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Todd Olson. He\\u2019s the CEO and founder of Pendo, a product experience platform that helps product managers deliver successful products. Before Pendo, Todd served as VP of products at Rally Software Development which he led through its public offering. Todd joins Rally in its acquisition of 6^th Sense, the company he founded and served as president and CTO.

Famous Five:

• Favorite Book? \\u2013 Good to Great
• What CEO do you follow? \\u2013\\xa0 Aaron Levie
• Favorite online tool? \\u2014 15Five
• 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 \\u201cI wish I knew more at 21, than I thought I knew\\u201d

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Time Stamped Show Notes:

• 01:42 \\u2013 Nathan introduces Todd to the show
• 02:17 \\u2013 Pendo provides a solution that helps companies build an application to improve its experience
• 03:00 \\u2013 Optimizely uses Pendo to understand the people who are in their trial and onboarding flow
• 03:32 \\u2013 Pendo is different to Intercom\\u2019s space
• 04:01 \\u2013 Pendo is a SaaS company
• 04:21 \\u2013 Pendo was launched in 2013
• 05:11 \\u2013 Todd experimented with different technologies
• 05:26 \\u2013 \\u201cEvery product has key set features\\u201d
• 05:45 \\u2013 Todd founded 6^th Sense and sold it to Rally
• 06:24 \\u2013 First year revenue is zero
• 06:55 \\u2013 Todd invested $1.2M to start Pendo
• 07:11 \\u2013 Pendo has raised a seed round
• • 07:44 \\u2013 It was a million dollar convertible note
• 08:15 \\u2013 Pendo has raised a total of $31M
• 08:26 \\u2013 Team size
• 08:55 \\u2013 \\u201cAll of our customers are top-tier\\u201d
• 09:43 \\u2013 Average customer pay per month
• 09:52 \\u2013 Pendo serves mid-market to enterprise companies
• 10:20 \\u2013 Todd shares what drives their expansion revenue
• 10:50 \\u2013 Pendo increases prices by adding products to existing plans
• 10:55 \\u2013 Pendo has tier-prices based on features
• 11:17 \\u2013 Todd shares why adding products is their main expansion driver
• 12:30 \\u2013 Average number of customers
• 12:45 \\u2013 Future target market
• 13:00 \\u2013 Average customer churn
• 13:35 \\u2013 Pendo has a net negative churn
• 13:49 \\u2013 Todd explains net negative churn
• 14:54 \\u2013 CAC and LTV ratio is healthy
• 15:26 \\u2013 Pendo\\u2019s expansion plan
• 15:44 \\u2013 Average MRR
• 17:25 \\u2013 The Famous Five

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3 Key Points:

• Treat all your customers as if they are top-tier customers.
• Expansion drivers will depend on what suits the company.
• Be more confident.

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Resources Mentioned:

• Acuity Scheduling \\u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• 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
• Show Notes provided by Mallard Creatives

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