SaaS Interviews with CEOs, Startups, Founders

Joseph May. He's the founder of the Breton Company. He launched his company in 2016 by running a Kickstarter campaign for a modern day briefcase. Prior to Breton, he worked as an attorney at a couple of different law firms and was director of operations and in-house counsel at a company called Freshly Picked. Famous Five: Favorite Book? – The Shoe Dog What CEO do you follow? – Steve Jobs Favorite online tool? — Grum How many hours of sleep do you get?— 5-6 If you could let your 20-year old self, know one thing, what would it be? – "Keep going" Time Stamped Show Notes: 01:22 – Nathan introduces to the show 01:19 – Joseph left the legal company because there was no fun 01:23 – When Joseph was at Freshly Picked, he found out that he really liked to create products and be part of the design process 01:33 – Joseph had the idea of Breton when he was in Italy 01:59 – Joseph was 33 when he left Freshly Picked where he was getting $70-80K 02:28 – Joseph had kids when he started Breton 03:28 – Joseph is showing Nathan an example of the briefcase 03:45 – On Kickstarter, Joseph did $240K and $280K for Indiegogo 03:54 – Kickstarter is the biggest website to start and Indiegogo has Indiegogo on demand 04:29 – The total for both campaigns was 1200 units 05:00 – At Freshly Picked, Joseph learned a lot about Instagram marketing 05:38 – Zach from Episode 178 had his hand on the Kickstarter campaign and has a network which has done over $60M in funding campaigns 06:00 – Zach worked with Joseph 06:38 – Joseph had a lot of manufacturing contacts from Freshly Picked 06:44 – Joseph got a quote from overseas and moved their manufacturing to Asia, switched up their whole campaign and changed the price point 07:14 – Breton is totally bootstrapped 07:47 – Total sales as of today is $400K in revenue and 1900 units 08:06 – Goal for 2017 is to launch more Kickstarter campaigns 08:37 – The bestseller is the modern day briefcase which is $199 08:54 – It takes around $65 to produce a bag 09:04 – The leather is from Italy 09:16 – Jeremy really wants to have a high-quality bag 09:26 – $20-30 dollars is spent on marketing per bag 09:58 – Average profit per bag 10:28 – Jeremy had dark traffic on ly 10:42 – There's no exact influencer who has driven the most sales to Instagram 10:51 – Mollyblogger has sold 17 units within an hour 11:07 – Mollyblogger is Joseph's friend 11:25 – For every $500 per post, Jeremy expects to get 5 sales 11:33 – Breton now has 40K followers 11:50 – It's difficult to calculate the return because it takes time before a customer purchases 12:21 – Joseph had a campaign in Fall where he had help, but now he's doing it on his own 12:40 – One of Joseph's growth strategy is to get people on their email list 12:44 – The main focus now is to make people aware of Breton and aggregate the information 13:40 – The bags are made with wax cotton which is water-resistant 14:03 – Customers often look for the look 14:30 – The bags are made to last 14:38 – Team size is 2.5 14:51 – Joseph won't give up a part of the company 15:49 – "I don't know exactly what we're doing" 16:48 – Chubbies Shorts is effectively using Instagram 16:55 – Breton's Instagram 17:24 – There's a big percentage of women buying the Breton bags, too 18:58 – The Famous Five 3 Key Points: Choose a job where you can earn and have fun at the same time. Nurture your connections and network. Don't give up a part of your company if you're not confident doing so. Resources Mentioned: 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 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

Jeremy Ozen. He's the president and co-founder of Vistar Media. He was previously a Goldman Sachs European Special Situations in London monitoring a portfolio of venture investments. He also has a BS in Material Science Engineering and a BSc in Finance from the University of Pennsylvania. Famous Five: Favorite Book? – Sam Walton's Biography What CEO do you follow? – 3G Capital Founders Favorite online tool? — Gmail Calendar 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? – Jeremy wished he had not taken life so seriously and not every day is the end of the world Time Stamped Show Notes: 00:43 – Nathan introduces Jeremy to the show 01:15 – Vistar Media connects a technology to a software that runs digital billboard 01:35 – Vistar Media makes money by selling the technology or ads to the advertisers or agencies 01:52 – Vistar Media pays the media to access the platform then charges advertising agencies to use their technology 02:18 – VistarMedia doesn't have a financial risk because the system is a real-time system 02:28 – There is a real-time buying of ad inventory 02:53 – VistarMedia's technology can adjust to digital ones 03:06 – VistarMedia uses data for telecoms especially the location data of consumers to analyze where the consumers are within a day 04:20 – Jeremy started with Goldman Sachs in London 04:45 – Goldman had 2 groups, one is in stocks and the other is the special situations 05:20 – Jeremy stayed with Goldman for 2 years 05:22 – Jeremy then went to a hedge fund based in Monaco 06:12 – Jeremy became friends with people in Monaco 06:30 – There was a guy who has a very successful business in Poland 07:31 – Jeremy accepted and liked the concept of knowing something that is already working 08:10 – Jeremy has a friend who was working for a company that was founded by Google in 2010 08:23 – They're one of the first to do