Podcasts about mallard creatives

Max Percherskyi. He’s a passionate SaaS entrepreneur whose mission is to connect professional SaaS companies and startup hubs to help them form long-term relationships and good, win-win partnerships. Currently, he’s connecting angel institutional investors, cofounders, exceptional talent and partner companies across three different countries to make the PromoRepublic ventures succeed at a global scale. Prior to cofounding PromoRepublic, he worked in marketing agencies for ten years and was responsible for business development, digital marketing and sales. Famous Five: Favorite Book? – Top 101 Growth Hacks What CEO do you follow? – Jason Lemkin Favorite online tool? — WorkFlowly How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – Max would tell himself that not all people will love him   Time Stamped Show Notes: 01:37 – Nathan introduces Max to the show 02:22 – PromoRepublic is a social media content automation tool that helps SMBs create their social media presence 02:38 – PromoRepublic is a SaaS business 02:45 – Pricing starts at $15 a month for an annual package 02:55 – ACV is $20 a month 03:00 – Max was in Episode 403 03:27 – PromoRepublic will soon have a $100 plan 03:53 – CAC is now $150-170 04:18 – Paid channels spend varies every month 04:33 – Affiliate network is the one that is working now 05:28 – PromoRepublic has raised $1.85M in total 06:12 – Team size is 22 06:26 – PromoRepublic has 3 offices 07:30 – PromoRepublic hired a sales guy to sell their high value plans 08:29 – There’s commission for every plan sold 10:00 – PromoRepublic has around 5,500 customers, 3000 are from AppSumo 10:32 – Most of the customers from AppSumo just bought the product; some are active, some aren’t 12:33 – Last month’s MRR was $20K 12;54 – Logo churn is around 5.8% 14:07 – 2016 revenue was €110K 14:33 – 2017 total revenue will be around $300K 15:08 – PromoRepublic is going to receive a grant and will take an additional loan 17:25 – The Famous Five   3 Key Points: Your team size must align with your profitability. Paid advertising takes time—test to see which ads will work the best. Use your capital wisely.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Sravish Sridhar. He’s the VP and General Manager at Kinvey Progress and was previously the CEO and founder of Kinvey before it was acquired by Progress. He’s also an angel investor in multiple startups with successful exits. Famous Five: Favorite Book? – Crossing the Chasm What CEO do you follow? – Matt Barbey Favorite online tool? — If This Then That How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – “I would never become a movie actor”   Time Stamped Show Notes: 01:50 – Nathan introduces Sravish to the show 02:18 – Kinvey’s acquisition closed on June 1st and was announced on June 28th 02:30 – Kinvey does “backend as a service”, which is a term that they coined 02:58 – Schneider Electric has a lot of apps that are used to interact with its hardware, employees and customers 03:13 – Kinvey is in charge of the backend features that an app needs 03:44 – “We make every frontend developer become a backend developer” 03:55 – Developers don’t have to learn the backend processes, they can simply drag and drop 04:07 – Kinvey has three types of customers: 04:10 – First, those who are building apps as a hobby or trial and pay nothing up to $200 a month 04:22 – Second, business edition customers who pay an average of $24K a year per application 04:44 – Lastly, enterprise edition customers who pay around 6 figures a year 05:03 – ACV is around $80K to $90K 05:24 – When Sravish came up with the idea for Kinvey, he knew it should be a venture-backed company 05:46 – Sravish funded the initial capital of $150K 06:06 – Kinvey has raised over $15M before the acquisition 06:30 – It took Kinvey 15 month to launch their product 06:43 – In the second year, they started to build their revenue 07:10 – In 2013, they were doing high 6-figures in revenue 07:24 – They broke their million dollar mark in 2014 07:54 – Sravish invested in startups to learn strategies and build his financial portfolio 09:20 – Sravish has three things he looks for when investing in a startup: 09:22 – The team’s relationship with each other 09:39 – The space of the startup 09:55 – The potential he has to help the startup to grow 10:40 – Kinvey has over 50 enterprise customers 12:54 – The acquisition of Kinvey by Progress was for $50M 13:13 – Sravish shares how the board and himself decided on the acquisition 14:40 – Sravish’s discussion with Progress 15:43 – Team size prior to acquisition was 44 and everyone stayed after the acquisition, current team size is 65-70 16:00 – Kinvey had multiple offers and it took them 2-3 months to decide 16:40 – Progress matched the best offer 17:00 – Kinvey and Progress are both based in Boston 17:58 – Kinvey had direct sales models and enterprise sales reps 18:10 – CAC is $95K to $100K and LTV is $2.1-2.2M 18:33 – Payback period is 13-14 months 19:04 – Kinvey has 98% retention rate 20:40 – Progress has been thoughtful with their employees’ restricted stock units (RSU) 23:40 – The Famous Five   3 Key Points: Choose the deal that will be a great fit for the long-term. Always consider the company and, most importantly, your team’s future when making decisions. Investing isn’t just about the financial gains, it’s about your ability to believe in and help a company grow and succeed.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Chris Savage. He’s the CEO and cofounder of Wistia, a leading video platform that enables business teams to harness the connective power of video. They help over 400K businesses connect better with their customers using video as the medium. Famous Five: Favorite Book? – Masters of Doom What CEO do you follow? – Ben Chestnut Favorite online tool? — Quip How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – “Persistence is the difference between success and failure”   Time Stamped Show Notes: 01:51 – Nathan introduces Chris to the show 02:17 – Wistia is a SaaS business 02:20 – Wistia is a platform where you can upload your videos and customize them for your site 02:49 – Wistia charges based on the number of videos 02:55 – ACV is $100 a month and it’s 25 cents per video 03:38 – Wistia is already 11 years old 04:09 – Wistia didn’t make money their first year 05:08 – Chris and his cofounder needed at least 15K a month to live 05:55 – Wistia made a mistake when they weren’t charging based on the storage 06:35 – Chris explains their decision to change their pricing 07:04 – Gross margin is in the 70s 07:43 – Total number of customers 08:00 – Wistia still has a free trial for 3 videos 08:05 – There are a few hundred thousand free users 09:21 – One the best things Wistia offers is inspirational and useful content for free accounts 10:05 – Wistia gets 15% of direct, attributable conversion from free accounts 10:30 – Wistia has raised two rounds with a total of $1M 11:09 – “We are very focused on long-term” 11:29 – Chris wants Wistia to be less complex for users 12:27 – Customer churn is 1.6% a month 12:47 – On a unit economic basis, Wistia is consistently expanding 13:11 – LTV is approaching $5K 13:20 – CAC 16:00 – Stretch goal in December of 2017 16:09 – Wistia is focused on profitability 17:06 – Wistia is doing a more than million dollars a month in revenue 17:22 – Wistia has raised less than what they’re making monthly 18:50 – The Famous Five   3 Key Points: Changing the price of your product won’t necessarily equate to profitability—balance is the key. Converting customers from free to paid takes a lot of testing and patience. Persistency is the difference between success and failure.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Roy Mann. He’s a career entrepreneur, artist and 3D printing enthusiast. His experience is in the field of product development and marketing and before co-founding dapulse, Roy was part of Wix’s senior management team, which is a big, runway success. Prior to joining Wix, he founded the online social game, Save an Alien. Famous Five: Favorite Book? – The Hard Thing About Hard Things What CEO do you follow? – Avishai Abrahami Favorite online tool? — FullStory How many hours of sleep do you get?— 7-8 If you could let your 20-year old self, know one thing, what would it be? – “Whatever you learn, you learn—and in the end, we all die”   Time Stamped Show Notes: 01:50 – Nathan introduces Roy to the show 02:27 – dapulse is a tool for managing operations for teams 02:38 – dapulse is a SaaS product 02:40 – dapulse has a free trial of 14 days 02:52 – ACV 04:00 – Roy was in Episode 404 of The Top 04:06 – Team size is 70 04:14 – 1/3 is in engineering and they’re expecting to grow to 100 this year 04:40 – Most of the team are in Israel and some are in the USA 05:00 – dapulse currently has 15K customers 05:15 – dapulse raised $25M at the start of 2017 05:34 – They’ve raised a total of $34M 06:13 – MRR is over $1M and $13M ARR 06:33 – dapulse is a B2B company, but their approach is like a B2C 07:06 – dapulse aims at individuals who will potentially purchase the product for their team 07:16 – dapulse has spent $1.5M just last month on online ads 07:45 – CAC 08:24 – Payback period 09:37 – dapulse’s campaign can attract a high number of customers 10:27 – Roy wants to build a product that fits everyone 10:42 – dapulse has a negative net revenue churn 11:18 – Monthly logo churn is between 1.5% to 2% 12:13 – Churn is calculated on the top line 13:48 – dapulse has -.05 net revenue churn 14:20 – dapulse sells to large companies through their Instagram ads 15:40 – dapulse doesn’t give an incentive for those who post about their user experience 16:47 – 2017 ARR goal is $17M 17:21 – December 2016 ARR is $6.5M 18:10 – The Famous Five   3 Key Points: A B2C approach can still get you customers, even if you’re B2B company. If people gain value from your product and enjoy it, they will share about it. We all make mistakes, just make sure you learn and move on.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Mark Organ. He’s the founder and CEO of Influitive, helping companies mobilize their advocates to produce massive increases in referral leads, reference calls, social media participation and more. He revolutionized B2B marketing and the founding CEO of Eloqua, the world leader in marketing automation software, which was acquired by Oracle for $871M. In between, he was the go-to marketing consultant for SaaS companies in North America and Asia.  Famous Five: Favorite Book? – Getting to Yes What CEO do you follow? – Dara Khosrowshahi Favorite online tool? — LinkedIn How many hours of sleep do you get?— 6 If you could let your 20-year old self, know one thing, what would it be? – “How important it was to build new relationships with people”   Time Stamped Show Notes: 01:40 – Nathan introduces Mark to the show 02:17 – Mark left Eloqua even before the acquisition 03:25 – It was the VCs that pushed Mark to leave 03:54 – Mark still had a great exit from the company 04:10 – Influitive helps companies grow by getting more value out of their happy customers 04:46 – Mark saw the importance of mobilized customers when he was still in Eloqua 05:13 – Influitive created communities where companies invite their customer advocates 05:51 – ACV is $50K annually 06:10 – Influitive currently has 270 customers 06:33 – ARR is close to $10M 06:51 – it would take 4-5 years for Influitive to reach their $100M ARR mark 07:02 – Influitive was founded in 2010 07:21 – Influitive has raised $50M 08:09 – Mark shares why he had to raise 09:13 – Influitive’s growth is faster than Eloqua’s 09:40 – 2016 revenue 10:05 – Influitive is averaging more than 50%, year-over-year growth 10:50 – Influitive is cash flow positive on some months 11:08 – Team size is 125 with 8 people in sales 11:22 – “I want all the sales guys to make money” 12:03 – Increased quotas make it impossible for salespeople to hit their numbers 12:55 – CAC is around $40K 14:10 – Payback period is a year to 15 months 17:01 – The Famous Five   3 Key Points: VCs are there for a reason, trust them. Reaching one’s quotas takes a much longer time than it did a decade ago. Networking and relationships are crucial to your personal and business life.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Naveen Gupta. He’s an entrepreneur with experience building startups and growing a hundred million dollar profit and loss statements. Before cofounding BirdEye, which is his current company, he held executive positions at RingCentral, Monster and Yahoo. He’s launched industry-leading products across advertising, consumer search, social media and monetization. He lives in Sunnyvale, California with his wife and two kids. Famous Five: Favorite Book? – Predictable Revenue What CEO do you follow? – Brian Halligan Favorite online tool? — Outreach and ZoomInfo How many hours of sleep do you get?— 4-5 If you could let your 20-year old self, know one thing, what would it be? – Naveen wished he would have taken more risks and pursued his dreams of starting a company   Time Stamped Show Notes: 01:40 – Nathan introduces Naveen to the show 02:19 – BirdEye is the leading SaaS product that helps businesses on their customer journey 02:54 – The two things that drive purchases are customer experience and business ratings 03:20 – BirdEye grows 160%, year-over-year in revenue 03:33 – BirdEye has 25K paying customers 04:40 – Business model is based on location and not per seat 05:20 – On average, a business would have 2-3 locations 05:47 – BirdEye caters from SMBs to enterprise businesses 06:07 – BirdEye has a broad platform which has different functionalities 07:42 – Pricing on SMBs start at $3K and $100K for enterprise per year 08:12 – ACV is around $5K 08:33 – 50% of the revenue is SMB, 30% mid-market enterprise and 20% for channels 09:00 – ACV is per location 09:24 – MRR is close to $2M 10:43 – BirdEye was launched in 2012 10:55 – They came up with the idea after looking for a surgeon with great reviews to take care of their mother 12:07 – BirdEye was initially bootstrapped 12:33 – BirdEye has raised a total of $33M 13:16 – Team size is 170 globally 13:48 – Around 60 are on engineering, 70 on the sales sides and the rest are in different departments 14:30 – BirdEye is investing heavily on hiring the best people 14:45 – CAC is around $1K for a new business 15:05 – Payback period is 3-4 months 15:21 – 60-70% of their contracts are paid up-front, annually 16:00 – Revenue churn 16:11 – Net churn is close to 0.5% 16:28 – BirdEye is still too young to calculate LTV 16:48 – Naveen’s estimate is 3-5 years 17:05 – Paid ads spent annually is $200K 17:55 – Gross margin is 85-90% 18:43 – To acquire new customers, they email potential clients and ask them if they want to know their competitors’ reputations and how they compare to them 19:24 – 2016 ARR was close to $13M and 2017 will be close to $30M 19:37 – 2015 ARR was $5M and 2014 was $1.5M 21:10 – The Famous Five   3 Key Points: Have a business model that will benefit not just your own company but your customers as well. Most people rely on business reviews before trying out a product or service. Hire the best people and you’ll have the best product and provide the best customer experience.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

David Barrett. He started programming at the early age of 6 and has been aspiring to become an expense report magnate ever since. He attended the University of Michigan where he worked in a virtual reality lab before moving to Texas to render 3D graphics engines for the video game industry. Next, he moved to California to join Travis of Uber in building a peer-to-peer file transfer technology called Red Swoosh, which was acquired by Akamai in 2007. In 2008, David left that company to start Expensify and has since been relieving the world’s frustration one expense report at a time. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Elon Musk Favorite online tool? — Google Docs How many hours of sleep do you get?— 8 If you could let your 20-year old self know one thing, what would it be? – “It is possible for everyone else around you to be wrong and for you to be right”   Time Stamped Show Notes: 01:46 – Nathan introduces David to the show 02:38 – Expense reports have been overlooked 02:56 – David took the opportunity that will take care of expense reports 03:18 – Expense report is synonymous with any business 03:52 – David shares how his eagerness to help the homeless led him to create an expense report reimbursement app 05:09 – David was in Episode 655 of The Top 05:16 – Expensify isn’t looking to raise another round at the moment as they just raised $25M 05:23 – Expensify is currently profitable and not burning capital 05:27 – Team size is 120 05:33 – Expensify was founded in 2008 06:04 – Expensify currently has 42K customers 06:21 – Expensify also has millions of free users 06:49 – Pricing has a free account which offers 10 receipts a month and a paid account starts at $9 per active user 07:15 – Enterprise plans also start at $9 08:21 – ARR is still under $100M 09:44 – The expansion is the bulk of Expensify’s revenue growth 10:40 – Expensify has a $5 plan for a group 11:10 – Revenue retention is over 100% annually 11:24 – Every 3 years, a customer pays 500% more 12:55 – The most effective strategy to acquire customers is to hand their product to the individual employees and promote it within their own companies 14:14 – David shares how the payment shifts from the employee's personal card to the company’s expenses 16:16 – The target is to share to at least one other person 16:35 – Expensify doesn’t have any paid channels 16:40 – They do lots of conferences which is more for establishing brand leadership 17:25 – They spend a single digit million, annually, for their conference 17:32 – Their conference is ExpensiCon 18:00 – Only 100 selected people can join 19:35 – David believes that the cost of sales doesn’t equate to the cost of customer acquisition 21:38 – The most important decisions are not quantifiable 22:40 – David won’t sell Expensify for $300M 16:10 – The Famous Five   3 Key Points: Getting your own clients to refer you is the best way to grow your customer base. The most important decisions for your company are sometimes not quantifiable. Focus on the best possible brand or product you can offer.