SaaS Interviews with CEOs, Startups, Founders

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

Jon Stein. He's the CEO and founder of Betterment. With his passion about making life better and his career experience advising banks and brokers, he founded Betterment in 2008. Jon is a graduate of Harvard University and Columbia Business School. He holds a Series 72463 and he's a CFA (Chartered Financial Analyst). His interests lie in the intersection of behavior, psychology and economics. What excites him most about his work is making everyday activity and products more efficient, accessible and easy to use. Famous Five: Favorite Book? – The First Tycoon: The Epic Life of Cornelius Vanderbilt What CEO do you follow? – Jeff Bezos Favorite online tool? — Greenhouse 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? – Jon could have taken risks a bit earlier in life Time Stamped Show Notes: 01:15 – Nathan introduces Jon to the show 02:05 – Betterment is the largest independent investment advisor online 02:10 – Betterment manages your money in the way old institutions can't 02:19 – Betterment automates the best practices of investing and the same technology drives the cost down for you 02:32 – Betterment is leading in their industry 02:45 – Betterment charges a fee that is the percentage of the asset finder management 02:50 – It is 2.5%, which is the lowest in the industry 03:15 – "We have to put our customers' best interest first" 03:30 – Betterment currently manages $8.2B 03:50 – Jon studied economics and behavioral biology as an undergraduate 03:58 – When Jon graduated from Harvard, 80% of the graduates took to the finance industry 04:47 – Jon didn't want to follow the people he knew in finance 04:31 – Jon wanted to help people so he thought he'd study medicine 04:50 – Jon found himself back in New York, consulting banks 04:58 – It was 2001-2002 when Jon got his pre-med from Harvard 05:13 – Jon was 23 when he went back to New York, in 2003 05:45 – The banks were not paying attention to what their customers wanted 06:58 – Jon realized that the industry was fundamentally flawed 07:12 – There was no scaled advisor that served the market and the people like Jon could 07:28 – Jon started at Columbia Business School in 2008 and he already the idea for Betterment even before he started there 08:10 – Jon didn't know how to code when he started and just learned in business school 08:46 – Jon didn't have student debt while he was in business school and he saved some money from his consulting 09:14 – During the early days, Jon and his co-founders didn't need a lot of money 09:30 – Jon and his co-founders have invested their own money into Betterment 09:39 – Their initial investment was less than 400K 10:14 – Betterment has raised a total of $205M 10:34 – "I always wanted to build a company that would impact the lives of millions of people for the better" 11:04 – From Day 1, Jon knew that Betterment would be a capital intensive business 11:20 – Team size is 220 11:26 – About half of the team are engineers and product managers 11:31 – Most of the team is involved in building the business 12:14 – Most of Betterment's customers are from word-of-mouth 12:46 – Betterment's paid acquisition 13:03 – Betterment's goal as a company is to make noise 13:11 – There's now a better way to manage money 14:11 – People should put their money in Betterment rather than in Vanguard because they're burning money 14:18 – Betterment can make them more money on their assets 14:39 – Warren Buffett is an active investor himself 14:45 – Jon thinks that Warren Buffett's advice was great during his time, but the technology has moved forward 15:11 – Betterment will make you more money than you would make in a single fund 15:27 – Betterment's website has all the information about how they work 16:00 – Betterment's role is to maximize people's money 16:07 – Vanguard is a fund company that sells you funds 16:10 – Betterment is independent from their funds 17:17 – "We are growing faster than any firm in the history of this space" 17:42 – People are becoming aware of what Betterment is doing 18:21 – 240K customers have invested in Betterment 18:44 – There's no minimum amount to invest 19:24 – "We're building an institution for the next century and we're not interested at selling right now" 19:35 – Betterment's revenue is driven from their 2.5% of the asset management finder 19:48 – Average revenue 21:05 – The Famous Five 3 Key Points: Just because it has worked in the past, does NOT mean it will still work today. There are better ways to manage your money, especially with the new advancements we have in technology. Take risks as early on as you 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 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 – Na

Dean Graziosi—he knows how to create success. From extremely humble beginnings, he started with a firewood business in high school to a collision repair shop and his first real estate deal before he turned 20. From there, he created a multi-million dollar real estate business, became a New York Times best-selling author multiple times, and is one of the most watched real estate and success trainers of our generation. He maximizes his success and profits on each of his endeavors along his evolution and his businesses have generated nearly one billion dollars in revenue. He's obsessed with sharing his success along this journey with the world. Famous Five: Favorite Book? – The Untethered Soul and The Surrender Experiment What CEO do you follow? – Ernest Shackleton Favorite online tool? — N/A 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? – "Don't believe your thoughts, they lie to you most of the time. If you could just observe your thoughts and throw away the shit that doesn't serve you, man, you could just go a lot faster" Time Stamped Show Notes: 01:22 – Nathan introduces Dean to the show 02:28 – Dean skipped college 02:42 – When Dean was 16, he would buy wrecked cars and flip them in his garage 03:00 – He has bought some of the cars for $500 to $5000 03:11 – Dean got his first real estate deal at 18 with no money down 03:17 – Mrs. Laprezzti gave him a deal with no money down 03:20 – Dean paid Mrs. Laprezzti monthly and he renovated the place 03:49 – Dean's social studies teacher who was also a real estate agent gave Dean leads of people who had houses that were not selling 04:45 – Dean gave Mrs. Laprezzti $2500 a month for a 4-unit apartment, for 3 years 05:05 – Mrs. Laprezzti needed $2K for her expenses for the condo 05:31 – Dean didn't care that he may be paying more 05:48 – Dean promised that he'd pay her in 3 years 05:55 – At the end of 3 years, Dean had the room fully rented and he was able to get a bank loan and pay Mrs. Laprezzti off 06:10 – Dean was making $4200 when he rented out the place, then he sold it 06:24 – Dean still owns around 400 houses, right now 06:56 – Dean's dad was born during the Depression 07:20 – His dad was a mechanic and a collision repair shop guy 07:26 – Dean evolved by maxing out on the equity he could gain from each of his houses 07:38 – After the condo, Dean got an old, rundown mansion and turned it into 10 apartment units 07:53 – Dean refinanced the apartments and bought more apartments 08:00 – It was the late 80s and early 90s when Dean transferred to upstate New York 08:09 – Dean bought some land and went into the process of subdividing 09:10 – Back then, Dean was just hustling for the next property, taking the cash, and making a creative deal 09:30 – "There's always a creative deal" 09:45 – It's about buying off-market deals 10:21 – Average revenue from all of Dean's properties is $380K 10:45 – The market value for 380 units is around $20M 10:54 – Dean is half leveraged in all of the units 11:45 – Dean authored a couple of books because he is obsessed with marketing and sales 12:10 – Dean's last 2 books are self-published 12:21 – Dean's first book was with a publisher 12:24 – Dean didn't want an advance deal from his first book 12:31 – Dean used to get 35-40% of gross sales 12:43 – Dean's first book is Totally Fulfilled 12:46 – Dean's latest book is Millionaire's Success Habits 13:01 – Most of the publishers don't market your book and rely on you to market your own book 13:07 – Dean sold a million copies of his second book 13:10 – Dean had an infomercial running everyday, offering the book on TV 13:25 – "You definitely need a marketing mechanism if you need to write a book" 13:38 – Dean's most effective marketing strategy is giving away free books 13:42 – Dean has an incoming infomercial with Larry King, who has impacted Dean's life 13:56 – Dean met Larry King through mutual friends 14:01 – Dean told Larry that he made an impact on Dean's life, gave his book to Larry and asked Larry if he can interview him 14:09 – Larry came to Dean's studio 14:22 – 8 years ago, Dean watched Larry interview Joel Osteen 14:59 – Dean did the first interview show on TV without scripts, teleprompters or voiceovers 15:09 – The show broke a hundred million dollars in sales 16:05 – Dean only negotiated for a bigger share in book sales because he knew that his books would sell 16:25 – Millionaire's Success Habits is a hardcover book and still ships that way, there is no ebook 17:00 – com is for people who have the ability to find success trainers that are qualified 17:10 – They have courses and high-performance coaching 17:25 – It's a step-by-step on how to become a high achiever 17:33 – They just broke $220K in sales 17:55 – 100% of the money is going back in 18:10 – "It's a feel good, it's a legacy thing" 18:13 – They might sell Growth in 3 years 18:19 – Dean and his 2 co-founders split Growth equally 19:08 – Dean started

René Lacerte. He's the founder and CEO of Bill.com, the leading business payments company. He's a fintech industry vettor and has been working to simplify business payments since 1999, when he founded PayCycle, which was later acquired by Intuit in 2009. Bill.com is now working to help bridge the digital divide between banks and businesses by partnering with 3 of the top US banks and 45% of the top hundred accounting firms. He believes that banks play a critical role in the advancement of fintech. While technology advancement since Silicon startups are divided by or driving much of the industry change, René believes that banks are and will remain the center of the financial universe for quite some time. Famous Five: Favorite Book? – The Advantage What CEO do you follow? – Pete Kight Favorite online tool? — Dropbox 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? – "Don't stress over the hard decisions" Time Stamped Show Notes: 01:22 – Nathan introduces René to the show 02:07 – Andy from Wealthfront disagrees that banks will remain to be the center of the universe 02:27 – Bill.com makes close to $40B a year 02:32 – The average transaction is $1700 to $2000 03:16 – "We make doing business really easy" 03:17 – Bill.com automates the back office of businesses 03:24 – They take all the paperwork, workflow, payments and integration with the accounting software 03:40 – Bill.com charges per seat, per subscription and transaction fees 04:15 – The subscription model is their main revenue stream 04:36 – Bill.com charges .49 cents for every electronic payment and $1.49 for paper 05:30 – The fintech space is a natural viral coefficient space 06:00 – Bill.com had $110M from venture capital 06:12 – René was 32 when he started PayCycle, in 1999 06:20 – René worked in Intuit prior to PayCycle and stayed there for 5 years 06:34 – René had some experience innovating products from Intuit 06:54 – René grew up in a family of entrepreneurs 07:04 – One of René's grandfather's businesses is an automatic data processing company 08:26 – René's father went back to college to understand more about business 09:16 – The idea of Bill.com is that there's a better way to take advantage of technology to make payroll easier 09:58 – Bill.com helps define and automate the back office 10:06 – PayScale does online payroll and started with household payroll, which Intuit doesn't want to do 10:47 – PayScale raised $150K 11:23 – PayScale was acquired by Intuit for $170M 12:21 – Average number of paying customers of Bill.com 13:16 – "If we get customers active and get them using it, they don't churn" 13:26 – They're active when they already have paid for Bill.com 14:04 – Average customer pay per month is $100 14:15 – You can try it for the first month, for free 15:00 – Bill.com automates some of their tools to make the customer feel that they need the product 15:18 – Bill.com does A/B testing to check how they can get their customers engaged 15:52 – Bill.com is adding thousands of new businesses a month 16:56 – René tracks how many months the payback will be when it comes to CAC 17:23 – Payback target is 10-13 months 18:07 – LTV is around 5 years 18:48 – René has raised $50M 19:39 – René's strategy is to maintain a strong relationship with VC 19:53 – Team size is 225 20:10 – Bill.com was launched in 2008 21:07 – Bill.com isn't selling anything and not partnered with anybody, today 22:45 – The Famous Five 3 Key Points: It is important to engage your customers. Banks are and will remain to be the center of the financial universe. Hard decisions and their consequences will pass, so don't let them bother you too much. 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

Laurent Le Moal. He brings extensive knowledge of digital payments in emerging markets to PayU where he serves as the CEO. He culminated an 11-year career at PayPal as general manager for continental Europe, Russia, Middle East and Africa, leaving a billion dollar development vision across diverse geographies. Prior to PayPal, he founded an Italian startup called Talent Manager. He built a 40-person team there and now the startup has expanded to France and Spain. He also has experience in McKinsey and Antal International. He leads PayU's strategic direction and development and is currently building on the company's position and high-growth markets all around the world. Given the company's focus on being an expert in a local market in which it operates, Le Moal leads the creation and implementation of payment methods which best suits PayU's customers all around the world. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Chris Skinner Favorite online tool? — The Top Inbox 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? – "Just go and experience more" Time Stamped Show Notes: 01:19 – Nathan introduces Laurent to the show 02:22 – PayU is a payment gateway which is basically serving merchants 02:43 – PayU has their own original platform 02:53 – "I believe that payments are extremely local and regional" 02:58 – Since Laurent joined PayU, they moved from pure payments to actual financial services offering credit solutions 03:22 – Payment is still the bigger market for PayU 03:34 – Laurent thinks that financial services is strategic move for payment companies 03:56 – Nathan had Monish Anand in Episode 617 who talks about data science 04:25 – "The ability to offer credit is the ability to manage risks" 04:38 – All banks are using the same credit score model 04:48 – If you go to India and want to address 90% of the population, then have the means to repay their debt 05:16 – If you have a technology that does credit scoring, then the rest of credit is just mechanics 05:40 – Talent Manager is Laurent's first company 05:54 – Laurent started small in Milan 06:39 – Laurent was 25 when he started Talent Manager in 1997 06:56 – It was easy to get consumers 07:20 – Laurent raised around €5M for their first round 08:01 – It was growing fast 08:22 – Laurent goes to India and sees companies with a high burn rate, which is a couple of hundred million rupees a year 09:26 – Talent Manager was able to have a couple of million in revenue 09:36 – Talent Manager's software was sold 10:29 – Paypal started in 2004 with 3 people in Europe 10:35 – They were looking for someone to do a market study about the potential for PayPal outside of eBay 11:00 – PayPal expanded outside of eBay 11:22 – When you go to a high-growth market like India, most of the companies are still trying to increase the engagement of consumers 11:47 – Laurent had different stock options with PayPal 13:01 – PayU is part of Naspers, which is a diversified group and one of the biggest technology investors for the high-growth market 13:28 – PayU has their payment business and a fintech arm which is investing in interesting startups 13:56 – For PayU, the opportunity is not to just be an operator, but an investor 14:04 – Laurent believes that in fintech, it is difficult to scale your business 15:08 – Laurent invested Monese who is building the new bank for "unbanked" people 16:11 – Laurent shares how he got into PayU 16:30 – Laurent join Naspers and PayU on the basis that he'd manage the business and transform it into a financial service company 16:53 – In 2016, PayU 's total payment transaction was around $18B 17:12 – Growth rate is around 40% year over year 17:20 – PayU forecasts to maintain their growth rate 17:24 – PayU sees a really big push in India where the growth is around 70% 17:30 – Laurent sees India as the most exciting market in the world 17:50 – Laurent sees their financial services to be continuously building in the coming years 18:10 – Laurent wants 10% of their revenue to come from credit 18:24 – Credit is the consumer credit where you give money to people and make money based from the interest rate 18:38 – "What is important is when you start credit from scratch, it's actually to build your portfolio in a very consistent way" 19:06 – PayU takes 1-3% per transaction 19:35 – Team size is close to 1500 from 4 main regions and they have 16 offices 20:54 – In fintech, there are regulations including money laundering regulations 21:53 – Average ARR in 2016 22:24 – PayU just launched LazyPay in India 22:35 – The concept is to give you the possibility to buy something online then pay your debt later 23:43 – The merchants love it 24:08 – The Famous Five 3 Key Points: The payment gateway space is expanding and more startups are giving people easier access to credit. Regulations are necessary, especially when it comes to managing those who try to take advantag

