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Ilya Semin, creator of Datanyze - a sales intelligence platform that\\u2019s the only thing Hubspot and Marketo will use. Datanyze has reached an ARR of $6 million in just two years - and they\\u2019re growing incredibly fast. Listen in to hear why Ilya took his first round of funding, how to have the tough conversations about equity, and why emotional intelligence is crucial for tech entrepreneurs.

Famous 5:

Favorite Book? \\u2013 The Alchemist
What CEO do you follow? \\u2014 None
Favourite online tool? \\u2014 Manny [link skyped to Nathan]
Do you get 8 hours of sleep?\\u2014 Yes
If you could let your 20 year old self know one thing, what would it be? \\u2014 I wish that I\\u2019d started working on my EQ skills and learned how to communicate with people

Time Stamped Show Notes:
01:09 \\u2013 Nathan\\u2019s introduction
01:58 \\u2013 Welcoming Ilya to the show
02:12 \\u2013 Datanyze is a sales intelligence platform that\\u2019s offered as a subscription service. Customers include Hubspot and Marketo
02:30 \\u2013 500 customers, with an average annual contract of $20k
02:55 \\u2013 Founded the business in 2012 - launched officially in 2014
03:20 \\u2013 First year revenue was around $50k
03:40 \\u2013 Mostly serve B2B companies and enterprise companies
03:58 \\u2013 Raised $1.8 million in July 2014
04:20 \\u2013 \\u201cWe were profitable even then...but enterprise customers don\\u2019t like dealing with small companies\\u201d
05:00 \\u2013 VCs included Google investments and Mark Cuban
05:30 \\u2013 Total revenue in 2015 was $4 million, and by December 2015 there was a monthly run rate of $500k
07:21 \\u2013 Churn is less than 1% per month
07:44 \\u2013 Customer Acquisition Cost is around $9k
08:20 \\u2013 \\u201cAlmost all our customers pay up front\\u201d
08:55 \\u2013 Have about 60 people based in San Martel, California
09:18 \\u2013 How does a typical customer use Datanyze?
09:30 \\u2013 If a sales rep is making a call, they can use Datanyze to access information about a company
10:07 \\u2013 Datanyze can also help to generate potential leads and their contact details
11:00 \\u2013 Have an inside sales team who set up around 15 demos per month
12:57 \\u2013 Current revenue growth is 7% month-over-month
13:30 \\u2013 Team salary costs are close to $500k per month
14:16 \\u2013 \\u201cWe\\u2019re close to break-even all the time\\u201d
14:38 \\u2013 One other co-founder. They had the difficult conversation and didn\\u2019t split equity evenly
15:01 \\u2013 Connect with Ilya through Linkedin or his blog
17:12 \\u2013 The Famous Five

3 Key Points:
Zero in on the market you want to serve - and find partners or investment to help you in that market
Learn to communicate. 85% of your success is down to emotional intelligence and \\u2018soft\\u2019 skills
Have the tough conversations about equity. All that an even split proves is that you aren\\u2019t communicating well enough
Resources Mentioned:
Host Gator \\u2013 The site Nathan uses to buy his domain names and hosting for cheapest price possible.
Freshbooks - The site Nathan uses to manage his invoices and accounts.
Leadpages \\u2013 The drag and drop tool Nathan uses to quickly create his webinar landing pages which convert at 35%+
Audible \\u2013 Nathan uses Audible when he's driving from Austin to San Antonio (1.5 hour drive) to listen to audio books.

Show Notes provided by Mallard Creatives

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