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Andrew Yates. He\u2019s the CEO and founder of Artesian and they want to make sellers more effective at engaging with buyers using smart data and new techniques to create the right impact. He\u2019s been involved in the sales and marketing for the past 25 years and is aiming to make a difference to people by creating software companies that make a meaningful dent in the universe.

Famous Five:

• Favorite Book? \u2013 Escape Velocity
• What CEO do you follow? \u2013 Godfrey Sullivan
• Favorite online tool? \u2014 Microsoft Outlook, GeckoBoard, Salesforce
• How many hours of sleep do you get? \u2014 8
• If you could let your 20-year old self, know one thing, what would it be? \u2013 \u201cI wished I knew more how money and leverage finance works\u201d

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Time Stamped Show Notes:

• 01:13 \u2013 Nathan introduces Andrew to the show
• 01:46 \u2013 Artesian provides a sales acceleration platform
  • 01:56 \u2013 With Artesian, you can track every single customer, prospect and competitor every day and manage your pipeline risk
  • 02:11 \u2013 Artesian\u2019s phrase is \u201ccustomer curious businesses\u201d
• 02:44 \u2013 Artesian combines thermographic data with the real-time contextual intelligence
• 02:50 \u2013 You can ask Artesian to find you a company that fits a certain profile
• 03:15 \u2013 Artesian has natural language processing science that scans over 10M sources of structured and unstructured data
• 03:47 \u2013 Artesian started providing their service in 2010
• 03:54 \u2013 Artesian currently has 30K paying subscribers with 100 large enterprise customers
  • 04:09 \u2013 Artesian covers a broad sector
  • 04:20 \u2013 Artesian\u2019s customers are in high value, relationship-oriented, sales engagement
• 04:30 \u2013 Team size is 60
• 04:38 \u2013 Artesian\u2019s goal is to accelerate more in 2017
• 04:50 \u2013 Average pay per customer is $10K to over $2M per year
• 04:59 \u2013 Artesian licenses to software per user, per month basis
• 05:04 \u2013 68% of target ARR for 2017 has been contracted
• 05:38 \u2013 Before, Artesian\u2019s licenses were cheaper
• 06:08 \u2013 The 30K customers are the number of seats from 120 enterprise customers
• 06:43 \u2013 Artesian made the decision to take down their cash burn in terms of investment
  • 07:04 \u2013 Artesian was burning $300K-400K a month
• 07:15 \u2013 Artesian has raised $40M in equity and debt
• 07:50 \u2013 MRR is $700K
• 08:24 \u2013 Customer retention is around 93 and 120 in terms of net
• 09:10 \u2013 Artesian is now number in the GT crowd ranking in terms of the most popular and most intelligent platform
• 09:59 \u2013 Artesian uses a team of researchers to build deep and cool data sets
• 10:39 \u2013 Artesian also invites users to define their own sales triggers
• 11:40 \u2013 Nathan had Danielle in Episode 318
• 12:00 \u2013 Andrew thinks that a market consolidation practice is inevitable
  • 12:26 \u2013 A scenario where companies could join forces to give broader reach and greater depth\u2014a better customer experience is definitely more valuable
• 12:47 \u2013 Andrew also drives growth for Artesian
• 12:58 \u2013 It is important to spend time speaking with other companies that are active in the same space
  • 13:14 \u2013 The companies can be quite different and quite complementary
• 13:29 \u2013 The last round was a bridge round
• 13:49 \u2013 Artesian is currently equipped to keep going, without investments, for the next 2 years
• 14:08 \u2013 By the middle of 2017, Artesian will be in a cash flow, breakeven profitability state
• 14:40 \u2013 CAC
  • 14:41 \u2013 Artesian was tracking 1x in Year 1
  • 15:08 \u2013 Artesian uses great people to drive adoption
  • 15:13 \u2013 Artesian has 5 methods inside the platform
  • 15:25 \u2013 Artesian uses customer relationship management and what the system is telling them to do
  • 15:42 \u2013 Running 89% daily user engagement
• 16:15 \u2013 Artesian launched a way to build a smart calendar for each user every day
  • 16:29 \u2013 Artesian is partnered with FullContact and others that provide social profiles
• 16:56 \u2013 Artesian is spending $60-70K on acquisition depending on the segment
• 17:20 \u2013 LTV is 5.2 years
  • 17:30 \u2013 Artesian tracks this by looking at the average of customers they\u2019re holding on to
  • 17:40 \u2013 HBC is one of their customers
• 19:28 \u2013 Andrew would be interested in talking with Salesforce to share the value
• 19:38 \u2013 50% of Artesian is owned by institutions
• 19:46 \u2013 Andrew has 2 co-founders
• 21:27 \u2013 The Famous Five

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3 Key Points:

1. Companies in the same space should talk more\u2014they can find out how they\u2019re different and how they complement each other.
2. Being transparent shows that you want people to see your value and learn from it.
3. Handling your finances and controlling what you burn wisely will help your company manage without additional capital.

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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