Jonathan Epstein. He's the current senior VP for international at Sentient Technologies, the maker of Sentient Ascend, the first conversion optimization solution that is powered by evolutionary artificial intelligence. Epstein has been in many companies at the forefront of technology and media including GameSpot, which he's the founding CEO, and Omek which was sold to Intel and GameSpy which was eventually sold to IGN. Famous Five: Favorite Book? – Hire With Your Head What CEO do you follow? – Elon Musk and Jeff Bezos Favorite online tool? — BuiltWith and SimilarWeb 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 had stepped on entrepreneurship early" Time Stamped Show Notes: 01:22 – Nathan introduces Jon to the show 02:18 – Jon's good exit range is from tens of millions to the hundreds of million dollars 02:39 – Jon helped the founding CEO of Gamespot turn it around 03:18 – Jon has worked in an actual gaming company 03:29 – Jon started at IDG as magazine publisher 03:49 – GameSpot was the first professional online review site for games 03:56 – GameSpy had an editorial element and Jon published some of its software 04:35 – GameSpot was launched in 1995 04:45 – Jon launched the magazine Digital News and Multimedia World 04:53 – Jon was working for IDG when he launched the magazines under their brand 05:28 – Jon had great partners when he started GameSpot 05:55 – The initial idea came from the 2 co-founders 06:20 – It was clear that the internet thing was happening 06:30 – The problem, then, was that the release of the magazine came out way too late for newly released game reviews 06:55 – Having the magazine online is a better way to update the gamers 07:13 – GameSpot took in external investors 07:34 – GameSpot was sold for stock in ZDNet 08:09 – Jon had an international role and wanted to gain experience in dealing with other countries 08:16 – ZDNet had joint ventures and Jon had been with them for a while 08:34 – Jon had invested from ZDNet to GameSpy 09:04 – Jon had 8% of GameSpy 09:28 – Jon joined GameSpy in September 2001 09:32 – GameSpy was sold in March 2004 10:01 – Jon made around $61M cash from GameSpy's exit 10:21 – Jon stayed with IGN after the exit and stayed there for a while 10:30 – Jon joined Double Fusion, which is a venture-backed startup 10:55 – Sentient had been around for 9 years and was one of the best funded companies 11:21 – Jon fell in love with Sentient because of their goals 11:29 – Sentient was built with a powerful AI platform 11:34 – It focuses on AI at scale and is able to run AI problems across millions of GPUs 11:58 – Sentient does multiple types of AI 12:00 – One is deep learning or neuron-network which is used for handwriting, voice recognition and image analysis 12:12 – Another product of Sentient is the evolutionary computation which is an AI that mimics natural selection 12:38 – Sentient ran a hedge fund using their products 12:51 – The fund size is growing rapidly 13:14 – Big investors invest to hedge funds in order to achieve stable, good returns 14:16 – Sentient is a SaaS business disrupting the world of AB testing 14:48 – Using the evolutionary AI approach speeds up AB testing 15:41 – Sentient currently has 25 paying customers 15:52 – Average contract price is $3K-30K a month 16:12 – Zero customer churn 16:24 – CAC 16:52 – Sentient is also doing paid advertising 16:56 – Sentient attends conversion conferences where they spend $5K-10K for sponsorship 17:40 – Sentient has raised a total of $143M 17:52 – Sentient has around 110 employees 17:58 – There are still 15-20 open positions 18:24 – Sentient was founded in 2007 18:57 – "We think it's too early to sell" 19:15 – Mark Cuban said that the first trillionaires will come from AI 20:35 – The Famous Five 3 Key Points: Never be scared about exits – it just means new doors are opening for you. Be in a company that you're really interested in—where you can align yourself with their goals. Start as early as you can when it comes to entrepreneurship. 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

Joe Koufman. He's responsible for introducing at least 3 married couples in countless contacts to establish business relationships. In early 2014, he parlayed his passion for connecting people and founded a company called AgencySparks, which is essentially a dating service for brands and marketing agencies. Famous Five: Favorite Book? – The Challenger Sale What CEO do you follow? – Jeff Hilimire Favorite online tool? — Lucky Orange How many hours of sleep do you get?— "I try to get 7" If you could let your 20-year old self, know one thing, what would it be? – "I would have invested even more in relationships. They will absolutely pay off down the road" Time Stamped Show Notes: 01:36 – Nathan introduces Joe to the show 02:29 – AgencySparks focuses on making connections for brands and agencies 02:34 – AgencySparks is paid by the agencies to help them with their business development and outreach to potential clients 02:50 – In many cases, AgencySparks can help subvert the RFP and the client will hire the agency directly 03:15 – One of AgencySparks' clients tells them about Coca-cola's water sustainability efforts and that they need the story to be everywhere 03:46 – AgencySparks was able to make a connection with one of their agencies that focuses on public relations and they made a deal 04:13 – AgencySparks is shifting their model now 04:20 – AgencySparks is traditionally paid by agencies to get them through a thorough, upfront, vetting process 04:27 – AgencySparks is getting paid through monthly retainers and a percentage of the deal 04:34 – The monthly retainer is $5K per agency, which is 12-month deal 04:50 – AgencySparks was launched in early 2014 04:58 – Joe spent years with KnowledgeStorm which was acquired by TechTarget 05:05 – TechTarget went public and bought KnowledgeStorm for $58M 05:26 – Joe spent 6 years building marketing and business development in Engauge 05:31 – Engauge was then acquired by Publicis 05:56 – When Joe left Engauge, he had job offers from 6 different agencies and that's when he had the idea of AgencySparks 06:21 – Joe's highest offer from one of the agencies was $400K and he said "no" 06:55 – AgencySparks is Joe's first entrepreneurship stint 07:11 – Joe didn't have any equity in KnowledgeStorm 07:45 – Joe made a big transition while he was at KnowledgeStorm 07:47 – Joe started as an account manager in 2000 08:05 – Joe moved to sales and realized that he was just going to have the same exact salary 08:23 – Joe did well in sales and had grown big accounts 08:50 – Joe's last salary was $210K, in 2007 09:20 – By the time Joe left, he was making around $300K in 2013 09:43 – When Joe started AgencySparks, he knew that we wouldn't have much revenue, at first 09:52 – First year revenue was $270K 10:03 – Year 2 was $370K and Year 3: $430K 10:13 – 2017's goal is to double 10:25 – To achieve their goal, they have to change their model a bit 10:45 – The client is asking AgencySparks for different options 10:59 – They want to have multiple agencies in one category 11:27 – AgencySparks currently has 11 clients 11:40 – AgencySparks has other revenue streams 11:48 – The commission percentage is 10% 12:10 – AgencySparks offers other services like info-product 12:40 – March 2017 revenue 13:00 – Team size is 4 and all are in Atlanta 13:18 – Greg Crabtree's labor efficiency ratio is the idea of hovering between 2 and to 3.5, so for every dollar spent on payroll, you should be bringing in $2.50 - $3.50, in terms of revenue 13:47 – As a CEO of a company, if you're not pulling out the salary that you would be making as a hired CEO, then your business isn't profitable 14:00 – Nathan's computation within The Top's 600 interviews done with SaaS companies 15:04 – AgencySparks' net margin 15:27 – Joe is the guy who would re-invest his money into the business 15:33 – Joe isn't a family business guy 15:44 – Joe is looking into 5 years, then selling his business 15:52 – AgencySparks already has interesting offers 16:14 – AgencySparks has a method that is a repeatable and sustainable as a business development process—which is part of what they're teaching 16:57 – "The challenge is that this is a very relationship-focused business" 18:28 – The Famous Five 3 Key Points: As a CEO of a company, if you're not pulling out the salary that you would be making as a hired CEO, then your business is NOT profitable. Continue to grow your business as much as you can, but be mindful of the interesting offers that come along the way. Invest in relationships. 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

Ryan Stewart. He's a digital marketing expert with over 8 years of client facing experience. He currently owns and operates Webris, a Miami-based digital marketing agency specializing in SEO and content marketing. Famous Five: Favorite Book? – Attached What CEO do you follow? – N/A Favorite online tool? — SEMrush 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? – "Just self-awareness things about who am I as a person, where I want to go and how I want to live my life" Time Stamped Show Notes: 01:17 – Nathan introduces Ryan to the show 01:39 – Webris is an SEO agency which does a lot of digital marketing and link building 01:48 – They specialize in generating organic growth for any sort of clients 02:00 – Webris has a retainer model of 5K-6K a month depending on the work 02:15 – They require a minimum of 6 months 02:22 – Webris currently has 22 clients 02:30 – Webris is doing $100K minimum MRR 02:38 – Webris was launched March, 2016 02:52 – In Webris' first year, they earned 750K 03:00 – Webris also has a training program 03:11 – Ryan is doing concept marketing for himself 03:32 – Ryan had link building training where he taught how to build links at scale 03:44 – Ryan also did blogger outreach PR stuff 04:18 – Ryan didn't do any advertising on Youtube, but he has a good content 04:30 – He has a good email list and a Facebook group with 10K people, a Facebook page and Twitter page 04:42 – Ryan uses concept promotion on the videos with more views 05:30 – Ryan uses automation in Google Drive Suite 06:14 – Ryan launched a video regarding using Google Suite for automation 06:50 – Ryan thinks that YouTube is more powerful than the blog 07:09 – YouTube is much easier to use for engagement purposes 07:22 – Ryan also does mini-checklist processes for their clients 07:26 – If you have an email list and you can get 100 engaged views on your videos, it is more than enough to set you on the right direction 07:37 – Ryan's email list is 10K with 30% open rate 07:49 – Ryan would get 500 views in 12 hours after sending his content out to his email list 08:02 – Ryan uses SEO for his YouTube video titles 08:22 – They'll go after the keywords on their blog 08:31 – "People aren't really using the same keywords on YouTube" 08:37 – For YouTube, you need to grab attention from the titles 09:07 – Team size is 7, in Miami and some are remote 09:30 – Webris is doing a lot of content creation and they pay per article 09:57 – Webris can also negotiate with other people for content 10:06 – They pay $100-200 depending on the client niche 10:20 – Ryan posts job ads on Upwork and on the Facebook group Cult of Copy which is run by a copywriter, Collin Theriot 11:01 – Webris has an in-depth content generation process 11:12 – Webris mitigates the process with the research upfront and by building a really good outline for the writer 11:35 – Webris will also just google for bloggers in a specific niche and pay them around $500 to write 11:54 – Content is dependent on niche 12:28 – You just got to go out and pay writers the right amount 12:50 – Prior to Webris, Ryan was doing his MBA and realized he hated everything about that life 13:59 – What Ryan made last year is less than what he did when he was 20 14:21 – Ryan's #1 goal is that his people are happy 14:33 – Ryan spends $4K a month on their office space 16:00 – The Famous Five 3 Key Points: If you hate doing something – just quit. Paying your writers the right amount will lead to great content. In every decision you make for your business – consider your 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 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

Trevor Wolfe. He's the CEO and co-founder of Delvv.io. He started his career in New York, where he held product innovation and marketing positions for Kantar and TNS. He also led the marketing for New York brands, Gerson Lehrman Group, along with Moveline—which is a tech startup in NYC Company and Morgan Stanley. Throughout his career, he's launched over a dozen analytics and research products and is an active advisor to investors in market research, adtech, and media tech startups in New York, Vegas, and Africa. He holds a BBA in international business from Hofstra University and is an aspiring sailor. His cat's name is Junior. Famous Five: Favorite Book? – Tracy Kidder's books and The Power Broker What CEO do you follow? – Scott Belsky Favorite online tool? — The Top Inbox and Slack How many hours of sleep do you get?— 5 and half to 6 If you could let your 20-year old self, know one thing, what would it be? – Trevor would tell himself to go find his fiancée so that he could spend 5 more years with her Time Stamped Show Notes: 01:12 – Nathan introduces Trevor to the show 02:06 – Delvv is a platform that allows advertising and marketing professionals to get a peer review on creative campaigns before using them as paid ads 02:22 – Delvv has 2 models: the marketplace, where they go to agencies and brands, and the subscription model, where you can use Delvv's own organization 03:05 – Delvv was launched in March, 2016 03:29 – The subscription model has just been launched and is already being used by Ogilvy 03:31 – The subscription model is per license fee 03:48 – Delvv packaged a panel of 30 professionals to start an organization 03:57 – The panel processes the feedback and turns it into a report 04:17 – The 30 professionals are paid depending on campaign feedback 04:32 – If Ogilvy pays 5K for a campaign feedback, $1500-2200 will go to the 30 professionals 05:12 – Trevor and his co-founders have spent more time in advertising campaigns 05:39 – Delvv is doing more digital now, but most of their revenue comes from TV and radio campaigns 06:00 – Delvv has worked with 17 different brands and they're working with Delvv in 10 different countries 06:16 – Delvv did $180K since May 2016 in marketplace sales 06:30 – Delvv has paid 700-1200 professionals to do the campaign feedback 06:41 – Some of them are from agencies and would spare 30-60mins for the feedback 07:10 – Delvv is getting $4000-6000 per contract 07:23 – Delvv has 8 full-time workers and a few contractors and interns 07:30 – The team is based in Johannesburg, South Africa 07:45 – There's an advantage to having a team in South Africa 08:11 – The disadvantage in South Africa is the electricity, but not the internet speed 08:21 – Once a week, the power in the whole city goes out for a few hours 09:05 – Trevor and his co-founder funded the business for $10K 09:37 – They have raised $300K from Angel investors 09:49 – Trevor was 32 when he launched Delvv 10:29 – Trevor has kept his expenses down to $2K to save up for the business 10:41 – "I've traded my shoebox of an apartment in New York for a 4-bedroom house, here, with open garden and a pool" 11:18 – Delvv has 80K in contract for the month of March 11:33 – "We really wanted to push the SaaS based platform" 12:08 – Delvv will start their seed round of about $1M on an equity round 13:12 – Delvv has a UK investor, a local fund and VC in South Africa as their investors 15:00 – The Famous Five 3 Key Points: Campaigns are significant to any company and having feedback can help you save more money. There are pros and cons in having a business in another country – try to find a way to work it out if you really want a change of environment. You can enter the world of entrepreneurship by saving up and making your expenses as low 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 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

Varun Chandran. He's the founder and CEO of Corporate360, a big data marketing software startup. He bootstrapped the company in 2012, grew the business into multimillion dollars in revenue with international clients and 40 employees across 5 countries. Prior to Corporate360, he worked for some of the leading technology companies like SAP, Oracle, Dell and Netapp in 3 different countries. He's a college dropout and a national footballer. He loves data science and travelling. Under his leadership, Corporate360 became the first international startup from Kerala, bringing IT jobs that foster social empowerment. Famous Five: Favorite Book? – N/A What CEO do you follow? – Elon Musk Favorite online tool? — Google Apps How many hours of sleep do you get every night?— 4 hours If you could let your 20-year old self, know one thing, what would it be? – "Build something that changes lives" Time Stamped Show Notes: 01:12 – Nathan introduces Varun to the show 02:00 – Corporate360 is a sales intelligence data company for B2B enterprises 02:08 – Corporate360 is a SaaS business that sells their software through subscription 02:30 – Corporate360 has standard pricing 02:38 – Typical deal size would range from 20K onwards, annually 02:48 – They have some monthly contracts, too 02:57 – "We are evangelizing data as a service model as opposed to buying a marketing list" 03:33 – Corporate360 was launched in 2013 03:40 – Team size is almost 70 in 5 countries 03:47 – Corporate360 is totally bootstrapped and they're reenlisting profits back to the business to grow it 04:00 – Varun was 30 when he started Corporate360 and it was his first take on entrepreneurship 04:14 – Varun spent 8 years in the corporate world 04:26 – Varun had sales development and marketing roles 04:43 – Varun started the company with minimal capital of less than $10K 05:02 – Varun used the capital to learn data science and hired contractors from India and the Philippines 05:22 – The initial investment was for building the application, launching the website, and a basic outreach email campaign 05:55 – Customers use Corporate360 differently 06:01 – There's inside sales, analytics, campaigns, marketing and for sales operations 06:18 – One of Corporate360's customers is from Japan—they wanted to run a competitive attack and get competitive intelligent software 06:30 – The company from Japan started a subscription and they gave reference to teams in China, Singapore, and eventually to the Europe and US market 07:08 – Corporate360 is currently serving 300 customers 07:22 – They currently have 40K seats 07:28 – Seats per user license is sold only for inside sales 07:35 – Analytics and marketing are based on data and not per seat 07:58 – Corporate360 average deal size will be per user 08:04 – Varun shares how an inside sales deal works 08:52 – "We are not part of a data syndicate" 09:00 – Corporate360 source their data from their own algorithms 09:37 – FullContact focuses on getting data from syndicates 10:27 – Varun shares how they differ from other data sources 12:06 – When you subscribe to Corporate360, you can get a 360 degree viewpoint of 7 modules 12:22 – Corporate360 provides detailed information about the leads that they have and why they are the best fit for your company 13:30 – Average ARR 14:00 – Gross customer churn 14:16 – Corporate360 designs their services based on client feedback 14:46 – Churn is less than 10% annually 15:12 – Most of their customers are startups 15:51 – CAC 15:58 – Corporate360 doesn't have field sales and just 7 account managers 16:20 – They tried LinkedIn ads as paid ads 16:34 – They spent $200K on LinkedIn last year 16:47 – The budget for paid acquisition will go down this year 17:15 – LTV can be from $45K to a million 17:36 – Corporate360 headquarters in Singapore 17:40 – They have a large BPO center in India and Philippines 19:40 – The Famous Five 3 Key Points: Small capital can go a long way—don't be discouraged if you are beginning with little. THe data space is quite saturated—have something that sets you apart from the data syndicate. Build something that changes lives. 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

Oli Gardner. He's the co-founder of Unbounce. He's seen more landing pages than anyone in the planet. He's a prolific international speaker and he's on the mission to rid the world of marketing mediocrity by using data-informed copywriting, design, interaction, and psychology to create a more delightful experience for marketers and customers alike. Famous Five: Favorite Book? – How to Deliver a TED Talk What CEO do you follow? – N/A Favorite online tool? — UsabilityHub How many hours of sleep do you get? — Maybe 3 hours If you could let your 20-year old self, know one thing, what would it be? – "Learn how to make decisions" Time Stamped Show Notes: 01:10 – Nathan introduces Oli to the show 01:49 – Unbounce is a SaaS business and a conversion platform for marketers which started as a landing page platform 02:00 – They just expanded to convertibles that have overlays that captures more leads and signups on the website 02:17 – Unbounce was launched in August 2009 02:33 – Unbounce has 6 co-founders 03:11 – Oli was broke and filed for bankruptcy 03:26 – Unbounce was initially funded by friends and family with $15K CAD 03:38 – Unbounce had a seed round and Angel round and has raised a total of less than 1 million CAD 04:12 – The 6 co-founders are all equal 04:22 – All are working full-time 04:50 – They've figured out a rough valuation 05:25 – 5 of the 6 co-founders are still active 05:41 – Team size is 184 05:49 – Members are based all around Canada and some in South America 06:14 – RPU is $93 CAD a month 07:05 – Unbounce lets anyone in for at least 2 years 07:11 – Their plans have been restructured in a way that is most beneficial 07:38 – Their $10-plan has been removed 07:57 – Unbounce now has professional marketers 08:10 – As Unbounce continues to grow, they're trying to scale with their customers 08:33 – Unbounce currently has 14K active users 08:42 – You can create a demo account but you can't get your own domain with demo 09:13 – Average MRR is just under $1.4M 09:47 – Unbounce had a problem with churn, like what most SaaS businesses have encountered 10:03 – "We know that you need landing pages for everything you do" 10:55 – 5% is the problem churn with Unbounce 11:30 – If Salesforce or Marketo have been integrated, the company is a larger company 11:47 – Overlays have been successful and there's so much traffic and data 12:09 – Overlays are called overlays because they are similar to popups 12:20 – "We're trying to be responsible with the technology because technology is not the problem, we are" 12:52 – Oli respects Bounce Exchange when it comes to the overlays world and they're doing a lot with machine learning 13:06 – The biggest difference in using Unbounce is you will feel that you're not using templated overlays 13:40 – Unbounce's value is different from SumoMe and their targeting is getting smarter 13:55 – Most services like Unbounce charge $250-5K a month and Unbounce starts at $99 14:06 – There are cheaper ones in WordPress, but they're not really good 14:21 – Oli is primarily a public speaker now and spends most of his time on the road 14:25 – Oli was actually scared to start public speaking years ago 14:33 – Nathan recommends watching Oli speak in public 15:15 – The rest of Oli's time is spent with Unbounce's marketing team and data scientists' team 15:48 – Unbounce just got engaged with a new marketing agency 16:03 – LTV 16:14 – Unbounce had one marketing guy and he left, so they switch to a 5 digital local agency 16:33 – CAC 16:43 – The Famous Five 3 Key Points: Being broke should NOT hinder you from starting a business. A great product with a reasonable price will always attract more customers. Learn how to make decisions and don't hold back. 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

Martin Garcia. He's the CEO and founder of FLYX.Systems. He's also a mechatronics engineer and co-founder of Ilumexico, a solar power lighting company for rural communities in Mexico. He's got an MSc in drone design at University of Southampton and is an alumni of Singularity University at NASA Ames California, USA and later, a teaching fellow for space and robotics. FLYX.Systems is a company that develops technology for industrial UAVs that aim to improve the productivity of many industries. Famous Five: Favorite Book? – The Lean Startup What CEO do you follow? – Elon Musk Favorite online tool? — Noun Project How many hours of sleep do you get? — About 8 If you could let your 20-year old self, know one thing, what would it be? – Martin would tell himself to finish every project he started, then move on to the next one Time Stamped Show Notes: 01:22 – Nathan introduces Martin to the show 02:17 – FLYX.Systems develops technology that encompasses both hardware and software algorithms 02:33 – There are 3 UAVs in history: the military UAVs, the drones that are popular nowadays, and the industrial UAVs 03:22 – Industrial UAVs are going to be the biggest game changer in business 03:31 – Industrial UAVs will be completely autonomous 03:48 – 70% of UAV crashes are caused by human errors 03:55 – Martin wants to develop a company that aims to build industrial UAVs for different applications in different industries 04:25 – Martin wants to build a combination of both the UAV hardware and the UAV software or the brain of the drone 04:33 – VJA is a company that uses UAVs mainly for photography, but the drones can't be modified easily 04:59 – When Martin develops software in a computer that can be used in autopilot, it results to an amazing UAV with a high level of intelligence and algorithms that differentiate themselves from other UAVs 05:24 – FLYX.Systems currently has 2 main projects 06:09 - FLYX.Systems provides services to solar companies 06:26 – FLYX.Systems is still in the preoperative phase 06:34 – They've raised $100K 06:39 – They've used the funds for the UAV's prototype and the landing platform 06:48 – The landing platform is one of their biggest projects up their sleeves 07:17 – The landing platform will be applied to the solar companies 07:32 – Team size 07:46 – Based in Mexico, but thinking of expanding to Columbia 08:03 – FLYX.Systems was launched early 2016 08:21 – Prior to FLYX.Systems, Martin was working as a CTO, developing technologies for solar applications 08:28 – Martin went to Singularity University's summer camp where he met people in the same field 09:06 – Martin got his masters in UK and it was about the foundation and core of FLYX.Systems, which is the automation of the UAV system 09:27 – Martin was 28 when he entered Singularity 09:51 – One of the advantages in having an UAV business in Mexico is that the regulation for flying UAVs is not that harsh or strict compared to USA 10:18 – There's less competition in Mexico, too 10:20 – The people in Mexico are talented and the salary range is lower than in the USA 10:42 – UAVs are not expensive when you know how to build them 11:27 – There's a possibility for DJI to move to industrial in the future 11:40 – Martin wants to work on localized applications as quickly as possible 11:55 – Martin knows his market and wants to build something that is suited for their specific needs 12:13 – Martin also wants to combine technologies that DJI isn't developing 12:30 – AI is one of the tools that Martin wants to harness 13:00 – Martin doesn't want to depend on companies that sell UAVs 13:23 – People usually buy drones, then think of the vale 14:00 – Martin's prototype will be launched next month and will be sent to different states in Mexico 14:14 – You pay for the service of the drone, the drone is not yet for sale 14:30 – The pay will depend on the size of the land but it will be around $15-20 per hectare 16:40 – The Famous Five 3 Key Points: The UAV market is currently a very hot market – if you can combine both hardware and software, the better. Starting a business in other countries has its advantages – in this case, less competition, less cost, and fewer regulations. Don't start multiple projects at one time; finish one before starting another. 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

