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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: June, 2016
Jun 19, 2016

Heather Havenwood, CEO of Havenwood Worldwide, and an authority on marketing and online business strategies. Heather’s the author of several books including Sexy Boss, and she’s making $900 a day from affiliate marketing emails alone. Tune in to hear how Heather’s crushing affiliate marketing, why you don’t need to build great funnels to be an online marketer, and how to build fantastic marketing relationships.

 

Famous 5:

 

  • Favorite Book? – The Game of Life and How to Play It
  • What CEO do you follow? — Jim Rohn
  • Favourite online tool? — Mobit
  • Do you get 8 hours of sleep?— Yes
  • If you could let your 20 year old self know one thing, what would it be? — Get into online marketing before others do. Start now!

 

Time Stamped Show Notes:

  • 01:28 – Nathan’s introduction
  • 02:20 – Welcoming Heather to the show
  • 02:30 – In 2015, Heather made the most money from Dating Triggers.com, a product that claims to teach men “how to communicate with women”
  • 03:27 – Heather focuses on email marketing
  • 03:50 – Video is a key part of the funnel - the sale is a one-off $47
  • 04:15 – Heather’s sold 1200-1500 of these packages since 2009
  • 04:24 – Makes most of her money from coaching and affiliate marketing
  • 04:53 – $56k from sales since 2009 - but there are multiple revenue streams in the business
  • 05:28 – Email affiliate marketing is the big earner
  • 05:58 – Digital Romance Inc.com is her highest-earning affiliate.
  • 06:58 – 15-25% of her list will open - working out to around 3000
  • 07:22 – 10-12% of total opens will click-through - working out to around 300
  • 07:45 – Heather focuses on EPC (Earnings Per Click)
  • 08:11 – Heather makes around $300 from each email - and sends 2-3 emails per day
  • 08:44 – “I look at email as entertainment”
  • 09:05 – Heather made around $250k from all her revenue streams in 2015
  • 09:54 – “You can either be really good at creating funnels, or you can be good at pushing for the people who’ve already done that”
  • 10:45 – What’s the key to getting other people to push your stuff? “Give first. Never ask first.”
  • 11:40 – “I work with people on launches - in this space, people are always launching new stuff”
  • 12:20 – Heather has a team of 3 people
  • 13:10 – She’s based in Austin
  • 13:45 – Connect with Heather at her website or text SEXY to 72000
  • 16:20 – The Famous Five

 

 

3 Key Points:

  • Give first. Approach other people to help them, not to ask for help.
  • In online marketing, you can either be great at building funnels, or great at pushing someone else’s funnel. Pick whichever you’re better at, and become GREAT at it.
  • Make your emails entertaining. In the digital age, inboxes are where people go when they’re bored.

Resources Mentioned:

  • Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
  • Freshbooks - The site Nathan uses to manage his invoices and accounts.
  • Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
  • 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

 

 

Jun 18, 2016

Adam Valkin, managing director at General Catalyst partners. General Catalyst have invested in tech startups such as Air BnB, Stripe, Kayak, and ClassPass. Adam’s worked with top venture capital firms in Europe and the States, was the CEO of LoveFilm, and has many years of experience investing in startups. Listen in for a fascinating conversation on the future of online gaming, the process of investing in tech start-ups, and why it’s better to disrupt than be disrupted.


Famous 5
Favorite Book? – Good To Great
What CEO do you follow? — Jeff Bezos
What is your favorite online tool? — GIPHY
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be? —That it’s a young person’s world. In your 20s, everything is possible for you. Don’t wait.

Time Stamped Show Notes:
01:33 – Nathan’s introduction
02:43 – Welcoming Adam to the show
03:10 – How did Adam get started in venture capital?
03:40 – Got involved with European internet companies, looking for a new frontier
04:17 – After the dotcom boom, he helped incubate LoveFilm in 2003
05:10 – Was asked to be the CEO of LoveFilm, which he did for 2 years
06:40 – After iOS, Android, and social media in 2008, it became possible for entrepreneurs to rapidly develop a global reach
09:45 – “It’s difficult to break into content-rich areas like online film, because of the strength of big providers.”
Companies like FlowSports are doing interesting things
11:00 – Adam worked with Excel, a venture capital firm based in London
11:50 – “I’ve always had more fun with disruption”
12:30 – Moved from Endemol to Excel after realising he wanted to be on the disruptor’s side
13:41 – Working with Hailo, a company trying to help commercial taxis catch up with Uber
16:45 – Moved back to the US in 2012 and began working with General Catalyst
17:40 – Met Payal, founder of ClassPass, in the very early stages of growth. Watched for a year and invested at the end of 2014 - highly successful.
19:45 – Currently investing in Super Evil Megacorp
20:30 - Super Evil Megacorp is a mobile game developer who believe the future of gaming will be driven by mobiles
21:35 - Believes that core gaming will be on mobile devices in the future
23:27 - The CCP investment: What’s Adam’s take on virtual reality?
24:33 - CCP developed EVE: Valkyrie - one of the most celebrated VR games
25:30 - EVE is driven by a subscription model
27:00 - When did Adam get involved with GIPHY and what’s the experience been like?
28:30 – Connect with Adam on Twitter and Facebook
31:30 – Famous Five

3 Key Points:
When you’re young, don’t wait. Go and make things happen.
It’s more fun to be the disruptor than the establishment.
Know when the party’s over; be willing to move to new frontiers.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 18, 2016

Anshey Bhatia, founder of Verbal+Visual - a platform for optimising e-commerce that’s become one of Shopify’s top partners. Listen as Nathan and Anshey talk about what growth means, where e-commerce is going, and the importance of focus.

Famous 5
Favorite Book? – Traction
What CEO do you follow? — Myself - I look at everything I’m spending time on during a day
What is your favorite online tool? — Slack
Do you get 8 hours of sleep?— Very close
If you could let your 20 year old self know one thing, what would it be? —To focus

Time Stamped Show Notes:
01:23 – Nathan’s introduction
01:40 – Welcoming Anshey to the show
01:44 – Verbal+Visual is an agency that works with e-commerce brands to develop their user experience
02:09 – Recently worked with Uproot
02:20 – Anshey likes working with Shopify because it’s simple for both IT and management
03:30 – Worked with Shopify to create the first wine integration on their site
04:30 – Average e-commerce platforms go from an average of $50k to high-end $300k
04:54 – Initial development is on a project fee, after which optimisation services are offered on retainer
06:02 – Founded the business in 2009
06:13 – First-year revenue was around $150k
06:30 – Total revenue in 2015 was in the low 7 figures
06:41 – Team of 7 full-time employees and 5 part-time, based in New York
07:07 – Net margin of around 20%
07:31 – Anshey tries to leave profits in the business
08:28 – Goal is to reach a team of 40 people within 3 years
09:12 - Aim to have 2-3 new clients for each new hire
09:44 - The main area of growth has been partnerships, and building a portfolio
10:50 - Ideal customer is someone making $100k-$1 million; who wants to grow; and who is unsatisfied with their current e-commerce platform
11:20 – Connect with Anshey on Twitter and Linkedin
13:00 – Famous Five

3 Key Points:
Determine what growth means to you. Is it topline revenue? Team size? Customer value? Choose a measure that’s meaningful for your business.
Improve the quality of every project you do. Your portfolio is your number one tool for finding work.
Focus from the beginning on what you’re passionate about.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 18, 2016

Shawn Freeman, a man who’s trying to make IT easy instead of infuriating. Sean’s the founder of TWT Group in Canada - a managed IT solutions company that’s making a 30% profit margin on its $2 million in revenue. Listen in as Shawn and Nathan talk creating great relationships, where to invest profits, and how Shawn plans to grow to $10 million in revenue in the next five years.


