Matt Ekstrom. He’s one of the founders of Prospectify and formerly co-founded HiringSolved. He’s in-charge of all things revenue for Prospectify, which is a promising sales and intelligence platform. Famous Five: Favorite Book? – Sales Acceleration What CEO do you follow? –  Gary Vaynerchuk Favorite online tool? — Google Search and HubSpot Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “I would have studied more about startups and being an entrepreneur”   Time Stamped Show Notes: 01:30 – Nathan introduces Matt to the show 01:55 – Prospectify is a SaaS model 02:14 – Prospectify’s long term goal is to be able to scale personalization from the sales standpoint 02:25 – Prospectify has monthly subscriptions 02:45 – Prospectify’s pricing: 03:25 – The prices from the website are $40, $190, $490, and $975 03:33 – Average customer pay per month is $352 03:50 – Prospectify was launched in February 2016, and was in beta in January 2016 04:16 – Current number of customers is around 100 04:46 – MRR is over $20K 05:09 – Prospectify is based in Phoenix 05:20 – Prospectify just closed their first month 05:25 – It was in Angels and a million dollar round 05:45 – Matt shares why he decided on an equity round and not a convertible note 06:31 – Matt uses the trajectory to argue for higher valuation 07:29 – Prospectify is about to launch their company search which includes 12 million companies starting in the USA 08:10 – The people Prospectify has targeted 08:18 – Prospectify’s customer base is diverse 08:45 – Annual customer churn 09:45 – Matt shares what he will do to keep customers paying and NOT cancel after receiving all the data 11:10 – Prospectify’s top data sources 11:22 – Matt shares what they used to validate the concept of Prospectify 12:18 – Fixed cost per month for crawling 13:11 – Matt shares where to get credits 14:00 – Customer LTV 14:34 – Current team size 14:45 – Headcount expenses 16:30 – The Famous Five   3 Key Points: Keep people up to date—that way, they will keep on paying. Decide whether an equity round or convertible note will be most advantageous for you. Discern what is the right track and try to stay on it.      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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Wayne Silbermann. He has founded a number of startups from South Africa including one of the first world’s music discovery services which was originally founded by Mark Shuttleworth. His most recent venture, Sortd, is a new email platform that’s on a path to fundamentally changing the way people communicate and manage work. Sortd has ranked as the number 1 app for Gmail on Product Hunt. Famous Five: Favorite Book? – The Tipping Point What CEO do you follow? –  N/A Favorite online tool? — WorkFlowy Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Wayne would tell himself that there’s plenty of opportunities out there and you can pick and choose what you’re passionate about   Time Stamped Show Notes: 01:35 – Nathan introduces Wayne to the show 02:20 – Sortd transforms the Gmail interface into a more organized system to manage lists—similar to Trello for Gmail 02:50 – Wayne discovered that many people use the Gmail Inbox as a to-do list 03:29 – Sortd allows you to drag-and-drop your emails to your to-do lists 03:50 – Sortd is currently free 04:00 – Wayne shares how they are going to monetize Sortd according to agencies that use it 05:00 – Wayne has a number of ventures which are his sources of income 05:30 – The number of free users 05:45 – The behavior of active users 06:40 – Total capital which is self-funded 06:50 – The money goes to development 07:29 – Sortd works under Gmail and there’s no need to add another app 08:05 – Why would people use Sortd? 09:00 – Sortd allows you to “communicate using email as a medium in the context of your priorities” 09:33 – It is like you’re running two applications under 1 tab 10:11 – Sortd was in the chrome store since 2014 10:45 – Sortd has 3 full-time developers 11:16 – The revenue of the other business 11:40 – The funding environment in South Africa 12:48 – Wayne is looking to raise around a million dollars for Sortd 14:20 – The Famous Five   3 Key Points: Having a number of ventures can help you create a product that is dedicated to helping people. Email is one of the most used applications—that’s why startups are finding ways to make life easier for email users. There are tons of opportunities out there—pick and choose what you’re passionate about.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Daniel Araujo. He’s the CEO at Attentive.US – a competitive intelligence platform that gives real-time information to teams that use SalesForce, Hubspot, Pipedrive or Full Contact. He’s the next Googler, loves data visualization and all things technology. Famous Five: Favorite Book? – Peak What CEO do you follow? –  Jeff Bezos Favorite online tool? — HubSpot Do you get 8 hours of sleep?— Roughly If you could let your 20-year old self, know one thing, what would it be? – Daniel would tell himself to learn as fast as he can   Time Stamped Show Notes: 01:42 – Nathan introduces Daniel to the show 02:10 – Attentive is a SaaS platform that integrates with CRMs 02:20 – Attentive alway looks for information and updates in real-time 02:42 – Attentive offers monthly subscriptions and an additional setup fee for clients who want to use other CRMs 03:03 – Average customer pay per month 03:16 – The integration is a one-time fee and will depend on the client’s preferences 03:55 – Attentive does track every person that is in your pipeline 04:40 – Every behavior of a lead notifies the user 05:00 – Daniel shares what their setup looks like 05:09 – The information that needs to be filled out for the setup are on the website 05:44 – There are clients who will give a list of companies they want to track 06:21 – Number of paying customers monthly 06:37 – Attentive just launched a new interface 07:00 – MRR 07:08 – Team size is 5 which includes a newly hired Head of Growth 08:00 – Attentive has raised $150K 08:12 – The first $100K was from a big VC in Portugal and the rest is from an advisor round 08:50 – There are key people who are helping build Attentive 09:00 – Initially, it was convertible note but everything is converted to equity now 09:19 – The valuation conversation with an Angel investor 10:05 – Daniel shares how he started raising Attentive’s capital 10:28 – There are still people who are using Attentive’s Slack bot for free 10:38 – The investors believe that Attentive could grow 10:58 – 10% of the company is for the investors, the rest belongs to the 3 founders of Attentive 11:17 – Daniel shares how the 3 founders split the rest of the company 11:40 – Daniel wants to move Attentive to the US because they want to compete in that  market 12:10 – Daniel will focus on having an MRR of $5-10K before raising another round 12:40 – Valuation for Series A will depend on the metrics 13:50 – Attentive is trying to get on the Boulder acceleration program 15:20 – The Famous Five   3 Key Points: Believe in your product so that other people, too, will believe in it. Deciding the valuation for another raising depends on the MRR or the metrics. Learn as FAST as you can.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Eric Bouck. He’s the CEO and founder of Propeller, a CRM that lets you sell from gmail. Prior to Propeller, Eric was the co-founder and CEO of Zigzag Software which was eventually sold to Samsung. He also spent some time working as a director for Samsung. He also worked as a Group Product Manager at Dell EMC and spent 4 years with this company. Famous Five: Favorite Book? – Inspired What CEO do you follow? –  N/A Favorite online tool? — Webflow Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – “Marry the right person”   Time Stamped Show Notes: 01:26 – Nathan introduces Eric to the show 02:05 – Propeller is the CRM that creates daily tools that salespeople can use to set their meetings, do their email and phone calls, share presentations and documents, and research etc. 02:31 – Propeller is a SaaS business and they have monthly and annual subscriptions 02:50 – Average revenue per customer monthly 02:54 –$50 per month 03:15 – How does Propeller win on a very crowded market? 03:24 – There’s a lot of companies who try to make their own niche 03:42 – Propeller has a unique mix of deep integration with Gmail combined with the ability to do multiple step campaign 04:45 – Propeller is an all-in-one CRM – you won’t be needing another product 05:10 – Propeller was launched September 1st 05:15 – Growth is 21% month over month 05:22 – A little over 50 customers at the moment 05:26 – Propeller is bootstrapped 05:39 – Eric got decent money from the exit 06:23 – No revenue churn at the moment 07:00 – Team size, they are also remote 07:36 – Eric is not open to acquisition talks at the moment 08:00 – The leading companies in the CRM space are Salesforce and Dynamics 08:35 – Pipeline and Hubspot are getting positive feedback as well 09:00 – Eric shares his opinion of Outreach 09:25 – Eric mentions Propeller having an AI 09:55 – The core differentiator of the products 10:04 – An example of how Propeller makes getting your emails done easier 11:00 – Nathan’s acuity to batch schedule 11:20 – CRM pricing 11:42 – Deliver the VALUE 12:00 – Eric shares their vision as a company to make salespeople more effective 12:12 – Eric shares how he got their first 5 customers 12:46 – Eric has also spent for paid marketing 12:58 – LTV is $1500 13:30 – CAC LTV ratio 15:10 – The Famous Five   3 Key Points: If your market is crowded, you have to work HARDER to differentiate yourself. The value is not in losing sales or making more sales—the value is found in whether or not you provide an effective product.  Don’t live with regrets—it’s gotten you to where you are now.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Manuel Silva. He’s a partner at Santander InnoVenture. Prior to that, he was the founding member of BBVA Ventures which focused on lending, new platforms, financial inclusion, and private banking. He’s worked across Latin America and Europe and holds a BA in Business Administration from CUNEF, a MSc in Political Science, and a MPhil in Development Economics. Famous Five: Favorite Book? – N/A What CEO do you follow? – Rob Frohwein Favorite online tool? — Crunchbase Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “There’s so much to do in this world”   Time Stamped Show Notes: 01:40 – Nathan introduces Manuel to the show 02:25 – Manuel is involved in all investments at Santander 03:10 – Manuel is separate from the Santander group 03:31 – Manuel facilitates the relationship across the banks 03:48 – The banks refer to the Santander’s franchises all over the world 04:24 – Manuel shares how they worked with Kabbage 05:01 – “It’s a successful investment, it’s a successful partnership” 05:20 – Kabbage is the perfect example of how Santander wants to work 05:30 – The fund size for innoventure at Santander 06:45 – Manuel shares how Santander plays in the venture capital world 06:48 – Santander does equity investment only 08:05 – Santander works out the opportunities for the CEO and the company 08:55 – The companies in Santander’s portfolio is not complete because there are still companies unannounced 10:00 – Manuel shares how they work in the round and in the FinTech space 10:03 – FinTech space has a level of maturity and density in entrepreneurship 11:00 – Companies that Santander have invested in are data driven 12:13 – Santander wants banks to partner with startups so that these companies can access the reach these banks have 14:30 – The Famous Five   3 Key Points: FinTech has the maturity to deal with the problems that come up in the industry—this sets them apart. Santander exists to bring together a partnership between banks and startups. Be focused in your task and goals as there’s so much to do.   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 and giving FREE money now from Nathan. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Glen Coates. He’s the co-founder and CEO of Handshake. It focuses on putting the right product on every shelf in every store. He goes between Sydney, San Diego and New York City. Famous Five: Favorite Book? – The Five Dysfunctions of a Team What CEO do you follow? – Dave Yarnold Favorite online tool? — Boomerang for Gmail Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – Glen wished he knew how intense running this company was going to be and to spend a lot more time making music and going surfing.   Time Stamped Show Notes: 01:37 – Nathan introduces Glen to the show 02:15 – Handshake is about getting the right product on every shelf, in the world 03:30 – Handshake brings the Amazon-like buying and selling platform to businesses 03:55 – Handshake Rep is the mobile app used by sales reps who work for the brand 04:21 – Handshake Direct is the mobile and web-based ecommerce for B2B 05:00 – Handshake is a SaaS business and they sell to manufacturers and distributors 05:10 – Handshake’s customers are the manufacturers, distributors, and their customers who log into Handshake 05:22 – Handshake has a similar model to Salesforce 05:40 – Glen started working with Handshake in 2010 and got their first customer in 2011 05:51 – First year revenue 06:16 – Average number of customers at the moment 06:51 – The pricing model is per seat per year for Handshake Rep, Handshake Direct is made-to-order 07:37 – Average customer pay per month 08:24 – December 2016: total average revenue range 09:35 – Handshake used to have monthly contracts 09:59 – Most of the contracts now are annual contracts 10:07 – Total capital raised is around $24M inclusive of Series B 10:29 – Series B closed in February 2016 10:40 – Handshake isn’t in any acquisition talk 12:03 – What Glen and his team is building is grand in scale and requires a lot of hard work 12:44 – Team size and location 13:05 – Glen shares the number of people per team 14:10 – LTV 14:15 – “I don’t think much about lifetime value” 16:51 – “I care about delivering 100% growth with a better payback period than I care about delivering 200% growth with like a terrible payback period” 17:05 – Handshake growth is 100% annual 17:30 – Glen shares the flagged payback period in VC communities 18:48 – Glen is currently burning close to $500K a month 18:56 – Glen thinks that it should take at least 6 months before having to raise again 19:50 – Glen usually raises for a couple of years and each time he raises gives them 2 years of runway 20:15 – Gross annual customer churn 20:30 – Churn has come down when they shifted their market 21:25 – Glen shares what they did to combat high monthly churn 22:38 – Handshake always has a negative revenue churn 23:30 – Glen wouldn’t sell Handshake for Nathan’s sample offer 25:10 – The Famous Five   3 Key Points: It’s difficult to create a SaaS that is web-based and mobile-based – it takes hard work. Delivering 100% growth with a better payback period is better than delivering 200% growth with a terrible payback period. Raising usually takes 6 months and it is the CEO’s responsibility to decide how he can leverage each raise.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Josh Muccio: He’s the host of The Pitch Podcast and he recently launched Season 2 on January 11th. Before The Pitch Podcast, he was the founder of iHeart Repair, which he sold in 2014. He is a father of 2, soon to be 3. Josh is 29 and he loves the tech world. He’s in Florida and loves skiing and takes 2 ski trips every winter. Famous Five: Favorite Book? – The Slight Edge What CEO do you follow? –  Nicholas Quah Favorite online tool? — Slack and Google Drive Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – “To create more stuff and just put it out there”   Time Stamped Show Notes: 01:38 – Nathan introduces Josh to the show 02:35 – The Pitch Podcast is similar to the TV show SharkTank 02:53 – Season 2 is where investments happen on air 03:05 – Josh shares why Season 1 of The Pitch Podcast was challenging 03:40 – Sheel is Josh’s co-host 04:09 – Josh discusses iHeart Repair 05:20 – iHeart Repair was sold in 2014 05:25 – Revenue was around $750K annually 05:59 – Josh just didn’t see his future with iHeart Repair 06:25 – Josh had a broker who helped him with the exit 06:43 – MTechRepair bought iHeart Repair 07:12 – Josh did the Wordpress site for iHeart Repair 07:35 – Josh installed Woocommerce in iHeart Repair’s site 08:30 – Josh shares what happened after the exit 08:50 – Josh shares how he met Sheel 09:10 – Josh had a dream that he was going to have a podcast 09:30 – Josh shares how he met Spencer Handly of Blab 09:52 – The start of the daily hunt 10:45 – Josh shares how Sheel approached him 11:25 – The advertisers in the podcast are the main revenue stream 12:00 – Nathan asks Josh for his feedback regarding promoting his product 12:49 – Josh plans to stay in their business model 12:54 – Average revenue for Season 1 of The Pitch Podcast 13:11 – Season 2 pre-sold revenue 13:30 – There are 2 advertisers per show 14:15 – 250K total downloads for Season 1 14:42 – The idea of Season 2 15:13 – The amount Josh spent on his Facebook ad trial 15:31 – Press is the most successful growth channel for The Pitch Podcast 16:07 – If Season 2 flops, Josh would stop the podcast 16:25 – Nathan makes an offer to Josh 18:51 – The Famous Five   3 Key Points: The services market is tedious and requires a thorough study. If you don’t see your future in it – put an END to it. Do NOT hesitate to create more and put it out there.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket The Pitch Podcast – Josh’s Podcast iHeart Repair – Josh’s previous company MTechRepair – The company that purchased iHeartRepair Woocommerce – Josh installed this program into iHeartRepair Show Notes provided by Mallard Creatives

