invest only what you can afford to lose 07:56 – Everyone has different financial workflow and abilities 08:31 – Manny has put in greater than normal in angel investing 08:49 – Normal is around 2-5% 09:19 – DreamFunded allows everyday Americans to invest as small as $1 into a company 09:35 – DreamFunded is the first platform in Silicon Valley to receive the approval to allow non-accredited investors to invest, so they're accepting accredited investors and ordinary people 10:03 – Manny has been on the screening community of TiE Angels 10:11 – Manny is good at doing his due-diligence 10:29 – DreamFunded applied as a registered funding portal 11:15 – Manny has personally vetted on the deals on DreamFunded 12:06 – DreamFunded has a legal disclosure where investors can see the minimum amount they have to close to in order to close the transaction 12:33 – The information is not readily available on the website 13:02 – Investors will get an email telling them the closing dates 13:23 – DreamFunded gets 5% upon closing and the 2%the company is offering 13:50 – There are over 30 companies that have closed deals in DreamFunded 13:56 – Over $35M total funds raised 14:07 – The non-accredited investor is still new 14:16 – DreamFunded has not released their total funds raised from non-accredited 14:36 – The first approval for non-accredited was received by DreamFunded in July 2016 14:54 – DreamFunded was launched fall 2014 15:01 – Average team size is 10 15:16 – DreamFunded's model changes overtime 16:02 – A company can raise its target and at the same time, receive an investment from a big company 17:15 – The Famous Five 3 Key Points: Invest only on what you afford to lose. Investing in a company that is already working is smart, but venturing into other investment streams requires your due diligence. Listen to your mentors, they are mentors for a reason. 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

Vinay Patankar. He's the CEO of Process Street, the simplest way to manage your teams' recurring processes and workflows. Vinay sets up new clients, onboard employees and manages content publishing with his tool. He also co-host the podcast Business Systems Explored where he deep dives into business systems with industry experts. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Elon Musk, Zach Nelson and Marc Benioff Favorite online tool? — io How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – "That you can make money on the internet" Time Stamped Show Notes: 00:50 – Nathan introduces Vinay to the show 01:28 – Process Street is a tool that helps companies build and manage their workflows and processes 01:34 – Process Street is a SaaS product, charging on a monthly or yearly subscription based on the number of users one has 01:44 – The vision is to make workflows easy 02:28 – Process Street is from an intuitive perspective 02:53 – Average customer pay 03:42 – Process Street has options for pricing and incentives for annual contracts 04:04 – Process Street was launched in 2013 as a side project 04:10 – Seed round was raised a year and a half ago 04:20 – Team size is 21 04:30 – Total raised was $1.3M 04:47 – Process Street went through Angel Cloud 05:10 – Nathan thinks that the one who will win the space is the one who is better at distribution 05:42 – Distribution is the key in finding a scalable sales process and getting the pricing right 05:57 – The space is very fragmented 06:34 – Vinay thinks they don't need to beat the competition, they just need to grab enough volume of shares 06:52 – Process Street focuses on SEO 07:04 – They measure their rank from targeted keywords 07:28 – Process Street has a marketing team that helps with distribution 08:13 – SEO is cost-effective 08:35 – CAC from the SEO efforts 09:06 – MRPU 09:17 – Process Street doesn't spend in other marketing channels 09:26 – Process Street invests in sales deeper into their funnels 10:00 – Expansion rate varies depending on the size of the customer 10:28 – Process Street has a healthy expansion revenue 11:26 – 15 of the team are focused on marketing 11:35 – Process Street is still working on their headcount expenses 11:56 – Process Street will adjust and optimize pricing 12:29 – Average number of customers 12:41 – MRR 13:03 – Process Street's goal is to raise an A round at the first or second quarter of 2018 13:20 – Target MRR by the end of 2017 13:35 – Process Street has no paid acquisition 14:50 – The Famous Five 3 Key Points: The one that will scale in the project management space is the one that is better at distribution. You don't always need to beat your competitors, just gain your shares and increase your volume. There is real money that can be made on the internet. 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 Clark. He's the co-founder and CEO of SigOpt, a Y-Combinator and Andreessen Horowitz backed, optimization as a service startup. Scott has been applying after-learning technologies in industry and academia for years. He holds a PhD for applied mathematics and an MS in computer science from Cornell University and a BS degree in mathematics, physics and computational physics from Oregon State University. He was chosen as one of Forbes' 30 under 30 in 2016. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Marc Andreessen and Ben Horowitz and Phil Knight Favorite online tool? — Gmail and Slack How many hours of sleep do you get?— 8 If you could let your 20-year old self know one thing, what would it be? – Scott would tell himself that it doesn't get easier, so set up habits and processes to make things sustainable when you have the time and ability to do it because that will definitely help once things ramp up Time Stamped Show Notes: 00:44 – Nathan introduces Scott to the show 01:25 – SigOpt is optimization as a service 01:27 – SigOpt helps companies build different, complex AI and machine learning pipelines 01:41 – SigOpt is a SaaS model and the subscription is based on the number of models per month 01:53 – Pricing starts at $2500 a month and enterprise starts at $10K a month 02:13 – Average monthly RPU 02:33 – SigOpt usually engages at the executive level 02:38 – People wanted to use AI for their businesses but couldn't find the right person to do the work so they go with SigOpt 03:23 – One of SigOpt's client is Prudential 03:31 – Insurance companies are augmenting their traditional methods to the new data that is being collected 03:48 – As their data increases, the need for the best possible performance increases 04:26 – What SigOpt does is different from the traditional machine learning as a service companies 04:41 – Scott shares a specific example of how SigOpt works with credit card companies 04:44 – Fraud detection has been around for decades 05:28 – SigOpt fine tunes different knobs and levers in the configuration parameters that makes the machine model work 06:15 – SigOpt focuses on black box optimization 07:45 – SigOpt relies on the domain expertise of the person at the specific firm to build a deep learning model 08:31 – SigOpt applies an ensemble of global optimization techniques to the problem so they can efficiently configure the system 09:20 – SigOpt suggests different curvatures 09:58 – SigOpt has raised $8.8M to date 10:30 – SigOpt never sees the underlying data 11:11 – The entire system is designed to be hands-off 11:43 – SigOpt was launched end of 2013 11:51 – Number of paying customers is around a dozen 12:18 – Average MRR 12:25 – SigOpt prefer annual deals 12:54 – No churn yet 13:14 – Team size is 13 13:35 – The capital raised was spent on the team and the enterprise sales efforts 13:54 – 3-4 of the team are in sales 14:05 – CAC 14:22 – They sometimes visit their customers 14:55 – Investors like to make big bets on the new technologies 15:33 – The goal for the series A money 16:33 – Average expenses 17:40 – The Famous Five 3 Key Points: The need for AI and machine-learning is growing fast and there's not enough people who are qualified to develop these products. The headcount can eat up most of a company's expenses—especially in the technology industry. Optimization services make a business more efficient leading to a less to none churn rate. 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

Eric Dolan. He's the co-founder and CEO of Neutun. He has 5 years of startup experience and business management experience. He also has data science experience with a focus on product development and management. In 2014, his team received an award for Best Smartwatch App in the Hack the North Competition in Canada. Recently, Eric was named INC's 30 under 30, a list that recognizes the best young CEOs in America. He received his bachelor in business administration from University of Western Ontario and his post graduate specialization certificate from the University of Minnesota School of Public Health, New York University School of Business and John Hopkins University. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Jeff Bezos Favorite online tool? — Mixmax 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? – "Go more towards your business and tech side, that's where you're going to make more money" Time Stamped Show Notes: 00:50 – Nathan introduces Eric to the show 01:42 – Eric is a Canadian and has been in US for 1.5 years 02:11 – Eric is currently in Canada during the interview 02:35 – Neutun is a software that makes it easier for patients to keep track of chronic diseases 02:44 – Eric's mom has epilepsy and it was difficult for them to manage the seizures and medications 03:06 – Neutun keeps track of the seizures and manages the medications on time 03:28 – Neutun is device-agnostic 03:37 – It allows users to use their existing smartphone to track 03:45 – Neutun makes money through lead generation 04:17 – Eric is looking at a million dollar runway for 2017 05:09 – Neutun's revenue is predictable for a SaaS business 05:56 – Neutun's initial model was a lead generator for pharmaceutical companies 06:02 – In the long term, Eric wanted Neutun to transition to a market-intelligence company 06:14 – Neutun wanted to address all chronic diseases 06:30 – Neutun has 10K organic users 07:15 – Neutun was launched late 2016 07:47 – People find Neutun mainly from word-of-mouth 08:18 – There are also doctors who are recommending Neutun 08:38 – Neutun makes money through scripts or prescriptions 09:08 – Average amount per script 10:23 – Neutun tries to benefit the user as much as possible 10:46 – Neutun also suggests sponsored medication 11:06 – Average medication expenses of a patient 11:42 – Neutun is almost similar with tracking steps 11:53 – Through Neutun's algorithms and AI, it can detect a seizure 12:11 – Then the recording will start 12:44 – Tracking the seizure is important for doctors 12:58 – With Neutun's data, doctors can prescribe more accurate medications 14:10 – The only way to prevent seizures is to do what doctors tell you to do and take the medications 14:37 – Neutun was initially bootstrapped 14:56 – Neutun has raised a million on a kiss convertible note 15:33 – Team size is 7 16:50 – The Famous Five 3 Key Points: If patients can track their seizures accurately, doctors can prescribe a more appropriate prescription. The advancement in technology is benefitting the health industry in many ways. Go where you can earn well. 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

Paul Tyma. He's the founder and creator of a tool called Mailinator which is an email system. He's also a startup veteran and has focused on 4 Silicon Valley startups including Preemptive Solutions, Manybrain Inc which owns Mailinator, Home-Account.com which was acquired by Bills.com, and Refresh Inc which was acquired by LinkedIn. He's a frequent speaker, writer and author of one of the original books on Java called Java Primer Plus. Dr. Tyma has received his PhD from Syracuse University focused on Java/.Net performance. Famous Five: Favorite Book? – Influence What CEO do you follow? – Amy Errett and Bradley Kam Favorite online tool? — Linode How many hours of sleep do you get?— 8.5 If you could let your 20-year old self, know one thing, what would it be? – "How to talk to girls" Time Stamped Show Notes: 00:53 – Nathan introduces Paul to the show 01:48 – Paul started his first company during his PhD 01:56 – After getting his PhD, Paul worked for Google 02:12 – Paul is still part of the board for Preemptive Solutions 02:18 – Refresh had a very visible exit and is currently at LinkedIn icebreakers 02:37 – The acquisition was in 2015 02:45 – Acquisition price 02:54 – Refresh was a consumer application 03:10 – Refresh has raised $10M in total 03:20 – The first round was a priced round 03:53 – Refresh had 100K users 04:30 – Refresh built its own identity from scratch 04:40 – The technology of Refresh 05:40 – Home-Account.com was built prior to Refresh 05:59 – Paul was a minor founder 06:15 – Option pool 07:23 – Selling a company and staying with the company who acquired it is a cliché in Silicon Valley 08:19 – Mailinator was a side project Paul built 13 years ago 08:30 – It was a receive only mail service 08:50 – Mailinator lets you create a disposable email 10:17 – Mailinator had some ads which paid for the server 11:30 – Mailinator now makes money from affiliates 11:47 – Mailinator's brand became strong 11:56 – There was a high usage from QA departments who tested their signups process and welcome email 12:11 – They asked Mailinator for additional features 12:40 – Hundreds of QA teams now are using and paying Mailinator 13:16 – Mailinator also has a private paid domain 13:40 – Pricing is $29 for single user and $129 for a team 13:56 – Average RPU is $35 14:31 – Average MRR 14:57 – Paul is now turning Mailinator into a business 15:21 – Churn is pretty high 15:48 – Less paid advertising 16:16 – Mailinator has 45K unique users a day 16:44 – 25K new inboxes are set up everyday 16:58 – "This is not a DAU product" 17:21 – Mailinator has not raised money 18:09 – Team size is 3 18:30 – Gross margin 18:59 – Server cost 19:53 – The Famous Five 3 Key Points: A side project can definitely turn into something more—don't underestimate its potential. An email does NOT reflect one's identity. There are thousands of emails being made and sent every day—having a disposable one is almost a necessity. 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

Kathryn Minshew. She's the CEO of founder of TheMuse.com, a career platform that is used by over 50M folks to find jobs, learn professional skills or advance in their careers. This platform is also used by hundreds of companies looking to grow their employer brand and to hire. Kathryn is a Harvard and Wall Street Journal contributor and she's spoken at MIT in Harvard along with the Today's Show. She's been named The Smart CEO's Future 50, INC's 35 under 35 and a Duke alum. Kathryn worked at Rwanda and Health Access Initiative and before founding The Muse, she was previously at McKinsey. Famous Five: Favorite Book? – The Hard Thing About Hard Things and Traction What CEO do you follow? – Jennifer Hyman, Elon Musk and Jeremy Johnson Favorite online tool? — Boomerang and Pocket 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? – Kathryn wished she knew it was okay to be different and everything that is worth doing is hard Time Stamped Show Notes: 00:42 – Nathan introduces Kathryn to the show 01:35 – The Muse was founded to be the most trusted and beloved place for people to navigate their career 01:42 – The Muse is a marketplace with over 50M people who uses the site annually 02:00 – The Muse has over 600 companies which they help in hiring and employment 02:25 – "If you want really great people, you have to compete for them" 03:00 – The companies can reach more candidates through The Muse 03:19 – The Muse is a SaaS-enabled marketplace 03:31 – The Muse somehow competes with LinkedIn Recruit and Glassdoor 04:05 – Most companies in The Muse sign up for an annual subscription 04:24 – Average pricing is $20-30K but enterprise is higher than the mid-market businesses 04:54 – The Muse works with every business size in every industry 05:04 – The businesses are categorized by team size 05:25 – Companies that are subscribed have access to different tools on the website 06:11 – The marketplace on TheMuse.com is where companies can post their profiles and job listings 06:21 – The Muse has also developed more products 06:41 – One of The Muse's client has 50K to 150K employees 07:29 – The Muse also assists their Fortune 100 companies on their existing channels 08:12 – The Muse started targeting individual users 08:24 – The Muse was launched in 2011 having career related tools and content for individuals 08:31 – The Muse rolled out their first company profile after hitting 100K website visits per month 08:41 – The Muse have never had advertising on the website 08:58 – The Muse had their first 100K users in 6 months 09:05 – The initial cash for The Muse came from Kathryn's savings 09:39 – When Kathryn left McKinsey, she had $25K in savings 09:50 – Then Kathryn got an offer to work at Rwanda 10:28 – Kathryn was 25 at the time 10:56 – Kathryn has always thought that savings equate to freedom 11:34 – When Kathryn came back from Rwanda, she started a business similar to The Muse 13:02 – Kathryn spent $20K on her first company 13:23 – With only $5K left in savings, Kathryn together with her co-founder started The Muse 13:45 – Kathryn tried to keep her expenses low 14:24 – Kathryn started The Muse because she had all the questions and wanted answers 14:29 – The community then gave Kathryn the answers 15:02 – The Muse initially had 50 articles giving career advice and providing resources 15:10 – The first job listing was posted after a month as a test 15:29 – The Muse used to get paid for the job listing but it doesn't work that way now 16:17 – Kathryn shares how the conversation happened between her and the co-founders 17:11 – They wanted to work and make it happen 17:25 – The equity between them is almost even 17:54 – The Muse raised a round for $100K in 2012 and got into Y-combinator 18:41 – The Muse raised $10M in a series A in 2015, and $16M in a Series B: Q1 of 2017 19:12 – The Muse is closed to breaking even 19:31 – There are different ways in building a business and there's no one perfect path 19:53 – The Muse has 600 active businesses 20:10 – Some companies just closed or got acquired 21:35 – Average revenue 23:05 – The Famous Five 23:32 – Kathryn's book The New Rules of Work 3 Key Points: You can start a business with minimal means and still grow it into a profitable one. There is no one perfect path to building a business. If a task or venture is hard, that's a good sign it's worth it. 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 fo

