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How Intercom has reinvented the wheel when it comes to personalized communication with clients. Intercom is a communication tool + email automation + help center + shared inbox all rolled into a single platform. Learn how Leverage uses Intercom to make customized communication with clients simple and easy. Like all of the tools we use at Leverage, it’s not enough to just know about the tool. In order to really get the most out of any service, you need to customize the experience and use a developer to customize the way YOU need it to be used. At Leverage, we connect Intercom to our database, allowing us to receive details such as customer information, total revenue per client and a hub of internal notes on each person — all in one place. Intercom’s API makes it easy to customize your experience. With its Zapier integration, you can set up commands, such as tagging any client that reports an issue, automatically starting a checklist in Process Street for that issue, and automatically filling in a client’s necessary information. It can also integrate with your email, text and Facebook, therefore if someone sends you a message on any of these platforms, you can choose to have it sent to your Intercom inbox. Intercom makes segmenting audiences and email marketing a breeze. You can choose who receives each message you send, whether it’s a one-time or recurring automated message AND who is going to be responsible for follow-up. This list allows you to choose between sending a message to leads or your current customers, or take it to the next-level by choosing guidelines such as “customers that have done over 10k in revenue and have been active for at least three months” and send this custom message within minutes. You can even choose whether they receive this as an email or a push notification on their linked devices. For example, Intercom lets you choose both the sender and responder. Nick will send a message and if a reply comes in, the Leverage management team will all be able to see it and respond, therefore more people can manage responses and eliminate wait time for the user. Conversations can also be assigned at a department level, not just a person level, by creating rules. For example, you could create a rule that if the subject line of an email comes into the shared inbox and contains the word “receipts” it will automatically be sent to the finance department. Now that you have an idea of how to set up a message for various audiences, let’s review some other helpful features of Intercom: Do you know the chat boxes you often see pop-up on websites? It’s most likely from Intercom. These can be run automatically by selecting trigger parameters, and/or sent out manually for one-off messages. If you visit getleverage.com, you’ll notice we’ve set a timer so that once someone visits our homepage for 15 seconds, a video shows on screen. There’s Intercom Educate, which are help centers and Q&A forums that live within Intercom — it allows you to create collections, and then have multiple articles within a collection. At Leverage, we have a Q&A collection for clients and an internal wiki for our freelancers. Within your inbox, you have the capability of assigning certain messages to people. For example, if we receive a question about hiring, we’ll tag our HR manager so they know they are in charge of responding to that message. If you’re interested in developing your custom Intercom, let us know! We’ll get a team member to set you up today. Ready to Join the Community of Business and Productivity Enthusiasts? To start engaging with our network, join our free online Slack community at https://slackpass.io/leveragecommunity  

Peep Laja. He’s the founder of CXL. He was voted as the most influential, conversion rate optimization expert in the world. He helps fast-growing companies grow faster through his services, coaching and CXL Institute’s certification programs along with his world-favorite optimization blog. Famous Five: Favorite Book? – Used to be Ready, Fire, Aim What CEO do you follow? –  No Favorite online tool? — Google Analytics and 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? – Peep wished that he had thought bigger when he was younger   Time Stamped Show Notes: 01:33 – Nathan introduces Peep to the show 02:18 – CXL is an optimization company 02:30 – CXL does conversion optimization 02:40 – CXL also teaches about conversion optimization and everything a company needs to grow fast 03:13 – CXL has been an agency model for the longest time 03:31 – Conversion XL Institute was launched in 2016 03:41 – It also has a monthly subscription 03:52 – MRR as an agency 04:11 – In running an agency, it doesn’t make sense to work with small businesses 04:59 – CXL has a minimum engagement of 3 months 05:06 – The size of the client determines their length of stay with CXL 05:17 – CXL agency currently has an average of 15 clients 05:26 – Team size is 10 05:32 – Agency people are mostly based in Estonia 05:38 – Peep is based in Austin and is mostly working on the institute side 05:54 – Peep only steps into the agency, if needed 06:08 – CXL has a blog where most lead generation happens 06:19 – CXL has 2 full-time writers for the blog 06:35 – Average MRR 07:10 – Peep is working on the scaling aspect of the institute 07:32 – “Self-paced is not a good model for learning” 07:40 – Coursera, Udacity and other e-learning platforms struggle with churn 08:16 – CXL Institute added live courses which are happening in real time 08:30 – The participation rate is way higher than the self-pace courses 08:38 – The reasons why the participation rate is higher 09:01 – Self-pace is priced at $99 a month 09:04 – Live courses have a one-time fee per course and there are 2 courses per month which are priced from $299 to $499 10:08 – Average number of students per course 10:41 – CXL Institute has their predominant list 10:47 – CXL Institute also uses retargeting 10:56 – CXL Institute is now starting to explore affiliate marketing 11:09 – List size 11:24 – The blog was launched at the end of 2011 11:43 – The pop-up is the most effective CTA that drives more opt-ins 12:18 – Peep shares how to make a pop-up for a blog 12:33 – CXL Institute is using Bounce Exchange 12:50 – “We try not to annoy the users” 13:04 – Bounce Exchange CEO was in Episode 253 of the Top 13:27 – CXL Institute does a revenue-share model with the instructors 13:34 – The instructors are marketing their classes on their own, as well 14:18 – The live course inclusions 15:02 – It is like a one day workshop 15:30 – The big companies are the ones who buy the self-paced courses 15:52 – CXL Institute currently has 1 certification program 16:04 – CXL Institute is adding 2-3 certifications quarterly 16:30 – Peep initially thought the self-paced would be for small businesses 17:30 – Annual signup is 20-25% 18:10 – CXL Institute is having a conference called CXL Live 18:16 – A whole resort is booked for the conference 18:30 – The conference will be at Hyatt Regency Hill Country ,in San Antonio 18:38 – A ticket includes a 2-night stay and meals 18:50 – The conference will be on April 5-7 18:55 – Visit live.conversionxl.com for more details 21:15 – The Famous Five   3 Key Points: As an agency, the amount of time spent working with small and big companies is the same, so it’s better to stick with the big ones. Self-paced learning faces more churn than live courses. Think big and don’t just settle on what you think you can do—aim higher.   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 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

Gary Fowler. He’s the co-founder and CEO of Findo, a smart search across multiple platforms for email, files, and folders. Gary has over 23 years of startup experience and is an award-winning CEO, a senior executive, a speaker with over 7 technologies startup and a successful IPO for the company CKSW. Gary is known as the go-to startup CEO that gets stuff done. Famous Five: Favorite Book? – Think and Grow Rich What CEO do you follow? –  Elon Musk Favorite online tool? — Intercom Do you get 8 hours of sleep?— Never If you could let your 20-year old self, know one thing, what would it be? – Gary wished he could look back and spend more time getting deeply involved with his first startup   Time Stamped Show Notes: 01:34 – Nathan introduces Gary to the show 02:08 – Gary shares what Findo is 02:15 – The challenge that we have nowadays is the large, vast amount of information that we have 02:25 – An average person has around 3000 items 02:58 – “We’re an AI tool, so it’s learning all the time” 03:15 – Findo has a monthly subscription model 03:23 – Advance is $499/month and ultimate is $999/month 03:48 – Average customer pay per month 04:01 – Findo was founded by David Yang who built 9 startups including ABBYY 04:21 – Gary was the co-founder and CEO for the US corporation 04:36 – Gary shares why they had to spin out ABBYY 05:05 – Gary bought the IP from ABBYY 05:33 – Gary shares how they found the person who did their independent evaluation 06:08 – Average cost of buying the IP 06:19 – Gary shares where they got their capital 06:36 – Gary has raised $7M 06:45 – Gary is currently on seed 2 06:51 – Gary’s major seed contributors 07:40 – Gary shares why they call their current round, seed 2 08:38 – Gary had an equity priced round 08:56 – Findo was launched in April 2016 09:06 – Gary started the most successful accelerator, GVA LaunchGurus, in Russia, prior to Findo 09:31 – 60% of the companies have raised money 10:04 – Gary raised capital to fund the accelerator 10:58 – None of the companies have exited yet 11:25 – Gary shares why he left GVA LaunchGurus for Findo 12:00 – Team size is 26 12:22 – Why Gary chose the people from Europe 13:10 – Findo just came out of beta 13:15 – Findo has over 80K customers 13:19 – Percentage of paying customers 14:15 – Average MRR 14:25 – Findo is currently moving into the model of reason strategy  14:50 – Gross customer churn 15:10 – Between 5-10%, but most come back 16:15 – The problem that 12% of the population have 17:13 – CAC 18:58 – The Famous Five   3 Key Points: Find a solution to the most common problem. Follow your intuition when it it’s time to make a move. Your contributors play a big role to your company’s growth—make sure they are suited to you and your company.   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

Martijn de Kuijper, founder of Revue. He’s a product guy and his company’s focus is to get your thoughts to people’s inboxes via newsletters. He previously founded Fosbury and Yunoo. Martijn is also a Techstars alum. Famous Five: Favorite Book? – Zero to One What CEO do you follow? –  N/A 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? – “Just keep doing what you’re doing and don’t get distracted by what other people are saying”   Time Stamped Show Notes: 01:30 – Nathan introduces Martijn to the show 02:10 – Revue focuses on personal newsletters like editorial newsletters 02:45 – Revue helps people share their content through newsletters 02:50 – Revue currently has a free and premium model 03:20 – Average customer pay per month is $7 03:45 – Martijn is a listener of The Top 04:10 – Revue was launched in January 2015 04:27 – Martijn started Revue on his own as a side project 04:30 – Martijn was working on the acquisition of Fosbury 04:59 – Martijn shares what Fosbury is about 05:24 – Martijn was in Techstars Texas 05:44 – Team size is 5 06:18 – Fosbury wasn’t earning 07:08 – The money that Martijn received from the assets 07:42 – Martijn used the money from selling Fosbury to start Revue 08:12 – Martijn also sold Yunoo when he was 26 08:30 – The buyer is the software company AFAS from the Netherlands 09:20 – Martijn has raised $350K for Revue in convertible note 09:50 – Terms on the convertible note 10:05 – Revue currently has a thousand paying customers 10:23 – Martijn is currently focusing on growth rather than revenue 10:48 – Revue has 20K registered users at the moment with 10% active users 10:57 – Active users are the ones who send at least 1 email a month 11:27 – Monthly churn 11:35 – No paid CAC 11:49 – Revue has a content marketer 12:24 – Revue is currently sending 2M emails, monthly 12:40 – First year revenue 13:00 – Total 2016 revenue 13:26 – Martijn’s current side project 14:30 – Where Martijn got his marketing ploy idea 16:30 – The Famous Five   3 Key Points: Don’t be afraid to sell your company if it comes down to it. Study and strategize a marketing plan that works and at no cost. Just keep doing what you’re doing and don’t let what others say distract 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

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

Victor Levitin, co-founder and CEO of CrazyLister. Prior to CrazyLister, Victor ran a retail business that he drove from $0 to $4.5M in revenue in just three years. In fact, it did so well it won an eBay award for highest conversion rate. Victor channels his eBay retail experiences through a blog called “eBay Sellers Journey to $100K a month” where he helps eBay sellers avoid mistakes and grow their business the right way. Famous Five: Favorite Book? – Elon Musk Biography What CEO do you follow? – Alex Turnbull Favorite online tool? — Intercom Do you get 8 hours of sleep?— “About 7” If you could let your 20 year old self know one thing, what would it be? – “Teach myself how to code and learn the balance”   Time Stamped Show Notes: 01:37 – Nathan introduces Victor to the show 02:08 – What is CrazyLister and how does it make money? 02:16 – Created for sellers 02:50 – Similar with creating websites 03:28 – Built-in to eBay’s API 03:40 – You have to know how to code to use CrazyLister 03:49 – Pricing scheme 03:54 – Plans based on the number of listings 04:05 – Monthly RPU 04:20 – CrazyLister is founded in late 2013 04:33 – Victor was 29 then 04:40 – Victor has always been an entrepreneur 05:05 – He was a seller before 05:14 – Shifted to software because of the entrepreneurial bug 06:20 – Shared equity 06:40 – Number of paying customers 07:02 – Total revenue in 2015 07:15 – January 2016 – from premium to paid 07:40 – 14-day free trial 07:55 – MRR 08:50 – Pricing on the website 09:15 – Actively doing customer development 09:41 – Metrics customers have to hit 09:58 – Growth churn per month 10:08 – Typical monthly churn of SaaS companies 10:35 – First month with monthly churn 11:40 – Lifetime value 12:00 – What are you going to pay for a new customer? 12:28 – Team size and located in Tel Aviv, Israel 12:45 – Self-funded or crowd raising 13:01 – Equity round 13:22 - Valuation 13:33 – Victor feels they’ve exceeded the valuation 14:20 – Will never sell 14:45 – Content marketing drives traffic to Victor’s company 15:47 – August expenses 16:20 – Connect with Victor thru his LinkedIn or Facebook 18:40 - The Famous Five   3 Key Points: Know your priorities and maintain a balanced life. Keep moving—don’t stay in your comfort zone, stagnation is death. Take care of your customers—know their needs and find out how you can help them.   Resources Mentioned: 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 quality of Toptal  developers. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Freshbooks – The site Nathan uses to manage his invoices and accounts. Leadpages  – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5 hour drive) to listen to audio books. LinkedIn – Victor’s LinkedIn account Facebook – Victor’s personal Facebook account Show Notes provided by Mallard Creatives

Carlo Cisco, the founder and CEO of Select, a private membership community that offers discount deals with thousands of premier brands. Carlo was an early builder of Groupon. He’s also a canny investor who made $75k in stocks by investing during college. Listen in to hear Nathan and Carlo break down the numbers behind Select, discuss Groupon’s meteoric growth, and explain Select’s unbelievable CAC:LTV ratio. Famous 5 Favorite Book? – The Intelligent Investor What CEO do you follow? — Mark Zuckerberg What is your 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? —To get ready for some crazy stuff Time Stamped Show Notes: 01:30 – Nathan’s introduction 01:43 – Welcoming Carlo to the show 02:00 – Carlo started an events planning business while he was in college 02:20 – Actively invested in tech companies while he was in college 03:16 – Carlo put about $9k into stocks and turned it into $85k 04:11 – Joined Groupon and helped build their operation in Japan 05:30 – Groupon hasn’t helped businesses enough...most businesses aren’t getting repeat customers from Groupon or LivingSocial deals 07:35 – Started Select in 2013 08:00 – The goal was to work with premier brands in an ongoing, sustainable way 08:50 – Select generates revenue through a $250 annual membership fee 09:55 – Currently have around 9000 members 10:20 – Annual revenue is $725k - average revenues are down because of a discount deal that generated members early on 11:20 – Currently at over $1 million run rate 11:45 – Annual retention rate is around 75% - which is unusually high for the sector 12:20 – Have raised just under $800k in funding 13:00 - Had equity funding from an accelerator programme - “The network is incredible” 14:00 - Currently happy to break even on customer acquisition 14:40 - Current lifetime value is around $900 per customer 15:22 - Currently have a CAC:LTV ratio of 1:7 15:40 - Ideal customer: High-income professionals, 25-45 years of age 17:02 – Connect with Carlo on Twitter and Linkedin 18:30 – Famous Five 3 Key Points: Accelerators have value beyond just funding - their networks and support can seriously pay off Invest wisely and early If you want excitement: prepare for it. Life can be crazy if you’re only ready. Resources Mentioned: Freshbooks - The site Nathan uses to manage his invoices and accounts. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ 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  

Holly Cardew, a member of the Forbes 30 under 30 list and the founder of Pixc - an online image optimization service. Holly dropped out of college to grow an image editing empire that’s making just short of $1 million in revenue each year. Listen as Holly and Nathan talk about Pixc’s bootstrapping ethic, the importance of revenue over investment, and how to get the most from an affiliate program. Famous 5 Favorite Book? – The Lean Startup What CEO do you follow? — Ben Chestnut, though he’s kind of hard to track What is your 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 wish my parents had told me to go to Silicon Valley. I should have learnt how to code. Time Stamped Show Notes: 01:15 – Nathan’s introduction 01:56 – Welcoming Holly to the show 02:03 – Holly took a corporate job in London after university 02:20 – Tried multiple online businesses before Pixc 02:40 – Pixc is an online image optimization service 02:50 – Sells credit image packages 03:05 – Launched a landing page in 2013; started properly in 2014 03:20 – Largely self-funded; raised $150k in capital 03:55 – ‘At the end of the day, you need to have a business - not just capital’ 04:15 – 16 team members 04:30 – Revenue in the range of $200k - $1 million per year 05:10 – What are the running costs? 05:20 – Semi-automated process with some human input 05:35 – Currently breaking even and re-investing in the business 05:50 – Holly is 28; she dropped out of college to start her business 06:20 – Working with over 7,000 clients 06:40 – Acquisitions through referrals, integration, content marketing and affiliates 07:10 – Affiliate program is very effective. One article brought in 70+ customers in 3 weeks 09:20 – Affiliates make 20% commission on referrals 10:40 – What’s the competition? Largely freelancers. 11:03 – What’s Pixc’s growth strategy? 11:40 – Planning to expand the affiliate program and build partnerships 11:50 – Thinking about what other services they can offer in this niche 12:20 – Connect with Holly on Linkedin, Twitter and at her blog 14:58 – Famous Five 3 Key Points: Focus on revenue, not on investment. You have to know that your idea can make money. Learn how to code - it’s a basic skill that will pay you back a hundred times over. If you’re looking at expanding, consider what other services fit in your niche. What else do your customers need that you can provide? Resources Mentioned: Freshbooks - The site Nathan uses to manage his invoices and accounts. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ 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  

Charlie Mulligan , co-founder of BrewPublik - a business that Charlie wants to become “Amazon for beer”. Brewpublik provide a premium catering service delivering craft beer to homes and offices in cities across the States. Listen as Nathan and Charlie talk expansion, investment, and how much to sell a start-up for. Famous 5 Favorite Book? – The Goal What CEO do you follow? — Jeff Bezos What is your 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? —To have more confidence. I can do anything if I set my mind to it. Time Stamped Show Notes: 01:22 – Nathan’s introduction 01:40 – Welcoming Charlie to the show 02:00 – Match over 3,000 types of craft beer to a taste profile 02:30 – BrewPublik delivers beers to your office or home 02:50 – $75 for a case of 24 bottles 03:13 – Offers one-off orders, regular subscriptions and monthly memberships 03:40 – Founded in 2014 04:02 – $275k revenue in 2015 04:15 – Delivered around 80k bottles 04:40 – Net margin of 35% 05:00 – Reinvesting capital in expansion 05:40 – Hope for $1.5-2 million revenue in 2016 06:30 – How do you decide which markets to expand into? 07:10 – Look at baseline demographics: age, income, breweries per capita 08:30 – Then look for with B2B clients 09:10 – Bootstrapped for first 6 months then had an angel investment round of $1 million 09:45 – Looking for Series A in the next 12 months 10:03 – Sees the beer industry as ripe for disruption 11:00 – Would sell the business for $100 million 15:19 – Famous Five 3 Key Points: Have confidence in yourself. Trust your own abilities and move forward. When you’re thinking about expansion, consider what strategy is going to give you a positive operating balance as quickly as possible. Find a niche to disrupt. Successful start-ups exploit a need that no one else has even considered. Resources Mentioned: Freshbooks - The site Nathan uses to manage his invoices and accounts. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ 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  

Julian Martinez, marketing director at Maestro Conference, the webinar platform used by Hilary Clinton and Bernie Sanders. Julian’s spent 7 years building marketing programmes from scratch. Listen as Nathan and Julian talk webinars, and the nuts and bolts of building a marketing strategy. Famous 5 Favorite Book? – Monkey Business What CEO do you follow? — Eoghan McCabe What is your favorite online tool? — Intercom Do you get 8 hours of sleep?— Maybe If you could let your 20 year old self know one thing, what would it be? — To start travelling more, date more girls, and pay more attention in class Time Stamped Show Notes: 01:20 – Nathan’s introduction 01:50 – Welcoming Julian to the show 02:00 – Why Julian left Bid On Fusion to join Maestro Conference 02:40 – Choosing between family and work 03:04 – Julian joined Maestro Conference in 2016 03:20 – Hosts interactive webinars and conference calls 03:45 – Obama, Hilary, and Bernie Sanders all use the platform 04:14 – “A sexier version of GoToWebinar” 04:30 – It’s possible to generate breakout groups of 2 from a group of up to 5000 05:05 – Between 1,000 and 2,000 paying customers 06:00 – Julian’s the first marketing hire - most investment has been in the platform 06:20 – Team of 15 full-time people 07:40 – Currently around 30% churn rate 08:30 – Based in Oakland 09:05 – Marketing budget for February was around $3000 09:30 – Julian wants to implement paid social media advertising and SEM 10:00 – Currently around 10% conversion 10:40 – Raised around $2 million total 11:11 – MRR of $90k in February 12:30 – Goal is now to follow up exposure from nominees’ campaigns with paid social 15:13 – Famous Five 3 Key Points: Take advantage of all the resources you can find. Do more with what’s around you. Build a marketing strategy around the exposure you already have. If you’ve just joined a company, take time to clean the slate before kicking off your own projects Resources Mentioned: Freshbooks - The site Nathan uses to manage his invoices and accounts. Host Gator – The site Nathan uses to buy his domain names and hosting for cheapest price possible. Leadpages – The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+ 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