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Anindya Datta. He is the CEO and Chairman of a company called Mobilewalla, a mobile consumer, audience platform company. Before Mobilewalla, he founded a company called Chutney Technologies where he was backed by Kleiner Perkins which was eventually acquired by Cisco Systems. He has been on the faculties of Georgia Tech, The University of Arizona and The National University of Singapore. He obtained his undergraduate degree many years ago and his MS and PhD degrees from the University of Maryland College Park.

Famous Five:
Favorite Book? \u2013 The New New Thing by Michael Lewis
What CEO do you follow? \u2013 Jose Mourinho
Favorite online tool? \u2014 Outlook and Gmail
How many hours of sleep do you get?\u2014 5 \xbd hours
If you could let your 20-year old self, know one thing, what would it be? \u2013 Drink less and study harder

Time Stamped Show Notes:
01:26 \u2013 Nathan introduces Anindya to the show
02:21 \u2013 Mobilewalla collects data for how consumers behave on mobile and processes it for mobile marketers\u2014they have two products: mobile audience and raw mobile data
03:38 \u2013 When companies buy the audience, Mobilewalla provides the IDs and it is a one-time deal; the raw data is given on a subscription-basis which is paid monthly
04:28 \u2013 Right now the SaaS model is earning more in terms of revenue, but Anindya thinks this will change in December
04:57 \u2013 They are currently modifying the audience pricing to become a recurring stream
05:10 \u2013 They are planning to offer the data segments needed by a company and get a monthly payment for it
06:07 \u2013 Mobilewalla gets their data from different sources including the ad request system in mobile, they barter with the ad company in exchange for data
06:54 \u2013 They also put a pixel in an ad and obtain data from you as you browse
07:23 \u2013 This includes your location
07:57 \u2013 The company started with buying the information they can collect from other companies\u2019 ads and then moved on to trading
08:32 \u2013 2014 is their first revenue year where they got $1 million from the cut of the media buy
09:10 \u2013 2015 was also all media buys where they got $4 million
10:18 \u2013 They stopped media buying in June 2016 and played a key role in the US presidential election\u2014the revenue generated was $4 million: $750,000 in data and $3.25 million was from media
11:33 \u2013 The projection for this year is $5.1 million (all coming from data), but they have deals with companies that include media work
12:21 \u2013 Mobilewalla was one of the key data arms for a major party
12:33 \u2013 They created segments for evangelical Christians
13:31 \u2013 Anindya cannot share who they worked for but they can say the client was very happy with their work
14:10 \u2013 They raised their capital thru venture funding which are convertible notes worth $4 million; they have not yet raised a series B
15:50 \u2013 In May 2016, all the revenue was from data and they got $12,000. In June of this year, they hit $250,000\u2014this is a 20x growth in 13 months
16:32 \u2013 In May 2017, they made $172,000
17:05 \u2013 On SaaS, they have 9 customers with subscription accounts and they pay from $8,500 to $41,000 a month
17:21 \u2013 The biggest chunk of audience revenue comes from Oracle, they get paid based on the segments that were sold
18:10 \u2013 In June, they were close to $100,000 from their mobile audience; there are over 250 organizations buying from them including Unilever and Procter and Gamble
19:12 \u2013 Ever since they started there are only two companies who have not continued working with them
20:01 \u2013 The company has two sellers \u2013 one in New York and one in Singapore
20:27 \u2013 The total team size is 38 with 3 focused on sales acquiring new clients; the average sales cycle for a SaaS client is 45 days
21:21 \u2013 There is zero variable marketing spend for the company
21:51 \u2013 The company headquarters is in New York and the US team is located in New York and Atlanta where the US engineering team is based
22:12 \u2013 The US team size is 10, the Singapore team size is 12, and the rest is based in Calcutta, India
24:21 \u2013 The biggest amount of money they generated during the election was the \u201cget out to vote or GOTV\u201d \u2013 they monitored every polling booth in a certain number of states and they were able to tell the ground team who voted and who did not
25:04 \u2013 During the election their data was acquired in real time
27:15 \u2013 The Famous Five

3 Key Points:
Invest in a business that can bring in profit; this will give you the capital you need for your other businesses.
Data is king.
You CAN barter with other companies to reduce your spend on marketing.

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
GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more
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