programmatic advertising 08:59 – Jeremy then realized that what this company was doing for online advertising would eventually be the way for every type of advertising 10:54 – When Jeremy started, they knew the out-of-home advertising space was growing in terms of how much is digital 11:19 – Vistar Media needed to work with different media outlets explaining to them how to integrate into their system 11:28 – The idea of programmatic advertising was totally foreign to them 11:39 – Vistar Media was launched in 2012 12:48 – Team size is 55 12:52 – Vistar Media raised in 2013 a convertible round 13:15 – Vistar Media hasn't raised a series A and will not raise one 14:01 – The biggest expenses of Vistar Media is the cost of media 15:20 – Jeremy has thought of buying Upfront 16:01 – Vistar Media has a difference in capital with the billboard guys 16:43 – Jeremy would describe themselves as the biggest billboard company in the USA 16:46 – They have all these big partners that work with them 17:29 – Vistar Media is bringing the billboard companies new money 18:02 – Vistar Media is the only player of programmatic advertising out-of-home 18:15 – $7B has been spent on billboards annually 18:27 – Jeremy is now 31 18:51 – Personally, when Jeremy started Vistar Media, they thought they were building a VC tech like business 19:12 – Jeremy built a business to have an exit at some point 19:48 – The best way to grow your value is by growing your business 20:05 – Jeremy is paying himself $50K a year 20:35 – Goal for 2017 21:45 – The Famous Five 3 Key Points: Going from one field to another is not that difficult if you really want and need a change. You grow your value by growing your business. There's a time to work hard and a time to play hard. Resources Mentioned: 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 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

Dani Golan who oversees strategy, a go-to market, and overall company operations at Kaminario. Previously, Dani served as president and general manager of Performix technology which was acquired by Nice Systems in 2006. Prior to Performix, he served as an executive responsible for leading new ventures at EMC. He holds a BSc of electrical engineering, summa cum laude at Technion – Israel Institute of Technology and an MBA from The Kellogg School of Management at Northwestern University. Prior to his professional career, Dani served as a fighter pilot and officer in the Israeli Air Force. Famous Five: Favorite Book? – The Goal What CEO do you follow? – N/A Favorite online tool? — Skype How many hours of sleep do you get?— Quite inconsistent If you could let your 20-year old self, know one thing, what would it be? – Dani would tell himself to focus on what's important Time Stamped Show Notes: 00:44 – Nathan introduces Dani to the show 01:33 – Being a fighter pilot and an entrepreneur are similar things for Dani 01:57 – Kaminario is an infrastructure for the cloud 02:47 – Kaminario brings efficiency to data sets, data centers and data bases 02:50 – Kaminario is the development of net generation data storage infrastructure 03:02 – Most of Kaminario's customers are net generation business models 03:13 – They needed a completely different data infrastructure that can grow with them 03:37 – Legacy enterprises generates more data 03:51 – Kaminario has raised a total of $280M including their latest round of $75M 04:30 – Kaminario is dealing with 2 of hottest markets in IT: flash and cloud 04:42 – Flash created the opportunity for Kaminario to be in the greatest revolution for IT 05:40 – If you're pushing your valuation to perfection, there is no perfection in IT 06:05 – Make sure you have a fair valuation for your company 06:24 – The sentiment of investors is that they appreciate the growth in the past but now they're asking for real businesses, especially when it comes to IT 06:49 – Investors want to see pass the profitability 07:09 – Kaminario is closed to profitability 07:30 – Kaminario's past investors have also participated and shared significantly 09:00 – Businesses should protect their employees 09:44 – When you are getting money for the company, 3 means you have to get $3M to the investors 10:40 – "Valuation is bullsh*t if you have crazy terms" 10:50 – Employees are far more important than actual valuation 11:05 – Kaminario was launched in 2008 on April fools' day which is the same as Apple 11:57 – Kaminario now has thousands of customers 12:21 – How fast a specific customer is going to buy more is one of the metrics that Kaminario measures 12:51 – Kaminario is doing serve and apply which is software, hardware and service 13:30 – Kaminario sells to cloud providers or to the SaaS companies 13:44 – The SaaS is the larger revenue source 13:57 – By 2019, the total cloud market will be 175B 14:03 – Around 120B are SaaS companies 15:32 – SaaS companies charge their customers monthly 15:37 – SaaS companies pay Kaminario a one-time fee for infrastructure 15:46 – There is an on-going payment for maintenance 16:20 – The expansion revenue 16:28 – If a SaaS company started with $300K, they will go over $1M by the end of 12 months 17:45 – Team size is 250 but the inside sales team isn't that big 18:17 – Kaminario has a presence in the market 18:57 – Data grows exponentially every year 19:23 – Normally, customers would start cautiously and would just eventually gain trust in Kaminario 19:55 – First metric to measure the 3x growth is by capacity 20:45 – Kaminario is the most