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Chris Golec. He\\u2019s built three, successful, technology businesses in the last 18 years. Today, he\\u2019s the founder and CEO of Demandbase and his mission is to transform B2B advertising, marketing and sales through innovations and digital technology. Today, hundreds of blue chip enterprises across financial services, hi-tech, manufacturing, healthcare and telecom industries have adopted a demand based on the B2B marketing platform and account-based marketing technology to dramatically improve the way they acquire and grow customers.

Famous Five:

• Favorite Book? \\u2013 Straight from the Gut
• What CEO do you follow? \\u2013 Marc Benioff, Steve Jobs, Jack Welch and Sundar Pichai
• Favorite online tool? \\u2014 Slack
• How many hours of sleep do you get?\\u2014 6-7
• If you could let your 20-year old self, know one thing, what would it be? \\u2013 Don\'t start a company just to NOT work for someone else

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Time Stamped Show Notes:

• 01:50 \\u2013 Nathan introduces Chris to the show
• 02:28 \\u2013 In the last two years, Chris has seen that there\\u2019s a dramatic increase in demand
• 03:13 \\u2013 Chris is seeing 50% growth in revenue this year
• 03:22 \\u2013 Demandbase just closed funding of $65M in May 2017, which is on top of the $90M they\\u2019ve raised
• 03:50 \\u2013 Chris shares the reason that they\\u2019ve raised another round
  • 03:53 \\u2013 The ABM category
  • 04:10 \\u2013 Demandbase has developed new innovations
• 05:27 \\u2013 ABM is more of a business process and Demandbase is much more of a platform
• 05:41 \\u2013 Demandbase has multiple products integrated into their solution
• 06:10 \\u2013 Demandbase was launched in 2007
• 06:22 \\u2013 Demandbase currently has a lot of options
• 06:33 \\u2013 Salesforce and Marketo are getting into the ABM category as well
• 08:25 \\u2013 By the end of 2017, they\\u2019ll pass the $100M revenue mark
• 09:00 \\u2013 Demandbase\\u2019s customer expansion
• 09:44 \\u2013 Current customer count is around 400-600
• 09:57 \\u2013 Team size is 300
• 10:17 \\u2013 Demandbase will probably break even or be cashflow positive in Q1 or Q2 of 2018
• 10:55 \\u2013 Demandbase is increasing investments ahead of plan and that allows them to generate new products
  • 11:13 \\u2013 It makes new customers come to the platform
• 11:44 \\u2013 Demandbase has offices in San Francisco, Seattle, New York and London
• 12:25 \\u2013 Demandbase has 50-60 quota-carrying reps, 20-25 in marketing, 10-15 HR and the rest are in data, R&D and engineering
• 13:20 \\u2013 Account-based marketing allows you to save a lot of money
• 13:58 \\u2013 Customers pay annually
• 14:09 \\u2013 Payback period is around 12 months
  • 14:33 \\u2013 Chris is lenient with their payback period
• 15:13 \\u2013 LTV
• 15:30 \\u2013 Chris won\\u2019t barter just to acquire new customers
• 17:44 \\u2013 The Famous Five

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3 Key Points:

1. Raising a large amount of capital will help develop the business quickly.
2. Account-based marketing can save you more money.
3. When you start a company, you\\u2019re working for EVERYONE.

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Resources Mentioned:

• Simplero \\u2013 The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost.
• 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\\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