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Matthew Schiltz. He\\u2019s an experienced, senior executive with a proven track record in building successful, high growth technology and cloud companies ranging from the private startup stage to public companies. He\\u2019s responsible for his current company, Conga, and its growth strategy which includes financing, driving global sales and expanding product offerings. His extensive executive management and leadership experience is driving strong company growth which has resulted in several Inc 500, Fast 50 and Top 100 Places to Work awards. Past CEO successes include Insightful Corporation, CourtLink, DocuSign, Tier 3 and Blue Box Group. He has received several industry accolades in recognition of his past successes and is considered an expert on software, technology, and cloud business practices.

Famous Five:

• Favorite Book? \\u2013 The 7 Habits of Highly Effective People
• What CEO do you follow? \\u2013 Dan Springer
• Favorite online tool? \\u2014 Email
• 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 Matt would let others know that SaaS technology is about the people

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Time Stamped Show Notes:

• 01:58 \\u2013 Nathan introduces Matt to the show
• 03:07 \\u2013 Matt is the first professional CEO hired for DocuSign
• 03:38 \\u2013 Matt was also recruited by the board of Conga as their CEO
• 04:41 \\u2013 Matt has worked with founders who are great in product and technology, but were not able to grow their company as a CEO
• 05:25 \\u2013 The partnership with DocuSign\\u2019s founder was a successful experience
• 06:18 \\u2013 Conga is one of the top 5 global ISV (Independent Software Vendors) in the Salesforce ecosystem
• 06:44 \\u2013 Conga specializes in data and electronic contracts
  • 06:57 \\u2013 They take live, Salesforce data and turns it into dynamic documents that are automated
• 07:21 \\u2013 Conga is pure SaaS play
• 07:45 \\u2013 Renewal rate is astronomically high
• 08:08 \\u2013 Conga has a negative revenue churn
• 08:44 \\u2013 Conga has a mix of mid-market and enterprise customers
• 10:30 \\u2013 The customers pay directly on the number of seats
• 11:05 \\u2013 Customers can start with one product, then expand to five products
• 11:55 \\u2013 Conga\\u2019s customer base is two thirds midmarket and one third enterprise
• 12:33 \\u2013 Conga\\u2019s document generation product pricing starts at $200 monthly for 10 seats
  • 12:59 \\u2013 \\u201cIt\\u2019s a pretty low risk threshold\\u201d
• 13:30 \\u2013 The Salesforce AppExchange is the number one customer vehicle for Conga
• 16:06 \\u2013 80% of Conga\\u2019s customers regard them as offering a critical tool that they need to use
• 17:00 \\u2013 Conga has over 9000 customers globally
• 17:30 \\u2013 Conga is growing quickly
• 18:03 \\u2013 Conga grew 200% last year and another 100% this year
• 19:59 \\u2013 Conga is in a typical gross margin rate
• 20:10 \\u2013 The majority of Conga is owned by Insight Venture Partners of New York
• 20:46 \\u2013 Conga has announced Salesforce Ventures as a strategic investor in May 2017
• 21:15 \\u2013 Matt shares how they decide which companies to acquire
  • 21:50 \\u2013 Is it a good strategic fit for Conga?
  • 22:02 \\u2013 Is it a great people fit?
  • 22:30 \\u2013 Conga has 250-500 employees
• 23:53 \\u2013 Matt shares his thoughts on Conga taking the IPO route as a funding event
• 25:05 \\u2013 DocuSign just announced their intention to go public
• 27:35 \\u2013 The Famous Five

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3 Key Points:

1. Not all founders can grow their business; the right CEO can be the answer.
2. The growth of a company isn\\u2019t based solely on the product, but the people who are behind it.
3. The IPO route for funding is a fantastic place to start.

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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