SaaS Interviews with CEOs, Startups, Founders

Slater Victoroff. He's the CEO and founder of Indico Data Solutions. He's a poet, a coder, MMA fighter, vegan Buddhist, and Red Letter Christian. Famous Five: Favorite Book? – n/a What CEO do you follow? – n/a Favorite online tool? — Stack Overflow Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Slater hoped he had realized how much he loved programming Time Stamped Show Notes: 02:26 – Nathan introduces Slater to the show 02:45 – Indico is a text and image analytics provider 03:25 – Indico's business model 03:52 – The enterprise client is their main revenue channel 05:09 – Indico was founded in 2013 05:25 – Indico has raised $4.5M 05:30 – Indico started with a seed round 06:10 – How Slater managed having a bridge round 07:05 – First year revenue 07:31 – 2016 revenue 07:38 – Slater is hoping to hit a million dollar revenue for 2017 08:03 – Average MRR 08:22 – Indico is a SaaS company 08:42 – Indico currently has 20 customers 09:11 – Manulife is working with Indico 11:30 – Each client of Indico wants to have their own set of algorithms 12:00 – Nathan summarizes how Indico works 12:30 – Indico gives their customers an engine 13:20 – Slater worries about Facebook's echo chamber 13:33 – "Facebook's algorithm is not designed to create echo chambers" 15:17 – Customer churn 15:53 – Zero spent on marketing 16:00 – Most funding goes to the engineering team 16:12 – Team size is 10 17:40 – The Famous Five 3 Key Points: Having a bridge round does not mean you're losing money—prove that you are growing and need more funding. Learn how to work around echo chambers. Find out what you love to do and go for it. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Bryn Jones. He's the co-founder and CEO of GrowSumo. GrowSumo graduated from Y Combinator in the summer of 2015, and they're building a marketplace for influencer programs. Prior to building companies, Bryn was also a member of a swim team. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Favorite online tool? — Slack Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "To just go for it" Time Stamped Show Notes: 01:15 – Nathan introduces Bryn to the show 01:41 – Nathan found Bryn through Product Hunt 02:42 – There are large enterprise clients who came from GrowSumo 02:53 – GrowSumo builds a marketplace for influencer programs 03:10 – GrowSumo charges a one-time annual fee 03:14 – GrowSumo takes a percentage of every dollar the influencer earns from the brand 03:22 – GrowSumo is an affiliate program on top of an affiliate program 03:33 – An influencer can be anyone 04:19 – GrowSumo has a month over month fee which is $300 a month 04:48 – It is for a new startup with no affiliate program 04:56 – It lets you go in and manage the program yourself 05:16 – For an enterprise account, GrowSumo automates the entire program 05:23 – GrowSumo helps you identify the influencers 05:32 – The enterprise account: $10K annually 05:36 – GrowSumo takes 10% from all payouts to influencers 06:20 – "You have a lot of customers today that are influencers and you just don't know where to find them" 07:03 – Bryn shares how they identify the influencers 07:43 – GrowSumo doesn't have the ability to qualify an influencer based on the list size they have 08:33 – GrowSumo was launched in August 2015 09:06 – GrowSumo has a lot of traction 09:20 – Percentage of customers that GrowSumo is currently working with 10:30 – GrowSumo's biggest competition are Commission Junction and Influitive 11:07 – GrowSumo hasn't raised capital yet, but they're going to soon 11:35 – Current Y Combinator terms 12:45 – Team size is 8 13:03 – Bryn is Canadian 13:50 – Number of unique new customers driven by GrowSumo 14:00 – GrowSumo has driven over $100K recurring monthly revenue 14:20 – GrowSumo still qualifies and chooses the customers 15:20 – GrowSumo is software and there is no need for an internal tool 16:20 – The Famous Five 3 Key Points: Find new ways to grow your following by leveraging websites that are popular in your niche. Having a feature that your biggest competitors do not offer will give you an edge. There is no clear path to success—the only way to succeed is to START trying. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Tatu Koistinen, the CEO of Bonusway. His background is in loyalty and digital marketing and he has many growth stories to share. He's now building the most social e-commerce loyalty platform on earth. He's currently focused on building the leadership and culture of the business and he's also an Ironman triathlete. Famous Five: Favorite Book? – The Halo Effect What CEO do you follow? – n/a Favorite online tool? — Asana Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – Trust yourself, act quicker, and be brave Time Stamped Show Notes: 01:16 – Nathan introduces Tatu to the show 02:00 – Bonusway creates more sales for ecommerce businesses 02:09 – Bonusway gets compensated when they create sales for a particular business 02:21 – Bonusway inspires consumers by informing them of the newest sales and shopping opportunities 02:48 – Bonusway is similar to a marketplace 03:15 – The companies that are partnered with Bonusway 03:40 – The biggest partner has the most amount of sales generated by Bonusway 03:53 – The sales that Bonusway has generated for Hotels.com 04:20 – The ways Bonusway connects with Hotels.com's customers 05:15 – Total volume of sales from all the partners combined is €60M 05:39 – Bonusway gets commission 06:20 – Sample computation of Bonusway's commission 07:17 – Bonusway's commission percentage varies per company 08:00 – Average 2016 revenue 09:10 – Tatu's idea for Bonusway's business model 10:05 – Bonusway was founded in 2011 10:24 – The number of people who bought in Bonusway's platform 10:50 – Bonusway is currently partnered with 3000 companies 11:10 – 2017 goal 12:00 – Total funding of Bonusway is €6.9M 12:20 – Bonusway had a previous capital raise 12:39 – Team size is 40 12:50 – Based all in Europe 13:10 – The Famous Five 3 Key Points: Be in the space where you feel most confident and know how things work. Having a unique business model equates to less competition in the space. Trust yourself, act quicker, and be brave. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