Eric Min. He's the CEO and founder of a company called Zwift.com. Eric is a tech entrepreneur, a lifelong cyclist and is now spreading fitness through virtualization and gamification. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? – Max Levchin 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? – "Taking risks earlier" Time Stamped Show Notes: 01:47 – Nathan introduces Eric to the show 02:11 – Zwift is creating a virtual space where cyclists can interact with each other in real time 02:31 – Eric is trying to solve one of the most common problems of cyclists 03:26 – Zwift is a pure SaaS company 03:29 – Zwift charges $10 a month 03:36 – "We're an asset-like company" 03:38 – Zwift works with partners who have all the different equipment available in the market 04:08 – The most basic setup to use Zwift is an iPad; a trainer that can be attached to your traditional bike to make it stationary 04:32 – Based on your weight and how you're pedaling, Zwift can put you in the game 05:08 – Zwift was launched in January 2014 05:18 – Eric and his co-founder committed a couple of million dollars to build Zwift 05:36 – Their friends and families had raised around $7M 05:47 – Zwift just closed their series A and they have a total of $45M raised 06:07 – Prior to Zwift, Eric and his co-founder built a trading platform 06:28 – Eric and co-founders wanted to build something out of their comfort zones 06:41 – Eric was 30 when he launched the trading company 07:08 – "Enterprise business is tough" 07:45 – Eric and his co-founder had a $100M contract and spent 5 years extracting the contract 08:18 – Initial capital was $3M 09:17 – Eric and his co-founder are set out to be category leaders, so they made a new category 09:51 – Zwift currently has over 300K accounts created 10:07 – Zwift has 5M rides and 5M hours of pedaling 10:16 – The average ride is 1 hour 10:28 – Zwift also has 88M miles recorded 10:36 – The engagement is fairly high 10:38 – People log in to Zwift to watch other people 10:44 – 202 hours of people logging in just to watch 11:07 – People are also broadcasting their experience with Zwift 11:42 – Zwift doesn't have free users and what they have is a trial period 12:00 – Zwift doesn't have year-long contracts at the moment 12:02 – Eric wants to understand the behavior of the customers 12:10 – Most of the customers are outdoor cyclists 12:33 – Eric believes that over time, Zwift will be a year-round overtime preposition for not just cyclist but fitness enthusiast too 13:11 – Almost all consumer businesses are seasonal, like gaming 13:20 – People spend less time playing games in the summer 13:34 – Zwift makes it easy for people to consume fitness 13:42 – "Our belief is that everyone is chasing fitness and everyone would like to consume fitness in the most efficient way" 13:53 – The solution enables you to be at home and it's cost-effective 14:55 – Zwift has 70% of the people stay with them every year 15:10 – Eric calls them "pause" and not churn 15:27 – As the social network expands, it's gaining more interest 15:40 – Zwift also crowdsources content 15:54 – Zwift has a community of users who want to volunteer their services 16:17 – 97% of Zwift's user acquisition is organic 16:54 – Zwift targets cyclists and most cyclists belong to a tribe or a team 17:29 – Zwift does a little on the digital advertising side 18:00 – Eric has invested in Zwift Academy which is modeled after GTA Academy 18:11 – GTA Academy is a marketing advertising program between Gran Turismo and Nissan 18:50 – Zwift took GT Academy's model and made Zwift Academy 18:55 – Zwift Academy called out ladies around the world to join and 1200 ladies joined the program 19:03 – Zwift had a public PR in different media channels to announce Zwift Academy 19:15 – There were 3 finalists and they had to go through numbers of different tests 19:29 – The 3 finalists were taken to Majorca, Spain where they trained for 10 days with a professional team 19:37 – The professional team tested the finalists and offered a professional contract to one of them 19:45 – One of them is now a professional rider who was a former series marathoner 21:12 – Eric doesn't worry about the valuation 23:07 – The Famous Five 3 Key Points: Get out of your comfort zone – you'll never know what's in store for you until you get there. A large, initial fund that was raised should NOT affect your valuation if your company is doing well. Take risks...the earlier the better. Resources Mentioned: The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences 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 Ga

BJ Lackland. He has spent over 15 years as an investor in startups. As an investor, he's been in VC and Angel and is now the CEO of Lighter Capital, where he oversees over 200 alternative investments in early stage tech companies. As an executive, he's been on the executive team of 3 companies including CFO of a public tech company called Power Efficiency Corp. He's raised and uploaded over $150M worth of capital. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? – N/A Favorite online tool? — Cirrus 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? – "Just keep seeking" Time Stamped Show Notes: 01:20 – Nathan introduces BJ to the show 02:05 – BJ was at VC in the early 2000s for 5 years and focused on energy technology 02:58 – Lighter Capital is a fintech company that revolutionized as a startup finance 03:06 – They are using technology to improve entrepreneurs' access to capital 03:14 – Lighter Capital's model 03:23 – An entrepreneur spends 8-10 hours with them before they write a check 03:30 – The revenue-based financing tends to be the best aspect of equity 03:58 – On average, Lighter Capital provides companies $250K and can go up to $2M 04:28 – Pay multiple is 1.5 to 2 times and paid typically over a 3 to 5-year period 04:53 – If the company grows quickly, they can pay in a shorter time period 05:00 – "We have every incentive of trying to help them grow" 05:07 – Lighter Capital is really betting on the entrepreneurs 05:20 – Lighter Capital has raised a total of $120M 05:23 – The initial fund was $20M 05:45 – Lighter Capital is raising from traditional LPs 06:44 – Lighter Capital makes money like a bank does 07:35 – Most lenders are worried about payment defaults 07:44 – Lighter Capital focuses on helping companies grow long-term 08:40 – Lighter Capital has a minimum threshold of $15K a month 08:55 – Lighter Capital looks into 2 different audiences 08:58 – One is their customers 09:01 – The other one is their capital partner 09:14 – Lighter Capital is funding 10-12 companies a month 09:40 – Lighter Capital has a group of 9 developers and data scientists 09:49 – Lighter Capital has 90% accuracy for predicting revenue 10:45 – Lighter Capital still goes through several different factors for approving a company 11:56 – In Episode 421, Nathan had Ceterus who worked with Lighter Capital 12:17 – The payment can or cannot accelerate depending on the company 12:44 – Companies can pay lighter capital earlier with a lesser amount 13:56 – Lighter Capital funded companies that are just by themselves 15:00 – Lighter Capital is also funding similar companies 15:36 – In Episode 542, Nathan had HipLead and on Episode 560, Badger Maps, and they both worked with Lighter Capital 17:34 – Lighter Capital worked with 101 companies last year 17:54 – Lighter Capital closed a lot of deals last Christmas 19:20 – The Famous Five 3 Key Points: Thousands of new businesses are coming out every month; having easy access to capital is a huge advantage for them. Predicting one company's future revenue is beneficial, both for the investor and the company. Keep seeking, stay curious, and always find new things to learn about. 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

Khaled Naim. He's the CEO and co-founder of the company called Onfleet, a software company that makes it easy for businesses to manage local delivery operations. He holds an MBA from Stanford's Graduate School of Business and studied computer engineering at The University of Michigan. He grew up between London and Dubai. He's currently residing in San Francisco. Famous Five: Favorite Book? – Venture Deals What CEO do you follow? – Elon Musk Favorite online tool? — Gusto 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? – Khaled would tell himself to do something that he's really passionate about Time Stamped Show Notes: 01:14 – Nathan introduces Khaled to the show 01:47 – Onfleet is a B2B software product that helps delivery companies manage and analyze their local delivery operations 02:18 – Onfleet provides apps for drivers, dispatching dashboards for the dispatchers, analytics and write-up optimizations and algorithms 02:29 – Onfleet charges monthly depending on the delivery volume 02:35 – The larger the business, the more deliveries they do 02:42 – Onfleet is a SaaS business 03:30 – Blue Apron is different because they don't deliver locally, but ship using FedEx 03:42 – Onfleet's focus is on companies who deliver their goods locally 04:16 – Onfleet was launched in April 2015 04:46 – Team size is 15 and all are in San Francisco 04:40 – Onfleet has raised $4.5M in total funding, so far 04:55 – If you can bootstrap, it is a good option 05:13 – There are factors that lead to the decision to raise funds 05:18 – If you're not generating enough money to support the team, then raising capital is a good option 05:45 – It was 30 years ago when Khaled launched Onfleet 05:51 – Khaled, together with his co-founder, started Onfleet while he was still at Stanford—this is also where they met their CTO 06:28 – Khaled, with his co-founders, attended Stanford's Accelerator Program in 2012 07:17 – Onfleet raised a convertible note round and an equity round 07:38 – Onfleet offers a 30-day free trial for new customers 07:48 – After 30 days, they need to enter their credit card information 07:55 – Onfleet's pricing is very transparent and can be easily calculated on their website 08:30 – The telephone services are the call and text messages that run through Onfleet 08:38 – The customer receives notifications automatically regarding the driver's status 09:16 – The cost varies primarily on the market 09:53 – Onfleet is currently serving 300 customers 10:10 – Onfleet's pricing page is really nice and easy to navigate 10:34 – Onfleet's average customer is between the standard and premium tier 11:06 – Some of the customers are paying the north of 10K a month 11:13 – Average customer pay per month is $400-500 a month 11:56 – Onfleet doesn't track the number of tasks during the free trial 12:38 – Onfleet helps businesses to scale their business 13:10 – Onfleet's net MRR churn is more negative than negative 5% 14:10 – Everything in Onfleet is pay-per-use or pay-as-you-go 14:40 – There are customers who start using Onfleet, then leave 15:27 – Onfleet doesn't have much customer churn 16:05 – CAC is around $1500 per customer 17:08 – LTV is around 18 months 17:37 – Onfleet's customers are categorized 17:47 – Onfleet is slowly moving to more larger accounts 19:20 – The Famous Five 3 Key Points: You can start a business without a capital – just find a way to it. If you're not generating enough money to support the team, then raising capital is a good option. No matter what, follow your passion and you'll be alright. 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

Peter Kortenhoeven. He's a creative person with a great deal of experience in the gaming industry. He started after graduation at the Academy of Arts as an animator at Coded Illusions. He became a lead animator at Triumph Studios shortly afterwards. One of his key successes has been the successful Overlord series. As lead artist, he worked on many different, yet, unreleased games. From a need to gain more business experience, he decided to focus on applied games. He became an art director at Bright Alley and later on at Ranj. During his period within the serious gaming industry, Peter kept working on small game projects during his spare time. One of those projects, Pillow Willow, helped him start his first company, Pillow Willow VR Studios. Famous Five: Favorite Book? – The Story of Whole Disney What CEO do you follow? – N/A Favorite online tool? — Trello 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? – "Take it easy and make sure you focus on the right thing" Time Stamped Show Notes: 02:22 – Nathan introduces Peter to the show 03:43 – Pillow Willow works on two flavors of games 03:47 – First is non-violent dreamscapes which are completely filled with liveliness 04:11 – They also work on active, full-body, VR games which stimulate players to move actively within the games 04:38 – Pillow Willow hasn't released a game yet and is still working on 4 titles, at the same time 04:47 – The first game, Drako, will be released within June and is a dreamscape game 05:13 – Drako's demo will be released for HTC Gear and Oculus 05:39 – The goal is to have a multi-player option in the future 06:05 – Pillow Willow won Best Dutch VR Game at the Bright VR Awards, in 2016 06:17 – It was for a demo game 07:00 – Pillow Willow has a seat funder which is Lumo Labs 08:00 – Pillow Willow has currently raised $500M 08:07 – Pillow Willow was launched in March 2016 08:23 – Team size is 12 08:46 – Pillow Willow will charge for their games and will create high end content 09:20 – Mobile VR is the Samsung S series combined with the Gear VR 09:38 – You have to have the proper phone and headset to play the games 09:52 – Average number of people who have VR gear 10:13 – Pillow Willow's first game will be an hour long and priced at $499 11:10 – Pillow Willow will try to create those dreamscapes games in a virtual universe 11:40 – Nathan thinks of the dreamscapes games like Neopets 14:15 – The Famous Five 3 Key Points: The VR space is a hot space at the moment and the games are getting more and more interesting. If you have a seat funder, your company can continue developing a product even without recurring revenue. Take it easy and make sure you focus on the RIGHT goal. 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

David Barrett. He started programming at the early age of 6 and has been inspired to become an expense reporter ever since. He attended the University of Michigan where he worked in a virtual reality lab before moving to Texas to write a 3D graphic engine for the industry. Then, he moved to California to join a name that is probably familiar to many of you, Travis Kalanick, in building a peer-to-peer file transport technology called, Red Swoosh, which was acquired by Akamai in 2007. In 2008, David left that company to start Expensify—where he is today—and he's trying to figure out the world's frustrations, one expense report at a time. Famous Five: Favorite Book? – The Innovator's Dilemma What CEO do you follow? – Travis Kalanick Favorite online tool? — G Suite 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 wish I had dropped out of college" Time Stamped Show Notes: 01:13 – Nathan introduces David to the show 02:36 – David was working on a debit/credit card idea and the banks weren't happy with it 02:50 – Expensify is the corporate card for the masses 03:08 – David got into the space when there was so much room for disruption and pain points 03:40 – Travis' first company is called Scour, which is an early file sharing network that got sued 04:06 – When David got into Red Swoosh, Travis was the only guy there 04:48 – David thinks that Travis is very articulate in communicating his vision 05:12 – David had equity from Red Swoosh 05:31 – Red Swoosh didn't have a big exit 06:14 – Expensify charges $9 per active user per month 06:20 – Expensify is a mobile app—you take a picture of your receipts and the app will read all the details on the receipt, automatically 06:29 – The information will then be categorized, sent to your account, and you'll get reimbursed the next day 07:10 – The company is only paying the active users 07:29 – Expensify's price points are $5 and $9 07:40 – David started Expensify's idea after Red Swoosh's acquisition 07:56 – David left Akamai in 2008, then he worked on Expensify 08:00 – Expensify's official launch is 2008 08:05 – Expensify's team size is around 110 08:18 – Expensify has raised capital 08:27 – Expensify has raised a total of $25M 08:36 – Expensify has been a break even business for a long time 08:39 – "We grow primarily through revenue" 08:52 – The vast majority of Expensify's growth is through self-finance 09:54 – The business itself is breaking even, but they're always raising and experimenting on big experiments 10:31 – There are about 25K companies who use Expensify 11:03 – There are millions of individuals who use Expensify, too 11:32 – 10% of Expensify's user base are paying customers 10:43 – 10% of 4.5M are paying customers 12:12 – "Churn is complicated" 12:33 – Expensify has a net negative revenue churn 13:05 – Expensify doesn't advertise and they have 100% organic traffic 13:37 – Expensify had a few fundraising rounds 13:41 – In 2008, they had their first $1M round 13:43 – They did a few more in a couple of years 14:25 – David doesn't talk with investors and hasn't talked with them in years 15:27 – Expensify is something totally different from Salesforce 15:53 – Expensify doesn't have salespeople 16:16 – Expensify's primary revenue generator is their support team who follow up on deployments 16:43 – Pricing has been difficult and Expensify is still working on it 16:53 – Expensify was originally free and customers didn't understand why 17:18 – David thought they needed a reasonable price point 17:31 – After choosing a price point, people became more comfortable and trusting 17:51 – Expensify's competitors followed their pricing 18:37 – Expensify's focus is on mastering the dynamics 19:06 – David thinks that, realistically, their pricing should be much higher 19:34 – David is planning on increasing their pricing 19:52 – "Because we don't need the money, we're focused on something else" 19:58 – "Maintaining an incredibly low price right now for the industry actually helps keep the competition out" 20:29 – People find Expensify through word-of-mouth 20:51 – "All of our emphasis is on building a product in a brand that generates an incredibly strong word-of-mouth" 21:34 – 99% of Expensify's traffic is people searching for us 21:40 – The Famous Five 3 Key Points: Adding a paid option to your product can actually make your customers more confident in your product. Word-of-mouth is one of the best and cheapest ways to grow your traffic and client base, but your business has to be valuable for people. A college degree is NOT the only road to success. 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

Dale Beaumont. He's an award winning technology entrepreneur, international speaker and author of 16 best-selling books. He started his first business at age 19 and has been building companies ever since. One of those companies is now a multi-million dollar enterprise which enabled Dale to become an investor, philanthropist, and has given him the opportunity to set foot in over 70 countries. Famous Five: Favorite Book? – The Seven-Day Weekend What CEO do you follow? – Mark Zuckerberg Favorite online tool? — Voxer 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? – Dale would tell himself to really have fun and just enjoy the journey Time Stamped Show Notes: 01:18 – Nathan introduces Dale to the show 02:00 – Dale's first book was published in 2001 02:23 – Dale published a total of 16 books and sold 250K copies 02:26 – All of the books that Dale published were on best-seller list in Australia 02:42 – A best-seller book in Australia sells 5K copies on physical bookshelves 02:57 – Dale was 19 when he started his first company 03:05 – One of Dale's challenges was being so young in business 03:27 – Dale thought that needed to create credibility and the one way to do that was to publish a book 03:45 – Dale's first book was The World at Your Feet which is a personal development book for teenagers 03:50 – When Dale wrote a press release, it got him on national TV, newspapers and magazines 04:23 – Dale's first company's revenue went up after they released his book 04:59 – The book became their launch pad 05:16 – Dale's first company's revenue increased to $500K 05:28 – Dale published a series called Secrets Exposed, which has 15 books—he wrote the series in two and half years 05:43 – The books are interviews conducted by Dale 06:16 – All of the books are self-published 06:39 – Dale worked on the series from 2007 to 2009 06:49 – Publishing this series is one of Dale's most successful ventures 07:10 – In self-publishing, the cost per book goes down when you have 5K copies 07:31 – Dale had a pre-sell for his books 07:48 – Dale also had partnerships with companies, associations and organizations and they pre-purchased his books 08:28 – There was no requirement for the interviewee to purchase a copy of the book 08:38 – When Dale was about to print the copies, he sent messages to people offering a discounted price for bulk orders 08:58 – After 4 books of his series came out, more people approached Dale to be interviewed, so Dale had to set requirements 09:08 – Dale was able to fill out the next 11 books by making people commit to buying 1K copies 09:40 – Brad Sugars is an example of someone who approached Dale 10:21 – Dale started a company called Business Blueprint 11:04 – The company teaches small business owners across Australia and New Zealand how to use technology to improve their business 11:11 – The company started from the ground up and has continued to grow for 7 years now 11:16 – It is doing more than $5M in revenue 11:26 – The company does live events, webinars and membership sites 12:05 – Dale's goal is to provide business education and support 12:30 – Less than 1% of businesses have a business coach or advisor 12:33 – Dale thought that it would be cool to create a product that would give everyone a chance to have a business advisor 12:46 – Dale started to build the world's first AI business advisor and his name is BRiN 12:54 – "BRiN is like the Siri for business" 12:56 – BriN is a smartphone app and is currently on free download in iOs and Android 13:50 – Dale shares the benefit of using BRiN rather than searching your business questions through Google 14:21 – BRiN has had 21K downloads in the past 6 months with 4K weekly users 15:00 – BRiN, overall, has had 164K user sessions 16:10 – Dale self-funded BRiN from the funds he got from his previous company 16:20 – Dale has also been approached by different companies who are trying to talk to small business owners 16:39 – BRiN now offers partnership packages 18:52 – The Famous Five 3 Key Points: One way to "manufacture" credibility is by publishing your own book. It is good to know that you're on the right path in business – and business advisors can help guide you on that path. Work hard, live your life, but make sure you are ENJOYING the journey. 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 ti

Maria Gotsch. She's the president and CEO at the Partnership Fund for New York City, which is the investment arm of the Partnership for New York City. In addition to leading the funds operations, Maria has spearheaded the creation and operation of a number of fund strategic initiatives including The Fintech Innovation Lab. Prior to joining the fund in 1999, Maria was a managing director at a company that is now part of Deutsche Bank, providing strategic and financial advice related to mergers, acquisitions, dispositions, joint ventures and the development of business strategies. Maria worked for LaSalle Partners in the New York area and Merrill Lynch Capital Markets, in both New York and London. She graduated with an MBA from Harvard Business School and a BA from Wellesley College. Famous Five: Favorite Book? – "A book on the Iranian negotiations with the US around the treaty" What CEO do you follow? – Henry Kravis Favorite online tool? — MyCity Bike app How many hours of sleep do you get?— 7 and a half If you could let your 20-year old self, know one thing, what would it be? – "Be bold, be bold, be bold!" Time Stamped Show Notes: 01:11 – Nathan introduces Maria to the show 02:15 – Partnership Fund is the corporate sector at the table that is trying to grow the NYC economy 02:21 – Henry Kravis of KKR has raised funds in the late 90s and raised from major corporations and individuals, in NYC 02:32 – The investor list is the "who's who" of the private equity 02:36 – Partnership Fund was structured as an evergreen fund 02:48 – "We can do things that are a little bit riskier and take a little bit longer than a traditional private sector investor" 03:02 – "We often work with government, but we're privately funded" 03:13 – Partnership Fund is like an interest-free loan for 45 years 03:33 – All of Partnership Fund's gains just go back to their funds and they reinvest it 03:41 – "We have the investors' money for 45 years and if we make returns, it comes back to us to fund new projects" 03:58 – The Fintech Lab is currently in their 7th year and has 75 graduates 04:08 – It is an elite program and takes 68 companies a year 04:18 – It is structured as a civic program 04:32 – The goal of the program is to help reduce the pain and agony of a small emerging company trying to get into and get attention from large financial institutions 05:06 – "Because it is competitive to get in, it's a shark tank to get in, but once you're in, it's a dolphin tank" 05:18 – They get 150-160 applications a year 05:28 – Companies are selected by their financial institution partners 05:34 – A company's technology has to rise to the level of addressing a major pain point for major financial institutions 06:10 – In some cases, it's not about an acquisition, it's about using 06:15 – The fact that they are a non-profit civic organization is important 06:29 – CTOs and CIOs will come to the table as a civic program, partly to help grow the fintech community in NYC, to create jobs 07:23 – They invest in some of the graduates' post programs 07:30 – The lab is laser-focused in solving problems 07:41 – They are not doing any direct-to-consumer programs 08:20 – The big 3: data, security and risk management have been on the top of the CIOs list from the beginning 08:43 – However, new things are coming 08:47 – Disruptive talent management has been added as a new category 08:58 – Blockchain has gone through an interesting cycle 09:14 – This year, there's much less interest in blockchain and distributed ledger 09:52 – Maria predicts that in 2 years, there will be an increase of interest in enabling technologies that fit around the distributed ledger 10:31 – In data, Digital Reasoning came into the program with an interesting technology that is able to read unstructured data, and they're working for the government 11:03 – They were advised to focus on compliance 12:04 – In security, Centripetal Networks has a perimeter defense technology and they're gaining traction from people who have a lot of retail locations 12:34 – In risk management, Quarule automates some of the processing of regulatory tracking and flagging operations against the regulations 13:23 – In blockchain, Digital Asset Holdings has raised a significant amount of money and has been involved in some major projects 13:50 – Maria shares how they are telling companies to create more jobs in NYC 14:02 – The companies will also realize that they need to have people on the ground in NYC 14:20 – Some have moved to their headquarters in NYC 14:46 – "We've not raised money since the late 90s" 14:50 – The initial fund size was $120M 15:46 – New York is starting to be seen as a center for fintech 16:34 – There are some smaller companies that are trying to go after pieces and as they scale, the acquisition cost is increasingly expensive 17:05 – LearnVest is a good example 17:40 – The small business lenders come to a market that the banks aren't servicing 18:00 – There are companies who are an exception to

Gaurav Dhillon. He's an early investor in a company called SnapLogic. He joined in 2009, when he saw the potential of how companies integrate applications data and devices for digital business. He spearheaded SnapLogic's rapid growth and overseas strategies, products, and operations. He's previously the co-founder and CEO of Informatica. Famous Five: Favorite Book? – The Power of Habit What CEO do you follow? – Andy Grove Favorite online tool? — Gmail How many hours of sleep do you get? — Close to 6 If you could let your 20-year old self, know one thing, what would it be? – "I wish he knew more that opportunity knocks often" Time Stamped Show Notes: 01:22 – Nathan introduces Gaurav to the show 02:04 – Gaurav and his co-founder had a $75K SBA grant when they built Informatica 02:25 – They have raised a total of $13.5M 02:57 – "11-12 years is a long time and it's time to go" 03:32 – Gaurav is a company builder 03:47 – When Gaurav did an IPO, he sold some of his shares in a secondary public offering 03:53 – There was no lock-out 04:24 – They made $400M in secondary public offering 04:32 – Their initial raise was less than $100M 04:49 – In IPO, you are also trying to build a brand for yourself 05:23 – Gaurav left Informatica in July 2004 05:28 – Gaurav spent a year doing things on his bucket list 06:10 – When Gaurav went back to the valley, he joined a couple of boards 06:25 – Gaurav was in a board meeting when they talked about business internet, which is now cloud computing 06:37 – "People aren't just going to buy books from the web, they're going to balance books on the web" 06:58 – Gaurav invested in SnapLogic 07:05 – Gaurav wrote a couple of men a check saying that if there's a business, prove it to him, and he will provide capital 07:16 – The initial check was $1M 07:26 – Gaurav structured it as convertible debt 08:06 – SnapLogic has raised a total of $136M 08:10 – Initially, it was from Venture 08:23 – Most recent round was led by Vitruvian Partners 09:04 – Gaurav built Informatica to hook up those products with each other 09:21 – SnapLogic is connecting the new cloud application to what is now Legacy, which was a new application 20 years ago 09:46 – They're expanding out the product set in SnapLogic and providing all kinds of connections 10:12 – Is SnapLogic the unsexier version of Zapier, but more important? 10:26 – Zapier is a consumer place and Gaurav doesn't dislike it 10:32 – There have been companies, like Bump, who try to do certain kinds of things 10:56 – The problem of overt strata in business 11:05 – What they're solving on Zapier is on a personal level 11:20 – If you're trying to connect your human capital system with your SAP financial system and you are a big company, you will need something like SnapLogic 11:44 – SnapLogic is the industrial version 11:58 – SnapLogic is a PaaS (platform as a service) model 12:04 – SnapLogic is a cloud product and is like Google Chrome 12:33 – SnapLogic's average customer pay is $136K a year 12:57 – SnapLogic currently has 250 employees and is still growing 13:20 – SnapLogic's LTV 13:32 – "We've got many customers in 7-figures, already" 13:50 – "You can always buy that you can sell" 14:07 – SnapLogic has inside qualification people or SDRs for customer acquisition 14:24 – SDRs ratio 14:43 – SnapLogic has less than 20 SDRs 14:56 – CAC 15:49 – "We're a buzz company, customers love us" 17:15 – Gaurav looks at incremental growth 18:44 – Nathan thinks that it is so wrong for founders who focus on the LTV-CAC ratio 19:09 – "You don't want to be too conservative, right, because the early market share you get is the best market share" 19:26 – Gaurav shares the business metrics 19:46 – Try to do a 6-figure deal and try to have more customers than employees 20:06 – Average ARR 20:47 – SnapLogic hasn't broke the 9-figure ARR rate yet 21:05 – A company that can double its revenue has nothing to fear 21:34 – "What we're doing is building a robust business which, no doubt, is growing aggressively, but also has its feet on the ground" 22:50 – The Famous Five 3 Key Points: If your company can double its revenue, it's a strong indicator that you are in good shape. The early market share you get is the best market share. Don't fret—opportunity knocks often. 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 mone