scalable product in the market 20:50 – Kaminario can fit roughly 12 terabytes of 400K iPhones 21:48 – Kaminario has never lost a customer 22:00 – Kaminario is a big funnel 22:12 – Kaminario's revenue stream is 50% from new sign-ups and 50% from existing 24:04 – Kaminario's last round was closed in Q4 of 2016 24:41 – When you are in Kaminario's business, it's not a sprint, it's a marathon 25:00 – Kaminario's number one competitor is EMC 26:06 – The Famous Five 3 Key Points: Valuation is useless if you're aiming for perfection, there will always be flaws. Focus on keeping your employees and customers happy. A customer won't easily trust a product at first so you have to earn that trust, ensuring they stay longer. Resources Mentioned: 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 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

Jay Jumper. He's the founder, CEO and President of SIGNiX. As a highly regarded entrepreneur, Jay has worked to establish the company as the leading cloud-based digital signature solution which is a hot space. He has more than 20 years in financial services and technology management experience. Additionally, Jay graduated from University of Tennessee in 1985 with a BS in marketing. Famous Five: Favorite Book? – Trump: The Art of the Deal What CEO do you follow? – Jeff Bezos, Warren Buffett and Mark Cuban Favorite online tool? — Email 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? – Jay would tell himself that hard work and perseverance outdoes anything else Time Stamped Show Notes: 00:45 – Nathan introduces Jay to the show 01:33 – SIGNiX is the only cloud-based digital signature company in North America 01:44 – SIGNiX is an independent e-signature solution 02:00 – Jay shows Nathan a visual of a cloud-based digital signature 02:08 – Put a signature on the overlight, not on the document 02:48 – You depend on the e-signature vendor to be around forever so they can validate the signature 02:56 – On the overlight is a hyperlink that redirects the person to the e-signature provider 03:38 – With SIGNiX, every signature is embedded onto the document 03:52 – SIGNiX is a SaaS model 04:08 – SIGNiX focuses on security 04:32 – 80% of SIGNiX is sold to software partners 04:37 – SIGNiX enables software partners to capture the e-signature market that is sitting on their software 05:05 – Software partners can privately label SIGNiX so they can rebrand it according to whatever the product is 05:25 – SIGNiX does a revenue share with their software partners 05:32 – SIGNiX gives their software partners a highly robust digital signature solution 06:08 – SIGNiX's pricing on their website 06:10 – $240 per seat equals to 240 transactions a year 06:22 – SIGNiX's emphasis is on supporting their partners 06:54 – SIGNiX goes to different industries and tries to match pricing based on the industry 07:37 – SIGNiX has very robust APIs which is the core of the business 08:11 – The key things that SIGNiX offers: everything is embedded in the document and documents can be deleted from SIGNiX 08:18 – A dependent e-signature always has 2 copies, one for the company and one for the customer 09:04 – What SIGNiX is doing is much more difficult 09:30 – Team size is 50 10:00 – SIGNiX was launched in 2002 and was acquired from another company 10:12 – ProNvest is a robo advisor that Jay also owns 10:45 – SIGNiX is a bigger revenue stream for Jay 10:57 – The market for e-signature is very large 11:35 – ProNvest provides management counseling to the 41K marketplace 11:47 – In 2007, more people in 41K are taking their money out rather than contributing 12:06 – Jay really wanted a tool set to work with their 41K providers to help them retain their assets 12:17 – Jay wanted the providers to retain their assets through electronic signatures 12:24 – SIGNiX called Jay 12:40 – The company was struggling and Jay became an investor in the company 12:52 – Jay invested around 50% of the company 13:05 – There was an offer from a public company to buy the company after Jay invested 13:22 – The offer was 5x what Jay paid for 14:00 – In 2001, it was good to have a ".com" but in 2002, Jay needed to have revenue 14:23 – Jay saw the need for having SIGNiX regardless of its previous company struggles 14:33 – Jay really bolted SIGNiX and passed it on an incubator 15:04 – The previous company just spent money on the technology and was burning cash 15:43 – SIGNiX now has 670K customers 15:52 – It is a combination of seats and customers 16:30 – Average MRR 16:57 – SIGNiX gives discounts to their partners 17:18 – If you're working with a software company, you have to figure out a number that works for their customers 18:02 – The number that Jay gave was an annual number 18:20 – SIGNiX does not focus on their competitors because they have a very different product 18:48 – SIGNiX wants to go and find the top software developers in every industry and partner with them 19:03 – First thing that SIGNiX looks for in a software partner is their position and role in their particular industry 19:10 – Ziplogix partnered with SIGNiX and named their solution, Digital Ink 19:25 – SIGNiX has a large portion of realtors in their network 19:35 – SIGNiX doesn't mind being behind the scenes 19:55 – SIGNiX is not a reseller and it becomes the key feature of the product 20:18 – SIGNiX doesn't have a standard percentage split because it varies per company 20:49 – Jay did a lot of self-funding for SIGNiX, but has also raised capital which is an 8-figure total 