Famous 5
Favorite Book? – A Leader Who Had No Title
What CEO do you follow? — Dan Price
What is your 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? —I wish I had the ambition to quit my job earlier and get started

Time Stamped Show Notes:
01:25 – Nathan’s introduction
01:49 – Welcoming Shawn to the show
01:57 – TWT sells managed IT solutions to businesses with between 10 and 100 employees
02:45 – “You’ve got to solve problems every day...most of those are to do with people”
03:18 – Started in 2011
03:20 – Revenue in 2011 was $75k
03:40 – Shawn gave up a $115k salary aged 24
04:40 – Revenue in 2015 was $2 million
05:20 – “Our growth has been 90% driven by referrals”
05:40 – Serving 150 customers with a team of 10 people
06:03 – 30% net margin in 2015
06:20 – What’s Shawn doing with his profits?
06:48 – Aiming to make $2.5 million in 2016
07:05 – Next investment will be purchasing an office space
08:05 – “We want to keep focused on our niche - small to medium business”
08:30 - “I think we could be a $10 million business within 5 years”
09:46 – Connect with Shawn at his website
11:55 – Famous Five

3 Key Points:
Build trust. Successful business relies on your relationships with real people.
Think big. Make decisions that reflect the business you want to be
Stay focused on your niche. Grow by dominating the area you’re fantastic at.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 18, 2016

Bryan Bedera, an artist, business leader and founding partner at Amplify Relations. Bryan’s an expert in government advertising and PR strategy who’s received multiple awards for his work. Listen in to hear how Bryan started his business using his student loan, what startups can learn from Ted Cruz’s campaign, and why you’re better off being in the local paper than courting Buzzfeed.

Famous 5:

Favorite Book? – I don’t have one
What CEO do you follow? — Steve Jobs
Favourite online tool? — QuickBooks
Do you get 8 hours of sleep?— Yes
If you could let your 20 year old self know one thing, what would it be? — Sometimes you just have to take a deep breath and let things work themselves out

Time Stamped Show Notes:
01:12 – Nathan’s introduction
02:23 – Welcoming Bryan to the show
02:36 – Bryan started out working for a political ad agency - was laid off when the recession hit but managed to keep a client for himself
03:25 – Has worked for McCain and Glenn Beck
04:17 – “Our speciality is mass-market relations”
04:40 – “First-year revenue was maybe $11k...we used student loan money to fund the entire startup”
04:55 – In 2015, 13 full-time employees and revenue of just under $2 million
05:19 – “We sell a change in public behaviour”
05:33 – Recently worked for a health centre to try to increase the number of people coming for STD testing
06:01 – Charge 15% of advertising spend
06:24 – Currently working for Ted Cruz with a robo-call product
07:11 – $500k would buy phone calls for every voter in Florida - Brian’s able to make a 90% margin on that
08:02 – “A political campaign will outsource everything”
08:37 – Our margins vary depending on the product
08:54 – “We can provide all the mass-market services you might need under one roof”
09:21 – Just had a contract with a British beer company ruled out because they didn’t want to work with Republicans
10:00 – How could startups take the robocall tool for corporate use?
11:06 – “The startup community overlooks the power of local and regional press. Go to papers in towns with 5000 people in them. They’re desperate for stories”
11:56 – It’s far easier to build a large library of content in local and regional press than by trying to go straight to Buzzfeed
12:45 – Connect with Bryan on Facebook
14:07 – The Famous Five


3 Key Points:
Be patient. Sometimes you just have to let things work themselves out
Build exposure through local and regional media. You’ll be amazed at how fast your content library grows
Know what you believe in, and why you’re doing what you’re doing
Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 17, 2016

Rob Riggs, founder of Your Design Online: a business that helps non-profits and small businesses use big-brand tools to optimize their websites. Rob took his business from $5000 in revenue to over $1.2 million last year. Listen in as Rob and Nathan talk web optimization, driving growth through referrals, and how to get the most from your investments.

Famous 5
Favorite Book? – anything by Marcus Buckingham
What CEO do you follow? — Guy Kawasaki
What is your favorite online tool? — SEOReview
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 stick with it. The harder you work, the luckier you get.

Time Stamped Show Notes:
01:20 – Nathan’s introduction
01:45 – Welcoming Rob to the show
01:53 – Works on web development and optimisation
02:25 – “We work on the front end to maximise revenue, or the back end to streamline functionality”
03:25 – Typically work on a project-by-project basis, but have some retainer clients
03:44 – Starts in $6-8k range for a small project
04:05 – Monthly retainers range from $500 to five-figure sums
05:15 – Launched Your Design Online in 2004
05:55 – “I started hiring people better than myself to replace me”
06:00 – Total revenue in 2004 was $5k
06:22 – Total revenue in 2015 was $1.2 million
06:43 – Driving growth through referrals
08:23 – “My strategy is growing to support”
08:46 – Profit was around $400k in 2015
09:45 – Investing some money into commercial real estate for long-term returns
16:57 – Connect with Rob at Your Design Online
12:55 – Famous Five

3 Key Points:
Your best marketing tool is referrals. Provide fantastic quality and you’ll find your business growing.
The harder you work, the luckier you get. Keep going and think long-term, even when things are tough.
Think seriously about where the best returns are going to be. Don’t be afraid to invest in areas other than your business.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 17, 2016

Aman Advani, a man who’s bringing technological innovation to the fashion industry. Aman’s the founder of Ministry of Supply, a company that’s employing engineers alongside fashion designers to bring performance technology into the wear-to-work clothing space. Listen in as Nathan and Aman talk minimum wage, which numbers to focus on, and just how Ministry Of Supply made 14x their Kickstarter goal.


