The Top Entrepreneurs in Money, Marketing, Business and Life

Listen to The Top if you want to hear from the worlds TOP entrepreneurs on how much they sold last month, how they are selling it, and what they are selling - 7 days a week in 20 minute interviews! The Top is FOR YOU IF you are: A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4) STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7) An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1) The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14). Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries. Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that's like an audio version of Pat Flynn's monthly income report. Join the Top Tribe at
RSS Feed Subscribe in Apple Podcasts
The Top Entrepreneurs in Money, Marketing, Business and Life





All Episodes
Now displaying: Page 1
Aug 17, 2017

Louis Jonckheere. He’s one of the co-founders of Showpad which is the second company that he’s founded. He and his co-founders founded the mobile development agency, In The Pocket, in 2010 where he still is on the board. Prior to In The Pocket, he was a strategic project manager at NetLog where he first met one of his co-founders. He also holds a masters degree in law and business and he’s currently the Chief Product Officer at Showpad.

Famous Five:
Favorite Book? – The Hard Thing About Hard Things
What CEO do you follow? – Elon Musk
Favorite online tool? — Google Apps
How many hours of sleep do you get?— 5-6
If you could let your 20-year old self, know one thing, what would it be? – “That you should’ve sold your first company sooner”

Time Stamped Show Notes:
01:21 – Nathan introduces Louis to the show
02:05 – Louis is the one responsible for product design and engineering, and he’s also in charge of the product marketing team
02:36 – Louis collaborates with their sales team
02:50 – Louis asks their sales team about the improvements they could make to the product depending on customer feedback
03:13 – Showpad is a sales enablement platform
03:22 – Showpad creates a content management system for their clients
03:47 – The marketing team uses Showpad to reach salespeople
04:14 – The salespeople are in the same company
04:27 – 90% of what marketing creates never gets used
04:47 – Showpad is used internally in businesses
05:36 – Showpad is a SaaS business
05:51 – Average contract value is $50-60K per land deal
06:46 – A customer that signed-up can grow up to an average of 140% in 12 months
07:04 – The upsell happens gradually
07:43 – Showpad uses Stripe for credit card payments
07:58 – Showpad also uses Salesforce, NetSuite and HubSpot
08:12 – Showpad currently has 997 customers
08:30 – ARR is a bit over $20M
08:35 – Showpad has a big group of SMB customers
09:05 – Showpad only has annual contracts so they’re not focused on MRR
09:15 – ARR goal this year is around $25-28M
09:48 – Team size is 220 with 30 sales people
10:00 – Showpad was launched in 2012
10:11 – Showpad was bootstrapped for 2 years
10:35 – The “bootstrapping mentality doesn’t get you to scale”
10:45 – Paid advertising spend was around $60-70K in a month
10:58 – Consists mostly of AdWords and LinkedIn ads with some Facebook ads
11:25 – Total money raised is $61M and the last round was a series C
12:15 – Showpad has been very lucky with their investors
12:58 – Showpad will be Louis’ first financial win
13:07 – In The Pocket is a profitable mobile agency
13:51 – Gross annual churn in 2016 was 6%
14:15 – As a platform matures, churn risk increases
14:42 – Net churn is around 30-35% in revenue
15:03 – Showpad has lost around 1-2 customers since they started
15:33 – CAC for the key cohort
15:42 – The golden rule for SaaS is for every dollar spent, you should get a quarter in return within 12 months
16:00 – Showpad currently has a 12-month payback
17:02 – LTV is around 5 years
17:28 – LTV in dollars is around $250K over 5 years
17:52 – Showpad is always aggressive with their targets
18:50 – Showpad has been adding dynamic mind maps to their product
19:33 – Most enterprise customers have been spending money on agencies to build a custom navigation presentation
19:48 – This is already a part of what Showpad offers
20:14 – The best marketing strategy for Showpad is events sponsorships
20:40 – Showpad has rented party buses for their customers in Europe
21:12 – Gross margin is 85%
21:25 – Revenue target by the end of 2017 is $28M to 30M
22:30 – 2016 revenue was $16.5M
24:21 – The Famous Five

3 Key Points:
Marketing teams should coordinate with sales teams to find how they can make that successful deal.
Don’t discount a marketing strategy that may seem unconventional; it could be the very strategy that works.
Reach for the best—set an aggressive target for your company.

Resources Mentioned:
The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more
Klipfolio – Track your business performance across all departments for FREE
Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience
Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments
Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible
Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books
Show Notes provided by Mallard Creatives