Podcast appearances and mentions of mark godley

Dan from utmp spoke to Swindon Town fan and teacher Mark Godley about the ongoing transfer business between Blackpool and Swindon Town. This episode was recorded on the backdrop of the drama created by Keshi Anderson as he picked Anthony Grant up from Manchester airport, which he recorded live to Instagram as speculation grew about Blackpool signing Grant. Godley spoke passionately about the situation and his growing concerns of the breakup of the promotion winning squad under former Pool captain Richie Wellens.

Mark Godley, CEO of LeadGenius, sits down with Amnon Mishor, Co-Founder & CTO of Leadspace, to discuss his journey in the B2B data space and how he applied his military data intelligence training to the b2b marketing space.  Mark and Amnon discuss the recent consolidation in the b2b data space and why it is a good thing for the industry and go on to make some predictions for the data industry’s future in the next five years. This is a great conversation between data wonks that you don't want to miss. About our guest: Amnon Mishor co-founded Leadspace (formerly Data Essence) in 2010 and served as the company’s CEO for its first four years. Amnon brings more than 10 years of experience in envisioning and leading the development of innovative solutions in the fields of web intelligence, semantic technologies, and search. Prior to Leadspace, Amnon designed and deployed successful business and competitive intelligence solutions for over a dozen high-tech organizations, including Bezeq (Israel’s national telecom company) and ECI Telecom. During his service in the Israel Defense Force, Amnon headed the Intelligence Systems and Data Mining Department of the army’s Technological Intelligence Unit.

Mark Godley talks with Brett Hurt, CEO & Co-Founder of Data.World. This is a great, informative show because Mark and Brett’s data values align. Brett believes that data is liberating and data can lead to all types of epiphanies...which is what the team at LeadGenius preaches daily. Tune in to hear how your company, B2B or B2C, can leverage data.world’s open data sets that make up the largest collaborative data community...oh and it has a user-friendly interface that was not built for gurus and quants, just normal sales and marketing folks. They discuss: Why data is liberating The definition of a graft database How data.world is the world's largest collaborative community How data is transforming the way F500 do business The future of a database-driven culture in retail, healthcare, and B2B  How to catalog your data Learn why you must build a data-driven culture How to wake-up your hidden workforce About our guest: Brett is the CEO and co-founder of data.world, a Public Benefit Corporation (and Certified B Corporation) focused on building the platform for modern data teamwork. data.world helps you tap into more of your company’s collective brainpower—everyone from data scientists to nontechnical experts—so you can achieve anything with data, faster. Brett is also the co-owner of Hurt Family Investments (HFI), alongside his wife, Debra. HFI is involved in 65 startups and counting, mostly based in Austin (see http://lucky7.io/portfolio for details). HFI is also invested in 19 VC funds and multiple philanthropic endeavors. Brett founded and led Bazaarvoice as CEO from 2005-2012, through its IPO, follow-on offering, and two acquisitions (PowerReviews and Longboard Media). Prior to Bazaarvoice, Brett founded and led Coremetrics, which was rated the #1 Web analytics solution by Forrester Research and, like Bazaarvoice, expanded into a global company and category leader. Coremetrics was acquired by IBM in 2010 for around $300m.

Mark Godley sits down with Brett Hurt, CEO & Co-Founder of Data.World. This is going to be such a great, informative show because Mark and Brett’s data values align. Brett believes that data is liberating and data can lead to all types of epiphanies...which is what the team at LeadGenius preaches daily. Tune in to hear how your company, B2B or B2C, can leverage data.world’s open data sets that make up the largest collaborative data community...oh and it has a user-friendly interface that was not built for gurus and quants, just normal sales and marketing folks.   About our guest: Brett is the CEO and co-founder of data.world, a Public Benefit Corporation (and Certified B Corporation) focused on building the platform for modern data teamwork. data.world helps you tap into more of your company’s collective brainpower—everyone from data scientists to nontechnical experts—so you can achieve anything with data, faster. Brett is also the co-owner of Hurt Family Investments (HFI), alongside his wife, Debra. HFI are involved in 65 startups and counting, mostly based in Austin (see http://lucky7.io/portfolio for details). HFI are also invested in 19 VC funds and multiple philanthropic endeavors. Brett founded and led Bazaarvoice as CEO from 2005-2012, through its IPO, follow-on offering, and two acquisitions (PowerReviews and Longboard Media). Prior to Bazaarvoice, Brett founded and led Coremetrics, which was rated the #1 Web analytics solution by Forrester Research and, like Bazaarvoice, expanded into a global company and category leader. Coremetrics was acquired by IBM in 2010 for around $300m.

Mark Godley invites Brett McBee-Wise, VP of Product at LeadGenius, to be his guest for the 2019 April Data Dump show. Brett has a rich history in the martech space and has spent his entire career designing, marketing, and building sales and marketing software.  Mark and Brett dive into what product looks like at a data company, the importance of user experience, balancing internal systems with the customer experience and much more. If you’re in product management or looking to get started Brett is an awesome resource...listen and learn!

Mark Godley sits down with Theresa Kushner, Accomplished, Business-Centric Executive, Board Advisor, and friend. Theresa and Mark have a lively discussion about a wide range of data topics: GDPR, Cambridge Analytics, B2B vs B2C data, the role of Chief Data Officers and the revolutionary concept of “B-2-Me”.  Tune in this week to hear two data gurus discuss the changes, trends and the future of data. About Mark's guest, Theresa Kushner Accomplished, Business-Centric Executive and Board Advisor who understands data and leads companies through transformations in the midst of rapid technology, regulatory and market disruptions. Expertise harnessing data/analytics, company, and customer information to lower costs and contribute multi-billion dollar growth for publicly traded, technology leaders. Overcomes challenges faced by the business application of technology to the data and information supply chain. Known for ability to influence employee engagement through new initiatives, relishing innovation and reinventing business processes. Anticipates technical trends and develops tangible assets within a viable technical framework to allow for scalability, efficiency, and effectiveness. Qualified to advise CEOs and Boards of legacy and startups attempting – or developing products and services for digital transformations

Mark Godley sits down with Rob Kornblum, author, former VC, and friend. Rob and Mark discuss their years in tech startups and why culture, hiring and people are the essential ingredients in a successful startup. Rob even goes so far to say that the team is more important than the product! Whoa!  Join the podcast to hear from a successful author, VC, and data wonk about the skills and savvy you need to hire and succeed in the startup world.   

Mark Godley sits down with Santosh Sharan, CEO of Everstring, for the meeting of the CEO data industry minds! Mark drills down into Prayag’s initial interest in the B2B data space and why he has stayed since his background is deeply seeded in machine learning, multilingual text, and analytics. The CEOs then go on to discuss what modern B2B data vendors have in common and what their future holds. Join the podcast to hear a lively discussion of what the leaders believe to be true about the importance of data and how it is transforming our space and beyond.  

Mark Godley, CEO of LeadGenius, chats with Maria Grineva, CEO and Co-Founder at Orb Intelligence, about her experiences as a serial entrepreneur in the data space over the last decade. What sets Maria apart from the pack is that she has built her companies without venture capital funds. This has allowed Maria to create companies at her own pace, grow organically and create products that she and her team have complete control over. Maria has a perspective on the industry that we all wish we had...pure and free! Join us this month to get the scoop on how Maria is growing and expanding Orb Intelligence on her own terms. About our guest, Maria Grineva Maria Grineva (Grin-yella) is a computer scientist and tech entrepreneur. Over the last 10 years, she has built two successful technology businesses. Currently, as a Founder and CEO of Orb Intelligence, Maria's mission is to bring high-quality firmographic data and advanced tools to use it to fuel B2B advertising, marketing, and sales. Before starting Orb, Maria worked as a Senior Scientist at Yandex, where she led a team of engineers and scientists to build a social search product called Wonder. In 2009, Maria co-founded TweetedTimes, a personalized news service which was acquired by Yandex in 2011. In 2010, Maria co-founded Teralytics, a big data consulting services for Swiss corporations. Maria has a Ph.D. in Computer Science from Russian Academy of Sciences with specialization in database systems, followed by two years in ETH, Zurich as a postdoc in Database Systems group. She has published her research work at prestigious academic conferences: WWW, SIGMOD, VLDB, and others.

This episode of Data Dump Podcast spotlight’s a different kind of data buyer - a buyer of data companies.  Mark Godley, Data Dump Host & CEO of LeadGenius, chats with Jason Mironov, Principal TA Associates, about the role that private equity investments play in the data world.  Jason eloquently explains how private equity and VC funding companies differ in focus and how TA Associates helps companies maintain self-sufficiency, grow profits strategically and how best to set up companies for success. Tune in to get a different look at the B2B data world as well as some future predictions that just might help your investments. About our guest: Jason Mironov Jason joined TA in 2012 and has more than 11 years of experience in private equity and financial services. His current investments span information services, integrated payments, consumer and travel. With domain experience across industries, Jason looks to partner with management teams and founders with a customized approach and a clear strategy for growth and transformation.

Mark Godley puts Jim Gearhart, Senior Director, Enterprise Business Applications & Development at Zendesk, in the hot seat to discuss all things Martech.  Jim has an abundance of knowledge, insight and strong opinions about how to build a tech stack that will actually improve ROI and the data you need to fuel it.  Jim will also share his experience as a buyer, handling endless pitches from a dizzying array of vendors claiming nirvana just a PO away. Join September’s Data Dump podcast to get the inside scoop on the future of data and Martech tools. About our guest: Jim Gearhart, Senior Director, Enterprise Business Applications & Development @ Zendesk With two decades of experience building and leading technology teams, Gearhart has worked in a technical and strategic leadership capacity for a number of notable tech companies including HP, Agilent Technologies, Unify, Turn, Omniture,  & Adobe. Currently serving as Sr. Director of Enterprise Business Applications & Development for Zendesk, Gearhart provides executive leadership and vision to ensure Zendesk’s objectives are realized through a modern, cloud-first technology stack.  Gearhart is at the intersection of pricing & packaging decisions for Zendesk’s SaaS products, enterprise platform & process governance, and represents Zendesk in MGI's Monetization Leadership Council, a Silicon Valley group dedicated to identifying and sharing market trends and best practices for SaaS companies.  Outside of his day to day executive functions, Jim’s interests include family, world travel, science, winter sports, and scuba-diving.

Mark Godley sits down with Karan Singh, COO at SalesSource, and Lars Nilsson, CEO of SalesSource, to discuss why data can make or break B2B GTM strategy. Between the three of these data dogs, they know a thing or two about data and most of it has been learned through trial by fire in their early years. Join the podcast to hear what pitfalls to avoid when choosing a data provider and what defines success.   Karan Singh, COO, SalesSource LinkedIn: https://www.linkedin.com/in/karan-singh-29269015/ Website: https://www.salessource.com/ With over ten years of experience managing and growing Sales Operations functions at hyper-growth companies, Karan has been at the forefront of Enterprise Sales Operations for B2B technology companies in Silicon Valley.  Most recently, Karan led the global Sales Strategy, Programs & Analytics role within Cloudera, where he was responsible for driving the Go-To-Market Strategy, which was instrumental in the overall IPO readiness and execution effort within the company. Karan has also held leadership roles within Corporate Operations (Deal Desk, Order Management), Sales Systems and Compensation Design.  Prior to serving as the co-founder and COO of SalesSource, Karan held leadership roles at ArcSight and Cloudera, both of which were propelled to an IPO through strong operational infrastructure and sales strategy.  Lars Nilsson, CEO, SalesSource LinkedIn:  https://www.linkedin.com/in/lanilsson/ Website:  https://www.salessource.com/ With over twenty-five years of sales and operations experience in the technology sector, Lars is a global leader in enterprise software and selling solutions. Prior to serving as the CEO of SalesSource, Lars was VP of Global Inside Sales for Cloudera, the company that revolutionized enterprise data management by offering the first unified platform for machine learning and advanced analytics optimized for the cloud. Lars and his team at Cloudera developed the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Lars also led the sales enablement and field readiness teams at Cloudera. These two functions are becoming increasingly important to fast-growth companies looking to rapidly scale sales organizations by shortening onboarding and ramp time for sales reps.  Lars has served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). 

During our interview with Don Wynns, VP of OEM and Partnerships at HG Data, host Mark Godley will cover buying trends and the quality of data throughout the past two decades and what the future holds. Other topics we will touch on are: ABM, GDPR, third-party data and the ethics of B2B data build processes. We promise this will not be as dry as it sounds! Join us or listen later, but either way, if you are a data wonk you don't want to miss this.

Click to hear all programs sequentially.  Or click on the program links below to listen to individual 25 minute podcast replays of the live program.   These are the Funnel Radio Channel Programs for November 85th, 2018.  They are offered sequentially as broadcast on November 8th. ----more----   9:00 am Pac: INSIDE Inside Sales with Host, Darryl Praill @vanillasoft @ohpinion8ted Guest: Brian Smith, Jr., Member Services Exce, AA-ISP @iammrsmith__Topic: In the pursuit of sales mastery  https://goo.gl/QRBzZ3 Brian Smith Jr recently shared that the biggest mistake he’s ever made in his sales career was trying to master every aspect of selling. Can you relate? Do you find yourself frustrated by your lack of knowledge? Do you think you’re that close to being a sales rockstar if you just knew a little more, or read another book, or watched another video? Perhaps you already know more than you need. Check out Brian’s epiphany and learn how it changed his life. It just might impact you the same way. 10:30 am Data Dump by Lead Genius on SMLA Radio with host, Mark Godley @leadgenius Guest: Maria Grineva, CEO and Co-Founder at Orb IntelligenceTopic: Don’t Take the Money! A Deep Dive into a Self-Funded Start Up https://goo.gl/hEC9DA For the November 2018 episode of Data Dump, Mark Godley, CEO of LeadGenius, chats with Maria Grineva, CEO and Co-Founder at Orb Intelligence, about her experiences as a serial entrepreneur in the data space over the last decade. What sets Maria apart from the pack is that she has built her companies without venture capital funds. This has allowed Maria to create companies at her own pace, grow organically and create products that she and her team have complete control over. Maria has a perspective on the industry that we all wish we had...pure and free! Join us this month to get the scoop on how Maria is growing and expanding Orb Intelligence on her own terms. 11:00 am Pac: CRM Radio by Goldmine with host, Paul Petersen @goldminecrm Guest: Dave Charest, content marketer | speaker | indie artistTopic: Want to create better content? Start here.    https://goo.gl/GT5343 11:30 am Pac: Sales Pipeline Radio with host, Matt Heinz @heinzmarketing Guest: Jeffrey Gitomer @gitomerTopic: Learning from the King: Sales Lessons & Musings from Jeffrey Gitomer Listen live or catch replays before the show >   12:00 pm Pac: Rooted in Revenue with host, Susan Finch @susanfinchweb Guests: Alice Heiman @aliceheiman & Orrin Broberg @modusengagementTopic: Buyer Enablement - the next logical step. https://goo.gl/jSsJ3b What have you learned about Buyer Enablement, beyond the evolution of Sales Enablement?  Some of the discussion included these points: The sales people need to see how the buyers are responding to what they are doing. What do buyers really want from salespeople? Well, we're not doing a very good job of getting them what they truly want. If we're going to enable our salespeople, we need to ENABLE them to help the buyer. If they can't, we are failing at Sales Enablement. The old sales training techniques no longer work. The role of the sales person has shifted over the past two years. Sales people are an information conduit to allow the buyer to preview what they may need. They almost become a concierge. It becomes a service role. Sales people have to evolve. Do Sales & Marketing need to be aligned? You'll have to listen to find out.  Susan's guests today are Orrin Broberg, CEO/President, Modus and Alice Heiman of Alice Heiman, LLC and co-founder of Tradeshow Makeover.   12:30 pm Pac: WVU Marketing Communication Today with host, Matthew Cummings @wvutoday Guest: Dan Hill, CEO, Hill ImpactTopic: Brands in Motion: How to Evolve Using a Value and Data-driven Approach https://goo.gl/FKio7E In this podcast, listeners will take away practical guidance on cultivating a unique brand identity in the modern landscape. Emphasizing the importance of being a brand "leader" instead of a "manager," Dan Hill, CEO of Hill impact, offers valuable tips to modern branding strategies using data-driven insights without losing sight of organizational value.

Ask a salesperson what they want from marketing and they will say more leads.  Give them more leads and they will swear you misheard them, they need qualfied leads.  LeadGenius CEO Mark Godley tells you how it is done.   SalesPipeline Radio's guest, Mark Godley, President of LeadGenius, discusses how lead augmentation drives greater sales pipeline contribution from qualfied leads. LeadGenius is a sales and marketing intelligence solution that enables B2B companies to identify and connect with their ideal customers. Using a unique combination of machine learning and human researchers, LeadGenius provides B2B marketing and sales teams around the world with highly-accurate lead generation data and go-to-market intelligence. Trusted by enterprise companies like Google, Square, Box, and eBay for over 3 years, LeadGenius has become the source of truth for contact, account, and custom data. More about Mark: With more than 25 years of B2B technology industry leadership, prior to joining LeadGenius in July of this year, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ, The Big Willow and ZoomInfo.  Follow Mark on Twitter

Mark Godley is the President of LeadGenius, the startup that provides the power of human intelligence with the scale of machine learning. To date they have raised $16m in funding from the likes of a16z, Initialized Capital, Scott and Cyan Banister and SV angel just to name a few. As for Mark, he most recently served as Chief Revenue Officer for HG Data and before that was VP of Market Development for ConnectandSell. If that was not enough, mark also holds advisory roles in the salestech and martech space, including Omniquo, ZenIQ.io and The Big Willow. In Today’s Episode You Will Learn: How Mark made his way into the world of SaaS over 25 years ago? How has he seen the industry change so remarkably over that time? Why does Mark believe that many startups today are created with the wrong intentions? Who is ultimately to blame for this, the founders or the investors who back them? Why does Mark believe that SaaS founders should “ignore fundraising and sign customers”? What are the unidentified consequences to Mark of taking external money? How does Mark view the function played by discounting in onboarding your first few key customers? What does Mark think of pilots? How willing should founders be to engage with unpaid pilots? How can enterprise founders solve the 2 big problems today of. A.) Standing out in the sea of enterprise startups? Gain trust from enterprise CIOs when they are still a small team with little brand or track record? What does Mark believe is the secret to selling to enterprise effectively? Why must founders be both credible and vulnerable when selling? What is the difference between helping someone buy and selling them a product? 60 Second SaaStr What does Mark know now that he wishes he had known at the beginning? Why are data vendors their own worst enemy? What would Mark like to change about the world of VC and startups? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Mark Godley If you have a digital product, whether it’s mobile or web, Amplitude’s product analytics helps you understand what your users are doing, iterate and ship product faster, and drive metrics like engagement and retention. To learn how you can use analytics to build a sticky product that grows your business, get your free copy of the Product Analytics Playbook from Amplitude. This 155-page book (with worksheets) will help you develop a comprehensive retention strategy for your product — just click here to download.   User education is one of the most powerful ways to increase engagement and retention at scale, yet is often put in the too hard basket. Elevio is the platform that removes this burden, empowering your users to self-serve contextually relevant help via their support widget and embeddable elements, increasing retention and engagement, while reducing support load. Elevio even tells you what content to add or fix and why based on usage trends from your users. Preventing content rot, and increasing coverage, which we all know is an ongoing challenge. You can also integrate with your existing support stack for content, access to live-chat, support tickets and more. Use elevio for continuous user education with 20% off your first year at (elev dot I O / saastr) using coupon code GOHARRY

Listen while you walk backwards on iTunes Regardless of the software used and the lead generation programs, the successes of competitive corporations are now based on their ability to manage and access accurate data. Without accurate data, a company is at a severe disadvantage in the B2B market place. Ou----more----r interview this week is with Mark Godley the President of LeadGenuis.  Mark presents his ideas on how to avoid mistakes in creating an accurate database.  The host is Jim Obermayer About Mark Godley With more than 25 years of B2B technology industry leadership, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ.io and The Big Willow. Godley holds a B.A. degree from Villanova University in Marketing.  He also attended Executive Graduate programs at both the University of California, Berkeley, Haas School of Business and the University of Chicago, Booth School of Business. Godley has been an award-winning Guest Lecturer in the undergraduate business school at the University of Southern California. About LeadGenius LeadGenius, based in Berkeley, CA, is a marketing and sales solution that enables B2B companies to identify and connect with their ideal accounts. The LeadGenius solution is powered by best-in-class B2B data which is continually refined through a unique combination of machine learning technology and skilled human researchers. LeadGenius’ customers include industry-leading companies such as Google, Square, Signifyd and eBay.  A Y-combinator company founded in 2011,LeadGenius is a fast-growing software and services company with the heart of a social enterprise and a mission to provide meaningful opportunities to underemployed individuals with digital skills anywhere in the world.  Sponsor for CRM Radio: Goldmine CRM  Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with     Windows server-based applications but looking to off-load their on-premises server equipment.

Join us this week with our guest, Mark Godley, President of LeadGenius, to discuss how lead augmentation drives greater sales pipeline contribution. LeadGenius is a sales and marketing intelligence solution that enables B2B companies to identify and connect with their ideal customers. Using a unique combination of machine learning and human researchers, LeadGenius provides B2B marketing and sales teams around the world with highly-accurate lead generation data and go-to-market intelligence. Trusted by enterprise companies like Google, Square, Box, and eBay for over 3 years, LeadGenius has become the source of truth for contact, account, and custom data. More about Mark: With more than 25 years of B2B technology industry leadership, prior to joining LeadGenius in July of this year, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ, The Big Willow and ZoomInfo.   Follow Mark on Twitter

Mark Godley, President of LeadGenius, has been in the lead database and lead generation market for a good majority of his career and serves as advisor to several of the top lead database service providers. Tapping into his experience and expertise, I ask Mark about the state of database providers and inquire into his thoughts on best practices for sourcing top of funnel leads and data enrichment services: Is there a difference between data providers? What questions should we ask data providers when evaluating them? What other best practice advice can Mark provide for selecting data providers? Is it time for a new role in marketing called the Data Operations Manager? What do demand generation priorities look like at various stages of a company lifecycle? What's the tenure of a CMO in a startup versus a more mature organization? What are some of the changes Mark's bringing about at LeadGenius?

Mark Godley. He has held leadership positions at technology companies of all different sizes from pre-revenue to publicly traded. He’s best known for driving revenue and outpacing industry growth while rejecting herd mentality. Outside of work, Mark finds time daily to read, work-out, and cook—all the while, being an engaged father, spouse, and citizen. Famous Five: Favorite Book? – The Devil in the White City What CEO do you follow? –  Henry Schuck and Yonatan Stern Favorite online tool? — Flipboard, Stitcher, GaggleAMP and Lead Forensics Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “Living below your means gives you tons of options. Think about the life you want at age 50 and work backwards. We’re running a marathon not a sprint, and it takes planning, sacrifice and resilience and then, don’t define success and happiness by your paycheck”   Time Stamped Show Notes: 01:42 – Nathan introduces Mark to the show 02:25 – HG Data is in a competitive and intelligent space 02:35 – HG Data build data sets, used by sales and marketing teams, to do precision targeting at scale 03:05 – The founder founded HG Data in 2012 after an exit 03:43 – Mark is the Chief Revenue Officer (CRO) at HG Data 04:02 – Mark handles all the market phasing for the company 04:31 – When HG Data was founded it served the enterprise space 04:49 – Last year is when they started to go down market 04:58 – Number of enterprise clients is 15-20 with 6-figure ARR 05:15 – HG Data had traditional customers, as well, that totaled 50 05:58 – HG Data transitioned from a data company to a product company 06:12 – Total ASP 06:50 – HG Data wants to increase the customer base, but lower the RPU 07:56 – HG Data created a use-space specific databases 08:19 – HG Data tries to keep the balance of enterprise and down market pricing 08:34 – 50% of the revenue is from direct clients and 50% is from the partners 09:22 – Mark shares what he is worried about in regards to their target 10:09 – Mark shares how their partners use their data 10:55 – Average pay per user annually 12:05 – There are 10-50 OEMs in the customer base 12:37 – Average number of customers 13:00 – Mark only follows ARR and not MRR 13:27 – Mark shares that they are focused on building the new space—they are currently spending and losing money by design, but hoping for a positive cash flow 14:00 – Gross annual customer churn is less than 10% 14:30 – “We’ve had one 6-figure churn in the last 4 years” 14:40 – CAC 15:23 – “We’re looking for a more high-velocity sales model” 16:13 – The company is based in Santa Barbara, where they have 80 employees 16:42 – Connect with Mark through Twitter and LinkedIn 18:40 – The Famous Five   3 Key Points: “We’re running a marathon, not a sprint, and it takes planning, sacrifice, and resilience.” Be mindful of your partners BEFORE making decisions. Live without regrets.   Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket @Mgodley21 – Mark’s Twitter handle LinkedIn – Mark’s LinkedIn account Show Notes provided by Mallard Creatives