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Henry Schuck, CEO of DiscoverOrg. He\u2019s a leading entrepreneur in sales intelligence and lead generation. Under his leadership, DiscoverOrg built the industry\u2019s most accurate, highest quality, contact database through a mix of technology and a team of live researchers who continually call into thousands of IT, marketing, HR, and finance departments.

Famous Five:

• Favorite Book? \u2013 Good Boss, Bad Boss
• What CEO do you follow? \u2013\xa0 N/A

• Favorite online tool? \u2014 Gmail
• Do you get 8 hours of sleep?\u2014 I do
• If you could let your 20-year old self, know one thing, what would it be? \u2013 \u201cWork harder than you could ever imagine working\u201d

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Time Stamped Show Notes:

• 01:40 \u2013 Nathan introduces Henry to the show
• 02:13 \u2013 DiscoverOrg provides deep intelligence on the company and the contact information of buyers of 60,000 companies worldwide
• 02:38 \u2013 DiscoverOrg is selling the data on a subscription basis
• 03:09 \u2013 Henry worked for a company similar to DiscoverOrg when he was an undergrad
• 03:28 \u2013 Henry\u2019s colleague asked him to build a similar company which is now DiscoverOrg
• 04:04 \u2013 Henry\u2019s acquired iProfile
• 04:40 \u2013 DiscoverOrg is owned by TA Associates
• 04:58 \u2013 DiscoverOrg was self-funded in annual contract value in 2014
• 05:56 \u2013 Henry was approached by different private equity firms in 2012-2014
• 06:26 \u2013 Henry shares the reason why they chose TA Associates
• 07:45 \u2013 Customers pay annual access to the platform which is a SaaS platform and they pay for specific data
• 08:22 \u2013 Average annual RPU
• 08:46 \u2013 Average ARR
• 09:20 \u2013 How Henry manages churn
• 10:46 \u2013 CAC
• 11:16 \u2013 Henry and his team are based in Vancouver, Washington
• 11:27 \u2013 Team size is 315
• 11:40 \u2013 Lifetime value
• • 11:55 \u2013 Customers stay with DiscoverOrg for 3-4 years
• 12:23 \u2013 What keeps you motivated in doing this?
• • 12:30 \u2013 Henry has a 6 month old daughter and he wants her to see that he works hard, he also wants to make it a success for TA
• 13:29 \u2013 Connect with Henry through LinkedIn and Twitter
• 15:27 \u2013 Annual renewal rate is over 90%
• 15:46 \u2013 DiscoverOrg is continually building new data
• 16:00 \u2013 The Famous Five

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3 Key Points:

• Teach users not only how to use a platform, but how to utilize it to INCREASE their revenue.
• Have a business that is profitable.
• Work harder than you could ever imagine working, that\u2019s where you add value.\xa0

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Resources Mentioned:

• Acuity Scheduling \u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• Drip \u2013 Nathan uses Drip\u2019s email automation platform and visual campaign builder to build his sales funnel
• Toptal\xa0\u2013 Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn\u2019t have to hire a co-founder due to the quality of Toptal
• Host Gator\xa0\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible.
• Audible\xa0\u2013 Nathan uses Audible when he\u2019s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books.
• The Top Inbox\xa0 \u2013 The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences
• @HenryLSchuck \u2013 Henry\u2019s Twitter handle
• LinkedIn \u2013 Henry\u2019s LinkedIn account
• Show Notes provided by Mallard Creatives