Famous 5
Favorite Book? – Good To Great
What CEO do you follow? — John Carlson
What is your favorite online tool? — 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? —In building a business, all the easy things are hard and all the hard things are easy

Time Stamped Show Notes:
01:30 – Nathan’s introduction
01:58 – Welcoming Aman to the show
02:08 – Ministry Of Supply generates revenue through selling products
02:40 – Company launched on Kickstarter in 2012, raising $429k - 14x their goal
03:34 – Sampler package sold for $150
03:53 – “We didn’t factor in packaging or shipping...we joke that we probably lost money”
04:24 – Shipped over 100k units
04:55 – Started with a repeat rate of 10-20% over 22 days - that’s now doubled
05:50 – Team of 20 people
06:00 – Taken $7 million in outside financing through 2 priced rounds and 1 convertible note
06:40 – Currently focused on growth: they aren’t profitable
07:05 – Hoping to be profitable later this year
07:30 – Made $500k in sales in 2012
07:35 – Nathan guesses around $4 million in topline revenue in 2015
08:40 – Aman would rather focus on numbers like margins and repeat rate than revenue
10:05 – A direct sales model; not subscription
10:44 – Around 50k customers so far
11:00 – Focusing on optimising gross margin
12:00 – “We’re infusing technology into a fairly stagnant fashion business”
13:00 – Acquisition: currently investing in podcast advertising and direct mail
13:40 – Currently have two brick-and-mortar stores that are a significant investment
14:15 – “What’s your position on $15 minimum wage?”
15:30 – We’ll automate certain tasks and re-allocate humans to higher-value tasks
16:10 – Optimising inventory turnover - “A good rate for us would be 4-5 turns a year”
16:57 – Connect with Aman on Linkedin
19:25 – Famous Five

3 Key Points:
Choose to focus on numbers that mean something to you.
Put people in the highest-value positions you can. Make the most of your workforce.
You don’t need to be immediately profitable - but know when you’re going to be profitable
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 17, 2016

Eddie Vaca. Eddie’s the founder of Amp Live, a company that can generate thousands of online viewers for your live event. Eddie worked for Youstream before deciding to take over the online live video space on his own. Listen in as Nathan and Eddie talk selling your first company, generating 300,000 viewers for a 20-minute show, and why live video is taking over the internet.


Famous 5
Favorite Book? – The Hard Thing About Hard Things
What CEO do you follow? — Jack Dorsey and Gary Vaynerchuk
What is your favorite online tool? — Grope bots
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 can’t do it by yourself. Surround yourself with great people.

Time Stamped Show Notes:
01:30 – Nathan’s introduction
01:48 – Welcoming Eddie to the show
02:08 – Eddie created his first digital publication aged 24: it was an action-sports lifestyle publication that was published via DVD
02:45 – AOL bought it for $25k
03:20 – Eddie’s embarrassed about the price now - but it was a small win that got him some momentum
03:45 – Got involved in a digital out-of-home screens business
05:12 – Moved to Youstream aged 30 to learn everything he could about digital online
06:08 – Youstream raised around $60 million and sold for around $120 million - why didn’t it sell for more?
07:30 – “Video is huge - it’s taking over the internet. And live is everywhere.”
08:04 – “The biggest problem people see today is that driving live channels outside of sport is really tough. Amp Live helps people move into those channels.”
09:10 - Amp Live is largely bootstrapped. Have raised a small friends-and-family round of $100k
09:40 - Revenue in 2015 was $1.3 million. Generates revenue by “selling eyeballs”
10:15 – Charges broadcasters to generate viewers for an event
10:50 – Customers include Martha Stewart, Microsoft, runways shows for New York Fashion Week…”If it’s live and it’s video, we want to be in there.”
11:58 – Generated 300k viewers for a 20-minute runway show
13:30 – Aiming to make every broadcaster a direct distribution partner
14:05 – Hoping to make around $3.9 million in 2016
14:44 – Connect with Eddie on Twitter or visit Amp Live
16:20 – Famous Five

3 Key Points:
Video is taking over the internet. Live video is going to be the next challenge.
Not everyone ends up on TechCrunch, selling their first company for millions. Be proud of the small steps you take and the gradual successes you build up.
Surround yourself with amazing people and help them to grow.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 17, 2016

Erica Douglass, a techie-turned-marketer who’s started Austin’s top-rated chain of phone repair stores. Erica’s business is entirely bootstrapped and profitable - they’re currently in 7-figure revenue and planning to double their store count in the next year. Listen in to hear how Erica tripled revenue in just one year, why small businesses need to leverage Yelp, and how to tell if your phone repair shop is lying to you.

Famous 5:

Favorite Book? – The Seth Books
What CEO do you follow? — Elon Musk
Favourite online tool? — Light Speed
Do you get 8 hours of sleep?— Yes
If you could let your 20 year old self know one thing, what would it be? — That she had even more self-confidence than she did

Time Stamped Show Notes:
01:15 – Nathan’s introduction
01:38 – Welcoming Erica to the show
02:02 – Austin’s top independent repair shop
03:05 – 7 employees at 2 locations - currently making 7 figures in revenue
03:55 – Erika’s computer crashed during a conference - her friend repaired it
05:25 – Erica bought into his repair business for $17k in 2014
05:27 – Total revenue in 2014 was $62k
05:36 – Total revenue in 2015 was $380k
05:47 – Erica drove growth by opening a new location targeted at college students
06:05 – On track to make over $1 million in revenue this year
06:31 – Make around 25% gross margin
06:45 – Planning to open two more locations this year
07:16 – Highest margin is on services like data recovery
07:40 – Around 700 jobs per month, at around $100 per job
08:22 – Apple doesn’t sell repair parts - there’s a whole market linked to China that repairs and recycles parts
09:30 – Erica has the highest Yelp reviews of any store in Austin
09:50 – It’s not possible to buy parts from Apple
10:29 – How do you value a business like this?
10:58 – What are the triggers that Erica looks at now she’s trying to buy a business?
11:46 – Yelp tries to monitor reviews to stop people gaming the system
13:18 – How do you differentiate a business somewhere that there’s not much brand loyalty?
14:22 – Yelp is the main tool that differentiates 1Up from their competitors
15:21 – Connect with Erica on Facebook
17:02 – The Famous Five


3 Key Points:
Yelp is a crucial tool for small businesses. Go the extra mile to make sure you’re getting those 5-star reviews.
Have confidence in your skills and your abilities. Start your company sooner.
You can drive incredible growth by tapping into the right location and market. 1Up took off after Erica found a location to target college students
Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 16, 2016

Nathan Klarer, CEO at Bridgecrest Medical. Nathan’s building a B2B SaaS company that uses wearable technology to minimise accidents in mines and oil rigs. He’s 25 years old and has already raised $1.3 million. Tune in to hear about what’s next for wearable technology, how Nathan’s driving sales, and why he wishes he’d started sooner.

Famous 5:

Favorite Book? – Influence
What CEO do you follow? — Larry Ellison
Favourite online tool? — Nova
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 have more confidence in myself and start earlier

Time Stamped Show Notes:
01:10 – Nathan’s introduction
01:50 – Welcoming Nathan to the show
02:17 – Before Bridgecrest, Nathan worked in equity finance
02:51 – Bridgecrest is a B2B SaaS company that incorporates wearable technology into a platform that helps heavy industries prevent accidents
03:38 – Currently using wearable technology to minimise the fatigue risk of oil rig operators
04:20 – Sell directly to the operations or tech managers of oil and gas companies
04:50 – Annual contracts are in 5-6 figures
05:12 – Customers pay monthly
05:37 – Companies take 3 or 4 year contracts
06:02 – Nathan’s background is in engineering - he saw wearable technology being used for health and decided to bring it onto heavy industrial sites
07:10 – Nathan is the sole founder but has given equity to important team members
08:10 – Have raised about $1.3 million in total
08:36 – “We needed to raise that capital to build the product we wanted to build”
09:07 – Most of the costs are engineering for analytic software
09:34 – Launched the product last year
09:48 – Currently have 10-20 customers
09:40 – “We’re looking to build deep relationships with our customers” - no one has churned yet
10:50 – Sales can come through a single site in heavy industry - followed by upsales at the corporate level
11:30 – Launched in the last quarter of 2015, and made less than $1 million
12:40 – Keen to be adopted by big industry players in 2016
13:45 – As the CEO, Nathan now spends more time working on sales than engineering
10:30 – Connect with Nathan on Twitter
15:20 – The Famous Five


3 Key Points:
If you’re building a product, raise enough capital to get it right
Getting the right team around you is all-important. Make sure your founding team complements your weaknesses and buys into the company’s vision
Have confidence in your skills and your abilities. Start your company sooner.
Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 16, 2016

Brian Ley, CEO of Alpharank: a start-up that uses heavy-duty mathematics to analyse brands’ word-of-mouth networks. Brian started out studying the spread of diseases - he’s fascinated by how everything from ideas to emotions is spread through human networks. Listen in to hear Brian and Nathan discuss how Donald Trump is memetically hacking your brain.


Famous 5
Favorite Book? – High Output Management
What CEO do you follow? — Richard Branson
What is your favorite online tool? — Audible
Do you get 8 hours of sleep?— Most nights
If you could let your 20 year old self know one thing, what would it be? —Not to drink alcohol, and to take as good care of your body as you can

Time Stamped Show Notes:
01:30 – Nathan’s introduction
01:56 – Welcoming Brian to the show
02:10 – Brian started out studying computational epidemiology - the study of how diseases spread. He’s fascinated by how anything - disease, joy, decisions - spreads through human networks
03:10 – Alpharank generates revenue by charging a data provider fee
03:40 – Analyse a company’s influence and network connections
04:25 – Analysed social structure at a nightclub for multiple weeks: realised that you could see connections by analysing time-series patterns
06:02 – Currently have no revenue: have raised $500k investment
06:40 – Will stay pre-revenue in 2016
06:52 – The network is very tech-heavy - currently have a team of 7 engineers
09:15 – “I have complete faith that someone is going to figure out a way to track network connections directly”
09:45 - Can you explain mathematically what Donald Trump is doing?
10:10 - “Donald Trump is memetically hacking people’s brains”
10:40 – Engaging directly with the mammalian centre of people’s brains - where emotions are directly processed. And emotion is contagious.
11:55 – “Talking about things spreads them”
12:17 – The viral coefficient: K= Invitations x Conversion Rate
12:50 – “Marketing is being turned to math”
13:46 – Connect with Brian on Linkedin or on Twitter
16:40 – Famous Five

3 Key Points:
Your body is your limiting factor: take care of yourself
Everything spreads through human networks: diseases, ideas, emotions
Marketing is becoming mathematical
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 16, 2016

Carlo Cisco, the founder and CEO of Select, a private membership community that offers discount deals with thousands of premier brands. Carlo was an early builder of Groupon. He’s also a canny investor who made $75k in stocks by investing during college. Listen in to hear Nathan and Carlo break down the numbers behind Select, discuss Groupon’s meteoric growth, and explain Select’s unbelievable CAC:LTV ratio.

Famous 5
Favorite Book? – The Intelligent Investor
What CEO do you follow? — Mark Zuckerberg
What is your 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? —To get ready for some crazy stuff

Time Stamped Show Notes:
01:30 – Nathan’s introduction
01:43 – Welcoming Carlo to the show
02:00 – Carlo started an events planning business while he was in college
02:20 – Actively invested in tech companies while he was in college
03:16 – Carlo put about $9k into stocks and turned it into $85k
04:11 – Joined Groupon and helped build their operation in Japan
05:30 – Groupon hasn’t helped businesses enough...most businesses aren’t getting repeat customers from Groupon or LivingSocial deals
07:35 – Started Select in 2013
08:00 – The goal was to work with premier brands in an ongoing, sustainable way
08:50 – Select generates revenue through a $250 annual membership fee
09:55 – Currently have around 9000 members
10:20 – Annual revenue is $725k - average revenues are down because of a discount deal that generated members early on
11:20 – Currently at over $1 million run rate
11:45 – Annual retention rate is around 75% - which is unusually high for the sector
12:20 – Have raised just under $800k in funding
13:00 - Had equity funding from an accelerator programme - “The network is incredible”
14:00 - Currently happy to break even on customer acquisition
14:40 - Current lifetime value is around $900 per customer
15:22 - Currently have a CAC:LTV ratio of 1:7
15:40 - Ideal customer: High-income professionals, 25-45 years of age
17:02 – Connect with Carlo on Twitter and Linkedin
18:30 – Famous Five

3 Key Points:
Accelerators have value beyond just funding - their networks and support can seriously pay off
Invest wisely and early
If you want excitement: prepare for it. Life can be crazy if you’re only ready.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 16, 2016

Michael Eisenberg. Michael’s a canny investor who’s on the cutting edge of the VC scene in Israel. He invested in Wix and Conduit while working with Benchmark - now he’s set up his own firm, Aleph. Listen in to hear about Aleph’s investments in an AI dashcam, Michael’s journey from unemployment to top VC, and why scale-up is the new start-up.

Famous 5
Favorite Book? – Good to Great
What CEO do you follow? — Jeff Bezos
What is your favorite online tool? — Gmail
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. Keep working.

Time Stamped Show Notes:
01:40 – Nathan’s introduction
02:00 – Welcoming Michael to the show
02:06 – Started Aleph 3 years ago with a partner - wanted to invest in Israeli startups
02:40 – Michael’s been a venture capitalist in Israel for over 20 years
03:20 – Started a merchant bank for technology startups in Israel
04:00 – Invested in the first online photo-sharing site in 1994 and sold for over $100 million
05:00 – Worked at Benchmark in Israel for several years - invested in Wix, Conduit, and other startups
06:00 – Raised $150 million for Aleph in 2013
06:20 – Core mantra is: “Different is better than better”
06:50 – Aleph is an equal-partnership firm in terms of return and decision-making influence
08:15 – Invest almost exclusively in Series A
08:40 – The Thing About Cycles - Michael’s blog post about cyclical investing
09:10 – Currently investing in Nexar, an AI-powered dashcam
10:15 – Nexar can give you real-time information based on location and the license plates of the drivers around you - it takes information from drivers’ speed and location.
11:20 – Have already covered more mileage than Google Streetview
12:10 - Invested $4 million in Series A
13:08 - 15 months in; 9 months since the launch
13:18 - Collecting about 80k license plates each day
13:46 – Connect with Michael on the Aleph website or through his blog
16:20 – Famous Five

3 Key Points:
Invest in disruption: “Different is better than better”
Michael’s currently investing in a smart dashcam that has an enormous capacity to collect data.
Keep working. The world is full of opportunities.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 15, 2016

Jill Stanton, co-founder of Screw The Nine To Five - a community that teaches people to take their online business to the next level. Jill’s built an incredibly engaged community around her website and online course. Listen in as Nathan and Jill talk engagement, creating multiple revenue streams, and why you need to be all-in or all-out.

Famous Five:

Favorite Book? – Profit First
What CEO do you follow? — Denise Duffield Thomas
Favourite online tool? — Slack
Do you get 8 hours of sleep?— Yes
If you could let your 20 year old self know one thing, what would it be?—That community is everything


Time Stamped Show Notes:
01:25 – Nathan’s introduction
01:48 – Welcoming Jill to the show
02:10 – Screw The Nine To Five teaches people to take their online business to the next level
02:34 – Had the idea in 2012 when she and husband Josh started their own businesses
03:05 – Launched in April 2013
03:22 – Generate revenue from a membership site called Screw U
04:10 – Subscription is $69 per month
04:40 – Members access strategy sessions, conference calls with experts, Q and A
06:10 – Gone all-in on creating an engaged community
06:40 – Screw U currently has 361 paying members
06:55 – People stay 7 months on average
07:33 – Started as a one-off digital product: wanted to move into community building
08:33 – Over 500 people have signed up since the product started
09:17 – Other revenue comes from one-off courses
09:30 – Uses a series of tripwire offers that generate about $31k per month
11:36 – First live event is coming up - tickets open in May
12:10 – Jill had a podcast but closed it down
12:30 – 30k downloads per month after 114 episodes
13:10 – “It didn’t feel right any more...the business has grown hugely since we cut it”
14:25 – Connect with Jill by joining the Screw The Nine To Five facebook group
15:40 – Just over 16k people on their email list
17:20 – The Famous Five


3 Key Points:
Set up multiple revenue streams that feed into each other. Find ways to package different elements of your product for different consumers.
Go all in or all out. Cut what isn’t working and focus on what you love
Community is everything. Build a community before you do anything else.


Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 15, 2016

Guillermo Ortiz, the founder of Geek Powered Studios. Guillermo’s an ex-competitive gamer and the force behind a marketing and consulting company that focuses on data to take its clients from good to great. Listen as Nathan and Guillermo talk holistic marketing, investing in data, and why it’s good to be young and dumb.

Famous Five:

Favorite Book? – Scaling Up
What CEO do you follow? — Will Reynolds
Favourite online tool? — SEMrush
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 don’t know if I’d change anything. I was young and dumb and full of heart.


Time Stamped Show Notes:
01:30 – Nathan’s introduction
01:49 – Welcoming Guillermo to the show
02:30 – Used to be 6th in the world at Counterstrike
03:05 – Set up strategic partnerships with small businesses
03:30 – “We try to do everything correctly rather than one thing really well”
03:40 – Monthly retainer package from $2k - $5k per month
03:55 – Handle landing pages, graphic design, facebook ads, SEO...
04:50 – Would only say no if they lacked time or resources to make the request happen
05:30 – Have 15-20 team members
05:45 – Based in Austin, Texas
06:08 – Total revenue in 2015 was $800k
06:30 – Biggest expense is subscription services
06:55 – Spent 30-40% of revenue on SaaS
07:15 – Profits last year around $100-200k
08:10 – Founded the company in 2009 while working full-time
08:30 – Left in 2012 to focus on Geek Powered Studios
09:14 – Currently around 55 clients
09:23 – MRR in 2015 about $110k
09:35 – Very high customer retention rates - focus on establishing relationships
10:15 – Optimised the keyword ‘deer antler spray’ for one client
12:20 – Now focusing on holistic awareness instead of only rankings
13:15 – Goal for 2016 is to clear $250k in profit
13:50 – Connect with Guillermo on twitter
16:20 – The Famous Five


3 Key Points:
Data is the new oil. Invest in data about your company; invest in analytics. Master exactly what’s going on.
Work yourself out of a job. Build a successful scalable business that can operate without you.
Establish fantastic relationships with your customers. Retention and referrals come from real relationships.


Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 15, 2016

Chris Brisson, the founder of Call Loop website. Call Loop is a voice and text messaging service that’s used by a huge range of clients. Listen as Chris and Nathan talk buying out a co-founder, building a company while working full-time, and how to pivot with an established product.

Famous Five:

Favorite Book? – Stealth Marketing
What CEO do you follow? — James Clear
Favourite online tool? — ClickFunnels and ConvertFlow
Do you get 8 hours of sleep?— No
If you could let your 20 year old self know one thing, what would it be?—That being young is an advantage - take the opportunity to make mistakes


Time Stamped Show Notes:
01:22 – Nathan’s introduction
01:40 – Welcoming Chris to the show
02:00 – Call Loop is a voice and text messaging service
02:22 – Had the idea in 2009; business was founded in 2011
03:00 – It took 3 years to build the software as a side project
03:55 – Put in $10,000 to kick-start the project
04:12 – Bought out his business partners in 2015
04:50 – Two investors put in $90k total for 7.5% equity
05:55 – How did buying out his co-founders work?
06:20 – One co-founder had a full-time job and didn’t want to be hands-on
07:20 – Chris wasn’t financially experienced - hadn’t put caps of cliffs on the equity
08:10 – Co-founder had 25%
09:10 – Bought out for less than $100k
09:30 – “We have SaaS components but we’re not really a SaaS business”
10:00 – Different customers have extremely different needs - they buy credits differently
10:45 – Topline revenue in 2015 was $385k
11:25 – Reinvested $150k in the company in 2015
12:15 – Revenue goal in 2016 is $430-450k
12:35 – Around 1000 unique customers each month
13:54 – Sending around 400k text messages each month
14:34 – Goal is to develop the software behind the product, add features, and scale
15:45 – Chris hopes to pivot towards marketing automation
18:18 – Connect with Chris at the Call Loop website
19:55 – The Famous Five


3 Key Points:
Youth is an advantage. Don’t be scared to act because you’re too young.
When you’re distributing equity with co-founders, by sure to have a vesting schedule. You’ll hugely reduce the risk of problems down the line.
Look for opportunities to pivot, even when you’re an established company. The market changes; technology changes: make sure you keep up.

Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 15, 2016

Ilias Tsagklis, co-founder of Excelexis. He’s a software developer-turned-entrepreneur who gave up a great salary to found his own company. Ilias blogs about entrepreneurship at Wealth Triumph. Listen in to hear why a developer built an ad company instead of a software company, and just what he’s doing to make 85% net margins.

Famous 5:

Favorite Book? – Millionaire Fast Lane
What CEO do you follow? — Marcus Lemonis
Favourite 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? — That the road to success is only through self-education. Don’t expect anyone else to help you.

Time Stamped Show Notes:
01:14 – Nathan’s introduction
01:56 – Welcoming Ilias to the show
02:17 – Trying to monetise platforms like banner display
02:37 – Provided sponsored content for a recent customer - trying to move away from traditional banner displays
03:25 – Own Telecode Geeks, a content site, where they can place adverts
04:02 – Ilias started out as a software developer
04:18 – He quit his job after 7 years, looking for something new
05:02 – “I wanted to build something that could scale”
05:40 – Gave up a salary in the mid 5 figures - a high salary in Greece
06:40 – Started building a community writing technical articles
07:15 – Why monetise through ads using Java instead of building your own software platform?
07:30 – “We were more interested in building a steady income to replace the corporate job”
07:55 – Around 85% net margin in the business
08:22 – Multiple revenue streams: advertising; sponsorship; lead generation and affiliate marketing
08:47 – Total revenue in 2015 was in the mid 6 figures
09:15 – Two co-founders, several assistants, and some freelance writers
09:40 – Ilias’ revenue goal for 2016 is $500k
10:30 – Connect with Ilias on Linkedin or at his blog
12:00 – The Famous Five


3 Key Points:
Success comes from self-education. Start investing time and energy in yourself.
Build a community before you try to monetise. Once you have a tribe, everything else will follow.
Define your goals as an entrepreneur. Explosive growth? Steady income? Early retirement? Once you know your why, you can worry about the how.
Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 14, 2016

Kim Barrett, bestselling author and the founder of Your Social Voice - a marketing and lead generation agency that’s gone to $100k per month in sales in just one year. Tune in as Nathan and Kim talk lead generation, marketing, and building a killer sales team.

Famous Five:

Favorite Book? –Built to Sell
What CEO do you follow? — Gary Vaynerchuk
Favourite online tool? — Podio
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 what you think and don’t listen to what other people tell you to do


Time Stamped Show Notes:
01:28 – Nathan’s introduction
02:25 – Welcoming Kim to the show
02:35 – Your Social Voice makes money through ‘done-for-you’ marketing services
03:22 – Focus on lead generation - driving traffic to a landing page
03:45 – Offering different packages
04:20 – Company started in 2013
04:40 – Total revenue in 2015 was a little over $450k
05:02 – Currently making around $100k per month in sales
05:30 – Cash received is 50-60% of sales
05:55 – Aim to be a recurring business: encourage clients to engage ongoing services
06:40 – 80% month-to-month retention rate
07:00 – 25 clients this month
07:10 – Always in sales mode - and aiming to bring ongoing clients on board
07:45 – Base their sales on strategy, not software
09:00 – Challenge of retaining service customers vs. SaaS customers
09:42 – Sales people make 15% commission on cash received, plus targets
10:30 – Kim’s also a bestselling author of Winning in Life and Work: New Beginnings
12:30 – Connect with Kim on Snapchat (therealkimbarrett) or through his website
18:58 – Connect with Finn at his website or through Linkedin
15:10 – The Famous Five


3 Key Points:
The difference between building a customer base in a service business and a SaaS business is that you need a fantastic sales team.
Focus on what your own goals and ideas: don’t let other people’s opinions dictate your life
Find ‘stretch’ heroes to study: people to follow who are several steps ahead of where you want to be


Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 14, 2016

Madison Wickham, CEO and co-founder of Grandex - a media and content company that’s behind the sites Total Frat Move and Postgrad Problems. Madison’s also created two successful apparel companies, and is generating around $10 million in revenue a year. Listen in to hear Madison talk about the secrets of capturing an audience, quitting his job with a 10-day old baby, and how to turn content followers into customers.


Famous 5
Favorite Book? – Zero To One
What CEO do you follow? — Jonah Peretti
What is your 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? —That I didn’t have to have a definitive plan...I just had to be doing something productive and learning stuff

Time Stamped Show Notes:
01:50 – Yuri’s introduction
02:30 – Welcoming Madison to the show
02:50 – Started Total Frat Move as a one-liner comedy website with a fraternity buddy
03:40 – “Our business plan did not exist...we were trying to capture an audience”
04:56 – Started with advertisements but starting experimenting with other revenue streams
05:38 – T-Shirts worked extremely well - “We gravitated towards merchandise”
06:25 – At what point did Madison realise his project was a legitimate business?
07:20 – “In 4 months we had $2000 a month from ad revenue”
08:32 – Quit their jobs and dived in full-time
09:32 – Madison had a 10-day-old baby when he quit his job
10:11 – Went full-time in October 2010
11:20 – “It was the most liberating thing I’ve done in my life”
13:10 – Financing? “We always made more money than we spent - we didn’t have experience of doing anything else”
13:50 – About 3 years in, they formed a relationship with an angel investor in Austin
15:15 – Learned from him about the process of raising money to develop a team
16:25 – Raised $2.3 million over 12 months
16:44 – $20 million pre-money valuation
17:16 – 3.5x multiplier on topline revenue
18:00 – Grandex currently runs 5 websites
18:21 – Rowdy Gentleman designs, creates and sells apparel
18:54 – Male Outfitters is a premium online menswear store
19:40 – Grandex generated around $10 million revenue in 2015
21:10 – Revenue from TFM and related sites is through advertising and promotions
23:10 – “The media is the lifeblood of our business”
23:45 – Promote apparel products to their media audience
25:00 – What’s worked best for you when promoting online?
27:40 – Things change constantly - it’s vital to be tapped into the social media landscape
28:20 – What’s next for Grandex?
30:30 – Releasing their first feature-length film this year
31:20 – Connect with Madison at the Grandex website and the Inside TFM podcast
34:42 – Famous Five

3 Key Points:
Capture an audience. Profit will grow out of having people that follow you.
Be hyper-aware of what’s happening online: social media changes in an eyeblink
You don’t have to know what your grand plan is. Just start doing something productive.


Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 14, 2016

Finn Kelly, co-founder and CEO of We Love Numbers, a smartbookkeeping and financial advice site that’s turning financialservices into SaaS. Finn’s been named three times as one ofAustralia’s top 30 entrepreneurs under 30, and is about to launchhis first fundraising round. Listen as Finn and Nathan talk goingfrom service to SaaS, the ins and outs of investment partnerships,and why you are what you think.

 

Favorite Book? – True North
What CEO do you follow? — Warren Rustand
Favourite online tool? — Slack
Do you get 8 hours of sleep?— No, but pretty close
If you could let your 20 year old self know one thing, what wouldit be?— Look after your body, and focus on your thoughts. You arewhat you think.


Time Stamped Show Notes:
01:31 – Nathan’s introduction
02:00 – Welcoming Finn to the show
02:20 – We Love Numbers - smart bookkeeping and advice forentrepreneurs
02:40 – Revenue is generated by a subscription model to 1 of 4different packages
02:49 – Packages cost $395 to $1695 per month
03:10 – Recent client was a wine importer - We Love Numbers helpedthem to look at different back-end processes and interpret thenumbers they needed to focus on
05:14 – What, strategically, can We Love Numbers help with?
05:35 – Answer questions to help optimise pricing models, salariesetc.
06:20 – They work with multiple clients so have a sense of what isindustry standard
06:30 – Currently work with 50 clients; have over 900 in thepipeline
06:57 – Started in March 2015
07:16 – Average customer pays about $1000 per month
07:22 – MRR in February 2016 was around $50,000
07:55 – Started out in wealth management - sold their first companyfor multiple millions
09:13 – About to raise their first capital round
09:30 – Raising because they want to scale quickly
10:00 – “We see ourselves as a SaaS business”
10:25 – Looking to raise $750k via convertible note
10:40 – Aiming for churn of 2% through month
11:00 – Worst churn rate they’ve experienced was 10%
11:40 – Aiming to pay no more than $1000 per customer acquisitioncost
12:20 – Currently 10 people in the team
12:40 – Head count expenses are about $60-70k per month
13:40 – A pre-money valuation of $6 million would make Finnextremely happy
14:20 – Looking for strategic partners, not just VCs
18:58 – Connect with Finn at his website or through Linkedin
16:54 – The Famous Five


3 Key Points:
Look for strategic partners who can add value beyond money.
Find a way to make your business scale. How can a service businessbecome a SaaS business?
Focus on your body and your health. Look after yourself, and you’llbe prepared for anything.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices andaccounts.
Host Gator – The site Nathan uses to buy his domain names andhosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly createhis webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to SanAntonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

 

Jun 14, 2016

Beate Chelette. Beate went from being a single mother in debt, to selling her image licensing business to Bill Gates for millions. She’s a successful coach and speaker, and the author of Happy Woman, Happy World and The Women’s Code. Listen in to learn why equality and diversity are good for business, how to build a million-dollar company without owning any assets, and the hard story behind success.

Famous 5:

Favorite Book? – The Compound Effect
What CEO do you follow? — Marc Benioff
Favourite online tool? — Infusionsoft
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 take it so personally. And it takes time.

Time Stamped Show Notes:
01:11 – Nathan’s introduction
02:20 – Welcoming Ilya to the show
02:40 – Biyathe cornered the market in architecture and interiors photography
03:40 – Acquired by Bill Gates’ business Corbis
04:40 – Were at around $1 million in revenue from licensing
05:02 – “You can build a business where you don’t own any assets...we just had the rights to assets”
05:40 – Sold for a multiple on the gross margin
06:38 – “You come to the point where you ask: ‘What did I do it for? What drives me?’
07:25 – Success comes with an obligation to share information
08:08 – When successful people tell their stories, they tend to gloss over the tough parts
09:12 – Co-founded the publishing company that published her book
09:44 – Happy Women, Happy World has sold in the low 1000s so far
10:14 – “I didn’t want to manipulate the system to get a bestseller”
10:55 – Published in September 2015
11:20 – It’s designed to be easy to consume in short chunks - “a purse or bathroom book”
12:40 – Started building an email list before her book - has around 17k engaged list members
14:30 – Beate’s started training and speaking on why gender equality and diversity is good for business
15:24 – Connect with Beate Chelette on Linkedin at the Creative Entrepreneur Forum or at her website
17:33 – The Famous Five


3 Key Points:
Understand yourself. Understand what drives you.
Equality and diversity are good for business
Success does not come until you’re clear who you are, what you’re doing it for, and how you can sell yourself
Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 13, 2016

Todd Tresidder's a serial entrepreneur who retired at 35 afterbuilding millions as a hedge fund manager. He’s the creator ofFinancial Mentor, a hugely successful financial coaching service,which is soon to become an online course. Listen as Todd and Nathantalk asset allocation, risk reduction, and how to createwealth.


Favorite Book? – Essentialism
What CEO do you follow? — Steve Jobs
Favourite online tool? — None
Do you get 8 hours of sleep?— It varies
If you could let your 20 year old self know one thing, what wouldit be?— Buy more income-producing real estate


Time Stamped Show Notes:
01:20 – Nathan’s introduction
01:35 – Welcoming Todd to the show
02:18 – Lasted about 6 months at Hewlett Packard - then he wasfired
03:20 – “Everything is quantitative”
03:45 – Invested $20 million through a hedge fund set up with apartner
05:00 – “One of the keys in investing is knowing what you don’tknow”
06:30 – Made a 3% management fee
07:20 – “It’s completely a numbers game”
07:55 – Why move to teaching others?
08:30 – “You reach a point where you’ve learned what you’re goingto learn”
09:03 – “I would have been repeating life over and over”
09:35 – Sold the hedge fund and travelled through the Middle Eastand Europe
10:45 – Todd’s currently working on his courses at FinancialMentor
11:00 – Started as a boutique coaching site
12:10 – “I’m trying to develop the one-on-one coaching intocourses”
13:00 – Nathan spends 10% of what he earns and spreads the restacross different equities
13:55 – “The top 12 asset allocation formulas essentially performthe same over 30 years”
15:00 – “The variance in return is to do with risk exposure”
16:00 – There are limits to growth in conventional assetallocation
16:20 – “Entrepreneurial strategies will blow the doors offconventional allocation”
17:30 – “Set yourself up so ‘heads you win, tails you win’
18:15 – Play smart - risk can be unexpected
19:25 – The solution to risk management is “higher highs, higherlows”
21:00 – “I sold all my real estate in 2005 or 2006 - I waslambasted, but I didn’t want the risk”
22:00 – “Knowledge leverage has no downside”
18:58 – Connect with Todd at Financial Mentor - and receive a freeebook and course
24:18 – The Famous Five


3 Key Points:
Know what you don’t know. Be aware of the areas you aren’t anexpert in - and either learn, or leave them to someone else.
Manage risk. Unexpected things happen all the time - you need to bethinking about how to not just make your high returns higher, buthow to minimise your lows and losses.
Know your numbers. Investing is absolutely a numbers game:everything is quantitative. Understand the numbers and you’llunderstand how wealth works.


Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices andaccounts.
Host Gator – The site Nathan uses to buy his domain names andhosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly createhis webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to SanAntonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

 

Jun 13, 2016

Kim Kaupe, a Forbes 30 under 30 and co-founder of custompublishing company Zinepak. Zinepak creates fan packs andmerchandise for artists and sports teams. They’ve worked withJustin Bieber, Katy Perry, and the Boston Red Sox. Listen as Nathanand Kim talk googling your way to success, making good investmentdeals, and Kim’s stint on Shark Tank.


Favorite Book? – Rework
What CEO do you follow? — Jim O’Shea
Favourite online tool? — Pipedrive
Do you get 8 hours of sleep?— I am
If you could let your 20 year old self know one thing, what wouldit be?— Eat more chipotle and dance more, it’s all going to beokay


Time Stamped Show Notes:
01:30 – Nathan’s introduction
02:15 – Welcoming Kim to the show
02:30 – Started Zinepak in 2011 - found a fantastic niche
03:05 – Latest clients include Justin Bieber and Shawn Mendes
04:04 – Work as an agency - they’ll create the product and sell itwholesale
05:00 – Order size varies from 500 units to 200,000 units
05:20 – Average order would be around 5,000 - 20,000 units
05:41 – Packs sell to the client from $3-5
06:05 – Aim for a 30% gross margin - though sometimes work withartists for less
07:01 – Total revenue in the first year was $600,000
07:31 – Started the business after working in corporate for twoyears
07:50 – “It was pretty much a googling game”
08:50 – “Know what you’re good at and what you’re not so goodat”
09:11 – Total revenue in 2015 was $2.8 million
09:20 – On Shark Tank in April 2015
09:40 – “For us it was about moving into fanbases outside the musicindustry”
10:20 – “We wanted to get 5-10 solid business leads from theshow”
10:55 – “You’d be surprised how many CEOs and CMOs watch SharkTank”
11:45 – Ask on the show was $725,000 for 17.5%
12:30 – Due diligence starts a couple of weeks after theshoot
13:40 – Ultimately didn’t go through with the deal
16:10 – If Nathan and Lisa created a product together, what wouldit be?
17:05 – Maybe a product to do with goals and structure
18:10 – Maybe exclusive data - delivered at a live event
18:58 – Connect with Kim at her website, or on Twitter andInstagram
21:30 – The Famous Five


3 Key Points:
Know your strengths and weaknesses...and outsource yourweaknesses.
Be clear on what you want from an investment partnership. Is yourpartner bringing anything to the table apart from money? Don’t beafraid to walk away.
Look after yourself and your health. You need to be on top form totake over the world.
Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices andaccounts.
Host Gator – The site Nathan uses to buy his domain names andhosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly createhis webinar landing pages which convert at 35%+
Audible – Nathan uses Audible when he's driving from Austin to SanAntonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

 

Jun 13, 2016

Subbu Rama, co-founder of BitFusion, a service that gathers unused processing power to create a decentralised supercomputer. Subbu’s hoping to create something as big as VMware. Listen as Subbu answers the hard questions about splitting equity, raising capital, and building sales at the beginning of a big idea.

Famous Five:

Favorite Book? – Steve Jobs
What CEO do you follow? — Steve Jobs, posthumously.
Favourite online tool? — Slack
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 wish I’d started a company

Time Stamped Show Notes:
01:45 – Nathan’s introduction
01:50 – Welcoming Subbu to the show
02:35 – BitFusion grabs unused processing power to speed up clients’ processing
03:23 – Started in February 2015
03:36 – Based in Austin, Texas
03:50 – Subbu gave up a $250k salary at Dell to create BitFusion
04:20 – “The world is moving beyond CPUs...big computation is becoming more complex”
04:30 – “I thought - how do we bring hypercomputing to the normals?”
04:45 – Subbu’s co-founders quit Samsung and Intel
05:15 – The co-founders split their equity equally - 33% each
06:01 – “People don’t put the same energy in all the time...but in the end it all evens out”
06:45 – “I would recommend doing whatever you’re comfortable with”
07:26 – Raised $1.5 million in a seed round
07:42 – Went through the TechStars incubator
08:00 – Debt round via convertible note
08:40 – Nathan: “Are you making sales?”
09:05 – Have around 6 customers
09:40 – Customers pay $10-100k per year
09:55 – Looked for customers they could close with in 1-3 months
10:20 – Gained 6 customers in 2 months
10:40 – Revenue in the last year has been $100-500k
11:11 – Losing less than $100k per month in salaries - team of 9 people
11:50 – Hope to have enough customers in 2016 to run a Series A
12:25 – “I look at strategic investors, not valuation”
12:55 – “We want investors who will help us”
13:29 – Subbu wouldn’t sell for $20 million right now
13:50 – “We think this could be as big as VMWare”
14:18 – Connect with Subbu on Twitter
15:45 – The Famous Five


3 Key Points:
Look for strategic investment partners who’ll bring something besides money to the table
Sales are everything. Start bringing in customers as quickly as you can.
Computation is becoming more complex: services that capitalise on super-fast processing are going to succeed


Resources Mentioned:
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

Jun 13, 2016

Ilya Semin, creator of Datanyze - a sales intelligence platform that’s the only thing Hubspot and Marketo will use. Datanyze has reached an ARR of $6 million in just two years - and they’re growing incredibly fast. Listen in to hear why Ilya took his first round of funding, how to have the tough conversations about equity, and why emotional intelligence is crucial for tech entrepreneurs.

Famous 5:

Favorite Book? – The Alchemist
What CEO do you follow? — None
Favourite online tool? — Manny [link skyped to Nathan]
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 wish that I’d started working on my EQ skills and learned how to communicate with people

Time Stamped Show Notes:
01:09 – Nathan’s introduction
01:58 – Welcoming Ilya to the show
02:12 – Datanyze is a sales intelligence platform that’s offered as a subscription service. Customers include Hubspot and Marketo
02:30 – 500 customers, with an average annual contract of $20k
02:55 – Founded the business in 2012 - launched officially in 2014
03:20 – First year revenue was around $50k
03:40 – Mostly serve B2B companies and enterprise companies
03:58 – Raised $1.8 million in July 2014
04:20 – “We were profitable even then...but enterprise customers don’t like dealing with small companies”
05:00 – VCs included Google investments and Mark Cuban
05:30 – Total revenue in 2015 was $4 million, and by December 2015 there was a monthly run rate of $500k
07:21 – Churn is less than 1% per month
07:44 – Customer Acquisition Cost is around $9k
08:20 – “Almost all our customers pay up front”
08:55 – Have about 60 people based in San Martel, California
09:18 – How does a typical customer use Datanyze?
09:30 – If a sales rep is making a call, they can use Datanyze to access information about a company
10:07 – Datanyze can also help to generate potential leads and their contact details
11:00 – Have an inside sales team who set up around 15 demos per month
12:57 – Current revenue growth is 7% month-over-month
13:30 – Team salary costs are close to $500k per month
14:16 – “We’re close to break-even all the time”
14:38 – One other co-founder. They had the difficult conversation and didn’t split equity evenly
15:01 – Connect with Ilya through Linkedin or his blog
17:12 – The Famous Five


3 Key Points:
Zero in on the market you want to serve - and find partners or investment to help you in that market
Learn to communicate. 85% of your success is down to emotional intelligence and ‘soft’ skills
Have the tough conversations about equity. All that an even split proves is that you aren’t communicating well enough
Resources Mentioned:
Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
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

 

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