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Gaurav Dhillon. He\u2019s an early investor in a company called SnapLogic. He joined in 2009, when he saw the potential of how companies integrate applications data and devices for digital business. He spearheaded SnapLogic\u2019s rapid growth and overseas strategies, products, and operations. He\u2019s previously the co-founder and CEO of Informatica.

Famous Five:

• Favorite Book? \u2013 The Power of Habit
• What CEO do you follow? \u2013 Andy Grove
• Favorite online tool? \u2014 Gmail
• How many hours of sleep do you get? \u2014 Close to 6
• If you could let your 20-year old self, know one thing, what would it be? \u2013 \u201cI wish he knew more that opportunity knocks often\u201d

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Time Stamped Show Notes:

• 01:22 \u2013 Nathan introduces Gaurav to the show
• 02:04 \u2013 Gaurav and his co-founder had a $75K SBA grant when they built Informatica
  • 02:25 \u2013 They have raised a total of $13.5M
  • 02:57 \u2013 \u201c11-12 years is a long time and it\u2019s time to go\u201d
• 03:32 \u2013 Gaurav is a company builder
• 03:47 \u2013 When Gaurav did an IPO, he sold some of his shares in a secondary public offering
  • 03:53 \u2013 There was no lock-out
  • 04:24 \u2013 They made $400M in secondary public offering
  • 04:32 \u2013 Their initial raise was less than $100M
  • 04:49 \u2013 In IPO, you are also trying to build a brand for yourself
• 05:23 \u2013 Gaurav left Informatica in July 2004
• 05:28 \u2013 Gaurav spent a year doing things on his bucket list
• 06:10 \u2013 When Gaurav went back to the valley, he joined a couple of boards
• 06:25 \u2013 Gaurav was in a board meeting when they talked about business internet, which is now cloud computing
  • 06:37 \u2013 \u201cPeople aren\u2019t just going to buy books from the web, they\u2019re going to balance books on the web\u201d
• 06:58 \u2013 Gaurav invested in SnapLogic
  • 07:05 \u2013 Gaurav wrote a couple of men a check saying that if there\u2019s a business, prove it to him, and he will provide capital
  • 07:16 \u2013 The initial check was $1M
  • 07:26 \u2013 Gaurav structured it as convertible debt
• 08:06 \u2013 SnapLogic has raised a total of $136M
  • 08:10 \u2013 Initially, it was from Venture
  • 08:23 \u2013 Most recent round was led by Vitruvian Partners
• 09:04 \u2013 Gaurav built Informatica to hook up those products with each other
• 09:21 \u2013 SnapLogic is connecting the new cloud application to what is now Legacy, which was a new application 20 years ago
  • 09:46 \u2013 They\u2019re expanding out the product set in SnapLogic and providing all kinds of connections
• 10:12 \u2013 Is SnapLogic the unsexier version of Zapier, but more important?
  • 10:26 \u2013 Zapier is a consumer place and Gaurav doesn\u2019t dislike it
  • 10:32 \u2013 There have been companies, like Bump, who try to do certain kinds of things
  • 10:56 \u2013 The problem of overt strata in business
  • 11:05 \u2013 What they\u2019re solving on Zapier is on a personal level
  • 11:20 \u2013 If you\u2019re trying to connect your human capital system with your SAP financial system and you are a big company, you will need something like SnapLogic
  • 11:44 \u2013 SnapLogic is the industrial version
• 11:58 \u2013 SnapLogic is a PaaS (platform as a service) model
  • 12:04 \u2013 SnapLogic is a cloud product and is like Google Chrome
• 12:33 \u2013 SnapLogic\u2019s average customer pay is $136K a year
• 12:57 \u2013 SnapLogic currently has 250 employees and is still growing
• 13:20 \u2013 SnapLogic\u2019s LTV
  • 13:32 \u2013 \u201cWe\u2019ve got many customers in 7-figures, already\u201d
  • 13:50 \u2013 \u201cYou can always buy that you can sell\u201d
• 14:07 \u2013 SnapLogic has inside qualification people or SDRs for customer acquisition
  • 14:24 \u2013 SDRs ratio
  • 14:43 \u2013 SnapLogic has less than 20 SDRs
  • 14:56 \u2013 CAC
• 15:49 \u2013 \u201cWe\u2019re a buzz company, customers love us\u201d
• 17:15 \u2013 Gaurav looks at incremental growth
• 18:44 \u2013 Nathan thinks that it is so wrong for founders who focus on the LTV-CAC ratio
• 19:09 \u2013 \u201cYou don\u2019t want to be too conservative, right, because the early market share you get is the best market share\u201d
• 19:26 \u2013 Gaurav shares the business metrics
  • 19:46 \u2013 Try to do a 6-figure deal and try to have more customers than employees
• 20:06 \u2013 Average ARR
  • 20:47 \u2013 SnapLogic hasn\u2019t broke the 9-figure ARR rate yet
  • 21:05 \u2013 A company that can double its revenue has nothing to fear
• 21:34 \u2013 \u201cWhat we\u2019re doing is building a robust business which, no doubt, is growing aggressively, but also has its feet on the ground\u201d
• 22:50 \u2013 The Famous Five

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3 Key Points:

1. If your company can double its revenue, it\u2019s a strong indicator that you are in good shape.
2. The early market share you get is the best market share.
3. Don\u2019t fret\u2014opportunity knocks often.

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Resources Mentioned:

• The Top Inbox \u2013 The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
• Organifi \u2013 The juice was Nathan\u2019s life saver during his trip in Southeast Asia
• Klipfolio \u2013 Track your business performance across all departments for FREE
• Acuity Scheduling \u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• Host Gator\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible
• Audible\u2013 Nathan uses Audible when he\u2019s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books
• Freshbooks \u2013 Nathan doesn\u2019t waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW

Show Notes provided by Mallard Creatives