Matthew Schiltz. He’s an experienced, senior executive with a proven track record in building successful, high growth technology and cloud companies ranging from the private startup stage to public companies. He’s responsible for his current company, Conga, and its growth strategy which includes financing, driving global sales and expanding product offerings. His extensive executive management and leadership experience is driving strong company growth which has resulted in several Inc 500, Fast 50 and Top 100 Places to Work awards. Past CEO successes include Insightful Corporation, CourtLink, DocuSign, Tier 3 and Blue Box Group. He has received several industry accolades in recognition of his past successes and is considered an expert on software, technology, and cloud business practices.

Famous Five:

• Favorite Book? – The 7 Habits of Highly Effective People
• What CEO do you follow? – Dan Springer
• Favorite online tool? — Email
• How many hours of sleep do you get?— 6-7
• If you could let your 20-year old self, know one thing, what would it be? – Matt would let others know that SaaS technology is about the people

Time Stamped Show Notes:

• 01:58 – Nathan introduces Matt to the show
• 03:07 – Matt is the first professional CEO hired for DocuSign
• 03:38 – Matt was also recruited by the board of Conga as their CEO
• 04:41 – Matt has worked with founders who are great in product and technology, but were not able to grow their company as a CEO
• 05:25 – The partnership with DocuSign’s founder was a successful experience
• 06:18 – Conga is one of the top 5 global ISV (Independent Software Vendors) in the Salesforce ecosystem
• 06:44 – Conga specializes in data and electronic contracts
  • 06:57 – They take live, Salesforce data and turns it into dynamic documents that are automated
• 07:21 – Conga is pure SaaS play
• 07:45 – Renewal rate is astronomically high
• 08:08 – Conga has a negative revenue churn
• 08:44 – Conga has a mix of mid-market and enterprise customers
• 10:30 – The customers pay directly on the number of seats
• 11:05 – Customers can start with one product, then expand to five products
• 11:55 – Conga’s customer base is two thirds midmarket and one third enterprise
• 12:33 – Conga’s document generation product pricing starts at $200 monthly for 10 seats
  • 12:59 – “It’s a pretty low risk threshold”
• 13:30 – The Salesforce AppExchange is the number one customer vehicle for Conga
• 16:06 – 80% of Conga’s customers regard them as offering a critical tool that they need to use
• 17:00 – Conga has over 9000 customers globally
• 17:30 – Conga is growing quickly
• 18:03 – Conga grew 200% last year and another 100% this year
• 19:59 – Conga is in a typical gross margin rate
• 20:10 – The majority of Conga is owned by Insight Venture Partners of New York
• 20:46 – Conga has announced Salesforce Ventures as a strategic investor in May 2017
• 21:15 – Matt shares how they decide which companies to acquire
  • 21:50 – Is it a good strategic fit for Conga?
  • 22:02 – Is it a great people fit?
  • 22:30 – Conga has 250-500 employees
• 23:53 – Matt shares his thoughts on Conga taking the IPO route as a funding event
• 25:05 – DocuSign just announced their intention to go public
• 27:35 – The Famous Five

3 Key Points:

1. Not all founders can grow their business; the right CEO can be the answer.
2. The growth of a company isn’t based solely on the product, but the people who are behind it.
3. The IPO route for funding is a fantastic place to start.

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

Aseem Badshah. He’s the founder and CEO of Socedo which is a twenty person, B2B, social media demand generation company backed by Techstars Ventures, Vulcan Capital and Divergent Ventures. Before this company, he was the founder of Uptown Treehouse, a social media marketing agency working with brands like Uniqlo, Nike, Western Union and Lenovo.

Famous Five:

• Favorite Book? – Good to Great
• What CEO do you follow? – Satya Nadella
• Favorite online tool? — Outreach
• How many hours of sleep do you get?— 6
• If you could let your 20-year old self, know one thing, what would it be? – “Be patient and focus, above all, on people”

Time Stamped Show Notes:

• 01:34 – Nathan introduces Aseem to the show
• 02:06 – Socedo helps B2B marketers find the relevant prospect on social media
• 02:37 – “The last 9 months have been all about efficiency”
• 02:47 – Socedo now has $4K in MRR per month per AE
• 03:42 – Socedo is now moving away from the outbound and ABM model
• 03:47 – Socedo targets SMB companies now
• 04:03 – Socedo has free trials on their website
  • 04:18 – The point is to become a pipeline for their AEs
• 04:58 – Socedo is helping Pendo’s growth
• 05:08 – Socedo is looking at moving up their ACV
• 05:57 – Socedo helps B2B companies cut through the noise
• 06:24 – On the sales side, Socedo is more focused on selling to B2B as opposed to B2C companies
• 07:00 – Average MRR
• 07:23 – Aseem ties employee count to growth
  • 07:45 – The idea of scaling too quickly isn’t really healthy
• 08:40 – Aseem wants to make sure that their focus is on the right segment of the market
• 10:00 – Everywhere in SaaS is crowded these days
• 10:21 – The outbound path is where Sodeco will bump into their competition
• 10:54 – Sodeco is specifically serving the B2B social media marketers who are underserved individuals
  • 11:20 – Sodeco helps them grow their presence
• 12:34 – Hootsuite is great for marketers who are managing their content for their audience
• 13:00 – Sodeco finds and grows the audience by targeting the right prospects on social media
• 14:44 – The Famous Five

3 Key Points:

1. Scaling up does NOT necessarily mean growing your team.
2. Even though your market may be crowded, you can find a way to stand out.
3. Managing your audience is a very different process from growing your audience.

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

Stefan Thomas. He’s the CTO of Ripple. He’s also the producer of the popular “What is Bitcoin?” video and the founder of the largest website for novice bitcoin users, WeUseCoins.com. He created a set of open-source bitcoin libraries called BitcoinJS, which today are maintained and used by Bitcoin businesses of all sizes including BitPay, Blockchain.info, BitAddress, Coinpunk and others.

Famous Five:

• Favorite Book? – Draw to Win
• What CEO do you follow? – Thomas Mcleod
• Favorite online tool? — StumbleUpon
• How many hours of sleep do you get?— 3 or 8
• If you could let your 20-year old self, know one thing, what would it be? – Schedule your blocks of time. Clean up and separate your spaces. Tell yourself to stick to what you should be doing.

Time Stamped Show Notes:

• 01:38 – Nathan introduces Stefan to the show
• 02:15 – Stefan got into crypto 7 years ago
• 02:22 – “What is Bitcoin?” video now has 10 million views and two versions
• 02:52 – Bitcoin is different from how current financial institutions work
• 03:27 – Blockchain has a lot of definitions and for Stefan, blockchain is a shared ledger
• 04:03 – With any technology, it is about how it can make a change that is beneficial to everyone
• 05:43 – Stefan currently focuses on their project, Inter Ledger, which is essentially a protocol that can tie different ledgers together
  • 05:54 – It is an open project and Ripple is a contributor
• 06:44 – Some of the crypto users have gotten a little too mainstream
• 07:18 – People are now looking at the possibility of getting what they want without having to rely on clunky, shared ledgers
• 07:41 – Stefan sold WeUseCoins to a company who has invested in bitcoin
  • 08:20 – Stefan didn’t make much from the exit
• 08:36 – Stefan is responsible for the technical vision of Ripple
• 09:00 – Ripple’s customers are mostly banks
  • 09:05 – Banks license Ripple’s technology and software
• 09:33 – You can get the most from bitcoin technology without changing how financial institutions work
  • 09:53 – Small banks can interoperate with other banks without going through huge hubs
  • 10:04 – “Creating that efficiency by creating competition”
• 10:20 – Siam Commercial Bank in Thailand is one of Ripple’s customers
• 10:30 – Siam Commercial Bank and SBI Remit in Japan have partnered to license Ripple’s technology
  • 10:40 – Thailand expats staying in Japan can now send money to Thailand through their partnership
• 12:18 – Shared ledgers are growing smaller and smaller with these new coins coming out and by private blockchains
• 12:27 – Stefan believes that the next interesting technology will be the interoperability of the blockchains and central ledgers
• 13:02 – Ripple has only been focused on payments, but there are hundreds of use cases for blockchain
  • 13:28 – Payments is the underlying thing for any kind of asset movement
  • 13:55 – Ripple is also focused on the crossing borders advantage to it
• 15:21 – Licensing fee of Ripple depends on their customers
• 16:21 – Team size is 170
• 16:36 – Ripple has raised $94M and has sold some digital assets
• 16:55 – Stefan joined Ripple before it was incorporated and he has equity
• 18:31 – The Famous Five

3 Key Points:

1. Changes in technology are intended to make life better for the collective.
2. With bitcoin technology, payments have become more efficient and convenient.
3. The vision that you had years ago will definitely change overtime.