Garth Moulton. He's invested and has advised a number of technology startups and was responsible for revenue growth for the channel for Pipl Inc. After 11 years of sales experience in the Bay area, Mr. Moulton had the perfect startup journey with Jigsaw, which was drawn up from 2 guys with a whiteboard to a $175M exit, in 2010, to Salesforce. Famous Five: Favorite Book? – The Speed of Trust What CEO do you follow? – Tim Ferris Favorite online tool? — LinkedIn How many hours of sleep do you get?— 6 If you could let your 20-year old self, know one thing, what would it be? – "That time is not boundless" Time Stamped Show Notes: 01:18 – Nathan introduces Garth to the show 01:58 – Garth didn't get depressed after Jigsaw's exit 02:23 – Garth and Jim stayed at Salesforce for a year and a half, after the acquisition 02:43 – Pipl was running together with Jigsaw 02:48 – Garth met Pipl's CEO during the early days of Jigsaw and they partnered together 03:03 – Pipl would drive traffic to Jigsaw 03:51 – Pipl was a typical search engine, driving traffic to partners 04:31 – In the last 3 years, Pipl was more of a data company that sold API access and basic search tools to access data and profiles to 3 channels 04:46 – First channel is a search app like Spokeo and Instant Checkmate where Pipl supplies them the data 05:19 – Second channel is fraud alert and ID validation 05:44 – Pipl checks if the email is real 05:56 – Garth overlooked the companies that were going to use the data for sales and marketing 06:18 – Pipl is partners with Full Contact 06:39 – Nathan has been trying to find the mother of data sources 06:52 – "Jigsaw was the source of the data" 07:12 – LinkedIn is still the biggest source of data for B2B 07:50 – There's a LinkedIn private channel 08:26 – LinkedIn has gotten more and more aggressive in making the data available 08:58 – There have been CEOs who received a cease and desist order from LinkedIn 09:24 – Some of the companies are wholly dependent on LinkedIn 09:56 – Garth shares the same sentiment as Nathan that there's no mother data source 10:31 – The Data Dinosaurs' data accuracy is horrendous 12:30 – An average of a hundred corporations have bought the API access of Pipl 13:14 – Pipl's business solution average price point 13:21 – $1200 a year for unlimited searches, per person 13:37 – Team size is 40 13:47 – Team location 14:15 – Pipl is bootstrapped 14:27 – Garth became interested in Pipl, because it was completely bootstrapped 15:15 – Garth had an agreement that he would come on for a couple of years and expand the channel for Pipl 15:37 – Garth is on the cap table 17:00 – The Famous Five 3 Key Points: Data sources are sharing each other's data to grow and verify their own data—there is no mother of data sources. A company that is bootstrapped definitely has more freedom and control of their company. If you can start your business as early as you can, do 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

Benjamin Cohen. He's the CEO and leading T-REX, with a strong vision for the future of enterprise financial technology and its impact on marketing and making markets more transparent and efficient. He's built the T-REX team and the T-REX software platform by combining the most sustainable elements of finance with modern SaaS technology. Famous Five: Favorite Book? – Influence What CEO do you follow? – Elon Musk Favorite online tool? — LinkedIn How many hours of sleep do you get?— Between 6 and 7.5 If you could let your 20-year old self, know one thing, what would it be? – "I wished that I knew that not everything was of the utmost consequence for my entire life" Time Stamped Show Notes: 02:24 – Nathan introduces Benjamin to the show 02:55 – T-REX is a fintech company that makes complex capital markets more liquid by making them more transparent and efficient 04:04 – T-REX provides a familiar framework where their clients can slice and dice everything 04:15 – "We're just making the risks more transparent" 04:20 – T-REX has an enterprise SaaS model 04:59 – Customers are paying $2k-20K per month depending on the functionalities they need 05:09 – Benjamin launched T-REX in 2012 05:55 – The Ecosystem Integrity Fund is T-REX's series A lead investor 06:12 – T-REX has raised $15M in total 06:26 - T-REX had 2 priced equity rounds 06:32 – Team size is 21 and based in New York 06:39 – Half of the team is based in Tel Aviv, Israel and are mostly software engineers 06:57 – The cost of living in Israel is a bit lower 07:35 – T-REX has over 225 users 07:51 – The 225 are all paying customers 08:28 – The model of T-REX is that investors are coming in and looking for different deals than what originators have out, which includes different loan portfolios—specifically in the renewable energy sector 09:34 – Loan's interest 09:44 – The secure ties 10:30 – Average MRR 11:13 – "I invested 2 years of my time before getting a dollar" 11:19 – It took Benjamin 2 years to raise capital 11:36 – Benjamin's fund was from his previous role in Macquarie Bank 12:12 – Renewable energy presented a great slate of a market 12:33 – Benjamin funded T-REX with a 6-figure capital 12:52 – A junior engineer's average salary from Tel Aviv 13:53 – Everybody in the company has equity 14:03 – Benjamin is the sole-founder of T-REX 14:32 – Customer churn is currently zero 14:54 – Benjamin is expecting T-REX to be incredibly sticky 15:20 – T-REX is selling additional seats and their customers can sell more modules 15:29 – T-REX can expand horizontally to different markets and vertically where they can sell different models 15:50 – Years ago, T-REX has set up their own broker/dealers 16:05 – CAC is dependent on the customers 17:11 – T-REX will do a $10K conference sponsorship and they need to be there 17:35 – T-REX series B closed in November 15th 20:00 – The Famous Five 3 Key Points: Be in the space that you know best and don't fear being a solo founder. It is actually GREAT to make mistakes and GREAT to fail, as long as you learn from it. Don't fear that every decision you make or action you take has a lifelong consequence in your life—it simply isn't true. 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

Pablo Estevez. He's a Mexican entrepreneur who co-founded HolaGus, an artificial intelligence company that focuses on automating customer service and sales via chat for Spanish speaking countries. Since founding his company, he has been distinguished for receiving awards like The Diamond Winner by MassChallenge. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – A lot Favorite online tool? — N/A How many hours of sleep do you get?— Usually 7 If you could let your 20-year old self, know one thing, what would it be? – "That this is going to be really, really hard, I was going to work a lot of hours" Time Stamped Show Notes: 01:14 – Nathan introduces Pablo to the show 02:00 – HolaGus develops AI to automate customer service and sales via any chat channel 02:11 – HolaGus charges businesses for every assisted conversation 02:39 – HolaGus's standard fee is 1-2 Mexican pesos 02:47 – HolaGus has a pay-as-you-go model 03:20 – HolaGus is a B2C business and is similar to GoButler 03:37 – "If we really want to scale the business, we have to focus on the AI" 04:04 – HolaGus was launched in 2015 04:10 – There are 3 co-founders 04:22 – HolaGus has raised capital and is about to close their third round 05:04 – HolaGus has raised a total of $1.4M 05:23 – HolaGus focuses on the customer's closing and how much automation they're able to create 05:39 – "We try to keep the bots, like, between 80-90%" 05:53 – HolaGus focuses on closing the biggest amount of clients that they can 05:58 – HolaGus has a lot of interesting commercial deals in the pipeline 06:09 – HolaGus has already sold 3 contracts 06:16 – HolaGus only started selling 4-5 months ago 06:21 – HolaGus is hoping to close 85 clients 06:55 – HolaGus is still on pre-revenue 07:10 – HolaGus has different projected revenues and models for their 3 customers 07:12 – HolaGus has an upfront development fee of $25K 08:02 – HolaGus pricing will depend on the technology 08:13 – HolaGus develops AI, specifically for a business 08:39 – HolaGus is now creating an ocean of knowledge 09:08 – "If we have a thousand clients, our AI gets smarter and smarter really quick" 11:08 – Pablo believes that they automate a lot 11:25 – Total projected conversations for the first 3 customers will be 20K-40K conversations 11:56 – HolaGus tries to charge a minimum of monthly consumption 12:30 – The Famous Five 3 Key Points: AI technology can be complicated and needs continuous development. Play around with different payment models to see what works best and is most profitable. Starting and running a business is tough work—you just have to be dedicated. 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

Peter Aronson. He's an award-winning journalist who's has been featured on NPR and Marketplace. He's also been a vice president in the corporate world. Now, his startup helps Mexico transform that notorious Mexican tap water into perfectly drinkable clean-tasting purified water. Famous Five: Favorite Book? – The Founder's Dilemma What CEO do you follow? – N/A Favorite online tool? — HubSpot CRM Do you get 8 hours of sleep?— 7 If you could let your 20-year old self, know one thing, what would it be? – Peter wished he took business courses and knew about the GTD (Getting Things Done) methodology Time Stamped Show Notes: 01:12 – Nathan introduces Peter to the show 01:33 – People aren't supposed to drink the water in Mexico 01:41 – Mexico became the No. 1 consumer per capita in the world 02:08 – 70% of the consumed bottled water in Mexico is 5-gallon jug 02:21 – An average Mexican family is spending more for their water than on their broadband or landline 02:48 – Peter's company is Biluu 03:07 – Peter had been curious about the startup and business world 03:13 – Peter was the corporate vice president for US-Indian Joint Venture 03:30 – While in the Himalayas, Peter would boil his drinking water every day 03:35 – Eventually, Peter taught the people how to use a water purifier 04:00 – Peter searched how to properly filter water and what should be taken out 04:25 – Peter's wife is Mexican and he returned to Mexico 04:36 – Biluu is a for profit business, not a non-profit 04:44 – Biluu is currently doing direct sales and YouTube promotions 05:00 – The main challenge in Mexico is changing people's habits 05:12 – "We've had to establish trust" 06:12 – Biluu filtration system cost is $170 06:50 – For $170, they can get virtually unlimited purified drinking water for a year 06:58 – A cartridge will last for a year 07:11 – 1500 people are drinking Biluu's water 07:35 – Some of Biluu's filtration systems are in restaurants 07:53 – Biluu has sold around 100 units 08:10 – The previous water filters in Mexico weren't effective or scientifically proven 08:43 – 42% of Biluu's growth came from referrals 08:55 – Biluu isn't manufacturing by themselves 09:28 – Biluu has an exclusive license to the technology 09:39 – The deal is by volume commitment 09:57 – Biluu needs to maintain a 6-figure sales 10:14 – Biluu is totally self-funded 10:20 – Team size is 5 and all are based in Mexico City, Mexico 10:47 – Biluu is trying to look for brand ambassadors to reach out to people 11:06 – Biluu is also doing Facebook paid ads and Google AdWords 12:17 – The Famous Five 3 Key Points: It's not easy to change people's habits, but you HAVE to try—especially if it's for the better. Learning from a community can be a life changing experience. Find a brand ambassador who has a good online reputation and large following. 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

Alex Mehr. He's the founder of Zoosk, which filed to go public in 2014. His current venture is MentorBox, a unique and new self-help concept. Before that, he was an aerospace scientist at NASA. Famous Five: Favorite Book? – How to Win Friends and Influence People What CEO do you follow? – Jeff Bezos Favorite online tool? — Trello Do you get 8 hours of sleep?— I try at least 8 If you could let your 20-year old self, know one thing, what would it be? – "To take more risks" Time Stamped Show Notes: 01:10 – Nathan introduces Alex to the show 01:43 – Zoosk announced to go public for $200M 02:24 – Zoosk decided to stay independent, so they didn't pursue going public 02:44 – When you go public, you make projections about the growth rate and what you want to do financially 03:05 – The expectations from the public market for tech companies who go public are different than those who do not 03:14 – Alex and the team didn't want the company to push hard for a quarter by quarter growth 03::50 – Zoosk was launched in 2007 04:00 – Alex and his co-founder split everything 50/50 04:21 – Alex and his co-founder have worked for 8 years and they never had a problem 04:40 – Alex and Shayan have different domain expertise and they respect each other's' domain expertise 05:30 – Zoosk has grown rapidly until 2014 05:36 – "But the company was not profitable" 06:40 – Alex still has his equity and is part of the board 07:36 – Zoosk is growing again 07:53 – MentorBox is a self-education self-improvement education box 08:07 – Alex has always been a book reader his whole life 08:33 – Alex would gift his friends books all the time 08:43 – 10% of the population's primary method of learning is reading 08:50 – There are 4 methods of learning: auditory, visual, reading, and kinesthetic 09:20 – The idea of MentorBox is a subscription for business books that Alex thinks everybody should read per month 09:38 – MentorBox makes the information concise so that you can study the main concepts in 10 minutes 09:46 – MentorBox delivers in 4 formats 10:28 – Tai Lopez is Alex's co-founder 10:41 – 7 years ago, Tai and Alex met at an online gaming conference 11:05 – It turned out that Tai reads 1 book a day 11:40 – Tai and Alex have a 50/50 deal with MentorBox 12:03 – Alex had a landing page to test MentorBox 12:19 – They had a video that explained the product 12:27 – Tai has a large social media following so he tested his ad on his social media 13:05 – In the first test, they were able to sell $80K worth of product 13:22 – MentorBox is priced at $89 a month 13:50 – MentorBox's retention 14:14 – MentorBox's space is education subscription 14:40 – Average retention in the space 15:12 – Tai and Alex knew that MentorBox would be a sustainable business 15:38 – LTV and CAC are both high 16:18 – MentorBox also relies on word-of-mouth marketing 16:37 – The cost per box drops depending on the volume 17:26 – MentorBox buys from distributors and publishers directly 17:48 – MentorBox is looking at getting directly from the author 18:18 – The number of books MentorBox has bought from Ryan Holiday 19:15 – The Famous Five 3 Key Points: The public market's expectations for companies that go public are very different and can put on additional pressures that, otherwise, wouldn't exist. Do what you love AND share what you love doing to other people. Be a risk-taker – you'll learn more that way. 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

