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SaaS Interviews with CEOs, Startups, Founders

What if you knew data behind the fastest growing SaaS companies today? Each morning join Nathan Latka as he spends 15 minutes interviewing SaaS founders. You'll learn how SaaS CEO's launched their startup and grew it into a business. SaaS Founders range from bootstrapped to funded, MVP to 10,000 customers, pre revenue to pre IPO.
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Now displaying: Page 1
Feb 6, 2017

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 hed 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
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