Problem Solvers with Jason Feifer features business owners and CEO’s who went through a crippling business problem and came out the other side happy, wealthy, and growing. Feifer, Entrepreneur’s Editor in Chief, pulls these stories out so other business can avoid the same crippling problems.
Hear the dynamic voices behind our featured podcasts. Our hosts interview experts in the field, founders who solved real problems in their businesses, sports icons that translated their success on the field into serial business achievements, and influencers that help us understand what makes excellence possible.
1094 How he bought 15 people off cap table, hit $9m in ARR in workflow space
Brian Reale is a serial entrepreneur. Prior to founding ProcessMaker Brian founded and later sold Unete Telecom, a long distance voice and data carrier in South America. Brian graduated from Duke University in 1993 and was a Fulbright scholar in linguistics in Ecuador 1994.
1093 If you're under 30, is agency/coaching a good way to make money?
Being one of Forbes' & Influencive.com's Top 30 Entrepreneurs Under 30, Jeremy C. Adams is not timid to climb the ladder of ultimate success. Armed with an impressive background in sales & digital marketing, at 22 years old, Jeremy went on to become the founder of Prestige Food Trucks, along with launching many other successful businesses including one with Kevin Harrington, a past investor from Shark Tank. Today Jeremy is focused on an exciting new venture with his close friend, Maxwell Finn, called Unicorn IQ.
1092 Why Chef Creator Raised $30m to Replace Walkie Talkies
1091 Founded in 1999, How He's Managed a 20+ Year "Overnight Success"
A serial entrepreneur, CEO and public company senior executive with 20 years of experience inInternet technology, VoIP, online marketing, eCommerce and mobile applications.
1090 CEO Eating Own Dog Food for $25m Revenue, $5.5m Gross Profit, $3m Net
Chris Ingham Brooke is the founder and CEO of Pub Ocean, a venture-backed technology company that helps digital publishing become profitable. Our mission is to provide publishers with the toolkit to automate and simplify audience development and ad operations, ultimately creating better content and building more sustainable companies.
1089 Workato CEO: "We're Enterprise Version" of Zapier, Segment, Elastoic
Vijay has led the creation of market leading integration technologies for over 25 years. Prior to Workato, he was the CEO of Qik, a consumer video communications company acquired by Skype. Before Qik, he helped create two multi-billion dollar integration products. He was part of the team that created world's first middleware platform, TIB (The Information Bus) at Teknekron Software Systems, which was acquired by Reuters Plc, in 1994. He was also on the founding team and SVP, Engineering of TIBCO through its IPO. As Chief Strategy Officer, he then helped launch Oracle's Fusion Middleware platform in 2005.
1088 How Ex-Salesforce Leader Launched Video for Salespeople Growing 100% YoY
Sati is a seasoned entrepreneur who loves building product, growing people and delivering customer value. He has both enterprise and start-up experience that enables him to transform an idea into a scalable company. He founded Zenkraft (the leading shipping platform for Salesforce), Eversauce (CRM for PR industry) and most recently OneMob, which has earned the support of Salesforce Ventures and was awarded Gartner Cool Vendor and Aragon Hot Vendor. OneMob makes video recording, sending and tracking easy for any professional, with powerful integrations into platforms like Salesforce, Cisco Spark, LinkedIn and more. Before starting OneMob, Sati spent 8 years at salesforce.com, where he built and grew the AppExchange from an idea to 2000 apps.
1087 Yeah I'd sell (Live negotiation)
Designer and entrepreneur who loves solving problems using technology.
1086 Sales outreach tool hits $1.2m ARR, would you sell for $4m? No!
1085 We're #1 In Salesforce for Call Routing, Tech with $10m+ in ARR
Joshua Tillman began building DialSource in 2005, while studying at the University of California, Davis, to seal the gap between business and consumers through analytics and automation. The engineering firm has since changed the way modern enterprises communicate, earning Product of the Year honors in 2016 and 2017. Tillman received the Sacramento Business Journal '40 Under 40' award in 2016.
1084 Bulgarian company spends $45k of $65k MRR on paid spend, working!
Murry founded Metrilo in 2014 to help eCommerce store owners grow their businesses. Other than spending lots of time with his customers and his team, he love to do trail running in the beautiful Vitosha mountain.
1083 How she 2x ARR yoy in mobile testing space to $6m in ARR
I'm the CEO of Apptimize! We're probably installed on your phone right now because we work with top 10 apps in every category in 100+ countries. Prior to co-founding Apptimize, I led the Fixed Income Quantitative Strategies team at GETCO after studying Math with CS at MIT.
1082 Why Public Sizmek Went Private to Fuel Growth via M&A in Buy Side Programmatic Space
Mark Grether is CEO of Sizmek. He focuses on guiding the company, and accelerating the growth of the business. Before Sizmek, Mark was cofounder and global COO of Xaxis. Under his leadership, Xaxis grew into the world's largest programmatic media company, with over $1 billion in revenue in five years.
1081 With $2m in ARR and $16m Valuation for 7+ Years, Do You Feel Stuck?
Eric Frankel is an innovative business leader with a proven track record in both traditional media and new-and-emerging technologies. He is the CEO and founder of AdGreetz, the industry's leading SaaS video personalization platform that is disrupting the $560b advertising marketplace by empowering brands worldwide to build stronger relationships with customers and exponentially increase engagement, activation and revenue by deploying billions of never-before-available, hyper-relevant, one-to-one, personalized video and display ads and messages, utilizing brand, social, third-party, geo/browser, publisher and user-generated data, delivered on the Internet and mobile via 18 channels. Prior to AdGreetz, spent 20-plus years at Warner Bros., most recently serving as President of Warner Bros. Domestic Cable Distribution (2000-2008). There he created new strategic architecture in the broadcast, cable and pay-TV landscapes, as well as advancements in new technologies including: VOD, HD and the internet. Frankel made numerous record-breaking sales and ground-breaking deals at WB.
1080 15,000 Customers at $35 ARPU is $500k+ in MRR right? "No"
1079 How He's Pivoted 3 Times Since 1996, Moving to Cloud Based SaaS w/ $10m in ARR
CEO & Co-Founder of CoreMedia. Recipient of the German Fairness Prize 2009. Co-Editor of eEnterprise 2.0 - The Art of Letting Go. Married, father of 4
1078 How agile content marketing solution Turtl hit $125k/mo
1077 We Bootstrapped Our Way to $2m in ARR, Now $10m ARR
Collin Holmes, founder and CEO, started chatmeter in August, 2009. Prior to chatmeter, Mr. Holmes was VP of Product Management and Marketing at V-Enable (now xAD). His extensive experience in the local search industry, both online and mobile, provides a solid foundation for the direction of the company. He has worked in leadership roles at several other startup companies and held other notable positions in product and marketing roles at Akamai Technologies and AT&T Wireless. He earned his MBA from San Diego State University and a BA from UC Riverside.
1076 We pivoted to pure play SaaS, now $1m in ARR growing 100% yoy
1075 LogicBay CEO: Love Venture Debt! Helped us pass $10m in ARR
As CEO of LogicBay, John works with leading companies to develop and implement strategies for scaling indirect sales channels using a combination of services and technology that LogicBay offers. He is also the co-founder of VetToCEO, a non-profit focused on helping veterans transition into being entrepreneurs.
1074 I left Wall Street trenches to do Email Business Intelligence
Michael Johnston is founder of Notablist.com, a competitive intelligence platform for email marketers. Prior to Notablist, Michael was VP of Technology at Critical Mention, where he led development of the firm's broadcast monitoring platform. Prior to his involvement with startups, Michael spent a decade in the Wall Street trenches.
1073 Are 5 Companies at Once Too Many?
Dr. Foroutan is a parallel entrepreneur and philanthropist with over 30 years of experience in Information Technology, Software Design and Entertainment industries. He is the Founder, Chairman and CEO of Contest Factory, Classitech, ZipTech Media, Virtual NGO and Invitation Records. He holds multiple US patents on Online Contest Systems.
1072 Boston CEO: "I'd think hard about selling for 2-3x ARR"
Matt Benati is CEO and Co-founder of LeadGnome, the market-leading Reply Email Mining web service that generates account-specific contacts, enhances existing leads, and identifies sales trigger events. Matt believes sales and marketing alignment, transparency, and communication optimize revenue generation, and he champions this philosophy in his teams and writings.
1071 His AI Tool Tells You How To Price Realtime
Adam is the CEO/founder of Arjuna Solutions, an artificial intelligence company. He invented and patented numerous AI technologies used today. At Arjuna, Adam is productizing specific applications of AI, starting with pricing. Adam is also a professor of Business Analytics at Johns Hopkins University and speaker on AI/predictive analytics for businesses.
1070 Navy Vet Makes Loads Via Lifetime Fitness, Now Digital Asset Management
Mike is the founder, Chief Enthusiasm Officer and inventor of the patented FISION digital asset management/ sales enablement platform. He attributes his experience serving as a US Navy Submariner and US Navy diver as the foundation to his success as a corporate executive and entrepreneur.
1069 Elastic CEO: We're A More Professional Zapier
Co-Founder and CEO of elastic.io
1068 SiteCake: We Rely on Whitelabel Partners With Unique Kickback Structure
1067 Vero CEO: "We're API Driven Email Marketing" with $150k+ in MRR
1066 Optimove CEO: "Conditions Were Right To Stop Bootstrapping w/ $20m Raise"
Pini Yakuel is founder and CEO of Optimove, provider of the science-first Relationship Marketing Hub. Pini's extensive experience in analytics-driven customer marketing, business consulting and sales, along with his innovative approaches to entrepreneurship, business-building and marketing, have earned him recognition as a thought leader.
1065 He should sell for $300k. You agree?
778: SaaS: With $80M Raised, He Left Salesforce to Bring Finance Departments to The Cloud
Dave Kellogg. Dave has more than 20 years of experience in high growth companies. Dave has been CEO of MarkLogic, CMO of Business Objects and member of Aster Data board of directors. Dave steered MarkLogic to $80 million in revenues. Business Objects witnessed equally impressive growth as it reached a revenue of billion dollars under his able guidance. Tune in and listen to Dave as he discusses various financial metrics of Hostanalytics. Targeting small businesses and enterprise level businesses, this company has grown 4x over the past 3 years. Read on and find out what makes this SAAS business tick. Famous Five: Favorite Book? – Chaos Monkeys What CEO do you follow? – Marc Benioff Favorite online tool? — WordPress How many hours of sleep do you get?— 8 hours If you could let your 20-year old self, know one thing, what would it be? – Go read Power: Why Some People Have It and Some Don't by Geoffrey Pfeffer Time Stamped Show Notes: 02:14 – Nathan introduces Dave to the show 03:19 – Host Analytics is a SAAS company that is disrupting the space for enterprise performance management 03:58 – Not dabbling in premise products at all 04:28 – Corporate finance does not scale up with growing company size; number of users for such a software is dependent on the centralization philosophy 04:42 – A big company might be heavily centralized with only a sprinkling of users, whereas a little company might have hundreds of users 04:52 – Pricing model is a combination of a fixed based fee and a user fee 05:00 – Fixed fee varies from 25k to 50k—both fixed fee and user fee are recurring 05:25 – User fee depends on the user type and to which extent the software features are being used 05:45 – Fixed fee per user per month may vary from a couple of hundred dollars to a thousand dollars 06:10 – Re-entered the startup world once he quit Salesforce and joined Hostanalytics 06:24 – Passed on the reigns at Mark Logic to Gary Bloom—Mark Logic is still doing very well 07:05 – Best strategy to exit a startup is to exercise 83B options 08:00 – Exercising all options results in FMP (Fair Market Value) equaling strike price 08:07 – You lose the optionality—shares might not increase in value at a later date 09:00 – Met VC’s, entrepreneurs and angels while looking for a new opportunity after quitting MarkLogic 09:16 – Dave’s buddies coaxed him to join Salesforce as CMO 09:39 – Learnt a lot about SAAS at Salesforce. However, he found out that he was more comfortable running smaller companies 09:58 – Dave met the founders of Host Analytics through a common friend who was on their board 10:31 – HostAnalytics was clocking revenues of $10 million when Dave joined them in 2014; a great board and a proven SAAS model are the other factors which compelled Dave to join the firm 11:20 – Revenues have grown 4x since 2014 11:42 – Founded in 2001, HostAnalytics grew via bootstrapping for seven years. They finally secured VC funding in 2008 12:01 – Raised $85 million to date 12:32 – Used 75 cent “I love EBITA” stickers and funnily enough, won customers due to that 13:47 – Servicing 700 customers, as of today 13:50 – Pareto’s 80/20 principle is not applicable to them; they are bimodal with a dual focus on smaller businesses as well as enterprise businesses 14:20 – Both of them are run as different cohorts by different salesforces; revenues are split equally between small business and enterprise 14:50 – Each client is aggregating revenues of $70,000 per annum 15:13 – Payment terms are a tricky issue in SAAS 15:18 – While other SAAS players go for monthly and quarterly payments, HostAnalytics opts for annual payment 15:34 – If you are giving a discount smaller than your churn rate, then everybody wins 16:15 – Customer churn and revenue churn are surprisingly equal 16:25 – Spending on an average $1.5 to $ 2 for a dollar of AR to acquire a customer 17:16 – A team of 300 people out of which 100 are located in India, entire sales force of 60 is located in the US 17:23 – Company co-founded in US and India 18:10 – Average lifetime value of a client varies from 6x to 7x or half a million dollars 19:39 – Cloud penetration of this market is just 5% 19:57 – Finance department is 10 to 15 years behind sales in adoption of cloud 20:17 – 9.5 out of 10 people would say “Not now” 20:56 – Blended Gross Margin is lower since they have a slightly bigger services business than most SAAS companies 21:10 – ERP is a heart transplant. EPM is a knee transplant 21:20 – Services business helps reduce churn and create cash flow 22:57 – The Famous Five 3 Key Points: A big company might be heavily centralized with few SAAS users, whereas a small company might have hundreds of SAAS users. Focusing on services reduces churn and creates cash flow; however, gross margins are less compared to other SAAS companies due to this. Focusing on small businesses as well as enterprise businesses is important—at HostAnalytics, revenue is split equally between these two models. 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
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