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Sam Caucci. He\u2019s the CEO of Sales Huddle, a training and development team that is using game technology to help organizations better prepare their people for the workforce.

Famous Five:

• Favorite Book? \u2013 Meditations
• What CEO do you follow? \u2013 Jason Lemkin
• Favorite online tool? \u2014 GrowBots
• How many hours of sleep do you get?\u2014 4
• If you could let your 20-year old self, know one thing, what would it be? \u2013 Sam is a big believer that you have to over-network

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Time Stamped Show Notes:

• 00:52 \u2013 Nathan introduces Sam to the show
• 01:30 \u2013 Sales Huddle is a mobile game platform for employee training
• 01:43 \u2013 Sales Huddle has everything a business needs to learn
• 02:04 \u2013 Sales Huddle is a subscription business
• 02:10 \u2013 Pricing is from $5K to $15K
• 02:13 \u2013 There\u2019s a monthly recurring fee based on the number of employees on the platform
• 02:20 \u2013 2016 revenue closed out at $1.2M
• 02:29 \u2013 MRR is around $800K 82 subscribed clients on the platform
• 02:58 \u2013 Sales Huddle has an initial integration fee for converting a client\u2019s current content into the platform
• 03:18 \u2013 Most companies pay Sales Huddle an upfront payment
• 03:36 \u2013 Sales Huddle tries to get companies to pay upfront first
• 04:03 \u2013 Sales Huddle has 100% retention
• 04:37 \u2013 Sam credits their 0 churn on the product not infringing on the customer's current learning stack yet
• 05:10 \u2013 Sales Huddle started as a part-time consulting company 6 years ago
• • 05:26 \u2013 The development of the product was in middle of 2014
  • 05:27 \u2013 Selling started in 2015
• 05:40 \u2013 Team size is now 20
• 06:05 \u2013 Sales Huddle is currently raising and has raised $400K
• 06:33 \u2013 The round was a kiss convertible note
• 06:41 \u2013 A kiss convertible note converts to an equity and is similar to safe note
• 07:44 \u2013 Many startups don\u2019t think of their sales pipeline
• 08:08 \u2013 Sales Huddle is currently in a strong position
• 08:40 \u2013 As a founder, Sam believes it is his responsibility to drive the shift with his team
• 08:58 \u2013 Sam can definitely raise money through sales, but they have to think of the worst case scenario
• 09:12 \u2013 Sam sees his company running a 100m dash; once they get to 200m, they will think about how to get to 300m
• 09:30 \u2013 ARR goal is around 100m and they\u2019re currently at 50m
• 10:16 \u2013 Sam just had a daughter
• 10:49 \u2013 Sam is building a team that is going to have your back in a bar fight
• 11:12 \u2013 Sales Huddle\u2019s competitors
• 11:43 \u2013 Sales Huddle just started to spend money on paid acquisition
• 11:59 \u2013 Sales Huddle is almost always breaking even
• 12:16 \u2013 Sales Huddle is burning $40K-60K a month
• 12:41 \u2013 The hardest shift for Sam
• 13:50 \u2013 The Famous Five

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3 Key Points:

• A great retention rate could mean you\u2019re not charging enough or your product is just that good.
• Be the founder that your team trusts\u2014even to the point of trusting you that raising funds is not necessary.
• Always invest in growing your network!

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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