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Dani Golan who oversees strategy, a go-to market, and overall company operations at Kaminario. Previously, Dani served as president and general manager of Performix technology which was acquired by Nice Systems in 2006. Prior to Performix, he served as an executive responsible for leading new ventures at EMC. He holds a BSc of electrical engineering, summa cum laude at Technion \u2013 Israel Institute of Technology and an MBA from The Kellogg School of Management at Northwestern University. Prior to his professional career, Dani served as a fighter pilot and officer in the Israeli Air Force.

Famous Five:

• Favorite Book? \u2013 The Goal
• What CEO do you follow? \u2013 N/A
• Favorite online tool? \u2014 Skype
• How many hours of sleep do you get?\u2014 Quite inconsistent
• If you could let your 20-year old self, know one thing, what would it be? \u2013 Dani would tell himself to focus on what\u2019s important

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Time Stamped Show Notes:

• 00:44 \u2013 Nathan introduces Dani to the show
• 01:33 \u2013 Being a fighter pilot and an entrepreneur are similar things for Dani
• 01:57 \u2013 Kaminario is an infrastructure for the cloud
• 02:47 \u2013 Kaminario brings efficiency to data sets, data centers and data bases
• 02:50 \u2013 Kaminario is the development of net generation data storage infrastructure
• 03:02 \u2013 Most of Kaminario\u2019s customers are net generation business models
  • 03:13 \u2013 They needed a completely different data infrastructure that can grow with them
  • 03:37 \u2013 Legacy enterprises generates more data
• 03:51 \u2013 Kaminario has raised a total of $280M including their latest round of $75M
• 04:30 \u2013 Kaminario is dealing with 2 of hottest markets in IT: flash and cloud
  • 04:42 \u2013 Flash created the opportunity for Kaminario to be in the greatest revolution for IT
• 05:40 \u2013 If you\u2019re pushing your valuation to perfection, there is no perfection in IT
• 06:05 \u2013 Make sure you have a fair valuation for your company
• 06:24 \u2013 The sentiment of investors is that they appreciate the growth in the past but now they\u2019re asking for real businesses, especially when it comes to IT
  • 06:49 \u2013 Investors want to see pass the profitability
• 07:09 \u2013 Kaminario is closed to profitability
• 07:30 \u2013 Kaminario\u2019s past investors have also participated and shared significantly
• 09:00 \u2013 Businesses should protect their employees
• 09:44 \u2013 When you are getting money for the company, 3 means you have to get $3M to the investors
• 10:40 \u2013 \u201cValuation is bullsh*t if you have crazy terms\u201d
• 10:50 \u2013 Employees are far more important than actual valuation
• 11:05 \u2013 Kaminario was launched in 2008 on April fools\u2019 day which is the same as Apple
• 11:57 \u2013 Kaminario now has thousands of customers
• 12:21 \u2013 How fast a specific customer is going to buy more is one of the metrics that Kaminario measures
• 12:51 \u2013 Kaminario is doing serve and apply which is software, hardware and service
• 13:30 \u2013 Kaminario sells to cloud providers or to the SaaS companies
  • 13:44 \u2013 The SaaS is the larger revenue source
• 13:57 \u2013 By 2019, the total cloud market will be 175B
  • 14:03 \u2013 Around 120B are SaaS companies
• 15:32 \u2013 SaaS companies charge their customers monthly
  • 15:37 \u2013 SaaS companies pay Kaminario a one-time fee for infrastructure
  • 15:46 \u2013 There is an on-going payment for maintenance
• 16:20 \u2013 The expansion revenue
  • 16:28 \u2013 If a SaaS company started with $300K, they will go over $1M by the end of 12 months
• 17:45 \u2013 Team size is 250 but the inside sales team isn\u2019t that big
• 18:17 \u2013 Kaminario has a presence in the market
• 18:57 \u2013 Data grows exponentially every year
• 19:23 \u2013 Normally, customers would start cautiously and would just eventually gain trust in Kaminario
• 19:55 \u2013 First metric to measure the 3x growth is by capacity
• 20:45 \u2013 Kaminario is the most scalable product in the market
  • 20:50 \u2013 Kaminario can fit roughly 12 terabytes of 400K iPhones
• 21:48 \u2013 Kaminario has never lost a customer
• 22:00 \u2013 Kaminario is a big funnel
• 22:12 \u2013 Kaminario\u2019s revenue stream is 50% from new sign-ups and 50% from existing
• 24:04 \u2013 Kaminario\u2019s last round was closed in Q4 of 2016
• 24:41 \u2013 When you are in Kaminario\u2019s business, it\u2019s not a sprint, it\u2019s a marathon
• 25:00 \u2013 Kaminario\u2019s number one competitor is EMC
• 26:06 \u2013 The Famous Five

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3 Key Points:

1. Valuation is useless if you\u2019re aiming for perfection, there will always be flaws.
2. Focus on keeping your employees and customers happy.
3. A customer won\u2019t easily trust a product at first so you have to earn that trust, ensuring they stay longer.

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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
• Klipfolio \u2013 Track your business performance across all departments for FREE
• Hotjar \u2013 Nathan uses Hotjar to track what you\u2019re 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 \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

Show Notes provided by Mallard Creatives