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Bart Lorang, a proven entrepreneur executive and manager in the global technology industry. He\\u2019s very active in the startup community as an angel investor, strategic advisor, and speaker at many industry events. In fact, he supports entrepreneurs in his co-founder position and is managing director at V1.vc, a $5 million dollar, seed-stage fund dedicated to help crazy entrepreneurs change the world. More importantly, he\\u2019s an entrepreneur himself. He\\u2019s currently running FullContact which is responsible for communicating its vision and strategy. He\\u2019s a visionary technologist with extensive experience conceiving, designing, building, marketing, and selling enterprise software solutions on a global scale.

Famous Five:

• Favorite Book? \\u2013 The Hard Thing About Hard Things
• What CEO do you follow? \\u2013 Warren Buffett

• Favorite online tool? \\u2013 DocuSign
• Do you get 8 hours of sleep? \\u2013 No
• If you could let your 20-year old self, know one thing, what would it be? \\u2013 It\\u2019s about how you make people feel.

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Time Stamped Show Notes:

• 01:40 \\u2013 Nathan introduces Bart to the show
• 02:35 \\u2013 FullContact is a universal contact management platform
• 02:50 \\u2013 FullContact is a SaaS business and payment is based on the number of contacts
• • 03:08 \\u2013 Developers can pay for a developer platform
• 03:17 \\u2013 The developer access is Bart\\u2019s largest revenue stream
• 04:00 \\u2013 FullContact is continually building new features
• 04:14 \\u2013 FullContact also offers KPI services
• 04:37 \\u2013 HubSpot uses FullContact
• 05:10 \\u2013 FullContact was founded in 2010
• 05:30 \\u2013 There is no application yet that is focused on contacts
• 06:01 \\u2013 First year revenue
• 06:28 \\u2013 Bart had a couple of businesses before FullContact
• 06:56 \\u2013 FullContact was funded through raised capital
• 07:17 \\u2013 How can someone look at that market and tell that it is too big to bootstrap?
• • 07:53 \\u2013 \\u201cIt\\u2019s all about the size of your vision and how fast you want to execute\\u201d
• 08:30 \\u2013 FullContact has millions of customers
• • 08:55 \\u2013 FullContact has above 50,000 paying customers
• 09:03 \\u2013 Bart shares what\\u2019s included in the free plan and paid plan
• 09:40 \\u2013 Average monthly RPU
• 10:05 \\u2013 Bart discusses the type of\\xa0 individuals using FullContact
• 11:05 \\u2013 Average MRR
• 11:40 \\u2013 FullContact in ARR
• 12:54 \\u2013 Gross customer churn
• 13:18 \\u2013 FullContact has an inside sales team helping their customers
• 13:37 \\u2013 CAC
• 14:20 \\u2013 Team location: they have a global presence
• 14:30 \\u2013 Team size: 210-220
• 14:40 \\u2013 FullContact had their Series C last August 2016
• 15:08 \\u2013 How are investors in this space thinking about the SaaS valuation?
• • 15:47 \\u2013 They are looking at the SaaS business\\u2019 multipliers
• 16:00 \\u2013 FullContact\\u2019s main competitors
• 16:35 \\u2013 The MDM space
• 16:49 \\u2013 Connect with Bart through FullContact and his email
• 18:18 \\u2013 The Famous Five

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3 Key Points:

• Analyze your business well and have a goal so you know where you\\u2019re going to start.
• Funding is a very important part of business.
• It\\u2019s NOT about how smart you are but how you make people feel.

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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
• Bart@FullContact.com \\u2013 Bart\\u2019s email address
• Show Notes provided by Mallard Creatives