SaaS Interviews with CEOs, Startups, Founders

Gil Klein from MobFox where he's the managing director and a C-level executive at Matomy Media Group. Having joined the company in 2006, he's been the member of the executive management team since 2014. He previously served as senior VP of media and senior VP of clients for this particular group. He holds an MBA in International Management from the College of Management in Israel. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Brian O'Kelley Favorite online tool? — LinkedIn How many hours of sleep do you get?— 5.5 If you could let your 20-year old self, know one thing, what would it be? – Travel even more than you already have, experiment, take a lot of risks and spend as much time as you can with your family Time Stamped Show Notes: 01:57 – Nathan introduces Gil to the show 02:30 – Matomy is a global performance company that holds a few entities 02:44 – Gil personally runs and oversees MobFox, which is an mobile in-app audience SSP acquired by Matomy in 2014 03:15 – The acquisition was for $12M in cash 03:30 – Gil was with Matomy since 2006 and he helped the company grow 04:00 – MobFox makes money when their clients make money 04:17 – The tools of MobFox are usually for the developers and publishers focused on the in-app space 04:48 – MobFox tries to contact the best demand partners in the space like YuMe, AppNexus and PocketMath 05:50 – In 2015, MobFox generated $18M of the transaction volume 06:10 – MobFox's charges depend on the deals they have 06:32 – MobFox usually keeps 17-20% of the transaction 06:56 – MobFox has grown to 36% 07:09 – Gil believes that MobFox is currently in a great space 07:51 – In 2017, Gil's goal is to stretch as much as he can 08:21 – MobFox is currently working with 20-30K publishers, 4K are SDK-based 09:13 – MobFox currently has 180 DSP (Demand Side Platforms) 09:35 – A single DSP can have a thousand advertisers 09:42 – "We connect to a programmatic player" 10:00 – Current headcount of MobFox is 73-74 10:11 – 50 are engineers and the rest in sales, retention, HR and finance 10:26 – MobFox team is global 11:29 – Gil can and will do anything to get new customers, like suddenly showing up with presents and asking for a meeting 12:23 – "I try to listen to the customer" 13:15 – The Famous Five 3 Key Points: Set numbers for your goals, but aim to SURPASS those numbers. Find the best partnerships that you can where you can mutually benefit each other. Don't hesitate to TAKE risks! 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

Andrew Pitz. He's an investment manager at Transamerica Ventures, the global venture capital fund of Transamerica that specializes in investing in insurtech, fintech and enterprise software companies. There, he has led the firm's investments in PolicyGenius, Digital Currency Group, Everplans, SmartAsset and Hixme. Famous Five: Favorite Book? – Venture Deals What CEO do you follow? – Jonah Goodhart and Vinny Lingham Favorite online tool? — Fortunes Term Sheet, Mattermark Daily, Crunchbase Daily How many hours of sleep do you get?— 5.5 If you could let your 20-year old self, know one thing, what would it be? – Andrew wished he had understood domain names and technology Time Stamped Show Notes: 01:42 – Nathan introduces Andrew to the show 02:16 – Transamerica and AEGON are global investment and insurance firms 02:56 – $140K is the fund size they're currently working with 03:04 – The fund was already set-up from the beginning 03:25 – Their first fund was in 2014, in the European market 03:47 – They had 17 unique companies with 23 investments 04:25 – They don't share company information with their parent company 04:39 – They don't want the corporate parent to be involved in the business 05:25 – They haven't had any exits yet 05:39 – Andrews shares fund-to-fund deals with FinTech Collective 06:38 – They put in a $2M check and the total funds raised were $75K to $100K 06:55 – They put in $1M to another fund to fund the deal they had 07:00 – Their first fund was around $10M 07:28 – FinTech Collective is based in New York 07:38 – Some of the fintech companies they've invested in are Art Invest, MoneyLion, 401k and Elephant Tech 08:24 – Andrew gets his salary and bonuses from the deals 08:50 – Andrew shares how their boss missed deals that are worth billions now 09:30 – There are instances where they need to let some deals pass 10:00 – In a week, they're receiving hundreds of newsletters from different companies (around 5000 in a year) 10:13 – Andrew studies 500 deals and meets with around 250 11:10 – Initial check size was $1-5M as a follow on investor 11:34 – Andrew chooses PolicyGenius and Hixme 12:40 – Andrew thinks PolicyGenius will have a good exit 13:07 – H2O as an open source 13:33 – Red Hat pioneered the open source 14:36 – The goal is to invest in direct technology and create partnerships 14:54 – Andrew shares the kind of partnerships they're looking for 15:14 – Andrew wanted to do work in Asia because of the many opportunities 17:05 – The Famous Five 3 Key Points: There are thousands of companies created daily—you have to research and choose which one to invest into wisely. Forming partnerships is MORE important than monetary gain. Technology can take you anywhere. 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

Christian Geissendoerfer. He's the CEO of Yoose, the leading expert in location-based advertising in Asia and Europe. He's an entrepreneur passionate about building businesses and leading teams. He recently started something parallel to Yoose which is a German Accelerator in Southeast Asia that helps German startups expand into that region. He loves living in Singapore and Vietnam, traveling the world and learning languages. He's fluent in German, English, French and Spanish. Famous Five: Favorite Book? – A Monk and the Riddle What CEO do you follow? – CEO Collaborative Group Favorite online tool? — Xero and Zapier How many hours of sleep do you get?— 5.5 If you could let your 20-year old self, know one thing, what would it be? – "Do it over again" Time Stamped Show Notes: 01:50 – Nathan introduces Christian to the show 02:28 – Yoose is a location-based mobile advertising company 02:36 – Yoose helps brands to target people in specific geographic locations 03:28 – Yoose is aggregating inventory from different mobile networks 04:05 – Yoose is buying the inventory for the company and running campaigns on specific locations 04:25 – Yoose is selling a premium product 04:42 – Yoose charges per CPM 04:59 – There's current request for CPC charges 05:23 – Yoose was launched in 2008, in Berlin, and moved to Singapore in 2010 06:00 – 2016 revenue is in the million dollar figure range 06:08 – Team size is 15 and the majority are based in Vietnam 06:16 – Yoose is a bootstrapped business 07:12 – Yoose is working on a different platform based on audience profiles and attribution 08:10 – Customers use Yoose over their competitors because of the full service they offer 08:49 – Yoose is also geographically focused 09:12 – Yoose is currently working with the major media agencies and secondary agencies 09:35 – There are 25-30 agencies in total 09:47 – Yoose has partnerships in different countries that they serve too 10:32 – Yoose and the partners both take a cut from the charges 10:45 – "We are transparent on costs on both sides" 11:00 – The EBIT (Earnings Before Interests and Taxes) margin in the space vary 11:14 – Yoose is in the middle of the margin, depending on the country 11:43 – At this stage, Christian is putting the capital back into the company 12:46 – Christian has put all his personal money into starting Yoose 13:08 – Christian has worked in France prior to Yoose 13:43 – Christian initially wanted to build something similar to Tinder 15:33 – German Accelerator works with the German government and has been in the US market for 5 years, they're now expanding to Southeast Asia 16:05 – Christian gets his salary from the government 17:32 – The Famous Five 3 Key Points: Be transparent with your partners, so you'll gain their trust. This will also lead to more partnerships. The corporate world can help shape and grow your skills but don't regret taking another route to succeed. Create something that you want, yourself. 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

Bonnie Crater. She's the CEO of Full Circle Insights. She's a 5-time VP of marketing and executive at many software companies in Silicon Valley. She's been named one of the 100 Most Influential Women by the Silicon Valley Business Journal and one of the Top 20 Women to Watch by Sales Lead Management Association. Famous Five: Favorite Book? – N/A What CEO do you follow? – Marc Benioff Favorite online tool? — Docusign How many hours of sleep do you get?— 7.5 If you could let your 20-year old self, know one thing, what would it be? – "My path has been just fine" Time Stamped Show Notes: 01:53 – Nathan introduces Bonnie to the show 02:24 – Full Circle Insights helps marketing people accurately measure and track the impact of their marketing campaigns on pipeline and revenue 02:50 – Full Circle Insights has an annual contract and usual contract which pays $30K a year 03:00 – Full Circle Insights launched their product in 2012, but it was started in 2010 03:10 – "Never start a company on December 31st" 03:18 – The IRS would want a tax return for 1 day of business 03:51 – Bonnie quit her VP of marketing job prior to Full Circle Insights 03:58 – Bonnie was invited by her friends to start Full Circle Insights and there are 4 founders 04:20 – Two of the founders were from Salesforce, including Bonnie 04:49 – Full Circle Insights is built on Salesforce 05:01 – Full Circle Insights was on Salesforce's AppExchange 05:54 – Bonnie was a CEO in 2001, but it was a failure and she had to hire and fire a hundreds of people 07:35 – Bonnie was a VP of marketing a couple of times with different companies after the failure 08:04 – Full Circle Insights was initially bootstrapped, they raised $11M 08:14 – They raised money because they were going broke 08:21 – They were paying themselves 08:50 – First capital was raised in 2012 09:12 – Her first product was built from the money the founders had put in 09:32 – Dan, the CTO, is the developer 09:53 – Full Circle Insights has around 150 customers 10:12 – Team size is 35 10:38 – 8 in engineering and product, 12 in sales, 4-5 in marketing, 7-8 in customer success and some in accounting 11:17 – Full Circle Insights have broken around $4M in ARR 11:33 – Full Circle Insights' model is to double, then triple 12:33 – Full Circle Insights has 90% renewal rate 12:40 – Churn is usually from acquisition and CMO changes 13:26 – Bonnie was hoping to have a 100% renewal rate in the coming years 14:37 – Full Circle Insights has a sales rep who has a puppy that he brought to the tradeshow 14:53 – The puppy became a booth magnet and they were able to acquire new customers 15:25 – Fully weighted CAC is $18-20K 15:30 – Payback period is less than 6 months 16:30 – Lowest marketing expenses is digital marketing and the biggest is from tradeshows and events 17:31 – LTV 18:30 – Full Circle Insights' new VP of sales 19:01 – ARR target is $7M 20:50 – The Famous Five 3 Key Points: Never start your business on the last day of the year. We all make mistakes and we just have to learn from it—just don't make the same mistake twice. Be creative and do what you need to do to draw new customers in. 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

Ron Jacobson. He's the co-founder and CEO of Rockerbox and Hindsight. Ron was a project manager at AppNexus and a proud McGill alumni. Follow him on Twitter. Famous Five: Favorite Book? – Made in America What CEO do you follow? – Elon Musk and Mark Cuban Favorite online tool? — Spectacle 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? – "There are going to be a lot of highs and there are going to be a lot of lows, but you just got too keep moving" Time Stamped Show Notes: 01:36 – Nathan introduces Ron to the show 02:01 – Rockerbox is an online marketing technology company 02:09 – Hindsight is a secondary offering which is an off-site analytics platform, complementary to Rockerbox 02:28 – Rockerbox is a management service and Hindsight is the SaaS part 03:00 – Rockerbox was launched in early 2014 03:03 – Team size is 18 03:13 – Target customers are marketers 03:25 – Rockerbox has partnerships with publishers and data providers 04:40 – Through different partnerships, they're able to know the source of potential customers 05:25 – First year revenue was $640K gross 05:30 – 2015: under $2M , 2016 was around $4M and it will probably be $8M this year 05:48 – 10% of the customers are on Hindsight 06:50 – In 2016, Rockerbox has served 50 customers 07:19 – Hindsight currently has around 13 customers with a MRR of $16K 07:43 – Some of Rockerbox's customers are Vimeo and Vanguard 08:16 – CAC and LTV 08:26 – No logo and revenue churn yet 08:50 – Some small companies can't scale and their pricing is "take it or leave it" 09:32 – 5 team members are focused on Hindsight 09:59 – Hindsight is self-funded and is based on Rockerbox 10:14 – Ron shares why they raised funding despite doubling Rockerbox's ARR 11:05 – Ron has reached out to people whom he hasn't talked to for decades just to acquire new customers 11:16 – Ron shares the content of his email 13:10 – The Famous Five 3 Key Points: Having fewer customers with a larger paywall works well, it allows you to focus more on your customers' needs. Stick to your pricing and your target market. Through the highs and lows, just KEEP MOVING. 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

Arun Saigal. He's the co-founder and CEO of Thunkable, a Ycombinator-backed startup in San Francisco. Thunkable is a platform that allows anyone to build their own mobile app without needing to know how to code. Prior to Thunkable, Arun was the lead android developer at Quizlet. He also worked at Khan Academy, Aspiring Minds and Google. He holds a BS in electrical engineering and computer science from MIT. Famous Five: Favorite Book? – High Output Management What CEO do you follow? – Shantanu Narayen Favorite online tool? — Google Calendar How many hours of sleep do you get?— 7-7.5 If you could let your 20-year old self, know one thing, what would it be? – "Investing in others is one of the best ways to invest in yourself" Time Stamped Show Notes: 01:26 – Nathan introduces Arun to the show 02:13 – Thunkable is a drag-and-drop tool to make a mobile app 02:23 – The space is quite crowded 03:08 – Thunkable is simple but powerful enough for non-coders to have a powerful app 03:20 – Thunkable is currently free 03:34 – Thunkable has raised $3.3M to date 03:59 – Arun shares why they've raised first before implementing a paywall 04:07 – They wanted to hire the team and have the platform that they needed with the money raised 04:30 – They'll start charging in a few months 04:48 – Thunkable was launched in 2016 04:53 – Team size is 10 05:16 – Thunkable has turned on their revenue for a small stream 05:35 – The charge is a high 5-figures and is an annual contract 06:16 – Long-term model: charge for a premium product 06:36 – When they turn-on their features, that's when Thunkable will charge 07:25 – Arun saw problems they didn't know existed from those who were building an app for Thunkable 08:30 – Arun wants to help people who really need an app for free to solve their problems 09:00 – The conversations they'll have with people who will use Thunkable for profit 09:24 – Target price is $20 a month 09:40 – Arun believes they can maintain profitability 10:14 – Arun believes that SMBs need Thunkable more than the enterprise businesses 11:03 – Thunkable's goal is to capture most of the apps from the app store 12:38 – December 2017 MRR goal is $10K 14:16 – The Famous Five 3 Key Points: Assist those who need help in any way that you can. Choose your timing wisely when it comes to putting up your paywall. You learn and grow by investing in other people. 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

Ian Blair. He founded BuildFire while he was in college and has grown up to become one of the most successful app builders with 30 employees and close to 10K apps in the app store. His expertise is online marketing and growth hacking. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – David Skok and Jason Lemkin Favorite online tool? — Ahrefs How many hours of sleep do you get?— 7.5 If you could let your 20-year old self, know one thing, what would it be? – Ian wished he would have taken a crash course on how the world actually works Time Stamped Show Notes: 01:55 – Nathan introduces Ian to the show 02:37 – BuildFire is a mobile app building platform that allows non-technical people to build their own app with no coding required 02:50 – BuildFire is like the WordPress for mobile app 03:18 – BuildFire allows customization 03:36 – Ian started BuildFire in college 03:40 – BuildFire has a reseller program 04:18 – In 2013, they were making $300K a year 04:32 – It was just for white labelling 04:42 – BuildFire was officially built with the technology in 2014 05:02 – BuildFire has raised $2.5M so far in a convertible note 05:46 – It was in 2015 when BuildFire broke their $1M a year mark 06:20 – In January of 2016, BuildFire 2.0 was launched where they added customization 06:48 – Since then, things took off 07:05 – In December 2016, BuildFire was doing a little less than $300K a month 07:33 – This year, BuildFire is developing 07:59 – BuildFire has an ongoing subscription fee and upfront payment 08:20 – BuildFire is getting close to $200K a month for their SaaS side 08:33 – BuildFire is now leaning more into their professional services 09:15 – Total number of customers 09:25 – Customers pay starts at $59, $149 or $499 a month 09:50 – Average a month is around $400 per customer 10:40 – Team size is 40 10:57 – Ian self-funded BuildFire initially 11:11 – Their current CTO started the initial development for BuildFire 12:00 – BuildFire gets customers mainly through online marketing 12:20 – Paid ads spend is around $10K a month 12:30 – BuildFire also has a lot of organic traffic and they're going to tradeshows as well 13:48 – Monthly logo churn 14:25 – Revenue churn 14:50 – BuildFire is on its way to a more predictable revenue model by the end of 2017 15:31 – CAC 17:00 – SaaS businesses are capital intensive 20:00 – The Famous Five 3 Key Points: Listen to your customers and make adjustments to your products depending on their needs. Online marketing is a necessity for every businesses. College won't teach you how the real world works. 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

Jae Kwon. After graduating from Cornell in 2005 with a BS degree in Computer Science, he worked as a developer at Alexa and Yelp and has co-founded iDonethis, a productivity service. He since worked on open-source projects including a CoffeeScript compiler and interpreter written in Javascript, an end-to-end encrypted email system called Scramble.io, and a cryptocurrency exchange. He invented and refined The Tendermint Consensus Algorithm with the aim of liberating the blockchain from the costs and drawbacks of proof-of-work mining. His mission is to make the technology more accessible in order to accelerate the adoption of decentralized ledger technology. Famous Five: Favorite Book? – Snow Crash What CEO do you follow? – N/A Favorite online tool? — GitHub and Chat 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? – "Find the problem and solve it" Time Stamped Show Notes: 01:37 – Nathan introduces Jae to the show 02:46 – Bitcoin is something that you want to be small and accessible 03:10 – Blockchain is not owned by any entity but is still secure 03:24 – Tendermint is one of the engines that enable the creation of blockchain 04:05 – Tendermint's partner in Europe is Ponton 04:46 – Tendermint was initially self-funded by Jae 05:03 – Jae saw the need to build Tendermint 05:08 – People were struggling with bitcoin fork 05:51 – Proof of work is how bitcoin secures itself, which is like a lottery system 06:40 – The transaction fee for block reward in bitcoin is much smaller 07:55 – Proof of work in the blockchain has its drawbacks 08:30 – The validators are the users of Tendermint—they validate the block and sign off and vote on what the next block should be 09:20 – Jae's opinion on Dash's masternode 09:50 – Cosmos is the internet of blockchain 10:18 – Jae has all in his money in Tendermint 10:31 – Team size is 20 10:40 – Tendermint was funded through a fundraiser 11:00 – "We avoid the term ICO because we don't want to be associated with a security offering" 11:13 – Tendermint released their own token and they'll create the cosmos hub 11:30 – The tokens will allow you to vote on the blockchain 12:10 – Tendermint had a cap of $17M 12:32 – They were accepting bitcoin and ether in exchange of an atom 13:00 – Part of the liquidation went to the Cosmos software and development 14:00 – Out of the $17M, less than $3M has been liquidated so far 15:47 – The Famous Five 3 Key Points: The block reward in the blockchain allows people to not just earn tokens, but contribute as well. Keep your liquidation conservative and focus on the development of your product. If you see a problem and you think you can create the solution, DO IT. 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

Mateo Munoz. He's the COO and managing director of the Americas for Duuzra or Duzzra Group. Mateo has been a crucial part of the management team that helped the company turnaround from group consultancy to its second series A and is leading it from its service-based model to a SaaS-based model. Famous Five: Favorite Book? – Never Eat Alone What CEO do you follow? – Falon Fatemi Favorite online tool? — Glow Baby and Slack How many hours of sleep do you get?— 4.5 If you could let your 20-year old self, know one thing, what would it be? – "Listen a little bit more" Time Stamped Show Notes: 01:49 – Nathan introduces Mateo to the show 02:25 – Duuzra was launched in 2012 as an event technology company 02:35 – It was on prem and they've worked with different companies 02:58 – They saw where the market was going; so, they started a solution on the cloud 03:18 – They got a little bit of the model wrong and there was some mismanagement 03:31 – They've burned $3M from 2012-2015 03:40 – Their current CEO is from a venture-traditional bank 04:14 – Duuzra then rolled over and Mateo had to deal with the IRS because of their back taxes 04:52 – Duzzra Group is from UK 05:15 – Duzzra was opened up in USA as an Inc. founded by the original management group 06:12 – Duzzra had their Series A 06:45 – In 2016, Duzzra made over £2M 07:12 – Current team size is 30 from the 80 people in 2015 07:19 – Duzzra raised £2.3M in their series A 07:32 – 20 people are in the UK, the rest are remote and are from other countries 08:17 – Mateo was the VP in marketing and he also had his own advertising company 08:42 – Mateo was offered the MD role by the CEO, he also acquired some equity 09:11 – Series A was a typical venture, but it was done through private wealth 09:28 – They're currently looking into raising £5M for series B 09:39 – Duzzra just released their SaaS product coming in as a beta product 10:05 – Target revenue for 2017 10:24 – Duzzra currently has a great team that is doing an amazing job 11:24 – The valuation will be important, but they also want the investors to be happy with their series B 12:30 – Duzzra has invested $400K on their new product 13:08 – An average pay per customer is $2500 a month 13:11 – The benchmark for Duzzra's predictable revenue was the license for the actual event 13:39 – Duzzra is moving to a completely different model 13:51 – Duzzra is now a content delivery and engagement tool with analytics on the back end 13:58 – Applications can be packaged quickly and easily 14:36 – Duzzra currently has 10 paying customers for the SaaS side and they still have their full-service suite 15:13 – CAC is around $3500 17:15 – The Famous Five 3 Key Points: Sometimes you have to accept that there will be loss at times while building a company. If the business can maintain its credibility (even after burning millions) investors will still trust you and will invest. Listen to others and learn from them; don't try to do it all on your own. 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

Sandy Lohr. She's a mother, wife, dog lover and leader of one of the best advertising technology teams in Silicon Beach. Growing up in the industry, she transitioned from client side to tech provider over 2 years ago. Her team strives daily to help local businesses globally find the best customer with her company, MatchCraft. Famous Five: Favorite Book? – Jab Jab Jab Right Hook What CEO do you follow? – Susan Wojcicki Favorite online tool? — Accompany How many hours of sleep do you get?— 5.5 If you could let your 20-year old self, know one thing, what would it be? – "Be humble" Time Stamped Show Notes: 01:44 – Nathan introduces Sandy to the show 02:18 – MatchCraft performs well and keeps its customers 02:46 – MatchCraft is a tech company in the adtech space 02:52 – 2018 will be MatchCraft's 20th year 03:02 – MatchCraft matches buyers and sellers and has mastered the craft for doing so 03:10 – MatchCraft has 2 founders who came up with the strategy in 1998 03:21 – Sandy is the CEO and she joined MatchCraft 2 years ago 03:40 – MatchCraft acquired the client side of the company in 2014 03:50 – MatchCraft has a technology platform that helps run programmatic searches 04:15 – MatchCraft has been doing it a long time with scalability 04:50 – MatchCraft is a managing service and SaaS model 04:59 – The managing service is 70% of the business 05:46 – MatchCraft doesn't work with any merchants 06:06 – Resellers of MatchCraft have over 6000 sales reps globally 06:23 – Resellers pay MatchCraft their media fee 06:35 – For the managing service, the fee is 17% to 12% depending on the volume 07:08 – MatchCraft has strategy discussions with their resellers 07:27 – The SaaS model varies, too 07:57 – MatchCraft provides ad copy in different languages and formats 08:50 – On the SaaS side, fees can go up to 7% of media spend depending on the volume 09:50 – MatchCraft is a privately held company 10:33 – Prior to MatchCraft, Sandy was on the client side and she was working for Advance Publications Inc. 11:30 – Sandy shares what she was doing prior to MatchCraft 13:15 – Advance Local Inc. bought MatchCraft and Sandy is now the active CEO in MatchCraft 14:08 – Sandy's background has always been in marketing and she enjoys learning about technology everyday 14:25 – MatchCraft's team size is nearly 100 and they promote diversity with their global offices 15:13 – MatchCraft doesn't have to raise capital 15:39 – "We have extremely aggressive goals" 16:19 – MatchCraft has grown 26%, year over year 16:45 – MatchCraft has processed more than $100M ad spend annually 17:03 – Sandy's opinion on the idea of Time being sold and what she would do if they buy one of Time's brands 19:43 – The Famous Five 3 Key Points: There's nothing you cannot learn that you really WANT to learn. If your product is performing well, people will remain loyal to you and to your product/service. Acquiring a company requires your due diligence—make sure it's WORTH it. 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