K.C. Kanaan. He's the CEO and co-founder of Envoy America – a Scottsdale, Arizona based national company that operates a wide-sharing platform and mobile application that matches seniors and patients that can't drive or don't want to drive themselves with driver companions. K.C. is a senior executive with more than 30 years of general management, operational sales and marketing experience. He's known both for his command of the big picture and ability to execute on short-term strategies. He has inspired teams to strive for and achieve the impossible. Famous Five: Favorite Book? – The 7 Habits of Highly Effective People What CEO do you follow? – Rafe Furst Favorite online tool? — Trello and Slack Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – K.C wished that he had known how to work more effectively with people Time Stamped Show Notes: 01:40 – Nathan introduces K.C to the show 02:33 – Envoy America provides service to seniors and patients that cannot, should not, and would choose not to drive 02:45 – Envoy America makes money on the time spent delivering the service based on hourly rate 03:05 – Envoy America is currently in Phoenix and will expand in Tucson, Arizona 03:19 – The plan is to expand to 3-5 other states 03:30 – Envoy America currently has 30 drivers in Phoenix 03:35 – On an average week, Envoy America delivers 75-85 trips, usually 2 hours per trip 04:01 – Envoy America's based rate is $39 per hour 04:20 – Average weekly revenue 04:25 – In 2016, Envoy America made $180K in revenue 04:55 – Envoy America was launched in 2015 05:15 – K.C. tried to help his parents find a reliable driving service—it was a challenge 06:00 – There are approximately 10M seniors in the US who need a reliable driving service 06:18 – K.C. and his partner invested about $100K in Envoy America and have raised $110K which is convertible note 06:36 – K.C has started a crowd funding campaign with crowdfunder.com and they're trying to raise an additional $500K 06:53 – What K.C will spend the funding on 07:35 – The drivers are all independent contractors 08:10 – Clients can reserve 08:26 – Most seniors rely on phone to make reservations 08:55 – The drivers can stay with the seniors wherever they want to go 09:35 – The drivers are paid $18/hour 09:48 – The drivers are responsible for their cars 10:00 – Envoy America has B2B sales and B2C sales 10:16 – In B2B, they have clinics as key clients 10:44 – Envoy America now leverages social media 11:03 – The keywords people use to find Envoy America 11:21 – Most of Envoy America's clients come from the businesses that they serve 13:20 – The Famous Five 3 Key Points: Transportation services for seniors are not very good, causing them to be isolated at home. The most taken for granted problem could be the problem that only YOU can solve. Take the time to grow in working with people more effectively. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Lisa Tamayo. She's the CEO of Scollar, an open platform, multi-functional, smart collar for pets. She has over 25 years of experience in entrepreneurship and financial and strategic planning. She's the co-founder of Green Building Studio which was acquired by Autodesk in 2008. She's also the chairman of SoCo Nexus, an incubator accelerator in Northern California. Famous Five: Favorite Book? – Pitch Anything What CEO do you follow? – Ben Horowitz Favorite online tool? — Evernote Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "Trust Yourself" Time Stamped Show Notes: 01:30 – Nathan introduces Lisa to the show 02:13 – Scollar is a smart collar 03:10 – The first product, Scollar Mini, was designed exclusively for the under-searched cats and small dogs market 03:29 – Scollar is currently on pre-order and has launched a Kickstarter campaign 03:52 – Scollar is like Fitbit for animals 04:10 – The Fitbit engineering team has partnered with Scollar Mini 04:26 – Scollar Mini is currently at $99 for pre-order and will retail at $149 04:35 – The pre-order started in mid-October 04:50 – Scollar is starting to build their following 05:15 – Scollar has negotiated with a bank to get credit 05:23 – Lisa and her partner have self-funded a part of it 06:00 – Lisa and her husband are the first founders of Green Building Studio 06:18 – Autodesk has bought all the assets of Green Building Studio 06:35 – Green Building Studio was Autodesk's market partner for a long time 07:28 – Lisa has almost $600k in Scollar 07:44 – Lisa discusses the spending 08:07 – Finding someone in hardware to help build the product are typically employed elsewhere 08:30 – It took Lisa a while to find the right team to work together 09:08 – Most funding went to the trial and error of the product 09:25 – Team size is almost 40 10:00 – Lisa shares the factors involved in asking for a loan 11:10 – It took the bank months to agree with Lisa and grant her the loan 11:40 – Working Solutions gave them the loan 12:10 – Working Solutions is a great option for quick capital 13:00 – The cost of making Scollar 13:19 – Cost per unit 13:43 – Possible wholesale price 14:50 – They might use the wholesale price in 2018 16:02 – The Famous Five 3 Key Points: Hardware is a far different process to create than software—it may take time to find and build the right team. There are many options for gaining capital – choose the one that suits your company best. Trust yourself and everything will fall into place. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Mikus Opelts. He's the CEO at Giraffe360. He started this company 7 years ago, in February of 2010, when he got involved with Giraffe Visual which provides interactive visualization services. It has now developed into something so much more. Famous Five: Favorite Book? – How Google Works What CEO do you follow? – Elon Musk Favorite online tool? — Trello Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – "Everything I'm thinking about and planning for will take three times of the time than what I was hoping for" Time Stamped Show Notes: 01:07 – Nathan introduces Mikus to the show 01:40 – Giraffe360 has the best visual tool technology 02:00 - Giraffe360 has a virtual tool that works with virtual reality headsets 02:15 – 6 years ago, Mikus started the company 02:37 – It took 14 months to develop 03:16 – Mikus spent $200K on software development 03:34 – Mikus just raised $500K for their product development 03:39 – It is a convertible note 03:49 – Mikus describes how it's like to raise capital in London 04:15 – Mikus went through a hundred meetings before getting that $500K 04:25 – 90% of the investment is from one company 05:15 – Giraffe360's camera is free for companies who have a large volume of properties 05:31 – Giraffe360 charges per property 05:47 – Giraffe360 has developed their technology and it is on par with professional companies 06:13 – 1 apartment tour costs €67 or $70 06:28 – Minimum is 20 apartments per company 06:45 – Payment is done monthly depending on the properties 07:12 – Giraffe360 has sold their first 10 cameras in the market 07:19 – There are 50 new cameras coming in at the end of February 2017 07:39 – Giraffe360 already had 50 pre-sells who wanted to try the cameras 08:00 – The incoming 50 cameras are almost sold out 08:30 – Average MRR 09:00 – Cost per hardware 09:10 – The hardware is made solely by Giraffe360's engineering team 09:55 – People find out about Giraffe360 through word-of-mouth 11:20 - Giraffe360's only team is the engineering team with 8 people 11:28 – 3 people in the back office 11:50 – No customer churn yet 12:20 – Giraffe360 is similar to a SaaS model 13:13 – 2017 goal is to have 100 subscriptions and cameras in the market 14:00 – The Famous Five 3 Key Points: Create something of the BEST quality that will stand out from the rest. Raising capital takes perseverance; it may take 100 meetings before landing what you need. Great things take time—relax, be patient, and get things done. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Anders Fredriksson. He's a Swedish, serial entrepreneur who recently moved to San Francisco to build his sales technology startup, ProLeads. He's an engineer with a business mind and currently holds both CEO and CTO titles. Previously, he built and scaled ArrivalGuides.com as the founding CTO. Prior to that, he was the founder and CEO of Tablefinder.com, which he sold. He studied computer engineering and management at Chalmers University of Technology, but dropped out before getting his degree when he got funding for his first startup, Table Finder. Additionally, in 2007, Internet World named him the most prominent entrepreneur in Sweden. Famous Five: Favorite Book? – The Lean Startup What CEO do you follow? – Marc Benioff Favorite online tool? — Google Inbox 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 really wished I knew how easy it is to start a business, but also I wish I didn't know how hard it was" Time Stamped Show Notes: 02:20 – Nathan introduces Anders to the show 03:25 – Anders got $75K when he started Table Finder 03:50 – ProLeads is a platform that aggregates service data to optimize workflow 04:07 – ProLeads is a SaaS model with annual subscriptions 04:40 – Average customer pay per month is around $75 05:20 – ProLeads was launched in the USA, in 2014 05:40 – Anders was in 500 Startups, Batch 12 05:43 – Anders was turned down 4 times 05:58 – What Anders said to convince 500 startups to accept them 06:10 – ProLeads was doing $5K per month when they were just starting 06:53 – There were 2 co-founders and now they have 3 07:20 – Average MRR 07:50 – The amount ProLeads receives from 500 startups 08:08 – ProLeads also raised funds during the program 08:20 – ProLeads totaled $500K from their fundraising 09:15 – Zesty is a longtime customer of ProLeads 09:38 – Zesty has 50-70 seats in ProLeads 10:45 – ProLeads' lowest pricing is $300 per month 10:55 – ProLeads' focus is mid-sized companies 11:14 – 2017 MRR goal 12:10 – Gross customer churn per month 12:49 – ProLeads was growing their MRR 12:56 – ProLeads had a problem during close demo day churn 13:35 – ProLeads had monthly contracts 13:51 – Average monthly churn is quite low 14:22 – Team size 14:36 – CAC 14:48 – No paid marketing 15:20 – The tools ProLeads uses: 15:30 – Clearbit, Full Contact, and DiscoverOrg 15:41 – DiscoverOrg was on The Top: Episode 512 17:10 – The Famous Five 3 Key Points: BELIEVE in your own product—this will make it easier to convince other people to believe in it as well. Problems arise at the start of any business, learn from it and move on. Starting a business has both its hard and easy moments; either way, it's worth the jump. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Devon Wijesinghe. He's the founder and CEO of InsightPool. He co-founded the business in 2012; and, within a short time led the company from 2 to 60 employees. He is currently revolutionizing marketeering and sales across many social platforms. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Travis Kalanick Favorite online tool? — Pardot Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Try and learn to concentrate on financial metrics and understand finance deeply Time Stamped Show Notes: 01:27 – Nathan introduces Devin to the show 01:53 - InsightPool focuses on the sector of influencer marketing 02:03 – "A brand needs to have an army of people syndicating their content with their own voices" 02:15 - Insight Cool finds influencers for brands that they can work with 02:35 – InsightPool's pricing model 03:10 – Average customer pay per month is $3K 03:33 – What is included in $3K 03:53 – Devin was the solo founder 04:00 – Devin sold a previous company for 9-figures in early 2012 04:50 – "Social became prevalent as the newest data set" 05:11 – Devin seeded a business idea for $250K 05:33 – Devin has a formalized angel group 05:41 – Devin is an advisor and investor 05:58 – David Cummings is Devin's friend 06:17 – David and Devin's companies are the first ones in ATV lean and tech village 06:48 – He currently has 60 people on the team 07:21 – InsightPool is currently serving over a hundred enterprises 07:50 – MRR 08:23 – InsightPool has a sales team 08:49 – CAC LTV 10:00 – Average spending on CAC 10:25 – Gross churn 11:00 – Net revenue churn 11:53 – InsightPool did a series A round and got an investment of $8M 12:35 – InsightPool did a debt round last year 12:50 – The amount InsightPool is burning per month 14:50 – The Famous Five 3 Key Points: A brand needs to have an army of people syndicating their content with their own voices. Go with what you think you are made to do. Learn how to make the metrics and finance dance – understand it deeply before taking that leap. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Nick Caruso. He's the CEO and founder of Illumineto. He's the VP of Sales in Eastern US & Canada with Notable Solutions and he was there for 6 years. Before that, he was at Kofax as a federal sales manager and he also served the country in the Marine Corps as a Captain. Famous Five: Favorite Book? – Built to Last What CEO do you follow? – Drew Houston Favorite online tool? — API.ai Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Nick wished he knew that starting a company was not as hard as he thought it would be and wished he'd started earlier Time Stamped Show Notes: 01:06 – Nathan introduces Nick to the show 01:45 – Illumineto is a SaaS company and they charge monthly 02:00 – Nick has been in the technology field for 20 years and in sales for 15 years 02:15 – Nick wasn't able to find a tool to help him close more deals 02:34 – Illumineto focuses on the individual sales rep and not the whole company 02:58 – Illumineto has a lot of sales reps from Fortune 500 companies 03:14 – Illumineto has been running for 6 months now 03:48 – Illumineto currently has a thousand of sign ups or users that represent several hundreds of logos 04:25 – Illumineto was founded in mid 2015 04:30 – Beta in 2016 04:50 – Nick has sunk in $700K before starting 05:00 – Illumineto had an Angel round 05:23 – Illumineto has 3 co-founders 05:32 – All of them had successful exits in different companies 05:55 – There are 5 Angel investors 06:15 – Current team size is 4 06:50 – Average pay per user per month is $30 07:00 – Average MRR 08:00 – Nick won't disclose the amount, but Illumineto is profitable 09:00 – Nathan explains why he asks for numbers 10:15 – Illumineto has more than 100 paying customers 10:30 – Gross customer churn 10:52 – 0% churn rate on paying customers 11:31 – Illumineto had paid advertising 12:07 – They had thousands of people coming in for the premium model 12:50 – Illumineto leverages their connections in LinkedIn to get their customers from IBM 13:11 – The Famous Five 3 Key Points: It is possible for a startup to be profitable in as early as 6 months. Leveraging your connections can help you engage with customers and increase sales. Start your business as soon as you can, you'll learn as you go. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Ken Marlin. He's the founder and managing partner of Marlin and Associates – an award winning mergers and acquisition business focused on investment banking. They are headquartered in New York city with offices in San Francisco, Washington DC and Toronto. Ken is also the author of The Marine Corps Way to Win on Wall Street: 11 Key Plans From Battlefield to Boardroom which was published in September. From 1971-1981, Ken rose in rank becoming a Marine Captain and Infantry Commander. He's applied his Marine Corps principles to leading successful businesses. Famous Five: Favorite Book? – In Search of Excellence: Lessons from America's Best-run Companies What CEO do you follow? – Fred Wilson Favorite online tool? — LinkedIn, Salesforce and Morning Star Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Pursue your passion and you'll do well—play to your strengths and not your weaknesses Time Stamped Show Notes: 01:42 – Nathan introduces Ken Marlin to the show 03:00 – Ken is not doing it for the money 03:13 – Marlin and Associates tries hard to be the trusted advisor to people who want to buy or sell middle-market, technology companies 03:26 – Buyers and sellers pay Marlin and Associates retainers 03:55 – "The bigger the deal, the smaller the percentage" 04:20 – Ken shares their success in 2016 04:42 – Marlin and Associates gets 8-10 clients a year 04:58 – Marlin and Associates is service-oriented 05:45 – Marlin and Associates negotiate with all phases of the transaction 05:54 – Marlin and Associates help buyers understand the strengths and weaknesses of the companies they're planning to buy 06:21 – "We always try to play the role of the honest broker" 07:09 – There are no risk-free transactions, so the question that should be asked is how much risk is there? 07:38 – The average amount of transactions 08:27 – The types of seller and buyers 09:05 – The #1 reason a deal blows up 09:31 – From a seller's perspective, transactions are made from trust 10:00 – It's important that they have a set of financial projections they're going to meet 11:25 – "Perfection is to give people a set of forecasts that you're going to meet and to meet it" 11:52 – Key principle from Ken's book is "take the long view" 13:12 – There are people who buy companies without a clear understanding of how that acquisition helps advance them towards a strategic goal 14:30 – Ken talks about the acquisition of LinkedIn by Microsoft 16:41 – The Famous Five 3 Key Points: There are no such things as risk-free transactions—the question that should be asked is how much risk is there? Give your client a set of financial projections that you're going to meet—and, meet it! Work around your strengths, not your weaknesses. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Steven Benson. The founder and CEO of Badger Maps – the number one sales app in the Apple app store which helps salespeople become more successful. Badger shows salespeople their customers and leads on the map and connects them with their calendar to build a daily route. Famous Five: Favorite Book? – Tools of Titans What CEO do you follow? – N/A Favorite online tool? — Baremetrics Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Steven wished he had known that he'd learn more working for small companies than big companies Time Stamped Show Notes: 01:27 – Nathan introduces Steven to the show 02:00 – Badger Maps helps salespeople with their jobs 02:37 - Badger Maps is a SaaS model 02:50 – Average customer pay per month is $35 02:58 – Badger Maps was founded in 2012 03:24 – Badger Maps has 3 co-founders 03:50 – Steven and the other co-founders didn't really split the equity 04:00 – When splitting the equity, everyone gets a fair deal 04:44 – Steven shares what to consider in splitting equity 05:58 – Badger Maps has an accelerator clause 06:44 – First year revenue is $70K 07:10 – Number of current customers is 4K 07:40 – Apple ranked Badger Maps as #1 08:50 – There are Fortune 500 companies who use Badger Maps 09:01 – The number of customers is both team and individual sales reps 09:16 – Gross monthly customer churn is 3.3% 09:37 – The customers are finding Badger Maps through word of mouth, SEO, and SMM 10:08 – The amount Badger Maps is willing to spend to acquire new customers 10:46 – Badger Maps spent $12K on paid marketing 11:00 – Average CAC 11:24 – Google is around $300 12:06 – In San Francisco, people are spending 100% of LTV on acquisition 12:53 – Badger Maps is bootstrapped 13:03 – Badger Maps had a loan from Lighter Capital 13:45 – Steven shares how Lighter Capital makes loans for SaaS companies 14:10 – Steven is paying 22-28% for the amount they have loaned and there's no personal guarantee 15:06 – Total revenue in 2016 is around $1.2M 15:20 – Revenue goal in 2017 is $4.5M 17:05 – The Famous Five 3 Key Points: Be fair and make sure it is a great deal for everyone when splitting equity. Getting a loan can also be a good option for SaaS companies. In San Francisco, people are spending 100% of LTV on acquisition. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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 Gryaznov. He's an artificial intelligence and a cloud computing evangelist based in Dublin, Moscow. He's the founder of JSX Exchange – the cloud computing commodity exchange and has built several other services and tools ranging from SshTo.net, Plottico, and many others. Andrew is also a telecom and Linux expert and finalist at the GSOC 2005 Summit. Famous Five: Favorite Book? – Startup Owner's Manual What CEO do you follow? – Brad Katsuyama Favorite online tool? — Trello Do you get 8 hours of sleep?— That depends If you could let your 20-year old self, know one thing, what would it be? – Andrew wished he was more mindful of the global market Time Stamped Show Notes: 01:09 – Nathan introduces Andrew to the show 01:48 – Andrew shares his vision for why he built JSX Exchange 01:51 – Computation will be the most influential resource 03:05 – JSX Exchange has invented a way to commoditize cloud computation 03:53 – Andrew shares what people without JSX Exchange are doing 05:02 – Andrew mentions how the financial exchange space can use JSX Exchange 05:48 – Banks may own supercomputers 07:03 – JSX Exchange works with financial institutions who want accurate trade 07:46 – JSX Exchange wants to expand out of the financial space 08:18 – JSX Exchange is currently in pre-seed stage 09:15 – Irish investors have put out less than $1M 09:24 – It is an equity round 09:34 – Andrew was a solo founder for a period of time, but expanded 10:15 – Andrew has a team of 5 people who are all co-founders 10:50 – The Famous Five 3 Key Points: There is a possibility that computation will be the most influential resource. Credibility is needed if you want to be successful in your space. Believe in your product. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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 Darmanin. He's the CEO and founder of HotJar. Over the 12 years before founding HotJar, he generated hundreds of millions of dollars in growth consulting small to Fortune 500 businesses. He's got multiple teams, developed brands, and ran hundreds of tests for his clients spanning across 19 languages, 12 currencies, and 13 different industries. HotJar is now used in over 150 sites around the world and the company is growing to €3 million euros in just under one year. Famous Five: Favorite Book? – The 22 Immutable Laws of Marketing What CEO do you follow? – Jay Simons Favorite online tool? — Intercom Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – I wished I truly understood what marketing was Time Stamped Show Notes: 02:18 – Nathan introduces David to the show 03:03 – HotJar is a tool that allows site owners to see how their users are using their websites 03:30 – Once you know the customer experience, it is easier to see what to improve next 03:45 – Nathan experienced HotJar himself, in his website 04:10 – HotJar is careful about what data to show in regards to privacy 05:05 – HotJar's technology was expensive 05:30 – HotJar has a premium model 05:51 – Average customer pay per month is €50 06:10 – It was only €30 when HotJar started 06:33 – HotJar is currently serving 10K customers 06:50 – The number of sites each customer has 07:30 – ARR 07:40 – MRR 07:55 – Revenue goal for 2017 08:15 – HotJar currently has a team of 22 people and 8 on the leadership team 08:35 – There are 5 people in the founding team 09:14 – There are 4 big pillars: marketing, customer success, product, and operation 09:57 – Gross customer churn is higher than net negative churn 11:05 – "We are the dropping the smaller customers, but we are retaining and expanding the bigger customers" 11:20 – Both have less than 10% monthly churn 11:41 – HotJar was founded in 2014 12:20 – "If you truly want to create a premium company and not just like a trial model which is disguised as a premium, you really need to think about how does that free package stand on its own 2 feet" 12:43 – HotJar minimized the number of interface and allowed users to delete them and create new ones 13:21 – David does not track the time the customer has converted from free to premium, but they track the cohorts 14:00 – CAC is extremely conservative 15:04 – The premium aspect Hotjar offers is brand building 15:50 – There is brand value in doing different types of campaigns 16:17 – HotJar is bootstrapped 16:25 – HotJar sees other players who have raised capital 17:14 – HotJar does not see raising capital as an advantage 17:34 – HotJar gets a lot of referrals 18:10 – HotJar just recently started with paid advertising 18:40 – HotJar has an investment target model 19:10 – HotJar has used this model to offer flexibility and freedom 20:40 – The Famous Five 3 Key Points: Churn is one of the biggest challenges of a SaaS business. If you truly want to create a premium company and product—think about how that free package stands on its own two feet. Check your options because NOT raising capital can be very possible and advantageous for you. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Rami El Chamaa. He's the CEO and founder of Appointlet. He started earlier as a digital marketing manager at Eastline Marketing where he led lead generation, SEO, email marketing, and content marketing. Before that, he was with Ernst & Young. Famous Five: Favorite Book? – Lean Startup What CEO do you follow? – Elon Musk Favorite online tool? — Intercom Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – N/A Time Stamped Show Notes: 01:30 – Nathan introduces Rami to the show 02:03 – Appointlet is an appointment scheduling software 02:34 – Appointlet is a SaaS based business and makes money through subscriptions 02:40 – Appointlet has monthly and annually pricing depending on the team price 02:51 – Average monthly revenue per customer is $50 03:17 – Appointlet's pricing has been set since 2012 04:18 – Rami's co-founder was working for his previous company and saw the tedious process of appointment scheduling through different websites 05:17 – Rami saw his co-founder's thread in Reddit regarding his webapp and Rami replied to him 05:31 – Rami is from Lebanon and met his co-founder through Reddit 05:45 – Rami is in charge of marketing growth and his co-founder is in charge of the coding 06:20 – The Reddit thread 07:05 – Rami and Jared don't talk much about equity 07:30 – Rami didn't have any idea about equity and just focused on marketing 08:05 – Rami now has 25% of the company 08:27 – Appointlet has 1100 paying customers 08:55 – Rami had been working with Appointlet for a year when he realized he needed to be compensated 09:16 – First year revenue 10:19 – Average RPU 10:35 – Rami focuses on listening to customers and creating a flow that lets the customer feel that they are being taken cared of 11:08 – Startups grow through support 12:08 – Rami has integrated branding techniques 13:00 – "The lifetime value of a customer usually drives the lifetime value of a new customer as well" 14:00 – Gross customer churn 14:10 – Appointlet is doing paid, targeted, marketing campaigns 14:40 – Appointlet spent $2-3K on a marketing campaign 15:07 – LTV 15:30 – Appointlet just hired their first customer support manager 15:58 – Appointlet is currently looking for software developers located in USA 16:05 – Salary range 16:49 – Appointlet is bootstrapped 16:59 – Appointlet is not interested in raising funds until they need it 17:36 – Appointlet is currently cash flow positive 18:55 – The Famous Five 3 Key Points: Opportunities can now be found on the internet – just look for someone with whom you share the same passion. Working for free isn't that bad as long as you make yourself indispensable. The lifetime value of a customer usually drives the lifetime value of a new customer as well. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Manuel Opitz: He is currently the founder of Mecuris. Before founding the company as the CEO, he worked as a medical IP broker in innovation management and as a technology scout in China. He graduated in Industrial Engineering and he has taken a keen interest in optimizing healthcare process chains by digitalization and 3D printing. Famous Five: Favorite Book? – Thinking Fast and Slow What CEO do you follow? – N/A Favorite online tool? — Podio and Acuity Scheduling Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – "Don't try to do everything yourself" Time Stamped Show Notes: 01:37 – Nathan introduces Manuel to the show 02:14 – Mecuris is in B2B and medical technology 02:30 – Mecuris provides patient specific prosthetics using 3D printing 02:58 – Manuel discusses the picture on their website 03:19 – Mecuris can be reimbursed by the insurance companies 03:38 – Mecuris gets paid as the service provider for medical supply stores 03:51 – Mecuris uses SLS—which is more costly but lasts 04:25 – The smaller the prosthetics, the cheaper it is 04:50 – Manuel shares the pricing 05:25 – The price for Sophie's prosthetics 06:15 – Insurance companies have their own prices 06:55 – Average number of prosthetics that have been 3D printed in 2016 07:28 – Mecuris only had prototypes in 2016 07:45 – Mecuris had 2 seed investors in November 08:39 – Mecuris raised under a million 08:55 – Mecuris had a pre-seed round 09:37 – The 6 founders put in 5-digit numbers per person and received a pre-seed government round 10:12 – Manuel shares how the 6 founders talked about the equity 11:26 – The founders who are operational are the software lead and product designer 11:52 – There are a total of 11 people in the office 12:07 – Mecuris was launched in May, 2016 12:52 – Manuel wants to enter the international market after Series A 13:09 – Talks with big companies are in the works 13:40 – Mecuris can do prosthetics in just 10 minutes 14:04 – Manuel discusses Sophie's prosthetics and what would be her option would be if there was no Mecuris 15:15 – Mecuris can do simulation work with their prosthetics 17:30 – The Famous Five 3 Key Points: Aim high—if you believe that you can enter the international market then do it. Sharing equity requires a good system, defining how you can benefit from one another. Collaborate with the experts in your field. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Francisco Larrain who has been an entrepreneur for most of his life. He was born and raised in Chile and is the co-founder and CEO of Sudo. He founded a company called Zappedy – a payment technology company that was backed by Eric Schmidt and acquired by Groupon. More recently, he led a project engineering team of a hundred plus people for Groupon's local business. Now, he's working on enabling high quality work for corporations and their teams. The co-founder and head of product, Amit, is also joining Francisco in this podcast. Famous Five: Favorite Book? – High Output Management (Francisco) What CEO do you follow? – N/A (Amit) Favorite online tool? — Splunk and Github (Francisco) Do you get 8 hours of sleep?— No (Francisco) If you could let your 20-year old self, know one thing, what would it be? – Francisco would tell himself that all these people that you look up to are much more human than you think and he'd would love to have more confidence. Time Stamped Show Notes: 01:29 – Nathan introduces Francisco to the show 02:11 – Amit codes late at night 02:27 – Team of 9 people and they all code 03:00 – Francisco explains the hedge fund with trigger power 04:00 – Francisco likes the entrepreneurial side of the Valley 04:37 – Francisco has raised $3M 04:45 – Sudo wants to fix the broken CRM of enterprise 05:15 – There are system problems and software problems 05:25 – A time consuming software will lead to people not using it 06:17 – Francisco has experienced problems with CRM in Groupon 07:20 – Francisco shares their plan with Sudo, starting with expense management 07:45 – There's a free-form format in the CRM where people can update 08:10 – Francisco wants to flip everything around 09:17 – Sudo is on pre-revenue and private beta 09:56 – There are 5 pilot companies 10:10 – Sudo will possibly start with monthly subscription system and will move to an account based system 11:00 – The key features of Sudo allows people to add contacts and notes from their meetings 12:30 – Sudo is very sticky with the representatives 13:43 – The $3M seed round was an equity round 13:59 – Francisco shares who their investors are 15:00 – Why the valuation was easy for Francisco 16:00 – Francisco shared the acquisition of Groupon on Zappidy 17:37 – The valuation that was negotiated for Sudo in the seed round 19:50 – The Famous Five 3 Key Points: A time consuming software will lead to people not using it. The valuation is much easier if you've had a good exit before. We are all humans – even the ones in the highest positions that we look up to and respect. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Eric Berman: Since graduating from UCST, he's been a serial entrepreneur and business operator. He grew his first company to 400K and just missed out on going public. He has been a consultant for many other businesses and is now the CEO and founder of Brandetize, a full service, performance-based, marketing agency that partners with thought leaders such as Brian Tracy, Jack Canfield and many others. Famous Five: Favorite Book? – How to Win Friends and Influence Others What CEO do you follow? – Gary Vaynerchuk Favorite online tool? — Spark Hire Do you get 8 hours of sleep?— 7 and a half If you could let your 20-year old self, know one thing, what would it be? – "Continue to have an open mind, network as many people as you can and…follow your passions and be humble" Time Stamped Show Notes: 02:00 – Nathan introduces Eric to the show 02:33 – TheCollegeClub.com was Eric's first company 02:51 – It grew significantly 03:40 – The stock market crashed just before they become public in 2000 04:25 – They were burning $2M monthly with over 400 employees 05:46 – After the crash, Eric did some consulting 07:00 – They don't teach life skills in the educational system 07:18 – Eric approached Brian Tracy when Brian was struggling 08:00 – It was 2001, when Eric started working with Brian at no cost 08:16 – Eric shares the difference of Gary Vaynerchuk and Brian Tracy 09:08 – After working with Brian for more than 10 years, gurus are asking Eric if he can work for them 09:20 – Eric had a talk with Brian about him working with other gurus 10:00 – The brands that are going after Brandetize 10:40 – 2015 total revenue is close to $4M and 2016 is close to $5M 10:55 – 28 employees 11:16 – Brandetize doesn't have a MRR 12:30 – Eric predicts that Brendon Burchard will be the next Tony Robbins 12:56 – Brian Tracy brings the most revenue to Brandetize 13:50 – Eric shares their offer to the brands 16:10 – The Famous Five 3 Key Points: Have an open mind, be humble, and follow your passions. Even if you have a significant fall—this does not stop you from coming back. Offering your services for free can help you gain more in the end. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Matt Ekstrom. He's one of the founders of Prospectify and formerly co-founded HiringSolved. He's in-charge of all things revenue for Prospectify, which is a promising sales and intelligence platform. Famous Five: Favorite Book? – Sales Acceleration What CEO do you follow? – Gary Vaynerchuk Favorite online tool? — Google Search and HubSpot Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "I would have studied more about startups and being an entrepreneur" Time Stamped Show Notes: 01:30 – Nathan introduces Matt to the show 01:55 – Prospectify is a SaaS model 02:14 – Prospectify's long term goal is to be able to scale personalization from the sales standpoint 02:25 – Prospectify has monthly subscriptions 02:45 – Prospectify's pricing: 03:25 – The prices from the website are $40, $190, $490, and $975 03:33 – Average customer pay per month is $352 03:50 – Prospectify was launched in February 2016, and was in beta in January 2016 04:16 – Current number of customers is around 100 04:46 – MRR is over $20K 05:09 – Prospectify is based in Phoenix 05:20 – Prospectify just closed their first month 05:25 – It was in Angels and a million dollar round 05:45 – Matt shares why he decided on an equity round and not a convertible note 06:31 – Matt uses the trajectory to argue for higher valuation 07:29 – Prospectify is about to launch their company search which includes 12 million companies starting in the USA 08:10 – The people Prospectify has targeted 08:18 – Prospectify's customer base is diverse 08:45 – Annual customer churn 09:45 – Matt shares what he will do to keep customers paying and NOT cancel after receiving all the data 11:10 – Prospectify's top data sources 11:22 – Matt shares what they used to validate the concept of Prospectify 12:18 – Fixed cost per month for crawling 13:11 – Matt shares where to get credits 14:00 – Customer LTV 14:34 – Current team size 14:45 – Headcount expenses 16:30 – The Famous Five 3 Key Points: Keep people up to date—that way, they will keep on paying. Decide whether an equity round or convertible note will be most advantageous for you. Discern what is the right track and try to stay on it. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Wayne Silbermann. He has founded a number of startups from South Africa including one of the first world's music discovery services which was originally founded by Mark Shuttleworth. His most recent venture, Sortd, is a new email platform that's on a path to fundamentally changing the way people communicate and manage work. Sortd has ranked as the number 1 app for Gmail on Product Hunt. Famous Five: Favorite Book? – The Tipping Point What CEO do you follow? – N/A Favorite online tool? — WorkFlowy Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Wayne would tell himself that there's plenty of opportunities out there and you can pick and choose what you're passionate about Time Stamped Show Notes: 01:35 – Nathan introduces Wayne to the show 02:20 – Sortd transforms the Gmail interface into a more organized system to manage lists—similar to Trello for Gmail 02:50 – Wayne discovered that many people use the Gmail Inbox as a to-do list 03:29 – Sortd allows you to drag-and-drop your emails to your to-do lists 03:50 – Sortd is currently free 04:00 – Wayne shares how they are going to monetize Sortd according to agencies that use it 05:00 – Wayne has a number of ventures which are his sources of income 05:30 – The number of free users 05:45 – The behavior of active users 06:40 – Total capital which is self-funded 06:50 – The money goes to development 07:29 – Sortd works under Gmail and there's no need to add another app 08:05 – Why would people use Sortd? 09:00 – Sortd allows you to "communicate using email as a medium in the context of your priorities" 09:33 – It is like you're running two applications under 1 tab 10:11 – Sortd was in the chrome store since 2014 10:45 – Sortd has 3 full-time developers 11:16 – The revenue of the other business 11:40 – The funding environment in South Africa 12:48 – Wayne is looking to raise around a million dollars for Sortd 14:20 – The Famous Five 3 Key Points: Having a number of ventures can help you create a product that is dedicated to helping people. Email is one of the most used applications—that's why startups are finding ways to make life easier for email users. There are tons of opportunities out there—pick and choose what you're passionate about. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Daniel Araujo. He's the CEO at Attentive.US – a competitive intelligence platform that gives real-time information to teams that use SalesForce, Hubspot, Pipedrive or Full Contact. He's the next Googler, loves data visualization and all things technology. Famous Five: Favorite Book? – Peak What CEO do you follow? – Jeff Bezos Favorite online tool? — HubSpot Do you get 8 hours of sleep?— Roughly If you could let your 20-year old self, know one thing, what would it be? – Daniel would tell himself to learn as fast as he can Time Stamped Show Notes: 01:42 – Nathan introduces Daniel to the show 02:10 – Attentive is a SaaS platform that integrates with CRMs 02:20 – Attentive alway looks for information and updates in real-time 02:42 – Attentive offers monthly subscriptions and an additional setup fee for clients who want to use other CRMs 03:03 – Average customer pay per month 03:16 – The integration is a one-time fee and will depend on the client's preferences 03:55 – Attentive does track every person that is in your pipeline 04:40 – Every behavior of a lead notifies the user 05:00 – Daniel shares what their setup looks like 05:09 – The information that needs to be filled out for the setup are on the website 05:44 – There are clients who will give a list of companies they want to track 06:21 – Number of paying customers monthly 06:37 – Attentive just launched a new interface 07:00 – MRR 07:08 – Team size is 5 which includes a newly hired Head of Growth 08:00 – Attentive has raised $150K 08:12 – The first $100K was from a big VC in Portugal and the rest is from an advisor round 08:50 – There are key people who are helping build Attentive 09:00 – Initially, it was convertible note but everything is converted to equity now 09:19 – The valuation conversation with an Angel investor 10:05 – Daniel shares how he started raising Attentive's capital 10:28 – There are still people who are using Attentive's Slack bot for free 10:38 – The investors believe that Attentive could grow 10:58 – 10% of the company is for the investors, the rest belongs to the 3 founders of Attentive 11:17 – Daniel shares how the 3 founders split the rest of the company 11:40 – Daniel wants to move Attentive to the US because they want to compete in that market 12:10 – Daniel will focus on having an MRR of $5-10K before raising another round 12:40 – Valuation for Series A will depend on the metrics 13:50 – Attentive is trying to get on the Boulder acceleration program 15:20 – The Famous Five 3 Key Points: Believe in your product so that other people, too, will believe in it. Deciding the valuation for another raising depends on the MRR or the metrics. Learn as FAST as you can. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Eric Bouck. He's the CEO and founder of Propeller, a CRM that lets you sell from gmail. Prior to Propeller, Eric was the co-founder and CEO of Zigzag Software which was eventually sold to Samsung. He also spent some time working as a director for Samsung. He also worked as a Group Product Manager at Dell EMC and spent 4 years with this company. Famous Five: Favorite Book? – Inspired What CEO do you follow? – N/A Favorite online tool? — Webflow Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – "Marry the right person" Time Stamped Show Notes: 01:26 – Nathan introduces Eric to the show 02:05 – Propeller is the CRM that creates daily tools that salespeople can use to set their meetings, do their email and phone calls, share presentations and documents, and research etc. 02:31 – Propeller is a SaaS business and they have monthly and annual subscriptions 02:50 – Average revenue per customer monthly 02:54 –$50 per month 03:15 – How does Propeller win on a very crowded market? 03:24 – There's a lot of companies who try to make their own niche 03:42 – Propeller has a unique mix of deep integration with Gmail combined with the ability to do multiple step campaign 04:45 – Propeller is an all-in-one CRM – you won't be needing another product 05:10 – Propeller was launched September 1st 05:15 – Growth is 21% month over month 05:22 – A little over 50 customers at the moment 05:26 – Propeller is bootstrapped 05:39 – Eric got decent money from the exit 06:23 – No revenue churn at the moment 07:00 – Team size, they are also remote 07:36 – Eric is not open to acquisition talks at the moment 08:00 – The leading companies in the CRM space are Salesforce and Dynamics 08:35 – Pipeline and Hubspot are getting positive feedback as well 09:00 – Eric shares his opinion of Outreach 09:25 – Eric mentions Propeller having an AI 09:55 – The core differentiator of the products 10:04 – An example of how Propeller makes getting your emails done easier 11:00 – Nathan's acuity to batch schedule 11:20 – CRM pricing 11:42 – Deliver the VALUE 12:00 – Eric shares their vision as a company to make salespeople more effective 12:12 – Eric shares how he got their first 5 customers 12:46 – Eric has also spent for paid marketing 12:58 – LTV is $1500 13:30 – CAC LTV ratio 15:10 – The Famous Five 3 Key Points: If your market is crowded, you have to work HARDER to differentiate yourself. The value is not in losing sales or making more sales—the value is found in whether or not you provide an effective product. Don't live with regrets—it's gotten you to where you are now. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Manuel Silva. He's a partner at Santander InnoVenture. Prior to that, he was the founding member of BBVA Ventures which focused on lending, new platforms, financial inclusion, and private banking. He's worked across Latin America and Europe and holds a BA in Business Administration from CUNEF, a MSc in Political Science, and a MPhil in Development Economics. Famous Five: Favorite Book? – N/A What CEO do you follow? – Rob Frohwein Favorite online tool? — Crunchbase Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "There's so much to do in this world" Time Stamped Show Notes: 01:40 – Nathan introduces Manuel to the show 02:25 – Manuel is involved in all investments at Santander 03:10 – Manuel is separate from the Santander group 03:31 – Manuel facilitates the relationship across the banks 03:48 – The banks refer to the Santander's franchises all over the world 04:24 – Manuel shares how they worked with Kabbage 05:01 – "It's a successful investment, it's a successful partnership" 05:20 – Kabbage is the perfect example of how Santander wants to work 05:30 – The fund size for innoventure at Santander 06:45 – Manuel shares how Santander plays in the venture capital world 06:48 – Santander does equity investment only 08:05 – Santander works out the opportunities for the CEO and the company 08:55 – The companies in Santander's portfolio is not complete because there are still companies unannounced 10:00 – Manuel shares how they work in the round and in the FinTech space 10:03 – FinTech space has a level of maturity and density in entrepreneurship 11:00 – Companies that Santander have invested in are data driven 12:13 – Santander wants banks to partner with startups so that these companies can access the reach these banks have 14:30 – The Famous Five 3 Key Points: FinTech has the maturity to deal with the problems that come up in the industry—this sets them apart. Santander exists to bring together a partnership between banks and startups. Be focused in your task and goals as there's so much to do. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible and giving FREE money now from Nathan. Audible – Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Glen Coates. He's the co-founder and CEO of Handshake. It focuses on putting the right product on every shelf in every store. He goes between Sydney, San Diego and New York City. Famous Five: Favorite Book? – The Five Dysfunctions of a Team What CEO do you follow? – Dave Yarnold Favorite online tool? — Boomerang for Gmail Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – Glen wished he knew how intense running this company was going to be and to spend a lot more time making music and going surfing. Time Stamped Show Notes: 01:37 – Nathan introduces Glen to the show 02:15 – Handshake is about getting the right product on every shelf, in the world 03:30 – Handshake brings the Amazon-like buying and selling platform to businesses 03:55 – Handshake Rep is the mobile app used by sales reps who work for the brand 04:21 – Handshake Direct is the mobile and web-based ecommerce for B2B 05:00 – Handshake is a SaaS business and they sell to manufacturers and distributors 05:10 – Handshake's customers are the manufacturers, distributors, and their customers who log into Handshake 05:22 – Handshake has a similar model to Salesforce 05:40 – Glen started working with Handshake in 2010 and got their first customer in 2011 05:51 – First year revenue 06:16 – Average number of customers at the moment 06:51 – The pricing model is per seat per year for Handshake Rep, Handshake Direct is made-to-order 07:37 – Average customer pay per month 08:24 – December 2016: total average revenue range 09:35 – Handshake used to have monthly contracts 09:59 – Most of the contracts now are annual contracts 10:07 – Total capital raised is around $24M inclusive of Series B 10:29 – Series B closed in February 2016 10:40 – Handshake isn't in any acquisition talk 12:03 – What Glen and his team is building is grand in scale and requires a lot of hard work 12:44 – Team size and location 13:05 – Glen shares the number of people per team 14:10 – LTV 14:15 – "I don't think much about lifetime value" 16:51 – "I care about delivering 100% growth with a better payback period than I care about delivering 200% growth with like a terrible payback period" 17:05 – Handshake growth is 100% annual 17:30 – Glen shares the flagged payback period in VC communities 18:48 – Glen is currently burning close to $500K a month 18:56 – Glen thinks that it should take at least 6 months before having to raise again 19:50 – Glen usually raises for a couple of years and each time he raises gives them 2 years of runway 20:15 – Gross annual customer churn 20:30 – Churn has come down when they shifted their market 21:25 – Glen shares what they did to combat high monthly churn 22:38 – Handshake always has a negative revenue churn 23:30 – Glen wouldn't sell Handshake for Nathan's sample offer 25:10 – The Famous Five 3 Key Points: It's difficult to create a SaaS that is web-based and mobile-based – it takes hard work. Delivering 100% growth with a better payback period is better than delivering 200% growth with a terrible payback period. Raising usually takes 6 months and it is the CEO's responsibility to decide how he can leverage each raise. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Josh Muccio: He's the host of The Pitch Podcast and he recently launched Season 2 on January 11th. Before The Pitch Podcast, he was the founder of iHeart Repair, which he sold in 2014. He is a father of 2, soon to be 3. Josh is 29 and he loves the tech world. He's in Florida and loves skiing and takes 2 ski trips every winter. Famous Five: Favorite Book? – The Slight Edge What CEO do you follow? – Nicholas Quah Favorite online tool? — Slack and Google Drive Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – "To create more stuff and just put it out there" Time Stamped Show Notes: 01:38 – Nathan introduces Josh to the show 02:35 – The Pitch Podcast is similar to the TV show SharkTank 02:53 – Season 2 is where investments happen on air 03:05 – Josh shares why Season 1 of The Pitch Podcast was challenging 03:40 – Sheel is Josh's co-host 04:09 – Josh discusses iHeart Repair 05:20 – iHeart Repair was sold in 2014 05:25 – Revenue was around $750K annually 05:59 – Josh just didn't see his future with iHeart Repair 06:25 – Josh had a broker who helped him with the exit 06:43 – MTechRepair bought iHeart Repair 07:12 – Josh did the Wordpress site for iHeart Repair 07:35 – Josh installed Woocommerce in iHeart Repair's site 08:30 – Josh shares what happened after the exit 08:50 – Josh shares how he met Sheel 09:10 – Josh had a dream that he was going to have a podcast 09:30 – Josh shares how he met Spencer Handly of Blab 09:52 – The start of the daily hunt 10:45 – Josh shares how Sheel approached him 11:25 – The advertisers in the podcast are the main revenue stream 12:00 – Nathan asks Josh for his feedback regarding promoting his product 12:49 – Josh plans to stay in their business model 12:54 – Average revenue for Season 1 of The Pitch Podcast 13:11 – Season 2 pre-sold revenue 13:30 – There are 2 advertisers per show 14:15 – 250K total downloads for Season 1 14:42 – The idea of Season 2 15:13 – The amount Josh spent on his Facebook ad trial 15:31 – Press is the most successful growth channel for The Pitch Podcast 16:07 – If Season 2 flops, Josh would stop the podcast 16:25 – Nathan makes an offer to Josh 18:51 – The Famous Five 3 Key Points: The services market is tedious and requires a thorough study. If you don't see your future in it – put an END to it. Do NOT hesitate to create more and put it out there. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket The Pitch Podcast – Josh's Podcast iHeart Repair – Josh's previous company MTechRepair – The company that purchased iHeartRepair Woocommerce – Josh installed this program into iHeartRepair Show Notes provided by Mallard Creatives

