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Victor Levitin. He\u2019s the CEO of CrazyLister and last time he was at The Top was in late 2016. His company, Crazy Lister, has passed 2K customers, about 600K raised and about 30K in 2015 revenue. Each customer pays about $15 in monthly revenue. They\u2019ve passed 25K in MRR with about 3% gross customer churn each month. They are based mainly in Tel Aviv with their team of 8.

Famous Five:

• Favorite Book? \u2013 The Hard Thing About The Hard Things
• What CEO do you follow? \u2013\xa0 Jason Lemkin
• Favorite online tool? \u2014 Intercom
• How many hours of sleep do you get?\u2014 7
• If you could let your 20-year old self, know one thing, what would it be? \u2013 \u201cStart with SaaS, everything else does not compound\u201d

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Time Stamped Show Notes:

• 00:44 \u2013 Nathan introduces Victor to the show
• 01:25 \u2013 CrazyLister is the easiest way to create high-converting, mobile-optimized product listings for eBay
• 01:36 \u2013 Investors call CrazyLister, the Wix for eBay
• 01:49 \u2013 CrazyLister closed the door on their Tel Aviv office and focused on just working
• 02:14 \u2013 CrazyLister has recently hit $1M in ARR
• 02:38 \u2013 CrazyLister just passed 3.5 paying customers
• 03:13 \u2013 CrazyLister\u2019s growth is a combination of several tactics and strategies
• 03:26 \u2013 CrazyLister now nailed paid acquisition
• 03:47 \u2013 CrazyLister managed to get their CAC to LTV ratio to 1:8
• 04:01 \u2013 CrazyLister is spending $15K a month for paid acquisition
• • 04:10 \u2013 To acquire a new customer costs $80
• 04:29 \u2013 CrazyLister is trying every paid acquisition
• • 04:41 \u2013 CrazyLister is now focused on Google AdWords which is working quite well for them
• 04:58 \u2013 CrazyLister couldn\u2019t make it on Facebook
• 05:31 \u2013 CrazyLister targets specific customer needs in retail
• 06:15 \u2013 Victor has been in California for 2 months to discuss the future of CrazyLister
• • 06:40 \u2013 Victor came to the conclusion that with the growth that they have experienced, raising a big VC round wouldn\u2019t be healthy for them
• 07:06 \u2013 Victor now focuses on making e-commerce easier for retailers
• 07:17 \u2013 CrazyLister will first prove traction beyond eBay then raise a not-so-big round to sustain growth
• • 07:35 \u2013 It will be between $1-2M
• 07:40 \u2013 Current team size is 10
• 07:53 \u2013 CrazyLister just hit cash flow positive in March
• 08:03 \u2013 CrazyLister doesn\u2019t really need capital, but wants to grow beyond eBay
• 08:48 \u2013 CrazyLister now has 3 plans: $9/month, $25/month and $45/month
• • 09:04 \u2013 The best customers for CrazyLister are the highest paying ones
  • 09:35 \u2013 CrazyLister tries to understand their customer even before they upgrade
• 10:24 \u2013 As CrazyLister adds more features and updates, they increase their pricing
• 10:56 \u2013 CrazyLister has developed a feature that is beneficial for businesses
• 11:37 \u2013 Victor has 2 co-founders
• 11:51 \u2013 There are 3 main pillars in CrazyLister
• • 11:55 \u2013 Victor and Max, the co-founder, are the business pillars
  • 12:06 \u2013 The second pillar is the CTO
  • 12:25 \u2013 The third pillar is the paid acquisition expert
  • 12:45 \u2013 The paid acquisition expert is a full-time employee
• 14:00 \u2013 When CrazyLister began with paid acquisition, their budget was only $5K
• • 14:08 \u2013 As the data becomes better, they\u2019ve raised their budget as well
• 15:34 \u2013 CrazyLister now wants to replicate what they did to eBay to other channels
• 15:50 \u2013 2016 total revenue
• 16:40 \u2013 As a seller/business, you constantly need to add listings on eBay, so there\u2019s a considerate need to use CrazyLister
• 17:03 \u2013 Gross churn per month
• 18:38 \u2013 The Famous Five

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3 Key Points:

• Focus in on your goals, then see if you can raise a bigger round.
• Paid acquisition, if done well, can get you new customers consistently and help grow your company.
• Let your pricing reflect the valuable updates and developments you make to your product.

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Resources Mentioned:

• The Top Inbox\xa0 \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\xa0\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible
• Audible\xa0\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