Sean Ellis. He's the founder and CEO of GrowthHackers.com, he coined the term "growth hacking" in 2010 after using it to ignite growth for Dropbox, Eventbrite, LogMeIn and Lookout. He also founded and sold customer insights company Qualaroo, growing it to millions of dollars in recurring revenue. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Peep Laja Favorite online tool? — The Calm App Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – "I wished my 20-year old self knew things are going to be pretty good" Time Stamped Show Notes: 01:25 – Nathan introduces Sean to the show 02:03 – Sean speaks at The Capital Factory in Austin, Texas 02:07 – Sean's talk was about viral coefficients and why it's important to decrease the time of the original share to really drive growth 02:50 – If you don't have a lot value at the foundation of the growth, it's hard to make your business sustainable 02:56 – Sean tries to understands the value of the product first, then goes backwards from there 03:16 – Sean used the referral program for Dropbox 03:30 – Sean, together with the group, came up with the idea of giving away free storage for referrals 03:45 – Sean's friend tested a double-sided referral program prior to Dropbox 03:53 – Sean's friend is James Siminoff, founder of Ring and the previously the CEO of PhoneTag 04:45 – Sean provides advice on viral coefficients 04:55 – In the case of DropBox—"Referrals were strong before the referral program went in place" 05:12 – Understand what the motivation is for people to do refer 05:18 – Think about every step in the process; for example, what's the prompt that gets people to share? 05:42 – Optimize all the steps of the referral process 05:47 – The more you have qualitative and quantitative insights about what's happening, you're going to be more informed in the tests that you are running 06:41 – Eventbrite didn't have an incentive, but just a natural viral product in itself 07:18 – Eventbrite helps companies sell tickets 07:30 – Eventbrite doesn't only offer a convenient experience but also good SEO, social integration, and other factors that will help you sell tickets 08:00 – Sean worked for LogMeIn's marketing for 5 years 08:05 – LogMeIn is now a $5B company 08:07 – "Natural word-of-mouth was huge with LogMeIn" 08:10 – By the time Sean left LogMeIn, 80% of the users were coming in through word-of-mouth 08:15 – LogMeIn was spending more than $1M monthly with a 3-month payback on acquiring customers 08:21 – "Value drives word-of-mouth" 08:35 – At first, the majority of LogMeIn's users didn't really use the product 09:25 – The CEO and whole team worked together to find out the problem with the customer experience 09:55 – LogMeIn has always been cash flow positive 10:13 – Look up how Sean runs questionnaires in his Youtube videos and slideshows 10:31 – Qualaroo is about customer insights 10:45 – Sean acquired Qualaroo in 2012 10:49 – Qualaroo was acquired from KissMetrics 10:53 – Qualaroo was a side business and Sean was an advisor for it 11:08 – Sean built Qualaroo to millions of dollars of recurring revenue and sold it last year 11:45 – Sean bought it for less than a million dollars 12:00 – The revenue of Qualaroo was less than a hundred thousand dollars 12:25 – Qualaroo was acquired by Xenon 13:01 – Jonathan Siegel owns Xenon 13:14 – Sean wanted to sell Qualaroo and wasn't trying to get top dollar for it 13:57 – Sean had a 7-figure advance on the book, so he's not losing money 14:09 – Sean has signed with Crown Business 14:29 – Sean has self-published a book before 14:49 – Sean's background and Growth Hackers allowed him to get a great deal with Crown Business 15:00 – Sean is the guy who came up with the term "growth hacking" 15:09 – There are already a lot of publishers who approached Sean to write a book about growth hacking 15:22 – Morgan Brown is Sean's co-author 15:47 – Morgan and Sean hired an editor to write the proposal 16:10 – Sean's agent is Lisa DiMona 16:30 – The process is getting an agent to invest in your book, they help you with the proposal and they pitch your book 17:21 – Sean's plan to make the book a successful one 17:26 – First is to gain momentum to get on the New York Times' Bestseller List 17:43 – The weekly sales is what will determine whether you make the list 18:05 – "If you get on the list, then it's a lot easier to stay on the list" 18:32 – People's perception on growth is often a bit flawed 18:45 – Growth hacking is more about testing stuff and doubling down when something works 19:04 – Sean has some copies of his book for his Microsoft presentation 19:20 – Sean also has some copies for different companies 19:31 – Sean offers ticket bundles for Growth Hackers Conference in May, in LA 19:37 – Growth University's growth master training course has bundled with book sales 19:43 – Sean is running bundled ads, too 19:51 – Sean is getting sub $50 sales on

Kenny Ewan. He is in charge of the overall strategic direction for WeFarm where he oversees the day-to-day activities of the business. After graduating, he spent 7 years in Peru running an international NGO, specializing in work with indigenous communities. Kenny played the lead role in developing WeFarm, before launching it as a startup in 2015. Famous Five: Favorite Book? – Chaos Monkeys What CEO do you follow? – Elon Musk Favorite online tool? — Slack Do you get 8 hours of sleep?— 6 If you could let your 20-year old self, know one thing, what would it be? – "I'm happy to let him make mistakes" Time Stamped Show Notes: 01:18 – Nathan introduces Kenny to the show 01:49 – WeFarm is a growth focus model 02:29 – WeFarm offers their services to farmers 02:37 – WeFarm leads farmers to the sellers and WeFarm will take a small transaction commission 03:00 – WeFarm offers information in the space 03:08 – A farmer in Kenya who has no internet access can ask WeFarm a question, through SMS, for free 03:30 – 10-15 people in WeFarm's network will try to answer the question 03:45 – The people who answer want to share their knowledge about farming 04:12 – WeFarm has generated revenue, but they're still on pre-profit 04:20 – WeFarm just closed a seed round for $1.7M 04:27 – WeFarm started as an Impact project for Google and they won 04:36 – They used the prize as capital 04:42 – The prize was £500K 05:04 – Team size is 20 and is still growing; they're around the globe 05:41 – WeFarm uses radio to connect with more farmers 05:51 – WeFarm partnered with radio stations and invited farmers on 06:00 – 4-5K people were joining WeFarm in just an hour 06:12 – WeFarm also partners with businesses where farmers buy 06:45 – WeFarm currently has 140K farmers on their platform 06:55 – WeFarm measures activity by the number of users who actively contribute every month 07:55 – WeFarm is also available online 08:15 – WeFarm has a super active marketplace 08:32 – WeFarm doesn't incentivize people who answer inquiries, just like Quora 08:50 – WeFarm's roadmap this year 09:00 – WeFarm has 20 people 09:30 – WeFarm already has a couple of commercial contacts with a major retailer in UK 09:48 – "We have validated our revenue sources" 10:00 – 2017 target revenue is around $50K 11:30 – The Famous Five 3 Key Points: A business does NOT always have to be revenue focused; helping people can be a goal in and of itself. We have a responsibility to help guide those who need it and access those who still do not have the internet. Don't be afraid to make mistakes, but be sure to learn from them. Resources Mentioned: The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences 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

Tyler Tate. He's the CEO of Crema.co, the coffee market place. Previously, he co-founded TwigKit, which is an enterprise search software and was the first design lead at Nutshell, which is a SaaS CRM platform. In each case, he used product strategy and design thinking to play its part in envisioning, designing and building products from the ground up. He's also co-authored the book called Designing the Search Experience which Morgan Kaufmann published in 2013. He's spoken at numerous conferences. While at TwigKit, he consulted for organizations such as The Financial Times, Thomson-Reuters, Qualcomm, Vodafone, ITV, Rolls-Royce, BASF and Gemalto, helping them design search-driven applications. He's originally from Alabama, went to University of Kentucky, and spent 7 years in UK. He's also lived in Seattle and currently resides in the San Francisco Bay area. Famous Five: Favorite Book? – Tyler prefers reading blogs at the moment What CEO do you follow? – Michael Dubin Favorite online tool? — Trello Do you get 8 hours of sleep?— 7 If you could let your 20-year old self, know one thing, what would it be? – Tyler wished he realized earlier how important a network is Time Stamped Show Notes: 01:35 – Nathan introduces Tyler to the show 02:41 – In TwigKit, Tyler was selling an expensive software product to large companies 03:00 – Tyler learned that he'd rather do something that is more marketing-driven than sales-driven—something that is more consumer-driven than enterprise 03:14 – Tyler's realization in switching to a coffee company from a SaaS business 03:28 – At Nutshell, Tyler was the first design hire 03:33 – Nutshell has 3 founders and a CTO 03:53 – Tyler, together with the whole team, was able to build something from the ground up 04:01 – Tyler had some equity in the business 04:38 – Tyler had put in $15K to Crema 05:05 – Tyler sold his equities back to TwigKit and Nutshell 06:03 – Tyler started working with Crema early 2015 06:08 – Tyler did a Kickstarter campaign and made $25K 06:19 – Tyler closed and had an Angel round 06:25 – A total of $325K was raised and $150K came from 500 startups 06:48 – 500 startups had a deal of $150K for 6% which is a standard deal 07:21 – Crema is a marketplace for coffee drinkers to subscribe to roast-to-order beans 07:35 – Crema has a platform fee on every order 07:43 – When you buy $18 worth of coffee, Crema takes a $9 platform fee and the other $9 goes to the roaster 07:58 – The price that you pay is almost similar to retail price and the roaster price is above their typical wholesale price 08:15 – The total price includes shipping and other fees 09:00 – $9 is a flat fee no matter the order size 09:46 – Crema's concept is a single-origin emphasis 10:12 – Crema does the co-production for the roasters 10:24 – Crema has a storytelling team that write journalistic write-ups for their website 10:43 – Team size 11:06 – Crema currently has 15 roasters 11:11 – With a total of 60 types of coffee beans 11:27 – Crema had 750 customers in January 2017 11:30 – Generated $17K on the platform 11:44 – Crema's growth is 28% month over month 11:48 – "We're targeting something like 10x growth" 12:07 – Crema's growth metric is based on GMV and revenue 13:55 – Average cart value is $17 for a typical purchase 14:08 – Each box of coffee is shipped individually 14:43 – A customer spends an average of $23 a month on the website 15:05 – Crema started in Kickstarter in October 15:13 – Crema has been generating organic traffic since then 15:48 – Crema has spent $5K for Facebook paid ads 16:06 – CAC is around $20-25 to convert website visitors to subscribers 17:02 – Crema ran surveys about people's coffee drinking preferences 17:29 – Crema had sample packs for new customers allowing them to try 4 different types of coffee 20:15 – The Famous Five 3 Key Points: Shifting from B2B to B2C is a breeze when you really know who you want to target. Great storytelling can engage consumers and connect them to the product. Do not hesitate to meet people, move around, and build a network for 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 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

Jon Ferrara. He's in CRM—a relationship management entrepreneur and noted speaker about social media's effects on sales marketing. He's reimagined the CRM by building a simply smarter social sales and marketing platform. His most recent venture is called Nimble.com. It's the first CRM that works for you by building the updated contact data for you and then works with you everywhere you work. He's best known as the co-founder of GoldMine Software, one of the early pioneers in the Salesforce automation and customer relationship management in software categories for SMBs. He's recently been recognized by Forbes as one of the Top 10 Social CEOs and Top 10 Social Sales people in the world. Famous Five: Favorite Book? – Think and Grow Rich What CEO do you follow? – Marc Benioff Favorite online tool? — Buffer Do you get 8 hours of sleep? — 7-8 If you could let your 20-year old self, know one thing, what would it be? – "Not to sweat shit so much" Time Stamped Show Notes: 01:17 – Nathan introduces Jon to the show 02:13 – There was no Outlook, CRM or Salesforce when Jon had the idea of GoldMine 02:31 – Jon started on $5K with no bank loans and VC 02:35 – Jon ran GoldMine for 10 years, had 5M customers around the globe, sold it and retired at 40 02:44 – GoldMine was a software platform 02:55 – GoldMine started as a floppy disk until it became a CD 03:28 – Jon started GoldMine in 1989 and sold it in 1999 03:38 – GoldMine passed $70M in annual revenue, with 250 team members worldwide 04:00 – ARR wasn't necessary before when it comes to valuation 04:22 – Jon sold GoldMine for $125M in cash with no strings attached 04:55 – A year after GoldMine was sold, Jon was diagnosed with a head tumor 05:07 – "The most important thing you have around you is your health, next is your family, then your passion and business" 05:19 – Jon was 41 when they found the tumor 05:27 – "We are on this planet to grow our souls" 05:51 – After the tumor, Jon spent next 10 years of his life with his family and friends, adding value to people 06:15 – Jon got into photography and worked as the photographer for USC football for 10 years 06:42 – "You need to be your own advocate" 06:56 – Jon found a doctor who developed the technology to have a radiation beam reach the center of your head without touching any vital nerves 07:17 – The tumor disappeared after 7 weeks of radiation treatment 07:42 – The radiation is like burning the seed inside the watermelon without burning the watermelon's skin 08:18 – Jon started in social media in 2006-2008 08:33 – Jon saw that relationship managers are contact managers 08:58 – Jon looked at CRM and saw the gap 09:07 – You have to use salespeople to use CRM 09:08 – "That's why they're called salesforce because you force salespeople to use it" 09:27 – Nimble's team was formed in 2010, Alpha in 2011, and they turned the paywall in 2013 09:36 – "Just like with GoldMIne, I was early to the idea of an intelligent social relationship manager that works for you" 09:57 – Business is social and life is social 10:11 – First year revenue 10:21 – Jon got their first customer for Nimble the same way he got their first customer for GoldMine: 10:36 – Jon had a trusted advisor for his prospect 10:51 – Jon got his first $50K revenue in GoldMine from resellers 10:56 – Jon grew the $50K by mobilizing writers who write about technology and business 11:10 – In 2009-2011, there was no reseller because everything was cloud 11:27 – Jon looked for influencers 11:36 – Jon put in his own $3M to the company 11:48 – Jon also got some cash from Mark Cuban, Jason Calacanis and others 12:05 – Jon's money went to the company's capitalization 12:20 – Nimble currently has 100K customers and 10K paying companies 12:31 – An average of 3 seats per company 12:36 – Nimble is a SaaS business and is generating 80K website visitors with zero marketing 12:43 – Trial to paid conversion is 20% 13:05 – Nimble started at $15 per user per month 13:08 – It recently rolled out to $25 and will have $45 and $65 buckets with a $99 mark automation add on 13:16 – "Sales and marketing should never have been split apart" 14:07 – $200K average MRR 14:15 – Gross churn is about 3% 14:22 – "We provide a lot of value and satisfaction to our customers" 14:32 – Nimble just rolled with Microsoft Outlook mobile by providing 40M handsets for free 15:04 – CAC is really small because they don't have a large team 15:25 – You don't need to spend or overspend in order to build a company 15:35 – It is great to find people who want to grow with your help 15:42 – Rather than hiring a sales guy, Jon would rather hire someone who truly cares about the customer experience 16:16 – Jon's team is based in Santa Monica with remote workers in USA and Ukraine 16:53 – 2017 target revenue 18:30 – The Famous Five 3 Key Points: Engage with your customers and add value – don't always think about the sales. Share your passion with people on a daily basis, don't be afraid to bare your soul and make those conne

Ben Cantey. He's a San Francisco entrepreneur and has a passion about solving problems and changing lives through technology. He teaches entrepreneurship and lean methodology at universities and high schools on his free time. He's launching some bad-ass technology with a handful of math geniuses in a parking space. Famous Five: Favorite Book? – The Rough Riders What CEO do you follow? – Elon Musk Favorite online tool? — Yesware Do you get 8 hours of sleep?— 8 1/2 If you could let your 20-year old self, know one thing, what would it be? – "Execute faster" Time Stamped Show Notes: 01:18 – Nathan introduces Ben to the show 01:51 – Park Evergreen revolutionizes the way parking is sold and managed at airports 01:55 – Airports currently use a whole stack of services, suppliers and contractors that are outdated 02:15 – Park Evergreen uses geolocation technology to bring physical parking online 02:25 – Travelers can find a reserve pay per parking through Park Evergreen's app 02:35 – Park Evergreen is somehow a marketplace 02:49 – Park Evergreen is more focused on the traveler's experience 02:54 – Ben and his co-founders came from the consulting space 03:10 - Park Evergreen started out with customers who wanted to find paid street parking 03:23 – Park Evergreen currently has a couple of deals 03:30 – Park Evergreen started growing their revenue in June 03:54 – Ben is just happy that they got a great product market fit 04:03 – Most USA airports are now going into modernization projects 04:44 – There's an interesting balance between travelers who prefer to leave their cars and those who prefer to just take an Uber car 04:53 – Park Evergreen's average customers are business travelers who are gone for only a couple of days 05:18 – The airport modernization includes parking expansion 05:54 – Travels tend to get cheaper each year and more and more people are travelling 06:02 – The millennials demographic has the most frequent business and pleasure trips 06:28 – The parking growth is growing 4-5% per airport, per year 06:34 – Park Evergreen was founded in 2016 06:43 – Park Evergreen didn't want to compete with parking meters and pay machines 07:08 – Park Evergreen was making a couple of thousand a month 07:22 – Park Evergreen made $15K topline 07:33 – Park Evergreen's biggest cost was for CAC 08:02 – "It's a tough market, people are used to their options" 08:10 – Park Evergreen pivoted because they're tired of their mobile apps parking solutions 08:18 – SpotHero and ParkWhiz are the biggest in the space 08:28 – Park Evergreen has raised $150K from 500 startups 08:43 – Team size is 5 09:01 – The equity is divided by 5 co-founders 09:19 – Park Evergreen is bootstrapped and the 2 co-founders have been building everything for free 09:25 – Ben is in charge of closing deals and doing the strategy 09:40 – It's a balanced team 10:03 – The team had some contractual work on the side and some have full-time jobs 11:11 – Park Evergreen charges a flat fee per space that they manage per month 11:39 – The average is $100 per space 11:55 – The average top 10 US airports manage 18K parking spaces 12:00 – Some double or triple 18K 12:10 – Park Evergreen's market size in terms of market space is over 4M 12:50 – When a traveler books his flight, he books his parking space, too 13:06 – Park Evergreen shows the traveler 2 hours before his flight, the fastest route to the airport and to the parking space 13:22 – Park Evergreen can tell you exactly how long it will take a traveler to go from one place to another around the airport 13:46 – "I want our travelers to know when they look at their phones in the morning, before they leave their house, what time will they arrive at the gate, ready to get on the plane" 14:20 – Park Evergreen started their user acquisition in March for the contracts 14:30 – Park Evergreen is using SMS initially 15:08 – "The only way to park is to use Park Evergreen" 15:18 – Park Evergreen is doing 500 spaces for their initial pilot 15:35 – Park Evergreen's contracts are on an expansion plan 16:16 – As soon as you get to the airport, you can get a Park Evergreen ticket with a code that you will use to text 16:45 – You can pay Park Evergreen ahead of time via text 18:40 – The Famous Five 3 Key Points: Airport parking is a great space to be in at the moment because of the modernization projects that are on the way. To stay competitive in this space, provide the best traveler experience that you can. It's can be quite difficult to broaden people's understanding of their options, but that does NOT mean you shouldn't try. 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 H

Jim Sweeney. He's the CEO and one of the founders of Clarify Medical. He began his entrepreneurial journey at Sharp Hospital where he worked full-time delivering hospital supplies while still in high school. He then spent 3 years in the US Army Medical Corps where he ran a remote, medical service dispensary serving 2500 families in Germany. He received a degree in business from San Diego State University. James has founded 12 medical companies including Caremark, Caps, Corum, Bridge Medical, CardioNet and co-founded Owned Outcomes. He's also led a successful leveraged buyout or LBO with McGaw Labs which he took public and is now owned by BBraun. His financing history includes raising venture capital and expansion capital for his ideas leading to over $25B in exit values of companies he founded. Famous Five: Favorite Book? – Zero to One What CEO do you follow? – David Hale Favorite online tool? — N/A Do you get 8 hours of sleep?— Between 4-6 If you could let your 20-year old self, know one thing, what would it be? – Jim wished he knew "that the government would have the amount of influence on health care that they have, today" Time Stamped Show Notes: 01:49 – Nathan introduces Jim to the show 02:53 – Clarify Medical has a first-mover advantage in the dermatology space 03:00 – They have well-established treatments for various skin diseases 03:17 – They've developed a device that will enable people to self-treat at home, using their smartphones 03:33 – The device will be launched directly to the patients 03:40 – The device is called Clarify Mobile UVB treatment system 03:59 – There are over 33M Americans who suffer from skin disease 04:21 – The device can be connected through the smartphone 04:51 – Jim has raised a little over $2B in venture capital 04:55 – Jim had an exit value of $25B for his companies 05:06 – There are exits via IPO and sales 05:40 – Jim shares why he decided to have an LBO with McGaw Labs 05:56 – Jim had been an employee of the company so he acquired the company with prior knowledge of what their issues were 06:26 – The deal was in mid-October 1990 06:33 – The company's valuation 07:27 – Jim bought the company with his friends 07:47 – The Clarify Mobile UVB treatment system device will sell for $600 or can be leased for $39 per month 08:15 – Jim expects to have long relationships with their patients because some of their skin diseases are life-long conditions 08:30 – If the device didn't exist, patients would spend $100 annually for therapeutic drugs which have various side-effects 09:30 – Obamacare has allowed Clarify to go directly to the consumers 09:43 – Jim thinks the total costs of Obamacare haven't been exposed 10:35 – Jim expects more medical companies will go directly to consumers 10:42 – The bad news is that people will spend more directly from their pockets than in the past 10:50 – The good news is doctors are now seen as customers 11:11 – The solution for healthcare is for patients to be more engaged with their healthcare providers 11:33 – Clarify will start generating revenue from the device later this year 11:36 – Jim has already raised $6M and is still looking to raise another $12-15M in the next few months 12:00 – Jim doesn't have a scientific explanation on how he came up with the pre-money valuation 12:22 – All of Clarify's financing at this point is from their pre series A round 12:43 – Team size is 12 but will double in the next few months 12:50 – The company is based in San Diego 13:00 – Jim can't disclose the cost of making the device 13:43 – The cost will carry a respectable margin 13:47 – The app will be sold for $9.99 per month, on a subscription basis 14:25 – Jim believes that Clarify's valuation will be into the billions for IPO exits 15:45 – The Famous Five 3 Key Points: More healthcare providers are now going directly to consumers and are skipping the third-party service. Knowing a company by heart will make it easier for you to make a fair valuation. Making your employees a share holder of your company will definitely change their attitude towards the job, leading to a more successful company. Resources Mentioned: The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences 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

Bill Brice. He's currently the CEO of AlphaTrust Corporation which he launched in 1998, to capitalize on the sustained long-term shift from paper-based document businesses to fully electronic document processes. Bill is considered as one of the industry's pioneers and he's a leading authority of electronic signatures, especially around generating real economic impact and brand enhancement. He served as chairman of the board for the Electronic Signature and Records Association and is currently a member of the board of directors. Before his electronic signatures company, he started his entrepreneurial career, when in college, by co-founding Brice Foods and is chairman and CEO. He grew the company into a global enterprise best known for its chain of frozen yogurt stores. The company grew into 1500 franchise locations and 43 countries with manufacturing operations on 4 different continents. For his work, he was awarded as The Entrepreneur of the Year Award from the International Franchise Association, which is the world's oldest and largest organizations representing franchising worldwide. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? – N/A Favorite online tool? — HubSpot Do you get 8 hours of sleep?— 7 If you could let your 20-year old self, know one thing, what would it be? – "At that time, I wished I would know what happened with the internet before it happened" Time Stamped Show Notes: 01:23 – Nathan introduces Bill to the show 02:36 – Bill was based in Dallas and that's where he started his yogurt company 02:57 – Bill's was the first company to bring frozen yogurt in Texas 03:15 – Frozen yogurt was first popularized in California 03:32 – Bill wanted to pioneer the first operational chain selling frozen yogurt in Texas 03:39 – Bill has turned to franchises and now has 1500 franchise locations 04:00 – The first franchise was $150K, $20K franchise fee and 5-6% royalties 04:34 – The frozen yogurt company had $150M in revenue 04:50 – In 1996, the franchise sold because someone wanted to buy it 05:09 – Franchise valuation is similar with other businesses 05:31 – The franchise was cash flow multiple 05:42 – 6-10x was the best multiple 06:15 – Bill was making a lot of software on the side of the yogurt business 06:53 – Bill was annoyed by the amount of paperwork a business had to go through 07:16 – A computer was about automating business 07:35 – Bill had a completely different team for his yogurt company than his e-signature company 07:41 – AlphaTrust is completely privately owned and funded 08:00 – Being privately funded allows them to focus on what they are doing 08:20 – AlphaTrust is in a specialized segment of a market 09:10 – AlphaTrust started on the enterprise businesses in the late 90s 09:24 – Some of AlphaTrust's clients are General Motors, ADP and AT&T 09:36 – Some of the big companies have millions of documents processed yearly 09:42 – AlphaTrust specializes in the high performance processing of documents 09:52 – AlphaTrust's customers still deploy and embed their software on premise 10:12 – AlphaTrust also operates cloud systems for their customers, but they support the plan and model the customers want 10:38 – The pro-side of AlphaTrust is quite small 10:53 – It accounts for only 10-15% of the revenue 10:56 – The rest of the revenue comes from licenses 11:50 – Average initial contract value is $50K-$500K 12:00 – Some of the customers pay for perpetual licenses 12:40 – AlphaTrust currently has 300 large enterprises 13:10 – Team size is 20 13:22 – AlphaTrust does direct sales, but they also have partner channels 13:46 – AlphaTrust has 20-30 specialists around the world who are part-timers 14:36 – AlphaTrust is happy with how they're doing at the moment 14:59 – Bill MIGHT sell the company to Salesforce if an offer comes 16:10 – The Famous Five 3 Key Points: The franchise business is the same as any other business – even when it comes down to the valuation. Working with big enterprises can set you apart in a saturated space. Saying "yes" to an acquisition isn't a terrible idea; instead, it's just a good way to exit. 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