Gal Har-Zvi: He’s a passionate entrepreneur who lives and breathes B2B sales, marketing, and everything in between. He’s one of the founders of Valueshine Ventures, the technology holdings company and a successful online marketer for various software categories and verticals. He’s currently the CEO and founder of the company called Unomy. Famous Five: Favorite Book? – Pitch Anything What CEO do you follow? –  N/A Favorite online tool? — Calendly, ZoomUS, Yesware, SalesLoft, Boomerang Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Just do whatever you love and are passionate about and everything will be good”   Time Stamped Show Notes: 01:42 – Nathan introduces Gal to the show 02:14 – Unomy provides sales intelligence solutions 02:27 – Unomy makes money by selling annual subscriptions 02:40 – Unomy was launched in 2014 02:53 – Raised capital after 6 months 03:00 – Launched the current version focused on enterprise sales a year ago 03:25 – First year revenue 04:05 – Unomy currently changed their business model because the first one was not successful 04:21 – 2015 revenue 04:36 – 2016 revenue goal 05:03 – Unomy currently has mid-market businesses, but gradually switching to larger accounts 05:36 – Average customer pay annually 05:49 – Average number of current customers 05:58 – Unomy has currently raised capital 06:08 – Unomy did a seed round and a few convertible notes 06:18 – Unomy is going to raise a Series A 06:39 – Gal shares why they are raising capital 06:56 – Unomy’s competitors are raising capital as well 07:21 – Unomy will probably raise $5-6M 07:40 – Unomy’s valuation 08:33 – In any round, a founder should expect to lose anywhere between 25-35% of their company 09:17 – Gal and Nathan discuss what an average deal is 09:45 – There are a lot of VCs in Israel 10:20 – Unomy has 3 branches 10:48 – Team size is 24 10:56 – Gross annual churn 11:35 – Customer’s LTV 12:02 – CAC 13:20 – Number of companies in Unomy’s database 13:58 – Gal shares what makes them better than their competitors 15:00 – Unomy has a variety of categories 15:30 – Unomy was founded to help sales companies, not investors 16:06 – Unomy uses more sources than others 17:19 – Unomy has a guarantee and if you get a bounce email, you can get your money back 17:38 – Unomy does real-time verification 19:10 – The Famous Five   3 Key Points: In any round, a founder should expect to lose anywhere between 25-35% of their company. A company should focus on why it was founded in the first place. Do what you love and are passionate about and the rest will take care of itself.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Eric Boggs: He’s the CEO at RevBoss – a sales prospecting SaaS company. RevBoss helps B2B sales teams grow pipelines and win more customers. Prior to RevBoss, he was the founder and CEO at Argyle Social and was a one-man sales team at Bronto Software. Eric is in North Carolina with his wife and 3 small children. Famous Five: Favorite Book? – The Hard Things About Hard Things What CEO do you follow? –  Matt Williamson Favorite online tool? –  Stripe Do you get 8 hours of sleep? –  No If you could let your 20-year old self, know one thing, what would it be? – “To not worry so much about the long term—that things just have a way of working themselves out”   Time Stamped Show Notes: 01:35 – Nathan introduces Eric to the show 02:10 – Eric shares what happened to Argyle 02:42 – Argyle raised $1.5M 03:52 – Argyle’s buyers 05:32 – Eric was only 22 when joined he Bronto 05:39 – Eric was a one-man sales team for 2 and half years 06:32 – Eric went to business school after Bronto 07:05 – Bronto is now an Oracle company 07:12 – RevBoss is a SaaS company that helps B2B seller relations find more prospects and win more customers 07:45 – In between the Argyle wind down and RevBoss, Eric was a consultant for a year 08:20 – RevBoss’ competitors 09:20 – RevBoss started as a services company and launched in September 2016 09:47 – Building a services business is easy, growing it is hard and turning it into a SaaS business is much harder 10:26 – Eric shares the weird things he encounters in the business 11:07 – “We’re cannibalizing ourselves a little bit” in the short term, in regards to services revenue vs. recurring Saas revenue 12:12 – Average customer pay per month 12:28 – Weighted MRR 12:39 – RevBoss raised a seed round for $1.1M 13:45 – Eric sold 20% of the business for $1.1M 14:50 – Total 2015 revenue 15:01 – Team size and location 15:41 – Projected LTV 16:27 – CAC 16:34 – All inbound sales 17:20 – Gross churn 17:59 – Eric plans for the worst after his experience with Argyle 19:50 – The Famous Five   3 Key Points: Recurring SaaS revenue will beat out services revenue in the long run. Your worst experiences are your greatest teachers. Don’t worry too much about the long term—things just have a way of working themselves out.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Episode 543 Summary: In Episode #543, Nathan interviews Andrei Breaz. He’s the founder and CEO of Bant.io which is a B2B leads company. Before that, he was the founder of Keptify, which was acquired by Well Investments. He also worked as the CTO of Harty Hanks and is highly experienced in the B2B sales space. Famous Five: Favorite Book? – Think and Grow Rich What CEO do you follow? –  Anthony Robbins and Elon Musk Favorite online tool? — Trello Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Andrei wished he would have caught the entrepreneurial bug sooner   Time Stamped Show Notes: 01:50 – Nathan introduces Andrei to the show 02:25 – Bant initiates conversations for companies with their ideal prospects 03:10 – Bant is a service model and not a SaaS model 03:47 – Bant is on the prospecting and lead generation stage 04:05 – Bant doesn’t sell data 04:10 – Bant uses the data they generate using their own software 04:35 – The distinct data points that Bant uses 05:10 – Average customer pay per month is $1200 05:39 – The price reflects a medium plan which is a customized plan 05:44 – There’s 100% money-back guarantee 06:00 – Andrei shares their definition of a hot lead 07:13 – Bant was launched in early 2015 07:30 – Bant is self-funded 08:00 – Number of current customers 09:08 – MRR 09:30 – Andrei is aiming for $1.5M next year 09:34 – 2015 total revenue 10:10 – Bant’s actual clients 10:25 – Most are SMBs 10:50 – Team size and location 11:10 – Bant gets their customers from referrals and word of mouth 11:30 – Bant ran a $ 200 adword campaign when they started 11:41 – Andrei shares Bant’s process 12:28 – LTV 12:55 – Bant’s CAC is marginal 13:10 – No sales team, but there are account managers 14:18 – Monthly gross customer churn 15:10 – Bant has their own database and has researchers who validate their leads 15:55 – 8 contractors on research 16:03 – 3rd party data apps that Bant is using including Builtwith 16:50 – Andrei shares LinkedIn as one of their main data sources 17:15 – Andrei shares his thoughts regarding LinkedIn being acquired by Microsoft 18:55 – The Famous Five   3 Key Points: Do NOT rely on just one large source of data, have a variety of sources. Businesses can spend less time hiring the right people if they go through right channels providing the right prospects.  Once the entrepreneurial bug bites you—just go for it.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Conor Lee, founder and CEO of HipLead. The company helps leading B2B companies scale their outbound sales with high quality lead generation outbound campaigns. Before founding HipLead, Conor founded several other companies including TellFi which was in the Y Combinator, Winter 2011 batch. Prior to that, he worked as a lobbyist in statewide political campaigns. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? –  Elon Musk Favorite online tool? – Zapier Do you get 8 hours of sleep? – No If you could let your 20-year old self, know one thing, what would it be? – Conor wished he had spent more time in tech than in politics   Time Stamped Show Notes: 01:30 – Nathan introduces Conor to the show 02:07 – Conor shares what happened to TellFi 02:58 – Conor had a co-founder who wanted to keep it going 03:19 – Conor shares how the exit happened 04:10 – HipLead helps companies scale their outbound sales 04:35 – HipLead’s pricing 04:55 – Current number of customers is 30 05:18 – HipLead was launched in 2013 05:30 – Conor is the solo founder, but he had a co-founder for awhile 06:25 – Conor has the majority of the shares of the company 07:35 – Conor and Nathan discuss cap tables 08:00 – Conor hired a lawyer for his legal documents 08:17 – Use the startup attorneys 08:31 – HipLead is bootstrapped 08:50 – HipLead’s loan 09:20 – Conor shares why he got the loan 10:00 – Conor shares how the loan works 11:30 – The type of loan is only for specific companies 12:00 – The company name that provides the loan is Lighter Capital and it is based in Seattle 12:21 – Annual customer churn: less than 15% 12:58 – CAC 13:09 – Customer’s LTV 14:15 – First year revenue 15:40 – 2015 revenue: $900,000 15:50 – Current ARR 15:59 – Conor is also looking into raising capital 16:10 – Team size of 16 16:29 – Team location is in San Francisco and other remote locations 18:35 – The Famous Five   3 Key Points: We need to be more open about exits—there are times where you just have to pull the plug. If you need funds and do not want to share equity, try a bank loan. Make sure your legal documents are in order, especially in the case of a split from your co-founder.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Spencer Farber. He is the CEO and founder of Cliently and he’s been in the industry for 10+ years working across many spaces. He discovered one thing—the constant pain for companies is to define creative ways to generate leads and THAT is what he’s trying to solve with Cliently. Famous Five: Favorite Book? – Marc Benioff’s books What CEO do you follow? –  Mikita Mikado Favorite online tool? — Trello Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – People are going to throw curveballs and you just need to understand how to deal with them   Time Stamped Show Notes: 01:42 – Nathan introduces Spencer  to the show 02:12 – Cliently helps a client engage with prospects 02:23 – A lead is only valuable if you’re able to do something with it 02:33 – Cliently is a SaaS model 02:40 – Cliently’s subscription plans starts at $99 to $599 a month 02:50 – Average RPU 03:18 – There are clients who pay annually 03:45 – They currently have 70-80 customers 04:02 – Cliently is bootstrapped with $30K and friends and family with $75K 04:22 – Cliently was launched in February 2016 05:00 – Spencer shares about a client in Australia and how they are using Cliently 05:20 – The client is BigReviewTV 05:28 – Cliently creates custom campaigns for them 06:10 – “We are not trying to be a CRM but we are trying to put the pieces together that are essentially going to help engagement” 06:45 – Cliently is using different APIs 07:00 – Spencer is looking to partner with Bond.co in the future 07:21 – Spencer shares how Cliently is going to beat the “other guys” in their space 08:12  - Spencer wanted to raise capital 08:54 – Cliently is using multiple sources for their leads 09:49 – Cliently’s target MRR 09:58 – Spencer would raise $500K on an equity round 10:30 – Spencer would give up 10-15% to get the target MRR 11:06 – Spencer shares how Cliently’s system is unique 11:34 – Team size 12:05 – Gross customer churn 13:05 – Team location 15:00 – The Famous Five 17:18 – Connect with Spencer through email   3 Key Points: A lead is only valuable if you’re able to do something with it. Stand out in your space—give your client more reasons to stick with you. If you have a dream, pursue it.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket [email protected] – Spencer’s email address Show Notes provided by Mallard Creatives

