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Varun Chandran. He\\u2019s the founder and CEO of Corporate360, a big data marketing software startup. He bootstrapped the company in 2012, grew the business into multimillion dollars in revenue with international clients and 40 employees across 5 countries. Prior to Corporate360, he worked for some of the leading technology companies like SAP, Oracle, Dell and Netapp in 3 different countries. He\\u2019s a college dropout and a national footballer. He loves data science and travelling. Under his leadership, Corporate360 became the first international startup from Kerala, bringing IT jobs that foster social empowerment.\\xa0

Famous Five:

• Favorite Book? \\u2013 N/A
• What CEO do you follow? \\u2013 Elon Musk
• Favorite online tool? \\u2014 Google Apps
• How many hours of sleep do you get every night?\\u2014 4 hours
• If you could let your 20-year old self, know one thing, what would it be? \\u2013 \\u201cBuild something that changes lives\\u201d

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Time Stamped Show Notes:

• 01:12 \\u2013 Nathan introduces Varun to the show
• 02:00 \\u2013 Corporate360 is a sales intelligence data company for B2B enterprises
• 02:08 \\u2013 Corporate360 is a SaaS business that sells their software through subscription
• 02:30 \\u2013 Corporate360 has standard pricing
  • 02:38 \\u2013 Typical deal size would range from 20K onwards, annually
  • 02:48 \\u2013 They have some monthly contracts, too
  • 02:57 \\u2013 \\u201cWe are evangelizing data as a service model as opposed to buying a marketing list\\u201d
• 03:33 \\u2013 Corporate360 was launched in 2013
• 03:40 \\u2013 Team size is almost 70 in 5 countries
• 03:47 \\u2013 Corporate360 is totally bootstrapped and they\\u2019re reenlisting profits back to the business to grow it
• 04:00 \\u2013 Varun was 30 when he started Corporate360 and it was his first take on entrepreneurship
• 04:14 \\u2013 Varun spent 8 years in the corporate world
• 04:26 \\u2013 Varun had sales development and marketing roles
• 04:43 \\u2013 Varun started the company with minimal capital of less than $10K
  • 05:02 \\u2013 Varun used the capital to learn data science and hired contractors from India and the Philippines
  • 05:22 \\u2013 The initial investment was for building the application, launching the website, and a basic outreach email campaign
• 05:55 \\u2013 Customers use Corporate360 differently
  • 06:01 \\u2013 There\\u2019s inside sales, analytics, campaigns, marketing and for sales operations
  • 06:18 \\u2013 One of Corporate360\\u2019s customers is from Japan\\u2014they wanted to run a competitive attack and get competitive intelligent software
  • 06:30 \\u2013 The company from Japan started a subscription and they gave reference to teams in China, Singapore, and eventually to the Europe and US market
• 07:08 \\u2013 Corporate360 is currently serving 300 customers
  • 07:22 \\u2013 They currently have 40K seats
  • 07:28 \\u2013 Seats per user license is sold only for inside sales
  • 07:35 \\u2013 Analytics and marketing are based on data and not per seat
• 07:58 \\u2013 Corporate360 average deal size will be per user
  • 08:04 \\u2013 Varun shares how an inside sales deal works
• 08:52 \\u2013 \\u201cWe are not part of a data syndicate\\u201d
• 09:00 \\u2013 Corporate360 source their data from their own algorithms
• 09:37 \\u2013 FullContact focuses on getting data from syndicates
• 10:27 \\u2013 Varun shares how they differ from other data sources
• 12:06 \\u2013 When you subscribe to Corporate360, you can get a 360 degree viewpoint of 7 modules
  • 12:22 \\u2013 Corporate360 provides detailed information about the leads that they have and why they are the best fit for your company
• 13:30 \\u2013 Average ARR
• 14:00 \\u2013 Gross customer churn
  • 14:16 \\u2013 Corporate360 designs their services based on client feedback
  • 14:46 \\u2013 Churn is less than 10% annually
  • 15:12 \\u2013 Most of their customers are startups
• 15:51 \\u2013 CAC
  • 15:58 \\u2013 Corporate360 doesn\\u2019t have field sales and just 7 account managers
  • 16:20 \\u2013 They tried LinkedIn ads as paid ads
  • 16:34 \\u2013 They spent $200K on LinkedIn last year
  • 16:47 \\u2013 The budget for paid acquisition will go down this year
• 17:15 \\u2013 LTV can be from $45K to a million
• 17:36 \\u2013 Corporate360 headquarters in Singapore
  • 17:40 \\u2013 They have a large BPO center in India and Philippines
• 19:40 \\u2013 The Famous Five

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3 Key Points:

1. Small capital can go a long way\\u2014don\\u2019t be discouraged if you are beginning with little.
2. THe data space is quite saturated\\u2014have something that sets you apart from the data syndicate.
3. Build something that changes lives.

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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