SaaS Interviews with CEOs, Startups, Founders

Gustav Mellentin. He's the founder and CEO of Adform in the adtech space. Before that, he was an engineer in the banking world with an MBA, and was also doing consulting. He just recently came back from a European holiday. Famous Five: Favorite Book? – Daring Greatly What CEO do you follow? – Jorgin Vig Knudstorp Favorite online tool? — Vivino Wine App 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 bold and do what you think is right Time Stamped Show Notes: 01:46 – Nathan introduces Gustav to the show 02:20 – Gustav shares his European holiday experience 02:30 – It was pure leisure 02:50 – Adform is a tech company that has developed an ad tech platform 03:13 – Adform typically takes a percentage of the spend in the trading model which is on a monthly fee 03:27 – Adform also has a per usage model for their application software 03:50 – Average fee from the data model starts at $5K 04:23 – Most of the revenue from Adform is from the trading space 04:42 – Adform's data model is the fastest growing part of the business and 10% of the revenue comes from it 06:07 – Adform takes around 10% from the trading model 06:21 – Gustav believes 10% is healthy for spend 06:55 – Adform was launched in 2002 07:10 – Gustav shares how they came up with Adform 07:41 – First year revenue 08:15 – Adform has past their million dollar mark in revenue, in 2010 08:40 – Team size is 780 globally 09:01 – Adform was initially bootstrapped, then they raised $5M in equity and $20M from debt 10:23 – Gustav shares about the deal they made 10:40 – "At the end of the day, it's all about trust" 12:50 – Adform has a great management team that is able to manage their number of employees 14:20 – Adform's DMP or data management platform was launched 18 months ago 14:34 – Current number of customers is around a hundred 15:16 – Gustav has flown his whole team in 15:38 – Gustav shares what people do at their end-of-the-year party 16:18 – Target revenue by end of 2017 is $50M to $100M 17:00 – Gustav is one of the major shareholders of Adform 18:00 – Gustav shares what other entrepreneurs could learn from his story of entrepreneurship with his personal relationships 20:27 – The Famous Five 3 Key Points: Zero revenue can turn into millions if you focus on your goals. Keep your people happy and make them feel that they're part of the company's success. Entrepreneurship and personal relationships can grow at the same time. 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 Engman, the founder of companies like Vendemore, Retain24, TaxiSystem and many others and he's also an active investor. One of his companies, which he's now active and an investor in is called Climeon. He's also involved with Proof Analytics, Trigger Bee and many others. Famous Five: Favorite Book? – Inside the Tornado What CEO do you follow? – N/A Favorite online tool? — LinkedIn 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? – "Put learning fast in front of prestige" Time Stamped Show Notes: 01:38 – Nathan introduces Christopher to the show 02:14 – All of the companies Christopher founded are profitable and are growing companies 02:50 – Christopher's biggest exit was Vendemore 03:04 – Christopher ran it for 9 years 03:12 – Vendemore was initially bootstrapped and raised funds 03:51 – The exit was three years ago 04:42 – Christopher and his wife owned 75% of Vendemore 05:40 – Christopher took 50% of his Vendemore exit to start Climeon 05:53 – It has 350 shareholders 06:11 – Christopher believes that Climeon will be the next dominant player in mechanical engineering 07:13 – It is easier to raise funds if you have a number of shareholders 07:28 – The next round for Climeon will be a big round 08:08 – Christopher shares how Climeon works 09:50 – The process of energy transformation inside the Climeon 10:37 – Christopher believes in the potential of Climeon 11:24 – Team size is 40 11:41 – Climeon has less than 10 customers 12:10 – Climeon's target clients are steel plants, cement plants and those in geothermal energy 12:36 – Christopher runs sales and marketing 12:42 – Climeon's founder is in CTO side 12:54 – Christopher shares how he found out about Climeon 13:20 – Christopher's shares in the company is quite big 14:05 – The starting contract value of Climeon 14:40 – Climeon is getting several hundreds of millions of dollars per client 14:51 – Christopher doesn't get commission from the sales 16:40 – The Famous Five 3 Key Points: Building companies isn't always about revenue, but the value you bring. If you believe in something, go for it. Turning heat into electricity is the future of energy. 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

Daniel Chait. He's the CEO and co-founder of Greenhouse, which designs tools that help create and navigate a new world of work. Daniel has been a technology entrepreneur in New York for nearly 20 years. Before Greenhouse, he co-founded Lab49, a global firm providing technology consulting solutions for the world's leading investment banks. He's a proud graduate of the computer engineering program at the University of Michigan. Famous Five: Favorite Book? – Nudge What CEO do you follow? – Kim Scott Favorite online tool? — Trello 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? – "The dotcom crash" Time Stamped Show Notes: 01:35 – Nathan introduces Daniel to the show 02:10 – Greenhouse sells recruiting software that corporations use to design and execute their hiring process 02:40 – Greenhouse is a SaaS company 02:50 – Average customer pay per year varies 03:05 – The pricing model depends on the size of the company 03:40 – Greenhouse tends to price higher than their competitors' because they offer a premium software solution 04:05 – Greenhouse is in the recruiting software space which is currently crowded 04:15 – Daniel shares some of their competitors depending on the categories 05:10 – The competition is extremely fragmented 05:33 – Greenhouse falls into all the categories, from the smaller ones to enterprise 06:05 – Greenhouse offers three tiers 06:24 – Greenhouse was launched in 2012 06:32 – First year revenue was around $50 07:33 – Post product revenue is around $1M 08:25 – Greenhouse currently has 2000 customers 09:03 – Team size is 195, based in San Francisco and New York 09:30 – Greenhouse has raised $16M from their series C round 09:53 – Daniel enjoyed doing their fund raising and he believes in their investors 10:13 – Every round is different 10:40 – This was the first time that Daniel raised outside the investment 11:19 – Greenhouse has a world-class retention rate 11:36 – 97% of their customers have renewed 11:55 – Most of the team is in inside sales 12:36 – Daniel shares where their expansion comes from 13:11 – Greenhouse's newest product is Greenhouse CRM which is still in beta 14:10 – The inside sales team job is heat mapping the products used by a customer 14:41 – The expansion is through additional growth 15:15 – LTV-CAC ratio 15:48 – "We have a healthy ratio" 16:04 – Payback period 17:00 – The weirdest thing Daniel did to acquire new customers 17:43 – They went from market research to marketing 17:57 – ARR 18:07 – Daniel on hitting the $50M ARR mark by end of 2017 19:40 – The Famous Five 3 Key Points: Create something that will make you stand out in a competitive and crowded market. Focus on how you can increase your customer retention rate—perhaps it's by adding new products that will better serve them. Raising a capital round can help you gain new customers. 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

Todd Fisher. He's the co-founder and CEO of CallTrackingMetrics, a top rated call automation and lead management platform serving over 30K businesses around the globe. Todd developed the initial software and continues to be the driving technical force behind the company. He has also made a number of notable developments in the technical field, especially within the Ruby on Rails community. Famous Five: Favorite Book? – N/A What CEO do you follow? – Elon Musk and Steve Jobs Favorite online tool? — it 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? – "Get your shit together" Time Stamped Show Notes: 01:30 – Nathan introduces Todd to the show 02:00 – CallTrackingMetrics has 30K paying customers 02:45 – CallTrackingMetrics sells phone numbers and provides functionality and features to those 03:08 – It can track which ads resulted to a phone call 03:27 – CallTrackingMetrics was launched in 2011 03:40 – Todd started with Revolution Health Group in 2005, then in Captico in 2008 04:24 – Todd started with a website that accepts credit cards for CallTrackingMetrics 04:58 – Todd met his wife in 2008, and who is also part of the CallTrackingMetrics company 06:00 – First year revenue was around $10K MRR 06:26 – In 2012, CallTrackingMetrics had 1700 customers which became 5K in 2013 06:43 – Currently, they're passing 30K customers 07:05 – Todd shares how they increased the number of their customers 07:42 – The first few customers found CallTrackingMetrics through a small landing page which was put into Google AdWords 08:30 – Todd's conversation with Living Social's founder, Erin 08:55 – Todd learned the RIGHT way to target customers through AdWords the HARD way 09:28 – Todd tracks their own app 09:46 – Last month, they spent 6-figures on AdWords and they also did other paid channels 10:49 – Average CAC 11:20 – Customers pay an average of $2K a month from a marketing agency 11:46 – Call tracking is an enhancer for their campaign 12:08 – CallTrackingMetrics has two types of customers 12:43 – 20% of the 30K customers are marketing agencies 13:16 – Last month's MRR is around $1.2M 15:04 – Churn is around 6% monthly 15:43 – Team size is 23, 15:55 – 3 in sales, 2 in marketing, 5 engineers and most are in support 17:35 – The Famous Five 20:08 – CallTrackingMetrics is totally bootstrapped Key Points: Continue to explore what you want to do until you find something that will make you content and happy. Ask around for opinions and don't make decisions out of frustration. Create something that adds value and brings joy to others. 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

Maria Seidman. She is the CEO and co-founder of Yapp, the top platform for event applications. Prior to Yapp, she was the GM for mobile and VP for Warner Bros. Digital Distribution. She has her MBA from Stanford and her BA from Yale and resides in New York City. Famous Five: Favorite Book? – How What CEO do you follow? – Stewart Butterfield Favorite online tool? — FullStory and Slack How many hours of sleep do you get?— 5-7 If you could let your 20-year old self, know one thing, what would it be? – "Take more risks" Time Stamped Show Notes: 01:41 – Nathan introduces Maria to the show 02:29 – Yapp already has 85K apps published on their platform since they started 02:28 – Yapp was founded in 2011 and launched in 2012 02:56 – Maria left Warner Bros in 2010, then she met her co-founder for Yapp and they started in 2011 03:40 – Yapp's market is professional events or the "mice industry" 03:54 – Yapp provides event technology for organizers who are in corporations or associations 04:25 – Yapp isn't for casual events 04:56 – Yapp is a SaaS business and charges monthly fees 05:17 – Nathan shares how his former business, Heyo, was seasonal and the churn was difficult to manage 05:40 – Maria shares how Yapp attracts customers because of its affordability and its ability to adapt to different types of events 06:10 – Yapp has an internal communications tool 06:44 – Most customers are having multiple events per year 07:00 – Yapp's pricing starts at $400 up to their volume pricing which is annual 07:32 – Small organizations tend to avail of Yapp more 08:34 – Team size is 5, all remote 08:48 – 3 are engineers, 1 in marketing and Maria is in charge of other tasks 09:12 – Yapp started with a small debt round for capital, but was bootstrapped after the growth 10:19 – The investors were supportive of Yapp 10:45 – Maria aims for Yapp to be a group of tools targeting marketing and events 12:14 – Yapp is in a competitive market and can't share their numbers 12:42 – Yapp is focused on their ARPU and is going deeper on the enterprise 13:16 – Maria shares the weirdest thing she did to get customers was sneak into tradeshows 15:45 – The Famous Five 3 Key Points: The seasonality of the business affects churn drastically so having a second revenue stream is a must. Smaller groups are having more events than corporations are having within the frame of a year. Applications that are versatile get more users, especially from the business market. 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

Spencer Coon. He's the co-founder of HiBox.co and Joincube. He has over 5 years of experience in enterprise collaboration software and 7 years working internationally. He has managed teams across 3 continents and 5 countries. Previously, he was in investment banking at JP Morgan in New York City. Famous Five: Favorite Book? – Black Swan What CEO do you follow? – Elon Musk Favorite online tool? — Intercom 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? – Spencer wished he knew that technology was going to be more of his passion Time Stamped Show Notes: 01:50 – Nathan introduces Spencer to the show 02:20 – HiBox is a collaboration app for teams 02:31 – It has an artificial intelligence to bring everything together and enhance productivity 03:19 – HiBox is a SaaS model with a 14-day free trial 03:30 – It has 3 different versions, including a pro version and an enterprise version 03:57 – ARPU is $32 a month 04:03 – An average account has 7-8 people 04:55 – Spencer wanted to have his own product, so he left JP Morgan 05:13 – He wanted to create something tangible and has been passionate about Latin America 05:39 – Spencer started HiBox in Buenos Aires 05:46 – It's less competitive to start a business in Latin America with talented people and their rates are more competitive 06:16 – There are 5 people on the tech team and 15 people in total 06:28 – Most of the team is in Barcelona 06:36 – Spencer left JP Morgan in 2012 and went to another company where he met his now business partner 07:28 – First year revenue was less than $10K 07:43 – HiBox is Spencer's first baby as an entrepreneur 08:00 – Spencer used up his savings to start HiBox 08:41 – HiBox has raised some seed rounds 08:54 – It was more difficult to access VC funds in the USA because HiBox is based in Latin America 09:16 – They had 2 priced rounds with a total of $500K funds raised 10:00 – Spencer is still in the middle of negotiations for their next round 10:20 – Over 10K companies have signed up to HiBox and there are 35K active users 10:38 – HiBox is their main focus at the moment 10:42 – Joincube is an enterprise social network focused on multi-national companies in Latin America 11:13 – There are 300 companies paying for HiBox 11:30 – MRR is around $10K for the pro version 11:54 – Last month's revenue 13:05 – Joincube will become HiBox corporate 13:34 – Gross monthly churn is 6.2% 15:10 – Spencer shares why their product would still be beneficial for their clients after the upgrade 15:46 – It's almost similar to Intercom, but better 16:00 – CAC is $233 16:10 – Most are used for online ads 16:26 – It is a fully weighted CAC 16:38 – $3K was spent on paid advertising last month 16:57 – Spencer is hoping that the business will be profitable at the outset 17:32 – They're doing as many tests as they can 18:05 – ARR target by the end of 2017 19:00 – Weirdest thing we ever did to acquire clients was tell them I lost a bet and would give them a 50% discount forever 20:00 – Gross margin 20:48 – The Famous Five 3 Key Points: It's never too late to start your entrepreneurial journey. Starting your business in a country with less competition is a cost-efficient and wise decision. An upgrade should NOT affect customer loyalty and their experience with your product. 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

Spencer Bogart. He's a managing director and the head of research for Blockchain Capital, the premier venture firm for investing directly in the blockchain companies. Prior to joining Blockchain Capital, Spencer was a VP of Equity Research where he covered traditional software and internet stocks. He had his first industry report on blockchain technology and is the most active analyst covering bitcoin. Famous Five: Favorite Book? – Zero to One What CEO do you follow? – Balaji Srinivasan Favorite online tool? — Telegram 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? – "I just wish I would have spent more time on bitcoin" Time Stamped Show Notes: 01:48 – Nathan introduces Spencer to the show 03:10 – Crypto hedge fund has created a "honey pot" for hackers 03:18 – The "honey pot" is actually bigger on the exchanges 04:23 – Most companies are now making bitcoins more accessible 04:45 – Spencer shares how to use Coinbase 05:00 – Spencer has predicted that there's a sub 25% chance that the US SEC is approving a bitcoin ETF 05:21 – It is difficult for regulators to get comfortable with bitcoin 05:30 – Spencer shares the pros and cons of approving a bitcoin ETF 06:02 – There has been changes in US SEC's administration that could be favorable with the approval 06:39 – There's an ETF that was disapproved, but appealed and it was then granted 07:34 – There are speculators who moved in beforehand 08:03 – Blockchain Capital is a VC firm that has focused on blockchain for the last 4-5 years 08:14 – The last fund they did was their own ICO 08:23 – Their cap was a $10M offering 08:33 – Their offering's sold out in just 10 minutes 08:50 – They are currently raising their fourth fund 09:10 – The industry has been changing consistently 09:36 – "We're just all hands on deck" 10:08 – Blockchain Capital's fund one was $3-5M and fund two was $15M 10:40 – Target fund for the fourth one is $250M 11:12 – Spencer shares about their Civic deal 11:50 – Civic allows you to provide your identity to others without them getting your identity 12:28 – Civic's ICO 12:50 – Spencer discusses with his team how they handle situations where they had an initial investment of token sales 13:22 – Tokens are not dilutive 13:57 – People who bought into token issuance won't directly benefit from the acquisition of companies 14:08 – There's a lot of demand for under-line technology 15:35 – Spencer shares the problems Civic is trying to solve 16:18 – Civic wanted to sell enough tokens to get the attributions abroad to create an initial user base 16:35 – A company won't sell its equity upfront 17:45 – Spencer made their acquisition and token issuance in two totally different time frames 18:13 – Token offerings have different models 20:19 – Nathan asks Spencer how an entrepreneur can manage his money in order to run the business vs. what to keep 20:31 – Most of the funds that have been raised should be converted to dollars so they can pay the bills 21:05 – Spencer is liquidating usually 80% 21:19 – "Do yourself a favor, convert into a currency that you can actually pay your bills in and pay the developers in" 21:57 – Spencer believes that Coinbase is the biggest brand in the space, especially in exchange 22:38 – Nathan asks Spencer, "what if any government starts normalizing crypto?"— the demand for the exchange would decrease drastically 22:58 – Coinbase was incentivized to not see widespread government adoption of cryptocurrency because they need people to put money into their system 23:20 – Spencer believes that if this happens, this will be a high class problem for Coinbase 23:25 – There are companies who are using Coinbase, not just for exchange 26:24 – The Famous Five 3 Key Points: Bitcoin is becoming more accessible to people because of the demand. The government's regulation on cryptocurrency is still in its beginnings. Liquidation of the funds depends on the company's decisions regarding what they need and their what their goals are. 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

Jayesh Parmar. He's a serial entrepreneur with two decades of event industry experience. Currently, he's the CEO and co-founder of Picatic and is listed as one of the world's top 10 tech entrepreneurs disrupting the event industry. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Jeff Bezos Favorite online tool? — Amy How many hours of sleep do you get?— 6-8 If you could let your 20-year old self, know one thing, what would it be? – "Failure is just a data point" Time Stamped Show Notes: 01:44 – Nathan introduces Jayesh to the show 02:10 – Picatic brings people together and does things that are absolutely different from others 02:22 – Picatic has given away a product for free 02:55 – Picatic has changed the ballgame with their pro product 03:13 – Picatic offers Picatic Anywhere which is a new ticketing service 04:00 – The bigger stream for Picatic is the commission-based stream 05:00 – Average pay for Picatic varies 05:26 – Picatic has a basic product which is free and the pro product which is commission-based 05:33 – Base rate is a dollar and commission rate is 2.5% per ticket 05:46 – Stripe is on top of Picatic 06:18 – Enterprise API ranges from $5K to $100K depending on the API calls and ticket sales 06:58 – Event businesses are seasonal, but Picatic has partnered with different venues and organizations that aren't seasonal 08:00 – Picatic was launched in 2008 as a side project 08:20 – Picatic went through Extreme Startup and got $250K with 10% equity 08:33 – Picatic has raised $1.5M as additional capital 09:22 – First year revenue is less than $10K 09:48 – 2015 revenue is less than a $100K 10:05 – As an event organizer, Jayesh wanted to de-risk events 10:31 – Picatic has pivoted from their previous model 11:40 – 2016 revenue 12:22 – The revenue is around $1.2M 12:40 – Team size is 15 based in Vancouver, Canada 13:55 – 2017 goal 14:05 – Picatic grows 100% year over year 14:25 – Jayesh has been going to different events to market his Picatic by being a doorman 16:40 – The Famous Five 3 Key Points: Don't stick with your current business model just because—test other models that your company could benefit from. The online ticketing world is consistently improving. The best way to get your business out there is by marketing it 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

Ransu Salovaara. He's the CEO of TokenMarket, the leading token sale advisory and information hub based on Gibraltar. He's also an advisor for numerous blockchain startups. Famous Five: Favorite Book? – Digital Gold What CEO do you follow? – Travis Kalanick Favorite online tool? — Coinbase 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? – Don't be so arrogant, don't think that you know it all. Listen more, talk less Time Stamped Show Notes: 01:28 – Nathan introduces Ransu to the show 02:00 – In February 2014, Ransu's friend called him and asked if he knew about bitcoin 02:14 – His friend told him to get into bitcoin 02:50 – Ransu is like the Bloomberg of crypto stuff 03:07 – Ransu gets money from the commission of their services to raise money for startups 03:15 – Ransu is involved in Firstblood 03:55 – Ransu shares what he knows about Joe Zhou of Firstblood 04:21 – Christoph of DAO was in Episode 781 of The Top 04:55 – TokenMarket didn't exist yet during the DAO 05:15 – Ransu is getting 7% of their deal with the startup 05:52 – Ransu shares how they advise startups who are looking into raising money 06:28 – Ransu believes that startups focus more on building their company 06:46 – TokenMarket markets ICOs by going into different community platforms 06:52 – BitcoinTalk, Twitter, Facebook and Telegram are some of the community platforms 07:33 – There are 5000 investors in the ICO field 08:40 – Ransu shares why startups won't just use ether 09:38 – Civic is one of the ICOs that TokenMarket just recently advised 09:57 – Civic has a KYC system 10:24 – Civic has raised $33M 11:07 – TokenMarket has advised Edgeless, which is their TokenMarket's first ICO 11:23 – Edgeless raised $3M 13:25 – For the first time, Ransu feels that the USA is falling behind in the crypto world 13:58 – Ransu's rule of thumb for startups 14:50 – Nathan shares why he thinks ICOs are a scam, and how they actually are not scams 17:00 – The hype of crypto explained 17:20 – Ransu believes that crypto is the beginning of the new digital assets era 18:48 – Every month, the market gets better 19:15 – Nathan shares what he thinks about Uber's surge pricing and its relativity with ICOs and the crypto world 20:08 – Modern day businesses and startups are the best concepts to go launch ICOs or token issuance 21:38 – There are ICOs with the same concept as Uber and Airbnb, but are still not at par with the two 22:40 – Ransu often receives different pitches and some have concepts that are difficult to execute 23:00 – An ICO fail because of the team, the market, the demand, their failure to deliver and lack of tokens 24:45 – Transitioning from a regular startup to an ICO is difficult 27:20 – The Famous Five 3 Key Points: Companies looking into their ICO should focus on building their business and strengthening its foundation and service first and foremost. Not all concepts work for an ICO. Cryptocurrency is the beginning of the new digital asset era. 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

Olin Hyde. He's the co-founder and CEO of LeadCrunch.ai, an intelligent demand generation platform that accelerates sales with high precision analytics and content delivery. In less than 10 months since they've launched, the company has grown to more than 90 customers and are getting 300% higher sales conversion rates. Famous Five: Favorite Book? – Humans What CEO do you follow? – Elon Musk Favorite online tool? — Salesloft 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? – Olin hoped he would have known how important linear algebra is Time Stamped Show Notes: 01:38 – Nathan introduces Olin to the show 02:09 – The last exit of Olin was Auto-Semantics that analyzed social media feeds 02:22 – It was sold to ai-one 02:28 – Olin spent 2 years with ai-one 02:38 – LeadCrunch started with healthcare 02:51 – LeadCrunch has beat IBM Watson 02:59 – LeadCrunch is using their targeting technology to help mid-market companies find their next best customers 03:17 – Olin shares why they're targeting SMBs 03:34 – Olin likes to work with people who help others make their dreams come true 03:43 – LeadCrunch's first product was Private Alpha with 1,070 small businesses signups 03:56 – LeadCrunch stays away from the enterprise because they like the idea of democratizing the power of AI to enable everyone to achieve their dreams 04:08 – LeadCrunch's business model is a combination of subscription and on-demand 04:42 – It is still early for LeadCrunch's SaaS model, so most of their revenue is from on-demand 04:53 – With on-demand, LeadCrunch got 130 rebooks from customers in just 90 days 05:17 – Average customer pay is $20K 06:05 – Olin won't call their revenue ARR, but on-demand 06:40 – LeadCrunch has a customer success function 06:50 – LeadCrunch was launched in August 2015 07:27 – Trailing 12 months revenue is around a million dollars 07:36 – Monthly revenue is around $200K in bookings 07:46 – The product was launched in September 2016 08:04 – LeadCrunch was initially bootstrapped and has raised about $2M in capital 08:36 – LeadCrunch has kept the cap of $6M 09:33 – LeadCrunch has around 90 lifetime customers and 55 on their current product line 10:50 – Olin shares the weirdest thing he did to get a customer 11:44 – Gross margin 12:03 – LeadCrunch optimizes for growth and not for margins yet 12:48 – Customer payback period is 2.1 months 13:15 – On-demand customers pay as LeadCrunch delivers 13:36 – LeadCrunch's CAC decreases as they get more customers 13:57 – Paid spent is around $6500 14:41 – LeadCrunch does A/B tests to discover new funnels 14:58 – LeadCrunch is influenced by Traction of Justin Mires 15:18 – LeadCrunch is conservative and capital efficient 15:35 – Team size is 15 16:04 – "We could get cash flow positive in 60 days if we want to" 17:40 – The Famous Five 3 Key Points: Work with people that you believe in the most. Revenue models vary depending on which model works best for the company. Cash flow positive is great, but you shouldn't have to sacrifice your people to reach 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