Duy Huynh. He's the founder of Autonomous.ai which builds smart office products to help people work smarter. Famous Five: Favorite Book? – Zero to One What CEO do you follow? – Stewart Butterfield Favorite online tool? — Google Analytics How many hours of sleep do you get?— 4 If you could let your 20-year old self, know one thing, what would it be? – "Focus on and build something really helpful to people" Time Stamped Show Notes: 00:50 – Nathan introduces Duy to the show 01:20 – Subscribe to Youtube to see Duy using a smart desk 01:32 – Smart desk helps work smart the whole day 01:48 – "We don't care much about the money" 02:02 – Autonomous' mission is how they can help companies' work smarter 02:51 – Autonomous wants to reinvent every single item in an office 03:15 – One of Autonomous' products is the Cardboard 03:30 – It is created for people who want an affordable standing desk 04:05 – It sells for $19 04:17 – Cardboard is a fairly new product 04:42 – Autonomous was founded in 2014 05:10 – Autonomous has shipped around 100K units 05:16 – The best-seller is the SmartDesk 05:38 – It can keep you healthy and stay active in office 05:50 – Some of Nathan's friends have bought the Smartdesk 06:07 – Autonomous has raised $200K 06:18 – Prior to Autonomous, Duy really liked smart products 06:46 – Duy started Autonomous with his co-founders in a small apartment 08:25 – The seed money has helped Duy make the prototypes 09:00 – Duy has spent $100-200K on the products before raising the seed round 09:09 – Duy traveled to find the best suppliers 09:30 – Team size 09:43 – 4 are working in the NY office 09:46 – 10 in California and some in Vietnam and China 10:10 – Total of 40 people 10:22 – Autonomous is currently cash flow positive 10:35 – Duy isn't looking at raising another round at the moment 11:00 – Monthly expenses 11:40 – Autonomous is doing over $10M annually 12:18 – Most of the customers are founders 12:37 – Autonomous currently relies on word-of mouth 12:49 – Autonomous had a Kickstarter campaign 13:05 – Autonomous made $250K from their Kickstarter campaign 13:20 – It was for a thousand units 13:58 – Duy wanted to maintain a fair margin in the supply chain 14:36 – "They pay for what they get" 15:00 – Competitors' margin 15:19 – Gross profit 16:04 – The second and third best-selling products are the chair and stool, respectively 16:38 – Duy wouldn't take a deal from Herman Miller at the moment 16:41 – Autonomous isn't a furniture company 17:19 – On paper, Duy is the single founder but the co-founders have equity as well 18:50 – The Famous Five 3 Key Points: Smart products shouldn't just offer convenience, but make your life healthy and active too. Price your product fairly—the value of the product should match the price. Create something that will be really helpful for 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 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

Connor Gillivan. He's a 27-year old serial entrepreneur and published author. He started his first company out of his college dorm room and built it to sell over $20M in products on Amazon.com. After he became an expert on hiring online, he co-founded FreeeUp, an online hiring marketplace focused on connecting the top 1% freelancers with business owners. He's the author of Free Up Your Business: 50 Secrets to Bootstrap Million Dollar Companies. Famous Five: Favorite Book? – Shoe Dog What CEO do you follow? – Elon Musk Favorite online tool? — Jira 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? – "I wished I knew to stay focused on what I do best" Time Stamped Show Notes: 00:47 – Nathan introduces Connor to the show 01:32 – Connor makes 20% to 30% of the gross margin of a product on Amazon 01:38 – Net profits end up being from 5%-15% 02:04 – It was 6 years ago when Connor started his business 02:15 – Connor earned on the first year of the business 02:51 – Connor has scaled up his first company 03:00 – The company still operates with $1-2M in revenue per year 03:08 – The team is composed of freelancers who are based around the world 03:27 – The 3 founders, including Connor, are getting their pay quarterly 03:40 – Connor now spends his time on his second business FreeeUp 03:52 – Connor's first company is Portlight 04:05 – Average price point was $75-100 04:25 – FreeeUp was launched in 2015 04:29 – Connor and his co-founder learned about hiring freelancers through Odesk and Elance, which merged and is now called Upwork 04:36 – They didn't like the process of posting job ads and going through every applicant 04:46 – FreeeUp has a better solution where the business owner doesn't have to do the upfront work 04:58 – FreeeUp finds the top 1% candidates for the business owners 05:18 – Toptal is more focused on top developers and designers 05:23 – FreeeUp's freelancers are specialized on e-commerce business operations 05:35 – There's no upfront free 05:43 – FreeeUp has a standard markup that they charge on their clients for hourly rates 06:06 – The minimum charge is $2 and 20% for the higher price 06:55 – There are over 500 freelancers on FreeeUp 07:28 – FreeeUp's system can measure the amount they're paying their freelancers 07:37 – The biggest metric is the hours billed to the client 08:01 – Average billing per hour is $10 08:18 – FreeeUp is keeping $60K-80K in revenue per month 09:11 – FreeeUp has around 1500 signups on the platform 09:16 – FreeeUp bills between 300-500 people who are utilizing their workers 09:45 – 2000-2500 people have been billed since FreeeUp started 09:58 – FreeeUp has a referral program where clients can refer other people who would want to use FreeeUp and they receive $0.50 for every hour that has been billed 10:28 – FreeeUp is more hands on with their client 10:56 – Most clients start slow and when they see FreeeUp's benefits, they'll use it more 11:10 – Team size is 20-25 part-time people 11:51 – Connor is currently in Orlando, FL 12:11 – Both of Connor's businesses are bootstrapped 12:21 – Total transaction volume for 2016 is a bit over a million 12:33 – 2016 average revenue 12:44 – 2017 projected transaction volume is $3-4M 13:20 – Connor puts his money back into his businesses to scale them 13:47 – Connor splits the 20% from FreeeUp 14:32 – Since April, FreeeUp has grown 1000% 15:20 – FreeeUp started winning in the ecommerce industry 15:58 – FreeeUp now offers digital marketing as well and try to find different areas that will interest more clients 17:10 – The Famous Five 3 Key Points: There are more business owners relying on outsourcing for their needs and share with others just how beneficial outsourcing is. Ensure you have backup funds for your company. Focus on what you do best. 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

Dan Gamito. He now leads partnerships and B&D for a company called ManyChat. Formerly, he led the customer success team for ConvertKit. Famous Five: Favorite Book? – N/A What CEO do you follow? – Des Traynor Favorite online tool? — Calendly 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? – "Just chill out" Time Stamped Show Notes: 00:47 – Nathan introduces Dan to the show 01:16 – ManyChat is marketing automation platform for Facebook Messenger 01:28 – ManyChat is a SaaS business 01:38 – Nathan uses ManyChat and struggles with the emotional factor 02:11 – Users struggle with emotion because of the automation side of ManyChat 02:14 – Think about how people use messenger 02:29 – Dan suggests in keeping your messages informal, straight to the point and write what people would find valuable in EVERY sentence 02:49 – People are now shifting to Messenger from email marketing 02:57 – Messenger is different from email 03:05 – Nathan shares how he struggles figuring out what messages to set 03:54 – How can people use ManyChat in a simple way? 04:04 – Dan challenges us to look at our phones and see who we want to talk to at that moment 04:17 – Build the interactions up from the bottom 04:19 – The goal is to make people want to have a live chat conversation with you 04:51 – ManyChat can be part of your funnel 05:49 – ManyChat has a partnership with Sean of Soul Space Media 06:04 – Sean's wife had a case study of ManyChat on their podcast 06:10 – DigitalMarketer did a case study, as well 07:05 – For 0-500 subscribers, pricing is $10 07:18 – Average customer pay 07:51 – ManyChat has been around for about a year and a half 08:38 – ManyChat has raised a seed round from 500 Startups 09:02 – ManyChat has raised around a million 09:19 – ManyChat has over 40K bots 10:26 – Dan on leaving ConvertKit 10:33 – Dan was Nathan's first hire at ConvertKit 10:45 – Dan did everything to add value to the company, more specifically in customer success 10:56 – Dan has launched his own software product prior to ConvertKit 11:27 – Dan saw Nathan trying to compete with Infusionsoft 11:41 – Dan was like a silent co-founder 12:12 – Dan ended up not being a good fit for ConvertKit 12:54 – Both Dan and Nathan are both headstrong and their communication broke down 13:16 – Nathan terminated Dan on short notice 13:50 – Dan was naïve and inexperienced during that time 14:19 – "I walked in completely unprepared" 15:01 – Nathan gave an offer to Dan 15:30 – Nathan explains how equity works in startups 16:16 – Dan thought he didn't value himself very much 19:10 – Dan is now almost 30 19:31 – Dan was pursued by ManyChat's CEO Mike 19:55 – "He believed in me" 20:13 – Dan approached ManyChat with what he could add to it and the structure that he could build 20:21 – Dan knew he could do it by heart 20:36 – Team size is over 15 20:49 – Dan still has no equity 21:03 – Dan joined ManyChat in November of 2016 22:38 – "Time-boxing things and putting expectations around things is never going to work" 24:00 – The Famous Five 3 Key Points: In new work opportunities, know your contract by heart. Know your worth—don't undervalue yourself. Automation can sacrifice the emotional and interpersonal interaction with your customers. 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

Sam Caucci. He's the CEO of Sales Huddle, a training and development team that is using game technology to help organizations better prepare their people for the workforce. Famous Five: Favorite Book? – Meditations What CEO do you follow? – Jason Lemkin Favorite online tool? — GrowBots How many hours of sleep do you get?— 4 If you could let your 20-year old self, know one thing, what would it be? – Sam is a big believer that you have to over-network Time Stamped Show Notes: 00:52 – Nathan introduces Sam to the show 01:30 – Sales Huddle is a mobile game platform for employee training 01:43 – Sales Huddle has everything a business needs to learn 02:04 – Sales Huddle is a subscription business 02:10 – Pricing is from $5K to $15K 02:13 – There's a monthly recurring fee based on the number of employees on the platform 02:20 – 2016 revenue closed out at $1.2M 02:29 – MRR is around $800K 82 subscribed clients on the platform 02:58 – Sales Huddle has an initial integration fee for converting a client's current content into the platform 03:18 – Most companies pay Sales Huddle an upfront payment 03:36 – Sales Huddle tries to get companies to pay upfront first 04:03 – Sales Huddle has 100% retention 04:37 – Sam credits their 0 churn on the product not infringing on the customer's current learning stack yet 05:10 – Sales Huddle started as a part-time consulting company 6 years ago 05:26 – The development of the product was in middle of 2014 05:27 – Selling started in 2015 05:40 – Team size is now 20 06:05 – Sales Huddle is currently raising and has raised $400K 06:33 – The round was a kiss convertible note 06:41 – A kiss convertible note converts to an equity and is similar to safe note 07:44 – Many startups don't think of their sales pipeline 08:08 – Sales Huddle is currently in a strong position 08:40 – As a founder, Sam believes it is his responsibility to drive the shift with his team 08:58 – Sam can definitely raise money through sales, but they have to think of the worst case scenario 09:12 – Sam sees his company running a 100m dash; once they get to 200m, they will think about how to get to 300m 09:30 – ARR goal is around 100m and they're currently at 50m 10:16 – Sam just had a daughter 10:49 – Sam is building a team that is going to have your back in a bar fight 11:12 – Sales Huddle's competitors 11:43 – Sales Huddle just started to spend money on paid acquisition 11:59 – Sales Huddle is almost always breaking even 12:16 – Sales Huddle is burning $40K-60K a month 12:41 – The hardest shift for Sam 13:50 – The Famous Five 3 Key Points: A great retention rate could mean you're not charging enough or your product is just that good. Be the founder that your team trusts—even to the point of trusting you that raising funds is not necessary. Always invest in growing your network! 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

Scot Wingo. He's the CEO of Spiffy. He's also a 4-time serial entrepreneur and industry thought leader in ecommerce and on-demand economy realm. He's appeared on CNBC's Today's Show and contributed his expertise to The Wall Street Journal, New York Times along with many other publications. He previously founded Stingray Software which he sold to Rogue Wave Software, AuctionRover which was sold to GoTo/Overture, and ChannelAdvisor that went public in 2013, under the stock symbol ECOM. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Jeff Bezos Favorite online tool? — LinkedIn How many hours of sleep do you get?— 4-6 If you could let your 20-year old self, know one thing, what would it be? – "To trust your instincts and invest even more in your own companies" Time Stamped Show Notes: 00:44 – Nathan introduces Scot to the show 01:29 – Spiffy is an on-demand car wash and detail company 01:33 – Customers pay for car washes and Spiffy is full-stock 01:59 – Spiffy is a pay-as-you-go model 02:02 – Some customers would request to have their car cleaned on a regular basis so they're currently working on a subscription plan 02:30 – Having your car cleaned is addicting 03:02 – Spiffy started in 2014 03:17 – Scot was 46 in 2014 03:26 – Scot loves building a company 04:00 – In 1999, AuctionRover started 04:14 – AuctionRover is a search engine for auction sites 04:16 – Scot always had a plan to develop software for sellers 04:20 – After getting acquired, they developed the software which turned into ChannelAdvisor 05:43 – They've raised $3M for AuctionRover 05:53 – AuctionRover started to get acquisition offers 06:16 – Scot was a fan of Goto 06:45 – Stingray put Scot in a position where it had to work 07:32 – Scot had accumulated personal debt to run Stingray 07:55 – Scot was 25 when he founded Stingray 08:03 – Scot had Stingray for 3 years before selling it to Rogue 08:11 – Acquisition price was around $7M 08:27 – It was software and Scot had a 30% margin 09:07 – Scot added $3M through fundraising 09:55 – Tim Draper was on Episode 129 10:17 – AuctionRover's acquisition price was $20-50M 10:43 – The negotiation with Goto to buy back AuctionRover 11:18 – Scot bought back AuctionRover for around $1M 11:37 – They bought it back in 2001 12:00 – When Scot IPOd ChannelAdvisor, everything was new to him and he had never taken a company that big before 12:07 – Scot's dad was a business person and was on Fortune Magazine 12:58 – Scot always has a higher goal 13:37 – "If you've raised a venture capital, you're going to have an exit" 13:47 – Scot wanted to see what an IPO process looked like 14:02 – Scot raised capital for ChannelAdvisor 14:14 – ChannelAdvisor helps retailers and brands sell on eBay, Amazon and other channels 14:26 – ChannelAdvisor raised a total of $90M before the IPO 15:08 – ChannelAdvisor's market price on Day 1 16:03 – Scot brought in a COO to help him 16:11 – After going public, the COO was promoted to president 16:20 – Scot felt he wasn't learning much more and the president wanted to step into the CEO role 16:27 – Scot felt it was a great time for the president to mature and take on the CEO position 16:47 – Scot just simply sent a letter to the board about him leaving 17:35 – Scot is more of a tactical entrepreneur 17:47 – "I just really like solving hard problems and scaling businesses" 17:55 – Everytime Scot would have a career change, it was in a different space 18:05 – Since Spiffy is consumer oriented, Scot believes he can scale it faster than ChannelAdvisor 18:27 – Scot's goal for Spiffy 19:35 – Scot had 2 physical car washes after selling his 2nd company 19:44 – Spiffy was an MVP in 2014 when it was launched 20:09 – There are reasons why customers don't like detailing 20:40 – 70% of Spiffy's revenue is from out-work consumers 21:11 – Spiffy just crossed the $200M runaway and is growing annually north of 100% 21:33 – Team size in the office is around 20 and around 60 technicians 22:06 – Spiffy has raised $7.5M on their series A 22:18 – Scot still gets excited raising funds 22:38 – Scot's aspiration for Spiffy is bigger than his checkbook 23:55 – The Famous Five 3 Key Points: Always aim higher when it comes to your goals. Going through multiple exits boosts your learning and experience. Always trust your instincts. 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

