How Andy Fowler, CEO of Nutshell, Built a Successful Business in the Crowded World of CRM

[00:16] Introduction to Andy Fowler, Cofounder and CEO of Nutshell.

[00:57] How Andy met his Nutshell co-founders in high school.

[01:43] How Nutshell started out of the need for a CRM product for a friend’s business.

[03:41] Find out how Nutshell is different from the other CRMs out there: being easy to use.

[04:29] Why their reputable sales process for sales automation sets them apart.

[07:14] Nutshell’s new product: Nutshell Marketing.

[07:52] Nutshell’s number of customers, number of employees, and current ARR.

[09:29] How Nutshell competes in the crowded space of CRM through listening to customers, refinement, and great service.

[10:39] Some frameworks for customer development: why they make members of the product team get involved with the support team to hear directly from customers.

[12:16] Nutshell’s marketing strategy: how they are bringing in more customers through helpful content than paid advertising.

[15:05] Why they chose a free-trial offering over freemium.

[16:50] How they raised five million dollars and the long-term vision for the company.

[18:43] Where the company was at year three when most companies start making a profit.

[20:21] How Andy is getting better as a CEO by delegating the stuff he can do well.

[20:52] Andy’s favorite business book, The War of Art, and business tool, Google Sheets.

[22:52] Who can benefit from Nutshell: a sales team that takes many months to close a deal.