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Darren Pierce. He\\u2019s the founder and CEO of eTailInsights. Prior to launching the business, he has spent many years working with B2B companies specializing in leadership, strategic development, client relationships, and maximizing revenue growth. Darren was the Director of Sales for First Research which was acquired by Hoover. Darren helped Bronto Software accelerate their revenue market share to become the leading email service provider in the ecommerce industry. He\\u2019s a graduate of The Walker College of Business at Appalachian State University with 2 BSBAs in Management and Marketing.

Famous Five:

• Favorite Book? \\u2013 The Hockey Stick Principles
• What CEO do you follow? \\u2013\\xa0 N/A
• Favorite online tool? \\u2014 Buffer
• 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 Darren wished that his 20-year old self could have been more patient

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Time Stamped Show Notes:

• 01:50 \\u2013 Nathan introduces Darren to the show
• 02:35 \\u2013 Darren didn\\u2019t want to leave Bronto Software, but he came up with the eTailInsights\\u2019 idea and couldn\\u2019t let it pass
• 02:53 \\u2013 Darren joined Bronto, in 2008, to help sell their email marketing and make offers to online retailers
• • 03:25 \\u2013 One of the early problems in Bronto was how to find the companies/retailers
• 03:47 \\u2013 eTailInsights is a database that indexed the e commerce companies
• 04:03 \\u2013 eTailInsights is a SaaS business
• 04:10 \\u2013 Average MRR/ARR
• • 04:43 \\u2013 The pay is manual upfront
• 04:48 \\u2013 eTailInsights was launched in 2011
• 04:51 \\u2013 Total 2015 revenue
• 05:15 \\u2013 2016 goal
• 05:50 \\u2013 Average MRR
• 06:18 \\u2013 Average churn is adjusted
• 06:50 \\u2013 CAC
• • 07:29 -\\xa0 eTailInsights\\u2019 average pay per click
• 07:48 \\u2013 LTV
• 08:25 \\u2013 eTailInsights has been tracking hundreds of thousands of retailer globally
• 08:36 \\u2013 eTailInsights will start indexing next year
• 08:58 \\u2013 Number of current companies is 3000
• 09:09 \\u2013 The three biggest competitors of eTailInsights
• 10:08 \\u2013 Exit is not Darren\\u2019s priority at the moment
• • 10:16 \\u2013 Darren\\u2019s dream number is $100M
  • 11:18 \\u2013 Darren wants to know how far his business can go
• 11:30 \\u2013 eTailInsights is completely bootstrapped and they have $100K in it
• 12:06 \\u2013 Current head count
• 12:20 \\u2013 Average compensation
• 12:36 \\u2013 eTailInsights\\u2019 location
• 12:52 \\u2013 eTailInsights sourced their own data and they built their own tech
• 14:38 \\u2013 The Famous Five

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3 Key Points:

• When you become predictable, you lose SO much leverage.
• If the idea of a business strikes you, go with that passion and just do it.
• Be patient\\u2014it takes patience to be a successful entrepreneur.

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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
• Show Notes provided by Mallard Creatives