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Jeremiah Wilson. He founded Convirza over 15 years ago. As the patent-holding inventor of The Maculon, the original, passive, remote conversation monitoring device and sales management system, he shaped the call tracking and marketing analytics industry. He’s positioned the capital raises and recent acquisition. Famous Five: Favorite Book? – 48 Laws of Power What CEO do you follow? – N/A Favorite online tool? — Salesforce App How many hours of sleep do you get? — 6 If you could let your 20-year old self know one thing, what would it be? – “I wished I believed in myself more”   Time Stamped Show Notes: 01:51 – Nathan introduces Jeremiah to the show 02:22 – Convirza acquired a portion of their competitor’s assets to expand their customer base 02:56 – Jeremiah shares how they found out about the acquisition 03:29 – Call tracking is what drives the calls 04:00 – Convirza also listens to the calls with machine learning to check the quality of the call 04:46 – If a phrase that the sales agent used didn’t drive conversion, it should be changed 05:00 – Convirza tracks the attribution rate 06:20 – Convirza finds out which billboard led a prospect to call, the cost of the billboard and the actual sales made from those calls 06:54 – Convirza only focuses on where the lead came from and the conversation itself 07:01 – “Our objective is strictly the audio, strictly the call” 07:54 – Convirza is a SaaS business and charges a platform fee plus minutes 08:13 – ACV is around $600K 08:40 – ACV is per business 09:27 – Prior to Convirza, Jeremiah was a national trainer for a company in Ohio and was teaching people how to sell on the phone 10:35 – In 2000, salespeople were looking into live call recordings 11:20 – Jeremiah set-up the stick and the device that could plug into a computer and record calls 12:00 – Jeremiah started with 100 units which cost him $70K 12:20 – Convirza was launched in 2001 13:30 – Convirza had their first client within six months that paid $20K 13:47 – 2010 revenue is $3M 14:05 – Convirza listened to their clients in order to improve their product 14:17 – Convirza has raised $24M in total 14:46 – The investors are private investors 15:55 – Convirza has over a thousand customers 16:09 – Convirza has 50K unique businesses using them 16:42 – 2017 ARR goal is $10M 17:33 – Gross logo churn is 3% 17:44 – Convirza has been focused on having their net negative churn negative for the last 2 years 18:56 – Team size is 66 with 7 in sales and 25 as engineers 19:21 – They have a team of 40 in India who are augmented in their engineering 19:47 – Convirza has an office in Utah and California 20:08 – Pre-acquisition CAC is $1200 21:00 – From the acquisition, they gained around 500 customers (more than double of what they had) 21:23 – LTV is 4 years 21:41 – Convirza’s best source for customers is their webinars 21:52 – They partnered with similar associations and publications in the space to promote their webinars 22:54 – Payback period is 9 months 22:18 – Paid spend was around $6500 in July 2017 24:01 – Gross margin is 60% 24:24 – Convirza built their own platform 26:05 – The Famous Five   3 Key Points: Acquire a part of your competitor’s assets to grow your own business and customer base. Having another team in another country can be your secret key to success. Focus on one specific goal at a time.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Artem Borodatyuk. He’s the founder of NetPeak Group and cofounder of Seed Fund WannaBiz. He’s focused on the development of B2B SaaS product companies. His first SaaS company was an all-in-one SEO platform for professionals called Serpstat.com, with 2000 customers and 100K users. Famous Five: Favorite Book? – From Third World to First What CEO do you follow? – Elon Musk Favorite online tool? — Google Spreadsheet How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – “Find some experienced entrepreneur and mentor”   Time Stamped Show Notes: 01:44 – Nathan introduces Artem to the show 02:23 – Serpstat was born as a cure to a search tool that was built by Netpeak 03:00 – Netpeak is the biggest SEO agency in Eastern Europe 03:20 – Netpeak currently has 300 projects in 4 markets 03:38 – Netpeak was founded in 2007 and was initially bootstrapped 03:43 – They haven’t raised funds for the agency side of Netpeak 04:27 – 2016 revenue of the agency side of Netpeak was $5-$15M 04:50 – Serpstat was initially created to be used by Netpeak itself 05:35 – In April 2015, Serpstat became independent 07:00 – In 2016, Serpstat received $250K of funding for 15% equity from Digital Future, a local VC fund 07:41 – Serpstat will almost hit their $1M ARR mark 07:58 – July 2017 MRR 08:26 – Igor Gor is Serpstat’s evangelist; he markets their product 08:45 – Team size is 52 in Serpstat with 20 in marketing 09:25 – ACG is $69 09:39 – Total number of customers is between 1000 to 2000 paid customers 10:36 – Serpstat can be paid in monthly payments or a one-time payment 12:03 – Serpstat loses 1-3% of their users monthly 12:40 – CAC 13:50 – LTV 14:20 – Serpstat spends $2K monthly on AdWords and $1K on Facebook Ads 15:04 – Serpstat is based in Ukraine 15:38 – Serstat plans to expand globally soon 16:02 – Gross margin is around 89% 17:23 – In July of 2016, monthly revenue was $20K 17:54 – 2016 revenue is almost $190K 19:30 – The Famous Five   3 Key Points: Create a product that can be used by your own company; that way you can attest to its usability and value. Europe offers different recurring payment plans than what is offered in the US. Take an offered fund as an opportunity to grow your company.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Shaul Olmert. He’s the cofounder and CEO of Playbuzz, an award-winning, storytelling platform that empowers publishers, brands, and agencies worldwide to create interactive content for editorial and commercial purposes. The world’s top publishers and brands worldwide use Playbuzz's desktop and mobile-friendly storytelling tools to improve audience engagement, optimize social sharing, increase site traffic and lengthen page-viewing time. Famous Five: Favorite Book? – N/A What CEO do you follow? – N/A Favorite online tool? — Evernote How many hours of sleep do you get?— 4 If you could let your 20-year old self, know one thing, what would it be? – Shaul would have told himself that everybody else in the world is as clueless as he is   Time Stamped Show Notes: 01:40 – Nathan introduces Shaul to the show 02:25 – Playbuzz is a platform that helps make one’s storytelling more compelling and engaging 03:10 – Playbuzz's tools are completely free for publishers 03:20 – Playbuzz currently has tens of thousands of publishers 03:24 – Playbuzz has market leaders using their toolset 03:46 – Playbuzz makes money when publishers opt-in to their monetization program 04:11 – Advertisers want to present their brands to the audience that is listening 04:54 – Playbuzz's revenue is in the dozens of millions on ad spent on the platform 05:18 – Playbuzz's volume is high and consistently growing 06:10 – Playbuzz manages the distribution of the content items which will benefit the publishers as well 07:00 – Nathan summarizes how he understands Playbuzz to work 07:50 – The brands create their content and Playbuzz shares them on their partnered website 08:16 – Playbuzz charges per view 08:35 – The charge depends on how long their content is being viewed or listened to 10:00 – Playbuzz is creating new ways to grow their engagement 10:37 – Playbuzz has two revenue streams 11:53 – Playbuzz has been around for 5 years and has been in the market for 3 years 12:36 – Playbuzz has 2 founders and 170 employees globally 12:54 – Playbuzz has raised a total of $31M 13:40 – Shaul shares what he thinks of Disney’s efforts in advertising 14:43 – “The more value we create, the more our value increases” 14:54 – Playbuzz is still burning capital and scaling up 15:10 – Playbuzz is constantly creating to optimize data 15:36 – The majority of the funds go to engineering, product and data 15:49 – Shaul believes that eventually they will win the war by having superior technology 16:50 – Shaul shares his take on using voice searches for collecting data 17:30 – Shaul is looking to take podcasts to a wider audience 19:15 – The Famous Five   3 Key Points: Content is KING. No matter how good your content is, if you can’t share it with an audience, it’s useless. Voice searches will change how we do advertising, and this change will happen soon.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

John Nardone. He’s the CEO of Flashtalking, a first generation adtech pioneer. He served as the founding board member of the Internet Advertising Bureau. He’s known for his groundbreaking work at Pepsi, Modern Media and Marketing Management Analytics and received the Adtech Industry Achievement Award in 2012. As CEO at [x+1], he helped transform that business into a top-rated data management platform or DMP. Rocket Fuel acquired the company for $230M in 2014. Famous Five: Favorite Book? – Getting Naked What CEO do you follow? – Steve Jobs Favorite online tool? — Amazon and eBay How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – “I might have started having kids a little bit sooner”   Time Stamped Show Notes: 01:52 – Nathan introduces John to the show 02:40 – Flashtalking was a partner of [x+1], currently known as Rocket Fuel 02:45 – Days after the acquisition, John got an offer to work with Flashtalking 03:23 – John decided to give-in to the offer and saw Flashtalking as an opportunity to stay in adtech 03:39 – John joined Flashtalking in 2015 03:53 – Flashtalking had been around since 2000 and it was bootstrapped by the founders 04:25 – Flashtalking came to the US in 2010 05:36 – John joined the company, mainly because of his vision and excitement for innovation and marketing 06:43 – John has bought a part of the company 07:03 – Flashtalking uses real-time data to personalize the communication with each consumer 07:10 – A simple example is retargeting 08:04 – Retargeting can happen on multiple devices 08:27 – One of Flashtalking’s clients is Walmart 08:56 – Flashtalking analyzes the customer’s behavior on a website 09:54 – Smartphone and current devices have changed the way we consume digital marketing 10:50 – Location data is included with the data that Flashtalking gathers 11:13 – Flashtalking makes the decision for what kinds of ads to show to the customers 11:30 – Flashtalking charges per CPM 12:05 – There are discounts for those with bigger volumes 13:01 – Flashtalking is not currently using AI technology 14:10 – Flashtalking currently has 40 clients that account for 80% of the revenue 14:26 – Flashtalking focuses on their big, global clients 15:20 – Average volume of impressions is 15B to 40B a month depending on the season 17:00 – Flashtalking focuses on helping their clients improve and get the experience that will drive their success metrics 17:50 – Team size is 280 globally 17:56 – Flashtalking hasn’t raised any capital aside from the buyout and it has been profitable since Day 1 19:10 – The Famous Five   3 Key Points: Your vision will lead you to the companies that will help you grow, and eventually change the world. Technology has significantly affected how we consume advertising. There are specific markets where AI technology can be used well.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Shan-Lyn Ma. She’s the CEO and co-founder of Zola. Launched in October 2013, Zola is an online wedding registry for millennials. In just three years, it has become the fastest growing wedding registry in the country, seeing 10x revenue growth year-over-year and 3x growth in 2017. Over seven million guests have attended a Zola wedding and 350 million in gifts have been added by Zola couples. Famous Five: Favorite Book? – How to Create Products Customers Love What CEO do you follow? – Sheryl Sandberg Favorite online tool? — Headspace How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – “That stressing out about things do not make them better”   Time Stamped Show Notes: 01:47 – Nathan introduces Shan-Lyn to the show 02:32 – In Q4 of 2016, Zola reached $120M in GMV runway 03:30 – GMV is reflective of the number of wedding gifts that are given to couples when using Zola as a wedding registry 03:56 – Zola is an ecommerce business, it’s a typical retailer 04:40 – Most of the items offered in Zola are what the couples want as wedding gifts 04:50 – Zola has added Airbnb as this was requested by couples 05:20 – Zola takes a percentage from an Airbnb gift card purchased on Zola 06:14 – Zola goes after the brands that are usually requested by couples and some brands have reached out to Zola for their products to be on Zola’s website 06:54 – Since 2013, 300K couples have registered with Zola 07:25 – The number of new couples signed-up in 2016 08:10 – Over time, more and more couples are using Zola as their ONLY wedding registry 09:40 – More guests will buy from Zola if the couples are using Zola exclusively as their wedding registry 10:02 – Zola incentivizes couples by adding the gifts that they want 10:24 – There’s an additional feature where couples can bring any product to Zola 11:12 – First year revenue 11:38 – Zola had a seed round of funding of $500K in a convertible note 12:17 – Zola has raised additional capital with a total of $40M in VC funding 12:36 – Zola has passed through the typical startup life-cycle 14:14 – Paid ads spend is more than $100K 14:41 – The hot KPI that investors are looking for is the LTV:CAC ratio 15:51 – CAC depends on the channel and historical data of the channel’s performance 17:42 – “We are not trying to create more lifetime value” 18:30 – The challenge for Zola is getting newly engaged couples to find out about their services and sign-up for them 19:49 – Zola currently has over 50K products 20:22 – Zola just launched their new product, Zola Weddings, a free website for couples to manage their whole wedding 23:25 – The Famous Five   Key Points: Listen to your customers desires and needs and respond accordingly. LTV:CAC ratio is what investors are usually looking for in a company. Create more products that could be an extension of your existing products—this will encourage your clients to use your products more.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Matthew Schiltz. He’s an experienced, senior executive with a proven track record in building successful, high growth technology and cloud companies ranging from the private startup stage to public companies. He’s responsible for his current company, Conga, and its growth strategy which includes financing, driving global sales and expanding product offerings. His extensive executive management and leadership experience is driving strong company growth which has resulted in several Inc 500, Fast 50 and Top 100 Places to Work awards. Past CEO successes include Insightful Corporation, CourtLink, DocuSign, Tier 3 and Blue Box Group. He has received several industry accolades in recognition of his past successes and is considered an expert on software, technology, and cloud business practices. Famous Five: Favorite Book? – The 7 Habits of Highly Effective People What CEO do you follow? – Dan Springer Favorite online tool? — Email How many hours of sleep do you get?— 6-7 If you could let your 20-year old self, know one thing, what would it be? – Matt would let others know that SaaS technology is about the people   Time Stamped Show Notes: 01:58 – Nathan introduces Matt to the show 03:07 – Matt is the first professional CEO hired for DocuSign 03:38 – Matt was also recruited by the board of Conga as their CEO 04:41 – Matt has worked with founders who are great in product and technology, but were not able to grow their company as a CEO 05:25 – The partnership with DocuSign’s founder was a successful experience 06:18 – Conga is one of the top 5 global ISV (Independent Software Vendors) in the Salesforce ecosystem 06:44 – Conga specializes in data and electronic contracts 06:57 – They take live, Salesforce data and turns it into dynamic documents that are automated 07:21 – Conga is pure SaaS play 07:45 – Renewal rate is astronomically high 08:08 – Conga has a negative revenue churn 08:44 – Conga has a mix of mid-market and enterprise customers 10:30 – The customers pay directly on the number of seats 11:05 – Customers can start with one product, then expand to five products 11:55 – Conga’s customer base is two thirds midmarket and one third enterprise 12:33 – Conga’s document generation product pricing starts at $200 monthly for 10 seats 12:59 – “It’s a pretty low risk threshold” 13:30 – The Salesforce AppExchange is the number one customer vehicle for Conga 16:06 – 80% of Conga’s customers regard them as offering a critical tool that they need to use 17:00 – Conga has over 9000 customers globally 17:30 – Conga is growing quickly 18:03 – Conga grew 200% last year and another 100% this year 19:59 – Conga is in a typical gross margin rate 20:10 – The majority of Conga is owned by Insight Venture Partners of New York 20:46 – Conga has announced Salesforce Ventures as a strategic investor in May 2017 21:15 – Matt shares how they decide which companies to acquire 21:50 – Is it a good strategic fit for Conga? 22:02 – Is it a great people fit? 22:30 – Conga has 250-500 employees 23:53 – Matt shares his thoughts on Conga taking the IPO route as a funding event 25:05 – DocuSign just announced their intention to go public 27:35 – The Famous Five   3 Key Points: Not all founders can grow their business; the right CEO can be the answer. The growth of a company isn’t based solely on the product, but the people who are behind it. The IPO route for funding is a fantastic place to start.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Aseem Badshah. He’s the founder and CEO of Socedo which is a twenty person, B2B, social media demand generation company backed by Techstars Ventures, Vulcan Capital and Divergent Ventures. Before this company, he was the founder of Uptown Treehouse, a social media marketing agency working with brands like Uniqlo, Nike, Western Union and Lenovo. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Satya Nadella Favorite online tool? — Outreach How many hours of sleep do you get?— 6 If you could let your 20-year old self, know one thing, what would it be? – “Be patient and focus, above all, on people”   Time Stamped Show Notes: 01:34 – Nathan introduces Aseem to the show 02:06 – Socedo helps B2B marketers find the relevant prospect on social media 02:37 – “The last 9 months have been all about efficiency” 02:47 – Socedo now has $4K in MRR per month per AE 03:42 – Socedo is now moving away from the outbound and ABM model 03:47 – Socedo targets SMB companies now 04:03 – Socedo has free trials on their website 04:18 – The point is to become a pipeline for their AEs 04:58 – Socedo is helping Pendo’s growth 05:08 – Socedo is looking at moving up their ACV 05:57 – Socedo helps B2B companies cut through the noise 06:24 – On the sales side, Socedo is more focused on selling to B2B as opposed to B2C companies 07:00 – Average MRR 07:23 – Aseem ties employee count to growth 07:45 – The idea of scaling too quickly isn’t really healthy 08:40 – Aseem wants to make sure that their focus is on the right segment of the market 10:00 – Everywhere in SaaS is crowded these days 10:21 – The outbound path is where Sodeco will bump into their competition 10:54 – Sodeco is specifically serving the B2B social media marketers who are underserved individuals 11:20 – Sodeco helps them grow their presence 12:34 – Hootsuite is great for marketers who are managing their content for their audience 13:00 – Sodeco finds and grows the audience by targeting the right prospects on social media 14:44 – The Famous Five   3 Key Points: Scaling up does NOT necessarily mean growing your team. Even though your market may be crowded, you can find a way to stand out. Managing your audience is a very different process from growing your audience.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Stefan Thomas. He’s the CTO of Ripple. He’s also the producer of the popular “What is Bitcoin?” video and the founder of the largest website for novice bitcoin users, WeUseCoins.com. He created a set of open-source bitcoin libraries called BitcoinJS, which today are maintained and used by Bitcoin businesses of all sizes including BitPay, Blockchain.info, BitAddress, Coinpunk and others. Famous Five: Favorite Book? – Draw to Win What CEO do you follow? – Thomas Mcleod Favorite online tool? — StumbleUpon How many hours of sleep do you get?