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SaaS Interviews with CEOs, Startups, Founders

What if you knew data behind the fastest growing SaaS companies today? Each morning join Nathan Latka as he spends 15 minutes interviewing SaaS founders. You'll learn how SaaS CEO's launched their startup and grew it into a business. SaaS Founders range from bootstrapped to funded, MVP to 10,000 customers, pre revenue to pre IPO.
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SaaS Interviews with CEOs, Startups, Founders
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Dec 18, 2016

Henry Schuck, CEO of DiscoverOrg. He’s a leading entrepreneur in sales intelligence and lead generation. Under his leadership, DiscoverOrg built the industry’s most accurate, highest quality, contact database through a mix of technology and a team of live researchers who continually call into thousands of IT, marketing, HR, and finance departments.

Famous Five:

  • Favorite Book? – Good Boss, Bad Boss
  • What CEO do you follow? –  N/A
  • Favorite online tool? — Gmail
  • Do you get 8 hours of sleep?— I do
  • If you could let your 20-year old self, know one thing, what would it be? – “Work harder than you could ever imagine working”

 

Time Stamped Show Notes:

  • 01:40 – Nathan introduces Henry to the show
  • 02:13 – DiscoverOrg provides deep intelligence on the company and the contact information of buyers of 60,000 companies worldwide
  • 02:38 – DiscoverOrg is selling the data on a subscription basis
  • 03:09 – Henry worked for a company similar to DiscoverOrg when he was an undergrad
  • 03:28 – Henry’s colleague asked him to build a similar company which is now DiscoverOrg
  • 04:04 – Henry’s acquired iProfile
  • 04:40 – DiscoverOrg is owned by TA Associates
  • 04:58 – DiscoverOrg was self-funded in annual contract value in 2014
  • 05:56 – Henry was approached by different private equity firms in 2012-2014
  • 06:26 – Henry shares the reason why they chose TA Associates
  • 07:45 – Customers pay annual access to the platform which is a SaaS platform and they pay for specific data
  • 08:22 – Average annual RPU
  • 08:46 – Average ARR
  • 09:20 – How Henry manages churn
  • 10:46 – CAC
  • 11:16 – Henry and his team are based in Vancouver, Washington
  • 11:27 – Team size is 315
  • 11:40 – Lifetime value
    • 11:55 – Customers stay with DiscoverOrg for 3-4 years
  • 12:23 – What keeps you motivated in doing this?
    • 12:30 – Henry has a 6 month old daughter and he wants her to see that he works hard, he also wants to make it a success for TA
  • 13:29 – Connect with Henry through LinkedIn and Twitter
  • 15:27 – Annual renewal rate is over 90%
  • 15:46 – DiscoverOrg is continually building new data
  • 16:00 – The Famous Five

 

3 Key Points:

  • Teach users not only how to use a platform, but how to utilize it to INCREASE their revenue.
  • Have a business that is profitable.
  • Work harder than you could ever imagine working, that’s where you add value. 

 

Resources Mentioned:

  • Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments
  • Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel
  • Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal
  • Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible.
  • Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books.
  • The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences
  • @HenryLSchuck – Henry’s Twitter handle
  • LinkedIn – Henry’s LinkedIn account
  • Show Notes provided by Mallard Creatives
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