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Darian Shirazi. He\u2019s the CEO and co-founder of Radius. He was an early employee at Facebook and worked on the\u201d Sell Your Item\u201d Team at eBay. He\u2019s founded, invested, and advised many successful technology companies. Prior to starting Radius, Darian studied Computer Science and Philosophy at UC Berkeley. He\u2019s also a prominent keen speaker at Top of Technology Innovation.

Famous Five:

• Favorite Book? \u2013 The Essays of Warren Buffet
• What CEO do you follow? \u2013\xa0 Marc Benioff
• Favorite online tool? \u2014 Yesware
• Do you get 8 hours of sleep?\u2014 No
• If you could let your 20-year old self, know one thing, what would it be? \u2013 \u201cHow much harder building the business is\xa0 than you originally thought and how once you get to scale how amazing it feels.\u201d

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Time Stamped Show Notes:

• 01:42 \u2013 Nathan introduces Darian to the show
• 02:15 \u2013 Darian shares about his time with Facebook
• • 02:30 \u2013 Darian\u2019s favorite project on Facebook was Facelift
• 02:45 \u2013 Darian shares what he thinks of Mark Zuckerberg
• 03:30 \u2013 Darian can\u2019t think of a time when Mark was at odds with another team member
• 03:58 \u2013 Radius is about growing pipelines for B2B marketers
• • 04:08 \u2013 The customers are typically enterprise and mid-market businesses
  • 04:15 \u2013 Radius fixes data\xa0
  • 04:30 \u2013 Radius\u2019 services
• 04:48 \u2013 The whole foundation of the product starts with the Radius business graph
• 05:17 \u2013 Darian shares how they help the client
• 05:40 \u2013 Darian shares how Radius is different with CB Insights
• • 05:50 \u2013 Radius\u2019 data is powered by their customers which allows them to access their CRMs
  • 06:20 \u2013 The activity data allows Radius to improve their data
  • 06:50 \u2013 Radius doesn\u2019t rely on publicly available data
• 07:30 \u2013 Radius was founded in 2011 and launched in 2013
• 08:00 \u2013 Average number of customers
• • 08:30 \u2013 It is not really a seat model
  • 09:10 \u2013 Radius has a used cased expansion
• 09:41 \u2013 Team size is currently 150 people
• 10:00 \u2013 Radius has currently raised $100M
• • 10:25 \u2013 Radius still has a lot of net capital left
  • 10:42 \u2013 Radius\u2019 retention for enterprise customers is around 93%
• 10:50 \u2013 Gross monthly customer churn
• 11:24 \u2013 Darian shares what drives their revenue
• • 11:48 \u2013 Radius\u2019s implementation day is only 18 days so customers see the value quickly
• 12:11 \u2013 Radius\u2019 pricing
• 12:23 \u2013 ACV
• 13:00 \u2013 First year revenue
• 13:25 \u2013 Darian has 2 co-founders
• 14:07 \u2013 Radius requires a team
• • 14:28 \u2013 Darian hired people from enterprise companies
• 15:00 \u2013 Darian shares Radius\u2019s CAC to LTV ratio
• • 15:36 \u2013 Radius\u2019s sales cycle
  • 15:52 \u2013 \u201cCustomer trust is our number one value\u201d
  • 16:50 \u2013 It is difficult to measure CAC to LTV when enterprise companies rely on big\xa0 events for marketing

• 17:53 \u2013 Radius\u2019s growth rate
• 19:14 \u2013 Radius\u2019 marketing budget
• 19:29 \u2013 The amount Radius spends on Dreamforce
• • 20:27 \u2013 Dreamforce is an incredible way to grow a pipe

• 20:40 \u2013 Is Radius going to be the next Benioff\u2019s acquisition?
• 21:48 \u2013 Darian shares how Microsoft has been an incredible partner for Radius
• 22:36 \u2013 The last funding
• 23:05 \u2013 Darian discusses Radius\u2019 future
• 23:40 \u2013 Follow Darian at Twitter and email him
• 25:35 \u2013 The Famous Five

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3 Key Points:

• It takes a great team to create a great product.
• Take what you\u2019ve learned from your last employer, be grateful for it, and leave graciously.
• Acquisition requires planning, an exchange of ideas, and thorough researching.

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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
• Jamf \u2013 Jamf helped Nathan keep his Macbook Air 11\u201d secure even when he left it in the airplane\u2019s back seat pocket
• Ceo@Radius.com \u2013 Darian\u2019s email address
• @Darian314 \u2013 Darian\u2019s Twitter handle
• Show Notes provided by Mallard Creatives