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Chris Golec. He\\u2019s the CEO and founder of Demandbase. Chris is an entrepreneur and prior to starting Demandbase, founded one of the most successful B2B software and data solutions in the late 90s called Supplybase. With previous positions at GE and DuPont, Chris uses his wealth of experience to position Demandbase as one of the most rapidly expanding B2B marketing companies in the space.

Famous Five:

• Favorite Book? \\u2013 N/A
• What CEO do you follow? \\u2013\\xa0 Keith Krach
• Favorite online tool? \\u2014 Amazon and Skype
• 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 \\u201cGo for it sooner\\u201d

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Time Stamped Show Notes:

• 01:22 \\u2013 Nathan introduces Chris to the show
• 02:10 \\u2013 Demandbase is a marketing technology company focused on B2B marketers
• 02:46 \\u2013 Demandbase sells subscriptions to large enterprises
• 03:10 \\u2013 Chris used his experience in GE to find what salespeople need
• 03:40 \\u2013 Average customer pay per month
• 04:09 \\u2013 Demandbase has raised $90M
• 04:51 \\u2013 Demandbase was launched in 2007
• 05:20 \\u2013 Demandbase started pushing the account-based marketing technology
• • 05:32 \\u2013 Chris explains what an account-based marketing technology is
• 06:03 \\u2013 Supplybase was in a supply-chain space
• 06:37 \\u2013 Chris started as a consultant
• • 07:04 \\u2013 Chris saw the huge opportunity from his clients\\u2019 experiences
  • 07:33 \\u2013 Chris shares how he determines the red flags in revenue plans
• 09:05 \\u2013 First year revenue
• 10:17 \\u2013 Demandbase had their first round in 2007 for $2.5M
• • 10:33 \\u2013 It was an equity round
• 11:00 \\u2013 Chris shares what he deems important to know before raising a round
• • 11:07 \\u2013 Have a goal
  • 11:22 \\u2013 Know that \\u201cit\\u2019s not easy raising money\\u201d
• 12:00 \\u2013 Demandbase currently has 400 customers
• 12:23 \\u2013 Average MRR
• 12:40 \\u2013 Team size is under 250
• 13:44 \\u2013 Gross customer churn
• 13:59 \\u2013 \\u201cEven if we don\\u2019t add any customers this year, we\\u2019ll still grow by 10% next year\\u201d
• 14:14 \\u2013 Chris shares how the teams are designated by customers
• 15:00 \\u2013 CAC
• 15:13 \\u2013 Average contract value
• 15:40 \\u2013 Demandbase is in San Francisco
• 16:55 \\u2013 The Famous Five

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3 Key Points:

• When you see an opportunity, go for it!
• Raising money is not a walk in the park \\u2013 know your goal beforehand.
• Don\\u2019t wait around, go for your dreams as soon as you can.

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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
• Freshbooks \\u2013 Nathan doesn\\u2019t waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW
• Show Notes provided by Mallard Creatives