SaaS Interviews with CEOs, Startups, Founders

Andrew Gryaznov. He's an artificial intelligence and a cloud computing evangelist based in Dublin, Moscow. He's the founder of JSX Exchange – the cloud computing commodity exchange and has built several other services and tools ranging from SshTo.net, Plottico, and many others. Andrew is also a telecom and Linux expert and finalist at the GSOC 2005 Summit. Famous Five: Favorite Book? – Startup Owner's Manual What CEO do you follow? – Brad Katsuyama Favorite online tool? — Trello Do you get 8 hours of sleep?— That depends If you could let your 20-year old self, know one thing, what would it be? – Andrew wished he was more mindful of the global market Time Stamped Show Notes: 01:09 – Nathan introduces Andrew to the show 01:48 – Andrew shares his vision for why he built JSX Exchange 01:51 – Computation will be the most influential resource 03:05 – JSX Exchange has invented a way to commoditize cloud computation 03:53 – Andrew shares what people without JSX Exchange are doing 05:02 – Andrew mentions how the financial exchange space can use JSX Exchange 05:48 – Banks may own supercomputers 07:03 – JSX Exchange works with financial institutions who want accurate trade 07:46 – JSX Exchange wants to expand out of the financial space 08:18 – JSX Exchange is currently in pre-seed stage 09:15 – Irish investors have put out less than $1M 09:24 – It is an equity round 09:34 – Andrew was a solo founder for a period of time, but expanded 10:15 – Andrew has a team of 5 people who are all co-founders 10:50 – The Famous Five 3 Key Points: There is a possibility that computation will be the most influential resource. Credibility is needed if you want to be successful in your space. Believe in your product. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

David Darmanin. He's the CEO and founder of HotJar. Over the 12 years before founding HotJar, he generated hundreds of millions of dollars in growth consulting small to Fortune 500 businesses. He's got multiple teams, developed brands, and ran hundreds of tests for his clients spanning across 19 languages, 12 currencies, and 13 different industries. HotJar is now used in over 150 sites around the world and the company is growing to €3 million euros in just under one year. Famous Five: Favorite Book? – The 22 Immutable Laws of Marketing What CEO do you follow? – Jay Simons Favorite online tool? — Intercom Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – I wished I truly understood what marketing was Time Stamped Show Notes: 02:18 – Nathan introduces David to the show 03:03 – HotJar is a tool that allows site owners to see how their users are using their websites 03:30 – Once you know the customer experience, it is easier to see what to improve next 03:45 – Nathan experienced HotJar himself, in his website 04:10 – HotJar is careful about what data to show in regards to privacy 05:05 – HotJar's technology was expensive 05:30 – HotJar has a premium model 05:51 – Average customer pay per month is €50 06:10 – It was only €30 when HotJar started 06:33 – HotJar is currently serving 10K customers 06:50 – The number of sites each customer has 07:30 – ARR 07:40 – MRR 07:55 – Revenue goal for 2017 08:15 – HotJar currently has a team of 22 people and 8 on the leadership team 08:35 – There are 5 people in the founding team 09:14 – There are 4 big pillars: marketing, customer success, product, and operation 09:57 – Gross customer churn is higher than net negative churn 11:05 – "We are the dropping the smaller customers, but we are retaining and expanding the bigger customers" 11:20 – Both have less than 10% monthly churn 11:41 – HotJar was founded in 2014 12:20 – "If you truly want to create a premium company and not just like a trial model which is disguised as a premium, you really need to think about how does that free package stand on its own 2 feet" 12:43 – HotJar minimized the number of interface and allowed users to delete them and create new ones 13:21 – David does not track the time the customer has converted from free to premium, but they track the cohorts 14:00 – CAC is extremely conservative 15:04 – The premium aspect Hotjar offers is brand building 15:50 – There is brand value in doing different types of campaigns 16:17 – HotJar is bootstrapped 16:25 – HotJar sees other players who have raised capital 17:14 – HotJar does not see raising capital as an advantage 17:34 – HotJar gets a lot of referrals 18:10 – HotJar just recently started with paid advertising 18:40 – HotJar has an investment target model 19:10 – HotJar has used this model to offer flexibility and freedom 20:40 – The Famous Five 3 Key Points: Churn is one of the biggest challenges of a SaaS business. If you truly want to create a premium company and product—think about how that free package stands on its own two feet. Check your options because NOT raising capital can be very possible and advantageous for you. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Rami El Chamaa. He's the CEO and founder of Appointlet. He started earlier as a digital marketing manager at Eastline Marketing where he led lead generation, SEO, email marketing, and content marketing. Before that, he was with Ernst & Young. Famous Five: Favorite Book? – Lean Startup What CEO do you follow? – Elon Musk Favorite online tool? — Intercom Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – N/A Time Stamped Show Notes: 01:30 – Nathan introduces Rami to the show 02:03 – Appointlet is an appointment scheduling software 02:34 – Appointlet is a SaaS based business and makes money through subscriptions 02:40 – Appointlet has monthly and annually pricing depending on the team price 02:51 – Average monthly revenue per customer is $50 03:17 – Appointlet's pricing has been set since 2012 04:18 – Rami's co-founder was working for his previous company and saw the tedious process of appointment scheduling through different websites 05:17 – Rami saw his co-founder's thread in Reddit regarding his webapp and Rami replied to him 05:31 – Rami is from Lebanon and met his co-founder through Reddit 05:45 – Rami is in charge of marketing growth and his co-founder is in charge of the coding 06:20 – The Reddit thread 07:05 – Rami and Jared don't talk much about equity 07:30 – Rami didn't have any idea about equity and just focused on marketing 08:05 – Rami now has 25% of the company 08:27 – Appointlet has 1100 paying customers 08:55 – Rami had been working with Appointlet for a year when he realized he needed to be compensated 09:16 – First year revenue 10:19 – Average RPU 10:35 – Rami focuses on listening to customers and creating a flow that lets the customer feel that they are being taken cared of 11:08 – Startups grow through support 12:08 – Rami has integrated branding techniques 13:00 – "The lifetime value of a customer usually drives the lifetime value of a new customer as well" 14:00 – Gross customer churn 14:10 – Appointlet is doing paid, targeted, marketing campaigns 14:40 – Appointlet spent $2-3K on a marketing campaign 15:07 – LTV 15:30 – Appointlet just hired their first customer support manager 15:58 – Appointlet is currently looking for software developers located in USA 16:05 – Salary range 16:49 – Appointlet is bootstrapped 16:59 – Appointlet is not interested in raising funds until they need it 17:36 – Appointlet is currently cash flow positive 18:55 – The Famous Five 3 Key Points: Opportunities can now be found on the internet – just look for someone with whom you share the same passion. Working for free isn't that bad as long as you make yourself indispensable. The lifetime value of a customer usually drives the lifetime value of a new customer as well. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket 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

Manuel Opitz: He is currently the founder of Mecuris. Before founding the company as the CEO, he worked as a medical IP broker in innovation management and as a technology scout in China. He graduated in Industrial Engineering and he has taken a keen interest in optimizing healthcare process chains by digitalization and 3D printing. Famous Five: Favorite Book? – Thinking Fast and Slow What CEO do you follow? – N/A Favorite online tool? — Podio and Acuity Scheduling Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – "Don't try to do everything yourself" Time Stamped Show Notes: 01:37 – Nathan introduces Manuel to the show 02:14 – Mecuris is in B2B and medical technology 02:30 – Mecuris provides patient specific prosthetics using 3D printing 02:58 – Manuel discusses the picture on their website 03:19 – Mecuris can be reimbursed by the insurance companies 03:38 – Mecuris gets paid as the service provider for medical supply stores 03:51 – Mecuris uses SLS—which is more costly but lasts 04:25 – The smaller the prosthetics, the cheaper it is 04:50 – Manuel shares the pricing 05:25 – The price for Sophie's prosthetics 06:15 – Insurance companies have their own prices 06:55 – Average number of prosthetics that have been 3D printed in 2016 07:28 – Mecuris only had prototypes in 2016 07:45 – Mecuris had 2 seed investors in November 08:39 – Mecuris raised under a million 08:55 – Mecuris had a pre-seed round 09:37 – The 6 founders put in 5-digit numbers per person and received a pre-seed government round 10:12 – Manuel shares how the 6 founders talked about the equity 11:26 – The founders who are operational are the software lead and product designer 11:52 – There are a total of 11 people in the office 12:07 – Mecuris was launched in May, 2016 12:52 – Manuel wants to enter the international market after Series A 13:09 – Talks with big companies are in the works 13:40 – Mecuris can do prosthetics in just 10 minutes 14:04 – Manuel discusses Sophie's prosthetics and what would be her option would be if there was no Mecuris 15:15 – Mecuris can do simulation work with their prosthetics 17:30 – The Famous Five 3 Key Points: Aim high—if you believe that you can enter the international market then do it. Sharing equity requires a good system, defining how you can benefit from one another. Collaborate with the experts in your field. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Francisco Larrain who has been an entrepreneur for most of his life. He was born and raised in Chile and is the co-founder and CEO of Sudo. He founded a company called Zappedy – a payment technology company that was backed by Eric Schmidt and acquired by Groupon. More recently, he led a project engineering team of a hundred plus people for Groupon's local business. Now, he's working on enabling high quality work for corporations and their teams. The co-founder and head of product, Amit, is also joining Francisco in this podcast. Famous Five: Favorite Book? – High Output Management (Francisco) What CEO do you follow? – N/A (Amit) Favorite online tool? — Splunk and Github (Francisco) Do you get 8 hours of sleep?— No (Francisco) If you could let your 20-year old self, know one thing, what would it be? – Francisco would tell himself that all these people that you look up to are much more human than you think and he'd would love to have more confidence. Time Stamped Show Notes: 01:29 – Nathan introduces Francisco to the show 02:11 – Amit codes late at night 02:27 – Team of 9 people and they all code 03:00 – Francisco explains the hedge fund with trigger power 04:00 – Francisco likes the entrepreneurial side of the Valley 04:37 – Francisco has raised $3M 04:45 – Sudo wants to fix the broken CRM of enterprise 05:15 – There are system problems and software problems 05:25 – A time consuming software will lead to people not using it 06:17 – Francisco has experienced problems with CRM in Groupon 07:20 – Francisco shares their plan with Sudo, starting with expense management 07:45 – There's a free-form format in the CRM where people can update 08:10 – Francisco wants to flip everything around 09:17 – Sudo is on pre-revenue and private beta 09:56 – There are 5 pilot companies 10:10 – Sudo will possibly start with monthly subscription system and will move to an account based system 11:00 – The key features of Sudo allows people to add contacts and notes from their meetings 12:30 – Sudo is very sticky with the representatives 13:43 – The $3M seed round was an equity round 13:59 – Francisco shares who their investors are 15:00 – Why the valuation was easy for Francisco 16:00 – Francisco shared the acquisition of Groupon on Zappidy 17:37 – The valuation that was negotiated for Sudo in the seed round 19:50 – The Famous Five 3 Key Points: A time consuming software will lead to people not using it. The valuation is much easier if you've had a good exit before. We are all humans – even the ones in the highest positions that we look up to and respect. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Eric Berman: Since graduating from UCST, he's been a serial entrepreneur and business operator. He grew his first company to 400K and just missed out on going public. He has been a consultant for many other businesses and is now the CEO and founder of Brandetize, a full service, performance-based, marketing agency that partners with thought leaders such as Brian Tracy, Jack Canfield and many others. Famous Five: Favorite Book? – How to Win Friends and Influence Others What CEO do you follow? – Gary Vaynerchuk Favorite online tool? — Spark Hire Do you get 8 hours of sleep?