SaaS Interviews with CEOs, Startups, Founders

Matthew Schiltz. He's an experienced, senior executive with a proven track record in building successful, high growth technology and cloud companies ranging from the private startup stage to public companies. He's responsible for his current company, Conga, and its growth strategy which includes financing, driving global sales and expanding product offerings. His extensive executive management and leadership experience is driving strong company growth which has resulted in several Inc 500, Fast 50 and Top 100 Places to Work awards. Past CEO successes include Insightful Corporation, CourtLink, DocuSign, Tier 3 and Blue Box Group. He has received several industry accolades in recognition of his past successes and is considered an expert on software, technology, and cloud business practices. Famous Five: Favorite Book? – The 7 Habits of Highly Effective People What CEO do you follow? – Dan Springer Favorite online tool? — Email How many hours of sleep do you get?— 6-7 If you could let your 20-year old self, know one thing, what would it be? – Matt would let others know that SaaS technology is about the people Time Stamped Show Notes: 01:58 – Nathan introduces Matt to the show 03:07 – Matt is the first professional CEO hired for DocuSign 03:38 – Matt was also recruited by the board of Conga as their CEO 04:41 – Matt has worked with founders who are great in product and technology, but were not able to grow their company as a CEO 05:25 – The partnership with DocuSign's founder was a successful experience 06:18 – Conga is one of the top 5 global ISV (Independent Software Vendors) in the Salesforce ecosystem 06:44 – Conga specializes in data and electronic contracts 06:57 – They take live, Salesforce data and turns it into dynamic documents that are automated 07:21 – Conga is pure SaaS play 07:45 – Renewal rate is astronomically high 08:08 – Conga has a negative revenue churn 08:44 – Conga has a mix of mid-market and enterprise customers 10:30 – The customers pay directly on the number of seats 11:05 – Customers can start with one product, then expand to five products 11:55 – Conga's customer base is two thirds midmarket and one third enterprise 12:33 – Conga's document generation product pricing starts at $200 monthly for 10 seats 12:59 – "It's a pretty low risk threshold" 13:30 – The Salesforce AppExchange is the number one customer vehicle for Conga 16:06 – 80% of Conga's customers regard them as offering a critical tool that they need to use 17:00 – Conga has over 9000 customers globally 17:30 – Conga is growing quickly 18:03 – Conga grew 200% last year and another 100% this year 19:59 – Conga is in a typical gross margin rate 20:10 – The majority of Conga is owned by Insight Venture Partners of New York 20:46 – Conga has announced Salesforce Ventures as a strategic investor in May 2017 21:15 – Matt shares how they decide which companies to acquire 21:50 – Is it a good strategic fit for Conga? 22:02 – Is it a great people fit? 22:30 – Conga has 250-500 employees 23:53 – Matt shares his thoughts on Conga taking the IPO route as a funding event 25:05 – DocuSign just announced their intention to go public 27:35 – The Famous Five 3 Key Points: Not all founders can grow their business; the right CEO can be the answer. The growth of a company isn't based solely on the product, but the people who are behind it. The IPO route for funding is a fantastic place to start. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Aseem Badshah. He's the founder and CEO of Socedo which is a twenty person, B2B, social media demand generation company backed by Techstars Ventures, Vulcan Capital and Divergent Ventures. Before this company, he was the founder of Uptown Treehouse, a social media marketing agency working with brands like Uniqlo, Nike, Western Union and Lenovo. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Satya Nadella Favorite online tool? — Outreach How many hours of sleep do you get?— 6 If you could let your 20-year old self, know one thing, what would it be? – "Be patient and focus, above all, on people" Time Stamped Show Notes: 01:34 – Nathan introduces Aseem to the show 02:06 – Socedo helps B2B marketers find the relevant prospect on social media 02:37 – "The last 9 months have been all about efficiency" 02:47 – Socedo now has $4K in MRR per month per AE 03:42 – Socedo is now moving away from the outbound and ABM model 03:47 – Socedo targets SMB companies now 04:03 – Socedo has free trials on their website 04:18 – The point is to become a pipeline for their AEs 04:58 – Socedo is helping Pendo's growth 05:08 – Socedo is looking at moving up their ACV 05:57 – Socedo helps B2B companies cut through the noise 06:24 – On the sales side, Socedo is more focused on selling to B2B as opposed to B2C companies 07:00 – Average MRR 07:23 – Aseem ties employee count to growth 07:45 – The idea of scaling too quickly isn't really healthy 08:40 – Aseem wants to make sure that their focus is on the right segment of the market 10:00 – Everywhere in SaaS is crowded these days 10:21 – The outbound path is where Sodeco will bump into their competition 10:54 – Sodeco is specifically serving the B2B social media marketers who are underserved individuals 11:20 – Sodeco helps them grow their presence 12:34 – Hootsuite is great for marketers who are managing their content for their audience 13:00 – Sodeco finds and grows the audience by targeting the right prospects on social media 14:44 – The Famous Five 3 Key Points: Scaling up does NOT necessarily mean growing your team. Even though your market may be crowded, you can find a way to stand out. Managing your audience is a very different process from growing your audience. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Stefan Thomas. He's the CTO of Ripple. He's also the producer of the popular "What is Bitcoin?" video and the founder of the largest website for novice bitcoin users, WeUseCoins.com. He created a set of open-source bitcoin libraries called BitcoinJS, which today are maintained and used by Bitcoin businesses of all sizes including BitPay, Blockchain.info, BitAddress, Coinpunk and others. Famous Five: Favorite Book? – Draw to Win What CEO do you follow? – Thomas Mcleod Favorite online tool? — StumbleUpon How many hours of sleep do you get?— 3 or 8 If you could let your 20-year old self, know one thing, what would it be? – Schedule your blocks of time. Clean up and separate your spaces. Tell yourself to stick to what you should be doing. Time Stamped Show Notes: 01:38 – Nathan introduces Stefan to the show 02:15 – Stefan got into crypto 7 years ago 02:22 – "What is Bitcoin?" video now has 10 million views and two versions 02:52 – Bitcoin is different from how current financial institutions work 03:27 – Blockchain has a lot of definitions and for Stefan, blockchain is a shared ledger 04:03 – With any technology, it is about how it can make a change that is beneficial to everyone 05:43 – Stefan currently focuses on their project, Inter Ledger, which is essentially a protocol that can tie different ledgers together 05:54 – It is an open project and Ripple is a contributor 06:44 – Some of the crypto users have gotten a little too mainstream 07:18 – People are now looking at the possibility of getting what they want without having to rely on clunky, shared ledgers 07:41 – Stefan sold WeUseCoins to a company who has invested in bitcoin 08:20 – Stefan didn't make much from the exit 08:36 – Stefan is responsible for the technical vision of Ripple 09:00 – Ripple's customers are mostly banks 09:05 – Banks license Ripple's technology and software 09:33 – You can get the most from bitcoin technology without changing how financial institutions work 09:53 – Small banks can interoperate with other banks without going through huge hubs 10:04 – "Creating that efficiency by creating competition" 10:20 – Siam Commercial Bank in Thailand is one of Ripple's customers 10:30 – Siam Commercial Bank and SBI Remit in Japan have partnered to license Ripple's technology 10:40 – Thailand expats staying in Japan can now send money to Thailand through their partnership 12:18 – Shared ledgers are growing smaller and smaller with these new coins coming out and by private blockchains 12:27 – Stefan believes that the next interesting technology will be the interoperability of the blockchains and central ledgers 13:02 – Ripple has only been focused on payments, but there are hundreds of use cases for blockchain 13:28 – Payments is the underlying thing for any kind of asset movement 13:55 – Ripple is also focused on the crossing borders advantage to it 15:21 – Licensing fee of Ripple depends on their customers 16:21 – Team size is 170 16:36 – Ripple has raised $94M and has sold some digital assets 16:55 – Stefan joined Ripple before it was incorporated and he has equity 18:31 – The Famous Five 3 Key Points: Changes in technology are intended to make life better for the collective. With bitcoin technology, payments have become more efficient and convenient. The vision that you had years ago will definitely change overtime. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Scott East. He founded his company MSIGHTS in 2004 to help marketers make better decisions with better data and reporting. His experience includes global ads and digital agencies of Fortune 20 telecom and AOL prior to founding MSIGHTS. He understands how to engage marketers as he has 20+ years in this area. His new book, The Cuttlefish Marketer: The Five Essential Traits of a Modern Marketer, focuses on helping marketers transform themselves into modern marketing leaders. Famous Five: Favorite Book? – E-Myth What CEO do you follow? – Jason Fried Favorite online tool? — LinkedIn Sales Navigator How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – Scott wished he had focus more on "pull goals", not "push goals" Time Stamped Show Notes: 01:54 – Nathan introduces Scott to the show 02:38 – Scott wrote a book because it was on his bucket list 03:00 – Scott's publisher is Advantage Media 03:46 – The book is now available on Amazon and Apple 04:06 – It has sold around a couple of hundreds of copies 04:20 – Scott worked on his book for 10 solid months 05:05 – MSIGHTS provides data management and performance reporting services for large marketing departments 05:21 – MSIGHTS' primary model is a SaaS model and they charge based on the data they integrate 05:38 – "We giveaway licenses for free in our platform" 05:58 – Scott wants as many enterprise companies as possible to use their reporting for decision making 06:18 – MSIGHTS charges based on the volume that they're integrating onto the system (in bulk) 07:00 – MSIGHTS' professional service is a recurring service 07:40 – Scott shares why the SaaS model is different from a professional service, even if both services are recurring 08:24 – ACV is $250K per client 08:47 – MSIGHTS has 35 people 09:20 – Scott shares how the data they receive needs to be analyzed 10:15 – MSIGHTS integrated the data and added the translation key, but it took the founders more than an hour to decide if they would take it 11:03 – Scott self-funded the company 11:33 – MSIGHTS was officially launched in 2003 12:00 – First year revenue is around $150K 12:10 – 2013 revenue 12:31 – 2016 revenue was $3.21M 13:04 – Churn is less than 5% annually 13:30 – Some of their clients have been with MSIGHTS for five years plus 13:50 – MSIGHTS is still bootstrapped 14:15 – Blended gross margins is a low 85%, platform side is 80% plus and 70% on professional service 15:05 – Last month total revenue is around $264K 15:30 – CAC 15:54 – Payback period is around a month 17:53 – The Famous Five 3 Key Points: If you want something and it's within your reach, GO for it! Having a great product could mean you're bootstrapped for years, even a decade. Professional services can be a recurring service. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Oscar Nelson. He's the CEO of Musqot, the marketing technology and SaaS company he co-founded after spending 12 years in various marketing roles in small and large companies. Industry-wise, he's had a mixed background from consulting, media, telecommunications and enterprise software. He considers himself a business generalist more than a specialist. Famous Five: Favorite Book? – The Five Dysfunctions of a Team What CEO do you follow? – Jason Lemkin Favorite online tool? — DocuSign How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – It is more important to focus on your cofounder than your business idea Time Stamped Show Notes: 01:52 – Nathan introduces Oscar to the show 02:18 – Musqot is a marketing performance management app 02:24 – Musqot helps their customers increase their marketing effectiveness and efficiency, enabling their marketing ROI 02:44 – ACV is around $25K annually 02:55 – Some customers pay 6 figures 03:04 – Musqot was founded in 2014 03:16 – On their second year, Musqot launched their beta product and just a year ago, they launched their real product 03:40 – Musqot was bootstrapped. They were able to sustain their first year without revenue through personal financial support and savings 04:05 – Oscar and his co-founder have initially put in around $100K for the company 04:47 – First year revenue 05:37 – 2017 target is $3M in ARR runway 06:12 – Musqot just recently passed their $100K MRR mark 07:06 – Musqot currently has 60 customers 08:14 – Musqot's expansion is due to their support and onboarding efforts 09:13 – Team size is 25 with 20 full-time employees and 5 consultants 09:30 – 5 are in sales, 2 are in presales and onboarding, 1 in marketing and the rest are in development 10:45 – Musqot gets customers from different sources 11:00 – Musqot is on the Salesforce AppExchange 12:14 – Full weighted CAC 13:31 – Payback period is roughly a year or more 14:10 – Paid ads spend is around $20K monthly 14:50 – The bigger customers are happy and tend to stay longer than the smaller customers 15:32 – Logo churn is around 2% and revenue churn is negative 16:27 – Musqot has raised $1.2M 16:44 – Musqot's HQ is in Stockholm, Sweden and Bangalore, India 17:40 – The Famous Five 3 Key Points: A startup can thrive through personal savings and financial support if need be. Share your business ideas with your business partner and make sure that your thoughts and visions for the company are aligned. Plan carefully where you will place your paid ads. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Tim Sae Koo. He's a 26-year old, LA-based native residing currently in San Francisco, California. He's dreamed to become the first Asian American president of the United States to solve impactful problems with a purpose. He found his legacy rules to be inefficient. He studied entrepreneurship at University of Southern California and graduated early to naively start a company and fulfill his original life mission. His company is TINT. Famous Five: Favorite Book? – Delivering Happiness What CEO do you follow? – Mark Cuban Favorite online tool? — Wunderlist How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – "It's okay to make mistakes because that's how you're going to learn" Time Stamped Show Notes: 01:53 – Nathan introduces Tim to the show 02:26 – TINT is a marketing software platform that works with B2C brands 02:37 – They help source the best customer content on social media 03:11 – TINT is SaaS based 03:19 – ACV is from $1K to 5K a month or $12K to $60K a year 03:31 – The variations in price depend on different options including the number of hashtags to track 03:58 – They have a high base price 04:14 – The moderation feature can also be included using manual moderation or machine-learning 04:41 – TINT was launched in 2013 04:48 – TINT is completely bootstrapped 05:00 – Tim raised $370K for the previous company before pivoting to TINT 05:18 – The initial product was a consumer application and the market was quite saturated—this led to the pivot to TINT 05:55 – The initial company was getting zero revenue with 5K users and 3 team members 06:35 – Tim and the founders were paying themselves $36K a year 06:54 – Tim worked while he was still in college 07:35 – Keep your expenses low 07:44 – TINT's team size is around 30 07:52 – TINT currently has 700 customers 08:23 – Average MRR is around $700K 08:50 – 2017 goal is to get around $7.5M in revenue 09:15 – 2016 ARR is around $5M and cash basis is around $6M 10:08 – Current ARR is around $5.5M 10:30 – Tim hasn't raised capital yet because he thinks he won't be a good CEO if he does that 10:36 – Tim identifies himself more as a founder than a CEO 11:32 – TINT has always been profitable 12:16 – CAC is around $2K 13:00 – TINT is still figuring out the best channel for them to invest more 13:38 – Paid ads is $10-15K a month 14:10 – In the beginning, Tim used to acquire more customers by offering to draw any animal 15:20 – The main idea is to make something that can bring a smile to someone's face and that will help them remember Tim 15:35 – Team members are based in different states and other countries like Dubai, Brazil and London 15:50 – There's now a big push for a technology investment in Dubai 16:23 – Tim is now paying himself something modest, but nothing too grand 16:39 – Tim has two co-founders and half of the company is owned by the team; the other half for investors 17:35 – Tim shared how he started entrepreneurship and his plans for the future 18:20 – Tim might consider a $30M acquisition at the moment 20:10 – The Famous Five 3 Key Points: The most successful in the entrepreneurial world are not the ones who know how to expand their revenue; they are the ones who know how to reduce their expenses. Think about how you can make people happy—this will make you memorable. Be the leader, not the boss. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Victor Szczerba. He's the co-founder and CEO of Yeti Data, solving big data problems for customers. Prior experience includes running product strategy at the data division at SAP. He was a McKinsey consultant and sales VP for Tadpole Computer and Utopy. Famous Five: Favorite Book? – Zero to One and How to Win Friends and Influence People What CEO do you follow? – Elon Musk Favorite online tool? — Slack How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – "How to be patient" Time Stamped Show Notes: 01:44 – Nathan introduces Victor to the show 02:14 – Yeti Data makes virtual data warehouses 02:30 – Yeti Data's model is an enterprise SaaS model 02:45 – An average customer pays Yeti Data $250-500K a year 03:02 – "We love universal usage of our data with inside of the customer" 03:19 – Clients get data from their customers' behavior 04:24 – AI is a blanket term and machine learning is something very specific 05:08 – Victor shares how machine learning works and they put in details manually 05:52 – In digital marketing, there are ways to understand the customer and their purchasing behavior, but it still can be tricky 06:47 – Yeti Data currently has around 5 customers 07:07 – Yeti Data is close to reaching an $800K, ARR mark 07:31 – Yeti Data was launched 3-4 years ago and was in development mode for the first few years 07:50 – Yeti Data raised capital for RND and they've been really lean 08:07 – It was a convertible note 08:31 – 4% interest and 10% discount with a teaser for the second round 09:18 – On pre-revenue, Yeti Data has 3 core people and some consultants 10:03 – Amazon and Walmart have a software that is similar to Yeti Data 10:39 – Some companies that are in competition with Yeti Data are IBM and HP 11:08 – Yeti Data created a way to virtualize their data connections 12:00 – It is still too early for Yeti Data to have their metrics 13:00 – A good ARR of a million bucks can get Yeti Data to a good series A 14:30 – The Famous Five 3 Key Points: Regardless of how congested your market is, you can still find a way to stand out. Use your competition as motivation to push harder. Focus in on what you're good at. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Garrett Gunderson. He's the chief wealth architect at Wealth Factory and author of the New York Times' bestseller, Killing Sacred Cows. Wealth Factory helps entrepreneurs optimize cash flow, streamline their finances and keep more of their hard-earned money so they can make more powerful investments in their best wealth sector—their business. Famous Five: Favorite Book? – Scaling Up and The War of Art What CEO do you follow? – Rich Christiansen Favorite online tool? — OmniFocus How many hours of sleep do you get?— 6 If you could let your 20-year old self, know one thing, what would it be? – "It will be okay and I don't mean to stress as much as I did" Time Stamped Show Notes: 01:40 – Nathan introduces Garrett to the show 02:10 – It took Garrett two years of contemplating before writing Killing Sacred Cows 03:26 – Garrett worked with a publisher and the promotion firm Green Leaf 04:30 – Garrett is earning higher royalties for his book deal than the usual 05:00 – The possibility for bigger redistribution impacted the book deal 05:35 – Garrett was able to sell copies of the book even before it came out 06:10 – Garrett decided to have a publisher because it was more relevant than to self-publish 07:10 – Garrett self-published The Rockefellers last year 08:22 – Garrett co-published New Rules to Get Rich with Nightingale 08:45 – Garrett has self-published a few books which are more profitable than the one he made with the publisher 09:30 – Just because you're starting a business doesn't mean you know about investing 10:00 – For investing, investor DNA needs to be considered 10:04 – The core values, drivers and diversification 10:43 – There's no magic product or magic investment 11:40 – Nathan shares how he deals with his real estate investments 12:10 – People think they need to invest because the money is there 12:40 – It is more important to invest in the RIGHT opportunity and something that we KNOW 13:50 – There are good, bad and lucky investors—but don't rely on luck 14:37 – In terms of taxes: 14:42 – Never confuse deferral with deductions 16:00 – Garrett shares his stance on deferrals 16:54 – Tax should be a secondary consideration 18:00 – Garrett shares how he makes money 18:14 – Garrett works with entrepreneurs with $1-10M in ARR 19:10 – Garrett doesn't offer asset management, they're more on financial and cash flow management side 19:40 – Garrett's co-founder passed away in 2006 from a plane crash 20:20 – Wealth Factory's income is steady and they've raised their fees substantially 21:20 – "We're the very best people" 21:31 – 2017 revenue goal 22:27 – Wealth Factory has 10 new customers monthly 22:37 – Team size is 20 24:04 – The Famous Five 3 Key Points: Investing and starting a business are two very different things. Deferrals are different than deductions. Billionaires don't have the best financial advice. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Josh March. He's the founder and CEO of Conversocial, a customer engagement solution that helps businesses increase their customer loyalty by enabling effortless, in-the-moment, customer service to social and mobile channels. The largest global firms including Google, Sprint, Hertz and Hyatt Hotels turn to his platform to deliver an amazing, social, first, customer service experience at a large scale. He previously founded the leading social application platform, iPlatform, one of the world's first Facebook preferred developer which was acquired in 2012. Famous Five: Favorite Book? – The Four Steps to the Epiphany What CEO do you follow? – Ben Horowitz Favorite online tool? — Twitter How many hours of sleep do you get?— 6.5 If you could let your 20-year old self, know one thing, what would it be? – Be more self-aware and your own thinking can become your bias Time Stamped Show Notes: 01:40 – Nathan introduces Josh to the show 02:51 – iPlatform was sold to Betapond in 2012 03:28 – The acquisition was a mix of cash and equity 03:53 – Conversocial is an enterprise SaaS product 04:20 – Conversocial follows up on customers through social media sites 04:38 – Conversocial collects messages from different social media channels and analyzes them 05:04 – Conversocial has raised $20M of venture capital 05:33 – Conversocial started from iPlatform 06:00 – Josh saw that they needed to move quickly with Conversocial, so they raised funds 06:29 – The first round was $2.5M and was a priced equity round 07:24 – Some of Conversocial's customers were an upsell from iPlatform 07:34 – Team size is around 100 08:00 – Josh was initially involved with the product development of Conversocial and as they grew and hired great people, he began shifting more of his time to customer acquisition 09:33 – Their biggest customer pays around a million dollars annually 09:50 – Conversocial also has customers who pay from $25K to $200K 11:00 – Conversocial focuses on customer care 12:00 – The need for a customer contact center is greatly increasing 12:28 – Conversocial currently has 200 clients 13:30 – Conversocial has passed their $10M ARR mark 14:12 – Conversocial has a higher logo churn with small companies 14:47 – Conversocial's net churn is around 120% 16:21 – Josh flies a lot just to meet customers 17:48 – Fully weighted CAC varies dramatically depending on the deals 18:24 – Payback period is around 18 months 18:43 – Josh won't sell to Sprinklr 19:10 – Josh thinks Sprinklr's vision is far off of Conversocial's vision 20:30 – The Famous Five 3 Key Points: Focus on the needs of the customers and figure out how you can solve their problems. Social media is being used not only for marketing, but for customer service as well. An entrepreneur should go the "extra mile" just to get a client. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Christopher Day. He's been a successful entrepreneur, having sold two companies to a Fortune 100 company before turning 40. He's had businesses from residential painting to investment banking doing cross-border M&A transactions. Along the way, he has found time to mentor other entrepreneurs and participates in helping solve legislative issues to foster entrepreneurial growth in the State of Indiana. He's now building a platform with DemandJump that is looking to solve prescriptive analytics and qualified traffic. The DemandJump team has discovered marketers only have 20% visibility of their actual ecosystem. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Jack Welch Favorite online tool? — One Pager How many hours of sleep do you get?— 4 If you could let your 20-year old self, know one thing, what would it be? – "The power of relationships" Time Stamped Show Notes: 01:48 – Nathan introduces Christopher to the show 02:36 – DemandJump sells their platform on a subscription basis 02:41 – They have annual subscriptions and professional services 03:10 – 82% of the revenue is from SaaS, 1% is from a one-time payment and the rest is for the other model 03:48 – DemandJump allows marketers to have 100% visibility of their competitive ecosystem, which is the first time this has been made possible in history 04:57 – They show marketers where to focus to capture traffic from their competitors 05:15 – Average annual contract value is $45K with beta customers 05:30 – Average annual contract value now is $100K -$250K 05:43 – DemandJump has started to work with mid-market companies 06:00 – Self-service for mid-market will be from $200 to hundred million 06:27 – DemandJump currently has 22 customers 06:50 – DemandJump is getting close to their million dollar revenue mark 07:11 – DemandJump was launched in 2015 07:36 – The traffic cloud was built in October 2016 08:05 – 2016 revenue was $165K 08:20 – MRR by December 2016 was $10K 08:30 – 2017 goal is to hit $1.5 in ARR 08:54 – DemandJump raised $4M with 18 Angel investors on their board 10:08 – DemandJump is looking to raise another $5M with a 15% pre-money valuation 11;12 – Christopher sold software companies before 12:00 – Annual logo churn is 8-9% 12:24 – Annual revenue churn is almost the same with logo churn 13:00 – CAC is around $10K 13:31 – Most of DemandJump's customers pay annually upfront 13:55 – Paid marketing spend was around $5K 14:19 – 40% of DemandJump's budget goes to sales and marketing 15:49 – They will double or triple their paid marketing spend because of their target 17:20 – Assumed LTV is 36 months 18:54 – Team headcount is 17 19:29 – They're all based in Indiana 19:40 – 7 are in engineering, 3 focus on customer success, 3 on sales, 2 on marketing and a newly hired CFO 21:17 – The Famous Five 3 Key Points: Marketers will have a HUGE advantage if they have 100% visibility of their ecosystem. Paid marketing should be aligned to your target market, otherwise you're just wasting your money. Relationships and networking is of the UTMOST importance. Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you're doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives