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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
Oct 21, 2017

Sandy Lohr. She’s a mother, wife, dog lover and leader of one of the best advertising technology teams in Silicon Beach. Growing up in the industry, she transitioned from client side to tech provider over 2 years ago. Her team strives daily to help local businesses globally find the best customer with her company, MatchCraft.  

Famous Five:

  • Favorite Book? – Jab Jab Jab Right Hook
  • What CEO do you follow? – Susan Wojcicki
  • Favorite online tool? — Accompany
  • How many hours of sleep do you get?— 5.5
  • If you could let your 20-year old self, know one thing, what would it be? – “Be humble”

 

Time Stamped Show Notes:

  • 01:44 – Nathan introduces Sandy to the show
  • 02:18 – MatchCraft performs well and keeps its customers
  • 02:46 – MatchCraft is a tech company in the adtech space
  • 02:52 – 2018 will be MatchCraft’s 20th year
  • 03:02 – MatchCraft matches buyers and sellers and has mastered the craft for doing so
  • 03:10 – MatchCraft has 2 founders who came up with the strategy in 1998
  • 03:21 – Sandy is the CEO and she joined MatchCraft 2 years ago
  • 03:40 – MatchCraft acquired the client side of the company in 2014
  • 03:50 – MatchCraft has a technology platform that helps run programmatic searches
    • 04:15 – MatchCraft has been doing it a long time with scalability
  • 04:50 – MatchCraft is a managing service and SaaS model
    • 04:59 – The managing service is 70% of the business
    • 05:46 – MatchCraft doesn’t work with any merchants
  • 06:06 – Resellers of MatchCraft have over 6000 sales reps globally
  • 06:23 – Resellers pay MatchCraft their media fee
    • 06:35 – For the managing service, the fee is 17% to 12% depending on the volume
  • 07:08 – MatchCraft has strategy discussions with their resellers
  • 07:27 – The SaaS model varies, too
  • 07:57 – MatchCraft provides ad copy in different languages and formats
  • 08:50 – On the SaaS side, fees can go up to 7% of media spend depending on the volume
  • 09:50 – MatchCraft is a privately held company
  • 10:33 – Prior to MatchCraft, Sandy was on the client side and she was working for Advance Publications Inc.
    • 11:30 – Sandy shares what she was doing prior to MatchCraft
    • 13:15 – Advance Local Inc. bought MatchCraft and Sandy is now the active CEO in MatchCraft
    • 14:08 – Sandy’s background has always been in marketing and she enjoys learning about technology everyday
  • 14:25 – MatchCraft’s team size is nearly 100 and they promote diversity with their global offices
  • 15:13 – MatchCraft doesn’t have to raise capital
  • 15:39 – “We have extremely aggressive goals”
  • 16:19 – MatchCraft has grown 26%, year over year
  • 16:45 – MatchCraft has processed more than $100M ad spend annually
  • 17:03 – Sandy’s opinion on the idea of Time being sold and what she would do if they buy one of Time’s brands
  • 19:43 – The Famous Five

 

3 Key Points:

  1. There’s nothing you cannot learn that you really WANT to learn.
  2. If your product is performing well, people will remain loyal to you and to your product/service.
  3. Acquiring a company requires your due diligence—make sure it’s WORTH it.

 

Resources Mentioned:

  • Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost.
  • 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
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