Dimitris Giannoccaro. He founded IAMIP, in 2013, after an extensive career in engineering and intellectual property together with some of the strongest leaders and inventors at ABB. The urgent need for digitizing an intellectual property world and maximizing the potential of intellectual property successfully has been felt during his work at his company. Famous Five: Favorite Book? – n/a What CEO do you follow? – Björn Lilja of Kundo 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? – "I would never do this again" Time Stamped Show Notes: 00:44 – Nathan introduces Dimitris to the show 01:31 – IAMIP is a typical SaaS company 01:56 – IAMIP is where users can collaborate in real-time in order to access all the patents 02:49 – IAMIP has 3 target groups: small startups, medium-size companies and corporations 03:06 – Small startups still need to know how to protect their solution 03:22 – Medium and corporations are big companies and they want to make sure no one is infringing on their rights 04:12 – If you want to get acquired later on, you want to make sure you don't infringe on other's rights 04:42 – Patents are important for product 04:58 – Patents are also filed on services 05:32 – As a consumer, the focus is on the usability of the product or service 05:40 – If you want to make money right and keep growing, you want to have your IP 06:08 – Team size is 14 06:19 – IAMIP was launched 3 years 06:23 – Average MRR is $60K 06:38 – IAMIP currently has 500 users 06:54 – There are 62 paying customers 07:18 – IAMIP raised 2 years ago, but it was initially bootstrapped 07:34 – Dimitris was 37 when he launched IAMIP 08:05 – IAMIP managed to have their first client after a few months 08:22 – IAMIP has 2 founders and the split is 50/50 08:59 – Dimitris regretted not inviting more people 09:55 – IAMIP has raised $1M on the first round 10:01 – IAMIP is in the process of raising an equity round 10:27 – Dimitris based the valuation on the future number of customers 11:08 – IAMIP didn't give a discount on their first round which is an equity round 11:44 – Gross customer churn 12:16 – Dimitris' tactic on having 0 churn 12:46 – 2016 revenue 13:08 – 2017 goal 13:16 – IAMIP has recently been accepted by the UCLA Amazon program 13:33 – CAC 13:59 – Everybody is part of the sales team 14:30 – All of the people on the team are engineers and the 7 spend additional time in sales 14:51 – LTV 16:17 – The Famous Five 3 Key Points: Patents are important for growing businesses in order to protect your solutions. Having co-founders has its advantages and can be much better than doing it solo. You CAN acquire new customers without an expert salesperson. 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

Rickard Carlsson. He's the CEO of Detectify, a Stockholm-based security startup selected as one of Sweden's super talents, in 2015, by the Swedish business publication, Veckans Affärer. He has lived and worked in Sweden, USA and India and holds an MSc of applied physics and electrical engineering. Famous Five: Favorite Book? – Home Improvement Books What CEO do you follow? – N/A 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? – "Know more about how to build a great team" Time Stamped Show Notes: 00:43 – Nathan introduces Rickard to the show 01:35 – Detectify integrates security testing into the development workflow 01:49 – Detectify makes sure that the safety testing is brought to development 02:08 – Pipedrive uses Detectify as a part of their security 02:25 – Security is important for Pipedrive so they use Detectify to automate a large part of their security detecting 02:54 – Average pay per customer is €80 03:10 – Detectify was launched in 2014 03:50 – Rickard's co-founders who worked for the biggest tech companies had the idea of Detectify 04:44 – Rickard met his co-founders at his previous job and they were Angel investors to Detectify 04:58 – Rickard was a business consultant for McKinsey 05:54 – Rickard started a startup to learn new things 06:21 – Detectify has 4 founders and the split is not the usual 25% each 06:41 – Detectify has now raised €2.5M 06:49 – The last round was a priced equity round 07:13 – Rickard does everything except coding including sales 07:42 – Detectify managed to get 1-2 important Angels on board 08:09 – Detectify is currently serving 350 customers 08:20 – Majority of the customers are the long-paying customers 08:45 – There's an increasing number of larger customers 08:55 – MRR is around $30K 09:10 – Nathan has released interview videos on Youtube 09:45 – Team size is around 25 10:09 – Salaries in Europe are much smaller than in the USA 10:18 – 2/3 of the team are full-time engineers 11:17 – Gross customer churn 11:26 – Detectify has no paid acquisition 11:30 – Detectify has 2 outbound sales people who just started 12:00 – The team is based in Sweden 12:17 – LTV 12:47 – Detectify has a few enterprise customers 13:00 – Deals are usually a year contract with an upfront payment 13:25 – Rickard won't disclose what the salespeople get for every $10K deal they close 15:36 – The Famous Five 3 Key Points: An eagerness to learn new things is a great motivator to start one's own business. Security is simply a necessity. Having different brackets of customers allows for more growth. 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

Don Mal. He's the CEO and co-founder of Vena Solutions which was established in 2011 and is the fastest growing provider of cloud-based corporate performance management software. Prior to Vena, he's owned several executive tech positions along the way with companies like Clarity Systems and IBM. Famous Five: Favorite Book? – Who Moved My Cheese What CEO do you follow? – Satya Nadella Favorite online tool? — Dropbox How many hours of sleep do you get?— 7-8 If you could let your 20-year old self, know one thing, what would it be? – "I wish I knew that sales cures all" Time Stamped Show Notes: 00:44 – Nathan introduces Don to the show 01:21 – Vena was the fastest company to acquire a hundred customers 01:29 – Vena is growing a 100%, year over year 02:05 – CPM or corporate performance management is budgeting, planning and forecasting financial performance 02:28 – A fastfood chain can use Vena's service to capture the sales of their burger 02:55 – CPM is about measuring results in a couple of different dimensions 03:16 – The Top had Glen Coates of Handshake and they're an inventory management 03:31 – Vena is more horizontal based and vertical industry based 04:20 – Vena doesn't compete with Bill.com and Expensify.com 04:31 – Annual RPU is $50K 04:53 – Vena was launched in 2011 05:02 – Team size is almost 200 05:18 – Vena has raised capital with equity rounds 05:49 – Don was running sales for a company in the same space that Don sold 06:02 – Don has already built credibility, so he was able to convince families and friends to invest 06:21 – Don has raised over a million to launch the business 06:50 – Don's process of closing 07:06 – Don was able to raise $3M from other sources 07:30 – If your friends and families can't write a $25K check, a $1k check will do 07:42 – Don has now raised a total of $50M 08:35 – Having the right kind of partner is important in raising a round 09:17 – Vena is approaching 350 paying customers 09:38 – Average MRR is $1.4M 09:47 – Vena finds new customers with a combination of inbound and outbound marketing 10:04 – Vena also nurtures their prospects through drip campaigns 10:22 – Total spend on paid acquisition is a couple of hundred grand a month 10:40 – Vena has a team that does the testing for new channels 11:05 – Don wants to keep their CAC below a 12-month cost of the revenue 11:38 – Don is looking at a 12-month payback 11:55 – LTV 12:05 – A customer stays with Vena up to 10 years 12:48 – Don sees the significant expansion of their platform 12:55 – Client starts with 2 user cases and can end up having more than 20 13:28 – Gross churn 13:39 – Vena has hit their net negative revenue churn 14:05 – Vena's dollar will turn into $1.20 with their current system 15:15 – The Famous Five 3 Key Points: Before a big round of fundraising, master your pitch and start with your friends and families. Make your product stick to your customers and you'll experience amazing growth. Have experts in your sales and marketing team; trust and release them to do their job. 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

Victor Levitin. He's the CEO of CrazyLister and last time he was at The Top was in late 2016. His company, Crazy Lister, has passed 2K customers, about 600K raised and about 30K in 2015 revenue. Each customer pays about $15 in monthly revenue. They've passed 25K in MRR with about 3% gross customer churn each month. They are based mainly in Tel Aviv with their team of 8. Famous Five: Favorite Book? – The Hard Thing About The Hard Things What CEO do you follow? – Jason Lemkin Favorite online tool? — Intercom 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? – "Start with SaaS, everything else does not compound" Time Stamped Show Notes: 00:44 – Nathan introduces Victor to the show 01:25 – CrazyLister is the easiest way to create high-converting, mobile-optimized product listings for eBay 01:36 – Investors call CrazyLister, the Wix for eBay 01:49 – CrazyLister closed the door on their Tel Aviv office and focused on just working 02:14 – CrazyLister has recently hit $1M in ARR 02:38 – CrazyLister just passed 3.5 paying customers 03:13 – CrazyLister's growth is a combination of several tactics and strategies 03:26 – CrazyLister now nailed paid acquisition 03:47 – CrazyLister managed to get their CAC to LTV ratio to 1:8 04:01 – CrazyLister is spending $15K a month for paid acquisition 04:10 – To acquire a new customer costs $80 04:29 – CrazyLister is trying every paid acquisition 04:41 – CrazyLister is now focused on Google AdWords which is working quite well for them 04:58 – CrazyLister couldn't make it on Facebook 05:31 – CrazyLister targets specific customer needs in retail 06:15 – Victor has been in California for 2 months to discuss the future of CrazyLister 06:40 – Victor came to the conclusion that with the growth that they have experienced, raising a big VC round wouldn't be healthy for them 07:06 – Victor now focuses on making e-commerce easier for retailers 07:17 – CrazyLister will first prove traction beyond eBay then raise a not-so-big round to sustain growth 07:35 – It will be between $1-2M 07:40 – Current team size is 10 07:53 – CrazyLister just hit cash flow positive in March 08:03 – CrazyLister doesn't really need capital, but wants to grow beyond eBay 08:48 – CrazyLister now has 3 plans: $9/month, $25/month and $45/month 09:04 – The best customers for CrazyLister are the highest paying ones 09:35 – CrazyLister tries to understand their customer even before they upgrade 10:24 – As CrazyLister adds more features and updates, they increase their pricing 10:56 – CrazyLister has developed a feature that is beneficial for businesses 11:37 – Victor has 2 co-founders 11:51 – There are 3 main pillars in CrazyLister 11:55 – Victor and Max, the co-founder, are the business pillars 12:06 – The second pillar is the CTO 12:25 – The third pillar is the paid acquisition expert 12:45 – The paid acquisition expert is a full-time employee 14:00 – When CrazyLister began with paid acquisition, their budget was only $5K 14:08 – As the data becomes better, they've raised their budget as well 15:34 – CrazyLister now wants to replicate what they did to eBay to other channels 15:50 – 2016 total revenue 16:40 – As a seller/business, you constantly need to add listings on eBay, so there's a considerate need to use CrazyLister 17:03 – Gross churn per month 18:38 – The Famous Five 3 Key Points: Focus in on your goals, then see if you can raise a bigger round. Paid acquisition, if done well, can get you new customers consistently and help grow your company. Let your pricing reflect the valuable updates and developments you make to 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

Jon Ferrara. He's been recognized for pioneering innovation in the customer service management category for many years. Prior to founding Nimble, he was the creator and co-founder of the award-winning customer management product GoldMine. In 1999, Goldmine got acquired by FrontRange and he left to pursue other interests. During those years, he continued to watch the CRM market grow. He saw that most CRMs in the industry that were serving small businesses moved up market and became way more expensive and more complex—leaving the small business market totally underserved. It was at that point that Jon decided to create the next generation CRM product for small businesses called Nimble. Famous Five: Favorite Book? – Think and Grow Rich What CEO do you follow? – Marc Benioff Favorite online tool? — Buffer App How many hours of sleep do you get?— Around 8 If you could let your 20-year old self, know one thing, what would it be? – "Start a business earlier" Time Stamped Show Notes: 00:44 – Nathan introduces Jon to the show 01:42 – Jon was on Episode 643 of The Top 01:55 – Nimble has around 10K paying customers with a monthly RPU of $20 02:08 – 3% monthly churn 02:14 – CAC is around $5 02:24 – Team size is 25 02:43 – Nimble has recently closed a $9M round 03:07 – Acquiring SMBs is the exact same way they've scaled Goldmine 03:20 – The problem with most CRMs today is that only sales and marketing people use these systems when in fact, everyone in the company should use it 03:56 – Jon cold called every Novel reseller in the country when Goldmine was just starting 04:00 – "People sell what they know and know what they use" 04:15 – When Jon started Nimble, no one knew that social media would be the way to grow a business 04:30 – Jon looked around for influencers for Nimble's launch 04:48 – Nimble is the early pioneer of influencer marketing 05:08 – Nimble was getting 100K website views with 0 marketing spend 05:25 – As a company scales up, it should also touch the customers in different ways 05:43 – Nimble doesn't pay influencers 05:45 – To find influencers, you have to know the core influencers around your product 06:00 – You find ways on how to build a relationship with influencers 06:32 – Nimble will now try to get around with ad spend 06:41 – Jon always believed that there was another way to get access to customers 06:44 – Jon is going to replicate the strategy they used with Goldmine by partnering with people similar to Microsoft and Google and get their VARs to use Nimble and start recommending it 07:01 – Nimble just signed a deal with Microsoft where they can be a reseller of Nimble 07:12 – Microsoft can now give their VARs Nimble so their VARs can be better, smarter and faster in sales and marketing 07:33 – Nimble will work on top of Office 365 as the operating system of a business 07:57 – Microsoft is currently passing their revenue to the VARs 08:11 – The VARs are the one making the MRR which is 20% 08:30 – Nimble's average RPU is now around $30 08:41 – If you can help a business person with their sales and marketing needs, you're now opening yourself up to other functionalities for that customer 08:53 – Every business struggles with sales, marketing and relationship management 09:20 – Nimble just rolled out new pricing and marked on automation add-on 10:13 – March MRR is around $225K 10:25 – Nimble now has around 10.5K customers 11:31 – Without relying on the VARs, it's going to be a long term strategy for Nimble 11:48 – Microsoft has bundled Nimble inside of Outlook mobile, Office 365 and Outlook desktop 12:07 – It is like a free acquisition 12:32 – Jon won the deal with Microsoft because of their relationship 12:42 – In every business relationship, you want to know how the other person answers and what success looks like for that person 13:21 – Nimble is now a free plug-in with Office 365 13:37 – Users can use Nimble for free without paying $30 a month 13:42 – Nimble is like Rapportive on steroids 13:48 – Nimble has a limited feature for free users 14:14 – Business people are the ones who usually convert to paid users 14:33 – The market of Nimble is a very fragmented market 14:37 – Nathan mentions the people in the same market that were on The Top: 14:39 – Hatchbuck 14:55 – Pipedrive 15:02 – Close.io 15:08 – Contactually 15:29 – In a fragmented market, you need to be top of the line with your customers, influencers and with business products that people use 15:52 – Nimble continues to be rated as No. 1 17:00 – The way Nimble wins is how it executes the distribution channels 17:13 – Team size is currently 32 and based in Santa Monica and Ukraine 17:44 – You don't go to raise with a particular value in mind 17:53 – Let the market determine the value 18:06 – The last round raised was a series A 18:22 – Nimble has talked to a number of VCs and with this deal, they're bringing in a seasoned CEO 19:18 – What people are vetting for Nimble is the future 19:41 – "We're definitely going for a large exit with Nimble

Victor Rosenman. He's the CEO and founder of Feedvisor. Before founding Feedvisor, he was the founder of an innovative marketing startup and a senior R&D manager at Sun Microsystems. Victor holds a BSc in computer science and an executive MBA from Kellogg Northwestern. Famous Five: Favorite Book? – The Black Swan What CEO do you follow? – Jeff Bezos Favorite online tool? — Whatsapp 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? – "Whenever you make a decision, you need to think a little bit longer" Time Stamped Show Notes: 00:47 – Nathan introduces Victor to the show 01:24 – Feedvisor is a decision support system for large ecommerce vendors that sell through marketplaces 02:57 – Most of the e-commerce that joins Feedvisor has significant business on Amazon 03:06 – Before joining Feedvisor, they will be doing marketplace management through Amazon 03:32 – Feedvisor makes the numbers on the marketplace right 03:50 – Feedvisor looks into a load of various numbers so they can tell which price is right 04:05 – Stock is almost similar to Amazon where there's competition in prices 04:20 – To look into the numbers and make decisions is tough 04:42 – Feedvisor decides more on pricing, replenishment and assortment 05:02 – Feedvisor charges a monthly subscription 05:15 – Average customer pay is $2-3K a month 06:06 – Undercuts is getting information and automated price adjustments 06:20 – For every revenue Undercuts gets through the system, they pay a rev share 06:40 – Not going through Feedvisor's system will not make sense for the clients 06:49 – "There's no way you'll be fast by doing things manually" 06:55 – The rev share is a portion of the entire fee 07:20 – Average rev share percentage 07:38 – Majority of Feedvisor's revenue is coming from their fixed revenue stream 07:45 – Feedvisor was founded in 2011 07:55 – Feedvisor was initially bootstrapped for a year 08:00 – Feedvisor got an initial seat funding in 2012 08:03 – It was for $500K 08:11 – It was all equity 08:15 – To date, Feedvisor has raised $33M 08:34 – Feedvisor's funding experience wasn't easy but it was fair 08:46 – Feedvisor was initially from Israel 09:12 – Israel has a powerful VC ecosystem 09:18 – It's not different than Silicon Valley 09:48 – Feedvisor's revenue just before raising a round 10:00 – When Feedvisor raised a seed round, Victor didn't know about the e-commerce business 10:16 – Feedvisor was primarily rev share when they started 10:47 – Feedvisor raised funding in Q4 11:45 – Victor pitched to the investors slowly 12:00 – In the end, Angel investor is much more of a personal business 12:55 – The series B was done with a common valuation 13:09 – The common valuation for series B is 60%-150% 13:30 – Team size 13:40 – Feedvisor has around 500-600 customers 14:12 – Average MRR 14:57 – Churn is quite low 15:50 – Feedvisor is close to net negative revenue churn 16:10 – Feedvisor focuses on value 16:57 – By optimizing Feedvisor, they create an ROI 17:58 – Feedvisor is charging a fair amount and they understand their customers 18:55 – Feedvisor finds customers through brand building initiatives and content marketing 19:02 – Feedvisor invests a lot on brand building 19:10 – "When you think Feedvisor, you think it's a reliable solution" 19:34 – Feedvisor does their own conferences 19:47 – Feedvisor creates an environment where people can learn 20:21 – Feedvisor has paid $3-4K for content marketing 20:57 – It is about investing into everything that can help you position yourself, not just content marketing 21:44 – LTV 22:23 – CAC 23:45 – The Famous Five 3 Key Points: People want their businesses not to just be automated, but also precise at the same time. Building your brand creates a great reputation and image for your business. Making big decisions requires careful consideration and time. 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 Brinker. He publishes the chief marketing technologist blog known as ChiefMartec.com and is the program chair for Martech Conference Series. He's the author of the book Hacking Marketing published by Wiley. He's also the co-founder of Ion Interactive, a provider of interactive content marketing software to many of the world's leading brands. He has a degree in computer science from Columbia University and Harvard University and an MBA from MIT. Famous Five: Favorite Book? – The Innovator's Dilemma What CEO do you follow? – Brian Halligan Favorite online tool? — Trello How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – "That software can rewrite the rules of the world" Time Stamped Show Notes: 00:44 – Nathan introduces Scott to the show 01:36 – There are over 3600-3800 B2B SaaS companies that Scott has worked with 01:57 – Scott was researching the companies all by himself 02:22 – Scott is a co-founder/CTO of B2B SaaS company, Ion Interactive 02:32 – There's also the ChiefMartec blog that Scott started 8 years ago 03:00 – Scott is into how technology changes the way one manages one's marketing 03:14 – Scott is also looking at the toolsets that enable the technology in marketing 03:35 – Ion Interactive is a SaaS company 04:44 – Chief Martec got millions of impressions in 2016 05:30 – Chief Martec's Alexa ranking 06:03 – If you can create something of value, you can succeed 06:53 – Scott gets paid for most of his speaking gigs 07:28 – It's not an easy path when you're just starting to pitch to conferences 08:08 – Scott started his chart because of a speaking engagement at a conference 08:40 – The first significant paying gig that Scott remembered was when a SAS hired him for a Southeast Asian tour to present the hybrid art and science of marketing 09:23 – It was for 2 weeks 09:35 – Martech Conference was launched in 2014 in partnership with Third Door Media 09:51 – It was actually Third Door Media's event and they just contacted Scott for content 10:08 – Scott took care of the speaker side and everything that involved content 11:00 – All the sectors in the space excite Scott 12:27 – Scott doesn't agree that the CRM space is going to zero 13:15 – There's so much innovation and value 13:30 – The CRM companies who have been in The Top 14:00 – The CRM space is still a hot space 14:52 – The Famous Five 3 Key Points: The marketing space has never been better because of the limitless potential of technology. If you can create something of value, you CAN succeed. Software can rewrite the rules of the world. 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

Phil Nadel. He's the co-founder and managing director of Barbara Corcoran Venture Partners, one of the largest and most active AngelList syndicates where investors can invest alongside him and Barbara on the same terms in promising high growth startups. Famous Five: Favorite Book? – The Lean Startup What CEO do you follow? – Elon Musk Favorite online tool? — Laughly How many hours of sleep do you get?— 7.5 If you could let your 20-year old self, know one thing, what would it be? – "Savor the moment, be in the moment" Time Stamped Show Notes: 00:55 – Nathan introduces Phil to the show 01:24 – Barbara and Phil believe in the syndicate model 01:32 – It is a great opportunity for investors who would like to invest but don't have a lot of money to put into each deal 01:49 – Barbara Corcoran Venture Partners on AngelList 02:08 – The syndicate was launched 3 years ago 02:16 – They have syndicated 38 deals 02:34 – Barn and Willow is a company they've recently syndicated 02:51 – Barn and Willow deal with window treatments 03:18 – They have a direct manufacturing supply chain 03:24 – It's an innovative company 03:45 – The companies that Barbara invests on Shark Tank are separate from the companies in the syndicate 04:05 – The value of doing the syndicate is the deal flow that Barbara gets from her exposure in Shark Tank 04:20 – Each of the syndicate backers have the option to opt in or opt out of any investments 04:33 – The most likely exit scenario is an acquisition and that's how an investor makes money 04:47 – IPO is also another route 04:53 – There was no exit yet from the syndicate portfolio 05:38 – There is paperwork in backing a syndicate 05:45 – The AngelList platform is handling all the investor details 05:51 – The structure of the deal can have a few different formats 06:04 – It's either a convertible note that converts into equity or straight equity 06:30 – All backers are combined into 1 entity 06:56 – The LLC is managed by an independent third party company called Assure Fund Management 07:05 – Assure will consult the syndicate if there will be a major decision 07:40 – The AngelList is managing the risks for the syndicate 08:00 – The syndicate has put in $7.5M 08:28 – The syndicate is very true to Barbara's mission 08:44 – Barbara wants people to invest with her, share their ideas with her, and bring their knowledge 08:56 – "Our backers are fantastic in terms of their networks" 09:38 – With a VC, what you have is strictly financial investors 10:40 – People love Barbara 11:15 – The deals are only available to accredited investors 11:23 – To be an accredited investor, you need to meet some of the criteria including net worth or income 12:00 – The syndicate is very clear that there is a chance of losing money for each investment 12:06 – The idea is to build a portfolio 12:37 – Phil has been to different platforms like FundersClub and OurCrowd 12:53 – The reason why Phil and Barbara chose AngelList 13:35 – The picture behind Phil was a picture frame from one of their portfolio companies called Meural 13:54 – They have thousands of art pieces from different museums around the world 14:32 – It retails from $600 15:27 – The syndicate does equity and note and only invests in post-revenue companies 15:43 – At least $15-20K a month in revenue 15:52 – "We are focused on companies that are capital efficient" 17:50 – The Famous Five 3 Key Points: Syndicates is a great option for small investors and it will help them get into the investing game. Investors need to be responsible with their investments—meaning research the deal and own their decisions and the consequences of saying yea or nay. Savor the moments in life and be IN the moment. 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

Joseph May. He's the founder of the Breton Company. He launched his company in 2016 by running a Kickstarter campaign for a modern day briefcase. Prior to Breton, he worked as an attorney at a couple of different law firms and was director of operations and in-house counsel at a company called Freshly Picked. Famous Five: Favorite Book? – The Shoe Dog What CEO do you follow? – Steve Jobs Favorite online tool? — Grum 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? – "Keep going" Time Stamped Show Notes: 01:22 – Nathan introduces to the show 01:19 – Joseph left the legal company because there was no fun 01:23 – When Joseph was at Freshly Picked, he found out that he really liked to create products and be part of the design process 01:33 – Joseph had the idea of Breton when he was in Italy 01:59 – Joseph was 33 when he left Freshly Picked where he was getting $70-80K 02:28 – Joseph had kids when he started Breton 03:28 – Joseph is showing Nathan an example of the briefcase 03:45 – On Kickstarter, Joseph did $240K and $280K for Indiegogo 03:54 – Kickstarter is the biggest website to start and Indiegogo has Indiegogo on demand 04:29 – The total for both campaigns was 1200 units 05:00 – At Freshly Picked, Joseph learned a lot about Instagram marketing 05:38 – Zach from Episode 178 had his hand on the Kickstarter campaign and has a network which has done over $60M in funding campaigns 06:00 – Zach worked with Joseph 06:38 – Joseph had a lot of manufacturing contacts from Freshly Picked 06:44 – Joseph got a quote from overseas and moved their manufacturing to Asia, switched up their whole campaign and changed the price point 07:14 – Breton is totally bootstrapped 07:47 – Total sales as of today is $400K in revenue and 1900 units 08:06 – Goal for 2017 is to launch more Kickstarter campaigns 08:37 – The bestseller is the modern day briefcase which is $199 08:54 – It takes around $65 to produce a bag 09:04 – The leather is from Italy 09:16 – Jeremy really wants to have a high-quality bag 09:26 – $20-30 dollars is spent on marketing per bag 09:58 – Average profit per bag 10:28 – Jeremy had dark traffic on ly 10:42 – There's no exact influencer who has driven the most sales to Instagram 10:51 – Mollyblogger has sold 17 units within an hour 11:07 – Mollyblogger is Joseph's friend 11:25 – For every $500 per post, Jeremy expects to get 5 sales 11:33 – Breton now has 40K followers 11:50 – It's difficult to calculate the return because it takes time before a customer purchases 12:21 – Joseph had a campaign in Fall where he had help, but now he's doing it on his own 12:40 – One of Joseph's growth strategy is to get people on their email list 12:44 – The main focus now is to make people aware of Breton and aggregate the information 13:40 – The bags are made with wax cotton which is water-resistant 14:03 – Customers often look for the look 14:30 – The bags are made to last 14:38 – Team size is 2.5 14:51 – Joseph won't give up a part of the company 15:49 – "I don't know exactly what we're doing" 16:48 – Chubbies Shorts is effectively using Instagram 16:55 – Breton's Instagram 17:24 – There's a big percentage of women buying the Breton bags, too 18:58 – The Famous Five 3 Key Points: Choose a job where you can earn and have fun at the same time. Nurture your connections and network. Don't give up a part of your company if you're not confident doing so. 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

Jeremy Ozen. He's the president and co-founder of Vistar Media. He was previously a Goldman Sachs European Special Situations in London monitoring a portfolio of venture investments. He also has a BS in Material Science Engineering and a BSc in Finance from the University of Pennsylvania. Famous Five: Favorite Book? – Sam Walton's Biography What CEO do you follow? – 3G Capital Founders Favorite online tool? — Gmail Calendar 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? – Jeremy wished he had not taken life so seriously and not every day is the end of the world Time Stamped Show Notes: 00:43 – Nathan introduces Jeremy to the show 01:15 – Vistar Media connects a technology to a software that runs digital billboard 01:35 – Vistar Media makes money by selling the technology or ads to the advertisers or agencies 01:52 – Vistar Media pays the media to access the platform then charges advertising agencies to use their technology 02:18 – VistarMedia doesn't have a financial risk because the system is a real-time system 02:28 – There is a real-time buying of ad inventory 02:53 – VistarMedia's technology can adjust to digital ones 03:06 – VistarMedia uses data for telecoms especially the location data of consumers to analyze where the consumers are within a day 04:20 – Jeremy started with Goldman Sachs in London 04:45 – Goldman had 2 groups, one is in stocks and the other is the special situations 05:20 – Jeremy stayed with Goldman for 2 years 05:22 – Jeremy then went to a hedge fund based in Monaco 06:12 – Jeremy became friends with people in Monaco 06:30 – There was a guy who has a very successful business in Poland 07:31 – Jeremy accepted and liked the concept of knowing something that is already working 08:10 – Jeremy has a friend who was working for a company that was founded by Google in 2010 08:23 – They're one of the first to do programmatic advertising 08:59 – Jeremy then realized that what this company was doing for online advertising would eventually be the way for every type of advertising 10:54 – When Jeremy started, they knew the out-of-home advertising space was growing in terms of how much is digital 11:19 – Vistar Media needed to work with different media outlets explaining to them how to integrate into their system 11:28 – The idea of programmatic advertising was totally foreign to them 11:39 – Vistar Media was launched in 2012 12:48 – Team size is 55 12:52 – Vistar Media raised in 2013 a convertible round 13:15 – Vistar Media hasn't raised a series A and will not raise one 14:01 – The biggest expenses of Vistar Media is the cost of media 15:20 – Jeremy has thought of buying Upfront 16:01 – Vistar Media has a difference in capital with the billboard guys 16:43 – Jeremy would describe themselves as the biggest billboard company in the USA 16:46 – They have all these big partners that work with them 17:29 – Vistar Media is bringing the billboard companies new money 18:02 – Vistar Media is the only player of programmatic advertising out-of-home 18:15 – $7B has been spent on billboards annually 18:27 – Jeremy is now 31 18:51 – Personally, when Jeremy started Vistar Media, they thought they were building a VC tech like business 19:12 – Jeremy built a business to have an exit at some point 19:48 – The best way to grow your value is by growing your business 20:05 – Jeremy is paying himself $50K a year 20:35 – Goal for 2017 21:45 – The Famous Five 3 Key Points: Going from one field to another is not that difficult if you really want and need a change. You grow your value by growing your business. There's a time to work hard and a time to play hard. 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