— 3 or 8 If you could let your 20-year old self, know one thing, what would it be? – Schedule your blocks of time. Clean up and separate your spaces. Tell yourself to stick to what you should be doing.   Time Stamped Show Notes: 01:38 – Nathan introduces Stefan to the show 02:15 – Stefan got into crypto 7 years ago 02:22 – “What is Bitcoin?” video now has 10 million views and two versions 02:52 – Bitcoin is different from how current financial institutions work 03:27 – Blockchain has a lot of definitions and for Stefan, blockchain is a shared ledger 04:03 – With any technology, it is about how it can make a change that is beneficial to everyone 05:43 – Stefan currently focuses on their project, Inter Ledger, which is essentially a protocol that can tie different ledgers together 05:54 – It is an open project and Ripple is a contributor 06:44 – Some of the crypto users have gotten a little too mainstream 07:18 – People are now looking at the possibility of getting what they want without having to rely on clunky, shared ledgers 07:41 – Stefan sold WeUseCoins to a company who has invested in bitcoin 08:20 – Stefan didn’t make much from the exit 08:36 – Stefan is responsible for the technical vision of Ripple 09:00 – Ripple’s customers are mostly banks 09:05 – Banks license Ripple’s technology and software 09:33 – You can get the most from bitcoin technology without changing how financial institutions work 09:53 – Small banks can interoperate with other banks without going through huge hubs 10:04 – “Creating that efficiency by creating competition” 10:20 – Siam Commercial Bank in Thailand is one of Ripple’s customers 10:30 – Siam Commercial Bank and SBI Remit in Japan have partnered to license Ripple’s technology 10:40 – Thailand expats staying in Japan can now send money to Thailand through their partnership 12:18 – Shared ledgers are growing smaller and smaller with these new coins coming out and by private blockchains 12:27 – Stefan believes that the next interesting technology will be the interoperability of the blockchains and central ledgers 13:02 – Ripple has only been focused on payments, but there are hundreds of use cases for blockchain 13:28 – Payments is the underlying thing for any kind of asset movement 13:55 – Ripple is also focused on the crossing borders advantage to it 15:21 – Licensing fee of Ripple depends on their customers 16:21 – Team size is 170 16:36 – Ripple has raised $94M and has sold some digital assets 16:55 – Stefan joined Ripple before it was incorporated and he has equity 18:31 – The Famous Five   3 Key Points: Changes in technology are intended to make life better for the collective. With bitcoin technology, payments have become more efficient and convenient. The vision that you had years ago will definitely change overtime.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Scott East. He founded his company MSIGHTS in 2004 to help marketers make better decisions with better data and reporting. His experience includes global ads and digital agencies of Fortune 20 telecom and AOL prior to founding MSIGHTS. He understands how to engage marketers as he has 20+ years in this area. His new book, The Cuttlefish Marketer: The Five Essential Traits of a Modern Marketer, focuses on helping marketers transform themselves into modern marketing leaders. Famous Five: Favorite Book? – E-Myth What CEO do you follow? – Jason Fried Favorite online tool? — LinkedIn Sales Navigator How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – Scott wished he had focus more on “pull goals”, not “push goals”   Time Stamped Show Notes: 01:54 – Nathan introduces Scott to the show 02:38 – Scott wrote a book because it was on his bucket list 03:00 – Scott’s publisher is Advantage Media 03:46 – The book is now available on Amazon and Apple 04:06 – It has sold around a couple of hundreds of copies 04:20 – Scott worked on his book for 10 solid months 05:05 – MSIGHTS provides data management and performance reporting services for large marketing departments 05:21 – MSIGHTS’ primary model is a SaaS model and they charge based on the data they integrate 05:38 – “We giveaway licenses for free in our platform” 05:58 – Scott wants as many enterprise companies as possible to use their reporting for decision making 06:18 – MSIGHTS charges based on the volume that they’re integrating onto the system (in bulk) 07:00 – MSIGHTS’ professional service is a recurring service 07:40 – Scott shares why the SaaS model is different from a professional service, even if both services are recurring 08:24 – ACV is $250K per client 08:47 – MSIGHTS has 35 people 09:20 – Scott shares how the data they receive needs to be analyzed 10:15 – MSIGHTS integrated the data and added the translation key, but it took the founders more than an hour to decide if they would take it 11:03 – Scott self-funded the company 11:33 – MSIGHTS was officially launched in 2003 12:00 – First year revenue is around $150K 12:10 – 2013 revenue 12:31 – 2016 revenue was $3.21M 13:04 – Churn is less than 5% annually 13:30 – Some of their clients have been with MSIGHTS for five years plus 13:50 – MSIGHTS is still bootstrapped 14:15 – Blended gross margins is a low 85%, platform side is 80% plus and 70% on professional service 15:05 – Last month total revenue is around $264K 15:30 – CAC 15:54 – Payback period is around a month 17:53 – The Famous Five   3 Key Points: If you want something and it’s within your reach, GO for it! Having a great product could mean you’re bootstrapped for years, even a decade. Professional services can be a recurring service.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Oscar Nelson. He’s the CEO of Musqot, the marketing technology and SaaS company he co-founded after spending 12 years in various marketing roles in small and large companies. Industry-wise, he’s had a mixed background from consulting, media, telecommunications and enterprise software. He considers himself a business generalist more than a specialist. Famous Five: Favorite Book? – The Five Dysfunctions of a Team What CEO do you follow? – Jason Lemkin Favorite online tool? — DocuSign How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – It is more important to focus on your cofounder than your business idea   Time Stamped Show Notes: 01:52 – Nathan introduces Oscar to the show 02:18 – Musqot is a marketing performance management app 02:24 – Musqot helps their customers increase their marketing effectiveness and efficiency, enabling their marketing ROI 02:44 – ACV is around $25K annually 02:55 – Some customers pay 6 figures 03:04 – Musqot was founded in 2014 03:16 – On their second year, Musqot launched their beta product and just a year ago, they launched their real product 03:40 – Musqot was bootstrapped. They were able to sustain their first year without revenue through personal financial support and savings 04:05 – Oscar and his co-founder have initially put in around $100K for the company 04:47 – First year revenue 05:37 – 2017 target is $3M in ARR runway 06:12 – Musqot just recently passed their $100K MRR mark 07:06 – Musqot currently has 60 customers 08:14 – Musqot’s expansion is due to their support and onboarding efforts 09:13 – Team size is 25 with 20 full-time employees and 5 consultants 09:30 – 5 are in sales, 2 are in presales and onboarding, 1 in marketing and the rest are in development 10:45 – Musqot gets customers from different sources 11:00 – Musqot is on the Salesforce AppExchange 12:14 – Full weighted CAC 13:31 – Payback period is roughly a year or more 14:10 – Paid ads spend is around $20K monthly 14:50 – The bigger customers are happy and tend to stay longer than the smaller customers 15:32 – Logo churn is around 2% and revenue churn is negative 16:27 – Musqot has raised $1.2M 16:44 – Musqot’s HQ is in Stockholm, Sweden and Bangalore, India 17:40 – The Famous Five   3 Key Points: A startup can thrive through personal savings and financial support if need be. Share your business ideas with your business partner and make sure that your thoughts and visions for the company are aligned. Plan carefully where you will place your paid ads.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Tim Sae Koo. He’s a 26-year old, LA-based native residing currently in San Francisco, California. He’s dreamed to become the first Asian American president of the United States to solve impactful problems with a purpose. He found his legacy rules to be inefficient. He studied entrepreneurship at University of Southern California and graduated early to naively start a company and fulfill his original life mission. His company is TINT. Famous Five: Favorite Book? – Delivering Happiness What CEO do you follow? – Mark Cuban Favorite online tool? — Wunderlist How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – “It’s okay to make mistakes because that’s how you’re going to learn”   Time Stamped Show Notes: 01:53 – Nathan introduces Tim to the show 02:26 – TINT is a marketing software platform that works with B2C brands 02:37 – They help source the best customer content on social media 03:11 – TINT is SaaS based 03:19 – ACV is from $1K to 5K a month or $12K to $60K a year 03:31 – The variations in price depend on different options including the number of hashtags to track 03:58 – They have a high base price 04:14 – The moderation feature can also be included using manual moderation or machine-learning 04:41 – TINT was launched in 2013 04:48 – TINT is completely bootstrapped 05:00 – Tim raised $370K for the previous company before pivoting to TINT 05:18 – The initial product was a consumer application and the market was quite saturated—this led to the pivot to TINT 05:55 – The initial company was getting zero revenue with 5K users and 3 team members 06:35 – Tim and the founders were paying themselves $36K a year 06:54 – Tim worked while he was still in college 07:35 – Keep your expenses low 07:44 – TINT’s team size is around 30 07:52 – TINT currently has 700 customers 08:23 – Average MRR is around $700K 08:50 – 2017 goal is to get around $7.5M in revenue 09:15 – 2016 ARR is around $5M and cash basis is around $6M 10:08 – Current ARR is around $5.5M 10:30 – Tim hasn’t raised capital yet because he thinks he won’t be a good CEO if he does that 10:36 – Tim identifies himself more as a founder than a CEO 11:32 – TINT has always been profitable 12:16 – CAC is around $2K 13:00 – TINT is still figuring out the best channel for them to invest more 13:38 – Paid ads is $10-15K a month 14:10 – In the beginning, Tim used to acquire more customers by offering to draw any animal 15:20 – The main idea is to make something that can bring a smile to someone’s face and that will help them remember Tim 15:35 – Team members are based in different states and other countries like Dubai, Brazil and London 15:50 – There’s now a big push for a technology investment in Dubai 16:23 – Tim is now paying himself something modest, but nothing too grand 16:39 – Tim has two co-founders and half of the company is owned by the team; the other half for investors 17:35 – Tim shared how he started entrepreneurship and his plans for the future 18:20 – Tim might consider a $30M acquisition at the moment 20:10 – The Famous Five   3 Key Points: The most successful in the entrepreneurial world are not the ones who know how to expand their revenue; they are the ones who know how to reduce their expenses. Think about how you can make people happy—this will make you memorable. Be the leader, not the boss.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Questions: Dan, I teach online and make $21 an hour from home As a freelance copywriter I'm able to pay myself $3,500 every 2 weeks I just got hired by a great Christian college and am enjoying it immensely Can you go over the best practices for approaching someone to do a JV campaign? Is there any way I can partner with you or get any inside advice on Amazon Merch? I am 64 years old and seem to be going backwards in my career.  Am I too old to change careers?   Good News Cliff Feightner poem: Are you someone employers all dreamOf being part of their teamOr just skin and bonesSetting negative tonesJust working on your own scheme Quotation: “First, think. Second, dream. Third, believe. And finally, dare.”  Walt Disney — Tweet This Episode – 11-03-17 Title: N/A Subtitle: N/A Summary: As Thanksgiving and Christmas are fast approaching, Dan shares success stories and good news from around the world! This week's theme is: did you miss your window of opportunity? The world is constantly changing in one way or another and this reminds us that we, too, need to be adept to change. Dan encourages listeners that we're never too old or too set in our ways to change. He gives us the tools to stop, reflect, and find the work that will be both meaningful and profitable. Sponsored By: FreshBooks is offering a 30 day, unrestricted free trial to my listeners. To claim it, just go to https://www.freshbooks.com/48days Time Stamped Show Notes: 00:56 – Preview of Today's Show on “Did you miss your window of opportunity?” Dan, I teach online and make $21 an hour from home As a freelance copywriter, I'm able to pay myself $3,500 every 2 weeks I just got hired by a great Christian college and am enjoying it immensely Can you go over the best practices for approaching someone to do a JV campaign? Is there any way I can partner with you or get any inside advice on Amazon Merch? I am 64 years old and seem to be going backwards in my career. Am I too old to change careers? Good News “First, think. Second, dream. Third, believe. And finally, dare.” – Walt Disney 03:20 – A poem from Cliff Feightner: Are you someone employers all dream Of being part of their team Or just skin and bones Setting negative tones Just working on your own scheme [spp-timestamp time=”03:24″] – The 48 Days Eagles Apply now for membership. New members get a video from Dan and a free 48 Days Eagles shirt! [spp-timestamp time=”05:15″]– FreshBooks is offering a 30 day, unrestricted free trial to my listeners. To claim it, just go to https://www.freshbooks.com/48days 07:35 – A Texan dentist gave his patient a new smile 07:42 – The lady came in for a wisdom tooth extraction but the dentist saw a damaged front tooth 08:02 – Turned out the woman was in an abusive situation 08:20 – Dentist fixed her tooth for free 08:46 – Being able to use your skills to bless someone is an amazing thing 08:56 – Anne Olivarez was in Walmart, waiting in line behind a guy who was trying to pay groceries via a gift card 09:09 – After swiping the card several times, it was rejected 09:16 – The man didn't have any other means to pay for the groceries 09:20 – This lady, Anne, told him to just swipe her card 09:37 – The video that was posted went viral 10:03 – Dan and Joanne went out to eat and noticed that a lady's credit card would not go through at the cashier 10:34 – Dan told Joanne what happened and they were ready to help 10:43 – The manager came over, they entered the card number manually and the payment went through 10:54 – Look for ways you can bless other people [spp-timestamp time=”11:19″] – 80% of Puerto Rico still has no electrical power and Elon Musk contacted the governor saying he'd help the government restore the island's electrical grid thru solar power 12:58 – This is from a listener from the Philippines 13:13 – She says “thanks” for the words of wisdom 13:32 – During her time off, she built a system for her side business so that she could focus on her work 13:52 – The blessings of this business is putting two young women through school 14:11 – This month, they're moving to a new home and have setup goals for 2018 14:50 – Josh Monen says, As a freelance copywriter I'm able to pay myself $3,500 every 2 weeks [spp-timestamp time=”16:38″] – Find him at com 17:02 – Josh now focuses on the jobs that have direct impact on sales or copywriting [spp-timestamp time=”18:16″] – Audio clip from Brian, he and his wife recently launched Well + Main 19:02 – With this business, they are able to give back by giving proceeds to clean water missions around the globe 20:22 – Shannon says, I just got hired by a great Christian college and am enjoying it immensely [spp-timestamp time=”21:59 “]– Sign up at com to get notices when new content is up — NO Spam 22:15 – Jonathan says, Dan, I teach online and make $21 an hour from home 22:35 – Jonathan works for VIP Kid, a company from China 22:29 – The job is entirely at home [spp-timestamp time=”23:07″] – The company is always hiring and if anybody is interested, contact Jonathan directly 23:55 – Dan shares a story about Karen who wants to spend time working with her horses so she teaches online too [spp-timestamp time=”24:34″] – To ask Dan a question for the podcast – AskDan or email at askdan@48Days.com 24:42 – Chris says, Is there anyway I can partner with you or get any inside advice on Amazon Merch? [spp-timestamp time=”25:34″] – Check this out to know more about the Amazon Merch Program provenamazoncourse.com/48days 26:40 – Dan has a 48 Days Amazon Merch account and if you have a design, Dan can put it up for you on Amazon—if it sells, profit will be split 28:10 – Dan shares examples on how you can profit from Amazon merch 31:37 – Mike sent a note, Can you go over the best practices for approaching someone to do a JV campaign? 32:15 – Dan illustrates how JV works through affiliate commissions [spp-timestamp time=”33:24″] – Pat Flynn is the biggest in this area! 33:50 – There are a lot of things Dan promotes without any affiliate links [spp-timestamp time=”35:46″] – The person who organizes these JV campaigns is Matt McWilliams 36:19 – Approach someone if you have an established relationship with them — nurture relationships first 37:11 – Message from Steve, I am 64 years old and seem to be going backwards in my career. Am I too old to change careers? 37:45 – Dan doesn't think you're too old to change careers 38:04 – Look inward first 40:01 – “Determine what it is you want to do” 40:26 – Things are changing quickly these days and what you did 10 years ago might be obsolete today 41:14 – “Everybody is confronted in having to start over” 42:21 – Look at how you can change 43:45 – Assess your interests and passions and be realistic about the talents that you have 46:26 – Review all these ideas today and check which one resonates with you best! 48:06 – Dan closes today's podcast  3 Key Points: Use the skills you already have to be a blessing to others. Giving money is only ONE way you can make a difference. Change is the only constant thing in this world; don't fear change but look at the ways you can change. Resources Mentioned: To ask Dan a question for the podcast – AskDan or email at askdan@48Days.com The 48 Days Eagles Apply now for membership. New members get a video from Dan and a free 48DaysEagles shirt! Book on Mentoring One Minute Mentoring: How to Find and Work With a Mentor–And Why You'll Benefit from Being One The podcast timestamps are now clickable. Just go to any 48 Days Podcast and click on the timestamp of your interest. You will instantly be taken to that portion of the audio podcast. FreshBooks is offering a 30 day, unrestricted free trial to my listeners. To claim it, just go to https://www.freshbooks.com/48days Our 48 Days Coaching Mastery Program: https://store.48days.com/products/coaching-mastery-program Free Guide on Interview Questions from Tom Mucha: http://questionsforinterviewer.com/questions-to-ask-interviewer Amazon Merch Program provenamazoncourse.com/48days Credits: Show Notes provided by Mallard Creatives     The post Did you miss your window of opportunity? appeared first on Official Site Dan Miller.

Victor Szczerba. He’s the co-founder and CEO of Yeti Data, solving big data problems for customers. Prior experience includes running product strategy at the data division at SAP. He was a McKinsey consultant and sales VP for Tadpole Computer and Utopy. Famous Five: Favorite Book? – Zero to One and How to Win Friends and Influence People What CEO do you follow? – Elon Musk Favorite online tool? — Slack How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – “How to be patient”   Time Stamped Show Notes: 01:44 – Nathan introduces Victor to the show 02:14 – Yeti Data makes virtual data warehouses 02:30 – Yeti Data’s model is an enterprise SaaS model 02:45 – An average customer pays Yeti Data $250-500K a year 03:02 – “We love universal usage of our data with inside of the customer” 03:19 – Clients get data from their customers’ behavior 04:24 – AI is a blanket term and machine learning is something very specific 05:08 – Victor shares how machine learning works and they put in details manually 05:52 – In digital marketing, there are ways to understand the customer and their purchasing behavior, but it still can be tricky 06:47 – Yeti Data currently has around 5 customers 07:07 – Yeti Data is close to reaching an $800K, ARR mark 07:31 – Yeti Data was launched 3-4 years ago and was in development mode for the first few years 07:50 – Yeti Data raised capital for RND and they’ve been really lean 08:07 – It was a convertible note 08:31 – 4% interest and 10% discount with a teaser for the second round 09:18 – On pre-revenue, Yeti Data has 3 core people and some consultants 10:03 – Amazon and Walmart have a software that is similar to Yeti Data 10:39 – Some companies that are in competition with Yeti Data are IBM and HP 11:08 – Yeti Data created a way to virtualize their data connections 12:00 – It is still too early for Yeti Data to have their metrics 13:00 – A good ARR of a million bucks can get Yeti Data to a good series A 14:30 – The Famous Five   3 Key Points: Regardless of how congested your market is, you can still find a way to stand out. Use your competition as motivation to push harder. Focus in on what you’re good at.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Garrett Gunderson. He’s the chief wealth architect at Wealth Factory and author of the New York Times’ bestseller, Killing Sacred Cows. Wealth Factory helps entrepreneurs optimize cash flow, streamline their finances and keep more of their hard-earned money so they can make more powerful investments in their best wealth sector—their business. Famous Five: Favorite Book? – Scaling Up and The War of Art What CEO do you follow? – Rich Christiansen Favorite online tool? — OmniFocus How many hours of sleep do you get?— 6 If you could let your 20-year old self, know one thing, what would it be? – “It will be okay and I don’t mean to stress as much as I did”   Time Stamped Show Notes: 01:40 – Nathan introduces Garrett to the show 02:10 – It took Garrett two years of contemplating before writing Killing Sacred Cows 03:26 – Garrett worked with a publisher and the promotion firm Green Leaf 04:30 – Garrett is earning higher royalties for his book deal than the usual 05:00 – The possibility for bigger redistribution impacted the book deal 05:35 – Garrett was able to sell copies of the book even before it came out 06:10 – Garrett decided to have a publisher because it was more relevant than to self-publish 07:10 – Garrett self-published The Rockefellers last year 08:22 – Garrett co-published New Rules to Get Rich with Nightingale 08:45 – Garrett has self-published a few books which are more profitable than the one he made with the publisher 09:30 – Just because you’re starting a business doesn’t mean you know about investing 10:00 – For investing, investor DNA needs to be considered 10:04 – The core values, drivers and diversification 10:43 – There’s no magic product or magic investment 11:40 – Nathan shares how he deals with his real estate investments 12:10 – People think they need to invest because the money is there 12:40 – It is more important to invest in the RIGHT opportunity and something that we KNOW 13:50 – There are good, bad and lucky investors—but don’t rely on luck 14:37 – In terms of taxes: 14:42 – Never confuse deferral with deductions 16:00 – Garrett shares his stance on deferrals 16:54 – Tax should be a secondary consideration 18:00 – Garrett shares how he makes money 18:14 – Garrett works with entrepreneurs with $1-10M in ARR 19:10 – Garrett doesn’t offer asset management, they’re more on financial and cash flow management side 19:40 – Garrett’s co-founder passed away in 2006 from a plane crash 20:20 – Wealth Factory’s income is steady and they’ve raised their fees substantially 21:20 – “We’re the very best people” 21:31 – 2017 revenue goal 22:27 – Wealth Factory has 10 new customers monthly 22:37 – Team size is 20 24:04 – The Famous Five   3 Key Points: Investing and starting a business are two very different things. Deferrals are different than deductions. Billionaires don’t have the best financial advice.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Josh March. He’s the founder and CEO of Conversocial, a customer engagement solution that helps businesses increase their customer loyalty by enabling effortless, in-the-moment, customer service to social and mobile channels. The largest global firms including Google, Sprint, Hertz and Hyatt Hotels turn to his platform to deliver an amazing, social, first, customer service experience at a large scale. He previously founded the leading social application platform, iPlatform, one of the world’s first Facebook preferred developer which was acquired in 2012. Famous Five: Favorite Book? – The Four Steps to the Epiphany What CEO do you follow? – Ben Horowitz Favorite online tool? — Twitter How many hours of sleep do you get?— 6.5 If you could let your 20-year old self, know one thing, what would it be? – Be more self-aware and your own thinking can become your bias   Time Stamped Show Notes: 01:40 – Nathan introduces Josh to the show 02:51 – iPlatform was sold to Betapond in 2012 03:28 – The acquisition was a mix of cash and equity 03:53 – Conversocial is an enterprise SaaS product 04:20 – Conversocial follows up on customers through social media sites 04:38 – Conversocial collects messages from different social media channels and analyzes them 05:04 – Conversocial has raised $20M of venture capital 05:33 – Conversocial started from iPlatform 06:00 – Josh saw that they needed to move quickly with Conversocial, so they raised funds 06:29 – The first round was $2.5M and was a priced equity round 07:24 – Some of Conversocial’s customers were an upsell from iPlatform 07:34 – Team size is around 100 08:00 – Josh was initially involved with the product development of Conversocial and as they grew and hired great people, he began shifting more of his time to customer acquisition 09:33 – Their biggest customer pays around a million dollars annually 09:50 – Conversocial also has customers who pay from $25K to $200K 11:00 – Conversocial focuses on customer care 12:00 – The need for a customer contact center is greatly increasing 12:28 – Conversocial currently has 200 clients 13:30 – Conversocial has passed their $10M ARR mark 14:12 – Conversocial has a higher logo churn with small companies 14:47 – Conversocial’s net churn is around 120% 16:21 – Josh flies a lot just to meet customers 17:48 – Fully weighted CAC varies dramatically depending on the deals 18:24 – Payback period is around 18 months 18:43 – Josh won’t sell to Sprinklr 19:10 – Josh thinks Sprinklr’s vision is far off of Conversocial’s vision 20:30 – The Famous Five   3 Key Points: Focus on the needs of the customers and figure out how you can solve their problems. Social media is being used not only for marketing, but for customer service as well. An entrepreneur should go the “extra mile” just to get a client.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Christopher Day. He’s been a successful entrepreneur, having sold two companies to a Fortune 100 company before turning 40. He’s had businesses from residential painting to investment banking doing cross-border M&A transactions. Along the way, he has found time to mentor other entrepreneurs and participates in helping solve legislative issues to foster entrepreneurial growth in the State of Indiana. He’s now building a platform with DemandJump that is looking to solve prescriptive analytics and qualified traffic. The DemandJump team has discovered marketers only have 20% visibility of their actual ecosystem. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Jack Welch Favorite online tool? — One Pager How many hours of sleep do you get?— 4 If you could let your 20-year old self, know one thing, what would it be? – “The power of relationships”   Time Stamped Show Notes: 01:48 – Nathan introduces Christopher to the show 02:36 – DemandJump sells their platform on a subscription basis 02:41 – They have annual subscriptions and professional services 03:10 – 82% of the revenue is from SaaS, 1% is from a one-time payment and the rest is for the other model 03:48 – DemandJump allows marketers to have 100% visibility of their competitive ecosystem, which is the first time this has been made possible in history 04:57 – They show marketers where to focus to capture traffic from their competitors 05:15 – Average annual contract value is $45K with beta customers 05:30 – Average annual contract value now is $100K -$250K 05:43 – DemandJump has started to work with mid-market companies 06:00 – Self-service for mid-market will be from $200 to hundred million 06:27 – DemandJump currently has 22 customers 06:50 – DemandJump is getting close to their million dollar revenue mark 07:11 – DemandJump was launched in 2015 07:36 – The traffic cloud was built in October 2016 08:05 – 2016 revenue was $165K 08:20 – MRR by December 2016 was $10K 08:30 – 2017 goal is to hit $1.5 in ARR 08:54 – DemandJump raised $4M with 18 Angel investors on their board 10:08 – DemandJump is looking to raise another $5M with a 15% pre-money valuation 11;12 – Christopher sold software companies before 12:00 – Annual logo churn is 8-9% 12:24 – Annual revenue churn is almost the same with logo churn 13:00 – CAC is around $10K 13:31 – Most of DemandJump’s customers pay annually upfront 13:55 – Paid marketing spend was around $5K 14:19 – 40% of DemandJump’s budget goes to sales and marketing 15:49 – They will double or triple their paid marketing spend because of their target 17:20 – Assumed LTV is 36 months 18:54 – Team headcount is 17 19:29 – They’re all based in Indiana 19:40 – 7 are in engineering, 3 focus on customer success, 3 on sales, 2 on marketing and a newly hired CFO 21:17 – The Famous Five   3 Key Points: Marketers will have a HUGE advantage if they have 100% visibility of their ecosystem. Paid marketing should be aligned to your target market, otherwise you’re just wasting your money. Relationships and networking is of the UTMOST importance.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Gil Klein from MobFox where he’s the managing director and a C-level executive at Matomy Media Group. Having joined the company in 2006, he’s been the member of the executive management team since 2014. He previously served as senior VP of media and senior VP of clients for this particular group. He holds an MBA in International Management from the College of Management in Israel. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – Brian O’Kelley Favorite online tool? — LinkedIn How many hours of sleep do you get?— 5.5 If you could let your 20-year old self, know one thing, what would it be? – Travel even more than you already have, experiment, take a lot of risks and spend as much time as you can with your family   Time Stamped Show Notes: 01:57 – Nathan introduces Gil to the show 02:30 – Matomy is a global performance company that holds a few entities 02:44 – Gil personally runs and oversees MobFox, which is an mobile in-app audience SSP acquired by Matomy in 2014 03:15 – The acquisition was for $12M in cash 03:30 – Gil was with Matomy since 2006 and he helped the company grow 04:00 – MobFox makes money when their clients make money 04:17 – The tools of MobFox are usually for the developers and publishers focused on the in-app space 04:48 – MobFox tries to contact the best demand partners in the space like YuMe, AppNexus and PocketMath 05:50 – In 2015, MobFox generated $18M of the transaction volume 06:10 – MobFox’s charges depend on the deals they have 06:32 – MobFox usually keeps 17-20% of the transaction 06:56 – MobFox has grown to 36% 07:09 – Gil believes that MobFox is currently in a great space 07:51 – In 2017, Gil’s goal is to stretch as much as he can 08:21 – MobFox is currently working with 20-30K publishers, 4K are SDK-based 09:13 – MobFox currently has 180 DSP (Demand Side Platforms) 09:35 – A single DSP can have a thousand advertisers 09:42 – “We connect to a programmatic player” 10:00 – Current headcount of MobFox is 73-74 10:11 – 50 are engineers and the rest in sales, retention, HR and finance 10:26 – MobFox team is global 11:29 – Gil can and will do anything to get new customers, like suddenly showing up with presents and asking for a meeting 12:23 – “I try to listen to the customer” 13:15 – The Famous Five   3 Key Points: Set numbers for your goals, but aim to SURPASS those numbers. Find the best partnerships that you can where you can mutually benefit each other. Don’t hesitate to TAKE risks!   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Andrew Pitz. He’s an investment manager at Transamerica Ventures, the global venture capital fund of Transamerica that specializes in investing in insurtech, fintech and enterprise software companies. There, he has led the firm's investments in PolicyGenius, Digital Currency Group, Everplans, SmartAsset and Hixme. Famous Five: Favorite Book? – Venture Deals What CEO do you follow? – Jonah Goodhart and Vinny Lingham Favorite online tool? — Fortunes Term Sheet, Mattermark Daily, Crunchbase Daily How many hours of sleep do you get?— 5.5 If you could let your 20-year old self, know one thing, what would it be? – Andrew wished he had understood domain names and technology   Time Stamped Show Notes: 01:42 – Nathan introduces Andrew to the show 02:16 – Transamerica and AEGON are global investment and insurance firms 02:56 – $140K is the fund size they’re currently working with 03:04 – The fund was already set-up from the beginning 03:25 – Their first fund was in 2014, in the European market 03:47 – They had 17 unique companies with 23 investments 04:25 – They don’t share company information with their parent company 04:39 – They don’t want the corporate parent to be involved in the business 05:25 – They haven’t had any exits yet 05:39 – Andrews shares fund-to-fund deals with FinTech Collective 06:38 – They put in a $2M check and the total funds raised were $75K to $100K 06:55 – They put in $1M to another fund to fund the deal they had 07:00 – Their first fund was around $10M 07:28 – FinTech Collective is based in New York 07:38 – Some of the fintech companies they’ve invested in are Art Invest, MoneyLion, 401k and Elephant Tech 08:24 – Andrew gets his salary and bonuses from the deals 08:50 – Andrew shares how their boss missed deals that are worth billions now 09:30 – There are instances where they need to let some deals pass 10:00 – In a week, they’re receiving hundreds of newsletters from different companies (around 5000 in a year) 10:13 – Andrew studies 500 deals and meets with around 250 11:10 – Initial check size was $1-5M as a follow on investor 11:34 – Andrew chooses PolicyGenius and Hixme 12:40 – Andrew thinks PolicyGenius will have a good exit 13:07 – H2O as an open source 13:33 – Red Hat pioneered the open source 14:36 – The goal is to invest in direct technology and create partnerships 14:54 – Andrew shares the kind of partnerships they’re looking for 15:14 – Andrew wanted to do work in Asia because of the many opportunities 17:05 – The Famous Five   3 Key Points: There are thousands of companies created daily—you have to research and choose which one to invest into wisely. Forming partnerships is MORE important than monetary gain. Technology can take you anywhere.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Christian Geissendoerfer. He’s the CEO of Yoose, the leading expert in location-based advertising in Asia and Europe. He’s an entrepreneur passionate about building businesses and leading teams. He recently started something parallel to Yoose which is a German Accelerator in Southeast Asia that helps German startups expand into that region. He loves living in Singapore and Vietnam, traveling the world and learning languages. He’s fluent in German, English, French and Spanish. Famous Five: Favorite Book? – A Monk and the Riddle What CEO do you follow? – CEO Collaborative Group Favorite online tool? — Xero and Zapier How many hours of sleep do you get?— 5.5 If you could let your 20-year old self, know one thing, what would it be? – “Do it over again”   Time Stamped Show Notes: 01:50 – Nathan introduces Christian to the show 02:28 – Yoose is a location-based mobile advertising company 02:36 – Yoose helps brands to target people in specific geographic locations 03:28 – Yoose is aggregating inventory from different mobile networks 04:05 – Yoose is buying the inventory for the company and running campaigns on specific locations 04:25 – Yoose is selling a premium product 04:42 – Yoose charges per CPM 04:59 – There’s current request for CPC charges 05:23 – Yoose was launched in 2008, in Berlin, and moved to Singapore in 2010 06:00 – 2016 revenue is in the million dollar figure range 06:08 – Team size is 15 and the majority are based in Vietnam 06:16 – Yoose is a bootstrapped business 07:12 – Yoose is working on a different platform based on audience profiles and attribution 08:10 – Customers use Yoose over their competitors because of the full service they offer 08:49 – Yoose is also geographically focused 09:12 – Yoose is currently working with the major media agencies and secondary agencies 09:35 – There are 25-30 agencies in total 09:47 – Yoose has partnerships in different countries that they serve too 10:32 – Yoose and the partners both take a cut from the charges 10:45 – “We are transparent on costs on both sides” 11:00 – The EBIT (Earnings Before Interests and Taxes) margin in the space vary 11:14 – Yoose is in the middle of the margin, depending on the country 11:43 – At this stage, Christian is putting the capital back into the company 12:46 – Christian has put all his personal money into starting Yoose 13:08 – Christian has worked in France prior to Yoose 13:43 – Christian initially wanted to build something similar to Tinder 15:33 – German Accelerator works with the German government and has been in the US market for 5 years, they’re now expanding to Southeast Asia 16:05 – Christian gets his salary from the government 17:32 – The Famous Five   3 Key Points: Be transparent with your partners, so you’ll gain their trust. This will also lead to more partnerships. The corporate world can help shape and grow your skills but don’t regret taking another route to succeed. Create something that you want, yourself.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Bonnie Crater. She’s the CEO of Full Circle Insights. She’s a 5-time VP of marketing and executive at many software companies in Silicon Valley. She’s been named one of the 100 Most Influential Women by the Silicon Valley Business Journal and one of the Top 20 Women to Watch by Sales Lead Management Association. Famous Five: Favorite Book? – N/A What CEO do you follow? – Marc Benioff Favorite online tool? — Docusign How many hours of sleep do you get?— 7.5 If you could let your 20-year old self, know one thing, what would it be? – “My path has been just fine”   Time Stamped Show Notes: 01:53 – Nathan introduces Bonnie to the show 02:24 – Full Circle Insights helps marketing people accurately measure and track the impact of their marketing campaigns on pipeline and revenue 02:50 – Full Circle Insights has an annual contract and usual contract which pays $30K a year 03:00 – Full Circle Insights launched their product in 2012, but it was started in 2010 03:10 – “Never start a company on December 31st” 03:18 – The IRS would want a tax return for 1 day of business 03:51 – Bonnie quit her VP of marketing job prior to Full Circle Insights 03:58 – Bonnie was invited by her friends to start Full Circle Insights and there are 4 founders 04:20 – Two of the founders were from Salesforce, including Bonnie 04:49 – Full Circle Insights is built on Salesforce 05:01 – Full Circle Insights was on Salesforce’s AppExchange 05:54 – Bonnie was a CEO in 2001, but it was a failure and she had to hire and fire a hundreds of people 07:35 – Bonnie was a VP of marketing a couple of times with different companies after the failure 08:04 – Full Circle Insights was initially bootstrapped, they raised $11M 08:14 – They raised money because they were going broke 08:21 – They were paying themselves 08:50 – First capital was raised in 2012 09:12 – Her first product was built from the money the founders had put in 09:32 – Dan, the CTO, is the developer 09:53 – Full Circle Insights has around 150 customers 10:12 – Team size is 35 10:38 – 8 in engineering and product, 12 in sales, 4-5 in marketing, 7-8 in customer success and some in accounting 11:17 – Full Circle Insights have broken around $4M in ARR 11:33 – Full Circle Insights’ model is to double, then triple 12:33 – Full Circle Insights has 90% renewal rate 12:40 – Churn is usually from acquisition and CMO changes 13:26 – Bonnie was hoping to have a 100% renewal rate in the coming years 14:37 – Full Circle Insights has a sales rep who has a puppy that he brought to the tradeshow 14:53 – The puppy became a booth magnet and they were able to acquire new customers 15:25 – Fully weighted CAC is $18-20K 15:30 – Payback period is less than 6 months 16:30 – Lowest marketing expenses is digital marketing and the biggest is from tradeshows and events 17:31 – LTV 18:30 – Full Circle Insights’ new VP of sales 19:01 – ARR target is $7M 20:50 – The Famous Five   3 Key Points: Never start your business on the last day of the year. We all make mistakes and we just have to learn from it—just don’t make the same mistake twice. Be creative and do what you need to do to draw new customers in.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Ron Jacobson. He’s the co-founder and CEO of Rockerbox and Hindsight. Ron was a project manager at AppNexus and a proud McGill alumni. Follow him on Twitter. Famous Five: Favorite Book? – Made in America What CEO do you follow? – Elon Musk and Mark Cuban Favorite online tool? — Spectacle How many hours of sleep do you get?— 7 If you could let your 20-year old self, know one thing, what would it be? – “There are going to be a lot of highs and there are going to be a lot of lows, but you just got too keep moving”   Time Stamped Show Notes: 01:36 – Nathan introduces Ron to the show 02:01 – Rockerbox is an online marketing technology company 02:09 – Hindsight is a secondary offering which is an off-site analytics platform, complementary to Rockerbox 02:28 – Rockerbox is a management service and Hindsight is the SaaS part 03:00 – Rockerbox was launched in early 2014 03:03 – Team size is 18 03:13 – Target customers are marketers 03:25 – Rockerbox has partnerships with publishers and data providers 04:40 – Through different partnerships, they’re able to know the source of potential customers 05:25 – First year revenue was $640K gross 05:30 – 2015: under $2M , 2016 was around $4M and it will probably be $8M this year 05:48 – 10% of the customers are on Hindsight 06:50 – In 2016, Rockerbox has served 50 customers 07:19 – Hindsight currently has around 13 customers with a MRR of $16K 07:43 – Some of Rockerbox’s customers are Vimeo and Vanguard 08:16 – CAC and LTV 08:26 – No logo and revenue churn yet 08:50 – Some small companies can’t scale and their pricing is “take it or leave it” 09:32 – 5 team members are focused on Hindsight 09:59 – Hindsight is self-funded and is based on Rockerbox 10:14 – Ron shares why they raised funding despite doubling Rockerbox’s ARR 11:05 – Ron has reached out to people whom he hasn’t talked to for decades just to acquire new customers 11:16 – Ron shares the content of his email 13:10 – The Famous Five   3 Key Points: Having fewer customers with a larger paywall works well, it allows you to focus more on your customers’ needs. Stick to your pricing and your target market. Through the highs and lows, just KEEP MOVING.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Arun Saigal. He’s the co-founder and CEO of Thunkable, a Ycombinator-backed startup in San Francisco. Thunkable is a platform that allows anyone to build their own mobile app without needing to know how to code. Prior to Thunkable, Arun was the lead android developer at Quizlet. He also worked at Khan Academy, Aspiring Minds and Google. He holds a BS in electrical engineering and computer science from MIT. Famous Five: Favorite Book? – High Output Management What CEO do you follow? – Shantanu Narayen Favorite online tool? — Google Calendar How many hours of sleep do you get?— 7-7.5 If you could let your 20-year old self, know one thing, what would it be? – “Investing in others is one of the best ways to invest in yourself”   Time Stamped Show Notes: 01:26 – Nathan introduces Arun to the show 02:13 – Thunkable is a drag-and-drop tool to make a mobile app 02:23 – The space is quite crowded 03:08 – Thunkable is simple but powerful enough for non-coders to have a powerful app 03:20 – Thunkable is currently free 03:34 – Thunkable has raised $3.3M to date 03:59 – Arun shares why they’ve raised first before implementing a paywall 04:07 – They wanted to hire the team and have the platform that they needed with the money raised 04:30 – They’ll start charging in a few months 04:48 – Thunkable was launched in 2016 04:53 – Team size is 10 05:16 – Thunkable has turned on their revenue for a small stream 05:35 – The charge is a high 5-figures and is an annual contract 06:16 – Long-term model: charge for a premium product 06:36 – When they turn-on their features, that’s when Thunkable will charge 07:25 – Arun saw problems they didn’t know existed from those who were building an app for Thunkable 08:30 – Arun wants to help people who really need an app for free to solve their problems 09:00 – The conversations they’ll have with people who will use Thunkable for profit 09:24 – Target price is $20 a month 09:40 – Arun believes they can maintain profitability 10:14 – Arun believes that SMBs need Thunkable more than the enterprise businesses 11:03 – Thunkable’s goal is to capture most of the apps from the app store 12:38 – December 2017 MRR goal is $10K 14:16 – The Famous Five   3 Key Points: Assist those who need help in any way that you can. Choose your timing wisely when it comes to putting up your paywall. You learn and grow by investing in other people.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Ian Blair. He founded BuildFire while he was in college and has grown up to become one of the most successful app builders with 30 employees and close to 10K apps in the app store. His expertise is online marketing and growth hacking. Famous Five: Favorite Book? – Good to Great What CEO do you follow? – David Skok and Jason Lemkin Favorite online tool? — Ahrefs How many hours of sleep do you get?— 7.5 If you could let your 20-year old self, know one thing, what would it be? – Ian wished he would have taken a crash course on how the world actually works   Time Stamped Show Notes: 01:55 – Nathan introduces Ian to the show 02:37 – BuildFire is a mobile app building platform that allows non-technical people to build their own app with no coding required 02:50 – BuildFire is like the WordPress for mobile app 03:18 – BuildFire allows customization 03:36 – Ian started BuildFire in college 03:40 – BuildFire has a reseller program 04:18 – In 2013, they were making $300K a year 04:32 – It was just for white labelling 04:42 – BuildFire was officially built with the technology in 2014 05:02 – BuildFire has raised $2.5M so far in a convertible note 05:46 – It was in 2015 when BuildFire broke their $1M a year mark 06:20 – In January of 2016, BuildFire 2.0 was launched where they added customization 06:48 – Since then, things took off 07:05 – In December 2016, BuildFire was doing a little less than $300K a month 07:33 – This year, BuildFire is developing 07:59 – BuildFire has an ongoing subscription fee and upfront payment 08:20 – BuildFire is getting close to $200K a month for their SaaS side 08:33 – BuildFire is now leaning more into their professional services 09:15 – Total number of customers 09:25 – Customers pay starts at $59, $149 or $499 a month 09:50 – Average a month is around $400 per customer 10:40 – Team size is 40 10:57 – Ian self-funded BuildFire initially 11:11 – Their current CTO started the initial development for BuildFire 12:00 – BuildFire gets customers mainly through online marketing 12:20 – Paid ads spend is around $10K a month 12:30 – BuildFire also has a lot of organic traffic and they’re going to tradeshows as well 13:48 – Monthly logo churn 14:25 – Revenue churn 14:50 – BuildFire is on its way to a more predictable revenue model by the end of 2017 15:31 – CAC 17:00 – SaaS businesses are capital intensive 20:00 – The Famous Five   3 Key Points: Listen to your customers and make adjustments to your products depending on their needs. Online marketing is a necessity for every businesses. College won’t teach you how the real world works.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Jae Kwon. After graduating from Cornell in 2005 with a BS degree in Computer Science, he worked as a developer at Alexa and Yelp and has co-founded iDonethis, a productivity service. He since worked on open-source projects including a CoffeeScript compiler and interpreter written in Javascript, an end-to-end encrypted email system called Scramble.io, and a cryptocurrency exchange. He invented and refined The Tendermint Consensus Algorithm with the aim of liberating the blockchain from the costs and drawbacks of proof-of-work mining. His mission is to make the technology more accessible in order to accelerate the adoption of decentralized ledger technology. Famous Five: Favorite Book? – Snow Crash What CEO do you follow? – N/A Favorite online tool? — GitHub and Chat How many hours of sleep do you get?— 8 If you could let your 20-year old self, know one thing, what would it be? – “Find the problem and solve it”   Time Stamped Show Notes: 01:37 – Nathan introduces Jae to the show 02:46 – Bitcoin is something that you want to be small and accessible 03:10 – Blockchain is not owned by any entity but is still secure 03:24 – Tendermint is one of the engines that enable the creation of blockchain 04:05 – Tendermint’s partner in Europe is Ponton 04:46 – Tendermint was initially self-funded by Jae 05:03 – Jae saw the need to build Tendermint 05:08 – People were struggling with bitcoin fork 05:51 – Proof of work is how bitcoin secures itself, which is like a lottery system 06:40 – The transaction fee for block reward in bitcoin is much smaller 07:55 – Proof of work in the blockchain has its drawbacks 08:30 – The validators are the users of Tendermint—they validate the block and sign off and vote on what the next block should be 09:20 – Jae’s opinion on Dash’s masternode 09:50 – Cosmos is the internet of blockchain 10:18 – Jae has all in his money in Tendermint 10:31 – Team size is 20 10:40 – Tendermint was funded through a fundraiser 11:00 – “We avoid the term ICO because we don’t want to be associated with a security offering” 11:13 – Tendermint released their own token and they’ll create the cosmos hub 11:30 – The tokens will allow you to vote on the blockchain 12:10 – Tendermint had a cap of $17M 12:32 – They were accepting bitcoin and ether in exchange of an atom 13:00 – Part of the liquidation went to the Cosmos software and development 14:00 – Out of the $17M, less than $3M has been liquidated so far 15:47 – The Famous Five   3 Key Points: The block reward in the blockchain allows people to not just earn tokens, but contribute as well. Keep your liquidation conservative and focus on the development of your product. If you see a problem and you think you can create the solution, DO IT.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

Massimo Chieruzzi, CEO of AdEspresso. His company, founded in 2013, is now so profitable that he says they don't need fundraising! Massimo sees only growth for AdEspresso in the future as Facebook ads continue to evolve and improve. Famous Five: Favorite Book? – Predictably Irrational What CEO do you follow? — Rand Fishkin Favorite online tool? — 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? — Don't start a startup. Get some experience for a corporate business first. Time Stamped Show Notes: 01:05 – Nathan introduces Massimo 01:30 – AdEspresso was first on The Top on Episode 70 01:50 – Focus on growing and reducing churn 02:25 – Revenue is about $400k/month 02:38 – 2015 total revenue was $3M 02:50 – Fundraising has reached $1.8 Million 03:30 – "We have been profitable this last year, so we don't need the money." 04:00 – More than 4000 customers 04:45 – Learn about AdEspresso at Adespresso.com 05:00 – Churn is 7% and is decreasing 06:00 – How long their customers stay 07:10 – 35 people on their team 07:20 – Monthly expenses are around $280k 07:45 – They are growing by at least 15% every month 08:00 – How the company is sustainable 08:30 – Customer acquisition is less than $10 08:45 – Paid acquisition is only content promotion 09:20 – They were founded in 2013 09:30 – What would Massimo sell his company for? 10:20 – @MassimoCw on Twitter or massimo@adespresso.com 12:10 – The Famous Five 3 Key Points: Allow yourself to gain knowledge from different experiences. Find ways to lower your acquisition costs. Get into an industry that has a long life ahead of it. Resources Mentioned: 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. HubSpot – Massimo's favorite online tool Show Notes provided by Mallard Creatives

In this episode, Dave interviews Cameron Herold, a business consultant and a keynote speaker that helps organizations "double their revenue or profit in a short period of time." Cameron's proof is in the pudding—he's already taken two companies to more $100 million in revenue. Listen as Dave and Cameron discuss the unique traits of the entrepreneur, Cameron's experience as a businessman, and Cameron's new book, Meetings Suck. Time Stamped Show Notes: 00:35 – Introducing Cameron 01:25 – How Cameron helped Got Junk 03:10 – Cameron's TED Talk 03:50 – Raising kids as entrepreneurs 05:40 -- ADHD and bipolar disorder 07:10 – "A" students and "B" students 09:45 – Entrepreneurial parents 11:15 – How Cameron raises his kids by example 12:30 – Why we shouldn't medicate our traits 15:00 – We learn about ourselves throughout our lives 16:25 – A letter from Dave's friend 18:00 – "The worst vice is advice." 19:30 – Atlas Shrugged — Cameron: "the first book written where the entrepreneur was the hero" 21:30 – discussion on government taxes and fees 22:40 – When Cameron was a kid, he made money off of coat hangers 23:45 – Later, he gathered golf balls from ponds and sold them 25:20 – He helps entrepreneurs "reverse-engineer their dreams" 27:25 – Jim Koch's book 28:05 – Failure and our ego 28:45 – "A vivid vision" 31:12 – Cameron's book, Meetings Suck 32:15 – Good meetings and bad meetings 34:10 – Different types of meetings 35:45 – "Scrums," or "daily huddles" 36:50 – Scheduling/missing meetings 37:45 – Company culture 38:35 – Good ideas come from people who "dare to dream bigger" 39:30 – Tesla's seven-seater car 40:05 – COOAlliance.com 41:15 – For people with around $5 million in revenue or more 42:00 – com   3 Key Points: Don't medicate your unique traits and strengths. Think outside of the box. A good meeting is scheduled and has a purpose.   Resources Mentioned: Entrepreneur's Organization – The EO Network COOAlliance.com – An organization Cameron endorses com – Cameron's Website Meetings Suck – Cameron's new book Atlas Shrugged – One of Cameron and Dave's favorite books Jim Koch's book Cameron's TED Talk Got Junk – The biggest company Cameron ever started   Credits: Show Notes provided by Mallard Creatives

In this episode, Dave interviews Zahra Al-Harazi: knock-out entrepreneur, designer, UN ambassador, philanthropist, speaker, and one of the most powerful women in Canada. Zahra's family fled civil war in Uganda when she was a child. She grew up in Yemen and married at age 17 - since then she's grown in power, confidence, and independence to become a truly exceptional entrepreneur and influencer. Listen in to hear Zarah's story - from selling goods at the local mall to clearing over $1 million in her company's first year. You'll learn how she's created a life, and lifetime's work, that she's proud of. Time Stamped Show Notes: 00:43 – Introducing Zahra 02:15 – Zahra's early life in Yemen after her family fled civil war in Uganda 03:00 – Zahra speaks 5 languages and has travelled to multiple countries 04:40 – Yemen is one of the poorest countries in the world 06:15 – About 80% of the women in Yemen are illiterate 07:30 – "Yemen is a lot more advanced for women than Saudi Arabia" 08:00 – "My mother was one of the first women in Yemen to drive' 08:30 – Cultural change is difficult - but attempts are growing 09:42 – Zahra's parents were forced to leave Uganda with nothing except $7 10:42 – Zahra's father was one of the few people in Yemen to have a university degree - so he became the Minister for Finance and a delegate to the World Bank 11:50 – Her mother worked for the United Nations and the American Embassy 12:36 – Her parents now live in Canada 13:40 – Zahra got into a lot of trouble at school in Yemen 14:55 – "We spoke English at home...at Yemeni school I had to learn Arabic really fast" 17:09 – "When I was younger, I wanted to blend into the walls" 17:34 – "I changed my accent, I changed the way I dressed, I changed the way I thought, I did everything I was supposed to...and I hated it" 18:16 – The best lesson Zahra ever learned was that what made her different, made her interesting 19:05 – Zahra married when she was 17 and moved to the USA when she was 18 19:55 – She went to community college to learn to be a secretary, made friends, and went to rock concerts 21:30 – After one year, Zahra's ex-husband wanted her to settle down 22:55 – "After my husband finished college we went to Dallas...everyone in Dallas thought I was Mexican" 24:27 – "I was so naive - I never thought I'd be in business, I never even thought I'd graduate university" 25:20 – Zahra and her husband moved back to Yemen for 2 years. She tried to work as teacher and faced constant sexism. 27:30 – She moved her family to Canada after the Yemeni civil war. She started working and taking art classes and ended up falling in love with graphic design 28:55 – Zarah's children don't know a lot of her story 30:08 – On leaving her husband "I needed to be independent...but you feel like the shittiest person in the world" 31:12 – On sales: "I'd never really had a space that was mine, and mine alone. I started to believe in my abilities" 34:30 – The moment Zahra received her acceptance letter to graphic design school 36:30 – Zahra found work straight out of school and was later hired by the biggest design company in Calgary, where she became the head of the design department 38:57 – "I learned early on to ask for help" 39:54 – She founded Foundry Communications in 2006 41:34 – "The second month in business, we pitched for a pretty prestigious vacation guide" 42:17 – Without a sales team or advertising, Foundry made $1 million in their first year 44:20 – Right now, Zahra's less focused on her company and more focused on non-profit work 45:00 – "I wanted to make a difference" 45:27 – She was on the national board of the Make A Wish Foundation and works for UNICEF 46:07 – Zahra's working with a ghostwriter on her first book 47:40 – Understanding a person's context changes how you see them 48:40 – Zahra's starting two new companies right now 50:44 – Connect with Zarah at Foundry Communications 53:18 – Zarah's the new Canadian ambassador to UNICEF 54:50 – "I'm very dissatisfied with just being an entrepreneur. I want to do something in life that makes me proud."   3 Key Points: Business isn't everything. Find a use for your life that makes you proud. Celebrate what makes you different. Give yourself time and space to grow and change.   Resources Mentioned: Entrepreneur's Organization – The EO Network   Contactually - A platform to manage client relationships effectively Foundry Communications - Zarah's graphic design business   Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave invites Connor Blakley, a 16 year-old entrepreneur and branding genius who's helping big brands like Toyota and 7-UP, better understand Generation Z. Listen as he talks about finding what it means to be a teenage business success, straddling the social fence, and why Generation Z has a much, much more highly developed attention span than people think. Time Stamped Show Notes: 00:28 – Dave introduces Connor Blakley 02:12 – Having friends while being a 16 year-old success 03:00 – The point of every relationship is finding a connection point 04:13 – ConnorBlakley.com 04:50 – Connor helps organizations understand Generation Z better 05:32 – Every big brand has data on what Gen Z wants…every big brand has strategy 06:05 – The problem is, the data gets misinterpreted during the execution of strategy 07:24 – Gen Z—to the surprise of many—actually has a very high quality attention span 08:14 – Gen Z spends 6 to 8 seconds to decide what is of value…once that decision is made, they will devote more time 10:09 – It's not a reduction in attention span, it's an improvement of filters 11:00 – Is advertising dead?—according to Connor it is! 12:45 – Connor is a member of Joe Polish's $25k Group 16:45 – Don't push your children, create an environment conducive to new experiences 18:20 – Connor is a long time entrepreneur, he used to dig up rocks and try to sell them to neighbors 20:30 – Cameron Herold's Ted Talk RE raising entrepreneur 21:10 – Cameron's talk to parents versus Connor's 23:05 – Connor can be paid anywhere from $11K to $0 to speak 23:38 -- $1M by the age of 20—that's Connor's goal 24:05 – His plan revolves around riding his current train of momentum—"if it ain't broke, don't fix it." 26:26 – The correlation between physical activity and treating ADD 27:50 – Pressure and Hate—learn to love the pressure, learn to love the hate 31:09 – Connor will definitely take a gap year between High School and college 3 Key Points: Data is only valuable if it's not misinterpreted. Don't completely sacrifice happiness in the pursuit of a goal. Age is a stupid number—don't let it be an obstacle. Resources Mentioned: Entrepreneur's Organization – The EO Network Next Gen Conference – An annual conference for Gen Z and Millennials Cameron Herold – Friend and mentor to Connor Connor Blakley – Today's guest Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave interviews Mallie Rydzik, an academic and stormchaser who now runs a successful consulting business. Mallie's a serial entrepreneur who also writes, coaches, and hosts the Offroad Millennial podcast. Listen as Mallie and Dave tackle topics including disruptive innovation; nailing social media; the future of education; and dealing with mental health issues -  always focusing on finding ways to be authentic. Time Stamped Show Notes: 01:00 – Dave welcomes Mallie 03:00 – Mallie's background in academia and science 03:30 – A host of blogs including Offroad Millennial and Systems Scientist 03:50 – "The future of work is collaboration, innovation and remote teams" 04:20 – Mallie delivers all-in-one strategy and operations consulting 06:50 – Mallie's vision is based on disruptive innovation theory 07:20 – The Innovator's Dilemma 08:50 – Disruptive innovation comes from areas of markets that big companies don't see 10:00 – The lower end of the market is where changes happen 10:40 – Big consultancies like SAP would make a loss engaging with small businesses 09:37 – Don't go past the point of boredom 11:40 – What does disruption look like? 12:20 – Blending of social media; importance of contractors; breaking into low-end markets 14:15 – Tim Ferriss on the future of work 15:50 – What's a career path going to look like in the future? 17:00 – Millennials are shaping the future of work whether they want to or not 17:50 – Desire for authenticity 18:30 – Entrepreneurship: you can have an entrepreneurial mindset within a corporation 20:20 – People entering the workforce post-2008 had to find their own work 21:15 – Is it stressful for people to have to continually sell themselves? 22:30 – Entrepreneurship can be incredibly freeing 23:20 – People do their best when they do what they love 24:40 – "Authenticity" - having work that's an extension of yourself 25:40 – Social media: People don't connect to companies, they connect to people 26:40 – Twitter: Mallie has 35,000 posts 27:12 – You have to be authentic on Twitter to make it work for you 30:20 – Content marketing 32:08 – Mallie's challenges with mental health 33:20 – Having to step back and deal with your brain and body can be grounding 35:20 – It's hard to not know if your brain is going to work against you 37:00 – The solution is to get help, however that looks: family, therapy, medication 39:35 – The legalization of marijuana as an entrepreneurial space 40:28 – School system: what are the benefits of traditional education? 41:40 – Are trade educations starting to drive people into white-collar careers? 42:40 – In the current education system we're taught to learn, not to do 44:00 – Traditional education works for doctors, engineers, etc. 45:00 – Issues with standardized testing 47:00 – People are trained not to think big 49:14 – Think critically about what makes you happy 3 Key Points: Think much bigger than you've ever been encouraged to. People connect with people, not with companies. The future of work is decentralized, collaborative, and project-based Resources Mentioned: Entrepreneur's Organization – The EO Network Offroad Millennial – Mallie's podcast Systems Scientist - Mallie's consulting business Tim Ferris' podcast The Innovator's Dilemma - Book that inspired Mallie's business Bluefish - Concierge business that's thinking big Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave interviews Alex Charfen, the CEO of Charfen: a company that coaches entrepreneurs. Listen as Alex shares his passion for entrepreneurship and talks about the factors that lead some people to constantly create, plan, and contribute. Time Stamped Show Notes: 01:00 – Dave welcomes Alex 02:02 – American Dream U program: making soldiers successful in civilian life 03:55 – Alex's background 04:10 – Alex sold his first business at 16; his second at 21 04:40 – Bankruptcy in 2008 led to the creation of Charfen 06:00 – Charfen ranked 21 in Inc.'s list of fastest-growing companies 07:20 – Struggling as a child 08:00 – Do entrepreneurs always feel different from those around them? 10:10 – Branded as 'developmentally disabled' 10:50 – Alex avoided social interaction and obsessively read about success 11:50 – Developing panic attacks from bullying 13:40 – Thomas Edison was considered backward; Einstein failed algebra twice 15:00 – "Business was a beacon" 16:00 – Finding a haven in building up businesses 17:00 – "Entrepreneurs start businesses because they have trouble with other people's rules" 18:30 – The entrepreneur's paradox: learning how to ask for help 19:07 – Is entrepreneurship about proving something? 21:50 – "The main drive for entrepreneurs is about making a greater contribution" 23:00 – Entrepreneurs are people with more energy, drive, jitters 24:40 – Edison's incredible focus - today would be considered ill 26:00 – A standardised school system crushes people who are different 27:10 – The movie Idiocracy 28:00 – "EPT" - Entrepreneurial Personality Type 31:00 – Entrepreneurs: Feel different Are innately motivated Feel they need to give more 32:30 – Alex doesn't feel connected to the world of emotions 34:00 – The state of being 'in momentum' - flow, zen 36:00 – Being in momentum is a chemical boost 37:50 – Constraint is what makes people break down chemically 40:00 – People at the top of the game are very physiologically sensitive 41:50 – The contribution equation 43:00 – Get healthy; reduce pressure and noise 43:55 – Start asking for protection and support 45:30 – getthirstynow.com 46:33 – Build a team to support you 47:10 – Alex's article on 'primal foot' in the Huffington Post 48:10 – Footwear is the only place where people still accept 'low risk, high reward' 49:10 – Lower-body health is reliant on good footwear 53:10 – Entrepreneurs can become dysfunctional with pressure and no support 54:20 – The things that make us weird are what make us thrive 56:00 – There are so many entrepreneurs in the world: you aren't alone 58:30 – Most of society's systems are designed to repress EPT 1:01:10 – What's next? 1:03:30 – Educating about Entrepreneurial Personality Type 1:04:10 – A preview of the EPT course 3 Key Points: In order to thrive, eliminate the pressure and noise around you. Keep yourself healthy. Focus. Ask for support and protection. It seems like the hardest thing to do, but having a team makes it possible to learn and achieve far more. Don't be scared by feeling different: almost every successful person in history has felt like that. Difference is what makes entrepreneurs thrive. Resources Mentioned: Entrepreneur's Organization – The EO Network Get Thirsty– Alex's hydration programme American Dream U - Helping soldiers make a successful transition to civilian life Charfen - Alex's current business, educating entrepreneurs Idiocracy - Film about being the only person to see certain things Primal Foot - Alex's article on footwear in the Huffington Post   Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave interviews Zvi Band, the founder and CEO of Contactually, a CRM tool designed to actually help users manage client relationships. Contactually has already raised over $12 million in funding, and is aiming to grow into a billion-dollar business. Listen as Dave and Zvi talk about how investing in relationships secured Zvi's funding - and break down the process of researching, pitching, and funding a incredibly successful startup, step by step. Time Stamped Show Notes: 01:00 – Opening of podcast 02:20 – Developing a great company culture is a process 02:55 – Dave introduces Zvi 03:30 – Contactually is a platform for businesses that rely on relationships 04:50 – Differs from other CRMs in its focus on nurturing relationships 05:50 – How do we enable businesses to build personal and authentic relationships? 07:00 – We developed a mission to be thought leaders: people want to hear about it 08:20 – "Bottom-up adoption" - tools that users choose 09:00 – CRMs have largely become reporting tools - we wanted something else 09:50 – "How do we help the end user?" 10:50 – Relationships can only exist between people - not businesses 12:30 – Currently in a snap-back from the first generation of social media 13:40 – Zvi is a software developer by trade 14:30 – Very introverted through school - but saw the importance of relationships 15:00 – Worked as a consultant by knowing people 16:00 – Saw a gap for a product that helped build better relationships 18:00 – The first funding offer for Contactually led to a hard decision for Zvi and to close down his existing business 20:00 – A walkthrough of Zvi's decisions around funding 21:00 – "I needed a 'burn the boats' moment" 21:40 – Knew he wanted to focus on Contactually - so applied for venture capital 22:20 – First round of funding was $50k from 500 Startups 24:10 – Most incubators take around 5% of the business 24:50 – Then raised $500k from angel investors 25:40 – "Investors are investing in either the track, the horse, or the jockey" 26:30 – Zvi's reputation allowed him to attract investors 27:20 – There's no personal risk with angel investors apart from reputation 28:30 – Get a good start-up lawyer! 30:30 – Two types of funding: equity or convertible debt 32:00 – Investors currently own 30-40% of the company 33:40 – After angel investment, moved on to seed financing to raise $3.5 million 35:30 – Series A investment raised $8 million in capital 37:00 – Not currently profitable: they're investing in rapid growth 39:00 – "Ideas mean nothing: execution means something" 39:30 – How do you turn an idea into a product? 39:50 – "The moment you have a good idea - turn around to someone and pitch it" 40:50 – If there's a market - set up a small landing page and see if people will sign up 41:30 – Talk to the people that sign up: see what they want 42:10 – You'll now have enough specifications to start building a minimum viable product 43:10 – Start with a small, simple, high-quality product 44:30 – Create a visual representation: wire-frame tools like Mockingbird or Balsamiq 45:00 – Representations let you talk to developers and potential users 45:50 – Decide who you'll learn from: users or designers. 47:10 – In-house or outsourced development? Zvi suggests finding a co-founder. 49:00 – How to connect with Zvi: Twitter and email 3 Key Points: The best way to grow your business and your life is to build and maintain relationships with other people. Your reputation and your networks are valuable resources. If you have an idea that seems promising: research your market. Your potential users are your best educational tool. Become a thought leader in your area. You'll gain exposure not by trying to sell your product, but by having something interesting to say. Resources Mentioned: Entrepreneur's Organization – The EO Network Contactually - A platform to manage client relationships effectively 500 Startups - A startup incubator Mockingbird and Balsamiq - tools to create wireframe mockups of your product Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave interviews Steve Sims: ex-bricklayer, stockbroker for 24 hours, and now running the world's top luxury concierge company. Listen as Steve talks about the story behind The Bluefish; his new consulting company; and his core philosophy of "getting shit done and being yourself". Time Stamped Show Notes: 01:20 – Opening of podcast 02:00 – The 'green room' of the podcast 03:00 – The Ugly Sims 04:30 – Dave welcomes Steve 05:45 – Many of the podcast's previous guests are connected to Steve 06:50 – "I'm not a fucking onion...what you see is what you get" 07:35 – In Hong Kong, Steve started a secret society that became The Bluefish 08:40 – A high-end concierge service: if you can dream it, they can make it happen 10:00 – The origins of The Bluefish 10:40 – Steve talked his way into a stockbroking job and was flown to Hong Kong 11:00 – Arrived on Saturday and was fired on Tuesday 15:00 – Steve decided the way to get a job was to know rich people 15:40 – Worked as a concierge and started setting up passwords 17:25 – Finding your mold 18:20 – "I was an illiterate, ugly feller that got shit done" 19:30 – You never fail: you just educate yourself on the wrong way of doing things 21:30 – What's the worst that can happen? 22:30 – Is it true that entrepreneurs are screw-ups? 24:50 – Grew up south of London 25:15 – Made a conscious decision to get off the building site 26:50 – Didn't see himself as disadvantaged 27:20 – "I'm ahead of the game: I know what it's like to be able to do stuff" 28:41 – Steve was a champion kickboxer: still boxes at 50 30:00 – The better I got at fighting, the less I fought 31:00 – Is being at a conference table like being in a bar fight? 33:00 – Be straight up with people: it's better to know if they don't like you 35:30 – Steve: "Authenticity is a bullshit word. It's an effort to not be authentic" 36:10 – Don't waste time not being yourself 37:00 – Steve's wife and family life 39:20 – Steve's dogs 41:00 – Have you ever used your business for yourself? 42:00 – It's not money that makes an event amazing: it's thought, passion, and detail 43:30 – Name-dropping: "I don't want who I stand next to, to define who I am" 45:00 – "Constantly looking at my bank account stopped me being me" 46:30 – Wealth is incredibly different to money 48:00 – Steve's wife is the business' CFO: he doesn't know how much money Bluefish makes 49:20 – How do you help people to think huge? 50:30 – You have to analyze what your client really wants 51:40 – People are scared to talk to you about their dreams 52:30 – The Challenger Sale 54:30 – Ugly Sims - Steve's consulting company 56:30 – Working for Ferrari and Bentley 58:00 – $5000 for Bluefish membership 59:00 – Steve's morning routine 1:00:30 – Dave: "Tell me about a crazy phone call you've had at 3 in the morning" 1:01:45 – Bluefish has just under 3000 customers and 12 full-time employees 3 Key Points: Be yourself. Put another way: don't waste time and effort not being yourself. People will like you or they won't Wealth is different to money. Wealth is in relationships, security, and loving what you do Learn how to get stuff done. It's the most transferable skill you'll ever have  Resources Mentioned: Entrepreneur's Organization – The EO Network The Bluefish – Steve's luxury concierge company Ugly Sims - Steve's new consulting business The Challenger Sale - Challenging customer relationships  Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave interviews David Cummings, and one of two founding partners of Pardot, a company that dedicated itself to redefining the way B2B marketing automation is handled. Listen in as Dave and David discuss the process of bootstrapping a SaaS juggernaut, the struggles of competing against VC money, and how to best handle the acquisition process. Time Stamped Show Notes: 00:42 – Dave covers David's background 01:49 – Started and sold Pardot (US$95 million cash) 03:25 – Dave's introduction to entrepreneurship 04:30 – Statbook for baseball and softball statistics (1995) 05:45 – The ON start-up series 07:24 – David attended Duke University 07:57 – Why David went to college as opposed to sticking with his businesses 09:21 – The Hard Thing About Hard Things 11:02 – Making a product to update and change a website with ease 14:00 – David got in on the SaaS explosion at the ground floor 15:19 – In 2006, David had the idea for Pardot 17:11 – As the CEO, your job is to become LESS needed to the company—the more you're needed, the more you're doing wrong 18:37 – Find partners that complement (not replicate) your skillsets 19:53 – Coming to the realization that Pardot was a diamond in the rough 22:50 – By the time Pardot was sold, the company was averaging about $15K per customer per annum 25:12 – The value of having a passion for culture 25:50 – Be the best place to work, and the best place to be a customer 28:45 – Don't use the word "value" use the meaning of "value"—actions are louder than words 31:20 – Culture and "schwag" are different—perks don't create culture, they can help it, but they don't create it 34:29 – Highlighting the "offer receiving" process 35:50 – Always use this line, "we're not for sale, but what are you offering?" 37:12 – Walking through the acquisition process and valuation process 39:41 – No brokers, only an attorney—the David did the negotiation all on his own with his partner 42:27 – The deal is closed, the money is in the bank, the wire transfer is complete—but David can't say a THING for 48 hours because the acquiring company is public 44:46 – Atlanta Tech Village 45:08 – AtlantaTechVillage.com   3 Key Points: Find business partners that complement your skills, not replicate them. "Schwag" and perks will not create a winning culture in your business—they can help amplify a winning culture, but they can't create it. "We're not for sale but what are you offering?"—Nine words you need to memorize in the even someone expresses interest in acquiring your business. Resources Mentioned: Entrepreneur's Organization – The EO Network Atlanta Tech Village – Collaborative office space for startups in Atlanta The Hard Thing About Hard Things – A fantastic book recommended by both Dave and David Pardot – The crown jewel of David's entrepreneurial accomplishments David Cummings – Today's guest Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave invites Philip McKernan, an inspirational speaker and coach for individuals, couples and entrepreneurs to the EO Podcast. Listen as he talks about finding true meaning in life, becoming authentic, and discerning between happiness and buying material things for distraction. Time Stamped Show Notes: 00:28 – Dave introduces Philip McKernan 01:22 – Rich on Paper, Poor on Life 01:26 – Dead Man Walking: A Journey from Mindset to Soulset 02:54 – Workplace culture 07:05 – Three Pillars of Happiness or Finding Meaning: Work Self Other 08:13 – They (employees) want to know that they matter. 08:40 – Stop telling people what you believe, start showing them by the way you act 08:52 – Everyone around you will get inspired by what you do, not by what words are coming out of your mouth 09:28 – Working with individuals and couples 11:06 – They're scared to find out perhaps that the relationship is not as great as they've been telling themselves every single day 11:29 – Our benchmark for what great is, is what we historically experienced in business, in life, and in relationships. 12:24 – Creating conversations they don't want to have, they don't know how to have, or they don't think they should have 13:17 – Philip doesn't believe in the phrase, "Fake it 'til you make it" 14:09 – We are all leaders if we choose to be; We just lead in different ways 16:15 – We spend so much time trying to pretend –trying to be something that we are not –assuming and hoping it will take us where we want to be 16:25 – In that process (pretending) we lose ourselves, we lose our identity and we dilute the essence of who we are. 17:05 – Retreats 18:51 – Wisdom doesn't lie 19:47 – Why Philip left Ireland 20:15 – Tall Poppy Syndrome 21:17 – The Ireland that I knew was starting to get diluted. 21:22 – Everybody was chaotically chasing the money on the assumption that it would bring them the happiness 21:28 – There's no problem pursuing financial wealth but not at the cost of all the other elements of our lives 22:00 – It is very difficult to find the authenticity of who you really are 22:48 – The work that you do should never define who you are as an individual 23:19 – Philip's transition from real estate to where he is now 23:40 – Authenticity is something that should never be self-proclaimed 26:20 – Time is not our greatest asset 26:36 – The greatest asset of people is themselves 27:40 – As the leader grows, so should their leadership style 28:00 – Allowing the work to catch up on you 28:22 – In the absence of clarity, take action 29:59 – Helping people find what they're meant to do I didn't find what I was meant to do… I uncovered it. Is it possible to uncover it 31:55 – What's the point of coming to work on something you don't believe in? 33:25 – Have I taken the time out of my life to ensure that I'm on the right path? 35:15 – The magic question of a salesman – How so? 35:40 – Money Can't Buy Me Happiness but it Can Buy Me a Boat - Chris Johanson 36:25 – Relationship between material things and happiness 38:05 – Buying material things for a distraction because you're not willing to face the real issue 39:04 – Details on the Dead Man Walking: A Journey from Mindset to Soulset 40:34 – Goal setting is not the enemy; The problem is the goals we are setting aren't aligned to who we are 41:50 – If you are not being authentic, then the goals you think you wanted are actually, potentially partly or entirely are not authentic 43:52 – Let go of this overwhelming need to set goals and allow our goals to find us 44:00 – When you're too busy chasing something, you miss out on something else 47:35 – Entrepreneur's intuition 49:49 – Dealing with negativity 51:50 – When you understand the negative patterns, the origin of negativity, the origin of the fear, the next time it strikes will not be as deep –it loosens its grip on you 52:52 – Almost got killed by an elephant in Nigeria 55:05 – We don't want the world to judge us 55:40 – Raising children 3 Key Points: Stop telling people what to believe, start showing them by action The greatest asset of any man or woman has is themselves. When you're chasing something obsessively, you're missing something else. Resources Mentioned: Entrepreneur's Organization – The EO Network Rich on Paper, Poor on Life– book written by Philip Dead Man Walking: A Journey from Mindset to Soulset – book written by Philip Money Can't Buy Me Happiness but it Can Buy Me a Boat – song mentioned by Dave by Chris Johanson Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave welcomes Verne Harnish, one of the Top Ten Minds in Small Business to the podcast. Together, they talk about Verne's marquee principles, his life as an entrepreneur, and how he prepares the next generation for a "leap." Verne also highlights the key elements that contributed to the wealth of success he's enjoyed over the course of his life. Time Stamped Show Notes: 00:28 – Dave welcomes Verne Harnish 01:17 – Dave talks about Verne's background 01:43 – Mastering the Rockefeller Habits 02:00 - YEO (Young Entrepreneurs' Organization) 02:35 – Verne went to school to become a mechanical engineer 02:41 – Corridor Principle 03:30 – Verne talks about considering the a life in the military 04:23 – The "Additional Option" 05:37 – How mechanical engineering helped Verne become better at business 06:25 – Technical Entrepreneurship Course –mix of Engineering and Business Departments 07:00 – Verne's family background in business 08:09 – Verne's upbringing as a child 09:46 – Transitioning from privileged to broke 11:18 – Moving to Barcelona 12:39 – Idea of "Caught than Taught" 13:11 – "Demonstrate the life you want for your children" 15:40 – A different kind of "leap" 17:06 – How 9/11 destroyed one of Verne's businesses 18:38 – Rites of Passage 18:55 – One Page Personal Plan 19:00 – There's no such thing as a work/life balance…it's a blend 19:46 – Rite of Passage –detailed –how it helped his son Cameron to develop from a boy to a young man 22:24 – Verne also put his second son, Cole through the Rite of Passage 22:45 – Rite of Passage for Verne's other son, Cole 23:15 – International Brotherhood of Magicians—a perfect example of Verne's Corridor Principle 24:40 - Mastering the Rockefeller Habits 2.0 26:41 – John D. Rockefeller—the man that inspired Verne's book from 28:45 – Daily huddle 30:20 – Verne's weekly routine based from Willard Garvey 31:38 – Verne's charity participation 33:54 – Looking back at Verne's 20s with pride 35:00 – Plans for the next decade 36:35 – scalingup.com 3 Key Points: Actively demonstrate the life you want for your children. Stop believing in a work/life balance and start accepting that it's a work/life blend. Organize your life like you'd organize days of the week Resources Mentioned: Entrepreneur's Organization – The EO Network Mastering the Rockefeller Habits – book authored by Verne Corridor Principle – Verne mentioned in his interview One Page Personal Plan – new book that Verne created International Brotherhood of Magicians – an organization where Verne is a member Mastering the Rockefeller Habits 2.0 – book authored by Verne John D. Rockefeller – where Verne routed his book from Willard Garvey – Verne's first mentor where he got his weekly routine scalingup.com – Verne's website Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave shares the show with Robbie Kellman Baxter, author of The Membership Economy, a keynote speaker and consultant. Listen as Robbie introduces the audience to the power of the membership and subscription business model, and how any business can implement a few key strategies to become one. Time Stamped Show Notes: 00:28 – Dave introduces Robbie 00:38 – The Membership Economy 00:40 – Dave talks more about Robbie's background 01:30 – Innovation Hub with Kara Miller 02:27 – Amazon Prime, Subscribe and Save, Blue Apron, Barkbox, Dollar Shave Club, Microsoft Office 360, Salesforce, Hubspot, Rackspace, Quickbooks 03:05 – What Robbie does 04:08 – Working for Fields 04:39 – Influences and upbringing 05:14 – Growing up in Silicon Valley 06:19 – Studied poetry in college 08:10 – Summer at Mrs. Fields 09:28 – Debbie Fields & Randy Fields 10:45 – Dave's work experience 11:32 – Perception is reality 12:58 – Beginning of subscription based businesses 13:31 – Formal known relationship with customers 14:08 – Technology has expanded in such a way to expand the infrastructure that enables trusting relationships 15:30 – There are new ways to offer the value that the consumer really wants without the burden of ownership 16:10 – Loyalty cards and programs 16: 31 – Tripadvisor 16:58 – Yahoo, Oracle, Ebay, and Netflix 17:42 – Peninsula Strategies 18:25 – Working with Netflix 21:03 – Smaller businesses that have incorporated membership subscriptions 21:08 – Riches in the Niches 21:26 – Any kind of business can become a membership business or can apply principles of the membership economy to build greater engagement loyalty with their audience 22:40 – Looking for ways to maximize value for the consumer 23:20 – Our audience doesn't want to get sold to –they hate marketing 25:00 – Dave shares his business experience 27:15 – Dave shares an anecdote 28:22 – Thinking about your long-term relationship with your customers and continuing to evolve the product you offer to them 28:44 – You have to follow the need and continue to meet the mission 29:45 – Physical membership economy and its benefits Convenience Cost Saving Discovery 31:48 – Subscription fatigue 32:42 – Hiding the cancel button 34:18 – Reputation goes a very long way 35:38 – Recurring revenue 38:03 – APPO (Association of Personal Photo Organizers) 3 Key Points: There are new ways to offer the value that consumers really want without the burden of ownership. Any kind of business can become a membership business. Thinking about your long-term relationship with your customers and continuing to evolve the product you offer them is a gateway to success. Resources Mentioned: Entrepreneur's Organization – The EO Network The Membership Economy – book authored by Robbie Innovation Hub with Kara Miller –mentioned by Dave Fields –where Robbie had her first job Silicon Valley –Robbie's hometown Debbie Fields & Randy Fields –owners of Mrs. Fields Peninsula Strategies – Robbie's company APPO (Association of Personal Photo Organizers) –mentioned by Robbie in her recurring revenue example Credits: Show Notes provided by Mallard Creatives

Summary: In Episode #1 Dave interviews Ari Meisel, author of Less Doing, More Living and host of the podcast by the same name. Listen as Dave and Ari talk about the latter's personal struggle that led to a new, empowering lifestyle centered on reclaiming time, rebuffing stress, and getting more living out of every single day than anyone could possible imagine. Time Stamped Show Notes: 01:19 – Ari joins the show. 01:53 – Straight out of high school, Ari Meisel had two companies up and running. 02:29 – Ari was diagnosed with Crohn's disease at the age of 23. 04:05 – Entrepreneurs often run into setbacks. Ari often accepted tasks he didn't necessarily know how to do, but learned in the process of doing them. 05:06 – Alongside his consulting business, Ari runs a coaching program based on Less Doing, More Living. 06:01 – Ari recommends Evernote, If This Then That, and using Virtual Assistants such as Less Doists to be effective in daily routines. 07:40 – Ari uses If This, Then That to recognize uploads onto Evernote and upload them onto Facebook automatically. 08:40 – Inbox zero is a practice Ari recommends to keep your email completely up-to-date and free from spam or unread messages. 11:24 – Ari believes that email will eventually become obsolete. 12:50 – Often companies use services like Slack to less (or even eliminate) the use of email. 14:46 – One problem with email is that it's slower compared to instant messaging platforms that can also send multimedia instantly. 17:13 – People grow when they're challenged. 18:21 – When Ari was combating Crohn's disease, he strived to make his metabolism as durable and fast as possible. 18:52 – Less Doing, More Living was Ari's first book and has been translated into several languages, his next book is nearly complete, but does not have a title. 20:21 – Tools are important for improvement, but they're useless with if you don't have the right habits to use them 21:17 – Ari talks about Less Doing Virtual Assistants. 23:20 – You can learn more about Less Doing Virtual Assistants and get on the waitlist at lessdoists.com 23:57 – Ari recommends the book Emergency by Neil Strauss. 24:37 – Given 30 extra minutes in his day, Ari would get some boxing lessons. 25:51 – Ari doesn't believe in a work-life balance. He prefers to think of it as a work-life integration. 26:52 – Ari's manipulated his time so that he spends 80% of it with his family. Part of the reason is that his children are very young. He believes that being conscientious with how one spends his/her time leads to a happy life. 27:22 –It's paramount to focus on what makes you happy. 28:00 – For instance, if Ari focused more on his businesses they'd grow faster, but his family is what makes him happy. 29:48 – Visit com, to book a free thirty minute coaching call 3 Key Points: Entrepreneurs frequently run into setbacks, but grow because of them. Strategically employing automation and outsourcing will radically enhance your daily life. Focus on what makes you happy. Period. Resources Mentioned: org – Entrepreneurs' Organization Less Doing Call – Book a free thirty minute call to get advice on scheduling or anything related to being more effective in life. Less Doing, More Living – Ari Meisel's work to make everything in life easier. Evernote – Useful tool Ari uses. If This, Then That – Make your work flow. Less Doists Virtual Assistant – Virtual Assistant powered by Less Doing, More Living. Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave interviews Devin Matthews of Parker-Gale Capital—a private equity firm based out of Chicago that focuses on buy-out investments. Listen as Dave and Devin do a DEEP dive into the intricate processes surrounding successful business valuation and acquisition. Time Stamped Show Notes: 00:30 – Dave welcomes Devin 00:45 – Parker-Gale Capital—private equity fund out of Chicago 01:07 – PEFuncast 02:19 – Went to Tuck to obtain an MBA 03:52 – Devin is the guy with the answer key for entrepreneurs 05:03 – Build a business that's sustainable and drives profit 06:04 – Devin ONLY buys companies from founders 07:52 – How Parker Gale came to be and how it works 10:18 -- Most founders sell to Parker Gale because they want out 15:25 – The different flavors of venture capital 16:52 – Is the venture capital world looking for the one unicorn? 17:50 – Most venture guys are willing to take some pretty sizeable losses 18:29 – A typical venture fund might have 30 businesses in its portfolio, a buy-out fund might have 10 19:33 – Private equity aims to make money on every deal—3 to 4X their money over a 10 year fund life 21:16 – Where do Private Equity funds get their money versus Venture funds? 24:04 – The leveraged buyout 26:48 – Standardizing the business—getting to a recurring revenue format 27:30 – The Three P's: Profitability, Predictability, and Prospects 29:43 – Accrual-based accounting is a necessity if you're going to get acquired 30:28 – Cash is king and it always will be 32:31 – The relationship between profitability and growth 33:14 – If you're not profitable, it's hard to invest in a business 35:15 – If you started a business and now intention of selling it—extract as much profit as possible 38:09 – Are expenses added into EBIDA? 40:20 – The importance of having quality representation (advisors) in the negotiation process 43:25 – The auditing process of an acquisition by a Private Equity firm is BRUTAL 44:24 – If the due diligence process doesn't go smoothly the deal is doomed 48:08 – Devin defines the value of a GREAT lawyer 51:23 – The danger of over-valuing and under-valuing your business 55:15 – The TV show Silicon Valley?—Shockingly accurate   3 Key Points: The three keys to having a successful business (regardless if you want to sell it)?—The three P's: Profitability, Predictability, and Profits. Cash is king—it always has been and it always will be. Get mentally and physically prepared to endure the auditing process if you're selling your business—it's grueling and private equity firms spare no expense to cross the t's and dot it i's. Resources Mentioned: Entrepreneur's Organization – The EO Network Tuck – The business school at Dartmouth EBIDA – Earnings before interest, depreciation, and amortization PEFuncast – Devin's podcast on Private Equity Parker Gale Capital – Devin's PE Firm Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave conducts an hour-long interview with business growth expert, author, father, and husband Dan Kuschell. Listen as Dan shares how he parlayed a passion and desire for baseball into a successfully entrepreneurial career, what makes direct response marketing such a powerful tool, and the challenge of balancing parenthood with professional success. Time Stamped Show Notes: 00:27 – Dave welcomes Dan to the program 00:59 – CEO—Creator of Elegant Opportunities 02:45 – Sleeping on 2-4 hours a week for 10 years 03:25 – Surgery (a health scare) was Dan's wake-up call to slow down 05:00 – The 7 stages of loss 06:35 – Ask yourself—what do I want? 07:25 – He who has his health has a thousand wishes, he who does not only has one 08:25 – Dan was in the Genius Network for 5 years 10:45 – Dave didn't feel like an adult until he was 30 years old 13:05 – Find great people and build systems around those people 16:00 – Who am I—at my core—as a human being and what do I stand for? 18:00 – 90% of success is mental 18:40 – Always have backup plan (an exit strategy) 21:20 – What would you do if you KNEW you couldn't fail? 23:30 – Find different things to package 25:50 – Can direct response marketing work within the B2B space? 26:05 – The future of business is a combination of psychology and technology 27:15 – Who are our TOP 50 business prospects and how are we working to get their attention? 28:20 – Being a good human being is one of the best ways to market 29:28 – Never lose sight of the fact that the person on the other end of the phone, email chain, sale—whatever—is a human 30:43 – Dan's passion for personal development is derived from a want to help his mother 32:20 – Figure out what you want, and then find a way to do that while delivering on someone else's need 33:39 – Joe Polish is an expert a human behavior 35:30 – Principles versus tactics 37:00 – It's not your company working with people—it's people working with people 38:28 – The mindset and routine of someone who owns and operates 5 unique businesses 40:05 – 6 Key business skill to running a winning business Influence Marketing Hiring Emotional Mastery Leadership Productivity 44:30 – What if you challenge yourself to have a 1% improvement weekly? At the end of the year, what type of growth would that produce? 47:25 – Family man versus Business man 52:49 – Nobody craves the mistake—we crave the knowledge gained from the mistake 55:00 – C-H-A-M-P-I-O-N 57:15 – Find a way to add value to small businesses 59:45 – GeniusNetwork.com 3 Key Points: Always be willing to ask yourself, what would I do if I KNEW I couldn't fail? Challenge yourself to improve your business in one of 6 key capacities by 1% per week. Have a backup plan—just when you think things won't go wrong, they will.   Resources Mentioned: Genius Network – The program Joe started to connect highly influential, successful people Bootstrap Business – One of Dan's books on Bootstrapping business A Champion in the Making: Awaken the Champion Within Your life – Another one of Dan's books Growth to Freedom™ -- Dan's podcast com – One of Dan's influential businesses Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave interviews Tim Jennings, a U.S. Army Veteran and long-time resident of Fort Bragg, one of the largest military installations in the world. Together, they talk about what military personnel go through during training and active duty, what life is like following discharge, and how the U.S. Military creates natural entrepreneurs through its emphasis on leadership and initiative. Time Stamped Show Notes: 00:30 – Dave welcomes Tim Jennings 01:26 – Talking Fort Bragg 01:31 – American Dream U and the military transition 03:40 – Dave recounts his experience at Fort Bragg 04:55 – Dave looks tiny next to Tim J 05:16 – Tim's role in the army 08:00 – Tim shares why he joined the service 09:41 – Went to West Point with the help of football 10:25 – "No one else is going to do it. It's got to be me." 11:41 – Start with Why by Simon Sinek 12:20 – The Why that is baked into the military 13:34 – Life in Afghanistan 14:04 – Soldiers and junior officers don't want to talk about the Why on a political level 14:48 – Typical mission in Afghanistan – talk to local leaders 16:12 – Action versus Attacks 17:55 – Prep Work and debrief of the mission 20:01 – Blue Angels Show 21:38 – Recruiting/Hiring/Training in the military 22:12 – Quality control is essential for hiring 25:00 – Passion is the key to being a good soldier 25:15 – Sometimes you don't need the Why –just say yes and let the chips fall where they may 25:48 – If you want to be good at giving direction, don't be afraid to dive into the trenches with your subordinates 27:01 – Time shares the leadership lessons learned in the military 29:00 – Recall and cherish the relationships you've built 29:37 – Allow subordinates to make decisions but guide them as they do so…give them intelligent autonomy 31:00 - Admiral William McRaven's Graduation Speech – "Make Your Bed" 33:19 – Tim's 3 different mentors 35:43 – Tim's keys to life—community, family, profession and personal 40:02 – More on Fort Bragg 41:44 – Dave thanks Tim and everyone in the military for their service  3 Key Points: "No one else is going to do it. It's got to be me." If you want to be good at giving direction, don't be afraid to dive into the trenches with your subordinates. Don't just blindly give your subordinates (employees) autonomy—consciously guide them along the way. Resources Mentioned: Entrepreneur's Organization – The EO Network Fort Bragg – One of the largest army bases on the planet American Dream U – An organization that helps military members transition to life outside the military Start with Why by Simon Sinek – Book mentioned by Tim Blue Angels Show – U.S. airshow where debriefing is of great importance Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave interviews Mark Lack, author of Shorten the Gap, and young-adult life coach, who has been enjoying a wealth of personal success currently at the age of 25. Listen as Mark shares the experiences that helped him become the man he is today, and hear the key advice he has to give to both parents and young-adults alike. Time Stamped Show Notes: 00:35 – Dave introduces Mark 02:05 – Mark's transition to mass impact 04:57 – Mark talks about his professional paintball career 08:23 – Mark's childhood 08:56 – It all changed for Mark when he was in high school 09:50 – Mark as a normal high school student with insecurities 10:33 – Discovering Tony Robins 10:56 – Realizing you haven't reached your full potential 11:45 – Focus not on "having" but focus rather on "becoming and giving." 12:45 – Dave shares his high school life 13:21 – What helped Mark gain confidence in high school 14:52 – Validation is not gained from the external but the internal 15:55 – Modeling the patterns of being confident 17:04 – Attributes that lead to success and happiness 19:03 – People want security more than they want to take risks…it's why so few of us realize our dreams 20:20 – Necessary commitments for success 21:22 – Never ending improvement True emotional mastery of yourself Define and choose what your experiences mean 23:16 – You have a lot of time; focus on learning something and doing it well 23:53 – Mark's advice for parents raising a teenager: Have good discretion and be the filtration system for them to know when to do X and when not to do X 29:09 – Support children in their endeavors and passion 29:48 – Mark shares how he wanted to skip college and how he becames a totally different person year after year 35:12 – LEAP (Leadership Excellence Accelerated Potential) Foundation 38:28 – Mark's Short and Long-Term Vision 39:55 – Never stop improving yourself; become more; have more; give more  3 Key Points: Don't focus on "getting and having." Instead focus on "becoming and giving." Real validation can only be gained from yourself—no one else. Always work to improve yourself and your experiences by helping others improve. Resources Mentioned: Entrepreneur's Organization – The EO Network Shorten The Gap – Mark's book Tony Robins – Inspirational Speaker LEAP Foundation – Leadership Excellence Accelerated Potential Mark Lack – Today's guest Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave interviews Victoria Labalme, a keynote speaker, performing artist, and creator of Rock the Room. Listen-in as we hear Victoria share her experiences as an artist and as a speaker. Plus, she also shares some awesome public speaking tips for all the entrepreneurs out there. Time Stamped Show Notes: 00:30 – Dave welcomes Victoria 00:47 – The Through Line and Rock the Room 02:01 – Victoria's background in the performance arts –on comedy 02:56 – Life at Stanford University 03:42 – Victoria on Stand-Up Comedy 05:01 – Performing on Sex and the City to jumping on at Carolines 05:53 – "I learned great awareness of time in comedy" 07:00 – Filmed vs Live shows 07:34 – Delivering script whilst making it feel authentic in that moment 08:38 – Delivery and messages whether clip, live, or seminar depend on the audience 09:37 – Don't go past the point of boredom 10:14 – English Literature Major and a Poetry Major 11:14 – How performing arts and helping businesses can operate side-by-side 13:08 – Structured Spontaneity and Constellation Technique 14:28 – Marcel Marceau 16:15 – How do you crystallize your message as an executive? 18:00 – How small entrepreneurs can communicate with their employees better 19:15 – KDF Technique –Know, Do, and Feel 20:44 – We're all communicating along different aspects of our Throughline 21:45 – Creating an experience 23:08 – Victoria's upbringing 24:20 – Victoria's parents 26:15 – Overcoming nerves on stage Think about your audience, not yourself Prepare, prepare, prepare 27:48 – It's not about confidence; It's about connection 29:06 – Slow-Walk-in-to-the-Crowd Technique 30:32 – Micro Rehearsing Technique 34:18 – Keeping them (audience) in mind and that there's business value coming 36:14 – Managing stories in a presentation 39:00 – Recycling information 40:33 – Victoria's not-so-good stage experiences / Misuse of Content 43:18 – Before-Presentation routines 45:55 – victorialabalme.com 46:26 – rocktheroom.com 3 Key Points: If you're saying something from the heart, it's going to feel authentic as long as you're staying true to your message. Don't go past the point of boredom. It's not about confidence; It's about connection Resources Mentioned: Entrepreneur's Organization – The EO Network The Through Line – Victoria's company Rock the Room – another one of Victoria's companies Stanford University – where Victoria studied college Sex and the City – series where Victoria is part of Carolines – where she performs on stage Marcel Marceau – Victoria's mentor victorialabalme.com – Victoria's website rocktheroom.com – Victoria's website Credits: Show Notes provided by Mallard Creatives

Summary: In this episode, Dave conducts a length interview with Joe Polish, founder of too many amazing things to name here.  Listen as Dave and Joe discuss the origins of The Genius Network, why money isn't as valuable of an ingredient to happiness as is often perceived, how interpersonal relationships are the cornerstone of professional success, and much, much more! Time Stamped Show Notes: 00:29 – Dave introduces Joe Polish 02:09 – The story of Joe's passage through adversity 03:00 – Focus on making yourself useful to LOTS of people 03:44 – Money earned ethically is a by-product of value creation 06:12 – Finding meaning and, therefore, happiness 06:54 – Nothing tastes as great as being lean feels 09:10 – Often times, the things that will make you the happiest have nothing to do with materiality 11:15 – At the end of the day, the person you need to be most connected with is you 11:35 – The things that are the most enjoyable in life are the things that are the hardest to do 14:57 – Necessity is the mother of invention—most successful people create, not from a place of inspiration, but from a place of desperation 16:24 – Don't ever forget what it's like to have fun 18:26 – Are you treating yourself like a million-dollar race horse? You should 19:45 – Don't become a behavior addict 21:31 – He who has his health has 1,000 ambitions, he who does not only has one 24:50 – Irritated oysters make pearls 25:42 – Most of the money we make in this world comes from transforming other peoples' bad news into good news 29:19 – An entrepreneur who takes resources from a lower level of productivity to a higher one 31:03 – One of the challenges with self-help is trying to learn "what to do"—that's not how it works—you need to get to the true causal root of your problems before you can learn what to do 37:43 – Are other people making money in your industry? Yes?—then there's nothing wrong with the industry, there's something wrong with you 38:50 – Learn fundamental business skills—until you have those, the industry doesn't matter 40:20 – You're not entitled to anything, you need to figure out how to make it work 41:48 – Any problem in the world can be solved with the right sales letter 42:50 – Educate people on how to make a buying decision—it's the only way to get them to think about something other than price 49:55 – Just make it easy for someone to understand what you do 54:40 – Starting the Genius Network 59:30 – It's not about what you LEARN in the Genius Network, it's about the connections you make 64:00 – It's not about Joe Polish the man representing the brand—it's about the incredibly people and relationships that have created the brand 65:30 – Joe joined EO in 1995 66:33 – How do you deal with things when they're not working? When you're feeling overwhelmed? 67:31 – There are going to be times when you straight-up don't wanna play anymore—but remember that feelings aren't facts 67:55 – Amateurs wait for inspiration, professionals do it with a headache 68:30 – Don't worry alone, get the facts, and have a plan 69:03 – Stay connected—Vitamin C 69:29 – Your attention is your most valuable asset 69:38 – Be willing to destroy anything in your life that is no excellent 70:15 – Nothing feels good in the middle…it feels good at the end 72:09 – Protect your confidence and protect your gratitude   3 Key Points: Necessity is the mother of invention—create from a place of desperation, not inspiration. Be willing to destroy anything in your life that is not excellent. If you're really hell-bent on making money, find a way to transform other people's bad news into good news.   Resources Mentioned: Entrepreneur's Organization – The EO Network Joe Polish – Marketing wiz, creator of Piranha Marketing and Genius Network, host of two podcasts I Love Marketing – Joe's podcast with Dean Jackson 10X Podcast – Joe's Podcast with Dan Sullivan Piranha Marketing – Joe's marketing company Genius Network – The program Joe started to connect highly influential, successful people Credits: Show Notes provided by Mallard Creatives