Gal Har-Zvi: He's a passionate entrepreneur who lives and breathes B2B sales, marketing, and everything in between. He's one of the founders of Valueshine Ventures, the technology holdings company and a successful online marketer for various software categories and verticals. He's currently the CEO and founder of the company called Unomy. Famous Five: Favorite Book? – Pitch Anything What CEO do you follow? – N/A Favorite online tool? — Calendly, ZoomUS, Yesware, SalesLoft, Boomerang Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "Just do whatever you love and are passionate about and everything will be good" Time Stamped Show Notes: 01:42 – Nathan introduces Gal to the show 02:14 – Unomy provides sales intelligence solutions 02:27 – Unomy makes money by selling annual subscriptions 02:40 – Unomy was launched in 2014 02:53 – Raised capital after 6 months 03:00 – Launched the current version focused on enterprise sales a year ago 03:25 – First year revenue 04:05 – Unomy currently changed their business model because the first one was not successful 04:21 – 2015 revenue 04:36 – 2016 revenue goal 05:03 – Unomy currently has mid-market businesses, but gradually switching to larger accounts 05:36 – Average customer pay annually 05:49 – Average number of current customers 05:58 – Unomy has currently raised capital 06:08 – Unomy did a seed round and a few convertible notes 06:18 – Unomy is going to raise a Series A 06:39 – Gal shares why they are raising capital 06:56 – Unomy's competitors are raising capital as well 07:21 – Unomy will probably raise $5-6M 07:40 – Unomy's valuation 08:33 – In any round, a founder should expect to lose anywhere between 25-35% of their company 09:17 – Gal and Nathan discuss what an average deal is 09:45 – There are a lot of VCs in Israel 10:20 – Unomy has 3 branches 10:48 – Team size is 24 10:56 – Gross annual churn 11:35 – Customer's LTV 12:02 – CAC 13:20 – Number of companies in Unomy's database 13:58 – Gal shares what makes them better than their competitors 15:00 – Unomy has a variety of categories 15:30 – Unomy was founded to help sales companies, not investors 16:06 – Unomy uses more sources than others 17:19 – Unomy has a guarantee and if you get a bounce email, you can get your money back 17:38 – Unomy does real-time verification 19:10 – The Famous Five 3 Key Points: In any round, a founder should expect to lose anywhere between 25-35% of their company. A company should focus on why it was founded in the first place. Do what you love and are passionate about and the rest will take care of itself. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Eric Boggs: He's the CEO at RevBoss – a sales prospecting SaaS company. RevBoss helps B2B sales teams grow pipelines and win more customers. Prior to RevBoss, he was the founder and CEO at Argyle Social and was a one-man sales team at Bronto Software. Eric is in North Carolina with his wife and 3 small children. Famous Five: Favorite Book? – The Hard Things About Hard Things What CEO do you follow? – Matt Williamson Favorite online tool? – Stripe Do you get 8 hours of sleep? – No If you could let your 20-year old self, know one thing, what would it be? – "To not worry so much about the long term—that things just have a way of working themselves out" Time Stamped Show Notes: 01:35 – Nathan introduces Eric to the show 02:10 – Eric shares what happened to Argyle 02:42 – Argyle raised $1.5M 03:52 – Argyle's buyers 05:32 – Eric was only 22 when joined he Bronto 05:39 – Eric was a one-man sales team for 2 and half years 06:32 – Eric went to business school after Bronto 07:05 – Bronto is now an Oracle company 07:12 – RevBoss is a SaaS company that helps B2B seller relations find more prospects and win more customers 07:45 – In between the Argyle wind down and RevBoss, Eric was a consultant for a year 08:20 – RevBoss' competitors 09:20 – RevBoss started as a services company and launched in September 2016 09:47 – Building a services business is easy, growing it is hard and turning it into a SaaS business is much harder 10:26 – Eric shares the weird things he encounters in the business 11:07 – "We're cannibalizing ourselves a little bit" in the short term, in regards to services revenue vs. recurring Saas revenue 12:12 – Average customer pay per month 12:28 – Weighted MRR 12:39 – RevBoss raised a seed round for $1.1M 13:45 – Eric sold 20% of the business for $1.1M 14:50 – Total 2015 revenue 15:01 – Team size and location 15:41 – Projected LTV 16:27 – CAC 16:34 – All inbound sales 17:20 – Gross churn 17:59 – Eric plans for the worst after his experience with Argyle 19:50 – The Famous Five 3 Key Points: Recurring SaaS revenue will beat out services revenue in the long run. Your worst experiences are your greatest teachers. Don't worry too much about the long term—things just have a way of working themselves out. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Episode 543 Summary: In Episode #543, Nathan interviews Andrei Breaz. He's the founder and CEO of Bant.io which is a B2B leads company. Before that, he was the founder of Keptify, which was acquired by Well Investments. He also worked as the CTO of Harty Hanks and is highly experienced in the B2B sales space. Famous Five: Favorite Book? – Think and Grow Rich What CEO do you follow? – Anthony Robbins and Elon Musk Favorite online tool? — Trello Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Andrei wished he would have caught the entrepreneurial bug sooner Time Stamped Show Notes: 01:50 – Nathan introduces Andrei to the show 02:25 – Bant initiates conversations for companies with their ideal prospects 03:10 – Bant is a service model and not a SaaS model 03:47 – Bant is on the prospecting and lead generation stage 04:05 – Bant doesn't sell data 04:10 – Bant uses the data they generate using their own software 04:35 – The distinct data points that Bant uses 05:10 – Average customer pay per month is $1200 05:39 – The price reflects a medium plan which is a customized plan 05:44 – There's 100% money-back guarantee 06:00 – Andrei shares their definition of a hot lead 07:13 – Bant was launched in early 2015 07:30 – Bant is self-funded 08:00 – Number of current customers 09:08 – MRR 09:30 – Andrei is aiming for $1.5M next year 09:34 – 2015 total revenue 10:10 – Bant's actual clients 10:25 – Most are SMBs 10:50 – Team size and location 11:10 – Bant gets their customers from referrals and word of mouth 11:30 – Bant ran a $ 200 adword campaign when they started 11:41 – Andrei shares Bant's process 12:28 – LTV 12:55 – Bant's CAC is marginal 13:10 – No sales team, but there are account managers 14:18 – Monthly gross customer churn 15:10 – Bant has their own database and has researchers who validate their leads 15:55 – 8 contractors on research 16:03 – 3rd party data apps that Bant is using including Builtwith 16:50 – Andrei shares LinkedIn as one of their main data sources 17:15 – Andrei shares his thoughts regarding LinkedIn being acquired by Microsoft 18:55 – The Famous Five 3 Key Points: Do NOT rely on just one large source of data, have a variety of sources. Businesses can spend less time hiring the right people if they go through right channels providing the right prospects. Once the entrepreneurial bug bites you—just go for it. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Conor Lee, founder and CEO of HipLead. The company helps leading B2B companies scale their outbound sales with high quality lead generation outbound campaigns. Before founding HipLead, Conor founded several other companies including TellFi which was in the Y Combinator, Winter 2011 batch. Prior to that, he worked as a lobbyist in statewide political campaigns. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Elon Musk Favorite online tool? – Zapier Do you get 8 hours of sleep? – No If you could let your 20-year old self, know one thing, what would it be? – Conor wished he had spent more time in tech than in politics Time Stamped Show Notes: 01:30 – Nathan introduces Conor to the show 02:07 – Conor shares what happened to TellFi 02:58 – Conor had a co-founder who wanted to keep it going 03:19 – Conor shares how the exit happened 04:10 – HipLead helps companies scale their outbound sales 04:35 – HipLead's pricing 04:55 – Current number of customers is 30 05:18 – HipLead was launched in 2013 05:30 – Conor is the solo founder, but he had a co-founder for awhile 06:25 – Conor has the majority of the shares of the company 07:35 – Conor and Nathan discuss cap tables 08:00 – Conor hired a lawyer for his legal documents 08:17 – Use the startup attorneys 08:31 – HipLead is bootstrapped 08:50 – HipLead's loan 09:20 – Conor shares why he got the loan 10:00 – Conor shares how the loan works 11:30 – The type of loan is only for specific companies 12:00 – The company name that provides the loan is Lighter Capital and it is based in Seattle 12:21 – Annual customer churn: less than 15% 12:58 – CAC 13:09 – Customer's LTV 14:15 – First year revenue 15:40 – 2015 revenue: $900,000 15:50 – Current ARR 15:59 – Conor is also looking into raising capital 16:10 – Team size of 16 16:29 – Team location is in San Francisco and other remote locations 18:35 – The Famous Five 3 Key Points: We need to be more open about exits—there are times where you just have to pull the plug. If you need funds and do not want to share equity, try a bank loan. Make sure your legal documents are in order, especially in the case of a split from your co-founder. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Spencer Farber. He is the CEO and founder of Cliently and he's been in the industry for 10+ years working across many spaces. He discovered one thing—the constant pain for companies is to define creative ways to generate leads and THAT is what he's trying to solve with Cliently. Famous Five: Favorite Book? – Marc Benioff's books What CEO do you follow? – Mikita Mikado Favorite online tool? — Trello Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – People are going to throw curveballs and you just need to understand how to deal with them Time Stamped Show Notes: 01:42 – Nathan introduces Spencer to the show 02:12 – Cliently helps a client engage with prospects 02:23 – A lead is only valuable if you're able to do something with it 02:33 – Cliently is a SaaS model 02:40 – Cliently's subscription plans starts at $99 to $599 a month 02:50 – Average RPU 03:18 – There are clients who pay annually 03:45 – They currently have 70-80 customers 04:02 – Cliently is bootstrapped with $30K and friends and family with $75K 04:22 – Cliently was launched in February 2016 05:00 – Spencer shares about a client in Australia and how they are using Cliently 05:20 – The client is BigReviewTV 05:28 – Cliently creates custom campaigns for them 06:10 – "We are not trying to be a CRM but we are trying to put the pieces together that are essentially going to help engagement" 06:45 – Cliently is using different APIs 07:00 – Spencer is looking to partner with Bond.co in the future 07:21 – Spencer shares how Cliently is going to beat the "other guys" in their space 08:12 - Spencer wanted to raise capital 08:54 – Cliently is using multiple sources for their leads 09:49 – Cliently's target MRR 09:58 – Spencer would raise $500K on an equity round 10:30 – Spencer would give up 10-15% to get the target MRR 11:06 – Spencer shares how Cliently's system is unique 11:34 – Team size 12:05 – Gross customer churn 13:05 – Team location 15:00 – The Famous Five 17:18 – Connect with Spencer through email 3 Key Points: A lead is only valuable if you're able to do something with it. Stand out in your space—give your client more reasons to stick with you. If you have a dream, pursue it. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket [email protected] – Spencer's email address Show Notes provided by Mallard Creatives