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

Scott East. He founded his company MSIGHTS in 2004 to help marketers make better decisions with better data and reporting. His experience includes global ads and digital agencies of Fortune 20 telecom and AOL prior to founding MSIGHTS. He understands how to engage marketers as he has 20+ years in this area. His new book, The Cuttlefish Marketer: The Five Essential Traits of a Modern Marketer, focuses on helping marketers transform themselves into modern marketing leaders.

Famous Five:

• Favorite Book? – E-Myth
• What CEO do you follow? – Jason Fried
• Favorite online tool? — LinkedIn Sales Navigator
• How many hours of sleep do you get?— 7
• If you could let your 20-year old self, know one thing, what would it be? – Scott wished he had focus more on “pull goals”, not “push goals”

Time Stamped Show Notes:

• 01:54 – Nathan introduces Scott to the show
• 02:38 – Scott wrote a book because it was on his bucket list
  • 03:00 – Scott’s publisher is Advantage Media
  • 03:46 – The book is now available on Amazon and Apple
  • 04:06 – It has sold around a couple of hundreds of copies
  • 04:20 – Scott worked on his book for 10 solid months
• 05:05 – MSIGHTS provides data management and performance reporting services for large marketing departments
• 05:21 – MSIGHTS’ primary model is a SaaS model and they charge based on the data they integrate
• 05:38 – “We giveaway licenses for free in our platform”
• 05:58 – Scott wants as many enterprise companies as possible to use their reporting for decision making
• 06:18 – MSIGHTS charges based on the volume that they’re integrating onto the system (in bulk)
• 07:00 – MSIGHTS’ professional service is a recurring service
• 07:40 – Scott shares why the SaaS model is different from a professional service, even if both services are recurring
• 08:24 – ACV is $250K per client
• 08:47 – MSIGHTS has 35 people
• 09:20 – Scott shares how the data they receive needs to be analyzed
  • 10:15 – MSIGHTS integrated the data and added the translation key, but it took the founders more than an hour to decide if they would take it
• 11:03 – Scott self-funded the company
• 11:33 – MSIGHTS was officially launched in 2003
• 12:00 – First year revenue is around $150K
• 12:10 – 2013 revenue
• 12:31 – 2016 revenue was $3.21M
• 13:04 – Churn is less than 5% annually
• 13:30 – Some of their clients have been with MSIGHTS for five years plus
• 13:50 – MSIGHTS is still bootstrapped
• 14:15 – Blended gross margins is a low 85%, platform side is 80% plus and 70% on professional service
• 15:05 – Last month total revenue is around $264K
• 15:30 – CAC
• 15:54 – Payback period is around a month
• 17:53 – The Famous Five

3 Key Points:

1. If you want something and it’s within your reach, GO for it!
2. Having a great product could mean you’re bootstrapped for years, even a decade.
3. Professional services can be a recurring service.

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

Oscar Nelson. He’s the CEO of Musqot, the marketing technology and SaaS company he co-founded after spending 12 years in various marketing roles in small and large companies. Industry-wise, he’s had a mixed background from consulting, media, telecommunications and enterprise software. He considers himself a business generalist more than a specialist.

Famous Five:

• Favorite Book? – The Five Dysfunctions of a Team
• What CEO do you follow? – Jason Lemkin
• Favorite online tool? — DocuSign
• How many hours of sleep do you get?— 8
• If you could let your 20-year old self, know one thing, what would it be? – It is more important to focus on your cofounder than your business idea

Time Stamped Show Notes:

• 01:52 – Nathan introduces Oscar to the show
• 02:18 – Musqot is a marketing performance management app
• 02:24 – Musqot helps their customers increase their marketing effectiveness and efficiency, enabling their marketing ROI
• 02:44 – ACV is around $25K annually
• 02:55 – Some customers pay 6 figures
• 03:04 – Musqot was founded in 2014
• 03:16 – On their second year, Musqot launched their beta product and just a year ago, they launched their real product
• 03:40 – Musqot was bootstrapped. They were able to sustain their first year without revenue through personal financial support and savings
• 04:05 – Oscar and his co-founder have initially put in around $100K for the company
• 04:47 – First year revenue
• 05:37 – 2017 target is $3M in ARR runway
• 06:12 – Musqot just recently passed their $100K MRR mark
• 07:06 – Musqot currently has 60 customers
• 08:14 – Musqot’s expansion is due to their support and onboarding efforts
• 09:13 – Team size is 25 with 20 full-time employees and 5 consultants
  • 09:30 – 5 are in sales, 2 are in presales and onboarding, 1 in marketing and the rest are in development
• 10:45 – Musqot gets customers from different sources
  • 11:00 – Musqot is on the Salesforce AppExchange
• 12:14 – Full weighted CAC
• 13:31 – Payback period is roughly a year or more
• 14:10 – Paid ads spend is around $20K monthly
• 14:50 – The bigger customers are happy and tend to stay longer than the smaller customers
• 15:32 – Logo churn is around 2% and revenue churn is negative
• 16:27 – Musqot has raised $1.2M
• 16:44 – Musqot’s HQ is in Stockholm, Sweden and Bangalore, India
• 17:40 – The Famous Five

3 Key Points:

1. A startup can thrive through personal savings and financial support if need be.
2. Share your business ideas with your business partner and make sure that your thoughts and visions for the company are aligned.
3. Plan carefully where you will place your paid ads.

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

Tim Sae Koo. He’s a 26-year old, LA-based native residing currently in San Francisco, California. He’s dreamed to become the first Asian American president of the United States to solve impactful problems with a purpose. He found his legacy rules to be inefficient. He studied entrepreneurship at University of Southern California and graduated early to naively start a company and fulfill his original life mission. His company is TINT.

Famous Five:

• Favorite Book? – Delivering Happiness
• What CEO do you follow? – Mark Cuban
• Favorite online tool? — Wunderlist
• How many hours of sleep do you get?— 8
• If you could let your 20-year old self, know one thing, what would it be? – “It’s okay to make mistakes because that’s how you’re going to learn”

Time Stamped Show Notes:

• 01:53 – Nathan introduces Tim to the show
• 02:26 – TINT is a marketing software platform that works with B2C brands
  • 02:37 – They help source the best customer content on social media
• 03:11 – TINT is SaaS based
• 03:19 – ACV is from $1K to 5K a month or $12K to $60K a year
• 03:31 – The variations in price depend on different options including the number of hashtags to track
  • 03:58 – They have a high base price
• 04:14 – The moderation feature can also be included using manual moderation or machine-learning
• 04:41 – TINT was launched in 2013
• 04:48 – TINT is completely bootstrapped
• 05:00 – Tim raised $370K for the previous company before pivoting to TINT
• 05:18 – The initial product was a consumer application and the market was quite saturated—this led to the pivot to TINT
• 05:55 – The initial company was getting zero revenue with 5K users and 3 team members
  • 06:35 – Tim and the founders were paying themselves $36K a year
  • 06:54 – Tim worked while he was still in college
  • 07:35 – Keep your expenses low
• 07:44 – TINT’s team size is around 30
• 07:52 – TINT currently has 700 customers
• 08:23 – Average MRR is around $700K
• 08:50 – 2017 goal is to get around $7.5M in revenue
• 09:15 – 2016 ARR is around $5M and cash basis is around $6M
• 10:08 – Current ARR is around $5.5M
• 10:30 – Tim hasn’t raised capital yet because he thinks he won’t be a good CEO if he does that
• 10:36 – Tim identifies himself more as a founder than a CEO
• 11:32 – TINT has always been profitable
• 12:16 – CAC is around $2K
  • 13:00 – TINT is still figuring out the best channel for them to invest more
  • 13:38 – Paid ads is $10-15K a month
• 14:10 – In the beginning, Tim used to acquire more customers by offering to draw any animal
  • 15:20 – The main idea is to make something that can bring a smile to someone’s face and that will help them remember Tim
• 15:35 – Team members are based in different states and other countries like Dubai, Brazil and London
  • 15:50 – There’s now a big push for a technology investment in Dubai
• 16:23 – Tim is now paying himself something modest, but nothing too grand
• 16:39 – Tim has two co-founders and half of the company is owned by the team; the other half for investors
• 17:35 – Tim shared how he started entrepreneurship and his plans for the future
• 18:20 – Tim might consider a $30M acquisition at the moment
• 20:10 – The Famous Five

3 Key Points:

1. The most successful in the entrepreneurial world are not the ones who know how to expand their revenue; they are the ones who know how to reduce their expenses.
2. Think about how you can make people happy—this will make you memorable.
3. Be the leader, not the boss.