21:18 – ProNvest is the largest investor in SIGNiX but they needed outside investors to scale 21:38 – The funding rounds SIGNiX had in 2016 had a total of around $90M 23:30 – The Famous Five 3 Key Points: Develop and scale your product until you become a totally different product from your competitors. A business that is struggling does NOT mean that it will struggle forever; decide if the company is worth acquiring and if you can grow it into a profitable business. It's okay if you're not in the limelight—so long as you're getting paid and revenue continues to multiply. Resources Mentioned: 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Niko Skievaski. He's the co-founder of Redox, a modern API for healthcare. He also used to do some work at Epic. Famous Five: Favorite Book? – Moments of Magic What CEO do you follow? – Judith Faulkner Favorite online tool? — Calendly 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? – Niko would have asked himself to start something rather than working in a big bank Time Stamped Show Notes: 00:40 – Nathan introduces Niko to the show 00:59 – Redox connects applications to software developers 01:04 – Redox's business model is licensing connections to various healthcare systems 01:25 – Niko deals with healthcare because he believes it is important 01:33 – Niko has also talked to developers that made an impact on patients' lives 01:46 – "From our perspective, we really see a technology innovation healthcare something that is absolutely needed" 02:20 – Redox charges software developers and software developers charge the healthcare system 02:38 – Redox initially becomes a sub-contractor of software vendors 03:21 – Redox charges per the number of connections a developer has in the healthcare system which is a monthly model 03:48 – Depending on the interface, the charge changes a bit 03:52 – It is a SaaS model 04:08 – Most developers connect to 1-3 healthcare systems 04:15 – Each connection system is around a thousand dollars 04:25 – Redox was founded in 2014 04:34 – Niko was in the corporate world and was working at Wells Fargo 04:46 – Niko went to Epic to get his hands on data because he studied Economics and wanted to understand what he could do to improve the healthcare data 05:07 – When Niko got to Epic, they didn't actually have the data 05:17 – Niko learned a lot from Epic about the provider workflow 05:29 – Since healthcare is digitized, the challenge is how to get the data out of the cloud to software developers 05:43 – Niko's CTO and co-founder, James, was helping startups hook up with various healthcare systems 05:59 – The idea of Redox is to make an engine that can scale across multiple health systems 06:16 – Redox was bootstrapped and has raised capital 06:30 – Niko and his co-founder have started different companies until they decided to do Redox 06:50 – They brought in another co-founder to round up Redox 07:00 – Niko and his co-founders worked in a co-working space and saved some money from their consulting gigs 07:21 – Redox raised a small seed round of $350K in 2014, then they hired some developers 07:40 – The co-founders were only getting $35K each when they were starting 08:05 – They made sacrifices in order to start Redox 08:51 – They have to convince themselves that if things don't work, they just have to get a job 09:11 – Entrepreneurs can easily get a job 09:30 – Redox has raised a couple of rounds 09:40 – The first application they had can determine the amount of blood loss by taking a picture 10:06 – It took Redox 10 months to get live with their first customer 10:17 – Redox raised their round A early 10:29 – The developer community was really excited and was supportive of Redox 10:52 – Redox was getting 1K MRR from their first customer 11:00 – The first round was a priced round 11:11 – You can raise based on your traction or based on potential 11:28 – Redox was based on potential 11:38 – Redox's pitch to their investors 11:40 – Digital health is one of the fastest growing spaces for venture capital 11:44 – There are too many companies trying to start something innovative in the healthcare space 11:47 – The common problem that they have is sharing data with the legacy system 12:10 – Redox really has a great team 12:30 – It's not about the MRR, it's about the potential of working with the army of software developers who are innovating in this space 12:53 – Redox's marketing strategy is getting the developers first, then the developers will drag Redox to the healthcare system 13:10 – Valuation 13:24 – Redox has closed another $9M with their series B round in January 13:40 – Total amount raised is $14M 13:48 – The new additional investor is Intermountain Healthcare System 14:20 – Redox currently has 100 healthcare systems across USA 15:13 – Redox has around $400K MRR 15:45 – Customer churn 16:13 – CAC 16:44 – Team size is 35 who are mostly developers 16:59 – Redox is a developer platform 17:06 – Most are based in Wisconsin and some are based around USA 17:46 – Niko won't sell Redox even if they already had an acquisition offer before 18:08 – Niko didn't think that the company acquiring Redox would be able to solve the problem as fast as Niko and the team 18:32 – Niko will accept an acquisition offer only if the company will be able to do it faster than Niko and the team 19:50 – The Famous Five 3 Key Points: The continuous innovation in the healthcare space needs a data source that is stable. Stick with your principles and be focused on where you want the company to go. Raising capital can be based on your traction or the potential of your business. Resources Mentioned: 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Felix Van de Maele. He's the CEO and one of the co-founders of Collibra which he took the idea of funding to more than years of record growth and industry leadership. He's responsible for the company's global business strategy. Prior to Collibra, Felix served as a researcher at the Semantics of Technology and Applications Research Laboratory at a university in Brussels where he focused on the technology crawlers on the semantic web and semantic data integration. He holds a masters in computer science and software engineering from that university and masters of general management from Vlerick Business School. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? – n/a Favorite online tool? — Evernote 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? – "I won't change much" Time Stamped Show Notes: 00:39 – Nathan introduces Felix to the show 01:33 – Collibra is a SaaS company helping larger organizations to better find, understand and control their data 01:47 – Collibra started in financial services 01:53 – Every bank needs data governance, which is what Collibra does 01:58 – Data governance is needed for regulatory compliance 02:16 – Collibra now covers different industries 02:25 – Collibra was launched in 2008 02:31 – Collibra raised capital 02:40 – Collibra raised a seed round of €800K as Felix's first company 02:48 – They bootstrapped after their profitability tripled every year 00:57 – They've raised their first bigger round which is a series B of $20M in 2014 03:14 – In December 2016, they did a $50M series C round 03:27 – Felix is now 32 and has been focusing on Collibra for almost a decade now 04:00 – Felix uses the analogy of the library and the index card that is used in a library to elaborate data governance 04:09 – A library card with all its information is similar to an organization with all its data 04:27 – Collibra wants to get to the Amazon of the notifications of data 04:46 – Collibra is similar to a search engine for data sets 04:59 – Now everybody does data and it's chaos 05:14 – Collibra has close to 200 customers 05:25 – RPU is $200-250K annually 05:41 – Average customer pay per month is 20K 05:46 – Collibra has annual plans with cash upfront 06:13 – Collibra started with a perpetual model which is a licensing fee upfront, then they have the software 06:29 – There's an annual maintenance fee which is 20% of the initial fee 06:46 – ARR is $10-30M 07:00 – The idea of Collibra 07:13 – Felix had 4 options after graduation 07:23 – Felix was inspired by a book he read and thought that he could start his own business 07:57 – Collibra has 4 founders 08:25 – The equity is just 25% 08:55 – The founders split the shareholders from their management 09:06 – "We try to separate the 2 as much as possible" 09:40 – The investors own a different range in Collibra 09:55 – The percentage of the company that they give away during the series C depends on the trajectory and how much money is raised 10:12 – The biggest round for Collibra is the series B 10:39 – Collibra's trajectory is to have $100M ARR as quickly as possible 10:59 – The picking of investors is mostly because of the valuation, but there are other factors involved 11:27 – Collibra picked Matthew of Iconic because he clicked well 12:00 – Customer churn is 3-4% 12:30 – Net revenue expansion 12:52 – CAC 13:30 – Some of Collibra's customers have been with them for several years 14:08 – Collibra looks at their sales efficiency and their marketing efficiency 04:13 – The marketing dominance they're spending to generate $1 of ARR is around 0.8-0.9 14:30 – It costs $1 in sales and marketing to generate $1 in ARR 14:42 – Payback time is around 12 months 14:54 – Team size is 210 15:00 – Biggest team is in New York, engineering team is in Brussels and sales and marketing in London 15:30 – The HQ transferred to New York because most of the customers are in USA 16:25 – The Famous Five 3 Key Points: There are so many data sources available and it's difficult to know which one has the most accurate data. You need to find a way to govern the data that you have—this helps in regulatory compliance. Sometimes, ignorance IS bliss—it can cause you to take more risks. Resources Mentioned: 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Vinod Muthukrishnan. He was first a sailor then a strategist and now an entrepreneur. He was fortunate and has worked in diverse and challenging environments starting with the Merchant Navy, a high energy mobile first financial technology startup where he had a strategy and global sales. Now, he currently serves as co-founder and CEO of a company called Cloudcherry, a tech startup based in Pleasanton, California with offices in Singapore, India and a new location Vinod will show. Famous Five: Favorite Book? – High Output Management What CEO do you follow? – Nick Mehta Favorite online tool? — Trello How many hours of sleep do you get?— 4.5-5 If you could let your 20-year old self, know one thing, what would it be? – Vinod wished he knew programming back then Time Stamped Show Notes: 00:46 – Nathan introduces to the show 01:22 – The new location is in Salt Lake City 01:36 – Cloudcherry has 74 people 01:40 – They are based in India and Singapore 01:47 – Cloudcherry has raised $7M with a total of around $9.5M raised 01:56 – Cloudcherry is a custom platform for millennials 02:13 – Millennials have complicated journeys with the brands they work with 02:21 – In 2017, if you want to understand your customers, you have to be in all the platforms 02:47 – Cloudcherry is a feedback platform on speed across all platforms 03:07 – Cloudcherry has an inspirational wall in their office where employees can post things they find inspirational 03:18 – "You need to walk into your office every day and be inspired on what you believe in" 03:40 – Whoever visits their office can put their names on the wall 03:50 – Cloudcherry has the 6 pillars of their culture: freedom, ownership, smart work, passion and some more 04:03 – Vinod introduced Nathan to some of the people in the office 04:40 – The office is 2000 sq. ft. 05:05 – Vinod shows Nathan the view from the office 05:27 – Cloudcherry was launched in 2014 05:34 – Cloudcherry is a SaaS business 05:48 – Cloudcherry had their last fund raising September 2016 05:58 – Cloudcherry has close to 100 customers 06:05 – "The massive push now is to grow the business in North America" 06:37 – The team in America targets mid-market and enterprise businesses 06:47 – Average customer pay per month is a couple of hundred from SMBs 06:57 – Mid-market and enterprise average a thousand dollars a month 07:23 – Cloudcherry has a complex mix of customers 07:58 – They are doing more than 88K per month 08:13 – Cloudcherry has almost zero customer churn with SMB at the moment 08:35 – Cloudcherry's enterprise churn is higher than SMBs 09:00 – Most of Cloudcherry's customers are with them for 18-20 months 09:33 – Cloudcherry ran out of the market in 2015 09:48 – SMBs are customers whose ARPU is south of 20K 10:18 – Cloudcherry currently has 35% of mid-market and enterprise customers and 65% of SMBs 11:10 – Cloudcherry 's time to recover CAC is around 12 months 12:09 – Average CAC is $7K-12K 12:25 – LTV is around $36K 12:35 – "Some amount of the optimism needs to be weighed with intellectual honesty" 12:45 – The greatest predictor of LTV for Vinod is the churn 13:10 – Cloudcherry focuses on customer delight 13:22 – Cloudcherry got feedback on how delighted their customers are 13:45 – If a customer stays with you, it will impact your churn and LTV 14:11 – Cloudcherry is still burning cash at the moment 14:34 – "We have money to burn from growth" 14:47 – December 2017 goal MRR 15:32 – SaaS business should continuously grow in numbers 16:57 – The Famous Five 3 Key Points: Make your employees look forward to going to the office every day. When your customers are satisfied with your business, the numbers will just follow. SaaS businesses should constantly track their numbers. Resources Mentioned: 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Eduardo Gonzales. Two years ago, he started working on Instagram as a broke college student with a vision to become one of the largest influencers with literally zero dollars in investment. He learned the game and began growth hacking on different Instagram pages. Today, he stands with over 5M followers combined across multiple different niches on Instagram. Famous Five: Favorite Book? – Think, Grow, Prosper and The Alchemist What CEO do you follow? – Jack Dorsey, Bill Gates and Mark Zuckerberg Favorite online tool? — com How many hours of sleep do you get?— At least 4 If you could let your 20-year old self, know one thing, what would it be? – "I wished I would have studied more programming" Time Stamped Show Notes: 00:40 – Nathan introduces Eduardo to the show 01:26 – "The power of social media is absolutely limitless" 01:30 – You can have a more intimate relationship between brands and consumers 01:56 – Social media is a great way to target people on mobile devices 02:05 – There's now a geographical private system where you want your followers to be 02:44 – Eduardo helped Tai Lopez with social media marketing 02:50 – Eduardo was one of the first people to help Movement Watches 03:00 – Movement Watches approached Eduardo when he was still on Tumblr 03:04 – Eduardo started growing on Tumblr as a luxury blogger and was able to grow a couple hundred thousand followers there 03:13 – Movement Watches was a small startup; Eduardo stayed with them and now they're at Nordstrom 03:40 – Eduardo was getting 15% for every affiliate 03:50 – When Movement Watches moved to Instagram, they paid Eduardo per post 03:59 – Eduardo charges per post depending on the page, the content of the post, and the type of following they want to engage 04:20 – For 380K followers in a luxury niche, it will $125-150 per post that will last a day 04:38 – The page's visual team will create content and then Eduardo will pick the one that matches his page 05:03 – One of Tai Lopez's marketers is Eduardo's friend and they approached Eduardo 05:26 – Tai Lopez did a lot of giveaways and online marketing courses 05:37 – He wanted to add value to people 05:57 – During giveaways, Tai had a large list of influencers that he reached out to 06:15 – The marketing team would ask Eduardo for a consultation regarding the strategy 06:32 – Eduardo also has a team who make content so they can make the content and reach out to Eduardo's influencers 06:55 – Tai Lopez does social media growth and he likes to grow his followers 07:00 – Tai targeted to have 10K followers when he came to Eduardo 07:10 – Tai now has around 500K followers 07:31 – Eduardo created the visual content for Tai 07:36 – Eduardo figured out the best schedule to post Tai's content 07:42 – Eduardo was able to track all the analytics 07:46 – As the following grew, Tai was able to know the best time to post, where the followers were coming from and where the most engaging followers come from 07:54 – They weeded out non-performing pages and created a list of pages that performed well until they reached 10K 08:07 – It took Eduardo a week and a half to reach 10K followers 08:10 – Tai paid Eduardo $5K 08:24 – The one page Tai is getting more followers is Big Toys 08:39 – The age groups on the page are 18-24 and 25-34 and mostly are in USA 08:54 – Because of the large age group, a lot of them are interested in the online courses that Tai offers 09:04 – Sometimes people would actually come to Eduardo and ask him if they should buy a page 09:12 – People do buy pages, but when you rebrand a page, you lose some of the following and it isn't as organic 09:24 – You can buy a page that is as close or as similar to the message that you want to convey 09:45 – Eduardo has worked with Gary V on his social media growth 09:58 – The work was almost similar with what Eduardo did for Tai 10:20 – Eduardo has worked with Secret Entourage 10:28 – They wanted to promote their online marketing sources 10:46 – Eduardo is also in the process of working with Rolls-Royce 11:17 – Eduardo has a lot people who have a large number of followers 11:26 – Eduardo has 5M and with co-founder, Goodlife, they'll have 10-11M followers combined 11:42 – Dan Fleyshman and Branden Hampton are some of the people they've worked for 12:13 – Dan and Brendan grew their own networks and pages and they acquired some 12:31 – Eduardo started working with small campaigns 13:15 – Eduardo launched his consulting company, Classy Savant, in 2016 13:25 – 2016 revenue was around $40K 13:30 – 2017 goal is at least $100K 14:00 – Eduardo collaborated with Mr. Goodlife and he has another partner 14:12 – Eduardo also has a few interns and photographers 14:37 – One of the most well-known tools that Eduardo uses is com 14:48 – You can check a public account's statistics and what they use for their posting 15:02 – com is where you can pull all sorts of information 15:24 – You can know who your top followers are, your most recent, and your first followers 15:55 – It works well too when you switch your Instagram from public to business account 16:27 – You can always Google the top hashtags 16:46 – You have to keep your hashtags from 5 to 15 18:25 – The Famous Five 3 Key Points: Dream BIG even if you have to start small. It is now easier for brands to reach out to their target consumers because of social media. Gaining followers in Instagram isn't that simple—you have to have a goal and a planned strategy to reach that goal. Resources Mentioned: 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Oleg Campbell. He was born in Ukraine and starting working as a programmer at the age of 19. He moved to Canada when he was 22 and founded his first startup at 24 successfully. Then at 27, he founded Reply.io and he's currently living between Ukraine and San Francisco building this company. Famous Five: Favorite Book? – Losing My Virginity What CEO do you follow? – Jason Lemkin Favorite online tool? — Chart Model 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? – "Be more fearless" Time Stamped Show Notes: 00:45 – Nathan introduces Oleg to the show 01:28 – Oleg is a programmer and read Kawasaki's, Rich Dad Poor Dad, and Tim Ferriss', 4-Hour Work Week, which influenced him to build a software for himself 01:58 – Oleg found out that his first business was a lifestyle business when they failed to grow it 02:02 – The technology was built on top of QR code 02:22 – The highest revenue the company reached was $150K annually 02:32 – Oleg put the business in autopilot, took the money and invested in a new venture 02:28 – Oleg has never saved any money, but just invested it into businesses 03:21 – Oleg founded his first startup while he was working full-time 03:37 – With Reply, Oleg invested what he took from his salary from his previous startup 03:45 – Initial investment was around $30K 03:55 – Oleg hired 2 developers to build the product and Oleg started working on marketing and sales 04:08 – The developers are in Ukraine and it cost Oleg only $2000 per month 04:46 – Oleg found the developers through online job postings 04:58 – There are websites in Ukraine where developers hang out 05:18 – Reply focuses on replacing routine sales tasks with AI and automation 05:25 – Reply now automates sending emails, follow-ups and initiating phone calls 05:44 – The development team is building more features to automate more sales tasks 05:53 – Reply is a SaaS business 05:57 – Plans start from $25 to $120 per user 06:03 – Average pay per user is $90 per month 06:14 – Reply was launched in 2015 06:18 – Current team size is 34 06:28 – There's a sales team in Canada and the development and marketing teams are in Ukraine 06:50 – There are 15 developers 07:20 – Reply spends an average of $4K for developers 08:04 – Reply has 1000 customers right now 08:15 – Average MRR 08:21 – Reply just hit $100K in monthly revenue 08:42 – Reply raised capital a year ago with a small $400K seed round 08:54 – One of the investors reached out to Reply and to raise a round 09:13 – It was on a convertible note 09:17 – It was in March 2016 09:24 – Reply is now close to closing a big round of funding 09:34 – Oleg decided to find out when it would be a good time to raise money 09:42 – Oleg reached out to some investors and used