Darren Pierce. He's the founder and CEO of eTailInsights. Prior to launching the business, he has spent many years working with B2B companies specializing in leadership, strategic development, client relationships, and maximizing revenue growth. Darren was the Director of Sales for First Research which was acquired by Hoover. Darren helped Bronto Software accelerate their revenue market share to become the leading email service provider in the ecommerce industry. He's a graduate of The Walker College of Business at Appalachian State University with 2 BSBAs in Management and Marketing. Famous Five: Favorite Book? – The Hockey Stick Principles What CEO do you follow? – N/A Favorite online tool? — Buffer Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Darren wished that his 20-year old self could have been more patient Time Stamped Show Notes: 01:50 – Nathan introduces Darren to the show 02:35 – Darren didn't want to leave Bronto Software, but he came up with the eTailInsights' idea and couldn't let it pass 02:53 – Darren joined Bronto, in 2008, to help sell their email marketing and make offers to online retailers 03:25 – One of the early problems in Bronto was how to find the companies/retailers 03:47 – eTailInsights is a database that indexed the e commerce companies 04:03 – eTailInsights is a SaaS business 04:10 – Average MRR/ARR 04:43 – The pay is manual upfront 04:48 – eTailInsights was launched in 2011 04:51 – Total 2015 revenue 05:15 – 2016 goal 05:50 – Average MRR 06:18 – Average churn is adjusted 06:50 – CAC 07:29 - eTailInsights' average pay per click 07:48 – LTV 08:25 – eTailInsights has been tracking hundreds of thousands of retailer globally 08:36 – eTailInsights will start indexing next year 08:58 – Number of current companies is 3000 09:09 – The three biggest competitors of eTailInsights 10:08 – Exit is not Darren's priority at the moment 10:16 – Darren's dream number is $100M 11:18 – Darren wants to know how far his business can go 11:30 – eTailInsights is completely bootstrapped and they have $100K in it 12:06 – Current head count 12:20 – Average compensation 12:36 – eTailInsights' location 12:52 – eTailInsights sourced their own data and they built their own tech 14:38 – The Famous Five 3 Key Points: When you become predictable, you lose SO much leverage. If the idea of a business strikes you, go with that passion and just do it. Be patient—it takes patience to be a successful entrepreneur. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

James and Larry of Nexd.io. James is the founder and the Chief Stratgey Officer of Next.io and has previously worked with IBM, Socialware, SailPoint Techologies. He has studied at Berkeley and now builds softwares that help people everyday. Larry is the President and CEO of Nexd and is highly experienced in leadership and operations. Famous Five: Favorite Book? – Peopleware (James) What CEO do you follow? – Jeff Miller (Larry) Favorite online tool? — Clearbit (James) Do you get 8 hours of sleep?— Yes (Larry) If you could let your 20-year old self, know one thing, what would it be? – James wished he built a network. Larry would tell himself that the most important thing is execution. Time Stamped Show Notes: 01:42 – Nathan introduces James and Larry to the show 02:10 – Larry just joined Nexd and he's the new CEO 02:26 – Larry helps James build a business around the idea 02:34 – Larry's background is multiple CEO 03:35 – James shares why he brought Larry in 03:59 – Nexd was founded 14 months ago 05:23 – Nexd's space is analytics 05:45 – Nexd analyzes which emails are effective 05:55 – Nexd is currently on pre-revenue 06:00 – Nexd raised a million dollars on a seed round 06:10 – It is a convertible note 06:12 – Nexd did 2 convertible notes 07:10 – Larry discusses what he thinks about CEOs and founders not being on good terms in a company 07:20 – Larry has been an advisor to VCs 07:30 – Larry shares his advice to entrepreneurs 07:56 – Founders and CEOs should agree on who is going to drive the steering wheel 08:43 – Larry shares how he and James would represent the company in a sample article with TechCrunch 09:15 – Larry shares how they would resolve a possible disagreement in a seed round 10:17 – It was James' own decision to get a CEO 10:48 – On the technical side, there is another co-founder 11:10 – "What Nexd is doing is going to be a game changer" 11:32 – Nexd targets sales manager and sales reps 12:58 – James and his co founder's background is enterprise integration problems 13:20 – "We're trying to be a system of engagement for multiples systems of work" 13:43 – Target for Series A is $6-7M 14:08 – A minimal viable product is needed to step forward—a pilot that has been tested 15:50 – Nexd is not interested on a quick exit and they are going to be the next great company 17:50 – The Famous Five 3 Key Points: Choose someone who can do something you're not good at and who you respect. Founders and CEOs should agree on who's going to drive the steering wheel – if issues come up, own your mistakes and deal with it. You need a minimal viable product with validation from potential customers to move forward with your business. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Justin McGill. He's an entrepreneur and owned a startup in 2008 when he started a digital agency. After he scaled that out, he launched LeadFuze – a B2B lead generation platform. He's also the co-host of Zero to Scale Podcast which gives us a behind the scenes look at growing a startup with 200K per month in MRR. Famous Five: Favorite Book? – The Ultimate Sales Machine What CEO do you follow? – Elon Musk Favorite online tool? — ZenPayroll which is now Gusto and bench.co Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Justin would've told himself that entrepreneurship was a path in life he could take Time Stamped Show Notes: 01:50 – Nathan introduces Justin to the show 02:15 – LeadFuze is a software platform 02:21 – LeadFuze allows to you to search for contact information and automate the outreach to ideal and prospective customers—turning them into possible sales opportunities 02:35 – LeadFuze is a subscription-based company 02:55 – Average MRR is $175 03:08 – Early stage companies are using LeadFuze 03:25 – Average number of customers 03:45 – LeadFuze started off completely bootstrapped and had a small raise of $150K 03:56 – Two of three investors are Rob Walling of Drip and David Hauser of Grasshopper 04:26 – Justin shares why he decided to take capital 04:43 – Justin did a small equity round 06:10 – If you're trying to grow your sales, LeadFuze can help you 06:43 – LeadFuze is web-based 07:00 – LeadFuze wants to focus exclusively on lead generation 07:24 – LeadFuze is a software with a service 08:14 – Gross customer churn and revenue churn 08:35 – "Customers stay for 6 months or so" 09:15 – Why not just charge $175 upfront? 09:31 – LeadFuze is currently a product company without engineering help 09:47 – Justin is trying to look for a CTO 10:58 – Justin shares why his CTO left 11:57 – Current team size on remote 12:18 – About to open an office in Phoenix, AZ 12:30 – LeadFuze has 3 co-founders, one who was Justin's sales coach 13:55 – CAC 14:05 – Around $300 14:28 – Justin invested in content and that is what driving the signups at the moment 14:50 – LeadFuze offers 20 leads for free 15:02 – 8.5% of the signups convert from free trial to paid 15:10 – Free trial doesn't require a credit card 15:40 – Total 2015 revenue 15:50 - LeadFuze started totally free 16:11 – Average total cash flow by the end of 2015 is around $250K 16:45 – Some of the sources where LeadFuze pulls data are from ClearBit, Full Contact, and Tower Data 17:23 – Hit Justin up on Twitter 18:55 – The Famous Five 3 Key Points: As a startup, the pay-as-you-go model may be more beneficial than subscription plans. Entrepreneurs need to be more open about their people leaving. Don't waste time and TAKE the leap as early as you can. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket ClearBit, Full Contact, and Tower Data Where LeadFuze pulls its data @Jus10McGill – Justin's Twitter handle Show Notes provided by Mallard Creatives