Darren Pierce. He’s the founder and CEO of eTailInsights. Prior to launching the business, he has spent many years working with B2B companies specializing in leadership, strategic development, client relationships, and maximizing revenue growth. Darren was the Director of Sales for First Research which was acquired by Hoover. Darren helped Bronto Software accelerate their revenue market share to become the leading email service provider in the ecommerce industry. He’s a graduate of The Walker College of Business at Appalachian State University with 2 BSBAs in Management and Marketing. Famous Five: Favorite Book? – The Hockey Stick Principles What CEO do you follow? –  N/A Favorite online tool? — Buffer Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Darren wished that his 20-year old self could have been more patient   Time Stamped Show Notes: 01:50 – Nathan introduces Darren to the show 02:35 – Darren didn’t want to leave Bronto Software, but he came up with the eTailInsights’ idea and couldn’t let it pass 02:53 – Darren joined Bronto, in 2008, to help sell their email marketing and make offers to online retailers 03:25 – One of the early problems in Bronto was how to find the companies/retailers 03:47 – eTailInsights is a database that indexed the e commerce companies 04:03 – eTailInsights is a SaaS business 04:10 – Average MRR/ARR 04:43 – The pay is manual upfront 04:48 – eTailInsights was launched in 2011 04:51 – Total 2015 revenue 05:15 – 2016 goal 05:50 – Average MRR 06:18 – Average churn is adjusted 06:50 – CAC 07:29 -  eTailInsights’ average pay per click 07:48 – LTV 08:25 – eTailInsights has been tracking hundreds of thousands of retailer globally 08:36 – eTailInsights will start indexing next year 08:58 – Number of current companies is 3000 09:09 – The three biggest competitors of eTailInsights 10:08 – Exit is not Darren’s priority at the moment 10:16 – Darren’s dream number is $100M 11:18 – Darren wants to know how far his business can go 11:30 – eTailInsights is completely bootstrapped and they have $100K in it 12:06 – Current head count 12:20 – Average compensation 12:36 – eTailInsights’ location 12:52 – eTailInsights sourced their own data and they built their own tech 14:38 – The Famous Five   3 Key Points: When you become predictable, you lose SO much leverage. If the idea of a business strikes you, go with that passion and just do it. Be patient—it takes patience to be a successful entrepreneur.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

James and Larry of Nexd.io. James is the founder and the Chief Stratgey Officer of Next.io and has previously worked with IBM, Socialware, SailPoint Techologies. He has studied at Berkeley and now builds softwares that help people everyday. Larry is the President and CEO of Nexd and is highly experienced in leadership and operations.  Famous Five: Favorite Book? – Peopleware (James) What CEO do you follow? –  Jeff Miller (Larry) Favorite online tool? — Clearbit (James) Do you get 8 hours of sleep?— Yes (Larry) If you could let your 20-year old self, know one thing, what would it be? – James wished he built a network. Larry would tell himself that the most important thing is execution.   Time Stamped Show Notes: 01:42 – Nathan introduces James and Larry to the show 02:10 – Larry just joined Nexd and he’s the new CEO 02:26 – Larry helps James build a business around the idea 02:34 – Larry’s background is multiple CEO 03:35 – James shares why he brought Larry in 03:59 – Nexd was founded 14 months ago 05:23 – Nexd’s space is analytics 05:45 – Nexd analyzes which emails are effective 05:55 – Nexd is currently on pre-revenue 06:00 – Nexd raised a million dollars on a seed round 06:10 – It is a convertible note 06:12 – Nexd did 2 convertible notes 07:10 – Larry discusses what he thinks about CEOs and founders not being on good terms in a company 07:20 – Larry has been an advisor to VCs 07:30 – Larry shares his advice to entrepreneurs 07:56 – Founders and CEOs should agree on who is going to drive the steering wheel 08:43 – Larry shares how he and James would represent the company in a sample article with TechCrunch 09:15 – Larry shares how they would resolve a possible disagreement in a seed round 10:17 – It was James’ own decision to get a CEO 10:48 – On the technical side, there is another co-founder 11:10 – “What Nexd is doing is going to be a game changer” 11:32 – Nexd targets sales manager and sales reps 12:58 – James and his co founder’s background is enterprise integration problems 13:20 – “We’re trying to be a system of engagement for multiples systems of work” 13:43 – Target for Series A is $6-7M 14:08 – A minimal viable product is needed to step forward—a pilot that has been tested 15:50 – Nexd is not interested on a quick exit and they are going to be the next great company 17:50 – The Famous Five   3 Key Points: Choose someone who can do something you’re not good at and who you respect. Founders and CEOs should agree on who’s going to drive the steering wheel – if issues come up, own your mistakes and deal with it. You need a minimal viable product with validation from potential customers to move forward with your business.    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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives

Justin McGill. He’s an entrepreneur and owned a startup in 2008 when he started a digital agency. After he scaled that out, he launched LeadFuze – a B2B lead generation platform. He’s also the co-host of Zero to Scale Podcast which gives us a behind the scenes look at growing a startup with 200K per month in MRR. Famous Five: Favorite Book? – The Ultimate Sales Machine What CEO do you follow? –  Elon Musk Favorite online tool? — ZenPayroll which is now Gusto and bench.co Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Justin would’ve told himself that entrepreneurship was a path in life he could take   Time Stamped Show Notes: 01:50 – Nathan introduces Justin to the show 02:15 – LeadFuze is a software platform 02:21 – LeadFuze allows to you to search for contact information and automate the outreach to ideal and prospective customers—turning them into possible sales opportunities 02:35 – LeadFuze is a subscription-based company 02:55 – Average MRR is $175 03:08 – Early stage companies are using LeadFuze 03:25 – Average number of customers 03:45 – LeadFuze started off completely  bootstrapped and had a small raise of $150K 03:56 – Two of three investors are Rob Walling of Drip and David Hauser of Grasshopper 04:26 – Justin shares why he decided to take capital 04:43 – Justin did a small equity round 06:10 – If you’re trying to grow your sales, LeadFuze can help you 06:43 – LeadFuze is web-based 07:00 – LeadFuze wants to focus exclusively on lead generation 07:24 – LeadFuze is a software with a service 08:14 – Gross customer churn and revenue churn 08:35 – “Customers stay for 6 months or so” 09:15 – Why not just charge $175 upfront? 09:31 – LeadFuze is currently a product company without engineering help 09:47 – Justin is trying to look for a CTO 10:58 – Justin shares why his CTO left 11:57 – Current team size on remote 12:18 – About to open an office in Phoenix, AZ 12:30 – LeadFuze has 3 co-founders, one who was Justin’s sales coach 13:55 – CAC 14:05 – Around $300 14:28 – Justin invested in content and that is what driving the signups at the moment 14:50 – LeadFuze offers 20 leads for free 15:02 – 8.5% of the signups convert from free trial to paid 15:10 – Free trial doesn’t require a credit card 15:40 – Total 2015 revenue 15:50 - LeadFuze started totally free 16:11 – Average total cash flow by the end of 2015 is around $250K 16:45 – Some of the sources where LeadFuze pulls data are from ClearBit, Full Contact, and Tower Data 17:23 – Hit Justin up on Twitter 18:55 – The Famous Five   3 Key Points: As a startup, the pay-as-you-go model may be more beneficial than subscription plans. Entrepreneurs need to be more open about their people leaving. Don’t waste time and TAKE the leap as early as you can.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket ClearBit, Full Contact, and Tower Data Where LeadFuze pulls its data @Jus10McGill – Justin’s Twitter handle Show Notes provided by Mallard Creatives

Mark Godley. He has held leadership positions at technology companies of all different sizes from pre-revenue to publicly traded. He’s best known for driving revenue and outpacing industry growth while rejecting herd mentality. Outside of work, Mark finds time daily to read, work-out, and cook—all the while, being an engaged father, spouse, and citizen. Famous Five: Favorite Book? – The Devil in the White City What CEO do you follow? –  Henry Schuck and Yonatan Stern Favorite online tool? — Flipboard, Stitcher, GaggleAMP and Lead Forensics Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Living below your means gives you tons of options. Think about the life you want at age 50 and work backwards. We’re running a marathon not a sprint, and it takes planning, sacrifice and resilience and then, don’t define success and happiness by your paycheck”   Time Stamped Show Notes: 01:42 – Nathan introduces Mark to the show 02:25 – HG Data is in a competitive and intelligent space 02:35 – HG Data build data sets, used by sales and marketing teams, to do precision targeting at scale 03:05 – The founder founded HG Data in 2012 after an exit 03:43 – Mark is the Chief Revenue Officer (CRO) at HG Data 04:02 – Mark handles all the market phasing for the company 04:31 – When HG Data was founded it served the enterprise space 04:49 – Last year is when they started to go down market 04:58 – Number of enterprise clients is 15-20 with 6-figure ARR 05:15 – HG Data had traditional customers, as well, that totaled 50 05:58 – HG Data transitioned from a data company to a product company 06:12 – Total ASP 06:50 – HG Data wants to increase the customer base, but lower the RPU 07:56 – HG Data created a use-space specific databases 08:19 – HG Data tries to keep the balance of enterprise and down market pricing 08:34 – 50% of the revenue is from direct clients and 50% is from the partners 09:22 – Mark shares what he is worried about in regards to their target 10:09 – Mark shares how their partners use their data 10:55 – Average pay per user annually 12:05 – There are 10-50 OEMs in the customer base 12:37 – Average number of customers 13:00 – Mark only follows ARR and not MRR 13:27 – Mark shares that they are focused on building the new space—they are currently spending and losing money by design, but hoping for a positive cash flow 14:00 – Gross annual customer churn is less than 10% 14:30 – “We’ve had one 6-figure churn in the last 4 years” 14:40 – CAC 15:23 – “We’re looking for a more high-velocity sales model” 16:13 – The company is based in Santa Barbara, where they have 80 employees 16:42 – Connect with Mark through Twitter and LinkedIn 18:40 – The Famous Five   3 Key Points: “We’re running a marathon, not a sprint, and it takes planning, sacrifice, and resilience.” Be mindful of your partners BEFORE making decisions. Live without regrets.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket @Mgodley21 – Mark’s Twitter handle LinkedIn – Mark’s LinkedIn account Show Notes provided by Mallard Creatives

Dominik Vacikar. He is currently an Associate at Hummingbird VC, but was previously the co-founder of Spaceship and some other startups, including Growth at Nestpick. Listen as Dominik gives us an inside look at the workings of Spaceship and why he was chosen by Hummingbird for a very specific task.  Famous Five: Favorite Book? – Zero to One What CEO do you follow? –  N/A Favorite online tool? — Stripe Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Dominik wishes he wasn’t so hard on himself, so long as he was progressing   Time Stamped Show Notes: 01:35 – Nathan introduces Dominik to the show 02:00 – Spaceship started as a side project when Dominik had their lead generation tool in social media 03:02 – Dominik shares how Spaceship works 03:18 – Spaceship searches your entire target audience and provides you with prospect data 03:35 – Spaceship is pay-as-you go 03:51 – 10% of Spaceship’s customers are on a monthly plan 04:10 – Spaceship was launched in October 2015 04:30 – 2015 revenue 04:55 – Current total revenue 05:12 – Dominik shares why he turned to Hummingbird 06:33 – Spaceship was bootstrapped 06:52 – Spaceship’s current team size 07:20 – Dominik has been with Hummingbird for 2 months 07:30 – Hummingbird wants Dominik to build a radar for startups 07:54 – The radar will track interesting companies and identify them 08:29 – Dominik shares how their product is different from Crunchbase 09:31 – Dominik shares the variables they use to identify the startups 10:30 – The current biggest problem is updating the data as frequently as possible 11:45 – Hummingbird is good at identifying the funders’ DNA 12:08 – Hummingbird’s main area of expertise 13:00 – Hummingbird might be interested in a Series A 13:21 – Hummingbird’s ARR target 14:05 – Nathan asks Dominik about Spaceship’s founder 14:37 – Dominik is active on Twitter and LinkedIn 16:10 – The Famous Five   3 Key Points: Growth comes in many forms—sometimes from within your own company or from the help of others. Develop your expertise by drawing knowledge from other fields and markets. Your progress determines your future and YOU set the pace.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket @chichikid – Dominik’s Twitter handle LinkedIn – Dominik’s LinkedIn account Show Notes provided by Mallard Creatives

Darian Shirazi. He’s the CEO and co-founder of Radius. He was an early employee at Facebook and worked on the” Sell Your Item” Team at eBay. He’s founded, invested, and advised many successful technology companies. Prior to starting Radius, Darian studied Computer Science and Philosophy at UC Berkeley. He’s also a prominent keen speaker at Top of Technology Innovation. Famous Five: Favorite Book? – The Essays of Warren Buffet What CEO do you follow? –  Marc Benioff Favorite online tool? — Yesware Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “How much harder building the business is  than you originally thought and how once you get to scale how amazing it feels.”   Time Stamped Show Notes: 01:42 – Nathan introduces Darian to the show 02:15 – Darian shares about his time with Facebook 02:30 – Darian’s favorite project on Facebook was Facelift 02:45 – Darian shares what he thinks of Mark Zuckerberg 03:30 – Darian can’t think of a time when Mark was at odds with another team member 03:58 – Radius is about growing pipelines for B2B marketers 04:08 – The customers are typically enterprise and mid-market businesses 04:15 – Radius fixes data  04:30 – Radius’ services 04:48 – The whole foundation of the product starts with the Radius business graph 05:17 – Darian shares how they help the client 05:40 – Darian shares how Radius is different with CB Insights 05:50 – Radius’ data is powered by their customers which allows them to access their CRMs 06:20 – The activity data allows Radius to improve their data 06:50 – Radius doesn’t rely on publicly available data 07:30 – Radius was founded in 2011 and launched in 2013 08:00 – Average number of customers 08:30 – It is not really a seat model 09:10 – Radius has a used cased expansion 09:41 – Team size is currently 150 people 10:00 – Radius has currently raised $100M 10:25 – Radius still has a lot of net capital left 10:42 – Radius’ retention for enterprise customers is around 93% 10:50 – Gross monthly customer churn 11:24 – Darian shares what drives their revenue 11:48 – Radius’s implementation day is only 18 days so customers see the value quickly 12:11 – Radius’ pricing 12:23 – ACV 13:00 – First year revenue 13:25 – Darian has 2 co-founders 14:07 – Radius requires a team 14:28 – Darian hired people from enterprise companies 15:00 – Darian shares Radius’s CAC to LTV ratio 15:36 – Radius’s sales cycle 15:52 – “Customer trust is our number one value” 16:50 – It is difficult to measure CAC to LTV when enterprise companies rely on big  events for marketing 17:53 – Radius’s growth rate 19:14 – Radius’ marketing budget 19:29 – The amount Radius spends on Dreamforce 20:27 – Dreamforce is an incredible way to grow a pipe 20:40 – Is Radius going to be the next Benioff’s acquisition? 21:48 – Darian shares how Microsoft has been an incredible partner for Radius 22:36 – The last funding 23:05 – Darian discusses Radius’ future 23:40 – Follow Darian at Twitter and email him 25:35 – The Famous Five   3 Key Points: It takes a great team to create a great product. Take what you’ve learned from your last employer, be grateful for it, and leave graciously. Acquisition requires planning, an exchange of ideas, and thorough researching.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket [email protected] – Darian’s email address @Darian314 – Darian’s Twitter handle Show Notes provided by Mallard Creatives

Tim Saumet. He is the CTO of the company called Tilkee – a SaaS solution software for business proposals, follow ups, and sales process tracking. It is a super hot space. Before that, he was involved with OXFOC Technologies as the CEO. He is also a Manager of General Services in another company and a Project Manager at Travel Due. Famous Five: Favorite Book? –100 Conseils Pratiques Pour Couler sa Boite What CEO do you follow? –  Bruno Bonnell and Elon Musk Favorite online tool? — Zapier Do you get 8 hours of sleep?— “Yes” for Kate and “No” for Tim If you could let your 20-year old self, know one thing, what would it be? – Tim would have focused more on personal development   Time Stamped Show Notes: 01:37 – Nathan introduces Tim to the show 02:13 – Kate is developing the European market 02:30 – Tim used to be a salesman and it was difficult for him 03:03 – Tilkee is a simple SaaS software to analyze a prospect’s behavior 03:30 – Tilkee works with any kind of document 03:50 – Tilkee started as a side project 3 and a half years ago 05:00 – First year revenue was $20K 05:15 – Tilkee is currently serving 800 customers 05:41 – Average customer pay per month 06:20 – December 2015 MRR 07:30 – Tim started with small companies, then progressed to enterprise companies 08:05 – Tim pivoted the product and customer base 08:12 – Tim raised, 2 years ago, a million and a half dollars 08:34 – Tim is thinking of raising more next year 09:08 – Tim won’t go to a typical Series A round 09:35 – Employees have a part of the equity 10:15 – Tim wants a raise, but would still want more than 50% of the company 10:37 – Typical valuation in Europe 11:15 – Gross monthly customer churn 12:00 – Kate shares how they find their enterprise deals 13:22 – Tilkee is not doing an e-signature but a u-sign from the European market 14:14 – A customer lifetime value 14:45 – Average CAC 15:45 – Tilkee has an advertisement in one of the biggest French radio stations 16:20 – Current team size is 20 and 15 from them are salespeople 16:42 – Tim shares the stack they have built Tilkee on 17:15 – Kate is currently using Pipedrive to drive Sales 18:35 – Find Tilkee on Twitter and Facebook 20:19 – The Famous Five   3 Key Points: You CAN solve your own problems—you just need to do the work of finding solutions. Raising capital is always an option to take that next step forward for your business. Meditation is a great avenue for personal development.   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 Jamf – Jamf helped Nathan kept his Macbook Air 11” secure even when he left it at the airplane’s back seat pocket @TilkeeUs – Tilkee’s Twitter handle Facebook – Tilkee’s Facebook account Show Notes provided by Mallard Creatives

Steve Richard whose mission in life is to help as many sales professionals as possible to become wildly successful. He has been featured in numerous publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and people-watching. He’s from Arlington, VA, with his wife Ellen and their 4 kids all under the age of 7. Famous Five: Favorite Book? – RSVP Selling What CEO do you follow? –  Tony Bates Favorite online tool? — Owler Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “You got to start with the technology company in the beginning because you’re going to create much more impact on people’s lives”   Time Stamped Show Notes: 01:58 – Nathan introduces Steve to the show 02:45 – Steve shares the idea of ExecVision 03:17 – ExecVision is a SaaS business 03:20 – There are 50 organizations who are currently using ExecVision 03:34 – ExecVision allows you to access, analyze, and share call records 04:20 – Average pay per user per year and how it ranges per sales person 04:54 – Average MRR 05:24 – Sales professionals love ExecVision 06:04 – ExecVision has coaching requests for their customers 06:37 – Every month there’s a high volume of requests for coaching 07:13 – ExecVision has voice recognition 07:52 – Richard shares how their customers find valuable keywords in ExecVision 09:15 – Richard was running Vorsight before ExecVision 09:50 – People pay per meeting 10:02 – Richard used the profitability of Vorsight to fund ExecVision 10:15 – Richard has raised capital for ExecVision 10:58 – Richard shares what drives them 11:38 – They have raised around $1M 11:50 – Richard acquired ExecVision in April, 2015 12:07 – None of the original people from ExecVision are still working with the company, but they have equity 12:26 – Retention is 90% annually  13:38 – CAC 14:42 – Total head count is 15 14:55 – ExecVision is based in Arlington, Virginia 15:27 – First year revenue 16:08 – Connect with Richard through Call Camp 18:30 – The Famous Five   3 Key Points: Use your stress to CREATE an idea to relieve that stress. Sales professionals who analyze and assess feedback well WILL improve in their field. Make something that adds value to people’s lives.   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 Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Call Camp – Steve’s Call Camp Movement website Show Notes provided by Mallard Creatives

Alex Babin. He’s a serial entrepreneur who has more than 10 years of expertise in innovation, product development and artificial intelligence. He started his first hybrid vehicle company at the age of 24 funded by DFJ. He also founded an interactive video software company. Now, he’s running an artificial intelligence, communication startup which is building a device-centric, secured, corporate email client called Zero. Famous Five: Favorite Book? – Steve Jobs What CEO do you follow? – Mark Daniels Favorite online tool? — HubSpot Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Trust your intuition”   Time Stamped Show Notes: 01:45 – Nathan introduces Alex to the show 02:23 – Alex loves listening to podcasts 02:53 – Zero is currently on pre-revenue, but they have a list of pre-sales 03:12 – Zero is focused on the corporate market 03:28 – Zero helps people be more productive with the help of AI 03:38 – Zero charges per user per month on the corporate market 03:48 – Zero was launched 2 years ago, was in self-mode for 1 year, and launched the first version a year ago 04:00 – Zero had a seed round, in May, from angel investors 04:41 – Zero has 3 founders and a total of 6 on the team 05:19 – The one who will win the space in the market is the one who will penetrate the market with the most convenient product for the customer 05:33 – Customers don’t want to change anything – they have strict security policies 07:15 – Zero has 30,000 downloads 07:30 – 2,000 active daily customers 07:37 – Alex shares the difference between daily and monthly active customers 08:55 – Zero has recently introduced exchange support 09:28 – Zero currently targets CIOs 09:48 – Zero’s pricing 10:10 – Alex shares that they are open to another seed round 10:19 – Target to raise is $1M 10:22 – Convertible note CAP of $5M 11:00 – Some of the customers are converting into investors 11:38 – Find Alex on Twitter 13:05 – The Famous Five   3 Key Points: The one who wins the market is the one who penetrates the market with the best and most convenient product for the consumer. Be patient and respectful with your customers when explaining your product. TRUST your intuition—it’s often the right direction to follow.   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 Jamf – Jamf helped Nathan kept his Macbook Air 11” secure even when he left it at the airplane’s back seat pocket @AlexBabin – Alex’s Twitter handle Show Notes provided by Mallard Creatives

Shawn Livermore. He’s an author and technology consultant and more recently, the founder and CEO of tech startup Ziptask which has generated nearly $2M in revenue. He has raised 4 rounds of funding and closed it down to take on new opportunities. Famous Five: Favorite Book? – Tipping Point What CEO do you follow? –  Mark Fields Favorite online tool? — Acuity Scheduling Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Calculate risk carefully”   Time Stamped Show Notes: 02:00 – Nathan introduces Shawn to the show 02:30 – Ziptask is a fully-managed outsourcing with a progressive effort to fix the problem of outsourcing technology projects 03:23 – “We succeeded in the goal, but we failed as a company” 03:31 – Shawn raised 4 seed rounds 04:18 – Shawn also had his day-time clients as a technology consultant 04:50 – Ziptask dissolved in September 2016, and was launched in 2010 05:05 – Ziptask’s MRR was $107K 05:30 – Shawn shares why they shut down Ziptask 06:59 – Shawn launched Ziptask prematurely 08:35 – Shawn also did NOT try to sell the business 09:30 – Shawn is now working with Carvana 10:00 – Connect with Shawn through Twitter. Medium and email 10:15 – Shawn is currently working on a book called Obscurity 12:45 – The Famous Five   3 Key Points: The time will come when you have to pull the plug – and when it happens, just do it. Reaching your goal is NOT the peak of success. Calculate risk carefully.   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 Jamf – Jamf helped Nathan kept his Macbook Air 11” secure even when he left it at the airplane’s back seat pocket Carvana – Shawn’s current employer @shawnypants – Shawn’s Medium handle @shawnypants – Shawn’s Twitter handle [email protected] – Shawn’s email address Show Notes provided by Mallard Creatives

Guy Suter and he runs Notion.ai. His mission is to improve communication using artificial intelligence. Previously, he co-founded BitLeap and led the product to the world’s top selling appliance after 2008 acquisition by Barracuda. He started venture data backup, cloud storage, group chat, file sharing with Copy.com and CRM with Nutshell.com Famous Five: Favorite Book? – Brand New World What CEO do you follow? – Jay Simons Favorite online tool? — Picasso Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “How early stage capital works...and influence management has been the biggest learning experience”   Time Stamped Show Notes: 01:35 – Nathan introduces Guy to the show 02:10 – Guy and his co-founder started with a data backup company 02:46 – Notion.ai is currently on prerevenue 03:00 – Notion.ai started 3 years ago 03:47 – Notion.ai was launched in November 2016 04:18 – Digital communication was problematic 04:55 – Notion.ai has raised a total of around $10M 05:13 – Guy started with a lot of SaaS businesses 06:13 – Guy shares the revenue opportunities for Notion.ai 08:00 – There’s a huge barrier in entry to Notion.ai’s space 09:00 – Guy discusses the companies that are trying to make another category 09:40 – Notion.ai is beneficial to everyone who uses email to interact 10:40 – “Our goal is not to make the best email app In the world” 11:00 – Notion.ai has features that differentiate them from others and offer value 11:10 – Notion.ai is more “people-centric”; the focus is on relationships and what’s important based on the message 11:43 – Average number of downloads 12:09 – Notion.ai helps clean-up inboxes quickly 13:00 – Less than a million but more than tens of thousands of downloads 13:39 – The number of downloads consistently grows daily 13:55 – Team size and location 14:20 – Guy shares why they chose Michigan 15:50 – Notion.ai has someone that was from LinkedIn 16:00 – Connect with Guy through Twitter 17:30 – The Famous Five   3 Key Points: The digital communication space has been problematic and we need a solution. Raising big capital on pre-revenue IS possible, if you have a great product that helps people become more efficient in communicating. Have patience, take time, focus on building the right culture, and get your team on board.   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 @GuySuter – Guy’s Twitter handle Show Notes provided by Mallard Creatives

Nathan Barry, CEO of ConvertKit – an email marketing company for professional bloggers. Listen as Nathan shares how he manages to stay self-funded while, at the same time, increasing the growth and bloggers’ interest in using ConvertKit. Famous Five: Favorite Book? – Predictable Success What CEO do you follow? –  N/A Favorite online tool? — Workable Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Pick just one thing you love to do and do it really well   Time Stamped Show Notes: 01:50 – Nathan introduces Barry to the show 02:15 – ConvertKit is a SaaS company and has around 10,000 bloggers 02:47 – ConvertKit’s pricing depends on the blogger’s subscribers count 03:04 – Average revenue per user per month 03:24 – 65% of the users are on $48/month plan 03:48 – ConvertKit’s cash flow is doing well 04:15 – Annual plan has a big impact on churn 04:50 – Barry pushes the annual plan on Cyber Monday 05:00 – Average annual plan total 05:30 – ConvertKit had a free 1 month promotion for new users 05:56 – ConvertKit has a 40K email list – half of it is from content marketing, the other half is from webinars 06:30 – ConvertKit has added 25K new people in their list this year from joint webinars alone 06:55 – Barry is using Google Hangout and Chatroll for the webinars 07:20 – ConvertKit is doing 10-20 webinars a month 07:53 – There are 2 people in Barry’s team who are involved in the webinar process 08:28 – The team is trying to get people who use MailChimp or Aweber to switch to ConvertKit 08:38 – It is a 2-step direct sales process 09:54 – Barry shares how he mitigates the show up rate in their webinars 10:54 – Some of the bloggers reach out to ConvertKit and some find them through other bloggers 11:16 – Average expenses a month in affiliate payouts 11:33 – A quarter of ConvertKit’s revenue comes from affiliate programs 12:10 – 2015 total revenue is around $300K 12:20 – 2016 average revenue 12:34 – ConvertKit is self-funded 12:44 – It was an intentional choice 13:03 – Barry shares what he did when they were almost running out of funds 14:15 – ConvertKit’s gross profit and total money in the bank 14:38 – ConvertKit just had a big expense from the annual plan switch 15:15 – Gross monthly customer churn 16:15 – Expansion is ConvertKit’s next focus 17:08 – Current CAC 18:28 – Team size and location 18:50 – Average headcount expenses 19:14 – ConvertKit was launched in 2013 20:18 – There are two advisers who have a share in the company 20:45 – Connect with Nathan through ConvertKit and his website 23:20 – The Famous Five   3 Key Points: You can stay self-funded with a fast growing business and by managing your funds properly. Joint webinars and 2-point direct sales are excellent options to increase mailing list. Pick one thing you love to do, focus in, and do it really well.   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 ConvertKit.com – Barry’s business website NathanBarry.com – Barry’s personal website Show Notes provided by Mallard Creatives

Kyle Racki, co-founder and CEO of Proposify. He’s passionate about design, SaaS, and marketing. He loves jamming out to 90s covers/tunes at open mic nights, and also has the unique ability to work in perfectly, cromulent Simpsons’ references to any conversation. Famous Five: Favorite Book? – Lean Analytics What CEO do you follow? –  Alex Turnbull Favorite online tool? — Heap Analytics Do you get 8 hours of sleep?— Sometimes If you could let your 20-year old self, know one thing, what would it be? – “That it’s all going to be okay and…I’m going to give myself a hug”   Time Stamped Show Notes: 01:40 – Nathan introduces Kyle to the show 02:24 – Proposify is a SaaS business and it helps people streamline their sales and close more deals 02:40 – Average customer pay per month is $40-$50 02:53 – Current number of customers 03:10 – Average MRR 03:25 – Proposify was launched in 2013 03:35 – Proposify had less than $1000 MRR for 17 months 04:03 – Kyle and his co-founder had an agency 04:22 – Kyle raised $250K in seed capital from a local investor 04:39 – Kyle and his team’s pay is around $60K a month during that time 05:40 – Team size is 15 and are located in Halifax, Canada 06:20 – Kyle shares how the startup market is in Halifax 06:50 – Known startup companies from Halifax 07:24 – Kyle does weekly phone calls with customers to check in on them 07:50 – Kyle shares how one of their customers beat VaynerMedia in a proposal 09:15 – How Proposify creates proposals in a flash 09:40 – Proposify’s competition 10:04 – Proposify is more focused on the digital agency space 11:25 – Average number of new customers per month 11:50 – Proposify has a free and no-credit card sign-up 12:00 – Proposify does inbound sales, but organic search is the biggest source of traffic 12:43 – Best podcast that drives Proposify’s traffic 13:05 – Proposify has a general marketing budget 13:28 - $10K for paid marketing 13:45 – CAC is quite low 14:18 – LTV 14:40 – Gross monthly customer churn 15:00 – Proposify currently has 2 sales people 15:35 – Other system Kyle uses for business intelligence is Heap Analytics 16:16 – Total 2015 revenue is $551K 17:11 – Proposify is profitable and continually growing 18:30 – “We’ll always entertain acquisition offers if it makes sense” 19:00 – The process Kyle will go through if there’s a possible acquisition 19:47 – Number of Proposify’s developers 20:00 – Connect with Kyle through their website and help Kyle look for Proposify.com’s owner and he’ll pay you 22:00 – The Famous Five   3 Key Points: There’s a temptation to spend VC money; be decisive when you want to raise capital and stick to your goals. Organic traffic is good, but getting paid marketing can still drive more traffic and customers. There are a lot of things to consider in an acquisition – it should match your personal goals, be a cultural fit, and the numbers need to make sense.   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 Proposify.biz – Kyle’s business website Show Notes provided by Mallard Creatives

Ivan Mojsilovic, CEO and founder of Yanado.com – a teamwork collaboration tool that will truly change the way you work. He’s also the CEO of E-75 IT Services, a project manager, and a media man who did a small stint at STARTeurope. He’s very active in the startup space. Famous Five: Favorite Book? – n/a What CEO do you follow? –  Jason Lemkin Favorite online tool? — Slack Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Move out my current city and go travel, travel the world”   Time Stamped Show Notes: 01:40 – Nathan introduces Ivan to the show 02:17 – Yanado is a project management tool integrated into Gmail 02:40 – Yanado is SaaS business 02:54 – Average customer pay per year is around $3000 03:30 – Ivan has been in SaaS industry 04:09 – Ivan shares how they started Yanado 04:28 – Yanado started in 2014 04:40 – Total capital raised is $200K and currently fundraising 05:09 – Goal for the current fundraising is $500K in equity round 05:20 – Willing to give up 15% to 20% equity 05:30 – Yanado is based in Eastern Europe 05:40 – Ivan shares about the market in Eastern Europe 06:10 – Ivan shares what happened to their first business 06:30 – The business was doing €200K a year 07:05 – Yanado’s average number of paying customers is a little under 100 07:15 – Average MRR 07:45 – Team size 08:10 – Number of total users 08:23 – Ivan shares how their customers find them 09:00 – Gross monthly churn is 7% 09:21 – Average customer stay is 14 months 10:05 – Ivan does the inside sales for Yanado and they just hired a person are planning to do outbound sales 10:40 – Ivan’s plans for the company 10:59 – Ivan hopes Google will acquire them 11:45 – As of the moment, Ivan will only sell Yanado for $10M and no less than that 12:00 – Ivan shares how he will sell Yanado to Google 13:00 – Ivan shares how Google can’t create something similar to Yanado 13:54 – Follow Ivan on their blog, sales and discussion groups 16:00 – The Famous Five   3 Key Points: Find a way to help people focus their tasks and make life easier. Create a software that is unique and cannot easily be imitated. When you’re young and if you can, leave your city and travel the world.   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 Blog – Ivan’s blog Show Notes provided by Mallard Creatives

Chad Brown, CEO and head of product along with his co-founder at Orangedox.com. He has a strong background in business intelligence and technology startups and has a passion for business documents and the color orange. Famous Five: Favorite Book? – Good to Great What CEO do you follow? –  Drew Houston Favorite online tool? –  Stack Exchange Do you get 8 hours of sleep? –  Yes If you could let your 20-year old self, know one thing, what would it be? – “Be more confident”   Time Stamped Show Notes: 01:32 – Nathan introduces Chad to the show 02:07 – Orangedox started as document tracking and was originally on Dropbox 02:17 – Orangedox has premium services on top premium products 02:48 – Why would people choose Orangedox over PandaDoc 02:55 – Orangedox is integrated into your account 03:22 – Orangedox is a SaaS business 03:55 – Orangedox has over 20K product signups 04:05 – Orangedox was in beta in 2014 and pre-launch in early 2015 04:25 – Average weekly active customers: 2000 05:05 – Average number of paying customers: about 300 05:30 – Average pay per customer is $25-30 a month 06:00 – MRR 06:17 – Chad was looking at raising capital but still undecided about their focus 06:55 – Chad is looking at their current customer base 07:30 – Chad shares how the customers are using Orangedox and the commonality in paying customers 09:15 – Team size: 2 full-time and few part-time workers 09:30 – Gross customer churn around 5% 09:57 – Chad shares how they acquire their new customers 11:52 – Orangedox is based in Vancouver 12:25 – Chad and his co-founders’ plan on the company 12:45 – Chad hasn’t focused on a lot revenue at the moment, but is working on closing key enterprise clients 13:21 – Connect with Chad through his email and Twitter 14:55 – The Famous Five   3 Key Points: At first, focus on the betterment of your product as opposed to revenue. Analyze your product’s effectivity through your customers’ activities. Have the confidence and motivation to do what you want.   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 @Orange_dox – Chad’s business’ Twitter handle [email protected] – Chad’s email address Show Notes provided by Mallard Creatives

Eric Rea, co-founder and CEO of Podium.com which is based in Utah. He’s a software engineer at the International Atomic Agency and before that, the founder of FineGrain. He worked at Walmart as a software engineer and he has also interned at Orange Soda. Famous Five: Favorite Book? – Multipliers What CEO do you follow? –  Phil Knight Favorite online tool? –  Domo and Apple Notes Do you get 8 hours of sleep? –  “I get 7” If you could let your 20-year old self, know one thing, what would it be? – “You can always tell them to go to hell tomorrow” –  Warren Buffet   Time Stamped Show Notes: 01:46 – Nathan introduces Eric to the show 02:20 – Podium helps businesses generate reviews which drives purchase decisions 02:30 – Podium charges $299 a month per location 02:48 – Podium is a SaaS business 02:58 – Average customer pays $499 03:20 – Podium was launched in 2013 03:25 – Eric started Podium because of his dad’s business 04:01 – Team size 04:44 – All employees are working full-time 04:50 – Team is based in Utah 05:35 – Podium raised $4M in total 05:50 – First seed round was in 2014 and $500K was raised 05:57 – Raised $3.5M in December of 2015 06:36 – Eric has given up 20% of the business for the seed round 07:38 – Podium has 25000 customers per location 08:13 – Podium has $1M in MRR 08:45 – Podium’s gross monthly customer churn is around 1% 09:10 – Net churn is negative 2% monthly 09:50 – Average CAC 10:12 – Average LTV is $12K 11:00 – 2015 ARR is $1.8M 11:30 – 2016 ARR is around $11M 11:41 – Goal for 2017 ARR is $25M 12:55 – Connect with Eric through his website and Twitter 15:05 – The Famous Five   3 Key Points: It’s important to have some capital in case you make mistakes – with no capital, just 1 mistake will sink you. Find a solution to the simplest problems to streamline your business processes. The SMB market will continually grow, creating more opportunities for startups.   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 @EricWilliamRea – Eric’s Twitter handle Podium.com – Eric’s business website Show Notes provided by Mallard Creatives

Usman Sheikh, CEO and founder of xIQ – an award-winning platform for personalized sales, marketing intelligence, and content marketing. He’s the former vice president of SAP AG and he’s pushing digital frontiers by delivering consumer grade experiences in B2B sales and the marketing space. xIQ is the winner of the prestigious 2016 Content Marketing Institute Award for best integration of mobile and content marketing. Famous Five: Favorite Book? – Zero to One What CEO do you follow? –  Bill McDermott Favorite online tool? — Twitter and LinkedIn Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Take risks as early as you can.   Time Stamped Show Notes: 01:49 – Nathan introduces Usman to the show 02:30 – xIQ is a next generation sales intelligence tool designed for B2B sales and marketing professionals 03:04 – Usman worked with the top leaders of the world in SAP 03:30 – xIQ extracts the most relevant content from the most reliable sources 04:00 – xIQ is a SaaS product 04:16 – xIQ was founded in 2014, and released in early 2016 04:44 – xIQ raised 2 rounds of seed round 05:08 – Total amount raised 05:37 – Team size is under 15 and is based in Silicon Valley 06:05 – xIQ has 10 corporate customers and thousands of individual customers 06:35 – Average pay of corporate customers 06:57 – Average MRR 07:24 – Usman discusses one of their clients, GenPact, and how they use xIQ 07:42 – First, xIQ is used as a marketing intelligence tool to track competitors 08:47 – All data is real-time 09:20 – xIQ uses Apache Solr technology to index and for natural language processing 09:50 – xIQ gets their corporate customers from organic traffic 10:32 – xIQ’s process is the reason why corporate customers end up buying from them 11:12 – List size 11:24 – xIQ has 1 inside sales person 12:29 – No cancellations/churn yet for xIQ 12:53 – CAC 14:10 – LTV to CAC ratio 15:10 – Connect with Usman through LinkedIn, email and website 16:50 – The Famous Five   3 Key Points: Experience is a great teacher—continue to learn and hone your skill set. Building a business takes time and there is always room for improvement. Take risks as early on in life as you can.   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 LinkedIn – Usman’s LinkedIn account [email protected] – Usman’s email address xIQ.ai – Usman’s business website Show Notes provided by Mallard Creatives

Nathan interviews Neil Berman. This guy knows SaaS and launched his company called Delivra, in 1999, in the email marketing space. Listen as Neil shares how Delivra has grown exponentially in 17 years, without the need to raise funds and get into debt. Famous Five: Favorite Book? – Great CEOs are Lazy What CEO do you follow? –  Mark Zuckerberg Favorite online tool? — Twitter and LinkedIn Do you get 8 hours of sleep?— “At least” If you could let your 20-year old self, know one thing, what would it be? – “Patience and determination will win the game”   Time Stamped Show Notes: 01:37 – Nathan introduces Neil to the show 01:59 – Delivra is an email marketing software tool that helps clients “sell more stuff” 02:10 – They are a high break-even business with a low variable cost, so the more customers the better 02:15 – Delivra is a SaaS business 02:25 – Delivra currently has 500 direct  paying clients, and a couple thousand resellers 02:33 – Average customer pays $800-900 per month 03:21 – Total revenue in 2016 about $4.8M 03:33 – Total revenue in 2015 is $4.2M 03:45 – Delivra has 3 marketing buckets 04:00 – Total team size is over 40+ 04:12 – Main team location in Indianapolis 04:23 – Gross customer churn per month is 1.5% 04:45 – A customer stays with Delivra for 42 months 05:00 – LTV 05:10 – CAC is $1.08 06:33 – Delivra hasn’t raised yet and they have no debt, but are looking at options 06:45 – Neil’s target for their first round 07:43 – Delivra has grown organically over the years 08:17 – Neil is meeting with a capital markets team to learn about how to take Delivra to the next level 08:50 – Neil would think seriously about an offer 09:40 – Neil shares how their customers are using Delivra 10:25 – Connect with Neil through his website Delivra 12:20 – The Famous Five   3 Key Points: Before you do your first round of raising, get advice from an expert. It’s incredible growing through organic traffic, but always aim to know what is the next level for your company. Patience and determination will win the game.   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 Delivra.com – Neil’s business website Show Notes provided by Mallard Creatives

Chuck Sillari: He was born and raised in Boston and is a graduate of Boston College and Law school. He’s a lawyer and a real estate developer who is currently focusing full-time on the expansion of his nationally known Boston Burger Company – a new e-commerce business called BurgaBox.com. Burgabox is in the process of disrupting both the meal kit industry and full service casual dining experience. Famous Five: Favorite Book? – Quench Your Own Thirst What CEO do you follow? –  Samuel Adams Favorite online tool? — Hotjar Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “I wish I knew that I should have travelled more and...spend a lot time meeting interesting people because that’s where you get inspiration from”   Time Stamped Show Notes: 01:40 – Nathan introduces Chuck to the show 02:21 – Boston Burger Company’s 2015 revenue is around $5.5M for three locations 02:50 – Chuck has always loved the restaurant industry 03:39 – Chuck jumped into the burger business after 13 years in a law firm 03:45 – BurgaBox opened up in 2009, and Chuck went full-time in 2013 04:07 – “People really loved what we’re doing” 04:17 – BurgaBox was in different TV shows 04:30 – BurgaBox became a must-try destination in Boston 04:50 – Chuck brought on 1 investor 05:13 – The investor approached Chuck for the second location 05:31 – The investor knew about the Boston Burger Company because of its popularity in Boston 05:56 – Chuck shares how much they’ve spent to open up a new location 06:20 – There was no full burger joint in Boston before 06:43 – Chuck shares why the second location costs 10x more than the first location 07:55 – The first location’s growth was $700K in their first year 08:24 – It was 450 sq. ft. 08:30 – It is now doing a $1.85M 09:15 – The amount the investor gets in return 10:00 – Chuck has a good partnership with the investor 10:20 – A restaurant’s gross margin 11:49 – For every dollar you bring in, 20% should go to your pocket 12:09 – The second location will do around $2.5M in 2016 12:27 – Average profit of each restaurant 12:45 – Chuck’s plan for the business 13:03 – Chuck saw how the meal kit delivery industry was booming and wanted a piece of that market 13:20 – The biggest percentage of the diners are tourists and students 13:53 – Chuck started to get into the meal kit delivery in February 14:00 – The meal kit delivery sold around 100 kits in the first month, 2nd month: 150 kits, 3rd month: 400 kits 14:35 – Burger kit’s pricing 15:36 – There’s a subscription: a monthly box or as a gift 16:05 – Shipping process of the burger kits 16:33 – Follow Chuck by checking out Boston Burger and BurgaBox 18:00 – The Famous Five   3 Key Points: Do what you love and people will, in turn, love what you have to offer. Trust and believe in your business partners. Get your inspiration from people – learn and improve from their feedback.   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 Boston Burger & BurgaBox – Chuck’s business website Show Notes provided by Mallard Creatives

Nathan interviews Nick Bjorn. He is an entrepreneur by trade and digital marketer by evolution with over 8 years of professional agency experience. He has gained a national and global perspective on the evolving and digital world with an emphasis in search engine optimization or SEO. Nick is the co-founder of Power Digital Marketing which is based in San Diego, CA. Famous Five: Favorite Book? – Good to Great What CEO do you follow? –  Eric Schmidt Favorite online tool? — Mixmax Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Commit to a skillset early on in life”   Time Stamped Show Notes: 01:45 – Nathan introduces Nick to the show 02:12 – Power Digital Marketing is a full-service digital agency 02:15 – Power Digital Marketing was created 4 years ago 02:18 – Nick has 2 other business partners who handle finances and team management 02:35 – Power Digital Marketing has 3 employees 02:40 – Power Digital Marketing’s types of services described 03:15 – First year revenue was around $500K 03:33 – Power Digital Marketing has humble beginnings 03:50 – 2015 total revenue is $3.2M 03:57 – Estimate 2016 revenue is around $6M 04:10 – Power Digital Marketing typically has 6-month contracts 04:35 – Minimum amount per contract is $5K 04:43 – Retainers are at $50K a month 05:14 – Power Digital Marketing currently has 60 clients 05:25 – Average MRR 06:10 – 2017 revenue goal 06:35 – Power Digital Marketing and what they do for their clients 06:56 – Soccer Loco is one of Power Digital Marketing’s clients 07:35 – SEO, organic rankings, paid ad initiatives are important for Soccer Loco 08:17 – Power Digital Marketing uses the keywords “cheap soccer cleats” for Soccer Loco intentionally 08:50 – Power Digital Marketing benefits well from link building 10:30 – Power Digital Marketing has PR professionals that build relationships with the clients 10:50 – Google now tracks backlinking and is reaching out to editors 11:43 – Power Digital Marketing relationship with SoccerNation.com 12:42 – “How do you find terms to target?” 12:47 – Do your due diligence 13:37 – Power Digital Marketing is currently in the process of developing their own page analytics software 14:20 – Connect with Nick on Twitter and email 16:35 – The Famous Five   3 Key Points: Creating content for SEO requires an understanding of the technicalities associated with backlinking. Track every campaign’s effectivity as you step forward. Do your due diligence when it comes to finding the right terms and keywords that sell.   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 [email protected] – Nick’s email address @Nick_Bjorn – Nick’s Twitter handle Show Notes provided by Mallard Creatives

Samir Smajic, one of the founders of GetAccept. GetAccept recently moved to San Francisco from Sweden because they are part of YC—a solution where you design, send, track, and market your proposals to get more deals digitally signed. Samir has a bunch of experience in project management, consulting, CRM, IT, computer software, business and more. Famous Five: Favorite Book? – Never Split the Difference What CEO do you follow? –  N/A Favorite online tool? —Trello Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Doing whatever I felt good to do”   Time Stamped Show Notes: 01:55 – Nathan introduces Samir to the show 02:25 – Samir chooses skiing over snowboarding 02:35 – GetAccept helps sales reps close more deals by focusing on their sales document workflow 02:58 – GetAccept is a subscription-based SaaS business 03:07 – Average pay per user is $40/month or $200 per business/month 03:42 – GetAccept currently has 1,100 paying customers and 4,400 free customers 04:15 – Average MRR is $44K 04:20 – GetAccept was launched in December of 2015 04:47 – GetAccept already had revenue their first month 05:31 – Samir shares why GetAccept has a high conversation rate from free to paying customers 06:00 – GetAccept calls their customers to give them product information and ask them questions 06:50 – GetAccept helps their customers send their first contract 07:17 – Fully weighted CAC 07:35 – Total headcount expenses 08:28 – GetAccept has 200 new customers monthly 08:47 – GetAccept has paid marketing 09:09 – Spending is around $4000 for paid ads 09:20 – GetAccept’s biggest competitors explained 11:00 -  Gross customer churn 12:00 – LTV 12:25 – GetAccept is currently based in San Francisco 12:49 – GetAccept had raised capital and is still open 14:20 – Samir’s focus is the growth of the company 14:34 – GetAccept has 4 co-founders 14:42 – If DocuSign offered to buy your business, would you accept? 15:30 – Connect with Samir on LinkedIn 17:10 – The Famous Five   3 Key Points: Focus on what YOU can do for your customers – assist them in ANY way possible. Doing the work you love and enjoy is more important than the bottom dollar. Let your competitors motivate you to improve what YOU are doing. 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 LinkedIn – Samir’s LinkedIn account Show Notes provided by Mallard Creatives

Dinesh Kandanchatha. He’s a founder, mentor, speaker, and above all, an entrepreneur. He encourages founders to ask all questions, navigate challenging decisions, and find the right answer that is sometimes difficult to face. He has bought, built, sold, lent, and/or invested in over 13 companies. Famous Five: Favorite Book? – Essentialism What CEO do you follow? – Steve Jobs Favorite online tool? — Asana Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Don’t be the smartest guy”   Time Stamped Show Notes: 01:48 – Nathan introduces Dinesh to the show 02:32 – Dinesh makes money by investing and capital gains against those investments 02:52 – Dinesh does consulting work too 03:45 – A board member’s average retainers 04:33 – Dinesh total revenue as a credit investor in 2015 04:48 – A credit investor is someone who has net assets greater than $5M and earnings in the last 2 years that are greater than $200K 05:35 – Dinesh has built startups; some failed and some are successful 06:04 – Dinesh invests $75K to $150K in a company 06:14 – Dinesh often invests during Pre-Series A or Pre-seed 06:20 – Dinesh takes his capital and amplify it with his network and experience 07:08 – Dinesh’s biggest failure happened right after he sold Precise Software Technologies in the late 90s 07:46 – The person that acquired Precise sued Dinesh 08:09 – Dinesh spent hundreds of thousands of dollars in legal battles 09:04 – Dinesh’s most spectacular success is yet to come 09:20 – The business Dinesh is currently proud of 10:50 – Dinesh’s equity rate in Protus IP Solution 11:10 – Dinesh has helped Macadamian technology scale up 12:03 – Dinesh has invested in real estate 12:30 – “If you get a few over the fence, you can make up all the difference” 12:45 – Dinesh usually sticks to B2B and SaaS 13:22 – Dinesh is currently working on Patriot One Technologies 14:49 – Dinesh is very passionate about the potential of technology 15:04 – Connect with Dinesh through Twitter and at Clarity.fm 17:27 – The Famous Five   3 Key Points: “If you get a few over the fence, you can make up all the difference”—so, don’t get discouraged if you lose some. Do what you know and stick to your strengths. When you get an idea that could meaningfully impact the society as a whole—it will not just be an investment, but your baby.   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 @DineshAtWork – Dinesh’s Twitter handle Clarity.fm/DineshkAtWork – Dinesh’s Clarity account Show Notes provided by Mallard Creatives

Joseph Walla, CEO and co-founder of a San Francisco based startup, HelloSign. The company launched in 2012 and it provides the easiest way for businesses to sign and collect legally binding documents online. The idea behind HelloSign was sparked by Joseph’s first successful product alongside his co-founder, Neil O’Mara, of HelloFax. HelloFax launched in 2010 after attending the prestigious startup accelerator Y Combinator. Famous Five: Favorite Book? – High Output Management What CEO do you follow? –  Bill Walsh Favorite online tool? — Google Apps Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – Joseph wished he had moved to the valley earlier   Time Stamped Show Notes: 01:40 – Nathan introduces Joseph to the show 02:30 – Joseph first worked in HelloFax which is an on-the-go fax machine 02:43 – HelloSign has premium products and free products 03:00 – Pricing plans starts at $15 03:12 – API pricing plans differs by bucket 03:40 – HelloSign is cash flow positive in 2014 and 2015 03:50 – Total of $3.5M raised 04:24 – Joseph has been very disciplined with how they spend their money 05:15 – 2016 MRR 05:36 – HelloSign has 47,000 paying customers 05:46 – HelloSign has a 5-6M user base 06:05 – People convert from free to paid because of the volume of their transactions 06:54 – HelloSign team’s operation 07:30 – Average salaries in the valley 08:45 – Total headcount expenses with 16 employees 09:35 – Average MRR from Nathan 10:00 – Average customer churn 10:55 – HelloSign is mainly in the SMB space but they also have some big clients 12:20 – Standard gross churn 12:40 – The amount HelloSign is willing to spend for a new user 12:49 – HelloSign doesn’t spend much for a new user, but spends for a new paid user 12:55 – Joseph read an article on ForEntrepreneurs.com about SaaS metrics and acquiring customers that was beneficial for him 13:35 – HelloSign’s CAC ratio 14:53 – Connect with Joseph through LinkedIn and Twitter 16:23 – The Famous Five   3 Key Points: Don’t wait for a job or overcomplicate the process of getting started—get out there and figure it out as you go. Make that investment to turn a new user into a paid new user.  Don’t just sit and wait for something to happen, take action!   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 @JosephWalla – Joseph’s Twitter handle LinkedIn – Joseph’s LinkedIn account Show Notes provided by Mallard Creatives

Max Altschuler, CEO of Sales Hacker – a rapidly growing media company focused on the future of B2B sales. Max wrote the book Hacking Sales: The Playbook for Building a High Velocity Sales Machine which was recently published by Wiley. Aside from sales hack and angel investors, Max advises startups all around the globe. Famous Five: Favorite Book? – The 48 Laws of Power What CEO do you follow? – N/A Favorite online tool? — Boomerang Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Max wished he could have studied Psychology a bit more   Time Stamped Show Notes: 01:40 – Nathan introduces Max to the show 02:07 – Sales Hacker is a media company ushering the future of sales 02:35 – Sales Hacker does crowdsourcing of content on their blog and holds conferences throughout the year 03:12 – The conferences are Sales Hacker’s main revenue stream 03:20 – Sales Hacker’s last conference was in June 2016 04:09 – The sponsored revenue for the last conference was $1.2 M 04:14 – Ticket sales was $300-400K 04:22 – Average ticket price was $400-500 04:28 – Total attendees 04:41 – The cost per conference is less than $1M 04:53 – Max shares how they manage the cost of the conference 05:51 – You need to find venue sponsorship 05:57 – Max helps clients with bigger conferences like Pulse 07:00 – Sales Hacker finds out which businesses are interested in the conference 07:33 – Have prospective sponsors sign up and pay early 09:15 – Sales Hacker’s average revenue per event depends on the event 10:54 – Sales Hacker takes a percentage from the total profit of SaaSters 11:30 – 2015 total revenue is $2.5M 11:45 – Team size 12:04 – Max shares why he didn’t build a SaaS business 12:59 – Sales Hacker’s list size 13:55 – Max’s goal for a VC round 14:07 – Max is from Udemy 14:35 – Max had 2 companies before Udemy 15:20 – Max’s second business was Last Call 15:45 – Max’s 3 favorite investments at the moment 16:50 – The average amount Max is investing in a business 18:00 – Max sets expectations of what he will and will not do for a company 18:36 – Max is trying to invest in B2B companies 19:21 – Connect with Max through LinkedIn, Twitter and his website 21:30 – The Famous Five   3 Key Points: Closing a business does NOT mean it was a failure – you gain experience and learn valuable lessons from that process. Take the time to research and know where to invest. Even if you’re working with SaaS businesses, that doesn’t mean you should or can build one as well.   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 @MaxAlts – Max’s Twitter handle LinkedIn – Max’s LinkedIn account Sales Hacker – Max’s business website Show Notes provided by Mallard Creatives

Chad Rubin. He builds e-commerce businesses. He owns a direct consumer e-commerce business called Crucial Vacuum and grew it from zero to a $20 million valuation in 7 years. He happens to be a Top 250 Amazon Seller. He co-founded Skubana with DJ Kunovac and built one of e-commerce’s hottest operational software. Skubana is the only software that you’ll ever need to manage and accelerate the growth of your ecommerce business. It’s beautiful, intelligent, and highly intuitive and it also incorporates every feature imaginable to drive your future success, especially in ecommerce. Famous Five: Favorite Book? – Virtual Freedom What CEO do you follow? –  Gary Vaynerchuk Favorite online tool? — Trello or Asana Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – Go after passion and change a major in college   Time Stamped Show Notes: 01:28 – Nathan introduces Chad to the show 02:17 – Chad shares how he made the zero to $20M valuation for Crucial Vacuum 03:48 – Chad shares what he thinks is Walmart’s biggest mistake 04:27 – Skubana is making 50,000 orders a month 04:47 – Chad shares a mistake he made and how he lost money 05:08 – Chad had to minimize his headcount from 20 employees to 2 05:40 – Skubana is a SaaS business 06:00 – Number of customers that Skubana is currently serving 06:46 – Skubana’s pricing: 07:07 – Minimum of $999 a month 07:10 – Pricing is customized and is based on users 07:34 – Average RPU 08:00 – MRR 08:05 – Skubana did a seed round 08:41 – Raised 880,000 on the first seed round 08:45 – Chad put in $1M 08:59 – James Thompson is one of Skubana’s investors 09:43 – Chad messaged 10 people that he looked up himself to try and get them involved 10:10 – Chad starting building Skubana for 3 years and it just went live last year 10:29 – Chad raised the $880K when they had the prototype 11:15 – First year revenue 12:30 – Chad wanted Skubana to be available for everybody 12:40 – When Chad raised their pricing, a lot of their customers churned off 12:53 – Skubana is not an entry level software 13:27 – Chad individually called customers to inform them about the increase in pricing and they got emails too 14:12 – Most of Skubana’s RPU growth is coming from new customers 14:27 – Chad shares how people find Skubana 14:48 – Chad wrote a book and hit #7 bestseller 15:22 – Chad has a subscription list from their blog because they’re adding value 15:45 – Number of people on their list 16:22 – Skubana is pairing with other companies for a win-win sale 17:30 – Chad cares more about the quality of the customers as opposed to the quantity 18:05 – Chad shares about the successful webinars he held for certain companies 19:00 – Chad spends a lot of time guest blogging 19:25 – CAC is currently zero 21:20 – Team size 21:40 – Total overhead cost 22:00 – Team location is in NYC and New Jersey 22:10 – Chad is still thinking of raising another round 22:29 – Chad wants to raise $1M 23:30 – Connect with Chad through Youtube, Twitter and his email 25:10 – The Famous Five   3 Key Points: Mistakes happen for us to LEARN from it. Make your product KNOWN to the public at low costs by INCREASING your online presence. Need direction? Go hard after your passion!   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 Youtube – Chad’s business Youtube channel [email protected] – Chad’s email address @Ecommrenegade – Chad’s Twitter handle Show Notes provided by Mallard Creatives

Bart Lorang, a proven entrepreneur executive and manager in the global technology industry. He’s very active in the startup community as an angel investor, strategic advisor, and speaker at many industry events. In fact, he supports entrepreneurs in his co-founder position and is managing director at V1.vc, a $5 million dollar, seed-stage fund dedicated to help crazy entrepreneurs change the world. More importantly, he’s an entrepreneur himself. He’s currently running FullContact which is responsible for communicating its vision and strategy. He’s a visionary technologist with extensive experience conceiving, designing, building, marketing, and selling enterprise software solutions on a global scale. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Warren Buffett Favorite online tool? – DocuSign Do you get 8 hours of sleep? – No If you could let your 20-year old self, know one thing, what would it be? – It’s about how you make people feel.   Time Stamped Show Notes: 01:40 – Nathan introduces Bart to the show 02:35 – FullContact is a universal contact management platform 02:50 – FullContact is a SaaS business and payment is based on the number of contacts 03:08 – Developers can pay for a developer platform 03:17 – The developer access is Bart’s largest revenue stream 04:00 – FullContact is continually building new features 04:14 – FullContact also offers KPI services 04:37 – HubSpot uses FullContact 05:10 – FullContact was founded in 2010 05:30 – There is no application yet that is focused on contacts 06:01 – First year revenue 06:28 – Bart had a couple of businesses before FullContact 06:56 – FullContact was funded through raised capital 07:17 – How can someone look at that market and tell that it is too big to bootstrap? 07:53 – “It’s all about the size of your vision and how fast you want to execute” 08:30 – FullContact has millions of customers 08:55 – FullContact has above 50,000 paying customers 09:03 – Bart shares what’s included in the free plan and paid plan 09:40 – Average monthly RPU 10:05 – Bart discusses the type of  individuals using FullContact 11:05 – Average MRR 11:40 – FullContact in ARR 12:54 – Gross customer churn 13:18 – FullContact has an inside sales team helping their customers 13:37 – CAC 14:20 – Team location: they have a global presence 14:30 – Team size: 210-220 14:40 – FullContact had their Series C last August 2016 15:08 – How are investors in this space thinking about the SaaS valuation? 15:47 – They are looking at the SaaS business’ multipliers 16:00 – FullContact’s main competitors 16:35 – The MDM space 16:49 – Connect with Bart through FullContact and his email 18:18 – The Famous Five   3 Key Points: Analyze your business well and have a goal so you know where you’re going to start. Funding is a very important part of business. It’s NOT about how smart you are but how you make people feel.   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 [email protected] – Bart’s email address Show Notes provided by Mallard Creatives

Alexander Graubner-Müller. He’s the current CEO of Kreditech and started off as their CTO. He was a senior business development manager at Groupon and he was very active in the financial space such as an internship at Equity Derivatives in UBS. Alex is now in the Fintech space and running Kreditech. Famous Five: Favorite Book? – The Lean Startup What CEO do you follow? –  Elon Musk Favorite online tool? — n/a Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? Spend more time learning how to manage and build companies   Time Stamped Show Notes: 01:40 – Nathan introduces Alexander to the show 02:20 – Kreditech is an end-to-end consumer lending company 02:45 – Kreditech has a powerful rating data 03:05 – Alex shares what kind of credit score they’d assign to a customer as opposed to what a bank would 04:15 – Kreditech is focused on consumers 05:28 – Kreditech is a lending company 05:55 – Current total loans outstanding 06:23 – Most of the loans are short in maturity 07:08 – The kind of person Kreditech loans to 08:25 – Kreditech is growing fast—around 100% every year 08:50 – Kreditech made $40M in revenue in 2015 09:30 – Kreditech explains their interest rates 10:15 – Kreditech offers higher loans with lower rates for specific consumers 12:07 – Some people who apply for a loan won’t usually be able to pay 12:33 – The fraction Kreditech will assume 15:17 – Total amount raised in funding rounds 16:40 – Loan origination 17:12 – Alex had to make sure to run the company on a fully-funded business plan 18:21 – Connect with Alex through LinkedIn, Twitter and his email 20:30 – The Famous Five   3 Key Points: You can always work your way up – just give your ALL and embrace your company. Lending companies are different from the banks, but both have their advantages and disadvantages. Learn how to manage your company; NOT just how to manage people, but how to have your people work to make it more profitable.    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 [email protected] – Alex’ email address @AGraubnerMuller – Alex’ Twitter handle Show Notes provided by Mallard Creatives

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

Ian Cullen, a demand generation expert and the co-founder of Leadiro, an account-centric data platform designed to enable account based marketing and sales development efforts at named accounts. Ian was previously the co-founder of Internal Results, which was acquired by Madison Logic in May 2016. He started his first business, Target 250 in 2001, grew it to a team of 130 staff and it was a leading B2B technology based, lead generation company   which was sold in 2010. Famous Five: Favorite Book? – The Magic of Thinking Big What CEO do you follow –  N/A Favorite online tool? — SimilarWeb Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – “Work hard because nothing happens overnight and if you really focus and you can achieve anything”   Time Stamped Show Notes: 01:37 – Nathan introduces Ian to the show 02:25 – Ian says he sold Target 250 for simply “not enough” 02:35 – Ian received investments from bench capitalists for Target 250 02:48 – After 6 months, Ian sold with a soft landing 03:19 – One year, non-compete, Ian set up an another company and sold it 03:48 – Chris is a partner and cofounder of Leadiro 03:57 – What Leadiro does and how they make money 04:00 – New startup, four months old, Leadiro is a B2b service platform that offers account-based marketing 05:19 – You can send cold emails to leads that are relevant 05:41 – Customers pay monthly or quarterly basis 05:55 – Average customer pays $ 20,000-40,000 per year but can be much higher, $ 6-10,000 per month depending on customer’s volume 07:00 – Launched July 2016 07:06 – Serving under 20 customers 07:29 – Customers are people we know in the industry 07:57 – Our customers are people that are launching certain products into the market to a specific audience 08:25 – Do they need help in reaching out to a larger audience as opposed to their first party list of possible customers? 08:35 – Why are people buying your data instead of others? 08:41 – Our platform is proprietary, easy to use 08:59 – “You can upload a list of domains within 10 seconds [of using our product] and pull out a specific audience within those accounts” and get their email addresses 09:12 – For example, there are 200 companies you want to target, upload that to our platform, and you have a list of everyone who works in those companies (job title, level, function), and can select what you want 09:52 – Very common product, that people that win are those who market better 10:18 – Like Siftery, but Siftery doesn’t get you the leads 10:53 – Leadiro’s current revenue: $50,000 11:06 – Leadiro is self-funded 11:09 – Ian does not want to raise 11:19 – Team size: 6 people 11:31 – Hired people to develop full-time, remote, in New Zealand 11:56 – 3 in UK, 1 in Ireland, 2 in NZ 12:56 – 50,000 in MR divided by 20 customers = Monthly RPU: $2500 per customer 13:11 – Early cancellations, because they’re in a learning stage 13:25 – One big struggle with this particular product—companies can download everything they need and leave 13:46 – Nathan wonders if these types of companies are SaaS companies or should there be a one-time fee where customers get what they need and leave? 13:55 – Something they are still working out, perhaps a 1-2 month subscription 14:22 – Discussion of competitors and who is doing the same thing well 15:21 – To connect with Ian, go to his LinkedIn 16:53 – The Famous Five   3 Key Points: Always think of how your product sets you apart from your competitors and SELL to that strength. A startup and any business for that matter is a work in progress—just keep at it. Work hard, focus in on your task, and you can achieve ANYTHING.   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 @Qwil – Johnny’s business Twitter handle Blog - Johnny’s business blog site Qwil.co – Johnny’s business website Show Notes provided by Mallard Creatives

Yoseph West. He dreams of a world where accountants and bookkeepers never have to ask their clients for documents—that’s why he joined HubDoc to lead growth. He previously co-founded Vuru, a stock analytics platform for retail investors and led it into its acquisition by Wave Accounting in 2012. Listen as Yoseph shares his experience with Vuru’s acquisition and how he ended up now with HubDoc. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? –  William Rockefeller Favorite online tool? — Text Expander Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Stay patient   Time Stamped Show Notes: 01:34 – Nathan introduces Yoseph to the show 02:10 – Yoseph co-founded Vuru to make investing easier 02:33 – Vuru was making money off ads, they then supposedly reached out to Wave Accounting 03:15 – The acquisition was a soft landing 03:36 – “All of us want to work with people that we’re excited about” 04:29 – Yoseph and his team got a little excited as they talked more with angel investors 04:50 – Vuru was having a fundraising 05:30 – HubDoc offers SMBs a cloud accounting space 05:42 – There’s a movement to make accounting space invisible 06:13 – There’s a big shift in the accounting industry 06:40 – HubDoc has a feature similar to how bills and other documents are being consolidated in a bank 07:04 – HubDoc has over 700 web scrapers 07:50 – Business owners won’t be bombarded with reminder emails from their accountants and bookkeepers using HubDoc 08:25 – HubDoc was re-launched in early 2014 08:55 – Number of HubDoc’s paying customers 09:28 – HubDoc caters to bookkeepers and accountants who then add all their clients 10:40 – Average monthly RPU 11:20 – MRR 12:00 – CAC is quite low 12:18 – Customers stay for approximately 32 months 12:30 – Gross monthly churn is usually negative 12:40 – Bookkeepers are always continually adding new clients 13:45 – Lifetime value 14:10 – Team size is 22 14:27 – The Australian market is 3-5 times ahead of the American market 14:40 – HubDoc has raised capital 15:00 – The funding market in Toronto described 15:40 – 2017 revenue goal 16:49 – Follow Yoseph on Twitter and HubDoc is looking for content marketers and other marketing people so touch base if you’re interested 19:00 – The Famous Five   3 Key Points: The future of accounting and bookkeeping is far better with technology; it’s much faster and paperless. Acquisition is sometimes painful but there are always new opportunities ahead. Stay patient AND optimize for learning—there’s time to learn and grow.    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 @YcWest – Yoseph’s Twitter handle Show Notes provided by Mallard Creatives

Wyatt Jozwowzki, co-founder and CEO of Demio, a smart, webinar platform on a simple mission. He’s passionate about creating a great customer and user experience. Listen as Wyatt shares about Demio; from its inception to a Wyatt creating a working, webinar platform that is earning a revenue from only a few days on the market.  Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? –  Jason Lemkin Favorite online tool? — Clarity.fm Do you get 8 hours of sleep?— seven to eight hours If you could let your 20-year old self, know one thing, what would it be? – “That it was going to be 10 times harder than I thought”   Time Stamped Show Notes: 01:42 – Nathan introduces Wyatt to the show 02:08 – Demio is a web-based webinar platform built for marketing 02:18 – “We wanted to create a webinar platform that is actually easy and ready to use” 02:35 – Demio was just launched in November 9th of this year 02:54 – Wyatt has a company called Drip Apps as well 03:12 – Demio is the biggest software project that Wyatt has  ever  taken on 03:15 – Wyatt has been working with Demio for 2 years now 03:28 – Demio was in free beta for 3-4 months 03:38 – People used Demio for their webinars for free 03:48 – This was done to test Demio’s reliability and performance 04:02 – Wyatt wants simplicity to be Demio’s  platform 04:51 – Wyatt has invested about half of million on Demio 04:48 – Demio has a team of 3 developers,  1 designer, and 1 QA manager 05:40 – Some of the team members are from Upwork and other online job postings 06:21 – Wyatt got his funding from Drip Apps’ revenue 06:53 – Wyatt got the idea of Demio from a suggestion 07:30 – First software project of Wyatt’s was a video ranking platform 07:45 – Drip Apps has Drip Core which has a $47/month subscription 08:09 – 470 users have signed-up 08:23 – Drip Apps was launched 3 years ago 08:53 – Drip Apps’ 2015 revenue 09:15 – Drip Apps runs independently of Wyatt, freeing him up to work on Demio 09:52 – Demio was not really planned 10:20 – Nathan refers to Episode 252 and how Wyatt reminds him of Omar of Webinar Ninja 10:38 – Demio already has paying customers 10:46 – Demio is a SaaS business model and they currently have discounted annual pricing 10:59 – On launch day, Demio’s price range was from $237 a year to $497 a year 11:08 – Price range increased on November 16th 12:20 – Wyatt’s strategy for Demio 13:10 – Having a webinar is not that easy and is very challenging 13:40 – Demio is web-based and does not require any desktop software to be installed 13:42 – Wyatt is currently focused on expanding browser and mobile support 14:05 – There are a number of unique customers that have signed-up 14:30 – There are customers who have asked for refunds 15:49 – Connect with Wyatt through Twitter 17:20 – The Famous Five   3 Key Points: There are huge challenges in the tech industry, but it’s definitely worth it to keep pressing on. Streaming in real-time is one of the most difficult things to achieve in a webinar. Be consistent in working out those hurdles and challenges.    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 @WyattJawz – Wyatt’s Twitter handle Upwork – Where Wyatt found his team members Show Notes provided by Mallard Creatives

Gerry Colyer, head of growth at Siftery. He was previously the VP of growth at HealthSherpa and co-founder of two startups. He’s a graduate of Yale and Stanford. The CEO of Siftery was convinced there was a better way for companies to discover, select, and make better use of their software and so began their journey into filling this particular need in the market. Famous Five: Favorite Book? – Hooked What CEO do you follow? – Elon Musk Favorite online tool? — Buffer Do you get 8 hours of sleep?— Not quite If you could let your 20-year old self, know one thing, what would it be? – Gerry wish he had studied more in Computer Science   Time Stamped Show Notes: 01:32 – Nathan introduces Gerry to the show 02:11 – Gerry’s 500 company is Central Mayoreo 02:57 – Siftery helps users discover and choose the right software to reach their needs 03:20 – Siftery is currently tracking 10,000 software programs 03:30 – Siftery gets data from their recommendation engines 03:57 – Siftery has a small team in SF 04:11 – Siftery has 30 team members in Bangalore and Kiev 05:24 – How Siftery collects data 05:59 – There’s a combination of data scraping from the web and getting recommendations from actual software users 06:48 – Siftery is trying to create tools for software buyers 08:10 – Siftery has no pricing model yet and currently free 09:13 – Monthly headcount expenses 10:00 – Advantages of having a development team in Bangalore 10:12 – Cost of living is Bangalore lower than in SF 11:00 – What number are you focused on every day? 11:11 – Data points being contributed in the community 11:31 – Number of vendors engaged in the platform 12:00 – Launched earlier in 2016 12:30 – Siftery is more powerful than Techcrunch 13:00 – How are you able to get updates so quickly? 13:05 – We get feedback from software reviews, friends in the 500, and other software owners 13:43 – 25 data contributors 14:00 – Utility metric 15:15 – Siftery’s target area 15:50 – Connect with Gerry through email, Twitter and Siftery 18:05 – The Famous Five   3 Key Points: Meet people and build connections or, better yet, build companies. There are opportunities in the B2B space—find the gap and fill it. Having a team in another country can help startups build their business at a lower cost but still maintain the quality of work.   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 [email protected] – Gerry’s email address @Ggiaco – Gerry’s Twitter handle Siftery.com – Gerry’s company website Show Notes provided by Mallard Creatives

Abhimanyu Godara, founder and CEO of BOTTR.me. He previously managed portfolio investments at TLabs where he worked with over 40 startups around strategies and things similar to that. He’s very well educated and now sitting on a platform that he thinks is going to be very exciting for him coming up. Famous Five: Favorite Book? – Zero to One What CEO do you follow? –  Steve Jobs Favorite online tool? — Trello Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “The world doesn’t work the way you want it to work”   Time Stamped Show Notes: 01:31 – Nathan introduces Abhimanyu to the show 02:08 – BOTTR is a personal bot platform that one can converse with to ask questions they’d essentially want to be asking you (ex. How much for your services? When is the next podcast coming out?) 03:01 – BOTTR is like a personal assistant or replica of someone 03:09 – BOTTR is currently focused on influencers and celebrities 04:10 – BOTTR’s current business model 05:05 – Still validating the potential of the business 05:40 – BOTTR currently has 250 paying customers 06:40 – BOTTR’s next version will have all the data pre-filled for every user 06:58 – BOTTR will gather information from social media channels like LinkedIn 07:34 – BOTTR can make you save time because now you do not need to address every question that comes up in email as it can already answer most questions 07:44 – BOTTR had a funding round 08:25 – Current team size is 7-10 09:35 – Abhimanyu shares how users of BOTTR can get paid 10:00 – There are bloggers who have already reached out to BOTTR 11:15 – BOTTR is an ecommerce product to find information and services 12:16 – Connect with Abhimanyu through BOTTR.me/Abhimanyu 13:55 – The Famous Five   3 Key Points: Create something that is DIFFERENT in your space. Performing a pre-launch can help you gauge what you still need to improve upon. What you plan to do won’t always work – ALWAYS have a plan B.   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 BOTTR.me/Abhimanyu – Abhimanyu’s BOTTR account Show Notes provided by Mallard Creatives

Allan Wille, co-founder and CEO of Klipfolio – a SaaS dashboard company headquartered in Ottawa. He’s focused on making it easier and faster for SMBs (small to medium businesses) to monitor the health and performance of their businesses and they’re taking an interesting approach. It is self-served, in the cloud, right to business users, eliminating them the need to work with IT procurement or make huge upfront investments. He has over 59,000 customers including Jet.com, Zendesk and Lifelock just to name a few. They also have the funding to back them. Famous Five: Favorite Book? – Good to Great What CEO do you follow? –  N/A Favorite online tool? — Mixpad Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “I should have spent more time understanding people”   Time Stamped Show Notes: 01:31 – Nathan introduces to the show 02:15 – Klipfolio is focused on SMBs or businesses that really want to grow 02:36 – There’s a lot of difficult data a SMB just doesn’t monitor 03:09 – Klipfolio helps SMBs monitor their business to make the best decisions 03:28 – Klipfolio is 100% SaaS and a subscription based business 03:35 – Average customer pays per month $70-80 03:57 – Klipfolio does not have outbound sales people 04:34 – Klipfolio is serving  7,000 customers for November 2016 04:57 – Average MRR 05:07 – Customers can start Klipfolio with payments as low as $24 a month 05:40 – Klipfolio was launched in 2001 05:56 – The cloud version was launched in 2012 06:03 – “We’re always into monitoring real-time data” 06:30 – Klipfolio started out bootstrapped 07:06 – By the end of 2012, Klipfolio had 350 customers 07:12 – In the end of 2013, Klipfolio had 1,100 customers 07:54 – Klipfolio had their first seed round at the end of 2014 08:02 – Klipfolio did their Series A at the beginning of 2015 with a $6.2M 08:55 – Klipfolio is continuously raising capital 09:05 – Team size is 70 10:03 – Klipfolio is currently on Series B 10:55 – Allan thinks that they are in a good space 11:16 – SMB is a good field market for Klipfolio 11:50 – Allan shares why he thinks Dasheroo didn’t do well in the dashboard space 13:30 – Allan shares his thoughts on their competitors 14:10 – Gross monthly customer churn 15:45 – CAC 16:00 – Lifetime value 16:46 – Klipfolio does webinars to educate their customers on their data 17:30 – 2016 revenue goal 18:22 – Connect with Allan through Twitter and his blog 20:30 – The Famous Five   3 Key Points: Focus on the needs of your customer in running their business AND be a part of their growth. It’s important for businesses to have an editor or someone who can handle things that need to be customized. Spend more time understanding people, especially how they work in a team.   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 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 @Awille – Allan’s Twitter handle Klipfolio.com/Blog – Allan’s blog site Show Notes provided by Mallard Creatives