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Mateo Munoz. He\\u2019s the COO and managing director of the Americas for Duuzra or Duzzra Group. Mateo has been a crucial part of the management team that helped the company turnaround from group consultancy to its second series A and is leading it from its service-based model to a SaaS-based model.

Famous Five:

• Favorite Book? \\u2013 Never Eat Alone
• What CEO do you follow? \\u2013 Falon Fatemi
• Favorite online tool? \\u2014 Glow Baby and Slack
• How many hours of sleep do you get?\\u2014 4.5
• If you could let your 20-year old self, know one thing, what would it be? \\u2013 \\u201cListen a little bit more\\u201d

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Time Stamped Show Notes:

• 01:49 \\u2013 Nathan introduces Mateo to the show
• 02:25 \\u2013 Duuzra was launched in 2012 as an event technology company
  • 02:35 \\u2013 It was on prem and they\\u2019ve worked with different companies
• 02:58 \\u2013 They saw where the market was going; so, they started a solution on the cloud
  • 03:18 \\u2013 They got a little bit of the model wrong and there was some mismanagement
  • 03:31 \\u2013 They\\u2019ve burned $3M from 2012-2015
  • 03:40 \\u2013 Their current CEO is from a venture-traditional bank
• 04:14 \\u2013 Duuzra then rolled over and Mateo had to deal with the IRS because of their back taxes
• 04:52 \\u2013 Duzzra Group is from UK
• 05:15 \\u2013 Duzzra was opened up in USA as an Inc. founded by the original management group
• 06:12 \\u2013 Duzzra had their Series A
• 06:45 \\u2013 In 2016, Duzzra made over \\xa32M
• 07:12 \\u2013 Current team size is 30 from the 80 people in 2015
• 07:19 \\u2013 Duzzra raised \\xa32.3M in their series A
• 07:32 \\u2013 20 people are in the UK, the rest are remote and are from other countries
• 08:17 \\u2013 Mateo was the VP in marketing and he also had his own advertising company
• 08:42 \\u2013 Mateo was offered the MD role by the CEO, he also acquired some equity
• 09:11 \\u2013 Series A was a typical venture, but it was done through private wealth
  • 09:28 \\u2013 They\\u2019re currently looking into raising \\xa35M for series B
• 09:39 \\u2013 Duzzra just released their SaaS product coming in as a beta product
• 10:05 \\u2013 Target revenue for 2017
• 10:24 \\u2013 Duzzra currently has a great team that is doing an amazing job
• 11:24 \\u2013 The valuation will be important, but they also want the investors to be happy with their series B
• 12:30 \\u2013 Duzzra has invested $400K on their new product
• 13:08 \\u2013 An average pay per customer is $2500 a month
  • 13:11 \\u2013 The benchmark for Duzzra\\u2019s predictable revenue was the license for the actual event
• 13:39 \\u2013 Duzzra is moving to a completely different model
  • 13:51 \\u2013 Duzzra is now a content delivery and engagement tool with analytics on the back end
  • 13:58 \\u2013 Applications can be packaged quickly and easily
• 14:36 \\u2013 Duzzra currently has 10 paying customers for the SaaS side and they still have their full-service suite
• 15:13 \\u2013 CAC is around $3500
• 17:15 \\u2013 The Famous Five

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3 Key Points:

1. Sometimes you have to accept that there will be loss at times while building a company.
2. If the business can maintain its credibility (even after burning millions) investors will still trust you and will invest.
3. Listen to others and learn from them; don\\u2019t try to do it all on your own.

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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