Mark Godley. He has held leadership positions at technology companies of all different sizes from pre-revenue to publicly traded. He's best known for driving revenue and outpacing industry growth while rejecting herd mentality. Outside of work, Mark finds time daily to read, work-out, and cook—all the while, being an engaged father, spouse, and citizen. Famous Five: Favorite Book? – The Devil in the White City What CEO do you follow? – Henry Schuck and Yonatan Stern Favorite online tool? — Flipboard, Stitcher, GaggleAMP and Lead Forensics Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "Living below your means gives you tons of options. Think about the life you want at age 50 and work backwards. We're running a marathon not a sprint, and it takes planning, sacrifice and resilience and then, don't define success and happiness by your paycheck" Time Stamped Show Notes: 01:42 – Nathan introduces Mark to the show 02:25 – HG Data is in a competitive and intelligent space 02:35 – HG Data build data sets, used by sales and marketing teams, to do precision targeting at scale 03:05 – The founder founded HG Data in 2012 after an exit 03:43 – Mark is the Chief Revenue Officer (CRO) at HG Data 04:02 – Mark handles all the market phasing for the company 04:31 – When HG Data was founded it served the enterprise space 04:49 – Last year is when they started to go down market 04:58 – Number of enterprise clients is 15-20 with 6-figure ARR 05:15 – HG Data had traditional customers, as well, that totaled 50 05:58 – HG Data transitioned from a data company to a product company 06:12 – Total ASP 06:50 – HG Data wants to increase the customer base, but lower the RPU 07:56 – HG Data created a use-space specific databases 08:19 – HG Data tries to keep the balance of enterprise and down market pricing 08:34 – 50% of the revenue is from direct clients and 50% is from the partners 09:22 – Mark shares what he is worried about in regards to their target 10:09 – Mark shares how their partners use their data 10:55 – Average pay per user annually 12:05 – There are 10-50 OEMs in the customer base 12:37 – Average number of customers 13:00 – Mark only follows ARR and not MRR 13:27 – Mark shares that they are focused on building the new space—they are currently spending and losing money by design, but hoping for a positive cash flow 14:00 – Gross annual customer churn is less than 10% 14:30 – "We've had one 6-figure churn in the last 4 years" 14:40 – CAC 15:23 – "We're looking for a more high-velocity sales model" 16:13 – The company is based in Santa Barbara, where they have 80 employees 16:42 – Connect with Mark through Twitter and LinkedIn 18:40 – The Famous Five 3 Key Points: "We're running a marathon, not a sprint, and it takes planning, sacrifice, and resilience." Be mindful of your partners BEFORE making decisions. Live without regrets. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket @Mgodley21 – Mark's Twitter handle LinkedIn – Mark's LinkedIn account Show Notes provided by Mallard Creatives

Dominik Vacikar. He is currently an Associate at Hummingbird VC, but was previously the co-founder of Spaceship and some other startups, including Growth at Nestpick. Listen as Dominik gives us an inside look at the workings of Spaceship and why he was chosen by Hummingbird for a very specific task. Famous Five: Favorite Book? – Zero to One What CEO do you follow? – N/A Favorite online tool? — Stripe Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Dominik wishes he wasn't so hard on himself, so long as he was progressing Time Stamped Show Notes: 01:35 – Nathan introduces Dominik to the show 02:00 – Spaceship started as a side project when Dominik had their lead generation tool in social media 03:02 – Dominik shares how Spaceship works 03:18 – Spaceship searches your entire target audience and provides you with prospect data 03:35 – Spaceship is pay-as-you go 03:51 – 10% of Spaceship's customers are on a monthly plan 04:10 – Spaceship was launched in October 2015 04:30 – 2015 revenue 04:55 – Current total revenue 05:12 – Dominik shares why he turned to Hummingbird 06:33 – Spaceship was bootstrapped 06:52 – Spaceship's current team size 07:20 – Dominik has been with Hummingbird for 2 months 07:30 – Hummingbird wants Dominik to build a radar for startups 07:54 – The radar will track interesting companies and identify them 08:29 – Dominik shares how their product is different from Crunchbase 09:31 – Dominik shares the variables they use to identify the startups 10:30 – The current biggest problem is updating the data as frequently as possible 11:45 – Hummingbird is good at identifying the funders' DNA 12:08 – Hummingbird's main area of expertise 13:00 – Hummingbird might be interested in a Series A 13:21 – Hummingbird's ARR target 14:05 – Nathan asks Dominik about Spaceship's founder 14:37 – Dominik is active on Twitter and LinkedIn 16:10 – The Famous Five 3 Key Points: Growth comes in many forms—sometimes from within your own company or from the help of others. Develop your expertise by drawing knowledge from other fields and markets. Your progress determines your future and YOU set the pace. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket @chichikid – Dominik's Twitter handle LinkedIn – Dominik's LinkedIn account Show Notes provided by Mallard Creatives

Darian Shirazi. He's the CEO and co-founder of Radius. He was an early employee at Facebook and worked on the" Sell Your Item" Team at eBay. He's founded, invested, and advised many successful technology companies. Prior to starting Radius, Darian studied Computer Science and Philosophy at UC Berkeley. He's also a prominent keen speaker at Top of Technology Innovation. Famous Five: Favorite Book? – The Essays of Warren Buffet What CEO do you follow? – Marc Benioff Favorite online tool? — Yesware Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "How much harder building the business is than you originally thought and how once you get to scale how amazing it feels." Time Stamped Show Notes: 01:42 – Nathan introduces Darian to the show 02:15 – Darian shares about his time with Facebook 02:30 – Darian's favorite project on Facebook was Facelift 02:45 – Darian shares what he thinks of Mark Zuckerberg 03:30 – Darian can't think of a time when Mark was at odds with another team member 03:58 – Radius is about growing pipelines for B2B marketers 04:08 – The customers are typically enterprise and mid-market businesses 04:15 – Radius fixes data 04:30 – Radius' services 04:48 – The whole foundation of the product starts with the Radius business graph 05:17 – Darian shares how they help the client 05:40 – Darian shares how Radius is different with CB Insights 05:50 – Radius' data is powered by their customers which allows them to access their CRMs 06:20 – The activity data allows Radius to improve their data 06:50 – Radius doesn't rely on publicly available data 07:30 – Radius was founded in 2011 and launched in 2013 08:00 – Average number of customers 08:30 – It is not really a seat model 09:10 – Radius has a used cased expansion 09:41 – Team size is currently 150 people 10:00 – Radius has currently raised $100M 10:25 – Radius still has a lot of net capital left 10:42 – Radius' retention for enterprise customers is around 93% 10:50 – Gross monthly customer churn 11:24 – Darian shares what drives their revenue 11:48 – Radius's implementation day is only 18 days so customers see the value quickly 12:11 – Radius' pricing 12:23 – ACV 13:00 – First year revenue 13:25 – Darian has 2 co-founders 14:07 – Radius requires a team 14:28 – Darian hired people from enterprise companies 15:00 – Darian shares Radius's CAC to LTV ratio 15:36 – Radius's sales cycle 15:52 – "Customer trust is our number one value" 16:50 – It is difficult to measure CAC to LTV when enterprise companies rely on big events for marketing 17:53 – Radius's growth rate 19:14 – Radius' marketing budget 19:29 – The amount Radius spends on Dreamforce 20:27 – Dreamforce is an incredible way to grow a pipe 20:40 – Is Radius going to be the next Benioff's acquisition? 21:48 – Darian shares how Microsoft has been an incredible partner for Radius 22:36 – The last funding 23:05 – Darian discusses Radius' future 23:40 – Follow Darian at Twitter and email him 25:35 – The Famous Five 3 Key Points: It takes a great team to create a great product. Take what you've learned from your last employer, be grateful for it, and leave graciously. Acquisition requires planning, an exchange of ideas, and thorough researching. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket [email protected] – Darian's email address @Darian314 – Darian's Twitter handle Show Notes provided by Mallard Creatives

Tim Saumet. He is the CTO of the company called Tilkee – a SaaS solution software for business proposals, follow ups, and sales process tracking. It is a super hot space. Before that, he was involved with OXFOC Technologies as the CEO. He is also a Manager of General Services in another company and a Project Manager at Travel Due. Famous Five: Favorite Book? –100 Conseils Pratiques Pour Couler sa Boite What CEO do you follow? – Bruno Bonnell and Elon Musk Favorite online tool? — Zapier Do you get 8 hours of sleep?— "Yes" for Kate and "No" for Tim If you could let your 20-year old self, know one thing, what would it be? – Tim would have focused more on personal development Time Stamped Show Notes: 01:37 – Nathan introduces Tim to the show 02:13 – Kate is developing the European market 02:30 – Tim used to be a salesman and it was difficult for him 03:03 – Tilkee is a simple SaaS software to analyze a prospect's behavior 03:30 – Tilkee works with any kind of document 03:50 – Tilkee started as a side project 3 and a half years ago 05:00 – First year revenue was $20K 05:15 – Tilkee is currently serving 800 customers 05:41 – Average customer pay per month 06:20 – December 2015 MRR 07:30 – Tim started with small companies, then progressed to enterprise companies 08:05 – Tim pivoted the product and customer base 08:12 – Tim raised, 2 years ago, a million and a half dollars 08:34 – Tim is thinking of raising more next year 09:08 – Tim won't go to a typical Series A round 09:35 – Employees have a part of the equity 10:15 – Tim wants a raise, but would still want more than 50% of the company 10:37 – Typical valuation in Europe 11:15 – Gross monthly customer churn 12:00 – Kate shares how they find their enterprise deals 13:22 – Tilkee is not doing an e-signature but a u-sign from the European market 14:14 – A customer lifetime value 14:45 – Average CAC 15:45 – Tilkee has an advertisement in one of the biggest French radio stations 16:20 – Current team size is 20 and 15 from them are salespeople 16:42 – Tim shares the stack they have built Tilkee on 17:15 – Kate is currently using Pipedrive to drive Sales 18:35 – Find Tilkee on Twitter and Facebook 20:19 – The Famous Five 3 Key Points: You CAN solve your own problems—you just need to do the work of finding solutions. Raising capital is always an option to take that next step forward for your business. Meditation is a great avenue for personal development. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan kept his Macbook Air 11" secure even when he left it at the airplane's back seat pocket @TilkeeUs – Tilkee's Twitter handle Facebook – Tilkee's Facebook account Show Notes provided by Mallard Creatives

Steve Richard whose mission in life is to help as many sales professionals as possible to become wildly successful. He has been featured in numerous publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and people-watching. He's from Arlington, VA, with his wife Ellen and their 4 kids all under the age of 7. Famous Five: Favorite Book? – RSVP Selling What CEO do you follow? – Tony Bates Favorite online tool? — Owler Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "You got to start with the technology company in the beginning because you're going to create much more impact on people's lives" Time Stamped Show Notes: 01:58 – Nathan introduces Steve to the show 02:45 – Steve shares the idea of ExecVision 03:17 – ExecVision is a SaaS business 03:20 – There are 50 organizations who are currently using ExecVision 03:34 – ExecVision allows you to access, analyze, and share call records 04:20 – Average pay per user per year and how it ranges per sales person 04:54 – Average MRR 05:24 – Sales professionals love ExecVision 06:04 – ExecVision has coaching requests for their customers 06:37 – Every month there's a high volume of requests for coaching 07:13 – ExecVision has voice recognition 07:52 – Richard shares how their customers find valuable keywords in ExecVision 09:15 – Richard was running Vorsight before ExecVision 09:50 – People pay per meeting 10:02 – Richard used the profitability of Vorsight to fund ExecVision 10:15 – Richard has raised capital for ExecVision 10:58 – Richard shares what drives them 11:38 – They have raised around $1M 11:50 – Richard acquired ExecVision in April, 2015 12:07 – None of the original people from ExecVision are still working with the company, but they have equity 12:26 – Retention is 90% annually 13:38 – CAC 14:42 – Total head count is 15 14:55 – ExecVision is based in Arlington, Virginia 15:27 – First year revenue 16:08 – Connect with Richard through Call Camp 18:30 – The Famous Five 3 Key Points: Use your stress to CREATE an idea to relieve that stress. Sales professionals who analyze and assess feedback well WILL improve in their field. Make something that adds value to people's lives. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Call Camp – Steve's Call Camp Movement website Show Notes provided by Mallard Creatives

Alex Babin. He's a serial entrepreneur who has more than 10 years of expertise in innovation, product development and artificial intelligence. He started his first hybrid vehicle company at the age of 24 funded by DFJ. He also founded an interactive video software company. Now, he's running an artificial intelligence, communication startup which is building a device-centric, secured, corporate email client called Zero. Famous Five: Favorite Book? – Steve Jobs What CEO do you follow? – Mark Daniels Favorite online tool? — HubSpot Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "Trust your intuition" Time Stamped Show Notes: 01:45 – Nathan introduces Alex to the show 02:23 – Alex loves listening to podcasts 02:53 – Zero is currently on pre-revenue, but they have a list of pre-sales 03:12 – Zero is focused on the corporate market 03:28 – Zero helps people be more productive with the help of AI 03:38 – Zero charges per user per month on the corporate market 03:48 – Zero was launched 2 years ago, was in self-mode for 1 year, and launched the first version a year ago 04:00 – Zero had a seed round, in May, from angel investors 04:41 – Zero has 3 founders and a total of 6 on the team 05:19 – The one who will win the space in the market is the one who will penetrate the market with the most convenient product for the customer 05:33 – Customers don't want to change anything – they have strict security policies 07:15 – Zero has 30,000 downloads 07:30 – 2,000 active daily customers 07:37 – Alex shares the difference between daily and monthly active customers 08:55 – Zero has recently introduced exchange support 09:28 – Zero currently targets CIOs 09:48 – Zero's pricing 10:10 – Alex shares that they are open to another seed round 10:19 – Target to raise is $1M 10:22 – Convertible note CAP of $5M 11:00 – Some of the customers are converting into investors 11:38 – Find Alex on Twitter 13:05 – The Famous Five 3 Key Points: The one who wins the market is the one who penetrates the market with the best and most convenient product for the consumer. Be patient and respectful with your customers when explaining your product. TRUST your intuition—it's often the right direction to follow. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan kept his Macbook Air 11" secure even when he left it at the airplane's back seat pocket @AlexBabin – Alex's Twitter handle Show Notes provided by Mallard Creatives

Shawn Livermore. He's an author and technology consultant and more recently, the founder and CEO of tech startup Ziptask which has generated nearly $2M in revenue. He has raised 4 rounds of funding and closed it down to take on new opportunities. Famous Five: Favorite Book? – Tipping Point What CEO do you follow? – Mark Fields Favorite online tool? — Acuity Scheduling Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "Calculate risk carefully" Time Stamped Show Notes: 02:00 – Nathan introduces Shawn to the show 02:30 – Ziptask is a fully-managed outsourcing with a progressive effort to fix the problem of outsourcing technology projects 03:23 – "We succeeded in the goal, but we failed as a company" 03:31 – Shawn raised 4 seed rounds 04:18 – Shawn also had his day-time clients as a technology consultant 04:50 – Ziptask dissolved in September 2016, and was launched in 2010 05:05 – Ziptask's MRR was $107K 05:30 – Shawn shares why they shut down Ziptask 06:59 – Shawn launched Ziptask prematurely 08:35 – Shawn also did NOT try to sell the business 09:30 – Shawn is now working with Carvana 10:00 – Connect with Shawn through Twitter. Medium and email 10:15 – Shawn is currently working on a book called Obscurity 12:45 – The Famous Five 3 Key Points: The time will come when you have to pull the plug – and when it happens, just do it. Reaching your goal is NOT the peak of success. Calculate risk carefully. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan kept his Macbook Air 11" secure even when he left it at the airplane's back seat pocket Carvana – Shawn's current employer @shawnypants – Shawn's Medium handle @shawnypants – Shawn's Twitter handle [email protected] – Shawn's email address Show Notes provided by Mallard Creatives

Guy Suter and he runs Notion.ai. His mission is to improve communication using artificial intelligence. Previously, he co-founded BitLeap and led the product to the world's top selling appliance after 2008 acquisition by Barracuda. He started venture data backup, cloud storage, group chat, file sharing with Copy.com and CRM with Nutshell.com Famous Five: Favorite Book? – Brand New World What CEO do you follow? – Jay Simons Favorite online tool? — Picasso Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "How early stage capital works...and influence management has been the biggest learning experience" Time Stamped Show Notes: 01:35 – Nathan introduces Guy to the show 02:10 – Guy and his co-founder started with a data backup company 02:46 – Notion.ai is currently on prerevenue 03:00 – Notion.ai started 3 years ago 03:47 – Notion.ai was launched in November 2016 04:18 – Digital communication was problematic 04:55 – Notion.ai has raised a total of around $10M 05:13 – Guy started with a lot of SaaS businesses 06:13 – Guy shares the revenue opportunities for Notion.ai 08:00 – There's a huge barrier in entry to Notion.ai's space 09:00 – Guy discusses the companies that are trying to make another category 09:40 – Notion.ai is beneficial to everyone who uses email to interact 10:40 – "Our goal is not to make the best email app In the world" 11:00 – Notion.ai has features that differentiate them from others and offer value 11:10 – Notion.ai is more "people-centric"; the focus is on relationships and what's important based on the message 11:43 – Average number of downloads 12:09 – Notion.ai helps clean-up inboxes quickly 13:00 – Less than a million but more than tens of thousands of downloads 13:39 – The number of downloads consistently grows daily 13:55 – Team size and location 14:20 – Guy shares why they chose Michigan 15:50 – Notion.ai has someone that was from LinkedIn 16:00 – Connect with Guy through Twitter 17:30 – The Famous Five 3 Key Points: The digital communication space has been problematic and we need a solution. Raising big capital on pre-revenue IS possible, if you have a great product that helps people become more efficient in communicating. Have patience, take time, focus on building the right culture, and get your team on board. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 @GuySuter – Guy's Twitter handle Show Notes provided by Mallard Creatives

Nathan Barry, CEO of ConvertKit – an email marketing company for professional bloggers. Listen as Nathan shares how he manages to stay self-funded while, at the same time, increasing the growth and bloggers' interest in using ConvertKit. Famous Five: Favorite Book? – Predictable Success What CEO do you follow? – N/A Favorite online tool? — Workable Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Pick just one thing you love to do and do it really well Time Stamped Show Notes: 01:50 – Nathan introduces Barry to the show 02:15 – ConvertKit is a SaaS company and has around 10,000 bloggers 02:47 – ConvertKit's pricing depends on the blogger's subscribers count 03:04 – Average revenue per user per month 03:24 – 65% of the users are on $48/month plan 03:48 – ConvertKit's cash flow is doing well 04:15 – Annual plan has a big impact on churn 04:50 – Barry pushes the annual plan on Cyber Monday 05:00 – Average annual plan total 05:30 – ConvertKit had a free 1 month promotion for new users 05:56 – ConvertKit has a 40K email list – half of it is from content marketing, the other half is from webinars 06:30 – ConvertKit has added 25K new people in their list this year from joint webinars alone 06:55 – Barry is using Google Hangout and Chatroll for the webinars 07:20 – ConvertKit is doing 10-20 webinars a month 07:53 – There are 2 people in Barry's team who are involved in the webinar process 08:28 – The team is trying to get people who use MailChimp or Aweber to switch to ConvertKit 08:38 – It is a 2-step direct sales process 09:54 – Barry shares how he mitigates the show up rate in their webinars 10:54 – Some of the bloggers reach out to ConvertKit and some find them through other bloggers 11:16 – Average expenses a month in affiliate payouts 11:33 – A quarter of ConvertKit's revenue comes from affiliate programs 12:10 – 2015 total revenue is around $300K 12:20 – 2016 average revenue 12:34 – ConvertKit is self-funded 12:44 – It was an intentional choice 13:03 – Barry shares what he did when they were almost running out of funds 14:15 – ConvertKit's gross profit and total money in the bank 14:38 – ConvertKit just had a big expense from the annual plan switch 15:15 – Gross monthly customer churn 16:15 – Expansion is ConvertKit's next focus 17:08 – Current CAC 18:28 – Team size and location 18:50 – Average headcount expenses 19:14 – ConvertKit was launched in 2013 20:18 – There are two advisers who have a share in the company 20:45 – Connect with Nathan through ConvertKit and his website 23:20 – The Famous Five 3 Key Points: You can stay self-funded with a fast growing business and by managing your funds properly. Joint webinars and 2-point direct sales are excellent options to increase mailing list. Pick one thing you love to do, focus in, and do it really well. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 ConvertKit.com – Barry's business website NathanBarry.com – Barry's personal website Show Notes provided by Mallard Creatives

Kyle Racki, co-founder and CEO of Proposify. He's passionate about design, SaaS, and marketing. He loves jamming out to 90s covers/tunes at open mic nights, and also has the unique ability to work in perfectly, cromulent Simpsons' references to any conversation. Famous Five: Favorite Book? – Lean Analytics What CEO do you follow? – Alex Turnbull Favorite online tool? — Heap Analytics Do you get 8 hours of sleep?— Sometimes If you could let your 20-year old self, know one thing, what would it be? – "That it's all going to be okay and…I'm going to give myself a hug" Time Stamped Show Notes: 01:40 – Nathan introduces Kyle to the show 02:24 – Proposify is a SaaS business and it helps people streamline their sales and close more deals 02:40 – Average customer pay per month is $40-$50 02:53 – Current number of customers 03:10 – Average MRR 03:25 – Proposify was launched in 2013 03:35 – Proposify had less than $1000 MRR for 17 months 04:03 – Kyle and his co-founder had an agency 04:22 – Kyle raised $250K in seed capital from a local investor 04:39 – Kyle and his team's pay is around $60K a month during that time 05:40 – Team size is 15 and are located in Halifax, Canada 06:20 – Kyle shares how the startup market is in Halifax 06:50 – Known startup companies from Halifax 07:24 – Kyle does weekly phone calls with customers to check in on them 07:50 – Kyle shares how one of their customers beat VaynerMedia in a proposal 09:15 – How Proposify creates proposals in a flash 09:40 – Proposify's competition 10:04 – Proposify is more focused on the digital agency space 11:25 – Average number of new customers per month 11:50 – Proposify has a free and no-credit card sign-up 12:00 – Proposify does inbound sales, but organic search is the biggest source of traffic 12:43 – Best podcast that drives Proposify's traffic 13:05 – Proposify has a general marketing budget 13:28 - $10K for paid marketing 13:45 – CAC is quite low 14:18 – LTV 14:40 – Gross monthly customer churn 15:00 – Proposify currently has 2 sales people 15:35 – Other system Kyle uses for business intelligence is Heap Analytics 16:16 – Total 2015 revenue is $551K 17:11 – Proposify is profitable and continually growing 18:30 – "We'll always entertain acquisition offers if it makes sense" 19:00 – The process Kyle will go through if there's a possible acquisition 19:47 – Number of Proposify's developers 20:00 – Connect with Kyle through their website and help Kyle look for Proposify.com's owner and he'll pay you 22:00 – The Famous Five 3 Key Points: There's a temptation to spend VC money; be decisive when you want to raise capital and stick to your goals. Organic traffic is good, but getting paid marketing can still drive more traffic and customers. There are a lot of things to consider in an acquisition – it should match your personal goals, be a cultural fit, and the numbers need to make sense. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Proposify.biz – Kyle's business website Show Notes provided by Mallard Creatives

