BROADCASTS.com

b'

Mark Godley. He has held leadership positions at technology companies of all different sizes from pre-revenue to publicly traded. He\\u2019s best known for driving revenue and outpacing industry growth while rejecting herd mentality. Outside of work, Mark finds time daily to read, work-out, and cook\\u2014all the while, being an engaged father, spouse, and citizen.

Famous Five:

• Favorite Book? \\u2013 The Devil in the White City
• What CEO do you follow? \\u2013\\xa0 Henry Schuck and Yonatan Stern
• Favorite online tool? \\u2014 Flipboard, Stitcher, GaggleAMP and Lead Forensics
• 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 \\u201cLiving below your means gives you tons of options. Think about the life you want at age 50 and work backwards. We\\u2019re running a marathon not a sprint, and it takes planning, sacrifice and resilience and then, don\\u2019t define success and happiness by your paycheck\\u201d

\\xa0

Time Stamped Show Notes:

• 01:42 \\u2013 Nathan introduces Mark to the show
• 02:25 \\u2013 HG Data is in a competitive and intelligent space
• • 02:35 \\u2013 HG Data build data sets, used by sales and marketing teams, to do precision targeting at scale
• 03:05 \\u2013 The founder founded HG Data in 2012 after an exit
• 03:43 \\u2013 Mark is the Chief Revenue Officer (CRO) at HG Data
• • 04:02 \\u2013 Mark handles all the market phasing for the company
• 04:31 \\u2013 When HG Data was founded it served the enterprise space
• • 04:49 \\u2013 Last year is when they started to go down market
  • 04:58 \\u2013 Number of enterprise clients is 15-20 with 6-figure ARR
  • 05:15 \\u2013 HG Data had traditional customers, as well, that totaled 50
  • 05:58 \\u2013 HG Data transitioned from a data company to a product company
  • 06:12 \\u2013 Total ASP
• 06:50 \\u2013 HG Data wants to increase the customer base, but lower the RPU
• • 07:56 \\u2013 HG Data created a use-space specific databases
• 08:19 \\u2013 HG Data tries to keep the balance of enterprise and down market pricing
• • 08:34 \\u2013 50% of the revenue is from direct clients and 50% is from the partners
• 09:22 \\u2013 Mark shares what he is worried about in regards to their target
• 10:09 \\u2013 Mark shares how their partners use their data
• 10:55 \\u2013 Average pay per user annually
• 12:05 \\u2013 There are 10-50 OEMs in the customer base
• 12:37 \\u2013 Average number of customers
• 13:00 \\u2013 Mark only follows ARR and not MRR
• 13:27 \\u2013 Mark shares that they are focused on building the new space\\u2014they are currently spending and losing money by design, but hoping for a positive cash flow
• 14:00 \\u2013 Gross annual customer churn is less than 10%
• • 14:30 \\u2013 \\u201cWe\\u2019ve had one 6-figure churn in the last 4 years\\u201d
• 14:40 \\u2013 CAC
• 15:23 \\u2013 \\u201cWe\\u2019re looking for a more high-velocity sales model\\u201d
• 16:13 \\u2013 The company is based in Santa Barbara, where they have 80 employees
• 16:42 \\u2013 Connect with Mark through Twitter and LinkedIn
• 18:40 \\u2013 The Famous Five

\\xa0

3 Key Points:

• \\u201cWe\\u2019re running a marathon, not a sprint, and it takes planning, sacrifice, and resilience.\\u201d
• Be mindful of your partners BEFORE making decisions.
• Live without regrets.

\\xa0

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
• @Mgodley21 \\u2013 Mark\\u2019s Twitter handle
• LinkedIn \\u2013 Mark\\u2019s LinkedIn account
• Show Notes provided by Mallard Creatives