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SaaS Interviews with CEOs, Startups, Founders

What if you knew data behind the fastest growing SaaS companies today? Each morning join Nathan Latka as he spends 15 minutes interviewing SaaS founders. You'll learn how SaaS CEO's launched their startup and grew it into a business. SaaS Founders range from bootstrapped to funded, MVP to 10,000 customers, pre revenue to pre IPO.
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Now displaying: Page 1
Apr 9, 2017

Dave Currie. He’s an entrepreneur-leader in the sales intelligence space, specifically for advertising, media, and the tech industry. Since 2014, he’s directed the company on a rapid innovation and growth trajectory. They are recognized by their customers and the industry as one of the largest, agile, fast-growing, private companies and the best place to work in America—the company, TheListInc.com.

Famous Five:

  • Favorite Book? – The Hard Thing About Hard Things
  • What CEO do you follow? –  Kyle Porter
  • Favorite online tool? — N/A
  • Do you get 8 hours of sleep?— Absolutely
  • If you could let your 20-year old self, know one thing, what would it be? – “Balance is as important right now as you thought about it then. Being healthy is #1. Work and everything fall into place when you got your priorities stacked up the right way”

 

Time Stamped Show Notes:

  • 02:40 – Nathan introduces Dave to the show
  • 03:20 – The List is also known from their other products
    • 03:34 – Winmo was launched last year
    • 03:41 – Winmo is the lead brand
  • 03:52 – Winmo is a subscription-based, sales intelligence platform
  • 04:01 – Winmo provides sales intelligence to national advertisers
  • 04:28 – Winmo has an annual subscription
  • 04:45 – Annual subscription increases the valuation
  • 04:55 – Winmo has been completely bootstrapped since day 1
  • 05:09 – The List started in 1995 and went online in the early 2000s
  • 05:25 – Dave came into The List in 2005
  • 05:45 – The List is a joint venture with a company in the UK
  • 06:08 – The team currently has 85 members
  • 06:27 – Average annual customer pay
    • 06:38 – Winmo initially charges $400-500 per user annually
  • 07:07 – CAC
    • 07:14 – “We’re very deliberate with our marketing efforts”
    • 07:24 – 2014 paid marketing expenditure was around $100K, but was toned down currently to $50K
    • 08:03 – The $50K would go to Google AdWords and some retargeting
    • 08:17 – Dave’s target CAC
    • 08:50 – Dave’s looking into 25% conversion rate
  • 09:17 – Winmo has 4 targets in the UK and USA
    • 09:44 – Winmo also sells to marketing services agencies
  • 10:19 – Winmo has a good customer retention
    • 10:46 – Winmo is just a bit stronger in the media space over the agency
  • 11:30 – Winmo’s customer retention is a bit lower than revenue retention
  • 12:05 – Lifetime Value
    • 12:24 – Dave calculates retention on a 90-day cycle
  • 13:06 – The question of when you consider a customer a new customer
  • 14:10 – Average number of customers
  • 15:35 – Average MRR
  • 15:52 – Dave shares what is considered healthy in his business’ space
  • 16:28 – Dave is part of the succession team of The List
  • 16:46 – Dave and the team is not looking into going out and will just stick to being bootstrapped
  • 17:05 – Dave won’t sell the company for $90M or higher
  • 19:30 – The Famous Five

 

 

3 Key Points:

  • Be deliberate with your marketing – it pays off in the end.
  • A healthy business can stay bootstrapped for a very long time, and still be OK.
  • Regardless of whether you're young or old, new to business or not, balance is KEY.

 

Resources Mentioned:

  • 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
  • Organifi – The juice was Nathan’s life saver during his trip in Southeast Asia
  • Klipfolio – Track your business performance across all departments for FREE
  • 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
  • Freshbooks – Nathan doesn’t waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW
  • Show Notes provided by Mallard Creatives
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