Ivan Mojsilovic, CEO and founder of Yanado.com – a teamwork collaboration tool that will truly change the way you work. He's also the CEO of E-75 IT Services, a project manager, and a media man who did a small stint at STARTeurope. He's very active in the startup space. Famous Five: Favorite Book? – n/a What CEO do you follow? – Jason Lemkin Favorite online tool? — Slack Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "Move out my current city and go travel, travel the world" Time Stamped Show Notes: 01:40 – Nathan introduces Ivan to the show 02:17 – Yanado is a project management tool integrated into Gmail 02:40 – Yanado is SaaS business 02:54 – Average customer pay per year is around $3000 03:30 – Ivan has been in SaaS industry 04:09 – Ivan shares how they started Yanado 04:28 – Yanado started in 2014 04:40 – Total capital raised is $200K and currently fundraising 05:09 – Goal for the current fundraising is $500K in equity round 05:20 – Willing to give up 15% to 20% equity 05:30 – Yanado is based in Eastern Europe 05:40 – Ivan shares about the market in Eastern Europe 06:10 – Ivan shares what happened to their first business 06:30 – The business was doing €200K a year 07:05 – Yanado's average number of paying customers is a little under 100 07:15 – Average MRR 07:45 – Team size 08:10 – Number of total users 08:23 – Ivan shares how their customers find them 09:00 – Gross monthly churn is 7% 09:21 – Average customer stay is 14 months 10:05 – Ivan does the inside sales for Yanado and they just hired a person are planning to do outbound sales 10:40 – Ivan's plans for the company 10:59 – Ivan hopes Google will acquire them 11:45 – As of the moment, Ivan will only sell Yanado for $10M and no less than that 12:00 – Ivan shares how he will sell Yanado to Google 13:00 – Ivan shares how Google can't create something similar to Yanado 13:54 – Follow Ivan on their blog, sales and discussion groups 16:00 – The Famous Five 3 Key Points: Find a way to help people focus their tasks and make life easier. Create a software that is unique and cannot easily be imitated. When you're young and if you can, leave your city and travel the world. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Blog – Ivan's blog Show Notes provided by Mallard Creatives

Chad Brown, CEO and head of product along with his co-founder at Orangedox.com. He has a strong background in business intelligence and technology startups and has a passion for business documents and the color orange. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Drew Houston Favorite online tool? – Stack Exchange Do you get 8 hours of sleep? – Yes If you could let your 20-year old self, know one thing, what would it be? – "Be more confident" Time Stamped Show Notes: 01:32 – Nathan introduces Chad to the show 02:07 – Orangedox started as document tracking and was originally on Dropbox 02:17 – Orangedox has premium services on top premium products 02:48 – Why would people choose Orangedox over PandaDoc 02:55 – Orangedox is integrated into your account 03:22 – Orangedox is a SaaS business 03:55 – Orangedox has over 20K product signups 04:05 – Orangedox was in beta in 2014 and pre-launch in early 2015 04:25 – Average weekly active customers: 2000 05:05 – Average number of paying customers: about 300 05:30 – Average pay per customer is $25-30 a month 06:00 – MRR 06:17 – Chad was looking at raising capital but still undecided about their focus 06:55 – Chad is looking at their current customer base 07:30 – Chad shares how the customers are using Orangedox and the commonality in paying customers 09:15 – Team size: 2 full-time and few part-time workers 09:30 – Gross customer churn around 5% 09:57 – Chad shares how they acquire their new customers 11:52 – Orangedox is based in Vancouver 12:25 – Chad and his co-founders' plan on the company 12:45 – Chad hasn't focused on a lot revenue at the moment, but is working on closing key enterprise clients 13:21 – Connect with Chad through his email and Twitter 14:55 – The Famous Five 3 Key Points: At first, focus on the betterment of your product as opposed to revenue. Analyze your product's effectivity through your customers' activities. Have the confidence and motivation to do what you want. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 @Orange_dox – Chad's business' Twitter handle [email protected] – Chad's email address Show Notes provided by Mallard Creatives

Eric Rea, co-founder and CEO of Podium.com which is based in Utah. He's a software engineer at the International Atomic Agency and before that, the founder of FineGrain. He worked at Walmart as a software engineer and he has also interned at Orange Soda. Famous Five: Favorite Book? – Multipliers What CEO do you follow? – Phil Knight Favorite online tool? – Domo and Apple Notes Do you get 8 hours of sleep? – "I get 7" If you could let your 20-year old self, know one thing, what would it be? – "You can always tell them to go to hell tomorrow" – Warren Buffet Time Stamped Show Notes: 01:46 – Nathan introduces Eric to the show 02:20 – Podium helps businesses generate reviews which drives purchase decisions 02:30 – Podium charges $299 a month per location 02:48 – Podium is a SaaS business 02:58 – Average customer pays $499 03:20 – Podium was launched in 2013 03:25 – Eric started Podium because of his dad's business 04:01 – Team size 04:44 – All employees are working full-time 04:50 – Team is based in Utah 05:35 – Podium raised $4M in total 05:50 – First seed round was in 2014 and $500K was raised 05:57 – Raised $3.5M in December of 2015 06:36 – Eric has given up 20% of the business for the seed round 07:38 – Podium has 25000 customers per location 08:13 – Podium has $1M in MRR 08:45 – Podium's gross monthly customer churn is around 1% 09:10 – Net churn is negative 2% monthly 09:50 – Average CAC 10:12 – Average LTV is $12K 11:00 – 2015 ARR is $1.8M 11:30 – 2016 ARR is around $11M 11:41 – Goal for 2017 ARR is $25M 12:55 – Connect with Eric through his website and Twitter 15:05 – The Famous Five 3 Key Points: It's important to have some capital in case you make mistakes – with no capital, just 1 mistake will sink you. Find a solution to the simplest problems to streamline your business processes. The SMB market will continually grow, creating more opportunities for startups. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 @EricWilliamRea – Eric's Twitter handle Podium.com – Eric's business website Show Notes provided by Mallard Creatives

Usman Sheikh, CEO and founder of xIQ – an award-winning platform for personalized sales, marketing intelligence, and content marketing. He's the former vice president of SAP AG and he's pushing digital frontiers by delivering consumer grade experiences in B2B sales and the marketing space. xIQ is the winner of the prestigious 2016 Content Marketing Institute Award for best integration of mobile and content marketing. Famous Five: Favorite Book? – Zero to One What CEO do you follow? – Bill McDermott Favorite online tool? — Twitter and LinkedIn Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Take risks as early as you can. Time Stamped Show Notes: 01:49 – Nathan introduces Usman to the show 02:30 – xIQ is a next generation sales intelligence tool designed for B2B sales and marketing professionals 03:04 – Usman worked with the top leaders of the world in SAP 03:30 – xIQ extracts the most relevant content from the most reliable sources 04:00 – xIQ is a SaaS product 04:16 – xIQ was founded in 2014, and released in early 2016 04:44 – xIQ raised 2 rounds of seed round 05:08 – Total amount raised 05:37 – Team size is under 15 and is based in Silicon Valley 06:05 – xIQ has 10 corporate customers and thousands of individual customers 06:35 – Average pay of corporate customers 06:57 – Average MRR 07:24 – Usman discusses one of their clients, GenPact, and how they use xIQ 07:42 – First, xIQ is used as a marketing intelligence tool to track competitors 08:47 – All data is real-time 09:20 – xIQ uses Apache Solr technology to index and for natural language processing 09:50 – xIQ gets their corporate customers from organic traffic 10:32 – xIQ's process is the reason why corporate customers end up buying from them 11:12 – List size 11:24 – xIQ has 1 inside sales person 12:29 – No cancellations/churn yet for xIQ 12:53 – CAC 14:10 – LTV to CAC ratio 15:10 – Connect with Usman through LinkedIn, email and website 16:50 – The Famous Five 3 Key Points: Experience is a great teacher—continue to learn and hone your skill set. Building a business takes time and there is always room for improvement. Take risks as early on in life as you can. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 LinkedIn – Usman's LinkedIn account [email protected] – Usman's email address xIQ.ai – Usman's business website Show Notes provided by Mallard Creatives

Nathan interviews Neil Berman. This guy knows SaaS and launched his company called Delivra, in 1999, in the email marketing space. Listen as Neil shares how Delivra has grown exponentially in 17 years, without the need to raise funds and get into debt. Famous Five: Favorite Book? – Great CEOs are Lazy What CEO do you follow? – Mark Zuckerberg Favorite online tool? — Twitter and LinkedIn Do you get 8 hours of sleep?— "At least" If you could let your 20-year old self, know one thing, what would it be? – "Patience and determination will win the game" Time Stamped Show Notes: 01:37 – Nathan introduces Neil to the show 01:59 – Delivra is an email marketing software tool that helps clients "sell more stuff" 02:10 – They are a high break-even business with a low variable cost, so the more customers the better 02:15 – Delivra is a SaaS business 02:25 – Delivra currently has 500 direct paying clients, and a couple thousand resellers 02:33 – Average customer pays $800-900 per month 03:21 – Total revenue in 2016 about $4.8M 03:33 – Total revenue in 2015 is $4.2M 03:45 – Delivra has 3 marketing buckets 04:00 – Total team size is over 40+ 04:12 – Main team location in Indianapolis 04:23 – Gross customer churn per month is 1.5% 04:45 – A customer stays with Delivra for 42 months 05:00 – LTV 05:10 – CAC is $1.08 06:33 – Delivra hasn't raised yet and they have no debt, but are looking at options 06:45 – Neil's target for their first round 07:43 – Delivra has grown organically over the years 08:17 – Neil is meeting with a capital markets team to learn about how to take Delivra to the next level 08:50 – Neil would think seriously about an offer 09:40 – Neil shares how their customers are using Delivra 10:25 – Connect with Neil through his website Delivra 12:20 – The Famous Five 3 Key Points: Before you do your first round of raising, get advice from an expert. It's incredible growing through organic traffic, but always aim to know what is the next level for your company. Patience and determination will win the game. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Delivra.com – Neil's business website Show Notes provided by Mallard Creatives

Chuck Sillari: He was born and raised in Boston and is a graduate of Boston College and Law school. He's a lawyer and a real estate developer who is currently focusing full-time on the expansion of his nationally known Boston Burger Company – a new e-commerce business called BurgaBox.com. Burgabox is in the process of disrupting both the meal kit industry and full service casual dining experience. Famous Five: Favorite Book? – Quench Your Own Thirst What CEO do you follow? – Samuel Adams Favorite online tool? — Hotjar Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "I wish I knew that I should have travelled more and...spend a lot time meeting interesting people because that's where you get inspiration from" Time Stamped Show Notes: 01:40 – Nathan introduces Chuck to the show 02:21 – Boston Burger Company's 2015 revenue is around $5.5M for three locations 02:50 – Chuck has always loved the restaurant industry 03:39 – Chuck jumped into the burger business after 13 years in a law firm 03:45 – BurgaBox opened up in 2009, and Chuck went full-time in 2013 04:07 – "People really loved what we're doing" 04:17 – BurgaBox was in different TV shows 04:30 – BurgaBox became a must-try destination in Boston 04:50 – Chuck brought on 1 investor 05:13 – The investor approached Chuck for the second location 05:31 – The investor knew about the Boston Burger Company because of its popularity in Boston 05:56 – Chuck shares how much they've spent to open up a new location 06:20 – There was no full burger joint in Boston before 06:43 – Chuck shares why the second location costs 10x more than the first location 07:55 – The first location's growth was $700K in their first year 08:24 – It was 450 sq. ft. 08:30 – It is now doing a $1.85M 09:15 – The amount the investor gets in return 10:00 – Chuck has a good partnership with the investor 10:20 – A restaurant's gross margin 11:49 – For every dollar you bring in, 20% should go to your pocket 12:09 – The second location will do around $2.5M in 2016 12:27 – Average profit of each restaurant 12:45 – Chuck's plan for the business 13:03 – Chuck saw how the meal kit delivery industry was booming and wanted a piece of that market 13:20 – The biggest percentage of the diners are tourists and students 13:53 – Chuck started to get into the meal kit delivery in February 14:00 – The meal kit delivery sold around 100 kits in the first month, 2nd month: 150 kits, 3rd month: 400 kits 14:35 – Burger kit's pricing 15:36 – There's a subscription: a monthly box or as a gift 16:05 – Shipping process of the burger kits 16:33 – Follow Chuck by checking out Boston Burger and BurgaBox 18:00 – The Famous Five 3 Key Points: Do what you love and people will, in turn, love what you have to offer. Trust and believe in your business partners. Get your inspiration from people – learn and improve from their feedback. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Boston Burger & BurgaBox – Chuck's business website Show Notes provided by Mallard Creatives