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

Victor Szczerba. He’s the co-founder and CEO of Yeti Data, solving big data problems for customers. Prior experience includes running product strategy at the data division at SAP. He was a McKinsey consultant and sales VP for Tadpole Computer and Utopy.

Famous Five:

• Favorite Book? – Zero to One and How to Win Friends and Influence People
• What CEO do you follow? – Elon Musk
• Favorite online tool? — Slack
• How many hours of sleep do you get?— 8
• If you could let your 20-year old self, know one thing, what would it be? – “How to be patient”

Time Stamped Show Notes:

• 01:44 – Nathan introduces Victor to the show
• 02:14 – Yeti Data makes virtual data warehouses
• 02:30 – Yeti Data’s model is an enterprise SaaS model
• 02:45 – An average customer pays Yeti Data $250-500K a year
• 03:02 – “We love universal usage of our data with inside of the customer”
• 03:19 – Clients get data from their customers’ behavior
• 04:24 – AI is a blanket term and machine learning is something very specific
• 05:08 – Victor shares how machine learning works and they put in details manually
• 05:52 – In digital marketing, there are ways to understand the customer and their purchasing behavior, but it still can be tricky
• 06:47 – Yeti Data currently has around 5 customers
• 07:07 – Yeti Data is close to reaching an $800K, ARR mark
• 07:31 – Yeti Data was launched 3-4 years ago and was in development mode for the first few years
• 07:50 – Yeti Data raised capital for RND and they’ve been really lean
  • 08:07 – It was a convertible note
  • 08:31 – 4% interest and 10% discount with a teaser for the second round
• 09:18 – On pre-revenue, Yeti Data has 3 core people and some consultants
• 10:03 – Amazon and Walmart have a software that is similar to Yeti Data
• 10:39 – Some companies that are in competition with Yeti Data are IBM and HP
• 11:08 – Yeti Data created a way to virtualize their data connections
• 12:00 – It is still too early for Yeti Data to have their metrics
• 13:00 – A good ARR of a million bucks can get Yeti Data to a good series A
• 14:30 – The Famous Five

3 Key Points:

1. Regardless of how congested your market is, you can still find a way to stand out.
2. Use your competition as motivation to push harder.
3. Focus in on what you’re good at.

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

Garrett Gunderson. He’s the chief wealth architect at Wealth Factory and author of the New York Times’ bestseller, Killing Sacred Cows. Wealth Factory helps entrepreneurs optimize cash flow, streamline their finances and keep more of their hard-earned money so they can make more powerful investments in their best wealth sector—their business.

Famous Five:

• Favorite Book? – Scaling Up and The War of Art
• What CEO do you follow? – Rich Christiansen
• Favorite online tool? — OmniFocus
• How many hours of sleep do you get?— 6
• If you could let your 20-year old self, know one thing, what would it be? – “It will be okay and I don’t mean to stress as much as I did”

Time Stamped Show Notes:

• 01:40 – Nathan introduces Garrett to the show
• 02:10 – It took Garrett two years of contemplating before writing Killing Sacred Cows
  • 03:26 – Garrett worked with a publisher and the promotion firm Green Leaf
  • 04:30 – Garrett is earning higher royalties for his book deal than the usual
  • 05:00 – The possibility for bigger redistribution impacted the book deal
  • 05:35 – Garrett was able to sell copies of the book even before it came out
  • 06:10 – Garrett decided to have a publisher because it was more relevant than to self-publish
  • 07:10 – Garrett self-published The Rockefellers last year
  • 08:22 – Garrett co-published New Rules to Get Rich with Nightingale
  • 08:45 – Garrett has self-published a few books which are more profitable than the one he made with the publisher
• 09:30 – Just because you’re starting a business doesn’t mean you know about investing
• 10:00 – For investing, investor DNA needs to be considered
  • 10:04 – The core values, drivers and diversification
• 10:43 – There’s no magic product or magic investment
• 11:40 – Nathan shares how he deals with his real estate investments
• 12:10 – People think they need to invest because the money is there
• 12:40 – It is more important to invest in the RIGHT opportunity and something that we KNOW
• 13:50 – There are good, bad and lucky investors—but don’t rely on luck
• 14:37 – In terms of taxes:
  • 14:42 – Never confuse deferral with deductions
  • 16:00 – Garrett shares his stance on deferrals
  • 16:54 – Tax should be a secondary consideration
• 18:00 – Garrett shares how he makes money
  • 18:14 – Garrett works with entrepreneurs with $1-10M in ARR
• 19:10 – Garrett doesn’t offer asset management, they’re more on financial and cash flow management side
• 19:40 – Garrett’s co-founder passed away in 2006 from a plane crash
• 20:20 – Wealth Factory’s income is steady and they’ve raised their fees substantially
  • 21:20 – “We’re the very best people”
• 21:31 – 2017 revenue goal
• 22:27 – Wealth Factory has 10 new customers monthly
• 22:37 – Team size is 20
• 24:04 – The Famous Five

3 Key Points:

1. Investing and starting a business are two very different things.
2. Deferrals are different than deductions.
3. Billionaires don’t have the best financial advice.

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

Josh March. He’s the founder and CEO of Conversocial, a customer engagement solution that helps businesses increase their customer loyalty by enabling effortless, in-the-moment, customer service to social and mobile channels. The largest global firms including Google, Sprint, Hertz and Hyatt Hotels turn to his platform to deliver an amazing, social, first, customer service experience at a large scale. He previously founded the leading social application platform, iPlatform, one of the world’s first Facebook preferred developer which was acquired in 2012.

Famous Five:

• Favorite Book? – The Four Steps to the Epiphany
• What CEO do you follow? – Ben Horowitz
• Favorite online tool? — Twitter
• How many hours of sleep do you get?— 6.5
• If you could let your 20-year old self, know one thing, what would it be? – Be more self-aware and your own thinking can become your bias

Time Stamped Show Notes:

• 01:40 – Nathan introduces Josh to the show
• 02:51 – iPlatform was sold to Betapond in 2012
  • 03:28 – The acquisition was a mix of cash and equity
• 03:53 – Conversocial is an enterprise SaaS product
• 04:20 – Conversocial follows up on customers through social media sites
• 04:38 – Conversocial collects messages from different social media channels and analyzes them
• 05:04 – Conversocial has raised $20M of venture capital
• 05:33 – Conversocial started from iPlatform
• 06:00 – Josh saw that they needed to move quickly with Conversocial, so they raised funds
• 06:29 – The first round was $2.5M and was a priced equity round
• 07:24 – Some of Conversocial’s customers were an upsell from iPlatform
• 07:34 – Team size is around 100
• 08:00 – Josh was initially involved with the product development of Conversocial and as they grew and hired great people, he began shifting more of his time to customer acquisition
• 09:33 – Their biggest customer pays around a million dollars annually
• 09:50 – Conversocial also has customers who pay from $25K to $200K
• 11:00 – Conversocial focuses on customer care
• 12:00 – The need for a customer contact center is greatly increasing
• 12:28 – Conversocial currently has 200 clients
• 13:30 – Conversocial has passed their $10M ARR mark
• 14:12 – Conversocial has a higher logo churn with small companies
• 14:47 – Conversocial’s net churn is around 120%
• 16:21 – Josh flies a lot just to meet customers
• 17:48 – Fully weighted CAC varies dramatically depending on the deals
• 18:24 – Payback period is around 18 months
• 18:43 – Josh won’t sell to Sprinklr
  • 19:10 – Josh thinks Sprinklr’s vision is far off of Conversocial’s vision
• 20:30 – The Famous Five

3 Key Points:

1. Focus on the needs of the customers and figure out how you can solve their problems.
2. Social media is being used not only for marketing, but for customer service as well.
3. An entrepreneur should go the “extra mile” just to get a client.