Dani Golan who oversees strategy, a go-to market, and overall company operations at Kaminario. Previously, Dani served as president and general manager of Performix technology which was acquired by Nice Systems in 2006. Prior to Performix, he served as an executive responsible for leading new ventures at EMC. He holds a BSc of electrical engineering, summa cum laude at Technion – Israel Institute of Technology and an MBA from The Kellogg School of Management at Northwestern University. Prior to his professional career, Dani served as a fighter pilot and officer in the Israeli Air Force. Famous Five: Favorite Book? – The Goal What CEO do you follow? – N/A Favorite online tool? — Skype How many hours of sleep do you get?— Quite inconsistent If you could let your 20-year old self, know one thing, what would it be? – Dani would tell himself to focus on what's important Time Stamped Show Notes: 00:44 – Nathan introduces Dani to the show 01:33 – Being a fighter pilot and an entrepreneur are similar things for Dani 01:57 – Kaminario is an infrastructure for the cloud 02:47 – Kaminario brings efficiency to data sets, data centers and data bases 02:50 – Kaminario is the development of net generation data storage infrastructure 03:02 – Most of Kaminario's customers are net generation business models 03:13 – They needed a completely different data infrastructure that can grow with them 03:37 – Legacy enterprises generates more data 03:51 – Kaminario has raised a total of $280M including their latest round of $75M 04:30 – Kaminario is dealing with 2 of hottest markets in IT: flash and cloud 04:42 – Flash created the opportunity for Kaminario to be in the greatest revolution for IT 05:40 – If you're pushing your valuation to perfection, there is no perfection in IT 06:05 – Make sure you have a fair valuation for your company 06:24 – The sentiment of investors is that they appreciate the growth in the past but now they're asking for real businesses, especially when it comes to IT 06:49 – Investors want to see pass the profitability 07:09 – Kaminario is closed to profitability 07:30 – Kaminario's past investors have also participated and shared significantly 09:00 – Businesses should protect their employees 09:44 – When you are getting money for the company, 3 means you have to get $3M to the investors 10:40 – "Valuation is bullsh*t if you have crazy terms" 10:50 – Employees are far more important than actual valuation 11:05 – Kaminario was launched in 2008 on April fools' day which is the same as Apple 11:57 – Kaminario now has thousands of customers 12:21 – How fast a specific customer is going to buy more is one of the metrics that Kaminario measures 12:51 – Kaminario is doing serve and apply which is software, hardware and service 13:30 – Kaminario sells to cloud providers or to the SaaS companies 13:44 – The SaaS is the larger revenue source 13:57 – By 2019, the total cloud market will be 175B 14:03 – Around 120B are SaaS companies 15:32 – SaaS companies charge their customers monthly 15:37 – SaaS companies pay Kaminario a one-time fee for infrastructure 15:46 – There is an on-going payment for maintenance 16:20 – The expansion revenue 16:28 – If a SaaS company started with $300K, they will go over $1M by the end of 12 months 17:45 – Team size is 250 but the inside sales team isn't that big 18:17 – Kaminario has a presence in the market 18:57 – Data grows exponentially every year 19:23 – Normally, customers would start cautiously and would just eventually gain trust in Kaminario 19:55 – First metric to measure the 3x growth is by capacity 20:45 – Kaminario is the most scalable product in the market 20:50 – Kaminario can fit roughly 12 terabytes of 400K iPhones 21:48 – Kaminario has never lost a customer 22:00 – Kaminario is a big funnel 22:12 – Kaminario's revenue stream is 50% from new sign-ups and 50% from existing 24:04 – Kaminario's last round was closed in Q4 of 2016 24:41 – When you are in Kaminario's business, it's not a sprint, it's a marathon 25:00 – Kaminario's number one competitor is EMC 26:06 – The Famous Five 3 Key Points: Valuation is useless if you're aiming for perfection, there will always be flaws. Focus on keeping your employees and customers happy. A customer won't easily trust a product at first so you have to earn that trust, ensuring they stay longer. 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 dr

Jay Jumper. He's the founder, CEO and President of SIGNiX. As a highly regarded entrepreneur, Jay has worked to establish the company as the leading cloud-based digital signature solution which is a hot space. He has more than 20 years in financial services and technology management experience. Additionally, Jay graduated from University of Tennessee in 1985 with a BS in marketing. Famous Five: Favorite Book? – Trump: The Art of the Deal What CEO do you follow? – Jeff Bezos, Warren Buffett and Mark Cuban Favorite online tool? — Email How many hours of sleep do you get?— 5-7 If you could let your 20-year old self, know one thing, what would it be? – Jay would tell himself that hard work and perseverance outdoes anything else Time Stamped Show Notes: 00:45 – Nathan introduces Jay to the show 01:33 – SIGNiX is the only cloud-based digital signature company in North America 01:44 – SIGNiX is an independent e-signature solution 02:00 – Jay shows Nathan a visual of a cloud-based digital signature 02:08 – Put a signature on the overlight, not on the document 02:48 – You depend on the e-signature vendor to be around forever so they can validate the signature 02:56 – On the overlight is a hyperlink that redirects the person to the e-signature provider 03:38 – With SIGNiX, every signature is embedded onto the document 03:52 – SIGNiX is a SaaS model 04:08 – SIGNiX focuses on security 04:32 – 80% of SIGNiX is sold to software partners 04:37 – SIGNiX enables software partners to capture the e-signature market that is sitting on their software 05:05 – Software partners can privately label SIGNiX so they can rebrand it according to whatever the product is 05:25 – SIGNiX does a revenue share with their software partners 05:32 – SIGNiX gives their software partners a highly robust digital signature solution 06:08 – SIGNiX's pricing on their website 06:10 – $240 per seat equals to 240 transactions a year 06:22 – SIGNiX's emphasis is on supporting their partners 06:54 – SIGNiX goes to different industries and tries to match pricing based on the industry 07:37 – SIGNiX has very robust APIs which is the core of the business 08:11 – The key things that SIGNiX offers: everything is embedded in the document and documents can be deleted from SIGNiX 08:18 – A dependent e-signature always has 2 copies, one for the company and one for the customer 09:04 – What SIGNiX is doing is much more difficult 09:30 – Team size is 50 10:00 – SIGNiX was launched in 2002 and was acquired from another company 10:12 – ProNvest is a robo advisor that Jay also owns 10:45 – SIGNiX is a bigger revenue stream for Jay 10:57 – The market for e-signature is very large 11:35 – ProNvest provides management counseling to the 41K marketplace 11:47 – In 2007, more people in 41K are taking their money out rather than contributing 12:06 – Jay really wanted a tool set to work with their 41K providers to help them retain their assets 12:17 – Jay wanted the providers to retain their assets through electronic signatures 12:24 – SIGNiX called Jay 12:40 – The company was struggling and Jay became an investor in the company 12:52 – Jay invested around 50% of the company 13:05 – There was an offer from a public company to buy the company after Jay invested 13:22 – The offer was 5x what Jay paid for 14:00 – In 2001, it was good to have a ".com" but in 2002, Jay needed to have revenue 14:23 – Jay saw the need for having SIGNiX regardless of its previous company struggles 14:33 – Jay really bolted SIGNiX and passed it on an incubator 15:04 – The previous company just spent money on the technology and was burning cash 15:43 – SIGNiX now has 670K customers 15:52 – It is a combination of seats and customers 16:30 – Average MRR 16:57 – SIGNiX gives discounts to their partners 17:18 – If you're working with a software company, you have to figure out a number that works for their customers 18:02 – The number that Jay gave was an annual number 18:20 – SIGNiX does not focus on their competitors because they have a very different product 18:48 – SIGNiX wants to go and find the top software developers in every industry and partner with them 19:03 – First thing that SIGNiX looks for in a software partner is their position and role in their particular industry 19:10 – Ziplogix partnered with SIGNiX and named their solution, Digital Ink 19:25 – SIGNiX has a large portion of realtors in their network 19:35 – SIGNiX doesn't mind being behind the scenes 19:55 – SIGNiX is not a reseller and it becomes the key feature of the product 20:18 – SIGNiX doesn't have a standard percentage split because it varies per company 20:49 – Jay did a lot of self-funding for SIGNiX, but has also raised capital which is an 8-figure total 21:18 – ProNvest is the largest investor in SIGNiX but they needed outside investors to scale 21:38 – The funding rounds SIGNiX had in 2016 had a total of around $90M 23:30 – The Famous Five 3 Key Points: Develop and scale your product until you become a totally different produ

Niko Skievaski. He's the co-founder of Redox, a modern API for healthcare. He also used to do some work at Epic. Famous Five: Favorite Book? – Moments of Magic What CEO do you follow? – Judith Faulkner Favorite online tool? — Calendly 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? – Niko would have asked himself to start something rather than working in a big bank Time Stamped Show Notes: 00:40 – Nathan introduces Niko to the show 00:59 – Redox connects applications to software developers 01:04 – Redox's business model is licensing connections to various healthcare systems 01:25 – Niko deals with healthcare because he believes it is important 01:33 – Niko has also talked to developers that made an impact on patients' lives 01:46 – "From our perspective, we really see a technology innovation healthcare something that is absolutely needed" 02:20 – Redox charges software developers and software developers charge the healthcare system 02:38 – Redox initially becomes a sub-contractor of software vendors 03:21 – Redox charges per the number of connections a developer has in the healthcare system which is a monthly model 03:48 – Depending on the interface, the charge changes a bit 03:52 – It is a SaaS model 04:08 – Most developers connect to 1-3 healthcare systems 04:15 – Each connection system is around a thousand dollars 04:25 – Redox was founded in 2014 04:34 – Niko was in the corporate world and was working at Wells Fargo 04:46 – Niko went to Epic to get his hands on data because he studied Economics and wanted to understand what he could do to improve the healthcare data 05:07 – When Niko got to Epic, they didn't actually have the data 05:17 – Niko learned a lot from Epic about the provider workflow 05:29 – Since healthcare is digitized, the challenge is how to get the data out of the cloud to software developers 05:43 – Niko's CTO and co-founder, James, was helping startups hook up with various healthcare systems 05:59 – The idea of Redox is to make an engine that can scale across multiple health systems 06:16 – Redox was bootstrapped and has raised capital 06:30 – Niko and his co-founder have started different companies until they decided to do Redox 06:50 – They brought in another co-founder to round up Redox 07:00 – Niko and his co-founders worked in a co-working space and saved some money from their consulting gigs 07:21 – Redox raised a small seed round of $350K in 2014, then they hired some developers 07:40 – The co-founders were only getting $35K each when they were starting 08:05 – They made sacrifices in order to start Redox 08:51 – They have to convince themselves that if things don't work, they just have to get a job 09:11 – Entrepreneurs can easily get a job 09:30 – Redox has raised a couple of rounds 09:40 – The first application they had can determine the amount of blood loss by taking a picture 10:06 – It took Redox 10 months to get live with their first customer 10:17 – Redox raised their round A early 10:29 – The developer community was really excited and was supportive of Redox 10:52 – Redox was getting 1K MRR from their first customer 11:00 – The first round was a priced round 11:11 – You can raise based on your traction or based on potential 11:28 – Redox was based on potential 11:38 – Redox's pitch to their investors 11:40 – Digital health is one of the fastest growing spaces for venture capital 11:44 – There are too many companies trying to start something innovative in the healthcare space 11:47 – The common problem that they have is sharing data with the legacy system 12:10 – Redox really has a great team 12:30 – It's not about the MRR, it's about the potential of working with the army of software developers who are innovating in this space 12:53 – Redox's marketing strategy is getting the developers first, then the developers will drag Redox to the healthcare system 13:10 – Valuation 13:24 – Redox has closed another $9M with their series B round in January 13:40 – Total amount raised is $14M 13:48 – The new additional investor is Intermountain Healthcare System 14:20 – Redox currently has 100 healthcare systems across USA 15:13 – Redox has around $400K MRR 15:45 – Customer churn 16:13 – CAC 16:44 – Team size is 35 who are mostly developers 16:59 – Redox is a developer platform 17:06 – Most are based in Wisconsin and some are based around USA 17:46 – Niko won't sell Redox even if they already had an acquisition offer before 18:08 – Niko didn't think that the company acquiring Redox would be able to solve the problem as fast as Niko and the team 18:32 – Niko will accept an acquisition offer only if the company will be able to do it faster than Niko and the team 19:50 – The Famous Five 3 Key Points: The continuous innovation in the healthcare space needs a data source that is stable. Stick with your principles and be focused on where you want the company to go. Raising capital can be based on your traction or the potentia

Felix Van de Maele. He's the CEO and one of the co-founders of Collibra which he took the idea of funding to more than years of record growth and industry leadership. He's responsible for the company's global business strategy. Prior to Collibra, Felix served as a researcher at the Semantics of Technology and Applications Research Laboratory at a university in Brussels where he focused on the technology crawlers on the semantic web and semantic data integration. He holds a masters in computer science and software engineering from that university and masters of general management from Vlerick Business School. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? – n/a Favorite online tool? — Evernote 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? – "I won't change much" Time Stamped Show Notes: 00:39 – Nathan introduces Felix to the show 01:33 – Collibra is a SaaS company helping larger organizations to better find, understand and control their data 01:47 – Collibra started in financial services 01:53 – Every bank needs data governance, which is what Collibra does 01:58 – Data governance is needed for regulatory compliance 02:16 – Collibra now covers different industries 02:25 – Collibra was launched in 2008 02:31 – Collibra raised capital 02:40 – Collibra raised a seed round of €800K as Felix's first company 02:48 – They bootstrapped after their profitability tripled every year 00:57 – They've raised their first bigger round which is a series B of $20M in 2014 03:14 – In December 2016, they did a $50M series C round 03:27 – Felix is now 32 and has been focusing on Collibra for almost a decade now 04:00 – Felix uses the analogy of the library and the index card that is used in a library to elaborate data governance 04:09 – A library card with all its information is similar to an organization with all its data 04:27 – Collibra wants to get to the Amazon of the notifications of data 04:46 – Collibra is similar to a search engine for data sets 04:59 – Now everybody does data and it's chaos 05:14 – Collibra has close to 200 customers 05:25 – RPU is $200-250K annually 05:41 – Average customer pay per month is 20K 05:46 – Collibra has annual plans with cash upfront 06:13 – Collibra started with a perpetual model which is a licensing fee upfront, then they have the software 06:29 – There's an annual maintenance fee which is 20% of the initial fee 06:46 – ARR is $10-30M 07:00 – The idea of Collibra 07:13 – Felix had 4 options after graduation 07:23 – Felix was inspired by a book he read and thought that he could start his own business 07:57 – Collibra has 4 founders 08:25 – The equity is just 25% 08:55 – The founders split the shareholders from their management 09:06 – "We try to separate the 2 as much as possible" 09:40 – The investors own a different range in Collibra 09:55 – The percentage of the company that they give away during the series C depends on the trajectory and how much money is raised 10:12 – The biggest round for Collibra is the series B 10:39 – Collibra's trajectory is to have $100M ARR as quickly as possible 10:59 – The picking of investors is mostly because of the valuation, but there are other factors involved 11:27 – Collibra picked Matthew of Iconic because he clicked well 12:00 – Customer churn is 3-4% 12:30 – Net revenue expansion 12:52 – CAC 13:30 – Some of Collibra's customers have been with them for several years 14:08 – Collibra looks at their sales efficiency and their marketing efficiency 04:13 – The marketing dominance they're spending to generate $1 of ARR is around 0.8-0.9 14:30 – It costs $1 in sales and marketing to generate $1 in ARR 14:42 – Payback time is around 12 months 14:54 – Team size is 210 15:00 – Biggest team is in New York, engineering team is in Brussels and sales and marketing in London 15:30 – The HQ transferred to New York because most of the customers are in USA 16:25 – The Famous Five 3 Key Points: There are so many data sources available and it's difficult to know which one has the most accurate data. You need to find a way to govern the data that you have—this helps in regulatory compliance. Sometimes, ignorance IS bliss—it can cause you to take more risks. 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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) t

Vinod Muthukrishnan. He was first a sailor then a strategist and now an entrepreneur. He was fortunate and has worked in diverse and challenging environments starting with the Merchant Navy, a high energy mobile first financial technology startup where he had a strategy and global sales. Now, he currently serves as co-founder and CEO of a company called Cloudcherry, a tech startup based in Pleasanton, California with offices in Singapore, India and a new location Vinod will show. Famous Five: Favorite Book? – High Output Management What CEO do you follow? – Nick Mehta Favorite online tool? — Trello How many hours of sleep do you get?— 4.5-5 If you could let your 20-year old self, know one thing, what would it be? – Vinod wished he knew programming back then Time Stamped Show Notes: 00:46 – Nathan introduces to the show 01:22 – The new location is in Salt Lake City 01:36 – Cloudcherry has 74 people 01:40 – They are based in India and Singapore 01:47 – Cloudcherry has raised $7M with a total of around $9.5M raised 01:56 – Cloudcherry is a custom platform for millennials 02:13 – Millennials have complicated journeys with the brands they work with 02:21 – In 2017, if you want to understand your customers, you have to be in all the platforms 02:47 – Cloudcherry is a feedback platform on speed across all platforms 03:07 – Cloudcherry has an inspirational wall in their office where employees can post things they find inspirational 03:18 – "You need to walk into your office every day and be inspired on what you believe in" 03:40 – Whoever visits their office can put their names on the wall 03:50 – Cloudcherry has the 6 pillars of their culture: freedom, ownership, smart work, passion and some more 04:03 – Vinod introduced Nathan to some of the people in the office 04:40 – The office is 2000 sq. ft. 05:05 – Vinod shows Nathan the view from the office 05:27 – Cloudcherry was launched in 2014 05:34 – Cloudcherry is a SaaS business 05:48 – Cloudcherry had their last fund raising September 2016 05:58 – Cloudcherry has close to 100 customers 06:05 – "The massive push now is to grow the business in North America" 06:37 – The team in America targets mid-market and enterprise businesses 06:47 – Average customer pay per month is a couple of hundred from SMBs 06:57 – Mid-market and enterprise average a thousand dollars a month 07:23 – Cloudcherry has a complex mix of customers 07:58 – They are doing more than 88K per month 08:13 – Cloudcherry has almost zero customer churn with SMB at the moment 08:35 – Cloudcherry's enterprise churn is higher than SMBs 09:00 – Most of Cloudcherry's customers are with them for 18-20 months 09:33 – Cloudcherry ran out of the market in 2015 09:48 – SMBs are customers whose ARPU is south of 20K 10:18 – Cloudcherry currently has 35% of mid-market and enterprise customers and 65% of SMBs 11:10 – Cloudcherry 's time to recover CAC is around 12 months 12:09 – Average CAC is $7K-12K 12:25 – LTV is around $36K 12:35 – "Some amount of the optimism needs to be weighed with intellectual honesty" 12:45 – The greatest predictor of LTV for Vinod is the churn 13:10 – Cloudcherry focuses on customer delight 13:22 – Cloudcherry got feedback on how delighted their customers are 13:45 – If a customer stays with you, it will impact your churn and LTV 14:11 – Cloudcherry is still burning cash at the moment 14:34 – "We have money to burn from growth" 14:47 – December 2017 goal MRR 15:32 – SaaS business should continuously grow in numbers 16:57 – The Famous Five 3 Key Points: Make your employees look forward to going to the office every day. When your customers are satisfied with your business, the numbers will just follow. SaaS businesses should constantly track their numbers. 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Eduardo Gonzales. Two years ago, he started working on Instagram as a broke college student with a vision to become one of the largest influencers with literally zero dollars in investment. He learned the game and began growth hacking on different Instagram pages. Today, he stands with over 5M followers combined across multiple different niches on Instagram. Famous Five: Favorite Book? – Think, Grow, Prosper and The Alchemist What CEO do you follow? – Jack Dorsey, Bill Gates and Mark Zuckerberg Favorite online tool? — com How many hours of sleep do you get?— At least 4 If you could let your 20-year old self, know one thing, what would it be? – "I wished I would have studied more programming" Time Stamped Show Notes: 00:40 – Nathan introduces Eduardo to the show 01:26 – "The power of social media is absolutely limitless" 01:30 – You can have a more intimate relationship between brands and consumers 01:56 – Social media is a great way to target people on mobile devices 02:05 – There's now a geographical private system where you want your followers to be 02:44 – Eduardo helped Tai Lopez with social media marketing 02:50 – Eduardo was one of the first people to help Movement Watches 03:00 – Movement Watches approached Eduardo when he was still on Tumblr 03:04 – Eduardo started growing on Tumblr as a luxury blogger and was able to grow a couple hundred thousand followers there 03:13 – Movement Watches was a small startup; Eduardo stayed with them and now they're at Nordstrom 03:40 – Eduardo was getting 15% for every affiliate 03:50 – When Movement Watches moved to Instagram, they paid Eduardo per post 03:59 – Eduardo charges per post depending on the page, the content of the post, and the type of following they want to engage 04:20 – For 380K followers in a luxury niche, it will $125-150 per post that will last a day 04:38 – The page's visual team will create content and then Eduardo will pick the one that matches his page 05:03 – One of Tai Lopez's marketers is Eduardo's friend and they approached Eduardo 05:26 – Tai Lopez did a lot of giveaways and online marketing courses 05:37 – He wanted to add value to people 05:57 – During giveaways, Tai had a large list of influencers that he reached out to 06:15 – The marketing team would ask Eduardo for a consultation regarding the strategy 06:32 – Eduardo also has a team who make content so they can make the content and reach out to Eduardo's influencers 06:55 – Tai Lopez does social media growth and he likes to grow his followers 07:00 – Tai targeted to have 10K followers when he came to Eduardo 07:10 – Tai now has around 500K followers 07:31 – Eduardo created the visual content for Tai 07:36 – Eduardo figured out the best schedule to post Tai's content 07:42 – Eduardo was able to track all the analytics 07:46 – As the following grew, Tai was able to know the best time to post, where the followers were coming from and where the most engaging followers come from 07:54 – They weeded out non-performing pages and created a list of pages that performed well until they reached 10K 08:07 – It took Eduardo a week and a half to reach 10K followers 08:10 – Tai paid Eduardo $5K 08:24 – The one page Tai is getting more followers is Big Toys 08:39 – The age groups on the page are 18-24 and 25-34 and mostly are in USA 08:54 – Because of the large age group, a lot of them are interested in the online courses that Tai offers 09:04 – Sometimes people would actually come to Eduardo and ask him if they should buy a page 09:12 – People do buy pages, but when you rebrand a page, you lose some of the following and it isn't as organic 09:24 – You can buy a page that is as close or as similar to the message that you want to convey 09:45 – Eduardo has worked with Gary V on his social media growth 09:58 – The work was almost similar with what Eduardo did for Tai 10:20 – Eduardo has worked with Secret Entourage 10:28 – They wanted to promote their online marketing sources 10:46 – Eduardo is also in the process of working with Rolls-Royce 11:17 – Eduardo has a lot people who have a large number of followers 11:26 – Eduardo has 5M and with co-founder, Goodlife, they'll have 10-11M followers combined 11:42 – Dan Fleyshman and Branden Hampton are some of the people they've worked for 12:13 – Dan and Brendan grew their own networks and pages and they acquired some 12:31 – Eduardo started working with small campaigns 13:15 – Eduardo launched his consulting company, Classy Savant, in 2016 13:25 – 2016 revenue was around $40K 13:30 – 2017 goal is at least $100K 14:00 – Eduardo collaborated with Mr. Goodlife and he has another partner 14:12 – Eduardo also has a few interns and photographers 14:37 – One of the most well-known tools that Eduardo uses is com 14:48 – You can check a public account's statistics and what they use for their posting 15:02 – com is where you can pull all sorts of information 15:24 – You can know who your top followers are, your most recent, and your first followers 15:55 – It w

Oleg Campbell. He was born in Ukraine and starting working as a programmer at the age of 19. He moved to Canada when he was 22 and founded his first startup at 24 successfully. Then at 27, he founded Reply.io and he's currently living between Ukraine and San Francisco building this company. Famous Five: Favorite Book? – Losing My Virginity What CEO do you follow? – Jason Lemkin Favorite online tool? — Chart Model 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? – "Be more fearless" Time Stamped Show Notes: 00:45 – Nathan introduces Oleg to the show 01:28 – Oleg is a programmer and read Kawasaki's, Rich Dad Poor Dad, and Tim Ferriss', 4-Hour Work Week, which influenced him to build a software for himself 01:58 – Oleg found out that his first business was a lifestyle business when they failed to grow it 02:02 – The technology was built on top of QR code 02:22 – The highest revenue the company reached was $150K annually 02:32 – Oleg put the business in autopilot, took the money and invested in a new venture 02:28 – Oleg has never saved any money, but just invested it into businesses 03:21 – Oleg founded his first startup while he was working full-time 03:37 – With Reply, Oleg invested what he took from his salary from his previous startup 03:45 – Initial investment was around $30K 03:55 – Oleg hired 2 developers to build the product and Oleg started working on marketing and sales 04:08 – The developers are in Ukraine and it cost Oleg only $2000 per month 04:46 – Oleg found the developers through online job postings 04:58 – There are websites in Ukraine where developers hang out 05:18 – Reply focuses on replacing routine sales tasks with AI and automation 05:25 – Reply now automates sending emails, follow-ups and initiating phone calls 05:44 – The development team is building more features to automate more sales tasks 05:53 – Reply is a SaaS business 05:57 – Plans start from $25 to $120 per user 06:03 – Average pay per user is $90 per month 06:14 – Reply was launched in 2015 06:18 – Current team size is 34 06:28 – There's a sales team in Canada and the development and marketing teams are in Ukraine 06:50 – There are 15 developers 07:20 – Reply spends an average of $4K for developers 08:04 – Reply has 1000 customers right now 08:15 – Average MRR 08:21 – Reply just hit $100K in monthly revenue 08:42 – Reply raised capital a year ago with a small $400K seed round 08:54 – One of the investors reached out to Reply and to raise a round 09:13 – It was on a convertible note 09:17 – It was in March 2016 09:24 – Reply is now close to closing a big round of funding 09:34 – Oleg decided to find out when it would be a good time to raise money 09:42 – Oleg reached out to some investors and used his software called Outreach 10:03 – In 3 weeks, Oleg met 15 investors 10:11 – Oleg then found out that they were still early for a round A 10:32 – The sample email Oleg sent to the investors 11:26 – Reply has been profitable for the last 4 months 11:38 – Oleg has been operating at right around zero 12:08 – Most of Reply's money is spent on headcount and they're just starting with advertising 12:18 – They are now spending on AdWords 12:43 – Churn is, in terms of numbers, would be close to 5% and in terms of revenue sharing, it would be closer to 3% 13:12 – Reply's customers are adding more seats 13:39 – CAC would be around $200 but will still varies and organic is definitely lower 14:03 – LTV is if you just take all our customers, it would be close to $100 14:19 – But in terms of bigger accounts, it will be much lower to a few grand at least 14:36 – Reply launched in Product Hunt some of their free products as lead generation tools 14:59 – They have a great number of fans in Product Hunt 15:09 – Reply also creates content and promotes it 15:16 – Reply recently interviewed a lot of sales experts and they created articles 15:43 – After the launch in Product Hunt, Reply had 10K visitors and 600 signups 16:02 – In terms of LTV, it will be close to 60K which is added from the Product Hunt launch 16:25 – Oleg won't sell the company for a million 16:32 – Oleg's valuation is around $20-30M 16:47 – Oleg has a co-founder and the split is around 60/40 17:27 – Reply provides equity to employees who have been with them for a year 19:12 – The Famous Five 3 Key Points: If you want to put your money to use, you can continue to invest in different businesses. Outsourcing developers from other countries is more cost-efficient. Be more realistic and be fearless. 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departm

