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Oscar Nelson. He\u2019s the CEO of Musqot, the marketing technology and SaaS company he co-founded after spending 12 years in various marketing roles in small and large companies. Industry-wise, he\u2019s had a mixed background from consulting, media, telecommunications and enterprise software. He considers himself a business generalist more than a specialist.

Famous Five:

• Favorite Book? \u2013 The Five Dysfunctions of a Team
• What CEO do you follow? \u2013 Jason Lemkin
• Favorite online tool? \u2014 DocuSign
• How many hours of sleep do you get?\u2014 8
• If you could let your 20-year old self, know one thing, what would it be? \u2013 It is more important to focus on your cofounder than your business idea

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Time Stamped Show Notes:

• 01:52 \u2013 Nathan introduces Oscar to the show
• 02:18 \u2013 Musqot is a marketing performance management app
• 02:24 \u2013 Musqot helps their customers increase their marketing effectiveness and efficiency, enabling their marketing ROI
• 02:44 \u2013 ACV is around $25K annually
• 02:55 \u2013 Some customers pay 6 figures
• 03:04 \u2013 Musqot was founded in 2014
• 03:16 \u2013 On their second year, Musqot launched their beta product and just a year ago, they launched their real product
• 03:40 \u2013 Musqot was bootstrapped. They were able to sustain their first year without revenue through personal financial support and savings
• 04:05 \u2013 Oscar and his co-founder have initially put in around $100K for the company
• 04:47 \u2013 First year revenue
• 05:37 \u2013 2017 target is $3M in ARR runway
• 06:12 \u2013 Musqot just recently passed their $100K MRR mark
• 07:06 \u2013 Musqot currently has 60 customers
• 08:14 \u2013 Musqot\u2019s expansion is due to their support and onboarding efforts
• 09:13 \u2013 Team size is 25 with 20 full-time employees and 5 consultants
  • 09:30 \u2013 5 are in sales, 2 are in presales and onboarding, 1 in marketing and the rest are in development
• 10:45 \u2013 Musqot gets customers from different sources
  • 11:00 \u2013 Musqot is on the Salesforce AppExchange
• 12:14 \u2013 Full weighted CAC
• 13:31 \u2013 Payback period is roughly a year or more
• 14:10 \u2013 Paid ads spend is around $20K monthly
• 14:50 \u2013 The bigger customers are happy and tend to stay longer than the smaller customers
• 15:32 \u2013 Logo churn is around 2% and revenue churn is negative
• 16:27 \u2013 Musqot has raised $1.2M
• 16:44 \u2013 Musqot\u2019s HQ is in Stockholm, Sweden and Bangalore, India
• 17:40 \u2013 The Famous Five

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3 Key Points:

1. A startup can thrive through personal savings and financial support if need be.
2. Share your business ideas with your business partner and make sure that your thoughts and visions for the company are aligned.
3. Plan carefully where you will place your paid ads.

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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