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

Christopher Day. He’s been a successful entrepreneur, having sold two companies to a Fortune 100 company before turning 40. He’s had businesses from residential painting to investment banking doing cross-border M&A transactions. Along the way, he has found time to mentor other entrepreneurs and participates in helping solve legislative issues to foster entrepreneurial growth in the State of Indiana. He’s now building a platform with DemandJump that is looking to solve prescriptive analytics and qualified traffic. The DemandJump team has discovered marketers only have 20% visibility of their actual ecosystem.

Famous Five:

• Favorite Book? – Good to Great
• What CEO do you follow? – Jack Welch
• Favorite online tool? — One Pager
• How many hours of sleep do you get?— 4
• If you could let your 20-year old self, know one thing, what would it be? – “The power of relationships”

Time Stamped Show Notes:

• 01:48 – Nathan introduces Christopher to the show
• 02:36 – DemandJump sells their platform on a subscription basis
  • 02:41 – They have annual subscriptions and professional services
• 03:10 – 82% of the revenue is from SaaS, 1% is from a one-time payment and the rest is for the other model
• 03:48 – DemandJump allows marketers to have 100% visibility of their competitive ecosystem, which is the first time this has been made possible in history
  • 04:57 – They show marketers where to focus to capture traffic from their competitors
• 05:15 – Average annual contract value is $45K with beta customers
  • 05:30 – Average annual contract value now is $100K -$250K
  • 05:43 – DemandJump has started to work with mid-market companies
  • 06:00 – Self-service for mid-market will be from $200 to hundred million
• 06:27 – DemandJump currently has 22 customers
• 06:50 – DemandJump is getting close to their million dollar revenue mark
• 07:11 – DemandJump was launched in 2015
  • 07:36 – The traffic cloud was built in October 2016
• 08:05 – 2016 revenue was $165K
• 08:20 – MRR by December 2016 was $10K
• 08:30 – 2017 goal is to hit $1.5 in ARR
• 08:54 – DemandJump raised $4M with 18 Angel investors on their board
• 10:08 – DemandJump is looking to raise another $5M with a 15% pre-money valuation
• 11;12 – Christopher sold software companies before
• 12:00 – Annual logo churn is 8-9%
• 12:24 – Annual revenue churn is almost the same with logo churn
• 13:00 – CAC is around $10K
• 13:31 – Most of DemandJump’s customers pay annually upfront
• 13:55 – Paid marketing spend was around $5K
  • 14:19 – 40% of DemandJump’s budget goes to sales and marketing
  • 15:49 – They will double or triple their paid marketing spend because of their target
• 17:20 – Assumed LTV is 36 months
• 18:54 – Team headcount is 17
  • 19:29 – They’re all based in Indiana
  • 19:40 – 7 are in engineering, 3 focus on customer success, 3 on sales, 2 on marketing and a newly hired CFO
• 21:17 – The Famous Five

3 Key Points:

1. Marketers will have a HUGE advantage if they have 100% visibility of their ecosystem.
2. Paid marketing should be aligned to your target market, otherwise you’re just wasting your money.
3. Relationships and networking is of the UTMOST importance.

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

Gil Klein from MobFox where he’s the managing director and a C-level executive at Matomy Media Group. Having joined the company in 2006, he’s been the member of the executive management team since 2014. He previously served as senior VP of media and senior VP of clients for this particular group. He holds an MBA in International Management from the College of Management in Israel.

Famous Five:

• Favorite Book? – Good to Great
• What CEO do you follow? – Brian O’Kelley
• Favorite online tool? — LinkedIn
• 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? – Travel even more than you already have, experiment, take a lot of risks and spend as much time as you can with your family

Time Stamped Show Notes:

• 01:57 – Nathan introduces Gil to the show
• 02:30 – Matomy is a global performance company that holds a few entities
• 02:44 – Gil personally runs and oversees MobFox, which is an mobile in-app audience SSP acquired by Matomy in 2014
  • 03:15 – The acquisition was for $12M in cash
• 03:30 – Gil was with Matomy since 2006 and he helped the company grow
• 04:00 – MobFox makes money when their clients make money
• 04:17 – The tools of MobFox are usually for the developers and publishers focused on the in-app space
• 04:48 – MobFox tries to contact the best demand partners in the space like YuMe, AppNexus and PocketMath
• 05:50 – In 2015, MobFox generated $18M of the transaction volume
  • 06:10 – MobFox’s charges depend on the deals they have
• 06:32 – MobFox usually keeps 17-20% of the transaction
• 06:56 – MobFox has grown to 36%
• 07:09 – Gil believes that MobFox is currently in a great space
• 07:51 – In 2017, Gil’s goal is to stretch as much as he can
• 08:21 – MobFox is currently working with 20-30K publishers, 4K are SDK-based
• 09:13 – MobFox currently has 180 DSP (Demand Side Platforms)
  • 09:35 – A single DSP can have a thousand advertisers
  • 09:42 – “We connect to a programmatic player”
• 10:00 – Current headcount of MobFox is 73-74
  • 10:11 – 50 are engineers and the rest in sales, retention, HR and finance
  • 10:26 – MobFox team is global
• 11:29 – Gil can and will do anything to get new customers, like suddenly showing up with presents and asking for a meeting
  • 12:23 – “I try to listen to the customer”
• 13:15 – The Famous Five

3 Key Points:

1. Set numbers for your goals, but aim to SURPASS those numbers.
2. Find the best partnerships that you can where you can mutually benefit each other.
3. Don’t hesitate to TAKE risks!

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

Andrew Pitz. He’s an investment manager at Transamerica Ventures, the global venture capital fund of Transamerica that specializes in investing in insurtech, fintech and enterprise software companies. There, he has led the firm's investments in PolicyGenius, Digital Currency Group, Everplans, SmartAsset and Hixme.

Famous Five:

• Favorite Book? – Venture Deals
• What CEO do you follow? – Jonah Goodhart and Vinny Lingham
• Favorite online tool? — Fortunes Term Sheet, Mattermark Daily, Crunchbase Daily
• 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? – Andrew wished he had understood domain names and technology

Time Stamped Show Notes:

• 01:42 – Nathan introduces Andrew to the show
• 02:16 – Transamerica and AEGON are global investment and insurance firms
• 02:56 – $140K is the fund size they’re currently working with
  • 03:04 – The fund was already set-up from the beginning
• 03:25 – Their first fund was in 2014, in the European market
• 03:47 – They had 17 unique companies with 23 investments
• 04:25 – They don’t share company information with their parent company
  • 04:39 – They don’t want the corporate parent to be involved in the business
• 05:25 – They haven’t had any exits yet
• 05:39 – Andrews shares fund-to-fund deals with FinTech Collective
  • 06:38 – They put in a $2M check and the total funds raised were $75K to $100K
• 06:55 – They put in $1M to another fund to fund the deal they had
• 07:00 – Their first fund was around $10M
• 07:28 – FinTech Collective is based in New York
• 07:38 – Some of the fintech companies they’ve invested in are Art Invest, MoneyLion, 401k and Elephant Tech
• 08:24 – Andrew gets his salary and bonuses from the deals
• 08:50 – Andrew shares how their boss missed deals that are worth billions now
• 09:30 – There are instances where they need to let some deals pass
• 10:00 – In a week, they’re receiving hundreds of newsletters from different companies (around 5000 in a year)
• 10:13 – Andrew studies 500 deals and meets with around 250
• 11:10 – Initial check size was $1-5M as a follow on investor
• 11:34 – Andrew chooses PolicyGenius and Hixme
  • 12:40 – Andrew thinks PolicyGenius will have a good exit
• 13:07 – H2O as an open source
  • 13:33 – Red Hat pioneered the open source
• 14:36 – The goal is to invest in direct technology and create partnerships
• 14:54 – Andrew shares the kind of partnerships they’re looking for
• 15:14 – Andrew wanted to do work in Asia because of the many opportunities
• 17:05 – The Famous Five

3 Key Points:

1. There are thousands of companies created daily—you have to research and choose which one to invest into wisely.
2. Forming partnerships is MORE important than monetary gain.
3. Technology can take you anywhere.

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

Christian Geissendoerfer. He’s the CEO of Yoose, the leading expert in location-based advertising in Asia and Europe. He’s an entrepreneur passionate about building businesses and leading teams. He recently started something parallel to Yoose which is a German Accelerator in Southeast Asia that helps German startups expand into that region. He loves living in Singapore and Vietnam, traveling the world and learning languages. He’s fluent in German, English, French and Spanish.

Famous Five:

• Favorite Book? – A Monk and the Riddle
• What CEO do you follow? – CEO Collaborative Group
• Favorite online tool? — Xero and Zapier
• 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? – “Do it over again”

Time Stamped Show Notes:

• 01:50 – Nathan introduces Christian to the show
• 02:28 – Yoose is a location-based mobile advertising company
  • 02:36 – Yoose helps brands to target people in specific geographic locations
• 03:28 – Yoose is aggregating inventory from different mobile networks
• 04:05 – Yoose is buying the inventory for the company and running campaigns on specific locations
• 04:25 – Yoose is selling a premium product
• 04:42 – Yoose charges per CPM
  • 04:59 – There’s current request for CPC charges
• 05:23 – Yoose was launched in 2008, in Berlin, and moved to Singapore in 2010
• 06:00 – 2016 revenue is in the million dollar figure range
• 06:08 – Team size is 15 and the majority are based in Vietnam
• 06:16 – Yoose is a bootstrapped business
• 07:12 – Yoose is working on a different platform based on audience profiles and attribution
• 08:10 – Customers use Yoose over their competitors because of the full service they offer
  • 08:49 – Yoose is also geographically focused
• 09:12 – Yoose is currently working with the major media agencies and secondary agencies
  • 09:35 – There are 25-30 agencies in total
• 09:47 – Yoose has partnerships in different countries that they serve too
  • 10:32 – Yoose and the partners both take a cut from the charges
  • 10:45 – “We are transparent on costs on both sides”
• 11:00 – The EBIT (Earnings Before Interests and Taxes) margin in the space vary
  • 11:14 – Yoose is in the middle of the margin, depending on the country
• 11:43 – At this stage, Christian is putting the capital back into the company
• 12:46 – Christian has put all his personal money into starting Yoose
• 13:08 – Christian has worked in France prior to Yoose
• 13:43 – Christian initially wanted to build something similar to Tinder
• 15:33 – German Accelerator works with the German government and has been in the US market for 5 years, they’re now expanding to Southeast Asia
  • 16:05 – Christian gets his salary from the government
• 17:32 – The Famous Five

3 Key Points:

1. Be transparent with your partners, so you’ll gain their trust. This will also lead to more partnerships.
2. The corporate world can help shape and grow your skills but don’t regret taking another route to succeed.
3. Create something that you want, yourself.

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

Bonnie Crater. She’s the CEO of Full Circle Insights. She’s a 5-time VP of marketing and executive at many software companies in Silicon Valley. She’s been named one of the 100 Most Influential Women by the Silicon Valley Business Journal and one of the Top 20 Women to Watch by Sales Lead Management Association.

Famous Five:

• Favorite Book? – N/A
• What CEO do you follow? – Marc Benioff
• Favorite online tool? — Docusign
• How many hours of sleep do you get?— 7.5
• If you could let your 20-year old self, know one thing, what would it be? – “My path has been just fine”

Time Stamped Show Notes:

• 01:53 – Nathan introduces Bonnie to the show
• 02:24 – Full Circle Insights helps marketing people accurately measure and track the impact of their marketing campaigns on pipeline and revenue
• 02:50 – Full Circle Insights has an annual contract and usual contract which pays $30K a year
• 03:00 – Full Circle Insights launched their product in 2012, but it was started in 2010
• 03:10 – “Never start a company on December 31st”
  • 03:18 – The IRS would want a tax return for 1 day of business
• 03:51 – Bonnie quit her VP of marketing job prior to Full Circle Insights
• 03:58 – Bonnie was invited by her friends to start Full Circle Insights and there are 4 founders
• 04:20 – Two of the founders were from Salesforce, including Bonnie
• 04:49 – Full Circle Insights is built on Salesforce
• 05:01 – Full Circle Insights was on Salesforce’s AppExchange
• 05:54 – Bonnie was a CEO in 2001, but it was a failure and she had to hire and fire a hundreds of people
• 07:35 – Bonnie was a VP of marketing a couple of times with different companies after the failure
• 08:04 – Full Circle Insights was initially bootstrapped, they raised $11M
  • 08:14 – They raised money because they were going broke
  • 08:21 – They were paying themselves
• 08:50 – First capital was raised in 2012
• 09:12 – Her first product was built from the money the founders had put in
• 09:32 – Dan, the CTO, is the developer
• 09:53 – Full Circle Insights has around 150 customers
• 10:12 – Team size is 35
  • 10:38 – 8 in engineering and product, 12 in sales, 4-5 in marketing, 7-8 in customer success and some in accounting
• 11:17 – Full Circle Insights have broken around $4M in ARR
• 11:33 – Full Circle Insights’ model is to double, then triple
• 12:33 – Full Circle Insights has 90% renewal rate
• 12:40 – Churn is usually from acquisition and CMO changes
• 13:26 – Bonnie was hoping to have a 100% renewal rate in the coming years
• 14:37 – Full Circle Insights has a sales rep who has a puppy that he brought to the tradeshow
  • 14:53 – The puppy became a booth magnet and they were able to acquire new customers
• 15:25 – Fully weighted CAC is $18-20K
• 15:30 – Payback period is less than 6 months
• 16:30 – Lowest marketing expenses is digital marketing and the biggest is from tradeshows and events
• 17:31 – LTV
• 18:30 – Full Circle Insights’ new VP of sales
• 19:01 – ARR target is $7M
• 20:50 – The Famous Five

3 Key Points:

1. Never start your business on the last day of the year.
2. We all make mistakes and we just have to learn from it—just don’t make the same mistake twice.
3. Be creative and do what you need to do to draw new customers in.

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

Ron Jacobson. He’s the co-founder and CEO of Rockerbox and Hindsight. Ron was a project manager at AppNexus and a proud McGill alumni. Follow him on Twitter.

Famous Five:

• Favorite Book? – Made in America
• What CEO do you follow? – Elon Musk and Mark Cuban
• Favorite online tool? — Spectacle
• How many hours of sleep do you get?— 7
• If you could let your 20-year old self, know one thing, what would it be? – “There are going to be a lot of highs and there are going to be a lot of lows, but you just got too keep moving”

Time Stamped Show Notes:

• 01:36 – Nathan introduces Ron to the show
• 02:01 – Rockerbox is an online marketing technology company
• 02:09 – Hindsight is a secondary offering which is an off-site analytics platform, complementary to Rockerbox
• 02:28 – Rockerbox is a management service and Hindsight is the SaaS part
• 03:00 – Rockerbox was launched in early 2014
• 03:03 – Team size is 18
• 03:13 – Target customers are marketers
• 03:25 – Rockerbox has partnerships with publishers and data providers
  • 04:40 – Through different partnerships, they’re able to know the source of potential customers
• 05:25 – First year revenue was $640K gross
  • 05:30 – 2015: under $2M , 2016 was around $4M and it will probably be $8M this year
• 05:48 – 10% of the customers are on Hindsight
• 06:50 – In 2016, Rockerbox has served 50 customers
• 07:19 – Hindsight currently has around 13 customers with a MRR of $16K
• 07:43 – Some of Rockerbox’s customers are Vimeo and Vanguard
  • 08:16 – CAC and LTV
  • 08:26 – No logo and revenue churn yet
  • 08:50 – Some small companies can’t scale and their pricing is “take it or leave it”
• 09:32 – 5 team members are focused on Hindsight
• 09:59 – Hindsight is self-funded and is based on Rockerbox
• 10:14 – Ron shares why they raised funding despite doubling Rockerbox’s ARR
• 11:05 – Ron has reached out to people whom he hasn’t talked to for decades just to acquire new customers
  • 11:16 – Ron shares the content of his email
• 13:10 – The Famous Five

3 Key Points:

1. Having fewer customers with a larger paywall works well, it allows you to focus more on your customers’ needs.
2. Stick to your pricing and your target market.
3. Through the highs and lows, just KEEP MOVING.

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

Arun Saigal. He’s the co-founder and CEO of Thunkable, a Ycombinator-backed startup in San Francisco. Thunkable is a platform that allows anyone to build their own mobile app without needing to know how to code. Prior to Thunkable, Arun was the lead android developer at Quizlet. He also worked at Khan Academy, Aspiring Minds and Google. He holds a BS in electrical engineering and computer science from MIT.

Famous Five:

• Favorite Book? – High Output Management
• What CEO do you follow? – Shantanu Narayen
• Favorite online tool? — Google Calendar
• How many hours of sleep do you get?— 7-7.5
• If you could let your 20-year old self, know one thing, what would it be? – “Investing in others is one of the best ways to invest in yourself”

Time Stamped Show Notes:

• 01:26 – Nathan introduces Arun to the show
• 02:13 – Thunkable is a drag-and-drop tool to make a mobile app
• 02:23 – The space is quite crowded
• 03:08 – Thunkable is simple but powerful enough for non-coders to have a powerful app
• 03:20 – Thunkable is currently free
• 03:34 – Thunkable has raised $3.3M to date
• 03:59 – Arun shares why they’ve raised first before implementing a paywall
  • 04:07 – They wanted to hire the team and have the platform that they needed with the money raised
  • 04:30 – They’ll start charging in a few months
• 04:48 – Thunkable was launched in 2016
• 04:53 – Team size is 10
• 05:16 – Thunkable has turned on their revenue for a small stream
  • 05:35 – The charge is a high 5-figures and is an annual contract
• 06:16 – Long-term model: charge for a premium product
• 06:36 – When they turn-on their features, that’s when Thunkable will charge
• 07:25 – Arun saw problems they didn’t know existed from those who were building an app for Thunkable
• 08:30 – Arun wants to help people who really need an app for free to solve their problems
• 09:00 – The conversations they’ll have with people who will use Thunkable for profit
• 09:24 – Target price is $20 a month
• 09:40 – Arun believes they can maintain profitability
  • 10:14 – Arun believes that SMBs need Thunkable more than the enterprise businesses
• 11:03 – Thunkable’s goal is to capture most of the apps from the app store
• 12:38 – December 2017 MRR goal is $10K
• 14:16 – The Famous Five

3 Key Points:

1. Assist those who need help in any way that you can.
2. Choose your timing wisely when it comes to putting up your paywall.
3. You learn and grow by investing in other people.

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

Ian Blair. He founded BuildFire while he was in college and has grown up to become one of the most successful app builders with 30 employees and close to 10K apps in the app store. His expertise is online marketing and growth hacking.

Famous Five:

• Favorite Book? – Good to Great
• What CEO do you follow? – David Skok and Jason Lemkin
• Favorite online tool? — Ahrefs
• How many hours of sleep do you get?— 7.5
• If you could let your 20-year old self, know one thing, what would it be? – Ian wished he would have taken a crash course on how the world actually works

Time Stamped Show Notes:

• 01:55 – Nathan introduces Ian to the show
• 02:37 – BuildFire is a mobile app building platform that allows non-technical people to build their own app with no coding required
• 02:50 – BuildFire is like the WordPress for mobile app
  • 03:18 – BuildFire allows customization
• 03:36 – Ian started BuildFire in college
  • 03:40 – BuildFire has a reseller program
  • 04:18 – In 2013, they were making $300K a year
  • 04:32 – It was just for white labelling
  • 04:42 – BuildFire was officially built with the technology in 2014
• 05:02 – BuildFire has raised $2.5M so far in a convertible note
• 05:46 – It was in 2015 when BuildFire broke their $1M a year mark
• 06:20 – In January of 2016, BuildFire 2.0 was launched where they added customization
• 06:48 – Since then, things took off
• 07:05 – In December 2016, BuildFire was doing a little less than $300K a month
• 07:33 – This year, BuildFire is developing
• 07:59 – BuildFire has an ongoing subscription fee and upfront payment
  • 08:20 – BuildFire is getting close to $200K a month for their SaaS side
• 08:33 – BuildFire is now leaning more into their professional services
• 09:15 – Total number of customers
• 09:25 – Customers pay starts at $59, $149 or $499 a month
  • 09:50 – Average a month is around $400 per customer
• 10:40 – Team size is 40
• 10:57 – Ian self-funded BuildFire initially
  • 11:11 – Their current CTO started the initial development for BuildFire
• 12:00 – BuildFire gets customers mainly through online marketing
  • 12:20 – Paid ads spend is around $10K a month
• 12:30 – BuildFire also has a lot of organic traffic and they’re going to tradeshows as well
• 13:48 – Monthly logo churn
• 14:25 – Revenue churn
• 14:50 – BuildFire is on its way to a more predictable revenue model by the end of 2017
• 15:31 – CAC
• 17:00 – SaaS businesses are capital intensive
• 20:00 – The Famous Five

3 Key Points:

1. Listen to your customers and make adjustments to your products depending on their needs.
2. Online marketing is a necessity for every businesses.
3. College won’t teach you how the real world works.

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

Jae Kwon. After graduating from Cornell in 2005 with a BS degree in Computer Science, he worked as a developer at Alexa and Yelp and has co-founded iDonethis, a productivity service. He since worked on open-source projects including a CoffeeScript compiler and interpreter written in Javascript, an end-to-end encrypted email system called Scramble.io, and a cryptocurrency exchange. He invented and refined The Tendermint Consensus Algorithm with the aim of liberating the blockchain from the costs and drawbacks of proof-of-work mining. His mission is to make the technology more accessible in order to accelerate the adoption of decentralized ledger technology.

Famous Five:

• Favorite Book? – Snow Crash
• What CEO do you follow? – N/A
• Favorite online tool? — GitHub and Chat
• How many hours of sleep do you get?— 8
• If you could let your 20-year old self, know one thing, what would it be? – “Find the problem and solve it”

Time Stamped Show Notes:

• 01:37 – Nathan introduces Jae to the show
• 02:46 – Bitcoin is something that you want to be small and accessible
  • 03:10 – Blockchain is not owned by any entity but is still secure
• 03:24 – Tendermint is one of the engines that enable the creation of blockchain
• 04:05 – Tendermint’s partner in Europe is Ponton
• 04:46 – Tendermint was initially self-funded by Jae
• 05:03 – Jae saw the need to build Tendermint
  • 05:08 – People were struggling with bitcoin fork
• 05:51 – Proof of work is how bitcoin secures itself, which is like a lottery system
• 06:40 – The transaction fee for block reward in bitcoin is much smaller
• 07:55 – Proof of work in the blockchain has its drawbacks
• 08:30 – The validators are the users of Tendermint—they validate the block and sign off and vote on what the next block should be
• 09:20 – Jae’s opinion on Dash’s masternode
• 09:50 – Cosmos is the internet of blockchain
• 10:18 – Jae has all in his money in Tendermint
• 10:31 – Team size is 20
• 10:40 – Tendermint was funded through a fundraiser
  • 11:00 – “We avoid the term ICO because we don’t want to be associated with a security offering”
• 11:13 – Tendermint released their own token and they’ll create the cosmos hub
  • 11:30 – The tokens will allow you to vote on the blockchain
• 12:10 – Tendermint had a cap of $17M
  • 12:32 – They were accepting bitcoin and ether in exchange of an atom
• 13:00 – Part of the liquidation went to the Cosmos software and development
• 14:00 – Out of the $17M, less than $3M has been liquidated so far
• 15:47 – The Famous Five

3 Key Points:

1. The block reward in the blockchain allows people to not just earn tokens, but contribute as well.
2. Keep your liquidation conservative and focus on the development of your product.
3. If you see a problem and you think you can create the solution, DO 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

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

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

Ben Kartzman. He’s the CEO and founder of Spongecell, one of the fastest growing companies in the United States. Earlier, Ben worked at venture-backed Guidester (now Searchandise.net) in product and business development. He graduated with honors from Carnegie Mellon with a dual BS in Human Computer Interaction and Information & Decision Systems.

Famous Five:

• Favorite Book? – Five Dysfunctions of a Team
• What CEO do you follow? – Jeff Bezos
• Favorite online tool? — Mint
• How many hours of sleep do you get?— 6
• If you could let your 20-year old self, know one thing, what would it be? – Don't stress about your first job—just find things that are interesting for you, follow your passion and do those things

Time Stamped Show Notes:

• 01:55 – Nathan introduces Ben to the show
• 02:25 – Spongecell is one of the fastest growing companies because they are revenue driven
  • 02:36 – It was in 2009 when Spongecell first measured their revenue
• 03:15 – 2017 revenue goal
• 03:30 – $26M has been invested in the company and their largest investors is Safeguard
• 04:27 – Nathan shares about his first investor report
• 04:50 – Spongecell is a dynamic and creative company in the adtech space
• 04:55 – Spongecell works directly with marketers
• 05:21 – Spongecell’s technology manages different creative variations
  • 05:49 – The variations can grow very quickly
• 06:04 – Spongecell sells licenses to a platform and beyond that, it is based on usage
• 06:25 – The licenses are billed monthly and their biggest client is spending $3M a year
• 06:47 – Spongecell is working with hundreds of customers
• 07:20 – Spongecell is moving to target more enterprise customers
• 07:39 – To fire clients, Spongecell raises the minimum
  • 08:47 – People are leaving because of the changes in the service
• 09:30 – Usage-based charges per impression
  • 10:00 – For every 50 cents CPM, a company would spend $50K with Spongecell
  • 10:15 – Spongecell doesn’t get involved with the media side
  • 10:49 – Most clients have an allocated budget to be spent on Spongecell
• 11:50 – Spongecell has a base amount and the average usage is based on how people are using it
• 12:06 – Spongecell was launched in 2006 and they raised their first round in the same year
  • 12:41 – In 2009, they saw the need for programmatic media, which is the buying and selling of ads through technology
• 13:22 – Spongecell has 95 people on the team
• 13:53 – Average ARR
• 14:35 – Spongecell’s intuition with their platform is one of the reason why companies choose them
• 15:40 – Spongecell has promised to set up an Amazon database so clients can look up the data
• 16:50 – Fully weighted CAC is changing as they’re slowly transitioning, but it is more than $5K
• 17:43 – Ideal cohort of customers for Spongecell
• 19:20 – The Famous Five

3 Key Points:

1. It’s not easy to let go of customers—however, there are times where it’s the best decision to make for your company.
2. The transition to focus on enterprise clients isn’t as quick or as easy as it seems.
3. Find your passion and GO with 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

Chris Golec. He’s built three, successful, technology businesses in the last 18 years. Today, he’s the founder and CEO of Demandbase and his mission is to transform B2B advertising, marketing and sales through innovations and digital technology. Today, hundreds of blue chip enterprises across financial services, hi-tech, manufacturing, healthcare and telecom industries have adopted a demand based on the B2B marketing platform and account-based marketing technology to dramatically improve the way they acquire and grow customers.

Famous Five:

• Favorite Book? – Straight from the Gut
• What CEO do you follow? – Marc Benioff, Steve Jobs, Jack Welch and Sundar Pichai
• Favorite online tool? — Slack
• How many hours of sleep do you get?— 6-7
• If you could let your 20-year old self, know one thing, what would it be? – Don't start a company just to NOT work for someone else

Time Stamped Show Notes:

• 01:50 – Nathan introduces Chris to the show
• 02:28 – In the last two years, Chris has seen that there’s a dramatic increase in demand
• 03:13 – Chris is seeing 50% growth in revenue this year
• 03:22 – Demandbase just closed funding of $65M in May 2017, which is on top of the $90M they’ve raised
• 03:50 – Chris shares the reason that they’ve raised another round
  • 03:53 – The ABM category
  • 04:10 – Demandbase has developed new innovations
• 05:27 – ABM is more of a business process and Demandbase is much more of a platform
• 05:41 – Demandbase has multiple products integrated into their solution
• 06:10 – Demandbase was launched in 2007
• 06:22 – Demandbase currently has a lot of options
• 06:33 – Salesforce and Marketo are getting into the ABM category as well
• 08:25 – By the end of 2017, they’ll pass the $100M revenue mark
• 09:00 – Demandbase’s customer expansion
• 09:44 – Current customer count is around 400-600
• 09:57 – Team size is 300
• 10:17 – Demandbase will probably break even or be cashflow positive in Q1 or Q2 of 2018
• 10:55 – Demandbase is increasing investments ahead of plan and that allows them to generate new products
  • 11:13 – It makes new customers come to the platform
• 11:44 – Demandbase has offices in San Francisco, Seattle, New York and London
• 12:25 – Demandbase has 50-60 quota-carrying reps, 20-25 in marketing, 10-15 HR and the rest are in data, R&D and engineering
• 13:20 – Account-based marketing allows you to save a lot of money
• 13:58 – Customers pay annually
• 14:09 – Payback period is around 12 months
  • 14:33 – Chris is lenient with their payback period
• 15:13 – LTV
• 15:30 – Chris won’t barter just to acquire new customers
• 17:44 – The Famous Five

3 Key Points:

1. Raising a large amount of capital will help develop the business quickly.
2. Account-based marketing can save you more money.
3. When you start a company, you’re working for EVERYONE.

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

Ryan Taylor. He’s currently the CEO of the Dash Core Team. Dash is an innovative digital currency that offers a number of improvements over bitcoin. Ryan is an expert in the payments industry with over 15 years of experience in financial services and technology.

Famous Five:

• Favorite Book? – Mastering Bitcoin
• What CEO do you follow? – Jack Welch
• Favorite online tool? — BitInfoCharts
• How many hours of sleep do you get?— 5
• If you could let your 20-year old self, know one thing, what would it be? – “Don’t worry about what everyone else has to say, follow what you really want to do”

Time Stamped Show Notes:

• 01:41 – Nathan introduces Ryan to the show
• 02:21 – Dash is based on the bitcoin code base and operates with the same level of security
• 02:28 – Dash has improved in 3 areas:
  • 02:31 – First is governance that allows people to vote on changes
  • 02:49 – Second area is that it’s self-funded
    • 03:14 – Dash has incentives for people to contribute to the network
    • 03:25 – Dash received its own funding from the network itself to operate
    • 03:44 – There are masternode owners in Dash
  • 05:48 – Team size is 50
    • 05:55 – Dash currently has 15 open positions
  • 06:44 – Dash has a more sophisticated economic system than the early coins
  • 07:00 – Getting donations for funds is what is primarily happening in the bitcoin world
    • 07:46 – Alot of them are ICOs that don’t have an ongoing source of revenue to sustain themselves
  • 08:15 – Ryan’s opinion on Civic’s model
  • 09:00 – Dash currently has 4500-4600 masternodes, which is a marketplace
  • 09:39 – An owner can own more than 1 masternode
    • 09:52 – There’s no way to know the number of masternode owners
  • 11:22 – The outcome of a vote
    • 11:30 – There are people who don’t vote, but there’s a minimum threshold
  • 12:30 – Utility-wise, Dash is aiming to create a world-class payment system
    • 12:39 – Some tokens are focused on smart contracts while Dash focuses on the payment
    • 13:05 – Dash is launching their landmark product next year called Evolution
    • 13:42 – Dash is aiming to make payments as convenient and secure as possible
  • 14:31 – The treasury is where they allocate transaction fees and block rewards that all cryptocurrency collect
    • 14:55 – With Dash, 45% goes to miners, 45% to infrastructure or masternode owners and 10% is set aside to the treasury
    • 15:33 – The treasury pot currently has $1.2M and the network is extremely well-funded
    • 16:20 – Dash incentivises each component of the network for it to remain functional
  • 16:44 – Dash has integrations that they’ve funded
    • 17:00 – Charlie Shrem just gave them a proposal to create a US debit card
    • 17:14 – Dash has worked with Alt36
    • 17:36 – Dash has funded cards
  • 18:00 – Dash’s miner plus masternode combo allows things to be done instantly
  • 19:42 – Ryan left his job at a multi-million dollar hedge fund to start Dash
    • 19:50 – Ryan believes that there’s monetary and non-monetary rewards at stake with Dash
    • 20:10 – Dash has the potential to bring cryptocurrency to a whole new audience
    • 20:30 – Most of those involved have put their own stake into the network
  • 21:29 – “My incentives are perfectly aligned with the network, the way it should be”
  • 22:18 – The Famous Five

3 Key Points:

1. A blockchain company that uses its own network to fund itself remains self-sustaining and self-functioning.
2. Most ICOs rely on donations for funds, which can be unstable.
3. Ignore the noise—do what YOU want to do.

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

Johnny Warström. He’s the CEO and founder of Mentimeter. He’s an engineer from the Royal Institute of Technology in Stockholm. He’s worked in 10 countries and visited over 60. He loves adventures and growing his company and he’s getting married soon.

Famous Five:

• Favorite Book? – The Hard Thing About Hard Things
• What CEO do you follow? – Sebastian Siemiątkowski
• Favorite online tool? — Intercom
• How many hours of sleep do you get?— 8
• If you could let your 20-year old self, know one thing, what would it be? – “Do more crazy stuff”

Time Stamped Show Notes:

• 01:44 – Nathan introduces Johnny to the show
• 02:21 – Johnny founded Mentimeter with his three friends right out of university
• 02:38 – Mentimeter is an interactive presentation
  • 03:00 – You can connect the audience's’ phones with the presentation and they can vote or participate
• 03:53 – Mentimeter has a free and premium model
• 04:04 – Mentimeter has over 10M users and 400K presenters who lead meetings
  • 04:31 – The presenters are the ones who pay
• 04:50 – Mentimeter currently has 6K enterprise customers
• 05:03 – Mentimeter is purely a B2B SaaS
• 05:36 – Average customer pay per month is $150 a year
• 05:56 – Mentimeter also offers packages
• 06:13 – ARR is around $1.5M
• 06:47 – Mentimeter was launched in 2003 and was initially bootstrapped as a side project
  • 07:00 – Johnny was part of Telecom and his co-founders were managing consultants
  • 07:18 – It took them 2-3 months to build Mentimeter and they showed it to their bosses
• 07:40 – Mentimeter had their $350K angel round in 2004 and they have a total of $500K funds raised
• 07:52 – Team size is 16 and everyone is based in Stockholm
• 08:25 – Mentimeter has no paid activities and relies fully on organic growth
• 08:53 – The goal of Mentimeter is to be a mass market product
• 09:38 – Mentimeter has 1 in sales, 9 in product and 6 in marketing
• 10:27 – Mentimeter was part of 500 Startups last spring
• 11:17 – Fully weighted CAC
• 11:42 – Payback period is almost instant
• 12:20 – The team has been doing different experiments to increase customer engagement
• 13:48 – Mentimeter is on -5 net churn
• 14:22 – Mentimeter has a licensed model
• 14:51 – 1% monthly churn
  • 15:18 – Some do not continue with their annual plan
  • 15:44 – Mentimeter won’t give money back, but there’s a 40-day refund
• 17:00 – Johnny shares about a big, annual event in Europe that he’s a big fan of
  • 17:00 – Mentimeter has a built-in, voting module which functions as a simulation for a contest
  • 17:37 – Mentimeter received a lot of attention from that event 2 years ago
• 18:12 – 2017 revenue goal is $2.3M
• 18:17 – 2016 revenue was $800K
• 18:52 – Johnny targets $10M in ARR for 2019
• 19:22 – “We’re not looking for funding at the moment”
• 19:38 – Johnny isn’t interested in selling the company at the moment
• 21:33 – The Famous Five

3 Key Points:

1. Keep an open mind—your side project can be your next successful business.
2. Business ideas can come from the most unexpected of places—don’t discount your ideas.
3. Success gained from organic traffic IS possible.

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

Neha Sampat. She’s the CEO of Built.io, a 2017 Gartner Magic Quadrant Vendor and 2016 Gartner Cool Vendor that provides a digital business platform that helps organizations excel their digital transformation. She’s a recognized industry leader and has led product marketing, cloud computing and online experiences for Sun Microsystems and VMware. She’s a proponent of diversity and outspoken advocate for nurturing women leaders in her industry. She was named the San Francisco Business Times’ 40 Under 40 honoree and one of 50 Women in Tech Dominating Silicon Valley in 2015. She is part of SF Business Times 2017 List of Most Influential Women in Business.

Famous Five:

• Favorite Book? – Moneyball
• What CEO do you follow? – Elon Musk
• Favorite online tool? — Alfred
• How many hours of sleep do you get?— 6-7
• If you could let your 20-year old self, know one thing, what would it be? – “Do not start questioning yourself, you’re confident now. Keep that confidence, anything else will just slow you down”

Time Stamped Show Notes:

• 01:42 – Nathan introduces Neha to the show
• 02:42 – Built is a digital transformation platform
• 02:37 – Neha started Built 10 years ago when digital transformation wasn’t a thing yet
• 03:21 – Built sells products to enterprise companies
• 03:24 – Built is mainly a SaaS model, but they also offer services and license deals that may not be SaaS
• 03:37 – Built started as a professional services company
• 03:44 – Built is still bootstrapped
  • 03:59 – “We’re not a typical Silicon Valley company at all”
• 04:08 – Built was made based on the real needs of customers
• 04:27 – Team size is around 200, spread across India and San Francisco
  • 04:50 – The team in India is mainly the R&D team and the professional services team
  • 05:20 – Built has a real economic advantage having the majority of their team in India
  • 05:49 – Built is in the remote part of Mumbai
  • 06:16 – The office in India is where Neha’s co-founder’s family is from
  • 06:48 – Neha shared how they started building their office with a not-so-good internet speed in India
• 08:12 – Built is slowly transitioning mainly to SaaS model
• 08:45 – First million dollar year was in 2013
• 09:13 – Neha started Built with her co-founder in 2007, and Neha took an advisory role at first
• 09:42 – Neha used her own money to fund Built
  • 10:03 – Neha was very careful in handling her money
• 10:16 – When Neha and her co-founder started Built, they wanted it to be a product company
  • 10:30 – Neha’s co-founder was from the integration space and gave her the idea of transitioning to Built in 2013
• 11:30 – Average customer pay per month is $50K
• 12:00 – Built currently has thousands of trial signups and hundreds of paying customers
• 12:30 – Neha is a certified sommelier and when they go to conferences, they’ll have wine tasting events to get new customers
• 13:40 – Gross logo churn
  • 13:48 – Built has a 90% retention rate and has maintained it
• 14:12 – Fully weighted CAC and payback period is less than 10 months
• 14:43 – Built tries to always get paid cash upfront
• 15:10 – Gross margin
  • 15:24 – Some of the services are used to fund their SaaS
• 16:06 – Most of the marketing is for conferences
• 16:54 – End of 2017 revenue goal
  • 17:28 – They’re focusing on doubling their SaaS revenue
• 19:11 – The Famous Five

3 Key Points:

1. If you build a product that begins by addressing people’s needs, you will always have customers.
2. Don’t raise funds if you don’t need to, staying bootstrapped is an advantage.
3. Cash is king, always try to get paid upfront.

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