Rob Emrich. He's a serial entrepreneur, currently involved in his latest venture as the founder and CEO of The Mobile Majority. He's founded and served as chief executive at 6 startups in social ventures including Road of Life, which distributed as $70M dollar curriculum; BULX, which was acquired by Dealyard in 2011; and Boundaryless Brands, which was acquired in 2011 along with SpeakerSite. Know more about Rob at his website. Famous Five: Favorite Book? – The Goal What CEO do you follow? – N/A Favorite online tool? — Spark Email Client 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? – "Have fun" Time Stamped Show Notes: 00:40 – Nathan introduces Rob to the show 01:26 – Rob just bought Gimbal and will use that name 01:55 – They're taking the name most especially because of the .com in Gimbal's website 02:15 – Rob believes that what drives success in online marketing is data 02:58 – Most of Rob's previous companies were in the ecommerce space 03:22 – Mobile phone ends up being the bridge between the online world and the offline world 03:31 – Rob was missing data regarding targeting and attribution 03:46 – There's no way to know if an offline campaign is effective 04:36 – The technology Rob bought that has the data can now run campaigns and know that you were on that campaign 05:05 – Offline behavior ends up becoming an incredibly strong signal of intent and is an accurate way to measure attribution 05:21 – Gimbal uses Beacon 05:37 – Beacons are usually a 2-flow energy and Qualcomm invested around over a hundred million dollars for the technology 06:01 – Beacons are precise when working with GPS 06:53 – Qualcomm spun out beacons in 4 other companies to develop the culture of innovation 07:28 – When they spun out in 2014, it became a challenge for big companies to innovate 08:20 – The valuation 08:44 – The deal structure that Rob had with Qualcomm was a mix of different things: cash, debt and equity 08:57 – Total funding from Mobile Majority was around $25M 09:03 – Mobile Majority was launched in 2012 09:38 – Rob has gone through things after his first exit 10:05 – "I'm going big at this point" 10:16 – Rob is currently 37 and has no kids 10:33 – Team size is around 100 11:20 – Primary line of business is essentially acting as a media and advertising operating system for large media companies 11:41 – They target individual people 11:44 – "We understand identity very, very well" 13:09 – They were getting revenue share 13:42 – When CBS creates content, that content generates users and Mobile Majority exposes them to more user data and will sell their operated properties 14:30 – Mobile Majority is different from Outbrain because Mobile Majority's ads are more targeted 15:10 – Mobile Majority now has 10K end customers 16:00 – Total advertising purchase range is between $10M-100M 16:15 – Average percentage taken by Mobile Majority varies 17:08 – Instead of charging towards content, Mobile Majority will only hit specific people who are on the list 18:46 – The Famous Five 3 Key Points: There's a lot of missed data in the offline world that is still not easy to track. Knowing and understanding your target audience is more effective and cost-efficient for you. Just go on with your life and have fun, create businesses while you still can. 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Alessandro Biggi. He's the CEO at Zooppa, the first open-source creative agency. Previously, he was the CEO and founder of a company called 20lines, an app to share leading short stories acquired by HarperCollins Publisher, in January 2016. He's also worked for JP Morgan, The Boston Consulting Group, and as an adjunct professor in Venice. Famous Five: Favorite Book? – Zero to One What CEO do you follow? – Ricardo Donadon 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? – Alessandro wished he would have studied some hard skills like engineering Time Stamped Show Notes: 00:46 – Nathan introduces Alessandro to the show 01:22 – Zooppa relies on technology to engage with over 400K creatives around the world 01:58 – Zooppa is like a marketplace, connecting creatives to people who need a project done 02:02 – Zooppa has 2 models in creating content 02:07 – First is the open model which is open to everyone to show their creativity 02:18 – The second one is the VIP which is only offered to top producers on the platform to participate and win the project 02:46 – Average project size depends on the creation needed 02:56 – An open model can go from $50K-150K 03:12 – Average can be $40K 03:18 – Zooppa was launched 10 years ago, in Italy 03:25 – Zooppa expanded to New York, Seattle, Venice, Milan and London 03:42 – Alessandro just joined Zooppa 1 month ago after selling 20lines 03:50 – Alessandro was also an investor in Zooppa 04:20 – Zooppa was founded by H-Farm's founders 04:41 – Zooppa has raised around $8M 04:50 – Alessandro joined Zooppa after the last round 04:57 – There's a plan to develop more revenue streams for Zooppa 05:21 – Zooppa's vision is to inspire people use their creativity for a purpose 06:00 – Alessandro accepted Zooppa as a challenge 06:07 – Alessandro feels that there's more that he can do 06:48 – Zooppa is now planning to distribute a big part of their equity to new and old employees 07:07 – Alessandro does other things aside from Zooppa like investing in a restaurant 07:36 – Alessandro's first company was inspired by Zooppa 08:05 – Zooppa's average total transaction volume is $4-5M 08:14 – Zooppa usually runs 50-60 projects a year 08:28 – Zooppa takes care all of the projects and campaigns 09:15 – Zooppa takes a percentage for every project 09:43 – It is 50% 10:09 – Zooppa just opened their New York office 10:15 – Zooppa still continues to expand 10:48 – Creatives can go to Zooppa's website and see if there are projects that they can take on 11:17 – Zooppa works with big brands 11:39 – Zooppa has 25 people on the team 11:46 – Zooppa is cash-flow positive 12:00 – Zooppa currently focuses on sustaining themselves on their own 12:30 – Alessandro is now 29 and he was 27 and a half when he sold 20lines 12:50 – Alessandro was working at 20lines for a couple of years 13:02 – The publishing space is a hard space to be in 13:05 – The team decided that they'd grow better with a bigger group 13:10 – They had a talk with HarperCollins for about a year 13:33 – It was a soft landing 14:54 – The Famous Five 3 Key Points: Don't stick with a company where you don't see growth happening—sell it and move on. You can always learn something from someone who is older much more experienced. If you can sustain your company on what you currently have, don't raise a round. 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Gadi Shamia. He's the chief operating officer at Talkdesk, the world's leading call center software platform. It's backed by DFJ, Storm Ventures and Salesforce Venture. Talkdesk has grown 8x over the past 2 years and has over 250 employees along with their thousand customers including Box, Shopify, Dropbox and Weather.com. Prior to Talkdesk, Gadi founded a company that was acquired by SAP and now generates $5M in global business. He was also a senior VP at SAP and a general manager at ReachLocal. Famous Five: Favorite Book? – The Innovator's Dilemma What CEO do you follow? – Marc Benioff Favorite online tool? — Gmail and Slack 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? – Gadi wished he knew that he would be fine so that he could stress less about it Time Stamped Show Notes: 00:44 – Nathan introduces Gadi to the show 01:26 – EchoSign was acquired by Adobe 01:31 – TopManage was acquired by SAP 01:53 – Talkdesk is a cloud-based call center solution 01:58 – It is fully-integrated 02:26 – Talkdesk charges users per license fee 02:44 – Talkdesk is a SaaS company 02:54 – Average pay per customer varies 03:01 – A company with 50 users would pay $5K-7K a month 03:28 – Per seat cost is around $65-125 depending on the subscription 04:02 – Gadi joined Talkdesk 3 years ago 04:16 – The call center space is an interesting market 04:22 – It is still dominated by all players such as Avaya, Cisco and Genesis 04:35 – Talkdesk already has a proven product 04:41 – Talkdesk has a couple of hundred customers who like the product and has been using Talkdesk for years 04:53 – Tiago, Talkdesk's CEO, was one of the reason Gadi joined Talkdesk 05:14 – Tiago is the co-founder and his co-founder left Talkdesk after 4 and a half years 05:50 – Gadi believes that co-founders leave because they might not feel as excited as they were in the early stages 06:01 – Co-founders staying is also devastating for the company 06:10 – When a co-founder can say that he's leaving and he has done his job, it's a healthy company 06:44 – Talkdesk has broken the million ARR 06:57 – Talkdesk had 50 people when Gadi came in 07:17 – Tiago was the only salesperson at Talkdesk when he started it and he was able to get remarkable brands to use Talkdesk 07:43 – Gadi met Tiago through Gadi's friend from Storm Ventures 08:06 – Gadi and Tiago met in 2014 several times 08:38 – Talkdesk currently has 1200 customers 08:48 – There are around 50K seats 09:06 – Average MRR 09:43 – Alot of Talkdesk customers are e-commerce customers and they are seasonal 10:32 – Talkdesk is at a net negative churn 11:00 – Talkdesk talks to their customers about their seasonal needs and adjusts the annual licensing fee 11:42 – Talkdesk respects Workday, Salesforce and works with ServiceNow 12:48 – The best companies will get 110-120 in aiming net revenue expansion 13:03 – Most companies that have worked with Talkdesk benefit from it and grow 13:10 – DoorDash grew from 40 seats to 800 13:38 – Talkdesk currently has a team of 250 people 14:40 – Talkdesk's growth is mostly from new sign-ups 14:56 – Talkdesk has raised a total of $24.5M 15:01 – The last round was in 2015 15:15 – Talkdesk is neither raising rounds or talking to Salesforce 15:34 – Talkdesk focuses on building a real business 16:24 – Talkdesk is still burning cash 16:53 – Most of Talkdesk's customers pay annually upfront 18:13 – The Famous Five 3 Key Points: When a cofounder leaves, it means he's done his job and the company is healthy Be in a company where you believe in the product and know that you can accelerate its growth. Building a real business is about the service you provide your customers in helping them achieve growth. 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 Hotjar – Gives Nathan a recording of what is happening on a website or where people are clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Mike Winn. He's the CEO and founder of the company called DroneDeploy, the leading cloud-software platform for commercial drones and he's on the mission to make the sky successful and productive for everybody. The company focuses on the agricultural and construction industries, but its large customers are from almost every industry across 130 countries. He has collected more than 8M acres of aerial imagery. Prior to joining Deploy, Mike worked at Google and was a RC helicopters hobbyist. Famous Five: Favorite Book? – The Effective Executive What CEO do you follow? – Elon Musk Favorite online tool? — Gmail 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? – "You can pretty much do whatever you set your mind to" Time Stamped Show Notes: 01:26 – Nathan introduces Mike to the show 02:20 – DroneDeploy has raised $31M from VCs 02:26 – DroneDeploy had 3 rounds and the last one was in July 2016 03:00 – DroneDeploy was launched in 2013 03:05 – It stated in Edinburg, UK and was moved to the USA 03:25 – Mike got married in the middle of the incubator program 04:03 – Mike's wife, Carrie, has always been supportive 04:15 – Mike was an account manager and selling AdWords at Google 04:30 – After 18 months, he moved to another team 04:56 – Mike was 27 when he started DroneDeploy 05:24 – Mike had £100K grant money to back him up 05:39 – Mike was paying himself £1500 05:53 – DroneDeploy's Twitter has unbelievable aerial imagery 06:05 – DroneDeploy make software for drones 06:13 – Primary industries are agriculture and construction, but they also touch other industries that exist 06:43 – DroneDeploy only focuses on software 06:56 – DroneDeploy is a SaaS business 07:08 – Customers can try DroneDeploy for free 07:12 – For commercial use, pay is $100 a month 07:26 – DroneDeploy has 2 channels 07:34 – To get more accurate data and large 3D plans, try the business plan which is $300 a month 07:44 – The other channel is to expand by the number of seats 08:21 – One seat is $100 08:30 – DroneDeploy has over a thousand paying businesses 08:56 – The drone market is still young, but growing really fast 09:52 – Team size is 60 10:15 – Nathan publishes on Youtube—Check it out! 10:36 – Mark Cuban predicted that the first trillionaire will be from the AI space 11:00 – Mike's co-founders have PhDs in machine learning 11:10 – Mike sees the path of DroneDeploy becoming a trillion dollar business 12:03 – In the future, you don't only want drones to collect data but to take action as well 13:07 – DroneDeploy currently works with B2B 13:32 – What is interesting about drones is the technology community 13:50 – Drone provides the bird's eye view for the farmers 14:23 – One of the farmers who used DroneDeploy found a fungus when he saw that a certain part of the land was different in color 15:02 – In construction, it easier to work around with a drone especially when there's a disaster, like an earthquake 15:47 – CAC 15:55 – DroneDeploy has a successful blog 16:17 – DroneDeploy has an NPS of around 40 16:52 – 6 people in the team are on sales and the rest are engineers 17:15 – Churn 17:45 – The use of a drone is seasonal 18:01 – DroneDeploy is looking at what the customers want to do and how they can get consumers to use drones throughout the whole year 18:36 – MRR is around $100K 18:58 – DroneDeploy still burns cash monthly 19:30 – DroneDeploy can still manage until 2018 without additional capital 20:27 – Mike would bet on DJI winning the drone hardware space 21:38 – The Famous Five 3 Key Points: The drone market is still very young, but is growing rapidly. The future of the AI industry is promising and it's very likely that the first trillionaire will be from the AI space. You can turn your hobby into a business, just put your mind to it. 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 Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Andrew Yates. He's the CEO and founder of Artesian and they want to make sellers more effective at engaging with buyers using smart data and new techniques to create the right impact. He's been involved in the sales and marketing for the past 25 years and is aiming to make a difference to people by creating software companies that make a meaningful dent in the universe. Famous Five: Favorite Book? – Escape Velocity What CEO do you follow? – Godfrey Sullivan Favorite online tool? — Microsoft Outlook, GeckoBoard, Salesforce 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? – "I wished I knew more how money and leverage finance works" Time Stamped Show Notes: 01:13 – Nathan introduces Andrew to the show 01:46 – Artesian provides a sales acceleration platform 01:56 – With Artesian, you can track every single customer, prospect and competitor every day and manage your pipeline risk 02:11 – Artesian's phrase is "customer curious businesses" 02:44 – Artesian combines thermographic data with the real-time contextual intelligence 02:50 – You can ask Artesian to find you a company that fits a certain profile 03:15 – Artesian has natural language processing science that scans over 10M sources of structured and unstructured data 03:47 – Artesian started providing their service in 2010 03:54 – Artesian currently has 30K paying subscribers with 100 large enterprise customers 04:09 – Artesian covers a broad sector 04:20 – Artesian's customers are in high value, relationship-oriented, sales engagement 04:30 – Team size is 60 04:38 – Artesian's goal is to accelerate more in 2017 04:50 – Average pay per customer is $10K to over $2M per year 04:59 – Artesian licenses to software per user, per month basis 05:04 – 68% of target ARR for 2017 has been contracted 05:38 – Before, Artesian's licenses were cheaper 06:08 – The 30K customers are the number of seats from 120 enterprise customers 06:43 – Artesian made the decision to take down their cash burn in terms of investment 07:04 – Artesian was burning $300K-400K a month 07:15 – Artesian has raised $40M in equity and debt 07:50 – MRR is $700K 08:24 – Customer retention is around 93 and 120 in terms of net 09:10 – Artesian is now number in the GT crowd ranking in terms of the most popular and most intelligent platform 09:59 – Artesian uses a team of researchers to build deep and cool data sets 10:39 – Artesian also invites users to define their own sales triggers 11:40 – Nathan had Danielle in Episode 318 12:00 – Andrew thinks that a market consolidation practice is inevitable 12:26 – A scenario where companies could join forces to give broader reach and greater depth—a better customer experience is definitely more valuable 12:47 – Andrew also drives growth for Artesian 12:58 – It is important to spend time speaking with other companies that are active in the same space 13:14 – The companies can be quite different and quite complementary 13:29 – The last round was a bridge round 13:49 – Artesian is currently equipped to keep going, without investments, for the next 2 years 14:08 – By the middle of 2017, Artesian will be in a cash flow, breakeven profitability state 14:40 – CAC 14:41 – Artesian was tracking 1x in Year 1 15:08 – Artesian uses great people to drive adoption 15:13 – Artesian has 5 methods inside the platform 15:25 – Artesian uses customer relationship management and what the system is telling them to do 15:42 – Running 89% daily user engagement 16:15 – Artesian launched a way to build a smart calendar for each user every day 16:29 – Artesian is partnered with FullContact and others that provide social profiles 16:56 – Artesian is spending $60-70K on acquisition depending on the segment 17:20 – LTV is 5.2 years 17:30 – Artesian tracks this by looking at the average of customers they're holding on to 17:40 – HBC is one of their customers 19:28 – Andrew would be interested in talking with Salesforce to share the value 19:38 – 50% of Artesian is owned by institutions 19:46 – Andrew has 2 co-founders 21:27 – The Famous Five 3 Key Points: Companies in the same space should talk more—they can find out how they're different and how they complement each other. Being transparent shows that you want people to see your value and learn from it. Handling your finances and controlling what you burn wisely will help your company manage without additional capital. 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 Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Au

Ramin Sayar. He's currently the president and CEO of Sumo Logic, an industry-leading SaaS-based company backed by some great VCs and he has an impressive list of customers and partners. Previously, he was the senior VP and GM at VMware, where he developed the product and business strategy and led the fastest growing aspect of that business. Previously, he had multiple executive roles with leading companies such as HP Software, Mercury Software, Tibco software, iPlanet Software, AOL and Netscape. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Tom Reilly Favorite online tool? — Twitter and LinkedIn How many hours of sleep do you get?— Around 6-7 If you could let your 20-year old self, know one thing, what would it be? – Ramin would tell himself that the flow and steady path will pay off in the long run Time Stamped Show Notes: 02:22 – Nathan introduces Ramin to the show 03:32 – Sumo Logic helps customers build, run and secure modern apps in a simple and easy to consume service of profitability 03:57 – Sumo Logic is a SaaS business 04:04 – Priced and licensed depending on the data ingested and the duration of retention 04:25 – Average RPU varies 05:35 – Sumo Logic has a mass of service for their customers 05:45 – Sumo Logic has some free services 06:18 – Customers' buying pattern is consistent 06:43 – $15K-150K is the average contract price 07:34 – Sumo Logic has over 1300 paying customers 07:42 – 51% is enterprise and the other half is midmarket and SMBs 08:22 – Sumo Logic was capitalized through 5 rounds 08:34 – Total amount raised is over $160M 08:52 – Nathan had Tim Draper at Episode 129 from DFJ which Ramin mentioned 09:14 – Sumo Logic is 7 years old 09:33 – Sumo Logic's founding roots came from the security roles 09:38 – Not all users have access to data being generated 09:48 – The founders believed that there should be a simpler way for more users to access data 10:32 – The team initially felt that there was a competitive advantage in technology and an innovative way to deliver data analytics as a service 11:03 – Sumo Logic currently has 30K users 11:17 – Their vision was to democratize machine data 11:50 – Visa has been with Sumo Logic for a few years now 12:04 – Visa started with their fraud detection cases 12:23 – A few years ago, Visa launched a service with Apple 12:32 – Visa uses Sumo Logic for business insights such as activation and patterns regarding how users use multiple credit card applications 12:58 – Medidata is trying to disrupt the pharmaceutical industry in the clinical trial process 13:23 – Medidata used Sumo and decided they're going to transfer to the public cloud infrastructure service 13:42 – Medidata is an example of a different, non-tech company using the technology that Sumo Logic provides 14:10 – Sumo Logic assimilates, collects, ingests and analyzes different sources of data 14:25 – Sumo Logic then purposely tailors the analysis through their machine learning algorithms to address 3 distinct use cases 14:52 – Sumo Logic helps in continuous development 15:07 – Sumo Logic provides one single platform that analyses information and puts it into context so that developers and other teams can get the 360 degree, holistic view of the information 15:39 – Sumo Logic analyses a lot of patterns 16:34 – Ramin joined Sumo Logic 2 years ago 17:06 – In choosing a CEO, it comes with understanding the core values and culture of the company and how they relate to what the founders want 17:20 – If there are odds, make sure to address them 17:25 – Second is to make sure that there's an alignment syndicate in founding members in terms of what the outcomes would be 17:36 – Some CEOs are brought in to scale the company and in other cases, they are brought in to turn over the team or change the company's direction 18:10 – One of the 2-3 founders of Sumo Logic is still on the team 19:00 – Average ARR 19:30 – "We don't try to make consumers consume what they can't initially" 19:40 – SaaS companies often have to prove their value and constantly fight to earn the business 19:56 – More customers are now signing multimillion year deals with Sumo Logic 20:09 – The customers are seeing Sumo Logic's value 21:12 – The enterprise segment for Sumo Logic is broad 21:26 – When Ramin first came to Sumo Logic, the focus was security 21:43 – Ramin realized that most of their customers are development ops, tech ops and liability engineers, so they pivoted a bit 22:25 – For a SaaS company, the LTV to CAC that modern investors look for are the payback period and the magic number has to be 3.0 and more 22:50 – The other metrics that Sumo Logic tracks 24:09 – Sumo Logic's payback period is between the 1-2 year mark 25:13 – The enterprise, midmarket and SMBs have different payback periods 25:39 – Team size is 250 27:33 – The Famous Five 3 Key Points: Create guidelines when it comes to looking for your CEOs—they should align with the company's cultures, beliefs, and goals. SaaS companies often have to

Jeroen Corthout. He's the co-founder and CEO of Salesflare, the intelligent CRM that startups and small businesses love to use. Prior to Salesflare, he was helping companies to implement their new CRM, marketing and sales. Salesflare kicked off when he and his co-founder, Lieven, found a way to automate their CRM data. Salesflare's mission is to automate everything in sales, but the irreplaceable human contact. Famous Five: Favorite Book? – The Alchemist What CEO do you follow? – Jeroen has been reading the biographies of Tony Hsieh, Elon Musk, Steve Jobs and Jeff Bezos Favorite online tool? — Zapier How many hours of sleep do you get?— 7-8 If you could let your 20-year old self, know one thing, what would it be? – Jeroen wished he had started these bigger projects earlier Time Stamped Show Notes: 01:38 – Nathan introduces Jeroen to the show 02:16 – Salesflare helps mostly startups to make their sales consistently productive, to have the right data, and to communicate and manage the pipeline better 02:28 – Salesflare sells licenses 02:40 – Salesflare's price point is $30/month when you pay annually and $35 if monthly 02:58 – Salesflare started halfway through 2013 03:04 – Jeroen and Lieven were working in a software company 03:20 – Jeroen knew there was no solution to keep files automatically 03:28 – Salesflare basically pulls all the CRM data for you 03:49 – On top of a lot of data, Salesflare is building automation and intelligence 03:52 – There's an automatic to-do list and body temperature indicator 04:12 – Salesflare is largely self-funded, some from accelerators 04:24 – Telenet Kickstart and iMinds are the accelerators from Belgium 04:37 – Salesflare got $25K from one accelerator without equity and the other one had a convertible loan of $50K 05:10 – Salesflare has raised a total of $700K 05:28 – Jeroen was in the consulting field 05:49 – Salesflare is currently building a convertible round with investors and has raised $250K; the target is $350K 06:57 – Salesflare has over 100 customers 07:14 – Jeroen believes that people don't usually trust small companies, even if they have great products 08:00 – Average revenue 08:19 – Salesflare is based in Antwerp, Belgium 08:24 – Team size is 6 08:30 – 3 are building the product and the other 3 are sales and customer service 08:55 – Jeroen likes people to think that they are bigger than they are 09:02 – Nathan believes that some people like small companies because of their flexibility 10:40 – Nathan tells Jeroen that his assumption of "it's not good if it's free" is a completely false assumption 11:28 – Most people stick to Salesflare after the trial period 11:40 – There's currently a big market of CRMs 11:46 – Salesflare is aiming at sales automation and there's very little competition in that space 12:12 – Salesflare is moving faster than their competition 12:17 – Hubspot's distribution channel is huge and Salesflare won't be able to compete with that 12:23 – But Salesflare can compete on the profit side 12:37 – Salesflare has a low churn 13:12 – Salesflare got their first customer at the end of 2015 14:00 – Salesflare has a blog, does outbound emailing and builds their online presence for customer acquisition 14:36 – Salesflare does content distribution through Facebook's paid advertising 14:47 – Most of Salesflare's recent customers are from Product Hunt 15:23 – Jeroen has no idea of the number of trials they've had since the launch 15:45 – Jeroen tracks the conversion, instead 16:05 – In the past week, there were 250 new trial signups 16:15 – The conversion to paid customer is around 10-15% 16:30 – Salesflare tries to show its value as quickly as possible 17:10 – The Famous Five 3 Key Points: If you're still unsure of starting a new business, find other ways to get involved in that space to understand how it works. Some businesses offer a free product to show their value to the customer right away. Competing with a free product with a large distribution channel isn't easy, but you can generate a higher profit margin. 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 Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Adam Jankovits and his goal is to become an outstanding marketing technologist. He is a person who brings together strengths in marketing, technology and social interaction. He's got an MBA and consultancy background, but also has a strong interest in technology and social-networking skills. His focus right now is on his company, LeadBerry. Famous Five: Favorite Book? – Founders at Work What CEO do you follow? – N/A Favorite online tool? — Slack How many hours of sleep do you get?— Currently 6 If you could let your 20-year old self, know one thing, what would it be? – Adam would tell himself to take networking very seriously Time Stamped Show Notes: 01:10 – Nathan introduces Adam to the show 01:45 – LeadBerry is a B2B lead generation software that converts website visitors to sales leads 01:58 – The basic idea is that there's no code needed and you just connect LeadBerry to Google Analytics 02:09 – LeadBerry does 2 things: aims to identify B2B visitors and provides real-time valuable data 02:50 – LeadBerry is still currently on pre-revenue 03:05 – LeadBerry's free beta was launched in October 2016 03:15 – LeadBerry just recently removed the free beta and launched the paid version on the third week of April 04:10 – LeadBerry's idea 04:31 – LeadBerry was first built in-house 04:40 – Since October, LeadBerry already had over 2K subscribers 04:47 – Most of them are companies 04:59 – LeadBerry has generated over 2M leads 05:03 – "The numbers and the feedback kept us pushing" 05:17 – LeadBerry doesn't have a guarantee that their customers will convert to the paid version 05:36 – Adam has a plan on how they can possibly convert their customers to paying ones 06:16 – Adam is the CEO and founder of the agency, Brandlift 06:26 – Brandlift generates signups through PR, marketing and performance campaigns 07:00 – The amount Adam and Brandlift have invested in LeadBerry 07:17 – LeadBerry currently has 3 people in the team who are also working Brandlift 07:24 – Brandlift agency has 20 people 07:36 – LeadBerry currently spends $3-4K a month into their performance channel 08:25 – Adam is spending around $50K total in pre-revenue 09:04 – Nathan talked to a lot of agencies where they build solutions in their agency and spin out the solution as a SaaS business 09:25 – Adam has used LeadBerry in Brandlift 09:35 – LeadBerry is completely bootstrapped 09:52 – Brandlift was launched in 2010 10:00 – Brandlift is a full-service digital agency 10:45 – LeadBerry is using different sources like FullContact, Hunter and Clearbit to generate leads 10:56 – LeadBerry always tries to explore new and unexplored options in generating leads 11:10 – Brandlift's first year revenue 11:29 – Adam was 28 when he launched Brandlift 12:25 – Net revenue is around $150K 12:41 – Topline revenue is around $1M 12:51 – Brandlift is based in Hungary and Los Angeles 13:36 – Adam shares how LeadBerry is different from other lead generation software 14:00 – LeadBerry has absolutely no development work that needs to be done if you want to get started with LeadBerry 14:28 – LeadBerry integrates with Google Analytics 15:10 – LeadBerry won't need the Google Analytics code 15:32 – You can connect your Google Analytics' profile with just 2 clicks 15:48 – Google Analytics helps in the identification part 16:34 – LeadBerry pulls out the leads for you which saves you time 17:10 – You can use LeadBerry's online interface on a daily basis or connect your CRM and it will automatically sync data 17:36 – Adam won't sell LeadBerry for $100K and is not currently thinking about it 18:57 – The Famous Five 3 Key Points: Most lead generation businesses made the software for their own use, saw its value, and then spun it out as a SaaS business. Lead sources often verify their leads with each other. Starting as a free software for a couple of months may lead customers to see the value in your product and convert into paid customers. 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 Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Steve McLaughlin. He's one of the founders and CEO of Financial Technology Partners. He is a former senior banker at Goldman Sachs, covering fintech for over 20 years. He was recently named Investment Banker of the Year, ranked number 2 banker in Silicon Valley by The Information, and he's top ranked on Institutional Investors. Online Finance 35 listed him as one of the most influential people in fintech. Famous Five: Favorite Book? – Jack: Straight from the Gut What CEO do you follow? – Jack Dorsey Favorite online tool? — Uber 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? – "I wished I knew where all the stocks are going" Time Stamped Show Notes: 01:40 – Nathan introduces Steve to the show 02:27 – Steve's company advises firms across the entire fintech landscape on raising capital and M&A—they're on the sales side helping people figure out where to get money, how to get money, what the valuation is, what the structure is 02:53 – Total transaction volume you were involved with last year 02:58 – Financial Technology Partners transaction volume was around $10-15B 03:09 – Which of these 3 industries are you most excited about, like where your most interesting deals would be in? 03:34 – It's really across the board, anywhere from the B2B payments to consumer payments to online lending companies like Prosper or GreenSky and the payment space like Marketo 04:08 – Any other players you see in the space besides those two, Betterment and Wealthfront? 04:11 – Steve appreciates Riskalyze who are behind the scenes providing the same kind of technology to RAAs and other advisors or someone like BlackRock who he advised last year 04:45 – FutureAdvisor is a startup going initially after the consumer side, they pivoted a little bit to be a B2B player 05:23 – Blackrock acquired FutureAdvisor for a $150M back in August 27, 2015 06:32 – FTP generally gives advice for doing large transactions and are paid on success 06:47 – It's either commission or a percentage based on the value of the deal 07:38 – Deal size varies. On a multi-million dollar deal, it can be a percent and a $100M deal, it can be 7% depending on the scale and deal size 08:02 – Nathan asks: How do you value a wealth technology company like Betterment? 08:29 – Steve looks at start the factors affecting Wealthfront or Betterment and what they think the companies will look like in 7 or 10 years 10:08 – Andy of Wealthfront was in Episode 498 10:20 – The growth of Wealthfront and Betterment are the ETFs in their assets and management 10:37 – Steve would use ETFs as a metric to try to predict what Wealthfront and Betterment are going to look like in 5 to 10 years 11:03 – Steve personally thinks that they can have a lot of winners—there are a lot of companies in the mutual funds industry that didn't win and a lot that are dead 11:15 – So there's no saying that the guys who invented the popularized robo advisors are going to be the winners 11:28 – Steve also thinks that Wealthfront and Betterment are going to do quite well and he sees them from afar, he's a big fan and he anticipates they're going to be winner 11:34 – Wealthfront and Betterment have already proven that at some extent, they've outlasted lots of other guys 11:55 – Steve thinks Wealthfront and Betterment care a lot about the consumers behind the platform and they realized that their people actually manage their money correctly over the course of time 13:05 – Riskalyze has various risks tools and robo advisor tools that they sell into RIAs 13:15 – RIA stands for Registered Investment Advisor 13:55 – All the models could succeed, there's hundreds of mutual fund companies that did incredibly well 14:17 – These are fintech companies 14:59 – Nathan is a big fan of Warren Buffett who goes to all the annual meetups and just sticks to his advice 15:09 – "I'm not going to be active. I'm never going to beat the market. I'm never going to do this stuff and just going to put it in a passive, low exchange ratio, Vanguard, SMP and 500 index and that's what I do" 15:19 – Nathan was hoping that Andy or Jon could convince him to take a shot at one of them, throw $10K in both rooms, see what happens over a few years and do a comparison 15:45 – Why isn't Warren Buffett recommending Betterment and Wealthfront? 15:47 – Steve thinks that Warren Buffett probably doesn't know much about Betterment and Wealthfront 15:52 – What Steve likes about Betterment and Wealthfront is they're going to have really forensic case studies on stats of the population 16:21 – There will be perfect comparable data on which is better 18:36 – The Famous Five 3 Key Points: Wealth tech companies are becoming more difficult to valuate, thus a need for case studies and empirical data. Empirical data can help inform your decisions, but the FINAL decision rests on your judgment. How do you value a company? Look at the factors affecting their growth over a period of time. Resources Mention