— 7 and a half If you could let your 20-year old self, know one thing, what would it be? – "Continue to have an open mind, network as many people as you can and…follow your passions and be humble" Time Stamped Show Notes: 02:00 – Nathan introduces Eric to the show 02:33 – TheCollegeClub.com was Eric's first company 02:51 – It grew significantly 03:40 – The stock market crashed just before they become public in 2000 04:25 – They were burning $2M monthly with over 400 employees 05:46 – After the crash, Eric did some consulting 07:00 – They don't teach life skills in the educational system 07:18 – Eric approached Brian Tracy when Brian was struggling 08:00 – It was 2001, when Eric started working with Brian at no cost 08:16 – Eric shares the difference of Gary Vaynerchuk and Brian Tracy 09:08 – After working with Brian for more than 10 years, gurus are asking Eric if he can work for them 09:20 – Eric had a talk with Brian about him working with other gurus 10:00 – The brands that are going after Brandetize 10:40 – 2015 total revenue is close to $4M and 2016 is close to $5M 10:55 – 28 employees 11:16 – Brandetize doesn't have a MRR 12:30 – Eric predicts that Brendon Burchard will be the next Tony Robbins 12:56 – Brian Tracy brings the most revenue to Brandetize 13:50 – Eric shares their offer to the brands 16:10 – The Famous Five 3 Key Points: Have an open mind, be humble, and follow your passions. Even if you have a significant fall—this does not stop you from coming back. Offering your services for free can help you gain more in the end. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Matt Ekstrom. He's one of the founders of Prospectify and formerly co-founded HiringSolved. He's in-charge of all things revenue for Prospectify, which is a promising sales and intelligence platform. Famous Five: Favorite Book? – Sales Acceleration What CEO do you follow? – Gary Vaynerchuk Favorite online tool? — Google Search and HubSpot Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "I would have studied more about startups and being an entrepreneur" Time Stamped Show Notes: 01:30 – Nathan introduces Matt to the show 01:55 – Prospectify is a SaaS model 02:14 – Prospectify's long term goal is to be able to scale personalization from the sales standpoint 02:25 – Prospectify has monthly subscriptions 02:45 – Prospectify's pricing: 03:25 – The prices from the website are $40, $190, $490, and $975 03:33 – Average customer pay per month is $352 03:50 – Prospectify was launched in February 2016, and was in beta in January 2016 04:16 – Current number of customers is around 100 04:46 – MRR is over $20K 05:09 – Prospectify is based in Phoenix 05:20 – Prospectify just closed their first month 05:25 – It was in Angels and a million dollar round 05:45 – Matt shares why he decided on an equity round and not a convertible note 06:31 – Matt uses the trajectory to argue for higher valuation 07:29 – Prospectify is about to launch their company search which includes 12 million companies starting in the USA 08:10 – The people Prospectify has targeted 08:18 – Prospectify's customer base is diverse 08:45 – Annual customer churn 09:45 – Matt shares what he will do to keep customers paying and NOT cancel after receiving all the data 11:10 – Prospectify's top data sources 11:22 – Matt shares what they used to validate the concept of Prospectify 12:18 – Fixed cost per month for crawling 13:11 – Matt shares where to get credits 14:00 – Customer LTV 14:34 – Current team size 14:45 – Headcount expenses 16:30 – The Famous Five 3 Key Points: Keep people up to date—that way, they will keep on paying. Decide whether an equity round or convertible note will be most advantageous for you. Discern what is the right track and try to stay on it. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Wayne Silbermann. He has founded a number of startups from South Africa including one of the first world's music discovery services which was originally founded by Mark Shuttleworth. His most recent venture, Sortd, is a new email platform that's on a path to fundamentally changing the way people communicate and manage work. Sortd has ranked as the number 1 app for Gmail on Product Hunt. Famous Five: Favorite Book? – The Tipping Point What CEO do you follow? – N/A Favorite online tool? — WorkFlowy Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Wayne would tell himself that there's plenty of opportunities out there and you can pick and choose what you're passionate about Time Stamped Show Notes: 01:35 – Nathan introduces Wayne to the show 02:20 – Sortd transforms the Gmail interface into a more organized system to manage lists—similar to Trello for Gmail 02:50 – Wayne discovered that many people use the Gmail Inbox as a to-do list 03:29 – Sortd allows you to drag-and-drop your emails to your to-do lists 03:50 – Sortd is currently free 04:00 – Wayne shares how they are going to monetize Sortd according to agencies that use it 05:00 – Wayne has a number of ventures which are his sources of income 05:30 – The number of free users 05:45 – The behavior of active users 06:40 – Total capital which is self-funded 06:50 – The money goes to development 07:29 – Sortd works under Gmail and there's no need to add another app 08:05 – Why would people use Sortd? 09:00 – Sortd allows you to "communicate using email as a medium in the context of your priorities" 09:33 – It is like you're running two applications under 1 tab 10:11 – Sortd was in the chrome store since 2014 10:45 – Sortd has 3 full-time developers 11:16 – The revenue of the other business 11:40 – The funding environment in South Africa 12:48 – Wayne is looking to raise around a million dollars for Sortd 14:20 – The Famous Five 3 Key Points: Having a number of ventures can help you create a product that is dedicated to helping people. Email is one of the most used applications—that's why startups are finding ways to make life easier for email users. There are tons of opportunities out there—pick and choose what you're passionate about. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Daniel Araujo. He's the CEO at Attentive.US – a competitive intelligence platform that gives real-time information to teams that use SalesForce, Hubspot, Pipedrive or Full Contact. He's the next Googler, loves data visualization and all things technology. Famous Five: Favorite Book? – Peak What CEO do you follow? – Jeff Bezos Favorite online tool? — HubSpot Do you get 8 hours of sleep?— Roughly If you could let your 20-year old self, know one thing, what would it be? – Daniel would tell himself to learn as fast as he can Time Stamped Show Notes: 01:42 – Nathan introduces Daniel to the show 02:10 – Attentive is a SaaS platform that integrates with CRMs 02:20 – Attentive alway looks for information and updates in real-time 02:42 – Attentive offers monthly subscriptions and an additional setup fee for clients who want to use other CRMs 03:03 – Average customer pay per month 03:16 – The integration is a one-time fee and will depend on the client's preferences 03:55 – Attentive does track every person that is in your pipeline 04:40 – Every behavior of a lead notifies the user 05:00 – Daniel shares what their setup looks like 05:09 – The information that needs to be filled out for the setup are on the website 05:44 – There are clients who will give a list of companies they want to track 06:21 – Number of paying customers monthly 06:37 – Attentive just launched a new interface 07:00 – MRR 07:08 – Team size is 5 which includes a newly hired Head of Growth 08:00 – Attentive has raised $150K 08:12 – The first $100K was from a big VC in Portugal and the rest is from an advisor round 08:50 – There are key people who are helping build Attentive 09:00 – Initially, it was convertible note but everything is converted to equity now 09:19 – The valuation conversation with an Angel investor 10:05 – Daniel shares how he started raising Attentive's capital 10:28 – There are still people who are using Attentive's Slack bot for free 10:38 – The investors believe that Attentive could grow 10:58 – 10% of the company is for the investors, the rest belongs to the 3 founders of Attentive 11:17 – Daniel shares how the 3 founders split the rest of the company 11:40 – Daniel wants to move Attentive to the US because they want to compete in that market 12:10 – Daniel will focus on having an MRR of $5-10K before raising another round 12:40 – Valuation for Series A will depend on the metrics 13:50 – Attentive is trying to get on the Boulder acceleration program 15:20 – The Famous Five 3 Key Points: Believe in your product so that other people, too, will believe in it. Deciding the valuation for another raising depends on the MRR or the metrics. Learn as FAST as you can. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives