SaaS Interviews with CEOs, Startups, Founders

Eric Bouck. He's the CEO and founder of Propeller, a CRM that lets you sell from gmail. Prior to Propeller, Eric was the co-founder and CEO of Zigzag Software which was eventually sold to Samsung. He also spent some time working as a director for Samsung. He also worked as a Group Product Manager at Dell EMC and spent 4 years with this company. Famous Five: Favorite Book? – Inspired What CEO do you follow? – N/A Favorite online tool? — Webflow Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – "Marry the right person" Time Stamped Show Notes: 01:26 – Nathan introduces Eric to the show 02:05 – Propeller is the CRM that creates daily tools that salespeople can use to set their meetings, do their email and phone calls, share presentations and documents, and research etc. 02:31 – Propeller is a SaaS business and they have monthly and annual subscriptions 02:50 – Average revenue per customer monthly 02:54 –$50 per month 03:15 – How does Propeller win on a very crowded market? 03:24 – There's a lot of companies who try to make their own niche 03:42 – Propeller has a unique mix of deep integration with Gmail combined with the ability to do multiple step campaign 04:45 – Propeller is an all-in-one CRM – you won't be needing another product 05:10 – Propeller was launched September 1st 05:15 – Growth is 21% month over month 05:22 – A little over 50 customers at the moment 05:26 – Propeller is bootstrapped 05:39 – Eric got decent money from the exit 06:23 – No revenue churn at the moment 07:00 – Team size, they are also remote 07:36 – Eric is not open to acquisition talks at the moment 08:00 – The leading companies in the CRM space are Salesforce and Dynamics 08:35 – Pipeline and Hubspot are getting positive feedback as well 09:00 – Eric shares his opinion of Outreach 09:25 – Eric mentions Propeller having an AI 09:55 – The core differentiator of the products 10:04 – An example of how Propeller makes getting your emails done easier 11:00 – Nathan's acuity to batch schedule 11:20 – CRM pricing 11:42 – Deliver the VALUE 12:00 – Eric shares their vision as a company to make salespeople more effective 12:12 – Eric shares how he got their first 5 customers 12:46 – Eric has also spent for paid marketing 12:58 – LTV is $1500 13:30 – CAC LTV ratio 15:10 – The Famous Five 3 Key Points: If your market is crowded, you have to work HARDER to differentiate yourself. The value is not in losing sales or making more sales—the value is found in whether or not you provide an effective product. Don't live with regrets—it's gotten you to where you are now. 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

Manuel Silva. He's a partner at Santander InnoVenture. Prior to that, he was the founding member of BBVA Ventures which focused on lending, new platforms, financial inclusion, and private banking. He's worked across Latin America and Europe and holds a BA in Business Administration from CUNEF, a MSc in Political Science, and a MPhil in Development Economics. Famous Five: Favorite Book? – N/A What CEO do you follow? – Rob Frohwein Favorite online tool? — Crunchbase Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "There's so much to do in this world" Time Stamped Show Notes: 01:40 – Nathan introduces Manuel to the show 02:25 – Manuel is involved in all investments at Santander 03:10 – Manuel is separate from the Santander group 03:31 – Manuel facilitates the relationship across the banks 03:48 – The banks refer to the Santander's franchises all over the world 04:24 – Manuel shares how they worked with Kabbage 05:01 – "It's a successful investment, it's a successful partnership" 05:20 – Kabbage is the perfect example of how Santander wants to work 05:30 – The fund size for innoventure at Santander 06:45 – Manuel shares how Santander plays in the venture capital world 06:48 – Santander does equity investment only 08:05 – Santander works out the opportunities for the CEO and the company 08:55 – The companies in Santander's portfolio is not complete because there are still companies unannounced 10:00 – Manuel shares how they work in the round and in the FinTech space 10:03 – FinTech space has a level of maturity and density in entrepreneurship 11:00 – Companies that Santander have invested in are data driven 12:13 – Santander wants banks to partner with startups so that these companies can access the reach these banks have 14:30 – The Famous Five 3 Key Points: FinTech has the maturity to deal with the problems that come up in the industry—this sets them apart. Santander exists to bring together a partnership between banks and startups. Be focused in your task and goals as there's so much to do. 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 and giving FREE money now from Nathan. 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

Glen Coates. He's the co-founder and CEO of Handshake. It focuses on putting the right product on every shelf in every store. He goes between Sydney, San Diego and New York City. Famous Five: Favorite Book? – The Five Dysfunctions of a Team What CEO do you follow? – Dave Yarnold Favorite online tool? — Boomerang for Gmail Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – Glen wished he knew how intense running this company was going to be and to spend a lot more time making music and going surfing. Time Stamped Show Notes: 01:37 – Nathan introduces Glen to the show 02:15 – Handshake is about getting the right product on every shelf, in the world 03:30 – Handshake brings the Amazon-like buying and selling platform to businesses 03:55 – Handshake Rep is the mobile app used by sales reps who work for the brand 04:21 – Handshake Direct is the mobile and web-based ecommerce for B2B 05:00 – Handshake is a SaaS business and they sell to manufacturers and distributors 05:10 – Handshake's customers are the manufacturers, distributors, and their customers who log into Handshake 05:22 – Handshake has a similar model to Salesforce 05:40 – Glen started working with Handshake in 2010 and got their first customer in 2011 05:51 – First year revenue 06:16 – Average number of customers at the moment 06:51 – The pricing model is per seat per year for Handshake Rep, Handshake Direct is made-to-order 07:37 – Average customer pay per month 08:24 – December 2016: total average revenue range 09:35 – Handshake used to have monthly contracts 09:59 – Most of the contracts now are annual contracts 10:07 – Total capital raised is around $24M inclusive of Series B 10:29 – Series B closed in February 2016 10:40 – Handshake isn't in any acquisition talk 12:03 – What Glen and his team is building is grand in scale and requires a lot of hard work 12:44 – Team size and location 13:05 – Glen shares the number of people per team 14:10 – LTV 14:15 – "I don't think much about lifetime value" 16:51 – "I care about delivering 100% growth with a better payback period than I care about delivering 200% growth with like a terrible payback period" 17:05 – Handshake growth is 100% annual 17:30 – Glen shares the flagged payback period in VC communities 18:48 – Glen is currently burning close to $500K a month 18:56 – Glen thinks that it should take at least 6 months before having to raise again 19:50 – Glen usually raises for a couple of years and each time he raises gives them 2 years of runway 20:15 – Gross annual customer churn 20:30 – Churn has come down when they shifted their market 21:25 – Glen shares what they did to combat high monthly churn 22:38 – Handshake always has a negative revenue churn 23:30 – Glen wouldn't sell Handshake for Nathan's sample offer 25:10 – The Famous Five 3 Key Points: It's difficult to create a SaaS that is web-based and mobile-based – it takes hard work. Delivering 100% growth with a better payback period is better than delivering 200% growth with a terrible payback period. Raising usually takes 6 months and it is the CEO's responsibility to decide how he can leverage each raise. 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

Josh Muccio: He's the host of The Pitch Podcast and he recently launched Season 2 on January 11th. Before The Pitch Podcast, he was the founder of iHeart Repair, which he sold in 2014. He is a father of 2, soon to be 3. Josh is 29 and he loves the tech world. He's in Florida and loves skiing and takes 2 ski trips every winter. Famous Five: Favorite Book? – The Slight Edge What CEO do you follow? – Nicholas Quah Favorite online tool? — Slack and Google Drive Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – "To create more stuff and just put it out there" Time Stamped Show Notes: 01:38 – Nathan introduces Josh to the show 02:35 – The Pitch Podcast is similar to the TV show SharkTank 02:53 – Season 2 is where investments happen on air 03:05 – Josh shares why Season 1 of The Pitch Podcast was challenging 03:40 – Sheel is Josh's co-host 04:09 – Josh discusses iHeart Repair 05:20 – iHeart Repair was sold in 2014 05:25 – Revenue was around $750K annually 05:59 – Josh just didn't see his future with iHeart Repair 06:25 – Josh had a broker who helped him with the exit 06:43 – MTechRepair bought iHeart Repair 07:12 – Josh did the Wordpress site for iHeart Repair 07:35 – Josh installed Woocommerce in iHeart Repair's site 08:30 – Josh shares what happened after the exit 08:50 – Josh shares how he met Sheel 09:10 – Josh had a dream that he was going to have a podcast 09:30 – Josh shares how he met Spencer Handly of Blab 09:52 – The start of the daily hunt 10:45 – Josh shares how Sheel approached him 11:25 – The advertisers in the podcast are the main revenue stream 12:00 – Nathan asks Josh for his feedback regarding promoting his product 12:49 – Josh plans to stay in their business model 12:54 – Average revenue for Season 1 of The Pitch Podcast 13:11 – Season 2 pre-sold revenue 13:30 – There are 2 advertisers per show 14:15 – 250K total downloads for Season 1 14:42 – The idea of Season 2 15:13 – The amount Josh spent on his Facebook ad trial 15:31 – Press is the most successful growth channel for The Pitch Podcast 16:07 – If Season 2 flops, Josh would stop the podcast 16:25 – Nathan makes an offer to Josh 18:51 – The Famous Five 3 Key Points: The services market is tedious and requires a thorough study. If you don't see your future in it – put an END to it. Do NOT hesitate to create more and put it out there. 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 The Pitch Podcast – Josh's Podcast iHeart Repair – Josh's previous company MTechRepair – The company that purchased iHeartRepair Woocommerce – Josh installed this program into iHeartRepair Show Notes provided by Mallard Creatives

Gal Har-Zvi: He's a passionate entrepreneur who lives and breathes B2B sales, marketing, and everything in between. He's one of the founders of Valueshine Ventures, the technology holdings company and a successful online marketer for various software categories and verticals. He's currently the CEO and founder of the company called Unomy. Famous Five: Favorite Book? – Pitch Anything What CEO do you follow? – N/A Favorite online tool? — Calendly, ZoomUS, Yesware, SalesLoft, Boomerang Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "Just do whatever you love and are passionate about and everything will be good" Time Stamped Show Notes: 01:42 – Nathan introduces Gal to the show 02:14 – Unomy provides sales intelligence solutions 02:27 – Unomy makes money by selling annual subscriptions 02:40 – Unomy was launched in 2014 02:53 – Raised capital after 6 months 03:00 – Launched the current version focused on enterprise sales a year ago 03:25 – First year revenue 04:05 – Unomy currently changed their business model because the first one was not successful 04:21 – 2015 revenue 04:36 – 2016 revenue goal 05:03 – Unomy currently has mid-market businesses, but gradually switching to larger accounts 05:36 – Average customer pay annually 05:49 – Average number of current customers 05:58 – Unomy has currently raised capital 06:08 – Unomy did a seed round and a few convertible notes 06:18 – Unomy is going to raise a Series A 06:39 – Gal shares why they are raising capital 06:56 – Unomy's competitors are raising capital as well 07:21 – Unomy will probably raise $5-6M 07:40 – Unomy's valuation 08:33 – In any round, a founder should expect to lose anywhere between 25-35% of their company 09:17 – Gal and Nathan discuss what an average deal is 09:45 – There are a lot of VCs in Israel 10:20 – Unomy has 3 branches 10:48 – Team size is 24 10:56 – Gross annual churn 11:35 – Customer's LTV 12:02 – CAC 13:20 – Number of companies in Unomy's database 13:58 – Gal shares what makes them better than their competitors 15:00 – Unomy has a variety of categories 15:30 – Unomy was founded to help sales companies, not investors 16:06 – Unomy uses more sources than others 17:19 – Unomy has a guarantee and if you get a bounce email, you can get your money back 17:38 – Unomy does real-time verification 19:10 – The Famous Five 3 Key Points: In any round, a founder should expect to lose anywhere between 25-35% of their company. A company should focus on why it was founded in the first place. Do what you love and are passionate about and the rest will take care of itself. 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 Boggs: He's the CEO at RevBoss – a sales prospecting SaaS company. RevBoss helps B2B sales teams grow pipelines and win more customers. Prior to RevBoss, he was the founder and CEO at Argyle Social and was a one-man sales team at Bronto Software. Eric is in North Carolina with his wife and 3 small children. Famous Five: Favorite Book? – The Hard Things About Hard Things What CEO do you follow? – Matt Williamson Favorite online tool? – Stripe Do you get 8 hours of sleep? – No If you could let your 20-year old self, know one thing, what would it be? – "To not worry so much about the long term—that things just have a way of working themselves out" Time Stamped Show Notes: 01:35 – Nathan introduces Eric to the show 02:10 – Eric shares what happened to Argyle 02:42 – Argyle raised $1.5M 03:52 – Argyle's buyers 05:32 – Eric was only 22 when joined he Bronto 05:39 – Eric was a one-man sales team for 2 and half years 06:32 – Eric went to business school after Bronto 07:05 – Bronto is now an Oracle company 07:12 – RevBoss is a SaaS company that helps B2B seller relations find more prospects and win more customers 07:45 – In between the Argyle wind down and RevBoss, Eric was a consultant for a year 08:20 – RevBoss' competitors 09:20 – RevBoss started as a services company and launched in September 2016 09:47 – Building a services business is easy, growing it is hard and turning it into a SaaS business is much harder 10:26 – Eric shares the weird things he encounters in the business 11:07 – "We're cannibalizing ourselves a little bit" in the short term, in regards to services revenue vs. recurring Saas revenue 12:12 – Average customer pay per month 12:28 – Weighted MRR 12:39 – RevBoss raised a seed round for $1.1M 13:45 – Eric sold 20% of the business for $1.1M 14:50 – Total 2015 revenue 15:01 – Team size and location 15:41 – Projected LTV 16:27 – CAC 16:34 – All inbound sales 17:20 – Gross churn 17:59 – Eric plans for the worst after his experience with Argyle 19:50 – The Famous Five 3 Key Points: Recurring SaaS revenue will beat out services revenue in the long run. Your worst experiences are your greatest teachers. Don't worry too much about the long term—things just have a way of working themselves out. 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

Episode 543 Summary: In Episode #543, Nathan interviews Andrei Breaz. He's the founder and CEO of Bant.io which is a B2B leads company. Before that, he was the founder of Keptify, which was acquired by Well Investments. He also worked as the CTO of Harty Hanks and is highly experienced in the B2B sales space. Famous Five: Favorite Book? – Think and Grow Rich What CEO do you follow? – Anthony Robbins and Elon Musk Favorite online tool? — Trello Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – Andrei wished he would have caught the entrepreneurial bug sooner Time Stamped Show Notes: 01:50 – Nathan introduces Andrei to the show 02:25 – Bant initiates conversations for companies with their ideal prospects 03:10 – Bant is a service model and not a SaaS model 03:47 – Bant is on the prospecting and lead generation stage 04:05 – Bant doesn't sell data 04:10 – Bant uses the data they generate using their own software 04:35 – The distinct data points that Bant uses 05:10 – Average customer pay per month is $1200 05:39 – The price reflects a medium plan which is a customized plan 05:44 – There's 100% money-back guarantee 06:00 – Andrei shares their definition of a hot lead 07:13 – Bant was launched in early 2015 07:30 – Bant is self-funded 08:00 – Number of current customers 09:08 – MRR 09:30 – Andrei is aiming for $1.5M next year 09:34 – 2015 total revenue 10:10 – Bant's actual clients 10:25 – Most are SMBs 10:50 – Team size and location 11:10 – Bant gets their customers from referrals and word of mouth 11:30 – Bant ran a $ 200 adword campaign when they started 11:41 – Andrei shares Bant's process 12:28 – LTV 12:55 – Bant's CAC is marginal 13:10 – No sales team, but there are account managers 14:18 – Monthly gross customer churn 15:10 – Bant has their own database and has researchers who validate their leads 15:55 – 8 contractors on research 16:03 – 3rd party data apps that Bant is using including Builtwith 16:50 – Andrei shares LinkedIn as one of their main data sources 17:15 – Andrei shares his thoughts regarding LinkedIn being acquired by Microsoft 18:55 – The Famous Five 3 Key Points: Do NOT rely on just one large source of data, have a variety of sources. Businesses can spend less time hiring the right people if they go through right channels providing the right prospects. Once the entrepreneurial bug bites you—just go for 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

Conor Lee, founder and CEO of HipLead. The company helps leading B2B companies scale their outbound sales with high quality lead generation outbound campaigns. Before founding HipLead, Conor founded several other companies including TellFi which was in the Y Combinator, Winter 2011 batch. Prior to that, he worked as a lobbyist in statewide political campaigns. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Elon Musk Favorite online tool? – Zapier Do you get 8 hours of sleep? – No If you could let your 20-year old self, know one thing, what would it be? – Conor wished he had spent more time in tech than in politics Time Stamped Show Notes: 01:30 – Nathan introduces Conor to the show 02:07 – Conor shares what happened to TellFi 02:58 – Conor had a co-founder who wanted to keep it going 03:19 – Conor shares how the exit happened 04:10 – HipLead helps companies scale their outbound sales 04:35 – HipLead's pricing 04:55 – Current number of customers is 30 05:18 – HipLead was launched in 2013 05:30 – Conor is the solo founder, but he had a co-founder for awhile 06:25 – Conor has the majority of the shares of the company 07:35 – Conor and Nathan discuss cap tables 08:00 – Conor hired a lawyer for his legal documents 08:17 – Use the startup attorneys 08:31 – HipLead is bootstrapped 08:50 – HipLead's loan 09:20 – Conor shares why he got the loan 10:00 – Conor shares how the loan works 11:30 – The type of loan is only for specific companies 12:00 – The company name that provides the loan is Lighter Capital and it is based in Seattle 12:21 – Annual customer churn: less than 15% 12:58 – CAC 13:09 – Customer's LTV 14:15 – First year revenue 15:40 – 2015 revenue: $900,000 15:50 – Current ARR 15:59 – Conor is also looking into raising capital 16:10 – Team size of 16 16:29 – Team location is in San Francisco and other remote locations 18:35 – The Famous Five 3 Key Points: We need to be more open about exits—there are times where you just have to pull the plug. If you need funds and do not want to share equity, try a bank loan. Make sure your legal documents are in order, especially in the case of a split from your co-founder. 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

Spencer Farber. He is the CEO and founder of Cliently and he's been in the industry for 10+ years working across many spaces. He discovered one thing—the constant pain for companies is to define creative ways to generate leads and THAT is what he's trying to solve with Cliently. Famous Five: Favorite Book? – Marc Benioff's books What CEO do you follow? – Mikita Mikado Favorite online tool? — Trello Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – People are going to throw curveballs and you just need to understand how to deal with them Time Stamped Show Notes: 01:42 – Nathan introduces Spencer to the show 02:12 – Cliently helps a client engage with prospects 02:23 – A lead is only valuable if you're able to do something with it 02:33 – Cliently is a SaaS model 02:40 – Cliently's subscription plans starts at $99 to $599 a month 02:50 – Average RPU 03:18 – There are clients who pay annually 03:45 – They currently have 70-80 customers 04:02 – Cliently is bootstrapped with $30K and friends and family with $75K 04:22 – Cliently was launched in February 2016 05:00 – Spencer shares about a client in Australia and how they are using Cliently 05:20 – The client is BigReviewTV 05:28 – Cliently creates custom campaigns for them 06:10 – "We are not trying to be a CRM but we are trying to put the pieces together that are essentially going to help engagement" 06:45 – Cliently is using different APIs 07:00 – Spencer is looking to partner with Bond.co in the future 07:21 – Spencer shares how Cliently is going to beat the "other guys" in their space 08:12 - Spencer wanted to raise capital 08:54 – Cliently is using multiple sources for their leads 09:49 – Cliently's target MRR 09:58 – Spencer would raise $500K on an equity round 10:30 – Spencer would give up 10-15% to get the target MRR 11:06 – Spencer shares how Cliently's system is unique 11:34 – Team size 12:05 – Gross customer churn 13:05 – Team location 15:00 – The Famous Five 17:18 – Connect with Spencer through email 3 Key Points: A lead is only valuable if you're able to do something with it. Stand out in your space—give your client more reasons to stick with you. If you have a dream, pursue 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 Spencer@Cliently.com – Spencer's email address Show Notes provided by Mallard Creatives