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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 22, 2017

Mateo Munoz. He’s the COO and managing director of the Americas for Duuzra or Duzzra Group. Mateo has been a crucial part of the management team that helped the company turnaround from group consultancy to its second series A and is leading it from its service-based model to a SaaS-based model.

Famous Five:

  • Favorite Book? – Never Eat Alone
  • What CEO do you follow? – Falon Fatemi
  • Favorite online tool? — Glow Baby and Slack
  • How many hours of sleep do you get?— 4.5
  • If you could let your 20-year old self, know one thing, what would it be? – “Listen a little bit more”

 

Time Stamped Show Notes:

  • 01:49 – Nathan introduces Mateo to the show
  • 02:25 – Duuzra was launched in 2012 as an event technology company
    • 02:35 – It was on prem and they’ve worked with different companies
  • 02:58 – They saw where the market was going; so, they started a solution on the cloud
    • 03:18 – They got a little bit of the model wrong and there was some mismanagement
    • 03:31 – They’ve burned $3M from 2012-2015
    • 03:40 – Their current CEO is from a venture-traditional bank
  • 04:14 – Duuzra then rolled over and Mateo had to deal with the IRS because of their back taxes
  • 04:52 – Duzzra Group is from UK
  • 05:15 – Duzzra was opened up in USA as an Inc. founded by the original management group
  • 06:12 – Duzzra had their Series A
  • 06:45 – In 2016, Duzzra made over £2M
  • 07:12 – Current team size is 30 from the 80 people in 2015
  • 07:19 – Duzzra raised £2.3M in their series A
  • 07:32 – 20 people are in the UK, the rest are remote and are from other countries
  • 08:17 – Mateo was the VP in marketing and he also had his own advertising company
  • 08:42 – Mateo was offered the MD role by the CEO, he also acquired some equity
  • 09:11 – Series A was a typical venture, but it was done through private wealth
    • 09:28 – They’re currently looking into raising £5M for series B
  • 09:39 – Duzzra just released their SaaS product coming in as a beta product
  • 10:05 – Target revenue for 2017
  • 10:24 – Duzzra currently has a great team that is doing an amazing job
  • 11:24 – The valuation will be important, but they also want the investors to be happy with their series B
  • 12:30 – Duzzra has invested $400K on their new product
  • 13:08 – An average pay per customer is $2500 a month
    • 13:11 – The benchmark for Duzzra’s predictable revenue was the license for the actual event
  • 13:39 – Duzzra is moving to a completely different model
    • 13:51 – Duzzra is now a content delivery and engagement tool with analytics on the back end
    • 13:58 – Applications can be packaged quickly and easily
  • 14:36 – Duzzra currently has 10 paying customers for the SaaS side and they still have their full-service suite
  • 15:13 – CAC is around $3500
  • 17:15 – The Famous Five

 

3 Key Points:

  1. Sometimes you have to accept that there will be loss at times while building a company.
  2. If the business can maintain its credibility (even after burning millions) investors will still trust you and will invest.
  3. Listen to others and learn from them; don’t try to do it all on your own.

 

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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