his software called Outreach 10:03 – In 3 weeks, Oleg met 15 investors 10:11 – Oleg then found out that they were still early for a round A 10:32 – The sample email Oleg sent to the investors 11:26 – Reply has been profitable for the last 4 months 11:38 – Oleg has been operating at right around zero 12:08 – Most of Reply's money is spent on headcount and they're just starting with advertising 12:18 – They are now spending on AdWords 12:43 – Churn is, in terms of numbers, would be close to 5% and in terms of revenue sharing, it would be closer to 3% 13:12 – Reply's customers are adding more seats 13:39 – CAC would be around $200 but will still varies and organic is definitely lower 14:03 – LTV is if you just take all our customers, it would be close to $100 14:19 – But in terms of bigger accounts, it will be much lower to a few grand at least 14:36 – Reply launched in Product Hunt some of their free products as lead generation tools 14:59 – They have a great number of fans in Product Hunt 15:09 – Reply also creates content and promotes it 15:16 – Reply recently interviewed a lot of sales experts and they created articles 15:43 – After the launch in Product Hunt, Reply had 10K visitors and 600 signups 16:02 – In terms of LTV, it will be close to 60K which is added from the Product Hunt launch 16:25 – Oleg won't sell the company for a million 16:32 – Oleg's valuation is around $20-30M 16:47 – Oleg has a co-founder and the split is around 60/40 17:27 – Reply provides equity to employees who have been with them for a year 19:12 – The Famous Five 3 Key Points: If you want to put your money to use, you can continue to invest in different businesses. Outsourcing developers from other countries is more cost-efficient. Be more realistic and be fearless. Resources Mentioned: 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

Rob Emrich. He's a serial entrepreneur, currently involved in his latest venture as the founder and CEO of The Mobile Majority. He's founded and served as chief executive at 6 startups in social ventures including Road of Life, which distributed as $70M dollar curriculum; BULX, which was acquired by Dealyard in 2011; and Boundaryless Brands, which was acquired in 2011 along with SpeakerSite. Know more about Rob at his website. Famous Five: Favorite Book? – The Goal What CEO do you follow? – N/A Favorite online tool? — Spark Email Client 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? – "Have fun" Time Stamped Show Notes: 00:40 – Nathan introduces Rob to the show 01:26 – Rob just bought Gimbal and will use that name 01:55 – They're taking the name most especially because of the .com in Gimbal's website 02:15 – Rob believes that what drives success in online marketing is data 02:58 – Most of Rob's previous companies were in the ecommerce space 03:22 – Mobile phone ends up being the bridge between the online world and the offline world 03:31 – Rob was missing data regarding targeting and attribution 03:46 – There's no way to know if an offline campaign is effective 04:36 – The technology Rob bought that has the data can now run campaigns and know that you were on that campaign 05:05 – Offline behavior ends up becoming an incredibly strong signal of intent and is an accurate way to measure attribution 05:21 – Gimbal uses Beacon 05:37 – Beacons are usually a 2-flow energy and Qualcomm invested around over a hundred million dollars for the technology 06:01 – Beacons are precise when working with GPS 06:53 – Qualcomm spun out beacons in 4 other companies to develop the culture of innovation 07:28 – When they spun out in 2014, it became a challenge for big companies to innovate 08:20 – The valuation 08:44 – The deal structure that Rob had with Qualcomm was a mix of different things: cash, debt and equity 08:57 – Total funding from Mobile Majority was around $25M 09:03 – Mobile Majority was launched in 2012 09:38 – Rob has gone through things after his first exit 10:05 – "I'm going big at this point" 10:16 – Rob is currently 37 and has no kids 10:33 – Team size is around 100 11:20 – Primary line of business is essentially acting as a media and advertising operating system for large media companies 11:41 – They target individual people 11:44 – "We understand identity very, very well" 13:09 – They were getting revenue share 13:42 – When CBS creates content, that content generates users and Mobile Majority exposes them to more user data and will sell their operated properties 14:30 – Mobile Majority is different from Outbrain because Mobile Majority's ads are more targeted 15:10 – Mobile Majority now has 10K end customers 16:00 – Total advertising purchase range is between $10M-100M 16:15 – Average percentage taken by Mobile Majority varies 17:08 – Instead of charging towards content, Mobile Majority will only hit specific people who are on the list 18:46 – The Famous Five 3 Key Points: There's a lot of missed data in the offline world that is still not easy to track. Knowing and understanding your target audience is more effective and cost-efficient for you. Just go on with your life and have fun, create businesses while you still can. Resources Mentioned: 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 Hotjar – Gives Nathan a recording of what is happening on a website or where are people clicking and scrolling on the website Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE 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 Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives