Neil Napier is a charismatic leader of people. He empowers people to spread their wings and develop their super-powers. Neil cares about his customers like nobody else and is available for them more than his wife would prefer. He loves to teach and goes the extra mile to enable success.

Randy Wootton is the CEO of Percolate. Randy has been a leader and strategic innovator in the marketing technology industry for over 20 years. Prior to Percolate, he served as CEO of leading predictive marketing platform Rocket Fuel, where he re-positioned the company and led its sale to Sizmek. During his career, Randy has held senior positions at Microsoft and Salesforce. He serves on the Board of Directors at Guidant Financial and Rally Point Networks and is a graduate of Harvard Business School, St. John’s College and the U.S. Naval Academy.

00:30 – How Kahuna focuses on customer engagement 03:05 – Why they price based on volume and usage 03:50 – How he made the decision to join Kahuna after they approached him 04:50 – Why both of Kahuna's founders are still involved in the company 05:10 – Their team of 40 full-time employees is based in Redwood City 05:40 – Why they've scaled to serve 100 total customers internationally 06:40 – How they have more than doubled revenue year over year 07:00 – Why they've raised close to $50M in outside capital 07:40 – How they are managing churn across 08:30 – Why Kahuna's net revenue retention is well north of 100% 10:30 – How they aim for payback on customer acquisition within 12 months 12:00 – Why computing power is their main expense 13:00 – How their margins are still well within the average SaaS range 13:30 – Why they did an inside round in Q4 2017 and not looking to raise at present 14:00 – How they are still burning cash today 14:15 – Why they are north of $3M in ARR and targeting 100% growth YoY again this year 15:15 – The Famous Five

0:55 – How SaaS PayKickstart launched inside agency 1:25 – Why their average customer pays $99 per month 2:10 – How they've hit $50k in MRR today 2:40 – How $0 to $10k/mo in under 12 months 3:40 – Why they've bootstrapped to this point 4:15 – Tactic used to hit 20% gross revenue churn 9:40 – How they are landing customers through affiliates and cold outreach 10:50 – Why 10-15% of their revenue is coming from affiliate deals  

Time Stamped Show Notes: 0:55 – Why he spun the company out of his agency one year ago 3:45 – Average customer pays them $3,500 annually 4:15 – How they've scaled to 250 paying customers 4:35 – Did $9k in MRR last month 5:20 – Less than 1% gross revenue churn monthly 6:05 – They are raising $1m right now on $2.5m pre money value 7:10 – How they've scaled with just two full-time employees 8:00 – Why they are paying under $100 to acquire a new customer

Time Stamped Show Notes: 00:00 – Nathan's introduction to today's show 00:25 – Why Kellogg was named top CEO by Glassdoor 00:45 – How Madwire has grown to 600 employees 01:25 – Why they operate on a hybrid SaaS and professional service model 02:30 – How they view revenue per employee and prioritize it 03:15 – Why they are doing $175k in revenue per employee today 03:30 – How Madwire is doing $105M in ARR right now 04:00 – Why they help small businesses with marketing at scale 04:50 – How they are serving 10k active customers at this point in time 05:05 – Why their average new account is paying around $1,500 each month 05:45 – How Madwire has scaled with $7.5M in outside funding 06:15 – Why they are cash flow positive 06:35 – How they are still growing 40% year over year 07:45 – Why they track churn in two unique ways 10:00 – How they receive payback within 3 months on a $3k CAC 11:10 – Why they are landing customers entirely through digital channels 12:10 – How he started the company with his father in 2009 13:45 – Why they've set aside stock and equity for top performing employees 14:40 – How they are targeting an IPO in the next few years 15:30 – Why they would look to IPO in two years 16:30 – The Famous Five JB Kellogg is the co-founder of SMB marketing platform, Madwire and Marketing 360. JB was named the Top CEO in the country by Glassdoor in 2016.  Company website: https://www.madwire.com/ SaaS Metrics: Founded: 2009 Customers: 10,000 ARPU: $875 (monthly) Annual recurring revenue: $104 million Founded: 2009 Funding: $7.5m Team: 600

French, 24yo. I have lived in the US, Cambodia, South Korea, and Switzerland. I launched my first company 4 years ago doing smartphone repairs for students in campuses. And 18 months ago, I started Ease.space with 3 other people.

Christopher Reid is the founder and CEO of Sortable, a Waterloo Region startup on a mission to Empower Publishers. With an engineering background from the University of Waterloo, he is a serial entrepreneur on his fifth venture and has led tech ventures in industries ranging from educational technology to the consumer web and B2B SaaS. He is the driving force behind Sortable (formerly Snapsort Media), which uses machine learning to help online publishers automate ad operations. Previously a web publishing company, Snapsort Media was acquired in 2011 and bought back in 2014 to relaunch to Sortable’s current day business.

Distinguished track record in technology, with a 20-plus year career spanning the development, marketing, and sale of technology. Spent the past 10 years on the cutting edge of social media, helping media companies and marketers more effectively use technologies such as artificial intelligence and blockchain to power their social media efforts.

Valentin Radu is a serial entrepreneur from Bucharest, Romania. He has founded four companies and had one important exit and one useful failure. Currently, he is the Founder & CEO of Omniconvert, a growth marketing platform for websites looking to become customer-centric.