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Roy Mann. He\\u2019s a career entrepreneur, artist and 3D printing enthusiast. His experience is in the field of product development and marketing and before co-founding dapulse, Roy was part of Wix\\u2019s senior management team, which is a big, runway success. Prior to joining Wix, he founded the online social game, Save an Alien.

Famous Five:

• Favorite Book? \\u2013 The Hard Thing About Hard Things
• What CEO do you follow? \\u2013 Avishai Abrahami
• Favorite online tool? \\u2014 FullStory
• How many hours of sleep do you get?\\u2014 7-8
• If you could let your 20-year old self, know one thing, what would it be? \\u2013 \\u201cWhatever you learn, you learn\\u2014and in the end, we all die\\u201d

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Time Stamped Show Notes:

• 01:50 \\u2013 Nathan introduces Roy to the show
• 02:27 \\u2013 dapulse is a tool for managing operations for teams
• 02:38 \\u2013 dapulse is a SaaS product
• 02:40 \\u2013 dapulse has a free trial of 14 days
• 02:52 \\u2013 ACV
• 04:00 \\u2013 Roy was in Episode 404 of The Top
• 04:06 \\u2013 Team size is 70
  • 04:14 \\u2013 1/3 is in engineering and they\\u2019re expecting to grow to 100 this year
  • 04:40 \\u2013 Most of the team are in Israel and some are in the USA
• 05:00 \\u2013 dapulse currently has 15K customers
• 05:15 \\u2013 dapulse raised $25M at the start of 2017
  • 05:34 \\u2013 They\\u2019ve raised a total of $34M
• 06:13 \\u2013 MRR is over $1M and $13M ARR
• 06:33 \\u2013 dapulse is a B2B company, but their approach is like a B2C
  • 07:06 \\u2013 dapulse aims at individuals who will potentially purchase the product for their team
• 07:16 \\u2013 dapulse has spent $1.5M just last month on online ads
• 07:45 \\u2013 CAC
• 08:24 \\u2013 Payback period
• 09:37 \\u2013 dapulse\\u2019s campaign can attract a high number of customers
• 10:27 \\u2013 Roy wants to build a product that fits everyone
• 10:42 \\u2013 dapulse has a negative net revenue churn
• 11:18 \\u2013 Monthly logo churn is between 1.5% to 2%
  • 12:13 \\u2013 Churn is calculated on the top line
• 13:48 \\u2013 dapulse has -.05 net revenue churn
• 14:20 \\u2013 dapulse sells to large companies through their Instagram ads
• 15:40 \\u2013 dapulse doesn\\u2019t give an incentive for those who post about their user experience
• 16:47 \\u2013 2017 ARR goal is $17M
• 17:21 \\u2013 December 2016 ARR is $6.5M
• 18:10 \\u2013 The Famous Five

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3 Key Points:

1. A B2C approach can still get you customers, even if you\\u2019re B2B company.
2. If people gain value from your product and enjoy it, they will share about it.
3. We all make mistakes, just make sure you learn and move on.

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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